1、在预期的时间段内 会向公司下订单 的 项目,在预期的时间段内 有可能会向公司 下订单 的项目,在预期的时间段内没可能会向公司下订单 的项目,“COMMIT“,“UPSIDE“,“NONE“,统一的销售定义 Forecast 状态,Selling Process - SFDC Sales Stage Named Account,Objectives,Known customer issues compelling enough to drive action Customer committed to investigating the fit of a Bangcle solution,Con
2、firmation of Business Issues Business oppty overview and needs assessment initiated Oppty plan reviewed with extended sales team,Agreement to move project forward Customer communication of plan and resource commitment,Solution Agreement with Partner Solution design completed, with CA assessment Solu
3、tion (including services) validated by customer,Customer Agreement to move forward Verbal agreement that Bangcle solution is accepted Customer confirmation of steps required to close,Order Issued to Partner Order includes Services Implementation launch meeting with CA scheduled,Verifiable Outcomes,D
4、efine customer issues and identify potential oppty through vertical marketing, financial savings and/or tech advantage.,Teaming with appropriate channel partner, engage with key customer contacts to understand the business and tech requirements, issues and financial goals, etc,Engage with cust execu
5、tive to confirm assumptions from Discovery stage. Gain agreement for Bangcle & Partner to define a solution and to move project forward.,Engage technical teams, Partner and CA to develop a Bangcle solution that addresses business issues and meets customer requirements.,Team with Bangcle Partner to c
6、lose the order. Keep solution intact and avoid solution erosion to ensure customer success,Presentation of the Bangcle solution to address customers business issues. Gain agreement with decision maker to move project forward.,Account createdCust primary contact createdOppty create with broad timelin
7、e Call report entered,Account Plan reviewed and posted Partner info entered to acct Cust Network Topology posted Updated oppty with estimated tech, $, timeline,Cust executive contact created Competitor entered Update oppty Call report entered Deal id available, ready to forecast,Config/proposal read
8、y Updated oppty with date & $, fcst status =Upside,Finalized config & quote Finalized close date & $, fcst status = Commit DSA approval,Update oppty status=Booked & forecast status = Commit,SFDC Input,销售流程的定义,Known customer issues compelling enough to drive action Customer committed to investigating
9、 the fit of a Bangcle solution,Confirmation of Business Issues Business oppty overview and needs assessment initiated Oppty plan reviewed with extended sales team,Agreement to move project forwardCustomer communication of plan and resource commitment,Solution Agreement with Partner Solution design c
10、ompleted, with CA assessment Solution (including services) validated by customer,Customer Agreement to move forward Verbal agreement that Bangcle solution is accepted Customer confirmation of steps required to close,Order Issued to Partner Order includes Services Implementation launch meeting with C
11、A scheduled,Verifiable Outcomes,Define customer issues and identify potential oppty through vertical marketing, financial savings and/or tech advantage.,Teaming with appropriate channel partner, engage with key customer contacts to understand the business and tech requirements, issues and financial
12、goals, etc,Engage with cust executive to confirm assumptions from Discovery stage. Gain agreement for Bangcle & Partner to define a solution and to move project forward.,Engage technical teams, Partner and CA to develop a Bangcle solution that addresses business issues and meets customer requirement
13、s.,Team with Bangcle Partner to close the order. Keep solution intact and avoid solution erosion to ensure customer success,Presentation of the Bangcle solution to address customers business issues. Gain agreement with decision maker to move project forward.,Account createdCust primary contact creat
14、edOppty create with broad timeline Call report entered,Account Plan reviewed and posted Partner info entered to acct Cust Network Topology posted Updated oppty with estimated tech, $, timeline,Cust executive contact created Competitor entered Update oppty Call report entered Deal id available, ready
15、 to forecast,Config/proposal ready Updated oppty with date & $, fcst status =Upside,Finalized config & quote Finalized close date & $, fcst status = Commit DSA approval,Update oppty status=Booked & forecast status = Commit,Objectives,SFDC Input,发现,研讨验证,项目确认立项,解决方案测试,谈判邀标 招标,用户合同梆梆订单,Forecasting Defi
16、nition - OMF,Forecast Status:Commit: Will book to Bangcle within forecast periodUpside : May potential book to Bangcle within forecast periodNone: Not expected to book to Bangcle within forecast periodFunnel : All potential opportunity does not including judgment / adjustmentJudgment / Adjustment: A
17、djustment towards forecast $,Opportunity Status:Active: Work in progress, not closed Booked: Bangcle bookedCancelled: Lost Funding; Oppty no longer exist; Out of business; Merged with other companyLost: Lost to competitorError: Entered in error,Mapping: Sales Stage vs Opportunity Status vs Forecast
18、Status,AM need to enter opportunity at earliest Identify Stage 3, 6 & 12 months rolling forecast required Opportunity and forecast status must be updated based on current project status Once an opportunity is created for a customer project, the opportunity cannot be re-cycled for other projects even at the earlier stage deal id is not generated,
