Dare to Compare Tour de offers a robust feature set that was designed to provide Distributors, Manufacturers, and other B2B Industries with a wide range of functionality that drives your sales organization to be more efficient and more effective. Tour de is more than a Customer Relationship Management (CRM) software solution. It is a full featured package offering Sales Automation (SFA), Business Intelligence (BI), Microsoft Outlook integration, ERP business system integration, mobile access, and much, much more. We are so confident in the features offered by Tour de, that we dare you to compare Tour de to any other CRM solution on the market. 2 4 10 18 General System Features System Support General Considerations Server Side Features Administrative Console Alerts & Notifications. Business System/ERP System Integration Email Logging/Management Exchange Sync Mobile Accessibility Mobile Sync Service Offline Synchronization Phone System Integration Technology Architecture Web Integration API Core System Features Account Management Activity Management Appointment Management Contact Management Document Management Expense Management Notes Opportunity Management Task Management Advanced System Features Annual Planning Asset Management Business Intelligence Contract Management Email Management Event Management Funnel Management Incentives Tracking Job Management Literature Management Marketing Automation Project Management Quote Management Reports & Dashboards Support Management Ticketing System 1
Feature Comparison Worksheet: General System Features Tour de General Features System is validated by Gartner Research within the Magic Quadrant for Sales Automation in 2014 and 2015. Virtually unlimited ability to configure and set-up User Defined Fields in all areas of the product to be used for profiling Contacts, profiling Accounts, defining Activity types, defining Opportunity specifications, etc. System can be accessed directly from Microsoft Outlook without requiring the user to sign in or open an additional application. Extensive feature set contains Customer Relationship Management, Sales Automation, Business Intelligence, and Business Process Optimization Features Offers a Global Search Utility which can be accessed directly from Microsoft Outlook and allows a user to search on any field found in the system. Provides search results that respect the user s permissions. Extensive ability for users to define system preferences specific to the way they work. System is highly configurable, allowing an organization to configure the system to their specific business processes. Software provider has a long history of integrating to numerous ERP systems. The entire architecture of the system was designed under the assumption that the system would be used as an extension of an existing ERP/Accounting system. System was designed with a focus on providing a sales force with the full set of tools that they need to be more efficient and more effective, and delivering those tools in a way that delivers immediate value to the sales force. Software provider uses their own software solutions to run their business. System offers a wide range of features that are integrated within the core application, eliminating the need to purchase multiple 3rd party bolt on products for advanced level features. System Support Software provider has a dedicated support team located in the United States. Services of support team can be accessed through the phone, email, or a web based support site. 2
Software provider offers extensive help files that can be accessed by administrators and users. General Considerations when Implementing CRM, SFA, and BI Solutions Does the company own the code base of the product? (Or are they a reseller who is unable to control the code base, requiring that future feature requests are charged for customization work?) Does the company provide a comprehensive Roadmap to Success that will help guide your organization through the process of implementing a CRM/SFA/BI strategy? Does the company provide vertical market expertise that can help guide your company through a successful implementation of the strategy? Does the company have a history of successful implementations, with a customer retention rate of 97%? 3
Feature Comparison Worksheet: Server Side Features Tour de Administrative Console Single point of access to all Administrative utilities through a convenient interface that is easy to use and does not require extensive database or programming expertise. Enterprise control of all screen designs, user defined fields, and grid views. Enterprise control of publishing system updates through a simple user and intuitive interface without having to directly access the database or write code. Offers easy to use Administrative Utilities to perform the following actions: Set-up and control all User Defined Field values Set-up and manage all grid views in system Create and publish Word Templates Manage lists for Quotations for enterprise use Move Accounts and Contacts between sales territories Combine duplicate records and their history Set rules and scan system for duplicate Accounts and/or Contacts and then combine those Accounts and/or Contacts Import any Item or Record and link to existing records through any unique field within the database Manage the rights and utilities that each user has access to throughout the system Set-up user groups to be able to easily manage User Permissions Configure database hierarchy with an architecture that can be designed with up to four levels to mimic existing company structure Create and manage Alerts & Notifications email alerts to provide users with key details on actions that have occurred within the system Create and manage and Incentives Program to create Incentive/ Loyalty/Rewards programs that are based on actual sales numbers Manage Annual Sales Planning Create and manage Task Groups Access to Administrative Utilities can be granted on a per utility basis and can be granted to one or multiple users, allowing an organization to have the appropriate person manage each area. 4
