OPPORTUNITY Management

Project description

When an opportunity is defined, the Pre-Sales team will continue the process by conducting phone or face to face interviews to define the prospects situation and needs. If there is an opportunity for our products and services, the Lead will be turned into an Opportunity and handed over to the Sales team.
The Sales team will be responsible for meeting with the prospect and further understand their needs and discuss their pain areas. The information gathered during this stage should be sufficient to define a solution.
An Opportunity Checklist can be used to ensure that the key information is captured during this stage and the Sales and Functional teams have enough information to define the solution.
Several meetings or phone discussions might be necessary to capture all the required information.

SOLUTION DEFINITION

The Sales and Delivery team will work together on taking the customer needs, pain areas and high level requirements to define the appropriate solution. The team will also create a presentation and a demo script (if necessary) and prepare the schedule and commercials of the proposal for discussion with the prospect. This stage is complete when the collaterals are all ready and a meeting has been scheduled with the customer.

SOLUTION PRESENTATION/DEMO

The goal of this step is to meet with the prospect face-to-face and present our solution, do a demo if necessary and discuss the commercial aspects of our engagement. The team will aim at arriving at a decision from the prospect so that a proposal and SOW can be sent and negotiation can begin. Several meetings might be necessary with the different influencers in the decision process in order to receive buy-in from all actors and allow the decision maker to make the decision.

PROPOSAL AND NEGOTIATION

The Sales and Delivery team will work together on taking the customer needs, pain areas and high level requirements to define the appropriate solution. The team will also create a presentation and a demo script (if necessary) and prepare the schedule and commercials of the proposal for discussion with the prospect. This stage is complete when the collaterals are all ready and a meeting has been scheduled with the customer.

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