Category: (3) eTOM Process Type
Process Identifier: 1.1.11.3
Original Process Identifier: 1.1.1.23.3
Maturity Level: 4
Match an assigned lead with the most appropriate products and ensure that a prospect is handled appropriately
Manage Prospect matches an assigned lead with the most appropriate products and ensure that a prospect is handled appropriately. A prospect represents a “pipeline” of potential sales, each of which is expressed in terms of the probability of successful sales closure and an estimate of the total attainable revenue. The needs of a potential prospect are analyzed. Based on these needs, potential solutions are identified from the enterprise’s product catalog. The lifecycle of a prospect is tracked, and the outcome (win or loss) for a prospect is reported. A prospect is also assigned to the appropriate sales channel.
This was created from the Frameworx 16.0 Model