1. Sales Process
March 2017

2. Process Overview

3. Identification Qualification Proposal Negotiations Won Closed Won
A business is defined according to the “type of business” and it is followed-up in “stages” representing the successive stages of its progress.
Type of business:
1. Standard Process
Small Business
(SB) <€50K
2. Process with qualification committee
Middle Business (MB) €50K-€250K /
or business considered complex
3. Customized Process with qualification committee
Large Business (LB) >€250K
10 Stages:
Identification
Qualification
Proposal
Negotiations
Won
Closed Won
Business progress stages
Go / No Go
On Hold
Lost
Dismissed
Business stop stages

4. A business gives way to accurate and scalable reporting based on the certainty of its implementation represented by the “Forecast Category”
Forecast Category:
Certainty of the business:
Quotas
€1000
Business volume assigned to a Sales category in a quarter
Pipeline
€450
Ongoing business
Best Case €0
Business in which the BE and/or its manager commits to its signing during a given quarter. However, there is still an uncertainty to resolve before transferring it to commit
Commit €0
Business in which the BE and/or its manager commits to its signing during a given quarter
Closed €0
Business declared by the BE as signed and Business approved by the Generix Administrative Department
Omitted
Businesses not indicated in the reporting

5. €1000 €450 €0 €0 €0 Forecast Category Identification Qualification
Oppy No:
Forecast
Category
Quotas
Identification
This is the first Stage defined during the creation of an OPPY.
This stage corresponds to the
sales, functional and technical pre-qualification phase of a business.
Qualification
This second Stage consists of qualifying the subsequent sales process based on the size of the business:
_________________
Standard Process
Small Business (SB) <€50K
* * *
Process with qualification committee
Middle Business (MB) €50K-€250K / or business considered complex
Customized Process with qualification committee
Large Business LB) >€250K
______________
The goal of this Stage will be to declare the
Go / No Go status in terms of pursuing the business
Proposal
This third Stage corresponds to the formalization of our bid in response to the call for tenders.
The bid must be managed as a project while respecting the schedule and investments approved by the qualification committee.
Negotiations
This fourth Stage consists of reaching an agreement with the client in terms of accepting our proposal while distinguishing ourselves from competitor bids.
Negotiations can require various in-house competencies to participate in the negotiations or to approve the clauses. They are structured using a work-back schedule indicating the major stages, their deadlines as well as the expected signing date.
WON
Closed WON
Won
This Stage marks the actual signing of a business with the Client and sets in motion the verification and approval process of the contract documents and internal documents.
Closed Won
Final Stage of a business won and approved by the Generix Administrative Department.
€1000
Pipeline
€450
Best Case €0
Commit €0
Closed €0
Omitted

6. Identification Qualification Proposal Negotiations Won - Closed WON
Oppy No:
Forecast
Category
Identification
SB: Sales MB: Sales LB: Sales
Admin, functional and technical pre-sales
Updating Salesforce: Lead, Client Account, Updating the Registration No., etc.
Implement sales, functional and technical pre-qualification of the business
Forecast Category: PIPELINE / Best Case / Commit
Potential Next Stages: QUALIFICATION / No GO / On Hold / Lost
Prepare to transfer to the qualification committee in view of establishing a response. For standard sales, the qualification is managed directly by the sales structure
Qualification
Proposal
Negotiations
Won - Closed WON
Quotas
€1000
Owner
Pipeline
€450
Involved
Best Case €0
Prerequisites
Commit
Actions €0
Closed
Salesforce
Impacts €0
Next steps
Omitted

7. Identification Step 1 Step 2 Step 3 Step 4 Sales Engagement
Identification of the Type of Business by Sales
Small Business
Middle Business
Large Business
Step 2
Qualification of the business
Commercial details
Structural details about the Client and the project
Functional details
Technical details
Step 3
Creation / Update
Salesforce
Business Sheet
Pitch
Step 4
Actions
Preparation of the qualification meeting
Request to transfer for qualification
Sales
Engagement

8. Identification Qualification Proposal Negotiations Won - Closed WON
Oppy No:
Forecast
Category
Identification
Qualification
SB: Sales MB: Sales LB: Sales
Engagement manager, functional pre-sales, technical pre- sales, publication / CloudOps / Support, Legal, Sales Department, Delivery Department and any other competent employee relevant to the business
Constitution of the qualification file
The business engineer inputs the qualification details in Salesforce. Qualification meeting held to decide on the next step of the process (GO, NoGo, GO with conditions, involve management)
Forecast Category: PIPELINE / Best Case / Commit
Potential Next Stages: PROPOSAL / No GO / On Hold / Lost
Depending on the type of business, organize a response kick-off with the assistance of the Engagement Manager.
Proposal
Negotiations
Won - Closed WON
Quotas
€1000
Owner
Pipeline €0
Involved
Best Case
€430
Prerequisites
Commit
Actions €0
Closed
Salesforce
Impacts €0
Omitted
Next steps

9. Objectives of the qualification process
Simplify exchanges between Sales/AVV/Engagement
Make qualification meetings more operational and more simple with an initial restricted committee (Sales – AVV – Engagement)
Increase fluidity of restricted meetings in the course of the week
Limit plenary meetings to special cases

10. Qualification Full autonomy of Sales to manage a business
Small Business (SB)
Business < €50K
Full autonomy of Sales to manage a business
without the qualification committee
Process with qualification committee
If: - Specific request from Sales
Need / Request for AVV involvement
Non-standard business (price, legal, offer, etc.)
2. Middle Business (MB)
Business > €50K and < €250K
or business considered complex
Process with qualification committee
3. Large Business (LB)
Business > €250K
or special bid
Customized Process with qualification committee

