4Demo Flow Scenario What to ask: What to use: Clarify requirements Request customer use caseWhat to use:Typical questions to askTypical flow (referral business processes)Use case - a list of steps, typically defining interactions between a role and a system, to achieve a goal.Referral process - Out of the box best-practice Processes
5Typical Questions Data Import: Where is your current customer database kept? – files, other systems?What data should be available in CRM?Business-process set-up:Describe the steps your managers take after they’ve found a new prospect (e.g. register in database details, schedule a follow-up phone call, arrange a meeting etc.)Opportunities management:What stages of opportunity do you define?What are the main sales KPI’s?Integration:Do you require integration of CRM-system with other systems (e.g. web-site or other accounting system?)User permissions:How many roles – positions – will have access to CRM-system?Analytics:Could you provide the templates of reports you’d like to generate from CRM-system?What analytics are you missing at the moment or hard to track?
6Marketing Campaign/ Mass Mail Typical Flow (SFA)Main MenuWorkplacesSet-UpContacts/ AccountsChartsActivitiesMarketing Campaign/ Mass MailDashboardsUIFeedLead QualificationOpportunityMngmntKnowledge BaseBusiness Process
7Marketing Campaign/ Mass Mail Typical Flow (LQ+SFA)Main MenuContacts/ AccountsWorkplacesSet-UpChartsUIKnowledge BaseDashboardsLead QualificationMarketing Campaign/ Mass MailBusiness ProcessFeedActivitiesOpportunityMngmnt
8How to Present to Client? 1234#LeadQualificationMarketing campaignsOpportunity managementActivities and Calls PlanningProgressTracking…A new lead created.Lead includes all contact details.Manager qualifies lead as Contact. New Contact record is created.Manager created a group for leads nurturing campaign.Manager subscribes to feed of qualified contact.Manager includes contact to lead nurturing marketing campaign.Manager verifies the target audience of selected campaign.Manager launches mass mailing for selected campaign,Manager receives a notification that contact has responded to marketing campaign.Manager goes to contact profile and checks the contact information.Manager finds automatically planned activity to call to customer and completes the task.The call is successful so system schedules next task and a new opportunity is created.Manager opens opportunity and fills in all relevant information (e.g. stage, revenue, tactics).Manager completes the next follow-up task and modifies the stage of opportunity.Manager verifies that opportunity data has been automatically updated based on completed task.Manager opens his schedule and reviews his tasks for the current and following week.Manager reviews the schedule of other sales manager who should be involved in deal.Manager opens charts to see the customer base growth.Manager opens chart to see success on opportunities closing.Manager opens dashboard to see the overall performance.
9Useful Tips How to make your scenario smooth and simple? Create a legend.Use 1 record (one lead, one contact) throughout the whole cycle.Switch one section at a time.Follow the flow.
14Relevant Data What data to fill in? Where to find? Customers (companies, contacts).Products.Campaigns.Mass mail campaigns.Look-ups: type of customers/contacts, lead sources, opportunity stages,Where to find?Client web-site.Profiles on social networks.Request client for information.! Useful Tip: Alpha Business and Alexander Wilson should be the main record.
16System Setup Make sure your system looks nice: Set-up workplaces. Set up columns.Create folders.Set up charts.Check the dates in ‘Activities’ section.Check dashboard.Check feeds and reminders.Integrate with .Hide all details.