CollaborationDiagramLEADOPPORTUNITYQualificationSolutionOFFERAGREEMENTACCOUNTINGONBOARDINGPRE-LEADMARKETINGBDRSALES REPRESENTATIVESOLUTION ENGINEERACCOUNT MANAGERPoolPool2Pool3BDR is assignedand starts workingon itScore is calculatedFill out scoringfieldsAutomatic queueassign? (roundrobbin)List sorted by scoreInitial contactprocessRelevancyAssessmentNext contactdate&timeOP Criteria catalogqualificationCreate a task toremindReason for parkingBDR and/or SalesDiscovery CallCall the LeadSend SMSSend email(BDR or sales)Convert toOpportunityManual taskAutomated taskMixed taskPeople SyncPeople SyncHoD - Head of DevelopmentHoO - Head of OperationsSE - Solution Engineer SA - Sales Advisor (or Paul)BDR - Business Development RepresentativeGet verbalagreementFinal review ofbusiness value (OpOwner + Customer)Send Proposal withprimary quoteSync withOpportunity OwnerSync with Head ofSalesForecast FieldscalculatedSelect CompellingEventCreate/EditProposalFinance and/orlegal to approveDiscovery Call(deep dive)Data collection,"Why Now?",Competitor CheckInitial conversationor get feedbackfrom prospectSE DiscoverySync sales &Solution EngineersSE + HoO + HoDsyncSE + HoO syncCustomer SuccessChecklistSE + HoD syncAdd man days- orroadmap estimationplan to OPDiscovery &Estimation ProcessSEsolution conceptionand requirementsSanity Check(Contract & ProductData)Time formaintenance ofexisting testsQA Prod tests +monitoring logs ±3hoursCreate a hotfixDEV/TL Release atthe planned timeSchedule releaseand notifycustomersQA tests RC tickets+ regression testsOut of plannedscope TL createsan RCQA starts stagingtest,prepares/updatesTCStarts the ticketCommunicatesearly in case ofblockersWrites unit testsDoes code reviewand resolves coderelated issuesFulfills theAcceptance CriteriaDEV and QA teston dev localenvironmentTeam Estimation &planning sessionPO Sprint prepBusiness & tech(Dev+QA)refinementGet businessapprovalCode reviewerchecks the codereferring to theChecklistApply code reviewfeedbackDEV assigns CodeReviewer andprovides info fortestsDEVmerges/deploys theticketQA asks to mergeto stagingTL/DEV NotifyIT-ALL channelAC is defined &validated by TL/POInput CancellationPeriod RenewalInput Contract StartDateInput ContractTerm in monthsCreate contractInput ContractNumber (internal)Input Contract TypeInput Max Numberof RenewalsInput RevenueStart DateInput CancellationPeriodInput Bill To & ShipToCheckContract/RenewalEnd DateCheckContract/RenewalCancellation PeriodCheck max numberof renewals (x)Input RenewalTerm (months)Check CurrentNumber ofrenewals (y)???Check RenewalTerm (months)Create RenewalInput Date ofCancellation &ReasonCancelContract/RenewalScoredScoringoutcomeLEADTargetOpenInProgressDisqualifiedReached?Relevant?DiscoveryCall (Pain)BDRAccepted?ParkedContactReminderCall oremail?Reminder tocall in x daysReminder toretry in x daysConvertedOpportunityStartEventIntermediateEventStatusChangeGatewayEndEventConvertEventTimeconsuming taskProposalaccepted?Economic Buyeragreed toserviceNegotiationOffer reviewedwith thecustomerProjectdroppedGo / NoGo?Requiresapproval?Approved?QualifyingOpportunitySalesAcceptedOpportunityAll necessarydata collected?ConceptionContactGo / NoGo?Dev orOps?Approved?Specs/estimation /roadmap done?SpecialRequirements?(Dev or Ops)Requirementsclarified?Ready tosign offerVerbalagreementSigned?ClosedWon100%ClosedLost4ERRCtestingsuccess?TestFailedStagingtestpassed?4 ERpassed?InProgressActivitiesToDoBacklogBusinessapprovalrequired?CodeReviewsuccess?CodeReviewReady forQAReleasesuccess?EndWorkflowStartWorkflowGotapproval?DropeventAll necessaryfields filledin?ActionTypeActionTypeCancellationlegit?EndEventStartEventContractTypeIsy<x?Renewal isnot legitEndEventEndEventStartintermediateCatchEventMergingMerging>15<15NoNoNoYesYesYesCallYesNoNoYesNoNo75%NoYesNoNoGoNoGoGoNo60%YesGoYesNo10%20%NoYes40%NoGoNoNoYesBothOpsDevNoNoYesYes90%NoYesQANoYesNoYesNoDEVRoleNoYesYesNoYesNoNoRenewalMainContractNoYesCreateCancelCreateYesNoNoYesIs it automated??Ideally tied to videocall platformWe need hereautomated processIs it automated?📌 if the item lands on the roadmap already it hasto be under conditions that estimated +/- date ofclosing the deal is held accurate - in case ofdelays on that side roadmap will shift to future too(to avoid hogging capacity or delaying to the lastmoment and then requiring everything ready rightafter signing)Right now manually,should be automatedLEGENDLEADOPPORTUNITYContract Renewal LogicCreated/ImportedCROSS-FUNCTIONAL FLOWCHARTSOFTWARE ENGINEERING PROCESS