(Created page with "Four level-2 processes have been nominated for the Sell macro process: # Sell on Standard Terms # Sell by Proposal # Sell Custom Solution # Sell Renewal The determination is t...") |
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| + | == Overview == | ||
Four level-2 processes have been nominated for the Sell macro process: | Four level-2 processes have been nominated for the Sell macro process: | ||
| − | # | + | # [[ss:S1]] |
| − | # | + | # [[ss:S2]] |
| − | # | + | # [[ss:S3]] |
| − | # | + | # [[ss:S4]] |
| − | The determination is that all Sell processes have level-3 processes that include the following groupings | + | The determination is that all Sell processes have level-3 processes that include the following groupings of activities: |
| − | * | + | * Develop Profile |
| + | * Qualify | ||
* Problem/Need Gathering | * Problem/Need Gathering | ||
* Developing Product/Solution/Value Proposition (S1 - none, S2 - proposal, S3 - solution) | * Developing Product/Solution/Value Proposition (S1 - none, S2 - proposal, S3 - solution) | ||
| Line 11: | Line 13: | ||
* Evaluate customer Feedback/Refine Solution/Value Proposition | * Evaluate customer Feedback/Refine Solution/Value Proposition | ||
These groupings have more details when the process complexity increases S1 < S2 < S3. | These groupings have more details when the process complexity increases S1 < S2 < S3. | ||
| + | |||
| + | == Use Cases == | ||
| + | * Capture Inquiry; | ||
| + | * Develop Profile; Buyer Persona. Gather business information. | ||
| + | * Qualify; Lead scoring. Preliminary credit assessment | ||
| + | * | ||
| + | |||
| + | == Notes == | ||
| + | * Q: Does the process substantially change if it is an online sales process (e.g. Amazon)? | ||
| + | : A: The (process) building blocks should not significantly differ, but the emphasis is going to be on the data analysis process [[User:ORwiki|ORwiki]] ([[User talk:ORwiki|talk]]) 10:01, 4 August 2017 (PDT) | ||
| + | |||
| + | == What does the Sales & Support Process Manage? == | ||
| + | |||
| + | * Question: In supply chain a company manages supply in response to demand. Demand typically equals initially forecasted demand and later customer orders. What is it that the Sales process manages? | ||
| + | |||
| + | * Answer: A possible answer is quota and whatever we call what is in the funnel. The funnel is like the conceptual supply chain. We try to pull leads/prospects/potential customers in and convert them to customers (a customer is for most lines of business a contract or purchase). | ||
| + | |||
| + | * Question: So is the equivalent of supply/demand balancing in Supply Chain Planning the netting of quota and 'X', where X represents the thing we convert: leads/prospects/potential customers. | ||
| + | |||
| + | * Answer: Yes, it would be quota/X netting ;) | ||
| + | |||
| + | List of possible names for X: | ||
| + | * | ||
| + | * | ||
| + | |||
| + | == Please explode [[ss:P]] == | ||
| + | |||
| + | <del>We need to get level 2 process blocks for [[ss:P]]/ss:P populated so we can discuss what level 3 should look like.</del> | ||
| + | |||
| + | <del>Level 2 proposal:</del> | ||
| + | * <del>Plan Sales & Support Operations</del> | ||
| + | * <del>Plan Sell</del> | ||
| + | * <del>Plan Contract</del> | ||
| + | * <del>Plan Assist</del> | ||
| + | |||
| + | Note from ORwiki: <del>This action needs to move to [[ss:P|Plan]]. </del>Action Complete | ||
Four level-2 processes have been nominated for the Sell macro process:
The determination is that all Sell processes have level-3 processes that include the following groupings of activities:
These groupings have more details when the process complexity increases S1 < S2 < S3.
List of possible names for X:
We need to get level 2 process blocks for Plan/ss:P populated so we can discuss what level 3 should look like.
Level 2 proposal:
Note from ORwiki: This action needs to move to P. Action Complete