"Process
Outline"Process NameProcess Id
3Market and Sell Products and Services10004
3.1Understand markets, customers and capabilities 10101
3.1.1Perform customer and market intelligence analysis 10106
3.1.1.1Conduct customer and market research10108
3.1.1.2Identify market segments10109
3.1.1.3Analyze market and industry trends 10110
3.1.1.4Analyze competing organizations, competitive/substitute products 10111
3.1.1.5Evaluate existing products/brands 10112
3.1.1.6Assess internal and external business environment10113
3.1.2Evaluate and prioritize market opportunities10107
3.1.2.1Quantify market opportunities10116
3.1.2.2Determine target segments10117
3.1.2.3Prioritize opportunities consistent with capabilities and overall business strategy10118
3.1.2.4Validate opportunities10119
3.2Develop marketing strategy10102
3.2.1Define offering and customer value proposition 11168
3.2.1.1Define offering and positioning 11169
3.2.1.2Develop value proposition including brand positioning for target segments 11170
3.2.1.3Validate value proposition with target segments11171
3.2.1.4Develop new branding11172
3.2.2Define pricing strategy to align to value proposition 10123
3.2.2.1Establish guidelines for applying pricing of products/services10124
3.2.2.2Approve pricing strategies/policies 10125
3.2.3Define and manage channel strategy10122
3.2.3.1Evaluate channel attributes and partners10126
3.2.3.2Determine channel fit with target segments10127
3.2.3.3Select channels for target segments 10128
3.3Develop sales strategy10103
3.3.1Develop sales forecast10129
3.3.1.1Gather current and historic order information10134
3.3.1.2Analyze sales trends and patterns10135
3.3.1.3Generate sales forecast10136
3.3.1.4Analyze historical and planned promotions and events10137
3.3.2Develop sales partner/alliance relationships 10130
3.3.2.1Identify alliance opportunities10138
3.3.2.2Design alliance programs and methods for selecting and managing relationships10139
3.3.2.3Select alliances10140
3.3.2.4Develop partner and alliance management strategies10141
3.3.2.5Establish partner and alliance management goals10142
3.3.3Establish overall sales budgets10131
3.3.3.1Calculate product revenue10143
3.3.3.2Determine variable costs10144
3.3.3.3Determine overhead and fixed costs 10145
3.3.3.4Calculate net profit10146
3.3.3.5Create budget10147
3.3.4Establish sales goals and measures10132
3.3.5Establish customer management measures 10133
3.4Develop and manage marketing plans10104
3.4.1Establish goals, objectives, and metrics for products by channels/segments10148
3.4.2Establish marketing budgets10149
3.4.2.1Confirm marketing alignment to business strategy10155
3.4.2.2Determine costs of marketing10156
3.4.2.3Create marketing budget10157
3.4.3Develop and manage media10150
3.4.3.1Define media objectives10158
3.4.3.2Develop marketing messages10159
3.4.3.3Define target audience10160
3.4.3.4Engage media provider10161
3.4.3.5Develop and execute advertising 10162
3.4.3.6Develop and execute other marketing campaigns/programs11253
3.4.3.7Assess brand/product marketing plan performance11254
3.4.4Develop and manage pricing10151
3.4.4.1Determine pricing based on volume/unit forecast10163
3.4.4.2Execute pricing plan10164
3.4.4.3Evaluate pricing performance10165
3.4.4.4Refine pricing as needed10166
3.4.5Develop and manage promotional activities 10152
3.4.5.1Define promotional concepts10167
3.4.5.2Plan and test promotional activities 10168
3.4.5.3Execute promotional activities10169
3.4.5.4Evaluate promotional performance metrics10170
3.4.5.5Refine promotional performance metrics10171
3.4.5.6Incorporate learning into future/ planned consumer promotions10172
3.4.6Track customer management measures10153
3.4.6.1Determine customer loyalty/lifetime value10173
3.4.6.2Analyze customer revenue trend 10174
3.4.6.3Analyze customer attrition and retention rates10175
3.4.6.4Analyze customer metrics10176
3.4.6.5Revise customer strategies, objectives, and plans based on metrics10177
3.4.7Develop and manage packaging strategy10154
3.4.7.1Plan packaging strategy10178
3.4.7.2Test packaging options10179
3.4.7.3Execute packaging strategy10180
