Stage 2 – Evaluation

D - Evaluate C - Select

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 D - Evaluate

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 D - Evaluate
What Customers Want

Mindset Goals

Desired Tasks
Experience

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 D - Evaluate
What To Do

Prior to this phase In this phase

Understand The main goal

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 D - Evaluate
Sample Mutual Action Plan (MAP)

Action Result Week Due Go / No Go Status Owner

Talk to All Stakeholders Understand all requirements November 1 Go Done Partner AE

Create Solution Proof Criteria List Agree on all requirements that are criteria in the evaluation November 8 Done Partner AE and Customer
outcome decision Champion

Setup Demo Meeting Understand how solution works November 8 In Progress Customer Contact A

Customized Workshop Define details of current and future IT environment required for November 8 Open Partner Presales Consultant
solution

Legal Teams Meeting Prepare Contract: Legal Terms Negotiation November 15 Open Partner AE, SAP AE and
Customer Legal Contact

Reference Call Customer Decision Maker calls Reference Customer November 15 Open Customer Decision Maker

Solution Proof Meeting Meeting with all Stakeholders to get solution proof confirmation November 22 Open Customer Champion

Negotiation and Contract Signature Meeting with Decision Making Unit or Purchasing November 29 Open Partner AE, SAP Executive
Sponsor and Customer
Decision Maker

Training Start Date November 29 Open Partner AE and Customer

Training Coordinator

Installation Start Date December 6 Open Partner AE and Customer IT

Director

Installation Finalized December 20 Open Partner AE and Customer IT

Director

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 D - Evaluate
Can You Move Forward?

When can you move to the next phase?

Disqualification / Delay Criteria

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 C - Select

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 7
 C - Select
What Customers Want

Mindset Goals

Desired Tasks
Experience

© SAP SE or an SAP affiliate company. For SAP Internal and Partner Use Only. All rights reserved. 8
 C - Select
What To Do

Prior to this phase In this phase

Understand The main goal

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 C - Select
Can You Move Forward?

When can you move to the next phase?

Disqualification / Delay Criteria

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