SALES-08b » Discovery (Cloud)

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 cloud services that the proposal will address, and to gather sufficient information to prepare an accurate proposal.

SALES Module 08b, Discovery (Cloud), reviews the major elements of the prospect's IT environment that have to be investigated in order to scope the cloud services proposal: servers, user devices and peripherals, applications, network infrastructure and security. For each area, the prospect's current capabilities are inventoried, and then analyzed for risks. Where there are risks, options for mitigating the risks are considered.

If significant application compatibility issues are uncovered, the need for a Cloud Compatibility Assessment is discussed with the prospect.

This module consists of the Module Overview Diagram plus 6 pages of detailed process maps personalized for your company.

Benefits
Components
  • Proposal accuracy is improved with a thorough pre-sales discovery
  • Potential cloud compatibility issues are uncovered early, before they become costly later

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 the cloud proposal
  • Collect sufficient information to prepare an accurate proposal
  • Validate application compatibility with the cloud platform
  • Compare on-premise infrastructure and devices with cloud computing requirements

At the onset of this process:

  • Prospect has been qualified for the opportunity
  • Opportunity Stage has been set to {Qualified}
  • Prospect has agreed to consider a proposal for cloud solutions
  • A Sales Activity for Discovery has been created and Discovery has been scheduled

Upon completion of this process:

  • Cloud solutions pre-sales discovery workbook is complete
  • Opportunity Stage has been set to {Discovery Complete}
  • Cloud compatibility issues have been documented and, if appropriate, have been reviewed with the prospect
  • If appropriate, a scoping session for the Cloud Compatibility Assessment has been scheduled

This process module includes these sub-processes:

  • 08b.01 Discovery Initiation
  • 08b.02 Server Discovery
  • 08b.03 User Device and Peripheral Discovery
  • 08b.04 Application Discovery
  • 08b.05 Network Infrastructure and Security Discovery
  • 08b.06 Discovery Closeout

These metrics and KPIs provide an indication of process performance:

  • Client Spend Share
  • Conversion Ratio: Lead to Closed-Won
  • Quote / Proposal Backlog
  • Quote / Proposal On-time Rate
  • Sales Cycle Time
  • Sales ROI
  • Stale Opportunities
  • Win Ratio (# opportunities)

Process Overview Diagram