3.4.7.4Refine packaging10181
3.5Develop and manage sales plans10105
3.5.1Generate leads10182
3.5.1.1Identify potential customers10188
3.5.1.2Identify leads10189
3.5.2Manage customers and accounts10183
3.5.2.1Develop sales/key account plan 11173
3.5.2.2Manage customer relationships 11174
3.5.2.3Manage customer master data 14208
3.5.3Manage customer sales10184
3.5.3.1Perform sales calls10190
3.5.3.2Perform pre-sales activities10191
3.5.3.3Close the sale10192
3.5.3.4Record outcome of sales process10193
3.5.4Manage sales applications10185
3.5.4.1Accept and validate sales orders10194
3.5.4.2Collect and maintain customer account information10195
3.5.4.3Determine availability10196
3.5.4.4Determine fulfillment process10197
3.5.4.5Enter orders into system and identify/ perform cross-sell/up-sell activity 10198
3.5.4.6Process back orders and updates 10199
3.5.4.7Handle order inquiries including post- order fulfillment transactions10200
3.5.5Manage sales force10186
3.5.5.1Determine sales resource allocation 10209
3.5.5.2Establish sales force incentive plan 10210
3.5.6Manage sales partners and alliances10187
3.5.6.1Provide sales and product training to sales partners/alliances10211
3.5.6.2Develop sales forecast by partner/ alliance10212
3.5.6.3Agree on partner and alliance commissions10213
3.5.6.4Evaluate partner/alliance results 10214
3.5.6.5Manage channel partner master data 14209

"Process
Outline"Process NameProcess IdLevel
2Develop and Manage Products and Services100031
2.1Manage product and service portfolio100612
2.1.1Evaluate performance of existing products/services against market opportunities100633
2.1.2Define product/service development requirements 100643
2.1.2.1Identify potential improvements to existing products and services 100684
2.1.2.2Identify potential new products and services100694
2.1.3Perform discovery research100653
2.1.3.1Identify new technologies100704
2.1.3.2Develop new technologies100714
2.1.3.3Assess feasibility of integrating new leading technologies into product/service concepts 100724
2.1.4Confirm alignment of product/service concepts with business strategy100663
2.1.4.1Plan and develop cost and quality targets100734
2.1.4.2Prioritize and select new product/ service concepts100744
2.1.4.3Specify development timing targets 100754
2.1.4.4Plan for product/service offering modifications100764
2.1.5Manage product and service life cycle100673
2.1.5.1Introduce new products/services 100774
2.1.5.2Retire outdated products/services 100784
2.1.5.3Identify and refine performance indicators 100794
2.1.6Manage product and service master data 141923
2.2Develop products and services100622
2.2.1Design, build, and evaluate products and services 100803
2.2.1.1Assign resources to product/service project100834
2.2.1.2Prepare high-level business case and technical assessment100844
2.2.1.3Develop product/service design specifications100854
2.2.1.4Document design specifications 100864
2.2.1.5Conduct mandatory and elective external reviewslegal4
2.2.1.6Build prototypes100884
2.2.1.7Eliminate quality and reliability problems100894
2.2.1.8Conduct in-house product/service testing and evaluate feasibility100904
2.2.1.9Identify design/development performance indicators100914
2.2.1.10Collaborate on design with suppliers and contract manufacturers100924
2.2.2Test market for new or revised products and services 100813
2.2.2.1Prepare detailed market study100934
2.2.2.2Conduct customer tests and interviews100944
2.2.2.3Finalize product/service characteristics and business cases100954
2.2.2.4Finalize technical requirements 100964
2.2.2.5Identify requirements for changes to manufacturing/delivery processes 100974
2.2.3Prepare for production100823
2.2.3.1Develop and test prototype production and/or service delivery process100984
2.2.3.2Design and obtain necessary materials and equipment100994
2.2.3.3Install and validate production process or methodology101004
2.2.3.4Monitor production runs114174
2.2.3.5Request engineering change114184
2.2.3.6Manage engineering change orders 114194
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