Sales Pipeline Management

Transcription

1 Sales Pipeline Management For Microsoft Dynamics CRM 1

2 AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM Contents Sales Pipeline Management View... 3 Filter Section... 4 Pipeline Summary Section... 6 Details Section... 7 Opportunity Fields for Sales Pipeline Management Territory & Goal Management Pricing Information Additional Organization / Development Licensing AbleBridge Partner Program About AbleBridge

3 Sales Pipeline Management View 3

4 Filter Section The Filter Section is where you specify the Opportunity criteria you wish to use as your search parameters. The Opportunity records that meet your search criteria will be displayed in the Detail Section. Period - filters Opportunities by selected year and quarter. The Fiscal Year Settings in Microsoft Dynamics CRM determine the date periods for your organization. Alternatively, you can also filter your Period by date range. Reference: Period by Date Range Territory - filters Opportunities by sales territory. The Sales Territory Settings in Microsoft Dynamics CRM determine the sales territory hierarchy. Pipeline - filters Opportunities by sales pipeline status. Each sales pipeline status identifies where an Opportunity falls within your sales forecast. Alternatively, you can also filter Pipeline by Sales Stage and / or Probability of close. Reference: Pipeline by Stage / Probability 4

5 Group Results By grouping options can be applied to the Opportunity records in the Detail Section. Opportunities can be grouped by Pipeline Status, Sales Stage, Division, Region, District or Salesperson. Reference: Group Results By: District 5

6 Pipeline Summary Section The Pipeline Summary Section provides revenue summaries by pipeline status (forecast, closed, committed, upside). Sales goal information is displayed according to the Territory selected in the Filter Section. This provides real time analysis of forecasted revenue vs. sales goals. Sales Pipeline Definitions pipeline statuses are defined in the Product Configuration section of Sales Pipeline Management. They can also be changed to better reflect your sales organization s unique pipeline definitions. The default sales pipeline definitions are as follows: 6

7 Details Section The Details Section displays the Opportunity records returned based on the search criteria defined in the Filter Section. 7

8 Toolbar using the Details Section toolbar, you can create a new Opportunity, delete or edit existing Opportunities. You can also search for an Opportunity record. The icons on the right hand side provide multi-currency and sub-group display options. Edit Mode Inline and multi-record editing allows for quick sales pipeline updates. 8

9 Export to Excel Export Opportunities in the Details Section to Microsoft Excel as formatted or unformatted data. Multi-Currency Display Multi-currency support is inherited from the Currencies and exchange rates set up in Microsoft Dynamics CRM. If Normalize Row Values is selected the Summary and Details Sections will use the selected currency. If left unchecked, only the Summary Section will reflect the currency change. A global sales organization will be able to view Opportunity records in the local currency for each particular sales territory. 9

10 Opportunity Fields for Sales Pipeline Management AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM The Microsoft Dynamics CRM Opportunity Form contains all the information necessary to manage your sales pipeline. Key Fields for Sales Pipeline Management (SPM) Est. Revenue - potential revenue value of the Opportunity. The Est. Revenue field is the basis for the calculation of money fields displayed in the Summary Section of SPM. Est. Close Date - the date you are estimating the Opportunity to close. The Est. Close Date field is the basis for the Period filter in the Filter Section of SPM. Sales Stage defines where the Opportunity is in the sales cycle. The Sales Stage field is a component used to calculate Pipeline Status definitions. Owner - the salesperson responsible for the Opportunity. The Owner field is the basis for the Owner filter in the Filter Section of SPM. Division, Region & District represents the sales territory this Opportunity is aligned to. This is based on the Territory to which the Owner is assigned. For example, if the Owner of an Opportunity is changed, the Division, Region & District will be automatically updated. 10

11 AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM Territory & Goal Management The Sales Territory module in Microsoft Dynamics CRM is used to determine your organization s sales territories. The Goals module in Microsoft Dynamics CRM is used to determine your sales organization s goals. AbleBridge provides a Goal Management interface that makes setting up and editing Goals very easy. The Goal Management module can be found on the Navigation Pane. Reference: Goal Management: Rollup Example 11

