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1. "Expansion" Opportunity Funnel Performance - Stage by Stage Conversion Rate (%) This is asking for what % of all "Expansion Opportunities convert to the next stage in your sales process. Expansion
opportunities includes both Cross-Sell and Up-Sell Opportunities
Expansion Opportunity Funnel - Stage Definitions Used for this Question:
Discovery (Suspect) - Sales validated that SQL meets minimal criteria to invest additional sales time and resources to start sales process and further qualify
Qualified Opportunity (Prospect) - Sales has validated opportunity meets basic opportunity criteria
Proposal - Sales is investing time and resources to align buying criteria with company solution, identify/validate business value and fit, present pricing proposal
Decision - Buyer(s) have completed full solution fit/value evaluation and moving to Vendor of Choice
Commitment - Vendor of Choice is received and Buyer/Seller are validating firm timeline and steps required for agreement completion
Closed Won - Agreement Signed and implementation/deployment'provisioning is next step
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