New Business Identification

Question 1

Which are the business opportunities?

Answer 1

There are two opportunities.

1. New business opportunity
2. Add-on sales

Question 2

What is a new business Opportunity?

Answer 2

It is a service, solution or product in the Ericsson portfolio that is linked with a customer need or requirement

Question 3

What are the add-on sales?

Answer 3

They are the opportunities generated within an existing contract where the opportunities show up to extend the initial offer and becoming into an additional revenue for the given contract

Question 4

Where it can be created a Lead?

Answer 4

In the SDOD tool that stands for:
Service
Delivery
Opportunity
Database

Question 5

What’s the function of the SDOD tool?

Answer 5

Enables the collection and tracking of all opportunities and add-on sales suggestions, generated by all non sales employees.

Question 6

Which is model used to create a lead?

Answer 6

The GIFBP model.

Goal
Issue
Feature
Benefit
Proof

Question 7

Goal?

Answer 7

Should be specific in objectives, activities and achievements.
Should be described in a simple way but with the most important information.

Question 8

What is a lead?

Answer 8

It is a Sales Opportunity Generation focused on create additional sales and incomes for the GSC

Question 9

Issue?

Answer 9

What is the problem that need to be solved?
Why does the lead was detected?
What kind of problem are facing over the network?

Question 10

Feature?

Answer 10

What is our offered solution based on the Ericsson Catalog?

Question 11

Benefit?

Answer 11

What will be the achievement of the customer with this solution?
Does the final user will have a new advantage?

Question 12

Proof?

Answer 12

Supporting facts that it can deliver the value or benefit expected.

It is important to mention the origin of the lead (CSR, issue on site, meeting with the customer).

Question 13

Which are the phases and responsibles of the lead generation process?

Answer 13

Step 1. Enter the opportunity in the tool.
Responsible: recorder
Phase D

Step 2. Qualification done in GSC
Responsible: GSC LHR
Phase C

Step 3. Qualification done in the Customer Unit
Responsible: CU LHR
Phase C

Step 4. Qualified opportunities are handed over the CU pre sales and sales.
Responsible: KAM
Phase B

Step 5. Opportunity is accepted by the customer
Responsible: customer
Phase A