1. Presented by - Satyajeet Darak
Alacrity Inc.

2. Agenda Lead Management Collateral Management Process Flow SIPOC
Reports
Strategy and Proposed Solution
Collateral Management
SIPOC – Brochure & Web page

3. Lead Management

4. Process Flow Lead Management Lead Assignment Lead Capture
Marketing Campaign
Check for Duplicates
Lead Management
Work Lead and Adjust Lead status
Sales Cycle
Qualify Leads
Lead Conversion

5. SIPOC – Lead Management
Supplier
Input
Process
Output
Customer
Campaign Manager
Crude customer data from different sources( , direct mail, auto expo)
Get customer information
Customer data
Marketing manager
Marketing Manager
Instruction to system admin. (Lead capture) -
System Admin
Online registration form, , direct mail, manual entry
Extraction of information from input sources
Extracted information
Uploading of extracted information in single DB
Customer information Report
Sales Manager

6. Cont… Supplier Input Process Output Customer Sales Manager
Customer Information Report
Get sorted information as per territory
Sorted information -
Get pick off queues clients.
Pick off queue customer list
Assignment of pick off customers to sales executives
Sales executive
Sorted information and Pick off queue list
Consolidated information (Territory info Report) forwarded to Territory Heads
Acknowledgement by territory heads
Territory Heads

7. Cont… Supplier Input Process Output Customer Territory Heads
Sorted information
Assignment of leads to sales executive -
Sales Executive
Customer information (Sales executive data)
Information verification by cold calling , network etc.
Information Verification Report
Check the Customer information with previous customer DB
List of existing & new customer contact
Information Verification Report and List of existing & new customer contact
Consolidation of both.
Prospective customer Report
Territory Head

8. Cont… Supplier Input Process Output Customer Sales Executive
Prospective customer Report
Contact Prospects via mail, Phone etc.
Customer Response gathered -
Segregation in Hot ,warm and cold prospects
Segregated prospects
Segregated Hot Prospects information
Contact within 48 hrs. & invite for Test drive
Record status
Segregated warm Prospects information
Contact-
As per prospect schedule or within 3 days

9. Cont… Supplier Input Process Output Customer Sales Executive
Segregated cold Prospects information
Contact within 30 days
Record status -
Customer information with lead status
Classification of prospects (budget, EMI etc.)
Qualification Report
Send report to tier-2 sales team
Tier-2 Sales Team

10. Reports Process Report Content Department Lead Capture
Customer Info Report
Crude customer data provided from Campaign Manager
Marketing Department
Lead Assignment
Territory information Report
Customer data as per territory
Territory Head office
Check for duplicates
Information verification Report
List of verified customer data
Territory Head office , Sales dept.
Work Lead
Prospective customer Report
List of Hot, warm, cold customers
Qualification Leads
Qualification Report
Classification of prospects (budget, EMI , Time etc.)
Tier -2 Sales Team, Sales dept.

11. Lead Management Strategy
Various mediums used for Lead generation.
Pick off Queue assignment by Sales Manager (High value).
Assign accountability for tracking leads
Territory based assignment of leads.
Cold prospects are archived as future prospects.
Prioritization of customer according to segmentation (hot, warm, cold)
Close communication and integration between Sales and Marketing.

12. Proposed Solution-Lead Management
Benchmark Current Performance
Monitor web traffic
Integrate and coordinate third party leads
Focus on the customer & not on source
Prioritize organization’s effort
Follow standard approach
Use campaigns to build relationships
Measure and adjust.
Collaborate with dealers
Publicize Performance
Offer dealer facing mgmt. programs such as training.
Get the field involve
Establish a common language
Set the investment bar
Be consistent
Win as a team
Be tactful
Tailor approach
Customer Feedback
Customer Analysis
Maintain data quality
Maintain privacy of Customer data
Follow the rules
Establish long term goal
Insist on real-time integration
Help dealers to make the right technology decisions
Break down Barriers
Develop and hire the right talent
Staff key positions with best

13. Collateral Management

14. Types of collateral
Brochures – It contains information about product and highlights its features and benefits
Web Pages – Our web site showcasing the product features and details
Catalogs - Typically showcase products through photographs or illustrations and provide product descriptions and prices.

15. Process Flow Get Budget Details Define collateral format
Meeting with Prod & Mkrt dept.
Collateral design
Final approval from Prod & Mrkt dept.
Collateral Finalize

16. SIPOC - Brochure Supplier Input Process Output Customer
Finance Manager
Brochure Budget
Get Budget details
Budget Information
Marketing Manager
Discussion of quantity with Sales manager & Campaign manager
Quantity with respect to budget -
Marketing manager
Budget, Quantity
Instructs the Collateral Head about Budget, Quantity ,Time & feedback
Collateral Head
Production Manager
Product features & specification
Get product details
Consolidated Information from Mrkt. & Prod. Mgr
Discussion with Design team
(size , Layout, Qty. , Content)
Design Team

17. Cont… Supplier Input Process Output Customer Design Team
Information about brochure
Designing sample brochures
Sample brochures
Collateral Head
Approval from Marketing Mgr. & Prod. Manager
Approved brochures /Suggestions -
Suggestions about brochure
Make changes in brochure according to suggestions
Approved brochures
Printing of brochure
Printed Boucher
Marketing Dept.

18. Collateral Management Strategy
Collateral can be customized according to region ,purpose and client type.
Central Repository can be maintained that is available anytime, anywhere and is always up to date.
Search and attachment functionality can be incorporated
Custom folder and access permissions can also be incorporated to make control more streamlined.
Comparison Sheet can also be incorporated (But it should be done by third party)
Focus will be on FAB.
Easy to understand.

19. Proposed Solution-Collateral Management
Step 1
Collateral template files are created
Can be done by designing department or by an outside agency.
Step 2
Rule and constraints are setup
Parameters can be
User group access level
Lay out options etc
Step 3
User log on to the system
System serves up copy and template options
User selects the appropriate layout , copy and art elements.
Step 4
System automatically builds a collateral based on customer info about master template and content choice.
System can output in any standard form like pdf etc

20. Thank You!