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Commit 0c3a31c5 authored by Vladimir Dzalbo (GitLab)'s avatar Vladimir Dzalbo (GitLab)
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Improve SA Feasibility Rating documentation and add SA Next Steps

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1 merge request!11293Improve SA Feasibility Rating documentation and add SA Next Steps
......@@ -80,7 +80,7 @@ Capturing various types of data helps us build a comprehensive understanding of
### 3. **SFDC Fields [Required]**
- **Overview**: Capture key fields in Salesforce such as SA Validated Tech Eval, SA Next Steps, POVs, and Assigned SA.
- **Overview**: Capture key fields in Salesforce such as SA Validated Tech Eval, SA Feasibility Rating, SA Next Steps, POVs, and Assigned SA.
- **Details**: [SFDC Fields Guide](/handbook/solutions-architects/processes/activity-capture/sfdc-logging)
### 4. **Customer Success Plans [Required]**
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......@@ -53,25 +53,56 @@ Solutions Architects are responsible for maintaining several key fields in Sales
1. **SA Feasibility Rating**
- A technical health assessment of the opportunity using a simple rating:
- Green: Strong technical fit and alignment
- Yellow: Some concerns or challenges to address
- Red: Significant technical challenges or misalignment
- Green: Strong technical fit and alignment. Technical aspects well-understood, resources adequate, deal on track.
- Yellow: Some concerns or challenges to address. Includes minor technical hurdles, scope creep, or potential resource constraints.
- Red: Significant technical challenges, misalignment, unclear requirements, or insufficient resources.
- Required for accurate opportunity health tracking
- Drives technical forecasting accuracy
- Facilitates deal reviews and pipeline analysis
- For opportunities without SA engagement the following logic is to be applied with mandatory explanation in **SA Feasibility Details**:
- Green: Not engaged, and not required (e.g., simple add-ons)
- Yellow: Not engaged yet and don't know enough
- Red: Not engaged at all but should have been
2. **SA Feasibility Details**
- Detailed commentary explaining the Feasibility Rating
- Should include specific technical challenges or risks
- Used to provide context for the rating
- Helps align Sales and Pre-Sales understanding
- Include specific technical challenges and risks
- Provides context for Sales and Pre-Sales alignment
- Not to be used for:
- Technical evaluation status (use **SA Validated Tech Evaluation Close Status** and **SA Validated Tech Evaluation Close Details**)
- Activity logging (use [Activity Based Logging Guide](/handbook/solutions-architects/processes/activity-capture/activity-logging))
- Next steps or mitigation plans (use **SA Next Steps**)
3. **SA Feasibility Review Date**
- Automatically updates when Feasibility Rating or Details change
- Updates automatically when Feasibility Rating or Details change
- Shows when the last technical review occurred
- Helps ensure assessments stay current
- No manual updates required - system maintained
- System-maintained, no manual updates needed
### Activity Planning Fields
1. **SA Next Steps**
- Planned SA activities to drive deal forward with target dates
- Functions as daily to-do and follow-up list
- Examples include demonstrations, value stream workshops, hands-on workshops, proofs of value, etc.
- Track progress through technical evaluation
- Must be updated after each customer interaction
- Empty/outdated field signals inactive opportunity, and lack of activities
- Do NOT use as a log of past activities (use [Activity Based Logging Guide](/handbook/solutions-architects/processes/activity-capture/activity-logging))
2. **SA Next Steps Date**
- Date if first planned activitiy in **SA Next Steps**
- Enables daily to-do list extraction
- Indicates when **SA Next Steps** needs updating
3. **SA Next Steps History**
- Auto-updates with **SA Next Steps** changes
- Keeps track of historical changes
- System-maintained, no manual updates needed
### Related Fields
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......@@ -244,35 +244,6 @@ Commercial SA team recognizes [Peer Review sessions](/handbook/solutions-archite
- Two opportunities are reviewed during the session (10 minutes each)
- Outcomes are documented and are stored in [Commercial SA / Reviews & Retros](https://drive.google.com/drive/folders/1Ye6Ks5aHMhVFEsDXbqvglzJMI4Kb_S5s)
### Solutions Architect Judgment Indicator
The Solutions Architect Judgment Indicator (SA Judgment) is a metric used to assess the technical perception and feedback regarding current opportunities. It aids in making informed decisions and effectively managing sales pipelines. This indicator enhances the precision of forecasting by providing a means to validate AE judgment based on the technical seller's assumptions. It also facilitates discussions during deal reviews and pipeline analysis by highlighting potential misalignments more easily.
The key aspects to take into consideration:
1. Technical statement
1. Customer knowledge: current state well documented (internal)
1. Clear use cases. Identified pains.
1. Product-match. Identified capabilities to close the gap.
1. Customer implication (_customer provides the right resources to scope the project, treats the project with the right priority_)
1. Access to development, information security and operations. Technical/lead developer involved with the right skills
1. Connection to the technical validator/buyer
1. Established communication channel and responsiveness
The overall score will be tracked in the existing `SA Validated Tech Eval Close Details` in SFDC with the following structure: `[COLOR] Initials Date: One line qualitative comment` with `[COLOR]` equals to:
- `[RED]`: Indicates high risk or significant issues present in the opportunity's presales forecast. These issues might include technical challenges, unclear requirements, or insufficient resources allocated.
- `[YELLOW]`: Suggests moderate risk or some concerns in the opportunity's presales forecast. This could include minor technical hurdles, scope creep, or potential resource constraints.
- `[GREEN]`: Signifies low risk or favorable conditions in the opportunity's presales forecast. This indicates that the technical aspects are well-understood, resources are adequate, and the forecast is on track.
> Example: _[RED] VD 17/10: No access to technical buyers, no clear use case_.
Solutions Architects are required to fill out in their judgment on all opportunities meeting these criteria:
- EMEA COMM Business Unit
- Net ARR >$50K
- Stage: 3+ (potentially 2+)
## Team Meetings
Commercial SA team meetings are held on a regular basis to ensure alignment, share knowledge, and discuss important topics. The following meetings are part of the Commercial SA team's schedule:
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