| Full Process Description | Process
Outline | Process Name | Process Id | Level | 30-Transform/Innovate | 20-Change/
Improve | 10-Run/
Operate |
| 3 Market and Sell Products and Services (10004) | 3 | Market and Sell Products and Services | 10004 | 1 |
|
| 1 |
| 3.1 Understand markets, customers and capabilities (10101) | 3.1 | Understand markets, customers and capabilities | 10101 | 2 |
|
| 1 |
| 3.1.1 Perform customer and market intelligence analysis (10106) | 3.1.1 | Perform customer and market intelligence analysis | 10106 | 3 |
|
| 1 |
| 3.1.1.1 Conduct customer and market research (10108) | 3.1.1.1 | Conduct customer and market research | 10108 | 4 |
|
| 1 |
| 3.1.1.2 Identify market segments (10109) | 3.1.1.2 | Identify market segments | 10109 | 4 | 1 |
|
|
| 3.1.1.3 Analyze market and industry trends (10110) | 3.1.1.3 | Analyze market and industry trends | 10110 | 4 |
|
| 1 |
| 3.1.1.4 Analyze competing organizations, competitive/substitute products (10111) | 3.1.1.4 | Analyze competing organizations, competitive/substitute products | 10111 | 4 |
|
| 1 |
| 3.1.1.5 Evaluate existing products/brands (10112) | 3.1.1.5 | Evaluate existing products/brands | 10112 | 4 |
|
| 1 |
| 3.1.1.6 Assess internal and external business environment (10113) | 3.1.1.6 | Assess internal and external business environment | 10113 | 4 |
| 1 |
|
| 3.1.2 Evaluate and prioritize market opportunities (10107) | 3.1.2 | Evaluate and prioritize market opportunities | 10107 | 3 |
|
| 1 |
| 3.1.2.1 Quantify market opportunities (10116) | 3.1.2.1 | Quantify market opportunities | 10116 | 4 |
|
| 1 |
| 3.1.2.2 Determine target segments (10117) | 3.1.2.2 | Determine target segments | 10117 | 4 |
|
| 1 |
| 3.1.2.3 Prioritize opportunities consistent with capabilities and overall business strategy (10118) | 3.1.2.3 | Prioritize opportunities consistent with capabilities and overall business strategy | 10118 | 4 | 1 |
|
|
| 3.1.2.4 Validate opportunities (10119) | 3.1.2.4 | Validate opportunities | 10119 | 4 |
| 1 |
|
| 3.2 Develop marketing strategy (10102) | 3.2 | Develop marketing strategy | 10102 | 2 |
|
| 1 |
| 3.2.1 Define offering and customer value proposition (11168) | 3.2.1 | Define offering and customer value proposition | 11168 | 3 |
|
| 1 |
| 3.2.1.1 Define offering and positioning (11169) | 3.2.1.1 | Define offering and positioning | 11169 | 4 |
|
| 1 |
| 3.2.1.2 Develop value proposition including brand positioning for target segments (11170) | 3.2.1.2 | Develop value proposition including brand positioning for target segments | 11170 | 4 |
| 1 |
|
| 3.2.1.3 Validate value proposition with target segments (11171) | 3.2.1.3 | Validate value proposition with target segments | 11171 | 4 |
| 1 |
|
| 3.2.1.4 Develop new branding (11172) | 3.2.1.4 | Develop new branding | 11172 | 4 | 1 |
|
|
| 3.2.2 Define pricing strategy to align to value proposition (10123) | 3.2.2 | Define pricing strategy to align to value proposition | 10123 | 3 | 1 |
|
|
| 3.2.2.1 Establish guidelines for applying pricing of products/services (10124) | 3.2.2.1 | Establish guidelines for applying pricing of products/services | 10124 | 4 |
| 1 |
|
| 3.2.2.2 Approve pricing strategies/policies (10125) | 3.2.2.2 | Approve pricing strategies/policies | 10125 | 4 | 0 | 1 |
|
| 3.2.3 Define and manage channel strategy (10122) | 3.2.3 | Define and manage channel strategy | 10122 | 3 |
| | 1 |
| 3.2.3.1 Evaluate channel attributes and partners (10126) | 3.2.3.1 | Evaluate channel attributes and partners | 10126 | 4 | 1 |
|
|
