Opportunity qualification: The process is begun by the sales engineer who, after an initial call with the client, documents their details and high-level requirements in an opportunity qualification. Post the call, the sales engineer either approves or rejects the client based on Varselors ability to service the client. The approved client is assigned the most suitable CTA for a discovery call.
Discovery call: The sales engineer schedules a 60 minutes discovery call between the client and the CTA using zoom. The purpose of the call is for the CTA to understand the client's key requirements and overall project objectives. CTA is also responsible for identifying any gaps that can be fulfilled through Varselor advisory services and position the appropriate service, only if it adds significant value to the client's business or the project.
Project Brief: The CTA documents the requirements gathered during the discovery call in two parts in the requirement document template. 1st part covers the client's project requirements, and the 2nd part includes the scope of any advisory service requested by the client.
Proposals, Payments, and agreements:
As a next step, the Sales engineer submits the following on the client's console:
- An unpublished draft version of the requirement document for the client's approval.
- A Varselor service agreement for the client's signature.
- If requested by the client, an Advisory Service proposal for their review and confirmation.
- A Payment link for the agreed amount in case of advisory service or a 100% refundable $500 "good faith" deposit in case the client does not opt for any assistance.
Project initiation: The CTA publishes the requirement document on the vendor console once the contract is signed and corresponding payments received.
The advisory service for the funded project is also kicked-off by the client and CTA in parallel during this phase.
Vendor Evaluation and Selection: CTA handpicks the top 5 vendor bids on the platform and shares the proposals on the client's console for their evaluation. If for any reason, the client rejects the proposed vendors, it's the CTAs responsibility to provide alternate options for the client's consideration. Total bids submitted to the client not to exceed 10, including alternative options.
Upon the client's approval, the shortlisted vendors are invited to the next steps of the evaluation process by the sales engineer, who leads all the demos/meetings/POC/negotiations between clients and vendors.
At this stage, the client can eliminate the vendor(s) and invite the final ones to resubmit their bids before awarding the project.
Project Finalisation: this is the last step of the process. The selected vendor submits the final proposal to the sales engineer. The sales engineer adds all the details provided by the vendor to varselor's proposal format and shares it with the vendor for their approval. Once the vendor approves the proposal, it is then shared with the client for their signature and payment process.