TechnoMile’s Growth Suite is designed to help your organization drive and enforce consistent, best practices-based Opportunity management processes across your entire team. Growth includes a Shipley-based Opportunity Scorecard that’s visible on the Scorecard tab of each Opportunity Record. As an opportunity moves through each sales stage, tasks that impact its winnability or health are automatically created and assigned to the opportunity owner to help ensure that no critical action is missed. Task completion is then tracked within Growth, allowing management to monitor deal progress. Growth’s Opportunity Scorecard helps to ensure your people are focused on the right activities at the right time, maximizing their effectiveness and improving win rates.
Example Scorecard tab on opportunity record
Predefined Winnability/Health Tasks and Sales Stage Mapping
The table below shows the predefined tasks related to opportunity winnability/health that are included out of the box with Growth, along with the predefined sales stage when each task must be completed and the responsible team/area of the business. These predefined tasks and their corresponding mapping to sales stages and teams can be modified using the configuration guide found here, or through an engagement with the TechnoMile Professional Services team.
Sales Stage | Responsible Team/Area | Task |
|---|---|---|
Interest | Business Development | Initial customer call plan |
Interest | Business Development | Opportunity alignment to strategy |
Qualify | Executive Management | Pursuit decision |
Qualify | Capture Management | Start capture plan |
Qualify | Business Development | Mature call plan |
Qualify | Capture Management | Understand customer requirements |
Qualify | Capture Management | Competition assessment (Black Hat) |
Qualify | Marketing | Marketing campaign |
Pursue | Capture Management | Organize capture team |
Pursue | Capture Management | Customer review |
Pursue | Capture Management | Develop win strategy |
Pursue | Pricing | Establish PTW (Price To Win) |
Pursue | Capture Management | Finalize teaming and subK relationships |
Pursue | Solutioning | Solution development |
Proposal Development | Capture Management | Green Team review |
Proposal Development | Proposal Management | Pink Team review |
Proposal Development | Proposal Management | Red Team review |
Proposal Development | Proposal Management | White Glove review |
Proposal Development | Solutioning | Finalize solution |
Proposal Development | Pricing | Finalize pricing |
Proposal Development | Proposal Management | Proposal response development |
Submitted | Program Management | React to award notice |
Submitted | Proposal Management | Orals presentation |
Submitted | Proposal Management | Respond to FPR (Final Proposal Revision) and BAFO (Best and Final Offer) |
Submitted | Program Management | Attend award debrief |
Submitted | Capture Management | Prepare for protest |
Submitted | Capture Management | Conduct lessons learned |