SALES-08a » Qualification (Cloud)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

The qualification stage of the sales opportunity lifecycle is focused on raising prospect awareness of cloud computing as a potential solution to their business goals and qualifying the prospect - determining whether they are a fit and if the opportunity will likely result in a win. The cloud solution provider also begins to position themselves as someone who can successfully address the prospect's business challenges.

SALES Module 08a, Qualification (Cloud), addresses qualification of potential Cloud Services opportunities. It begins with the Introductory Appointment with the prospect, where their business goals are explored and cloud computing is positioned as a potential solution. If it makes sense to continue the dialog, the prospect's IT buying practices are discussed, with the goal of qualifying the prospect for proposal development. The objective is to disqualify early, thus avoiding sales effort with no expectation of return.

On occasion, the prospect must be presented with a compelling financial reason to continue the discussion. This module includes a Total Cost of Ownership (TCO) analysis to demonstrate the cost benefits of moving to the cloud.

Once the prospect is qualified, the sales representative reviews next steps for discovery and proposal development. If a Cloud Strategy Workshop is appropriate to help the prospect determine their priorities and approach for moving to the cloud, it is introduced at this time.

This module consists of the Module Overview Diagram plus 9 pages of detailed process maps personalized for your company.

Benefits
Components
  • Early disqualification reduces overall cost of sales
  • Prospect is aware that cloud computing can address their business needs
  • With a TCO analysis, prospect can see the financial benefit

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 prospect's perception of IT as a strategic asset
  • Increase prospect's awareness of cloud computing
  • Establish the financial ROI for cloud computing
  • Qualify the opportunity to avoid unnecessary cost of sales

At the onset of this process:

  • Prospect has been identified that has a business problem that can be solved through cloud computing
  • Prospect has been screened and meets basic requirements to be a potential client (market qualified)
  • Initial appointment set up
  • Company set up in {CRM} with type {Prospect}
  • Opportunity created with an initial stage of {Lead}

Upon completion of this process:

  • Prospect has been deemed unqualified and the opportunity has been closed (or)
  • Prospect has met the required criteria to be considered a qualified opportunity and the opportunity stage is set to {Qualified}
  • Total Cost of Ownership (TCO) analysis is complete and results have been presented to the prospect
  • A Sales Activity for Discovery has been created and Discovery has been scheduled
  • Cloud Strategy Workshop SOW has been approved by the prospect and the workshop is scheduled (if appropriate)

This process module includes these sub-processes:

  • 08a.01 Preparation
  • 08a.02 Introductory Appointment
  • 08a.03 TCO Preparation and Review
  • 08a.04 Qualification and Next Steps Discussion
  • 08a.05 Not A Fit At This Time

These metrics and KPIs provide an indication of process performance:

  • Conversion Ratio: Lead to Closed-Won
  • New Clients
  • Pipeline Size (# opportunities)
  • Sales Cycle Time
  • Sales ROI
  • Stale Opportunities

Process Overview Diagram