Alerts & Notifications Create automated email Alerts & Notifications containing reports that are sent to users providing information about what has taken place in the software system. Automated Email Alerts can be created to send at time specific intervals. Examples: At the close of every day, once a week, monthly, etc. Automated Email Alerts can be created to send when specific events trigger the alert. Examples: a new Contact is added to a rep s territory, a new Opportunity is created at a branch, a new order is placed, etc. Creation of general alerts that will only show the information relevant to the recipient as based on system permissions. Create email alerts on any data found in the system with the ability to use highly flexible filters to create highly specific alerts containing only the data needed. Add multiple data points to the same email alert. Example: A Branch Summary email alert that will show all key metrics for reviewing the sales performance of that branch for the previous day Email alerts contain clickable hyperlinks which allows the recipient to directly access the data being referenced in the alert. Examples: Alert containing new Contacts added in last 24 hours will allow the user to open the Contact directly from the email, Alert showing Open Orders over $500 will allow the open order to be opened directly from the email Email alerts can be created through an easy to use utility that does not require any involvement from the software provider. Business System/ERP System Integration Software provider has a long history of providing out-of-the-box integration with over 45 ERP/business operating systems, without charging any customization fees. Software provider has their own development staff on hand, and does not rely on any 3 rd party partners or integration firms to develop integration points with ERP/business operating systems. Software provider owns 100% of the code base involved in integrating with ERP/business operating systems. Software provider has their own consulting staff on hand who works with clients throughout the process of reconciling data between the CRM system and the ERP/business operating system. System automatically synchronizes key financial and sales data for all Customers and Vendors from the primary ERP/business operating system to the CRM system using an automated process that runs on a pre-determined schedule and runs on a nightly basis, at a minimum. Automated synchronization process imports over 1,000 pre-calculated data points per customer and vendor. 5
Automated synchronization process offers individual jobs that can be run at increased frequencies throughout the day, including the ability to update orders, quotes, accounts, contacts, inventory, pricing, etc. Data imported from the ERP/business operating system is available through the core version of the product as well as through the mobile interface. Software provider offers 2-way integration services for specific ERP/ business operating systems, allowing information to be pushed back into the ERP/business operating system from the CRM system. ERP/business operating system integration provides extensive business intelligence that can be accessed by any user of the system based on their permissions. This permissions structure allows administrators to configure access to sales details and financial reporting on a user-by-user basis in a way that is able to fully mimic the organization s current sales structure. System supports interfaces to multiple ERP business system databases within the same CRM database. Email Logging/Management Automated logging of all inbound and outbound e-mail correspondence that passes through the Enterprise Mail Server, including emails sent and received through Outlook Web Access, nonusers of the CRM solution, and emails sent through mobile devices. Email logging does not require the user to utilize the CC: or BCC: fields in order to log the email. The logging process is completely automated and requires no user intervention. View and act on e-mails that are logged. Set-up comprehensive rules that are applied to the Email Logging process to restrict what e-mail addresses should not have emails logged. Create extensive HTML or plain text email drafts that are quickly and easily accessible when sending new emails through Outlook that contain bookmarked information fields from the Contact, Account, or current CRM user. Select an email from the Outlook Inbox and take Action to create a new item (Appointment, Task, Opportunity, Activity, etc ), view history related to the Contact or Account, or open the Contact or Account with a single click. Manually or through an automated service scan your local Inbox and Sent items and categorize all email that has been logged, allowing users to delete all logged emails and easily see when they have received an email from a Contact whose email address is not in the system. Scan your Inbox and identify emails that have been received from email addresses that are not in the database and then easily create new Contacts or update existing Contacts. 6
Select multiple Contacts in any Contact view and Mass Communicate to the Contacts using Global or Personal email drafts to personal, individual emails to each user, not a bulk BCC email. of Emails across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Today s Email, Email from Last 7 Days, Customer Emails, Prospect Emails, etc summary views of Emails with the ability to filter on any User Defined Exchange Sync Offers an easy to use utility that allows a user to automatically move contacts from the software system to their personal Outlook contacts. Allows the user to utilize highly flexible filters to only sync the key contacts relevant to their job. When running Outlook on an Exchange Server platform, each user has the ability to set-up rules on which Contacts within the database they would like to have synced to their local Outlook Contacts. Based on the rules defined, those Contacts are added automatically through a server side Service that runs on a defined schedule to keep each user s Contacts updated. Once Contacts have been moved to the user s personal Outlook Contacts, they can be synced to the user s mobile device. Utility respects permissions that have been set-up in the system and will only allow a user to move the Contacts which are included in their permissions. Mobile Accessibility Access key CRM data through a web interface that is accessible from mobile devices, tablets, smartphones, etc. View and analyze extensive sales history, open order and open quote information through a built in interface to your primary ERP business system. Search, create and edit the following information through the mobile interface: Accounts Activities Appointments Assets Contacts Contracts Documents Emails Expenses 7
