Customer Engagement Process: Once a new opportunity has been registered online and approved for pursuit by RPS, an introductory call involving Sirius, the prospect and RPS will be scheduled by Sirius. The purpose of this call is to introduce Recovery Point, vet the opportunity at a high level and establish the points of contact at the prospect going forward who will be responsible for working directly with RPS sales engineering resources to develop solution options. After this initial call, RPS requires direct contact (email and phone) with the prospect to iterate technical design documentation prior to actual proposal presentation. Sirius may take the lead in scheduling these interactions but, if scheduling conflicts or other issues impact the cadence of RPS’s interactions with the prospect, RPS will take the lead in scheduling them, keeping Sirius informed at all times.
Pricing Process: RPS proposal documents and pricing, whether draft or final, will be coordinated with Sirius prior to presentation to a prospect. When proposals are for RPS services only, RPS will develop the Sirius-branded proposal materials and lead the presentations in concert with Sirius. When RPS is part of a larger effort by Sirius involving managed services or hardware sales, RPS requires final review and written approval of any technical or pricing materials which directly pertain to the RPS portion of the solution prior to it being presented to a prospect. An RPS representative must be present whenever pricing for an RPS service is provided to a Sirius prospect and RPS will narrate its portion of the proposal. RPS cannot provide “ballpark” quotes without an initial call directly with a prospect. If a prospect requests pricing but is not willing to schedule a call with RPS, we will decline the opportunity unless an exception is approved by RPS executive management.
Response Times: It is important to set prospects’ expectations realistically as to the normal cadence of the disaster recovery sales process. Please see below for typical timeframes.
If you encounter circumstances which require accelerated support from RPS, please tell us and we will do our best to help you.
