Version 1.

0 Solution Sales Process

10/23/2005
Target Environment

Business Solution
Manager
Triggering Event(s):
Client references
Account Manager Gartner
references
generates lead by making Corporate
non-requested call on new 1 From Page 2
Backgrounder
or existing client (cold Account
call). Manager
Questionnaire
Give client general
Account Manager follows Able to identify
Introduce self and company history
up on leads received from: Set up meeting potential
Meet with client investigate material and
Direct client request with client solution Yes A
1.2 opportunities appropriate
Account Manager

Telecommunications 1.1 opportunities?

1.3 brochures
group (UST) 1.4
1.6
Friends/Relatives
Service consultants at
May be existing Meet in person, Use the Account Manager
project site
or new client not by phone questionnaire to get
Marketing's' Internet
Appointment set Meet with CIO or information to key players,
feedback
by phone 1st level below project timeframe, project No
CIO funding, etc.
Focus on understanding
client need, not on selling
Inputs: specific product, service or
solution
Account Manager Objective is to schedule a
Thank client for
Questionnaire follow-up meeting with the
Sales Materials (brochure, time and end
appropriate people End
meeting
testimonials, product
overviews, etc.) 1.5
Laptop
Sales Team

1 hour meeting

Template Copyright © 2004, Resource Alliance. Used by Permission.

Page 1
Business Solution
Solution Sales Process
Target Environment
Manager

2 From Page 3
Yes
Level 1 Solutions: SMR
Is this a Yes * IVV Schedule Identify & schedule
Is this a Level 1 Add to Pipeline
Qualified Meets all * Insourcing presentation time After resources needed
A Solution? Forecast B
Opportunity? criteria set by * FastPath for Desktop & Mainframe with client meeting for presentation
1.10 1.14
1.7 the Bid Committee * Impact Analysis 1.13 1.15
* Portfolio Assessment
* Euro Scope Schedule for 2 weeks BSM
No * Euro Impact out, but no more than SE, if needed
See 1 month Marketing, if
"Proactive needed
Account Manager

Is this a Level 2 Solution Sales RSM, if

No Cycle - "Services
or 3 Solution? Yes
1.11 Levels 2 and 3" Demo"
1.12 requested

No
Is client worth
additional Thank client for
follow-up to time and end
No End
identify further meeting
opportunities? 1.9
1.8

Yes
- Is it a strategic
opportunity for the company?
- Is company in the
Fortune 1000?

1 Go to Page 1
Sales Team

1 hour meeting 2 hrs

Template Copyright © 2004, Resource Alliance. Used by Permission.
Page 2
 Solution Sales Process
Target Environment
Business Solution

Scoping
Questionnaire
Manager

Complete Project Advise RSM of

Thank client & Use scoping info
Scoping potential
leave to price model C
Questionnaire opportunity
1.20 1.21
1.19 1.22

Share:
Staffing Needs
Pricing Models
Project timeline
Critical dates
Etc.
Account Manager

Yes

Schedule
Thank client &
B presentation with
leave 1 Go to Page 2
client
1.26
1.25

Yes

Presentation

Go to client site client wants to

Meet to review client wants Thank client &
and give move forward
Sales Team

presentation No more detail? No leave End

presentation on pricing?
1.16 1.23 1.24
1.17 1.18

Either in person
or via tele-
conference

4 hrs 2 hrs 2 hrs

Template Copyright © 2004, Resource Alliance. Used by Permission.
Page 3
 Solution Sales Process

Work Order
Target Environment
Planner

Generate Work
Order Planner Work End Point:
See Order
Business Solution

1.27 "PDT Work

Order/ Present Work Did Client
Manager

Proposal Client has signed

C Order to Client sign? No
Process" work order
SMR 1.30 1.31
1.29 -or-
Update odds in Opportunity has been
Pipeline Forecast determined to be
report unqualified
1.28 -or-
Client has chosen not
to move forward
Signed
Work Order

Yes
Account Manager

Schedule Kick-Off
at Client Site End
1.32

Outputs:
Completed Work
Order Planner
Signed Work Order
Updated Pipeline
Forecast
Tailored client
presentation
Sales Team

1 Day 5 Days 1 hr.

Template Copyright © 2004, Resource Alliance. Used by Permission.

Page 4