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SSO

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==[[SS]] Operations==
 
==[[SS]] Operations==
 
[[SS]] operational processes describe the day-to-day activities performed by [[SS|Sales and Customer Support]] functions. This includes the activities defined as [[ss:P]], [[ss:S]], [[ss:C]] and [[ss:A]]
 
[[SS]] operational processes describe the day-to-day activities performed by [[SS|Sales and Customer Support]] functions. This includes the activities defined as [[ss:P]], [[ss:S]], [[ss:C]] and [[ss:A]]
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The collection of processes associated with generating demand (selling products and services to customers). {{this}} includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services.
 
The collection of processes associated with generating demand (selling products and services to customers). {{this}} includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services.
 
==Planning==
 
==Planning==
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Sales and Support Planning processes establish an estimation of volume and value of sales for current and future periods (the plan) and the actions required (what, how, and when to [[ss:S]], [[ss:C]] and [[ss:A]]) to achieve 'the plan'.
 
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===[[ss:P|P]] Plan Sales & Support===
 
===[[ss:P|P]] Plan Sales & Support===
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==Execution==
 
==Execution==
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Sales and Support Execution processes effectuate 'the plan' through support and conversion of leads and opportunities to customers in the sales funnel. Execution processes are organized by sales strategy: Standard Terms (e.g. standard price lists), By Proposal (e.g. negotiated price/terms), Custom Solution (e.g. engineer-to-order), and Renewal (e.g. subscriptions).
 
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|keywords=Sales, Demand, Management, Customer, Support, Pipeline, Contract, Leads, Sales & Support, Demand Chain, CCOR
 
|keywords=Sales, Demand, Management, Customer, Support, Pipeline, Contract, Leads, Sales & Support, Demand Chain, CCOR

Latest revision as of 19:55, 12 July 2022

Sales & Support Operations

Sales & Support operational processes describe the day-to-day activities performed by Sales And Customer Support functions. This includes the activities defined as Plan, Sell, Contract and Assist

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The collection of processes associated with generating demand (selling products and services to customers). Sales and Support Operations includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services.

Planning

Sales and Support Planning processes establish an estimation of volume and value of sales for current and future periods (the plan) and the actions required (what, how, and when to Sell, Contract and Assist) to achieve 'the plan'.

P Plan Sales & Support

P1
Plan Sales & Support Operations		 P101
TBD		 P102
TBD		 P103
TBD		 P104
TBD		 P105
TBD
P2
Plan Sell		 P201
Gather Sales Data		 P202
Select Planning Strategy		 P203
Establish Baseline		 P204
Allocate Quota		 P205
Review & Approve		 P206
Publish Quota & Incentives
P3
Plan Contract		 P301
TBD		 P302
TBD		 P303
TBD		 P304
TBD		 P305
TBD
P4
Plan Assist		 P401
TBD		 P402
TBD		 P403
TBD		 P404
TBD		 P405
TBD

Execution

Sales and Support Execution processes effectuate 'the plan' through support and conversion of leads and opportunities to customers in the sales funnel. Execution processes are organized by sales strategy: Standard Terms (e.g. standard price lists), By Proposal (e.g. negotiated price/terms), Custom Solution (e.g. engineer-to-order), and Renewal (e.g. subscriptions).

S Sell

S1
Sell on Standard Terms		 S101
Land/Welcome Lead		 S102
Identify Needs		 S103
Direct to Offerings		 S104
Provide Features and Advantages		 S105
Upsell and Cross Sell		 S106
Transfer to Contract
S2
Sell by Proposal		 S201
Identify Leads		 S202
Qualify Leads		 S203
Select Engagement Model		 S204
Analyze Needs		 S205
Develop Solution		 S206
Present Solution		 S207
Refine Solution		 S208
Obtain Acceptance
S3
Sell Custom Solution
S4
Sell Renewal		 S401
Initiate Renewal		 S402
Schedule Renewal		 S403
Notify Customer		 S404
Refresh Customer Needs		 S405
Develop Solution		 S406
Present Solution		 S407
Review Feedback

C Contract

C1
Contract Standard Terms		 C101
Receive Request		 C102
Create Pricelist		 C103
Publish Pricelist		 C104
Negotiate		 C105
Obtain Signatures		 C106
Release Contract
C2
Contract by Proposal		 C201
Receive Request		 C202
Initiate Proposal		 C203
Develop Proposal		 C204
Obtain Approvals		 C205
Submit Proposal		 C206
Refine & Negotiate		 C207
Obtain Signatures		 C208
Release Contract
C3
Contract Custom Solution
C4
Contract Renewal		 C401
Receive Request		 C402
Develop Renewal		 C403
Present Renewal		 C404
Negotiate		 C405
Obtain Signatures		 C406
Update Contract

A Assist

A1
Assist with Inquiry		 A101
Receive Inquiry		 A102
Route Inquiry		 A103
Identify Solution		 A104
Present Solution		 A105
Transfer		 A106
Distribute Solution		 A107
Close Inquiry
A2
Assist with Claim		 A201
Receive Claim		 A202
Assign		 A203
Investigate		 A204
Determine Action		 A205
Propose Action		 A206
Implement Action		 A207
Settle Claim		 A208
Close Claim
A3
Assist with Custom Solution		 A301
TBD
A4
Assist with Advisory		 A401
Identify Advisory		 A402
Initiate Advisory		 A403
Develop Action Plan		 A404
Implement Action Plan		 A405
Publish Advisory		 A406
Monitor Effectiveness		 A407
End Advisory

Hierarchy

IDNameLevelx
SSOSales and Support Operations0SSO
PPlan1P
SSell1S
CContract1C
AAssist1A
Sales and Support Operations 3000000 0 Sales, Demand, Management, Customer, Support, Pipeline, Contract, Leads, Sales & Support, Demand Chain, CCOR The collection of processes associated with generating demand (selling products and services to customers). Supply and Support Operations includes the daily planning and execution processes required to sell products and contract services and support customers acquiring and using these products and services

File:2017 SSO Quick Reference Card.pdf

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