销售定义–Forecast状态.ppt

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
销售流程的定义
Known customer issues – compelling enough to drive action
Customer committed to investigating the fit of a Bangcle solution
Confirmation of Business Issues
Business oppt’y overview and needs assessment initiated
Oppt’y 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
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 CA 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 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 address