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01   Executive           04   Demand             09   Hiring &            24   Sales              44   Technology &        51   Resources          55   Directory
                                                         Hiring &
                                 Demand
                                                                                                           Technology &
                                                                                  Sales
        Executive
                                                                                                                                                            Directory
                                                                                                                                   Resources
        Summary
                                 Generation
                                                         Training
                                                                                                          Experimentation
                                                                                  Management
                                 Generation
        Summary
                                                         Training
                                                                                                           Experimentation
                                                                                  Management
       Sales Management: Opportunity Qualification and Call Strategy
          The PONF, or Partner                                                           Each opportunity must be
          Opportunity Need Form                                                          scrutinized for quality:
                                                                                                 Did the BPA uncover an urgent need
          This form is used to record and share the
          information captured by the agents during their                                        or does the opportunity need to be
          conversations.  In reviewing BPA’s conversations,                                      nurtured? The Perseus Program targets

          Sales Managers should ensure that the seats,                                           Mid Market companies with an Office 365
          products, and associated revenue are accurately                                        purchase timeline of three months or less.
          defined. Prior to being routed to the partner, the

          Pipeline QA Manager confirms that the                                                  Beyond this threshold, BPAs must nurture
          information is presented clearly, accurately, and                                      the account until the opportunity is mature

          with proper formatting in the opportunity record.                                      and ready to be routed either to a partner
          Seats and product should be properly captured,                                         or closed by the internal opportunity
          and any preferred partner defined.
                                                                                                 management team.


                                                                                                 The Pipeline QA Manager reviews not only


                                                                                                 the PONF, but also the opportunity record                                  Confidential. For Microsoft Office 365 Internal and Channel Partner use only.
                                                                                                 in the CRM for SMB.  If necessary, the


                                                                                                 opportunity may be assigned back to the
                                                                                                 BPA to make edits or re-qualify.










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