Forecasts Literature Notes Opportunities Quotes Support Records Tasks Tickets Workflows Conduct searches of current inventory levels, with the ability for Administrators to specify which inventory data will be accessible through the mobile interface. Review your Daily Activities with an easy to use Dashboard that shows all Appointments and Tasks that are scheduled for the day, and all Activities and Expenses that have been created during the day. Customize your homepage by selecting from a wide range of company specific Alerts & Notifications that show detailed views of key data sets. Examples: Regional Sales Summary, Contacts Created in Last 5 Days, YTD Sales Summary by Group Run custom on-demand or scheduled reports, including Dashboards, KPI Summaries, and Scorecards. Run custom scorecards for a specific customer account directly from the mobile device. View Sales Forecasts and funnels. Enter sales goals during sales planning periods and track performance to goal at any time. Mobile Sync Service Offers a process that takes items created through the software system s mobile access point and syncs those items to Microsoft Outlook. Software system administrators can determine which items to sync on a user-by-user basis through an easy to use admin utility. Available items that can be synced to Outlook include Tasks, Appointments, and Contacts. Offline Synchronization Offline functionality that provides 100% of client functionality in an offline environment. Synchronize a specified dataset based on advanced filters that can be set-up and managed by each user based on their level of access. Set-up date based filters on each item in the system to be able to minimize the offline dataset based on each individual user s preferences. Perform Quick Syncs that further restrict the sync process for daily on and off syncs. 8
Apply Account record level filters for users that have a need to sync Accounts across an entire region or branch based on a User Defined Field value on the Account record. Ability to work in a completely disconnected environment using the same user interface that is used when working in a connected environment. Phone System Integration Software provider integrates with any phone system that captures phone logging data and stores that data in an accessible database. Automated synchronization process imports call logs from the phone system and logs those calls to the appropriate Account and/or Contact based on the phone number for both inbound and outbound calls. Offers analytics on phone logging data for Inbound Calls such as # of Inbound Calls, # Inbound Calls > 5 mins., Inbound Calls Duration, Avg. Inbound Call Duration, # Inbound Calls Per Working Day, and Duration of Inbound Calls per Working Day. Offers analytics on phone logging data for Outbound Calls such as # of Outbound Calls, # Outbound Calls > 5 mins., Outbound Calls Duration, Avg. Outbound Call Duration, # Outbound Calls Per Working Day, and Duration of Outbound Calls per Working Day. Technology Architecture Uses Microsoft Outlook for email functionality, but does not require Microsoft Outlook. Uses Exchange Server for email logging and other functions, but does not require Exchange Server. Uses Microsoft SQL Server as the database engine and storage of all data within the system to provide enhanced speed and flexibility. All Files (Word, Excel, PDF, etc ) and logged emails are stored in a Company Share on the file system and indexed through the database for quick and easy accessibility. Client interface can be accessed directly through Microsoft Outlook toolbar providing a familiar interface for all users, but does not require Microsoft Outlook. Entire product is developed in the C#.NET and VB.NET code base that allows for extensive and cost effective customizations and integration to third party applications and data sources. Software system is an on premise solution. All data is stored locally at the client site, giving the client full control over their systems and data. Mobile CRM application combines the security of an on premise solution with the flexibility of a hosted solution. Mobile CRM application is hosted locally at the client site on a web server. Web Integration API Software provider offers comprehensive Application Programming Interface, or API, which allows clients to develop 3 rd party integrations between the software system and other applications and websites. 9
Feature Comparison Worksheet: Core System Features Tour de Account Management Set-up and define the attributes of an Account through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Accounts from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Control the add/edit/delete capabilities of Accounts through user permissions. Single view access to all records linked to an Account such as Contacts, Contracts, Opportunities and Support records as well as linked items such as Activities, Affiliates, Appointments, Assets, Documents, Email, Expenses, Mailings, Notes, Quotes, Tasks and Tickets related to the Account. Configurable views available to view all Accounts based on highly flexible filtering of any User Defined Fields. Integration of key sales and financial data from your business operating/erp system. Integration of inbound/outbound phone call Activity through phone logging capabilities. Quickly launch Word templates from single click for all company documents that contain automatic bookmarked mappings of Account based fields to the template. Track detailed profiles of an Account. Automatic territory re-alignment that respects salesperson changes in the ERP business system and auto-moves Accounts in CRM database to new Salesperson. Automatic creation of Accounts from ERP Business System that offers extensive mapping of business system specific fields into the CRM database. Set-up customized rules on how Bill-To and Ship-To Accounts are handled within CRM database so all sales are present but all history can remain with the appropriate Bill-To or Ship-To Account. Create different Account Types, such as Vendors, Prospects, Customers, and Competitors, and have different User Defined Fields values based on the Account Type. 10
