The Sales Process

How the typical sale process looks like

Overview

The following diagram outlines the partner sales process - the steps involved in the process of offering solutions to customers.

1. The Partner has a new New Lead The partner secures a new lead, e.g. a potential customer for the Dynamics Mobile solutions. The customer works with the lead to identify their needs in terms of business pain-points, which can be addressed with the Dynamics Mobile solutions.

2. The Partner converts the Lead to Account Once the needs and pain-points are identified and there is a good fit for the Dynamics Mobile solutions, the partner shall "convert" the lead to an account. An "account" is a lead, which has a clearly identified needs and high probability for a Dynamics Mobile solutions fit. The partner starts working with the account to specify further the needs in terms of Dynamics Mobile solutions, ERP type, scope/requirements, sizing ( number of potential users, number of companies/locations, etc.).

3. The Partner has a Pending Opportunity The partner has a pending opportunity at this stage and can send all of the collected information to Dynamics Mobile Team to request a quote. Once the opportunity is send to Dynamics Mobile Team, the opportunity is analyzed and the account is locked under the partner name. In some cases if the account is already locked by another partner, Dynamics Mobile team will refuse to process further the account via the partner as the account is already locked for another partner. Accounts are locked only after a well-defined opportunity is submitted.

4. The Partner Requests a Quote The partner requests a quote from Dynamics Mobile Team. The goal of Dynamics Mobile team at this stage is to generate a quote for the identified opportunity, which contains specific solutions, apps, scope, services, timeline and amounts.

5. The Partner receives a Quote Once Dynamics Mobile Team is ready, it will send the Quote back to the partner. Dynamics Mobile team always sends 2 quotes to the partner - one quote with client-facing prices/numbers and one quote with partner-facing prices/numbers, which shall not be presented to the client.

6. Quote Sent to the Account The Partner is ready to send the client/facing quote to the account. We strongly suggest that the Partner shall not send/present directly the Dynamics Mobile quote, but rather incorporate the quote information into their own quotation tools.

7. Won Opportunity The Partner shall start working with the account to finalize the deal. The actual approach may include meetings, emails, demos and others. Once the opportunity is won (e.g. the account confirms ) it can be moved towards the delivery phase. The Partner shall inform Dynamics Mobile Team as fast as they can for the won deal.

8. Lost Opportunity In some cases the opportunities can be lost, and the Partner shall inform Dynamics Mobile team in this case too.