Business processes

PRESALES / SALES(Lead-to-Deal Cycle)

Gather opportunity details Demo product / proof-of-concept Estimation RFI / RFP Proposal

CAPABILITIES

BUSINESS DEVELOPMENT(Product / Capability-to-Lead Cycle)

Target mailing list Execute campaign Generate leads Qualify leads Handover qualified leads to Presales/ Sales

3

Offering

OFFERINGS

DemandServicing

Proposal presentation Submit revised proposal(s) Reference visit Negotiation Letter of intent Workshop(s) Purchase order Contract

Internal capability discovery Scan market opportunities offering specification Offering scoring Offering shortlist

LEADS

Content

1

ORDERS

2

Campaign

DealClosure

Offering detailing Prototype / proof- of-concept Select collateral type(s) Prepare collateral Update website Internal soft launch Campaign planning