SALES-08f » Proposal Review (Cloud)

Service Blueprint Bricks » Sales and Marketing Series

Process Details

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Process Description

The focus of the proposal is to present compelling reasons why the prospect should make the investment in cloud computing, and why they should make it with the cloud provider. The former requires both an explanation for how cloud computing aligns with the prospect's business goals, and a discussion that allays any concerns they may have about cloud computing.

SALES Module 08f, Proposal Review (Cloud), presents a modular framework for the proposal review session, with optional segments depending on the consultative discussions that transpired prior to proposal development. The session begins with a review of the prospect's business goals and IT challenges. When appropriate, the results of the Cloud Strategy Workshop are introduced to lay the business foundation for cloud computing. Next, if significant cloud compatibility issues have surfaced, approaches for addressing them are introduced. A demonstration of the user experience in the cloud can help the prospect gain appreciation for ease of access and the performance of the solution. Discussion of the proposed cloud services: features, capabilities, and scope, sets the prospect's expectation for the services they will receive. Finally, proposal elements for remediation of onsite IT shortcomings are reviewed.

The sales representative concludes the session with a recap of major proposal elements and pricing. If the prospect has any concerns regarding the suitability of cloud computing for their business, or of the cloud platform, a technology deep-dive or proof-of-concept are introduced.

Following the review session, the sales team updates the proposal based on the prospect's feedback and sends it to the prospect for review.

This module consists of the Module Overview Diagram plus 5 pages of detailed process maps personalized for your company.

  • Prospect has a clear understanding of how cloud computing helps them to achieve business goals
  • Common concerns regarding cloud computing are addressed
  • Prospect has accurate expectations for how migration / onboarding will transpire

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:

  • Explain how cloud computing improves IT alignment with business goals
  • Set expectations for cloud computing features and functionality
  • Allay prospect concerns about cloud computing
  • Explain site preparation required for cloud migration

At the onset 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)

Upon completion of this process:

  • Results of Cloud Strategy Workshop and Compatibility Assessment have been reviewed with the prospect (if conducted and not reviewed previously)
  • Proposals have been reviewed with the prospect, updated with their feedback, and returned to the prospect
  • Opportunity stage has been set to {Proposal Presented}
  • Opportunity forecast has been updated
  • Sales Activity has been created for Proposal Follow-up
  • Client has provided feedback on whether Technology Deep-Dive or Cloud Computing Proof-of-Concept are required

This process module includes these sub-processes:

  • 08f.01 Preparation
  • 08f.02 Cloud Services Proposal Review
  • 08f.03 Proposal 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