# 1 Quickly update Contacts linked to Accounts when address and phone numbers change using a Propagate to Contacts function so all Contacts can be updated instantaneously from a change at the Account. Automatic logging of emails sent from ERP business system based on email Domain name of the Account if emails are routed through Exchange Server. Create and track Accounts based on individual Company ID, Master Account ID, Customer ID and Ship To ID for easy roll-up and drill down analysis of sales history. Create customizable Look-ups to define the territory that an Account belongs to based on up to three definable values such as city, state, county or ZIP code Click on a Map icon from within the Account record and quickly access Google Maps to get directions to the physical location. Click on a Print Labels icon from within the Account record and quickly create a Mailing Label through MS Word. of Accounts across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: New Accounts Last 30 Days, Accounts Edited Last 30 Days, All Inactive Accounts, Key Accounts, etc summary views of Accounts with the ability to filter on any User Defined Activity Management Set-up and define the attributes of an Activity through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Activities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Provide users the ability to quickly log Activities and generate next action steps related to Accounts, Contacts, Contracts, Opportunities and Support records. Export Activities with extensive filtering capabilities to create customized reports. Link Sales Activities to a specific Opportunity and report on all Sales Activities related to a specific Opportunity. Single click generation of next action step while entering an Activity. Example: Create a follow-up Task or Appointment while entering an Activity for a Sales Call. 11
Single click access to all company document Templates while entering a Sales Activity to be able to send follow-up letters or any other Word template that is available. Single click access to all company note Templates to be able to enter sales or call notes following a standard outline. Single click access to personal notes Templates to be able to enter sales or call notes following an outline that the individual frequently uses. Log the duration of a Sales Activity to track total sales time with Accounts. Create summary level analysis of Activities through the use of a management tool to eliminate the need of traditional Call Reporting. of Activities across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Activities Last 7 Days, Last 30 Days, Sales Activities Last Quarter, etc summary views of Activities with the ability to filter on any User Defined Appointment Management Create an Appointment through the software system and have the Appointment created on the user s local Outlook calendar so all personal and business related appointments are on a single calendar within Outlook, which can be synchronized to a mobile device. Convert an Outlook Appointment to an Activity in order to track what occurred during the Appointment. The Activity is automatically linked to the appropriate item (Account, Contact, Opportunity, etc.) that the original Appointment was created from for Call Reporting/Activity tracking purposes. Take Action from the Appointment to quickly create a follow-up Appointment, Task, or View history related to the parent Record of the Appointment. of Appointments across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: Appointments Next 7 Days, Appointments Last Month, etc summary views of Appointments with the ability to filter on any User Defined 12
Contact Management Set-up and define the attributes of a Contact through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Activities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Control the add/edit/delete capabilities of Contacts through user permissions. Mark a Contact inactive so that it does not show in reporting, views, or searches, while maintaining all historical data so that any key sales activities, conversations, or events that have taken place with the Contact are still accessible. Single view access to all items that are related to the Contact such as Activities, Affiliates, Appointments, Documents, Email, Expenses, Mailings, Notes, Opportunities, Quotes, Support, and Tasks. Automatic logging of all email communications between a Contact in the CRM database and anyone within the company based on company defined email logging preferences. Track detailed profiles of a Contact. Quickly launch Word templates from single click for all company documents that contain automatic bookmarked mappings from Contact based fields to the template. Export Contact lists based upon extensive filtering for one or many territories, branches, regions, salespeople, etc. Merge Contacts in the system and perform extensive checks against existing records to avoid the creation of duplicate records. Automated process for merging web leads into system and performing extensive checks against existing records to avoid the creation of duplicate records. Automatic creation of Contacts from the ERP Business System that offers extensive mapping of business system specific fields into the CRM database. Create next steps (i.e. Tasks, Appointments, Etc.) and view history directly from an email received from a Contact within the Outlook Inbox. Maintain a list of Contacts that have Opted-Out from email marketing. Open a Contact record from a single click when an email is received from the Contact, eliminating the need to search for the Contact. Click on a Map icon from within the Contact record and quickly access Google maps to get directions to the physical location. Click on a Print Labels icon from within the Contact record and quickly create a Mailing Label through MS Word. 13
