Index
Services do not always have the same inventory logic as a physical product. Online sales need to explain the scope, conditions and availability of execution before confirming the contract.
How to evaluate this decision
Separate standardized services from demands that require analysis. Define sales unit, prerequisites and necessary information. Capacity may depend on team, calendar or region. When the scope cannot be confirmed automatically, the journey must generate a request for proposal, without presenting a partial price as a final commitment.
Criteria for comparing proposals
- Offer: describe inclusions, exclusions and conditions for execution.
- Capacity: check availability or forward analysis before confirmation.
- Delivery: transferring data and commitments to the operation after the defined business event.
A scenario to discuss with the supplier
Hypothetical example: an installation depends on a site inspection. The site can contract the inspection or request analysis, but must not confirm the complete installation without verifying the necessary conditions.
What to validate upon delivery
Test standardized offer, unmet requirement and unavailable capacity. Check that messages and documents correspond to what was actually contracted.
Prepare the conversation about the project
Quantum9 can design the journey and integrate sales and operations. Bring a service catalog, scope variables and capacity limits to choose what can be sold directly.
B2B e-commerce · Map the company's priority