Process Overview (2019- Feb 2020)
-
Deal Stages
|
Deal Stages |
Stage Description |
|
Research Stage |
Not contacted, identifying stakeholders, researching business in terms of the current marketing landscape and problem/solution we can solve for/add value to |
|
Demo Requested |
Demo requests website- inbound leads |
|
Champion Identified |
We have identified the correct persons to initiate conversation and are setting up meetings having /initial contact/conversations. |
|
Presentation Scheduled |
We have a meeting date to present/demo/needs analysis and solution fit conversations |
|
Secured Buy-in |
We have buy-in in principle from decision makers, contract/POC agreement has been sent as in review |
|
POC Testing |
Signed POC contract, POC period has started |
|
POC postponed |
Have buy-in but not won yet, delayed to a future date |
|
Nurture |
Marketing nurture to move interest & return to funnel |
|
Gone Cold/Lost |
Deal lost; non-responsive |
2. The Need for Change
2.1. Issues and challenges
-
Stages were not clearly defined and open to interpretation
-
There weren’t clear stage pass criteria in terms of defined tasks and information required to move a deal to the next stage.
-
Sales process was not driving efficiencies and completeness of information in the CRM by sales persons.
2.2. Needs Identified
-
Deeper level of sales process to cater for the tasks and information inputs and outputs requirements to effectively drive a deal through the pipeline and omit rework, confusion of roles, responsibilities and tasks.
-
Improve the customer experience as they move through the buying journey with Mobiz, by guiding the sales process in a more structured and logical approach.