1. CRM and Sales Process

2. Marketing to Sales MQL - Continue to nurture Go to ‘inbound’ Click on ‘+new’ Fill in appropriate information Assign if appropriate Set lead source to appropriate campaign MQL - Pass on to sales Go to ‘companies’ Click on ‘+new’ Company type set to ‘lead’ Company status set to ‘prospecting’ Set lead source to appropriate campaign Assign to correct sales

3. Nurture to Sales Inbound Find company using filters Click on ‘Action’ Click on ‘Assign to VP’ Select appropriate person Inbound Open assigned company Click ‘Action’ Click ‘Assign to sales exec’ Select appropriate person Companies Company is now set to ‘Prospect’ and assigned to sales

4. Sales Process Overview Company Prospect SQL Opportunity Research and Understanding Initial Phone Meeting Face To Face Meeting Training and Trial Value and Proposal prep Final Contract Negotiation

5. Creating New Opportunities Prospect SQL Opportunity Here Research and Understanding

6. Prospect to Win Prospect Go to ‘companies’ Click on ‘+new’ Company type set to ‘lead’ Company status set to ‘prospecting’ Set lead source to appropriate campaign SQL Click on ‘edit’ Set company status to SQL Click save Create Opportunity Go to Company Click ‘Add Opportunity’ Enter Opportunity value Set expected close date Opportunity stage default to Research and Understanding Research and Understanding Opportunity stage default to Research and Understanding

7. Prospect to Win Initial Phone Presentation Go to ‘Opportunities’ Search for relevant Opportunity Click ‘edit’ Change opportunity stage Face to Face Meeting Go to ‘Opportunities’ Search for relevant Opportunity Click ‘edit’ Change opportunity stage Training and Trial Go to ‘Opportunities’ Search for relevant Opportunity Click ‘edit’ Change opportunity stage Value and Proposal Prep Go to ‘Opportunities’ Search for relevant Opportunity Click ‘edit’ Change opportunity stage Final Contract Negotiation Go to ‘Opportunities’ Search for relevant Opportunity Click ‘edit’ Change opportunity stage (Won/Lost)

8. Introduction of Two Stage Sales Process - Expansion F2F Meeting Introduce PS, Enhanced Support, Training Value and Proposal Prep Include information on services available if not part of MRR Work with PS if part of deal Final Contract Negotiation Alert expansion team deal is won Expansion team books meeting with client to review services and options Click ‘Companies’ Find the right company Click ‘Add Opportunity’ Adjust ‘Opportunity type’

9. Rejecting Leads Find Company Click ‘Companies’ Use filters and search to find company Click ‘Edit’ Rejecting prospect Only ‘Company Type’ set to ‘leads’ can be rejected Click ‘Company Status’ Select ‘Lost’