12 AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM Reference: Goal Management: Edit Mode Example Update/edit sales goals for any salesperson in any quarter. When a new salesperson is added and assigned a territory, s/he will automatically be assigned a goal record in the Goal Management module of Microsoft Dynamics CRM. 12

13 Pricing Information AbleBridge Sales Pipeline Management is licensed based on the number of named users requiring access to Sales Pipeline Management functionality. Monthly Subscription Option Named SPM Users: 5 User Pack $97 per CRM org/mo* 10 User Pack $156 per CRM org/mo* 25 User Pack $253 per CRM org/mo* 50 User Pack $350 per CRM org/mo* 51+ Users Contact AbleBridge Perpetual Licensing Option Named SPM Users: 5 User Pack $2,499 (one-time fee)** 10 User Pack $3,999 (one-time fee)** 25 User Pack $6,499 (one-time fee)** 50 User Pack $8,999 (one-time fee)** 51+ Users Contact AbleBridge *Subscription payments Though billed monthly, Subscription purchases are a yearly commitment. If a subscription is cancelled before the Subscription year has ended, the remaining balance is still due. Payments are made monthly via credit card. **Annual Maintenance Maintenance covers compatibility with supported versions of Microsoft Dynamics CRM, as defined by Microsoft and future releases and enhancements to AbleBridge Project Management. Maintenance is 20% of the list price renewed on an annual basis. The first year of Maintenance is included in the purchase price. Annual maintenance only applies to the Perpetual Licensing Option. What happens if I fall in between user packs? Don t worry if you have 1 extra user, we re not going to require you to buy the next size user pack. You can incrementally add users based on the average cost per user for the primary user pack. Examples: If you have 13 Users and decide on the Subscription Option, you will pay $ per month ($156 for the first 10 users + $15.60 for each additional user) If you have 30 Users and decide on the Purchase Option, you will pay $6,797 ($6,499 for the first 25 users + $ for each additional user) 13

14 AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM Additional Organization / Development Licensing Organizations that require a license for a development/staging environment can purchase a companion development license at a discounted rate. A development license cannot be purchased without a production license. Development License: $499/environment Includes 10 Users AbleBridge Partner Program Authorized Microsoft Dynamics partners may inquire about the AbleBridge partner program by submitting a request to info@ablebridge.com Information For more information on AbleBridge Sales Pipeline Management, contact AbleBridge at: AbleBridge, Inc. (877) info@ablebridge.com 14

15 AbleBridge Sales Pipeline Management for Microsoft Dynamics CRM About AbleBridge At AbleBridge, our mission is to help any organization streamline their business operations and increase business success with Microsoft s Dynamics CRM platform. Our approach is unique. We view Microsoft Dynamics CRM as a flexible business platform rather than just a front office CRM application. Today s CRM is about the platform; one where any organization, no matter what their industry is, can define and manage information around the relationships most important to them. Our customers run across the industry spectrum. From Wealth Managers to Christmas Tree Brokers, from Insurance Agents to Coffee Manufacturers, and Non-Profit Education Providers to Biotechnology R&D companies; all having relationships and information to manage around people, money, products, services and things specific to their organization. Our experience is delivering CRM project success. We have been implementing CRM technology dating back to the inception of Contact Management applications through the evolution to Sales Force Automation and ultimately Customer Relationship Management (CRM) systems. Our logical CRM project implementation methodology is proven and is always focused on project success. We have helped hundreds of companies streamline their sales, marketing and service operations by implementing a number of CRM technology solutions over the years. We know Microsoft Dynamics CRM. At AbleBridge we are 100% focused on Microsoft Dynamics CRM and the Microsoft Technology platform. Our involvement with Microsoft CRM dates back to the first release in 2002 and through its evolution into the market leading CRM platform it is today. In 2006 AbleBridge made the strategic decision to solely focus on Microsoft Dynamics CRM and we ve never looked back. The flexibility of the platform, familiar user interface, interoperability with Microsoft Office, including Outlook, and its top flight functionality make it the best investment choice for any organization looking to implement a CRM technology strategy. Focused on Your Success AbleBridge s key strengths are our people and their personal commitment to the success of each customer engagement. Our logical approach to every project, the quality of our effort, the seriousness and professionalism we bring to the table have been the keys to our success; and we measure our success by our customer s success. 15