SALES-08e » Proposal Preparation (Cloud)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description


A proposal is compelling for a prospect when it describes a solution that addresses their business needs significantly better than the competition.

SALES Module 08e, Proposal Preparation (Cloud), describes the development of comprehensive solutions for the future state cloud environment, and for any onsite upgrades that may be required to support cloud computing. The proposed cloud services take into account the results of the Cloud Strategy Workshop and Cloud Compatibility Assessment, when conducted. The proposal includes a complete strategy for cloud migration, a key success factor in cloud acceptance and adoption.

Once the draft proposal is prepared, the sales and service management teams conduct an internal review to ensure that it is technically sound and complies with company guidelines for margins and terms.

This module consists of the Module Overview Diagram plus 7 pages of detailed process maps personalized for your company.

  • Proposal accurately sets expectations for scope of the proposed cloud solution
  • Proposal is vetted for technical accuracy and compliance with company guidelines
  • Cloud migration strategy ensures implementation services are accurately priced

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
Entry Conditions
Exit Conditions
Process Topics
KPIs / Metrics

The goals of this process are to:

  • Develop a comprehensive cloud solution proposal that addresses the prospect's needs
  • Develop a proposal for onsite upgrades required to support cloud computing
  • Ensure the proposal is technically sound and complies with company guidelines

At the onset of this process:

  • Pre-sales discovery for cloud requirements is complete
  • Cloud Strategy document is complete (when the strategy workshop is conducted)
  • Cloud Compatibility Assessment report is complete (when assessment is performed)

Upon completion of this process:

  • Cloud Services and Onsite Upgrade proposals have been updated following internal review
  • Opportunity stage has been set to {Proposal Complete}
  • Opportunity forecast has been updated
  • Sales Activity has been created for Proposal Presentation
  • An appointment to review the proposal has been scheduled with the prospect
  • Proposals have been sent to the prospect (if appropriate)

This process module includes these sub-processes:

  • 08e.01 Strategy and Assessment Results Review
  • 08e.02 Cloud Solutions Proposal
  • 08e.03 Onsite Upgrade / Remediation Proposal
  • 08e.04 Internal Review and Update

These metrics and KPIs provide an indication of process performance:

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

Process Overview Diagram