of Contacts across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: New Contacts Last 30 Days, Contacts Edited Last 30 Days, Contacts Missing Email Address, Key Contacts, etc summary views of Contacts with the ability to filter on any User Defined Document Management Link files to any item within the system and have the files stored in a company share. Drag and drop any file from your desktop or any other location to an item within the system and have the file automatically copied to the network share, properly indexed, and linked to the specific item. All files are indexed, searchable, viewable and retrievable through the CRM system database and available to all users based on their permissions. of Documents across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: New Documents Last 7 Days, Documents from Last Year, etc summary views of Documents with the ability to filter on any User Defined Expense Management Set-up and define the attributes of an Expense through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Expenses from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Quickly enter an Expense from an Appointment or Activity and have the Expense linked to the same parent of the Appointment/Activity. Link Expenses to any record type in the system such as Accounts, Contacts or Opportunities. Attach images of a receipt to the Expense. From mobile devices, capture an image of a receipt and automatically attach that image to the Expense. Create custom views of Expenses through the Manager s Console to be able analyze and report on Expenses across the system by Account, by user, by Expense types, etc 14
Track mileage and company defined mileage rates within the Expense Manager. of Expenses across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Expenses Last 30 Days, Unpaid Billable Expenses, All Travel Expenses Last Year, etc summary views of Expenses with the ability to filter on any User Defined Notes Set-up and define the attributes of a Note through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Notes from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. of Notes across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: New Notes Last 30 Days, New Notes Last Year, etc summary views of Notes with the ability to filter on any User Defined Opportunity Management Set-up and define the attributes of an Opportunity through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Opportunities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Link all influencing Contacts within the database to an Opportunity and assign a User Defined role to each Contact. Track Opportunity Next Action Steps and Dates through management of Outlook based Tasks and Appointments that automatically update the Next Action Step and Next Action Date on the Opportunity. Track Opportunity amount and forecasted values at a high level or through the use of detailed values from line item forecasting for categories such as vendor or product groups. Single view access to all Opportunity based items and records such as Activities, Appointments, Documents, Email, Expenses, Notes, Quotes, Support and Tasks related to the Opportunity. 15
Create configurable views of Opportunities based on filtering of User Defined Fields in order to manage and create sales funnels. Export highly specific Opportunity lists with the use of extensive filtering capabilities. Track specific notes by Contact to an Opportunity. Create and assign Tasks specific to an Opportunity and maintain linking to the parent Account or Contact. Set-up company defined sales process and the track the history of an Opportunity as it moves through the sales stages. Generate actions for all linked Contacts linked to the Opportunity. Launch enterprise Word templates directly from an Opportunity. Attach documents directly to the Opportunity and track all changes made to the documents throughout the selling and project delivery phases of an Opportunity. Link Sales Activity directly to an Opportunity. Link individual Expense items to an Opportunity. Link key Email correspondence to an Opportunity. Link an Opportunity directly to an Event in order to track the return on the investment of a specific Event. Set-up and define specific processes to manage Opportunities using global Task Groups. of Opportunities across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: New Opportunities Last 30 Days, Opportunities with Past Due Next Action Steps, Opportunities Past Projected Close Date, Lost Opportunities Last 30 Days, etc summary views of Opportunities with the ability to filter on any User Defined Track and analyze sales related to a specific Opportunity through Opportunity based business intelligence features that allow sales orders to be linked to an Opportunity. Task Management Create Tasks that are linked to any record type in the system. Ability to re-assign a Task to someone else and maintain tracking of Task completion. Automated e-mail notification of Tasks on creation, on due dates and on reminder dates. Create and edit Tasks from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc Take Action from the Task to quickly create a follow-up or view history related to the parent record of the Task. 16
Create predefined Personal and Global lists of Tasks within a Task Groups that allows standardized lists of Task to be quickly generated and assigned to the appropriate people at different stages of the selling process. Example: A company can have a predefined list of Tasks that get assigned to different users in the system once an Opportunity is closed Single point of access to all company and personal Tasks for each user through the use of the Outlook Mailbox. The ability to select a group of Accounts, Contacts or Opportunities from a grids view and create a Mass Task that allows for a standard Task to be set-up and assigned, in Mass, to one or multiple users. Example: Create a list of Accounts not buying a certain product using Gap Analysis functions and assign a task to the appropriate sales rep to follow up with each Account and identifying why they aren t buying that product. of Tasks across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: Tasks Due Next 7 Days, All Past Due Tasks, All Open Tasks in Region X, etc... summary views of Tasks with the ability to filter on any User Defined 17
