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01 Executive 04 Demand 09 Hiring & 24 Sales 44 Technology & 51 Resources 55 Directory
Hiring &
Demand
Technology &
Sales
Executive
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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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