SALES-06b » Discovery (MSP)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

The goals of sales discovery are to determine the scope of Managed Services that the proposal will address, and to gather sufficient information to prepare an accurate proposal.

SALES Module 06b, Discovery (MSP), reviews the major elements of the prospect's IT environment that have to be investigated in order to scope the Managed Services proposal: servers, user devices and peripherals, applications, network infrastructure, and security. For each area, the prospect's current systems and devices are inventoried, and then analyzed for risks. Where there are risks, options for mitigating the risks are developed.

This module consists of the Module Overview Diagram plus 3 pages of detailed process maps personalized for your company.

Benefits
Components
  • Proposal accuracy is improved with a thorough pre-sales discovery
  • The proposed services can be directly linked to risks in the prospect's IT environment

Included with your first Service Blueprint Brick for a series:

  • Life Cycle Diagram depicting process modules for the service offering
  • Tutorial on "How to read a Service Blueprint"
  • Kaizen-based guide on "How to deploy a Service Blueprint module"

Included with each Service Blueprint Brick:

  • 11x17 and Legal  PDF versions (A3 version for international clients)
  • Detail Report (describing roles, systems, documents, and KPIs for the module)
  • Task Report (listing all of the onstage and backstage tasks in the process module)
  • Personalization with your logo, roles, and service automation systems

Additional features for Service Blueprint Subscription clients:

  • Editable native MS Visio version of the Service Blueprint
  • Accompanying AntFarm tools and templates such as agendas, project plans, planning tools
  • Access to online Service Blueprint training
Objectives
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Determine the scope for Managed Services coverage
  • Collect sufficient information to prepare an accurate proposal
  • Document supportability issues (when an assessment is not performed)

At the onset of this process:

  • Prospect has been qualified for the opportunity
  • Prospect has agreed to consider a proposal for Managed Services
  • Prospect has identified current challenges for IT operations
  • Opportunity Stage has been set to {Qualified}
  • Sales Activity for Discovery has been created

Upon completion of this process:

  • Managed Services discovery workbook completed (list of IT infrastructure items to be covered by Managed Services)
  • Opportunity Stage has been set to {Discovery Complete}

This process module includes these sub-processes:

  • 06b.01 Discovery Initiation
  • 06b.02 Server and Application Discovery
  • 06b.03 User Device and Peripheral Discovery
  • 06b.04 Network Infrastructure and Security Discovery
  • 06b.05 Discovery Closeout

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Conversion Ratio: Lead to Closed-Won
  • Sales Cycle Time
  • Sales ROI
  • Stale Opportunities
  • Win Ratio (# opportunities)

Process Overview Diagram