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PHASE 0 - OPPORTUNITY GENERATIONF&B 180

  • Introduction
  • Objectives
  • Process Flow
  • Glossary
  • Raci

INTRODUCTION

PHASE 0 - OPPORTUNITY DEVELOPMENT

Welcome to the Assessment & Qualification Stage, which is Phase 0-10 of the Food & Beverage 180 portal. This portal is an internal repository for all aspects of F&B 180. F&B 180 is a holistic methodology that analyses the whole sales and consulting process from its inception at the lead generation stage all the way through to project delivery and aftercare support.

OBJECTIVES

ORACLE OBJECTIVES

Prospects’ journey from research, education, to outreach, easily leads them to OFB.

FBGBU OBJECTIVES

Our response is faster than the competition giving the prospect confidence in our desire to be their technology partner.

  • Digitally optimized presence online
  • Fast qualification of Leads that convert to Opportunities
  • Strategies for developing Opportunities
  • Better Quality Leads though machine learning and appraisal system
  • Improve Customer Data for analysis (Customer Data lacking quality)
  • Strategy for: inbound, outbound, identified Attack Account, C2C Existing Customer
  • Identify the roles of Sales, Marketing, Business Development Consultants (BDC's), Other XLOB Team Members

PROCESS FLOW

Below describes the typical process flows including references to documents or actions that may need to be completed to support this phase:

  • Research gathered from all available forms; digital channels (online/social media), on site visits, interviews or RFx documents if applicable
  • SE (Solution and Consulting) review discovery materials and the Process Mapping complete
  • Engage with Consulting Sales and EMM team
  • Initiate the process to engage with the ROI Tool where applicable
  • Account Plan Updated identifying all Red Flags, SWOT, Barriers to Win and a Strategic Plan
  • Validate the qualification of the opportunity - Go / No Go Decision

GLOSSARY OF TERMS

Acronym: Type: Definition:
EMM Resource Enterprise Menu Management
RFx Document Request For x (Request for Information or Proposal)
ROI Document Return On Investment
SWOT Document Strengths, Weaknesses, Opportunities, and Threats
SE Resource Solution Engineer
XLOB Acronym Cross (X) Line Of Business

Owner: Marketing

PHASE SLAs & KPIs

  • Lead follow-up SLA’s:
    • Phone, Web, and Chat leads require 1 hour SLA.
    • Email leads should have a 24 hrs SLA
  • Marketing leads from events and activities should have a 3 day SLA.

DOWNLOAD PDF:
PHASE 0 0PPORTUNITY DEVELOPMENT.
Click here

Introduction Video
An introduction to FB 180 with Leesa Maunders

Here you’ll find an overview of the entire 180 process, each stage can be drilled into revealing all the documents, playbooks & content of each 180 phase. Before you jump in.

Applicable Tiers
Output Checklist

Below list's the key outputs as a checklist that would be required to be completed within this phase:
☐ BANT Criteria for Lead Generation Process

Useful Links

Below list’s the links to the application portal described in this phase as well as some useful links to knowledge based collateral that may help you:
- TBC

Training

Some recommended training courses/training material that are available that will help you in this phase:
- TBC

Support
FB180 Repository
Downloads