1. Maruthi Dronamraju Clerisoft, Inc ANPI Salesforce Training Channel Sales Process Jan 16, 2014

2. Agenda  Introductions  Process Flow  Roles & Data Access  Lead Management  Activities  Account Management  Opportunity Management  Locations  Reports & Dashboards  Q & A

3. Introductions Maruthi Dronamraju –Salesforce Consultant –Clerisoft, Inc. Team Introductions

4.  Process Flow LEADS Prospecting (Partners) Tasks & Events Lead Conversion Account s Converted From Leads Contact Information General Information Opportunities Deal Details (Partner Opps) Locations Revenue

5.  Roles & Data Access

6.  Lead Management 1.New Leads (Channel Partners) 2.Lead Information –Name –Company –Est. Value etc… 3.Activities –Calls –Appointments –Demos 4.Lead Status –Discover 5.Lead Conversion –Skip Opportunities

7.  Account Management 1.New Account 1.Typically from Lead Conversion 2.Account Data 3.Contact 4.Activities –Calls –Face to Face Appointments –Lunch & Learn Appointments

8.  Opportunity Management 1.New Opportunity (Partner Opportunities) 1.Typically from Lead Conversion 2.Data from Lead 3.Opportunity Fields –Amount, Milestone, Close Date, Probability, Funnel Value etc… 4.Locations 5.SE Review Gate 6.Close Opportunity –Closed Reason

9.  Reports & Dashboards 1.Agents Metrics 2.Agent Deal Queue & Value 3.Agent Sold Deals & Value 4.Win/Loss Categorization 5.Top Prospects 6.Top Agents

10. Thank You Q & A Feedback

11. Thank You Maruthi Dronamraju maruthi@clerisoft.com P: 408.637.5710 x:100 C: 510.364.5747