Feature Comparison Worksheet: Advanced System Features Tour de Annual Planning Set-up advanced planning rules that allow sales and profit goals to be created, reviewed and committed on an annual basis. Set-up planning by Vendor, by Group, by Salesperson, by Territory, by Branch, by Region and have all sales and profit goals rollup from any level to another. Set-up goals for new Opportunities to be created and closed in the planning year. Set-up goals for new Activities to be performed in the planning year. Set-up personal Objectives to be accomplished in the planning year. Ability for sales managers to be set-up as reviewers to be able to view sales plans as they develop during the planning season and approve the plans before they are committed. Create custom scorecards based on a company s specific needs to be able to track actual performance versus goal. Ability for a sales rep, branch manager, territory manager, or sales manager to easily view their goals and their current % to goal at any time. Asset Management Set-up and define the attributes of an Asset through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Set-up and define attributes of any equipment or serialized Asset for which it is important to maintain a log of that Asset and track its location or who it has been assigned to. Examples: IT Assets such as Laptops or LCD Projectors, Vendor Assets such as Samples, Tools, Machinery, etc of Assets across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Internal Assets, Assets at Customer Locations, etc summary views of Assets with the ability to filter on any User Defined 18
Business Intelligence Analyze sales, profit, margin and unit performance based on any of the following Summary Types: Salesperson ID Account (By Master Account ID, Bill To ID or Ship To ID) Territory Branch Region Corporate Analyze detailed sales, profit, margin and unit performance within each Summary Type above by up to 5 different configurable Group Summary types based on any attribute available from the Account record, Invoice Header, Invoice Line or Master tables from within the Business System. Common Examples: Customer Type SIC Code Vendor Major Group Group Revenue Class Item Code Quickly generate Point of Sale reports by any Group Type with detailed invoice header and invoice line details through Line Item Sales History across an of the Summary Types listed above. Analyze Open Orders and Open Quotes with the ability to drill down to the line item details from the Order/Quote. Access key sales data offline with an easy to use synchronization process. Compare and analyze actual sales and profit performance against corporate, region, branch, territory, account, and salesperson goals which are able to be set-up in an easy to use Annual Planning feature. Quickly export any grid view of data to a report form in Excel, PDF or CSV format. Perform detailed Gap Analysis within a product/revenue group to identify sales/conversion Opportunities that exist with a customer. Combine actual sales history with the sales Activities performed within an Account for a particular product/revenue group to identify key focal areas for future sales Activities to be performed. Perform detailed analyses of sales performance within a specific industry, industry category, SIC code, NAICS code or any other field that is used to specify an Account record in your system. Perform analyses for the entire company or by sales territory, branch or region. Analyze purchasing history, margin trends, and other key metrics at a vendor level in order to identify the most profitable vendor relationships. 19
Tie ERP data back to an Opportunity or Job in the software system based upon a project number or contract number. Track, analyze, and report on all sales that took place and were related to an Opportunity or Job, even if those sales were made to multiple end user customers. Contract Management Set-up and define the attributes of a Contract through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Contracts from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Set-up Contract records that can be used to track software Contracts, customer pricing Contracts, vendor purchasing Contracts, equipment service Contracts, etc Offers a feature that creates a Unique ID on the Contract record to be used for tracking purposes and automatically creates a network share linked to the Contract record for storing files related to the Contract record. Link individual s or Assets to a Contract to be able to accurately track maintenance Contracts and estimated Contract renewal dates and values. of Contracts across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Expired Contracts Last 30 Days, New Contracts Last 30 Days, Contracts Up For Renewal Next 30 Days, etc summary views of Contracts with the ability to filter on any User Defined Email Management Set-up and manage Global and Personal HTML or Plain Text email drafts that can contain bookmarked fields from the Contact, Account, or current CRM system user. Create Email or Direct Mail lists using advanced filtering on any User Defined Field that is available on the Account or Contact. Create Email or Direct Mail lists using filters on any sales data point that is available through the integration to your ERP system. Create Email or Direct Mail lists using advanced Gap Analysis filters to identify Accounts that are purchasing a specified amount of a specific product group but NOT purchasing a specified amount of a LIKE product group. 20
