A Fortune 100 network equipment and services provider sought to organize deal managers together regionally under a Deal Management Office (DMO). The DMO was envisioned to be the single operational and execution arm for managing deal types within seven different monetization models. To establish the proper steps for managing deals and provide end-to-end visibility on deal status, the client first needed to develop management playbooks.
Trianz worked closely with the client to establish best practices, optimize processes, and define roles and responsibilities for key stakeholders. DMO playbooks were created to provide an overview of the key steps involved in the Customer and Partner Services (CPS) organization’s deal management lifecycle, aligned with the client’s monetization models. The playbooks are meant to guide new deal managers to understand, follow and track key activities for deal variations for each monetization model.
Deal managers lacked standardized reference documents to understand deal types and monetization models, leading to inefficiencies and constraining end-to-end visibility.
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