1. Salesforce.com Requirement Gathering Workshop Presented by:Lily Ho

2. Agenda 1.Terminology 2.Salesforce Presentation 3.Lead Management 4.Customer Management 5.Opportunity Management 6.Contract Management 7.Case Management 8.Campaign Management 9.User/Profile/Hierarchy 10.Web To Lead 11.Price books / Products 12.Report/Dashboard 13.Communication Template 14.Record Type/Page Layout

3. Sales Process Lead CustomerDeals $$$

4. Terminology Lead Customer’s CompanyAccount Customer’s Company ContactContact DealsOpportunity

5. Salesforce.com Presentation > Lead Lead –Lead is a prospect or potential opportunity Possible Scenarios –You met a person at a conference who expressed interest in buying J+ advertisement space –A person who has heard about J+ and contacts you for more information What do you do? –Key this person/organization into Salesforce.com !!

6. Salesforce.com Presentation > Lead Screen

7. Salesforce.com Presentation > Lead fields What are the fields you need in lead? Salesforce.com Presentation > Lead Activity What do you do after keying in a lead? –Pursue the lead by phone, meeting, email etc What kind of activities do you want to track? –Sales call, Sales follow-up, Sales Presentation

8. Salesforce.com Presentation > Account Account –Any company or organization with which your Company has a relationship –These can be prospects, customers etc.

9. Salesforce.com Presentation > Account Screen

10. Salesforce.com Presentation > Account What are the fields you need in Account? Salesforce.com Presentation > Contact An individual associated with an Account An influencer associated with an Opportunity You can key in many Contacts to an Account

11. Salesforce.com Presentation > Contact Screen

12. Salesforce.com Presentation > Contact What are the fields you need in contact? Salesforce.com Presentation > Opportunity What is an Opportunity? –A sales deal associated with a specific account. –An opportunity record stores and tracks important information such as the amount, close date, probability, and sales stage of the deal.

13. Salesforce.com Presentation > Opportunity Screen Salesforce.com Presentation > Opportunity What are the fields you need in Opportunity screen?

14. Contract Management After an opportunity is won, a Contract is used to keep track of the the following; –Contract details i.e. validity –Payment frequency –Renewal dates Workflow should also be built for payment remind Billing department to issue invoice, or when a contract is almost expiring, email alert the Account Manager. Mail Merge Contract to create printable copies for customer to sign. Attachment of contract into Salesforce.

15. Case Management Case screen –Configuring out of the box Cases tab with Comm terminology and required fields –Additional fields/pick lists needed? Case Escalation Rule –Configure 3 escalation rule –If case is unattended for X days, escalate to Supervisor –If new case, send to designated person Solution –Configuring out of the box Solutions tab –Is there a readily available FAQ + Answers to be imported to the system?

16. Campaign Management Out of the box implementation of Campaign. Setting up of email campaign to target group. Setting up pre-determined campaigns based on seasonal activities (i.e. April is for Education, May for F&B, September for Property) User / Profile / Hierarchy Users List –Provide the user list + emails Users Profiles –Set up profiles for the 10 users. i.e. Director, Sales Manager, Sales Person, Admin Hierarchy –Setting up of the roles and hierarchy so that access control can be applied

17. Web To Lead Lead can be input via SFDC, and also via your company website, i.e. the guestbook What are the fields you expect the visitor to key in? 1 Sales Manager will receive the leads [pls provide] Price book / Products Please provide - Listing of all available products such as type of advertisements (i.e. ¼, ½ or full page), available packages (i.e. Package A is ¼ + ½ ads)

18. Report / Dashboard 3 reports using SFDC report wizard 1 dashboard with 5 component Communication Template Two Template in Word Document - –Quotation –Contract

19. Record Type / Page Layout Record Type –Setting up of 2 record types for different type of Accounts i.e. Advertisers, Suppliers Page Layout –Setting up of page layouts will correspond to the number of record types you have AppExchange Configuring Salesforce for Ad Sales - http://www.salesforce.com/appexchange/detail_overview.jsp?NavCode__c=&id=a0330000005krK uAAI http://www.salesforce.com/appexchange/detail_overview.jsp?NavCode__c