Business processes
2012-10-16 17:08:12 202 举报The detailed list of activities to convert a capability into an order is shown below.
作者其他创作
大纲/内容
PRESALES / SALES(Lead-to-Deal Cycle)
Gather opportunity details Demo product / proof-of-concept Estimation RFI / RFP Proposal
CAPABILITIES
BUSINESS DEVELOPMENT(Product / Capability-to-Lead Cycle)
Target mailing list Execute campaign Generate leads Qualify leads Handover qualified leads to Presales/ Sales
3
Offering
OFFERINGS
DemandServicing
Proposal presentation Submit revised proposal(s) Reference visit Negotiation Letter of intent Workshop(s) Purchase order Contract
Internal capability discovery Scan market opportunities offering specification Offering scoring Offering shortlist
LEADS
Content
1
ORDERS
2
Campaign
DealClosure
Offering detailing Prototype / proof- of-concept Select collateral type(s) Prepare collateral Update website Internal soft launch Campaign planning
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