11. Full autonomy of Sales to manage a business
Qualification
Full autonomy of Sales to manage a business
Step 1
Creation of OPPY in Salesforce
Creation of a Business sheet
Presentation of the business to the Sales Responsible
Step 2
Step 3 Go
Drafting the minutes of the qualification meeting
Go / No Go
Sales
OPPY Stage
No Go
Sales
Engagement

12. Process with qualification committee
Step 1
Step 3
Creation of OPPY in Salesforce
Creation of a Business sheet
Presentation of the business to the Sales Responsible
Request to transfer to qualification committee
Step 4
Step 2
Acceptance of the request to transfer for qualification
Appointment booking (from Tuesday to Thursday) Go
Go / No Go
Sales
Step 5
Qualification meeting
OPPY Stage
No Go
Step 6 Go
Drafting the minutes of the qualification meeting
Organization of the response team
Definition of the schedule for the response
Go / No Go
Drafting an extended qualification pitch
Extended qualification committee meeting (Monday)
Step 7
Drafting the minutes of the qualification meeting
Organization of the response team
Definition of the schedule for the response Go
Go / No Go
Sales
Engagement
OPPY Stage
No Go

13. Identification Qualification Proposal Negotiations Won - Closed WON
Oppy No:
Forecast
Category
Identification
Qualification
Proposal
SB: Sales MB: Sales LB: Engagement Manager
Response team identified during the business qualification stage
Obtain formal Go from the engagement committee
If not transferred to the qualification committee, obtain consent of their management to establish a proposal.
Based on the standard proposal template of Generix Group, draft documents in response to the client’s call for tenders with the response team. Must have the proposal reviewed prior to sending it to the client.
Forecast Category: PIPELINE / Best Case / Commit / Omitted
Potential Next Stages: NEGOTIATION / No GO / On Hold / Lost
Prepare and arrange for upcoming negotiations
Negotiations
Won - Closed WON
Quotas
€1000
Owner
Pipeline €0
Involved
Best Case
€420
Prerequisites
Commit
Actions €0
Closed
Salesforce
Impacts €0
Omitted
Next steps

14. Organization and implementation of the proposal review
Select the proposal document among the standard templates based on the type of business (SM – MB – LB)
Step 1
Activate the required groups among the following:
Engagement
AVV team
Delivery team
Publication team
Legal team
PMM
Management Control
Support
CloudOps
Sales Responsible
Member(s) of the Management
Step 2
Expected deliverables:
Document presenting Generix Group
Functional and technical proposal
Financial proposal
DIT
Standard contracts
Responses in the format expected by the Client
Step 3
Organization and implementation of the proposal review
Step 4
Sales
Engagement

15. Identification Qualification Proposal Negotiations Won - Closed WON
Oppy No:
Forecast
Category
Identification
Qualification
Proposal
Negotiations
SB: Sales MB: Sales LB: Sales /
Engagement Manager
Engagement manager, legal department, other departments if necessary
Obtain comments and requests of the Client
Establish and propose a work-back schedule for the negotiations with the main stages and their deadlines and agree on the expected signing date. Produce a response within the provided time frame and in line with the Client’s exceptions. Obtain approval of the responses before providing any feedback to the Client
Forecast Category: PIPELINE / Best Case / Commit / Omitted
Potential Next Stages: WON-CLOSED WON / No GO / On Hold / Lost
Prepare and arrange for upcoming negotiations
Won - Closed WON
Quotas
€1000
Owner
Pipeline €0
Involved
Best Case €0
Prerequisites
Commit
Actions
€405
Closed
Salesforce
Impacts €0
Omitted
Next steps

16. Negotiations Negotiations on the price only Overall negotiations Sales
Identification of the Type of Negotiations
Negotiations on the price only
Overall negotiations
Refer to the delegation grids in force
Actions initiated by Sales
Actions initiated by the Sales Responsible
Actions initiated by the CSMO
Qualification of the negotiations
Identification of the teams required for the negotiations and role of the concerned fields
Establish a work-back schedule based on the expected signing date
Organize internal meetings
Obtain approval for the new proposal
Submission of the updated proposal to the Client
Sales
Engagement

17. Won - Closed Won Identification Qualification Proposal Negotiations
Oppy No:
Forecast
Category
Won - Closed Won
SB: Sales MB: Sales LB: Sales
Sales assistant, administrative department
Won: Obtain formal agreement of the Client’s choice of Generix Group
Closed Won: Ensure that all documents have been verified and approved.
Won: This stage enables the BE to substantiate the fact that the business has been won.
Closed Won: Obtain final approval of the OPPY before implementing the Client’s project..
Forecast Category: CLOSED
Potential Next Stages: none
None
Identification
Qualification
Proposal
Negotiations
Quotas
€1000
Owner
Pipeline €0
Involved
Best Case €0
Prerequisites
Commit
Actions €0
Closed
Salesforce
Impacts
€405
Omitted
Next steps

18. Won / Closed Won Step 1 Step 2 Non-compliant documents Step 3 Step 4
Updating the business with all the necessary elements
Updating the status of the business: Won
Initiating the approval flow in terms of the sales assistant
Step 2
Control
Assistant
Sales
Non-compliant documents
Step 3
Initiating the work flow in terms of the Sales Administration Department
Step 4
Control
Admin. of
Sales
Non-compliant documents
Step 5
Sales
Engagement
Updating the status of the business: Closed Won