Create Email or Direct Mail lists of Contacts that are linked to Opportunities and apply filters based on User Defined Fields from the Opportunity or Contact. Ability for Marketing to publish HTML promotional emails that can be accessed by sales people and sent individually or in bulk through a Mass Communicate function or through a Mailing function. Track all Contacts that have requested to be on an Opt Out List and have the Contacts automatically filtered out of Email lists. Ability to have promotional emails sent to Contacts by a single person and have all replies routed to the salesperson responsible for the Account. Set-up the processing rate of bulk emails sent through the software system so emails are not sent at a higher rate than an email hosting service permits. Track all Contacts that are a part of a Mailing and easily View Mailing history for a Contact within the system. Event Management Manage various company Events such as training, counter days, open houses, marketing campaigns, webinars and seminars. Create and maintain extensive prospect mailing lists and selectively choose mailing lists for desired Campaigns. Generate Event invitation lists based on POS data from business system integration data and easily import and send mass invitation emails. Set-up resources to be used for an Event such as training rooms and conference rooms that can be scheduled and assigned to sessions when planning an Event. Create and maintain both HTML and plain text e-mails within an Event. View summary information for an Event that will show the key indicators of success for a specific Event including the new Accounts, Contacts, and Opportunities generated from the Event. Extensive interface to Microsoft Exchange to process Campaign mailings and log the emails within the system. Set-up Word Mail Merge templates to be used when sending direct mail confirmations to Contacts who have scheduled to attend an event. Track both billable and free handouts that are required for an Event. Track Event registration fees and easily track who has and has not paid for an Event. Funnel Management Analyze and evaluate sales funnel or sales pipeline. System provides 3 distinct methods of analyzing the sales pipline: 21
Summary View - allows a user to analyze the historical results at any level of the organization, by sales representative, branch office, territory, region, or across the organization at the corporate level. Within the Summary View, a user can analyze historical results in yearly, quarterly, or monthly increments. Group Analysis - allows a user to select any field that is available on an Opportunity, such as primary vendor, salesman id, branch, close probability, or sales stage, and create a sales funnel based upon that field and the projected close date of the Opportunity. Within the Group Analysis, the funnel can be viewed by week, month, quarter, or year. Detailed Analysis Grid View - allows a user to create an unlimited number of views of their Sales Funnel in a grid format. These views can be created by filtering on any combination of fields found on an Opportunity, and can be saved for future use. The ability for a user to analyze the sales funnel is based upon that individual user s account level permissions, ensuring that each user is only seeing the sales details that are relevant to their role. Incentives Tracking Provides an easy way for an organization that offers Incentive, Points, or Rewards programs to their customers to track the accumulation of those points. Offers an easy to use utility that allows an Administrator to create and maintain the program. Allows for the creation of a set of rules that governs how points are accumulated. Allows for variable rules which can change depending on the promotion being offered in any given month. Example: Any product purchased from Line X gets triple points in August All sales data automatically populates into the program as a result of integration to a company s ERP system. Program can be completely maintained in the system, removing the need for spreadsheets and manual data entry. Job Management Set-up and define the attributes of a Job through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Jobs from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Link all influencing Contacts within the database to a Job, such as contractors, architects, and engineers, and assign a User Defined role to each Contact. 22
Track Job Next Action Steps and Dates through management of Tasks and Appointments that automatically update the Next Action Step and Next Action Date on the Job. Track Job amount and forecasted values at a high level or through the use of detailed values from line item forecasting for categories such as vendor or product groups. Track and analyze sales related to a specific Job through Job based business intelligence features that allow sales orders to be linked to a Job Single view access to all Job based items and records such as Activities, Appointments, Documents, Email, Expenses, Notes, Quotes, Support and Tasks related to the Opportunity. Create configurable views of Jobs based on filtering of User Defined Fields in order to manage and create sales funnels. Export highly specific Job lists with the use of extensive filtering capabilities. Create and assign Tasks specific to a Job and maintain linking to the parent Account or Contact. Set-up company defined sales process and the track the history of a Job as it moves through the sales stages. Generate actions for all linked Contacts linked to the Job. Launch enterprise Word templates directly from a Job. Attach documents directly to the Job and track all changes made to the documents throughout the selling and project delivery phases of the Job. Link Sales Activity directly to a Job. Link individual Expense items to a Job. Link key Email correspondence to a Job. Set-up and define specific processes to manage Jobs using global Task Groups. of Jobs across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: New Jobs Last 30 Days, Jobs with Past Due Next Action Steps, Jobs Past Projected Close Date, Lost Jobs Last 30 Days, etc summary views of Jobs with the ability to filter on any User Defined Literature Management Save all types of Literature in the System, including brochures, documents, presentations, graphics, etc. Drag and drop any file from your desktop or any other location to an item within the system and have the file automatically copied to the network share, properly indexed, and linked to the specific item. All files are indexed, searchable, viewable and retrievable through the system database and available to all users based on their permissions. 23
