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DRIVING DEAL SUCCESS FROM THE STARTING LINE Sales – Professional Services Proposal Interlock Confidential1 September 2008
Sales-Services Proposal Interlock Opportunity Eliminate inconsistency, mis-steps and admin to generate services proposals Benefits Rapid response and turn around Seamless view to prospect, client satisfaction Consistency, accuracy with reduced effort Greater revenue capture Demonstrated maturity within the industry Actions Review Revise Publish Enforce Automation and tool enhancements
Sales-PSO Proposal Process (S/W +)
Sales-PSO Proposal Process (Services)
Gap Analysis Assumptions SOW accompanies all deals >$2000 services Automation – CRM Customer Activity – read, write Customer Opportunity – read, write Notification definitions Exceptions Progress outside CRM Inside sales or <$2000 services deals (eg, no SOW) Partner activity Owning signature PSO-based up-sell, origination Tools, Templates Update, roll out standard SOW template (will we have Master Services Agreement?) Additional SOW templates for offerings (POC, PPA, etc.) Update proposal template for sales inclusion
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