| 3.2.3.2 Determine channel fit with target segments (10127) | 3.2.3.2 | Determine channel fit with target segments | 10127 | 4 |
|
| 1 |
| 3.2.3.3 Select channels for target segments (10128) | 3.2.3.3 | Select channels for target segments | 10128 | 4 |
| 1 |
|
| 3.3 Develop sales strategy (10103) | 3.3 | Develop sales strategy | 10103 | 2 |
|
| 1 |
| 3.3.1 Develop sales forecast (10129) | 3.3.1 | Develop sales forecast | 10129 | 3 |
|
| 1 |
| 3.3.1.1 Gather current and historic order information (10134) | 3.3.1.1 | Gather current and historic order information | 10134 | 4 | 1 |
|
|
| 3.3.1.2 Analyze sales trends and patterns (10135) | 3.3.1.2 | Analyze sales trends and patterns | 10135 | 4 |
| 1 |
|
| 3.3.1.3 Generate sales forecast (10136) | 3.3.1.3 | Generate sales forecast | 10136 | 4 |
|
| 1 |
| 3.3.1.4 Analyze historical and planned promotions and events (10137) | 3.3.1.4 | Analyze historical and planned promotions and events | 10137 | 4 |
| 1 |
|
| 3.3.2 Develop sales partner/alliance relationships (10130) | 3.3.2 | Develop sales partner/alliance relationships | 10130 | 3 | 1 |
|
|
| 3.3.2.1 Identify alliance opportunities (10138) | 3.3.2.1 | Identify alliance opportunities | 10138 | 4 | 1 |
|
|
| 3.3.2.2 Design alliance programs and methods for selecting and managing relationships (10139) | 3.3.2.2 | Design alliance programs and methods for selecting and managing relationships | 10139 | 4 | 1 |
|
|
| 3.3.2.3 Select alliances (10140) | 3.3.2.3 | Select alliances | 10140 | 4 | 1 |
|
|
| 3.3.2.4 Develop partner and alliance management strategies (10141) | 3.3.2.4 | Develop partner and alliance management strategies | 10141 | 4 |
|
| 1 |
| 3.3.2.5 Establish partner and alliance management goals (10142) | 3.3.2.5 | Establish partner and alliance management goals | 10142 | 4 |
| 1 |
|
| 3.3.3 Establish overall sales budgets (10131) | 3.3.3 | Establish overall sales budgets | 10131 | 3 |
|
| 1 |
| 3.3.3.1 Calculate product revenue (10143) | 3.3.3.1 | Calculate product revenue | 10143 | 4 | | 1 |
|
| 3.3.3.2 Determine variable costs (10144) | 3.3.3.2 | Determine variable costs | 10144 | 4 | 1 |
|
|
| 3.3.3.3 Determine overhead and fixed costs (10145) | 3.3.3.3 | Determine overhead and fixed costs | 10145 | 4 | 1 |
|
|
| 3.3.3.4 Calculate net profit (10146) | 3.3.3.4 | Calculate net profit | 10146 | 4 | 1 |
|
|
| 3.3.3.5 Create budget (10147) | 3.3.3.5 | Create budget | 10147 | 4 | | 1 |
|
| 3.3.4 Establish sales goals and measures (10132) | 3.3.4 | Establish sales goals and measures | 10132 | 3 | 1 |
|
|
| 3.3.5 Establish customer management measures (10133) | 3.3.5 | Establish customer management measures | 10133 | 3 | 1 |
|
|
| 3.4 Develop and manage marketing plans (10104) | 3.4 | Develop and manage marketing plans | 10104 | 2 |
| 1 |
|
| 3.4.1 Establish goals, objectives, and metrics for products by channels/segments (10148) | 3.4.1 | Establish goals, objectives, and metrics for products by channels/segments | 10148 | 3 | 1 |
|
|
| 3.4.2 Establish marketing budgets (10149) | 3.4.2 | Establish marketing budgets | 10149 | 3 |
| 1 |
|
| 3.4.2.1 Confirm marketing alignment to business strategy (10155) | 3.4.2.1 | Confirm marketing alignment to business strategy | 10155 | 4 |
| 1 |
|
| 3.4.2.2 Determine costs of marketing (10156) | 3.4.2.2 | Determine costs of marketing | 10156 | 4 |
| 1 |
|
| 3.4.2.3 Create marketing budget (10157) | 3.4.2.3 | Create marketing budget | 10157 | 4 |
| 1 |
|
| 3.4.3 Develop and manage media (10150) | 3.4.3 | Develop and manage media | 10150 | 3 |
| 1 |
|
| 3.4.3.1 Define media objectives (10158) | 3.4.3.1 | Define media objectives | 10158 | 4 |
