Category: (3) eTOM Process Type
Process Identifier: 1.1.9.1
Original Process Identifier: 1.1.1.4.2
Maturity Level: 4
Ensure that a sales prospect is qualified in terms of any associated risk and the amount of effort required to achieve a sale.
Qualify Selling Opportunity process ensures that a sales prospect is qualified in terms of any associated risk, and the amount of effort required, such as to prepare a response to a Request for Proposal [RFP]) to achieve a sale. The opportunity is explored with a sales prospect to ensure the offer meets a prospect’s expectations, and to ensure that the breadth of a prospect's requirements is understood. Extended interactions with a prospect may be required to achieve mutual understanding and agreement. The opportunity may require the development of alternative solutions or customization to the specific prospect’s requirements. The Qualify Opportunity process is responsible for assessing the size of the potential development and its risk. The resources, financing and potential on-going prospect commitment to the developed solution are all factors that must be assessed. This process also assesses the strategic importance of the opportunity, the potential for wider application, and the importance of the specific prospect to the enterprise. The solution alternatives must be available, such as capacity, or scheduled on a product offering roadmap.
Reserved for future use.
Reserved for future use.
Reserved for future use.
This process is more important where the product is not mass produced. Typically it only applies to product either wholly, or partially, bespoke.
Qualify Opportunity process must qualify any opportunity in terms of any associated risk, and the amount of effort required to achieve a sale. The resources, financing and potential on-going customer commitment to the developed solution are all factors that must be assessed. These processes also need to assess the strategic importance of the opportunity, the potential for wider application, and the importance of the specific customer to the enterprise. The solution alternatives must be available (e.g. capacity) or scheduled on a product roadmap
The opportunity is explored with the customer to ensure the offer meets the customer’s expectations, and to ensure that the breadth of the customer requirement is understood. The opportunity may require the development of alternative solutions or customization to the specific customer’s requirements.
Extended interactions with the customer may be required to achieve mutual understanding and agreement.