Stage Name

Prospect Stage Now at Qualify Stage

End Stage

Objective/Process or Exit Criteria

Validate potential opportunity and identify potential sponsor

Deliverables

Tools

10% Qualify lead/opportunity Qualify budget Qualify time commitment to process and implementation Qualify people are available to process and implementation Verify there is a problem to solve, results to achieve Understand the decision process Develop and agree on evaluation plan

pre-discovery letter introductory email/collateral

solution development plan call-meeting plan opportunity summary sheet sponsor letter and eval plan pre-discovery letter pre-discovery checklist (10 questions)

Now at Develop Stage

20% Develop customer requirements and establish sponsor relationship Discovery to determine optimum solution sponsor letter/eval plan Develop requirements with additional meetings/calls solution development plan Develop and agree on evaluation plan Develop Solution Development Plan to capture steps needed

interview profile interview question checklist pre-discovery checklist (10 questions) discovery findings and planning (DF&P) objection/issue statements solution development plan opportunity summary sheet

Now at Solution Stage

40% Develop and suggest solution which exceeds customer needs Consider solution options Review Summary Requirements with prospect Prioritize requirements with prospect Confirm what needs to be seen in demo Confirm who will attend presentation Determin Optimum Solution and what will be needed to present Update eval plan 60% solution/requirements summary DF&P solution/requirements summary attendee - 3 issues eval plan solution presentation planning guide opportunity summary sheet

Now at

MICROSOFT CONFIDENTIAL. FOR MPN PARTNER INTERNAL BUSINESS USE ONLY. This material is provided for informational purposes only and Microsoft makes no warranties, express or implied and hereby disclaims all such warranties, including, without limitation, any warranties of a particular result arising from use hereof. 2011 Microsoft, Inc.

Benefit to Client

best use of time - do we have something to talk about and should we keep talking

provides the information to evaluate solutions so client gets best solution

verify needs to be addressed with solution

mplied and hereby disclaims all such warranties, including, without

Stage Name
Proof Stage

End Stage

Objective/Process or Exit Criteria

Demonstrate capability to exceed customer requirements Solution Presentation - PPT Product Demonstration Solution Presentation - Services

Deliverables
PowerPoint decks presentation agenda

Tools
PowerPoint deck - MS story PowerPoint deck - Partner Intro PowerPoint deck - Partner Services solution visuals for tell-show-tell presentation agenda opportunity summary sheet

Now at Close Stage

80% Conduct negotiations and finalize contract Discovery for services estimating/fine tuning Negotiations Deliver initial/final contracts Set expectations of next steps, handoff to consulting

proposal/contracts

standard proposal partner contracts MS contracts project plan - preliminary, revised opportunity summary sheet

Now at Deploy Stage

100% Finalize deployment plan and execute. Finalize support plan, execute and monitor progress Sales to consulting handoff - document key issues, roi, etc PowerPoint deck - the project Win/loss analysis - summary for future use thank you package Win-wire status reports Ask for referral project management documents Send welcome/thank you for your business win wire Give recognition to lead source Determine if repeatable and appropriate mktg target Post Go-live: Measure or restate obj, achievement Post Go-live: case study Post Go-live: Prepare Case Study, story for use in other opportunities

win loss factors implementation issues oppty summary case study quesitonnaire

On-going Routine follow-up

Annual client review (3months, 6 months in 1st year)

existing customer newsletter

Benefit to Client
demonstrate the solution meets/exceeds needs

document solution and services to be provided and agree to working relationship

finalize plans and contracts that will govern relationship and insure successful project

periodic review of client's business needs and solution fit

Stage Name

End Stage

Objective/Process or Exit Criteria

Ask for referral

Deliverables
annual review report

Tools

On-going Measurements

lead gen measurement sales activity measurements self review - what went well/needs improvement win/loss data

Benefit to Client