| 1 |
|
| 3.4.3.2 Develop marketing messages (10159) | 3.4.3.2 | Develop marketing messages | 10159 | 4 |
| | 1 |
| 3.4.3.3 Define target audience (10160) | 3.4.3.3 | Define target audience | 10160 | 4 |
|
| 1 |
| 3.4.3.4 Engage media provider (10161) | 3.4.3.4 | Engage media provider | 10161 | 4 |
|
| 1 |
| 3.4.3.5 Develop and execute advertising (10162) | 3.4.3.5 | Develop and execute advertising | 10162 | 4 |
|
| 1 |
| 3.4.3.6 Develop and execute other marketing campaigns/programs (11253) | 3.4.3.6 | Develop and execute other marketing campaigns/programs | 11253 | 4 |
|
| 1 |
| 3.4.3.7 Assess brand/product marketing plan performance (11254) | 3.4.3.7 | Assess brand/product marketing plan performance | 11254 | 4 |
|
| 1 |
| 3.4.4 Develop and manage pricing (10151) | 3.4.4 | Develop and manage pricing | 10151 | 3 | 1 |
|
|
| 3.4.4.1 Determine pricing based on volume/unit forecast (10163) | 3.4.4.1 | Determine pricing based on volume/unit forecast | 10163 | 4 | 1 |
|
|
| 3.4.4.2 Execute pricing plan (10164) | 3.4.4.2 | Execute pricing plan | 10164 | 4 | | 1 |
|
| 3.4.4.3 Evaluate pricing performance (10165) | 3.4.4.3 | Evaluate pricing performance | 10165 | 4 | 0 | 1 |
|
| 3.4.4.4 Refine pricing as needed (10166) | 3.4.4.4 | Refine pricing as needed | 10166 | 4 | 0 | 1 |
|
| 3.4.5 Develop and manage promotional activities (10152) | 3.4.5 | Develop and manage promotional activities | 10152 | 3 |
| | 1 |
| 3.4.5.1 Define promotional concepts (10167) | 3.4.5.1 | Define promotional concepts | 10167 | 4 |
|
| 1 |
| 3.4.5.2 Plan and test promotional activities (10168) | 3.4.5.2 | Plan and test promotional activities | 10168 | 4 |
| 1 |
|
| 3.4.5.3 Execute promotional activities (10169) | 3.4.5.3 | Execute promotional activities | 10169 | 4 |
| 1 |
|
| 3.4.5.4 Evaluate promotional performance metrics (10170) | 3.4.5.4 | Evaluate promotional performance metrics | 10170 | 4 |
| 1 |
|
| 3.4.5.5 Refine promotional performance metrics (10171) | 3.4.5.5 | Refine promotional performance metrics | 10171 | 4 |
| 1 |
|
| 3.4.5.6 Incorporate learning into future/ planned consumer promotions (10172) | 3.4.5.6 | Incorporate learning into future/ planned consumer promotions | 10172 | 4 |
| 1 |
|
| 3.4.6 Track customer management measures (10153) | 3.4.6 | Track customer management measures | 10153 | 3 |
| 1 |
|
| 3.4.6.1 Determine customer loyalty/lifetime value (10173) | 3.4.6.1 | Determine customer loyalty/lifetime value | 10173 | 4 |
| 1 |
|
| 3.4.6.2 Analyze customer revenue trend (10174) | 3.4.6.2 | Analyze customer revenue trend | 10174 | 4 |
| 1 |
|
| 3.4.6.3 Analyze customer attrition and retention rates (10175) | 3.4.6.3 | Analyze customer attrition and retention rates | 10175 | 4 |
| 1 |
|
| 3.4.6.4 Analyze customer metrics (10176) | 3.4.6.4 | Analyze customer metrics | 10176 | 4 |
| 1 |
|
| 3.4.6.5 Revise customer strategies, objectives, and plans based on metrics (10177) | 3.4.6.5 | Revise customer strategies, objectives, and plans based on metrics | 10177 | 4 |
| 1 |
|
| 3.4.7 Develop and manage packaging strategy (10154) | 3.4.7 | Develop and manage packaging strategy | 10154 | 3 | 1 |
|
|
| 3.4.7.1 Plan packaging strategy (10178) | 3.4.7.1 | Plan packaging strategy | 10178 | 4 | | 1 |
|
| 3.4.7.2 Test packaging options (10179) | 3.4.7.2 | Test packaging options | 10179 | 4 | | 1 |
|
| 3.4.7.3 Execute packaging strategy (10180) | 3.4.7.3 | Execute packaging strategy | 10180 | 4 | | 1 |
|
| 3.4.7.4 Refine packaging (10181 | 3.4.7.4 | Refine packaging | 10181 | 4 |
| 1 |
|
| 3.5 Develop and manage sales plans (10105) | 3.5 | Develop and manage sales plans | 10105 | 2 |
| 1 |
|
| 3.5.1 Generate leads (10182) | 3.5.1 | Generate leads | 10182 | 3 |
|
| 1 |
| 3.5.1.1 Identify potential customers (10188) | 3.5.1.1 | Identify potential customers | 10188 | 4 |
|
| 1 |
| 3.5.1.2 Identify leads (10189) | 3.5.1.2 | Identify leads | 10189 | 4 |
|
| 1 |
| 3.5.2 Manage customers and accounts (10183) | 3.5.2 | Manage customers and accounts | 10183 | 3 | 1 |
|
|
| 3.5.2.1 Develop sales/key account plan (11173) | 3.5.2.1 | Develop sales/key account plan | 11173 | 4 | 1 |
|
|
| 3.5.2.2 Manage customer relationships (11174) | 3.5.2.2 | Manage customer relationships | 11174 | 4 |
|
| 1 |
| 3.5.2.3 Manage customer master data (14208) | 3.5.2.3 | Manage customer master data | 14208 | 4 | 1 |
|
|
| 3.5.3 Manage customer sales (10184) | 3.5.3 | Manage customer sales | 10184 | 3 |
|
| 1 |
| 3.5.3.1 Perform sales calls (10190) | 3.5.3.1 | Perform sales calls | 10190 | 4 |
|
| 1 |
| 3.5.3.2 Perform pre-sales activities (10191) | 3.5.3.2 | Perform pre-sales activities | 10191 | 4 |
|
| 1 |
| 3.5.3.3 Close the sale (10192) | 3.5.3.3 | Close the sale | 10192 | 4 |
|
| 1 |
| 3.5.3.4 Record outcome of sales process (10193) | 3.5.3.4 | Record outcome of sales process | 10193 | 4 |
|
| 1 |
| 3.5.4 Manage sales applications (10185) | 3.5.4 | Manage sales applications | 10185 | 3 |
| 1 |
|
| 3.5.4.1 Accept and validate sales orders (10194) | 3.5.4.1 | Accept and validate sales orders | 10194 | 4 |
|
| 1 |
| 3.5.4.2 Collect and maintain customer account information (10195) | 3.5.4.2 | Collect and maintain customer account information | 10195 | 4 | 1 | | |
| 3.5.4.3 Determine availability (10196) | 3.5.4.3 | Determine availability | 10196 | 4 |
|
| 1 |
| 3.5.4.4 Determine fulfillment process (10197) | 3.5.4.4 | Determine fulfillment process | 10197 | 4 |
|
| 1 |
| 3.5.4.5 Enter orders into system and identify/ perform cross-sell/up-sell activity (10198) | 3.5.4.5 | Enter orders into system and identify/ perform cross-sell/up-sell activity | 10198 | 4 | 0 |
| 1 |
| 3.5.4.6 Process back orders and updates (10199) | 3.5.4.6 | Process back orders and updates | 10199 | 4 |
|
| 1 |
| 3.5.4.7 Handle order inquiries including post- order fulfillment transactions (10200) | 3.5.4.7 | Handle order inquiries including post- order fulfillment transactions | 10200 | 4 |
|
| 1 |
| 3.5.5 Manage sales force (10186) | 3.5.5 | Manage sales force | 10186 | 3 | 1 |
|
|
| 3.5.5.1 Determine sales resource allocation (10209) | 3.5.5.1 | Determine sales resource allocation | 10209 | 4 |
| 1 |
|
| 3.5.5.2 Establish sales force incentive plan (10210) | 3.5.5.2 | Establish sales force incentive plan | 10210 | 4 | 1 |
|
|
| 3.5.6 Manage sales partners and alliances (10187) | 3.5.6 | Manage sales partners and alliances | 10187 | 3 | 1 |
|
|
| 3.5.6.1 Provide sales and product training to sales partners/alliances (10211) | 3.5.6.1 | Provide sales and product training to sales partners/alliances | 10211 | 4 | 0 | 1 |
|
| 3.5.6.2 Develop sales forecast by partner/ alliance (10212) | 3.5.6.2 | Develop sales forecast by partner/ alliance | 10212 | 4 |
|
| 1 |
| 3.5.6.3 Agree on partner and alliance commissions (10213) | 3.5.6.3 | Agree on partner and alliance commissions | 10213 | 4 | 1 |
|
|
| 3.5.6.4 Evaluate partner/alliance results (10214) | 3.5.6.4 | Evaluate partner/alliance results | 10214 | 4 |
| 1 |
|
| 3.5.6.5 Manage channel partner master data (14209) | 3.5.6.5 | Manage channel partner master data | 14209 | 4 | 1 |
|
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