of Literature across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Sales & Marketing Literature, Documentation, Training Guides, Catalogues, etc summary views of Literature with the ability to filter on any User Defined Ability for users to easily attach Literature files to outbound emails. Marketing Automation Provider offers integration with 3rd party Marketing Platforms in order to provide advanced Marketing Automation features. Create a targeted mailing list from within the CRM system using the system s extensive filtering capabilities, and seamlessly push that list into the 3rd party Marketing Platform. Automated synchronization process imports mailing data from the 3rd Party Marketing Platform into the CRM system in order to track key metrics from marketing campaigns, such as open rates, click through rates, and bounce rates. Marketing campaign metrics are imported in to the system and linked to the individual Contact records, allowing a salesperson to access a contact and see which email campaigns that person has received, including the emails they have opened, links they have clicked, and website pages they have visited. Project Management Advance an Opportunity, once closed, from the selling mode to the project delivery mode and maintain all of the electronic history used during the selling process. Link billable and non-billable Activities to a project for billing purposes. Offers a feature that creates a Unique ID on the Opportunity to be used for tracking and automatically creates network share linked to the Opportunity for storing files related to the project. Link project related Expenses directly to a project to help analyze actual costs associated with a project. Set-up Tasks required for successful project delivery and assign them to the appropriate project managers with automated reminders. Link outside influencers to a project such as engineering firms, architectural firms, Contractors or Consultants and track their Activities related to each specific project. Once an Opportunity is closed and becomes an active project use the line item Forecasting to detail billing/revenue milestones of the project. Extensive reporting to allow detailed analysis of projects. 24
Track all documents related to each specific project through Document Management capabilities. Add customized Project Details tabs to the Opportunity to track every detail about the project to be used for reporting. Post standardized Word templates for all key documents (change orders, project update notice, project transmittals, etc ) that are used in the project delivery process. Automatically create system level folders with hyperlink access, from the Opportunity, for the purposes of storing and sharing electronic files related to the project. Quote Management Set-up and define the attributes of a Quote through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Ability to have Lists automatically update between the ERP business system and the CRM database for accessibility within the Quote Management system. Ability to have Quotes created within the CRM system automatically pushed to the ERP business system through and interface that s been configured specifically for the client s ERP business system. Create quotes from an Account, Contact or Opportunity. Track various information including freight, deposits, surtaxes, discounts, and more. Apply line item or quote level discounts with the ability to hide discounts at the line item level when providing a lot discount on a Quote. Set-up unlimited Word templates that can be used to create a Quote form that contains unlimited bookmarks of information from the parent Account, Contact or Opportunity that the Quote is generated from. of Quotes across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: Closed Quotes Last 30 Days, Today s New Quotes, All Open Quotes, etc summary views of Quotes with the ability to filter on any User Defined Reporting & Dashboards Create quick exports with extensive filtering for all information within the software system including relational exports. 25
of data across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined summary views of system data with the ability to filter on any User Defined View key record and item types in either a grid view displaying the raw data similar to Excel or through a Summary/Analysis view that creates a dashboard type interface allowing for detailed analysis of the information. Advanced Summary/Analysis views are available for: Opportunities Forecasts Activities Expenses Phone Logging Quotes BSI Data Software provider offers a fully integrated report writing tool that allows administrators to create custom reports that can pull in data from the CRM or ERP system, or from other custom data sources within the organization. Report writing tool offers extensive formatting options for generating reports and dashboards. Reports created through the report writing tool offer highly flexible elements such as charts, gauges, images, object tables, pivot tables, single value views, and tabular views. Report writing tool provides a highly flexible permissions structure that allows the reporting administrator to set access to each report based on the individual user. Reports created through the report writing tool respect the organization s permission structure, and can be configured so that each user who views a report is only able to see the sales and system data that they have been granted permissions to see. Reports can be distributed through a variety of mechanisms, including through email, mobile system access, and on demand. Support Management Set-up and define the attributes of a Support record through an easy to use utility, with the ability to make changes after implementation without involving the software provider. Virtually unlimited use of User Defined Fields. Create and edit Support records from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc. Create Account, Contact, or Opportunity based Support items that can be assigned to any user. 26
Offers a feature that creates a Unique ID on a Support record to be used for tracking purposes and automatically creates network share linked to the Support record for storing files related to the Support record. Automated e-mail notification of Support items on creation, on due dates, and on reminder dates. Link Support related documents directly to a Support record for reference by all users. Maintain extensive user notes as a Support record evolves through the resolution process. of Support records across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Examples: New Support Last 30 Days, Past Due Support, Open Support by User, etc summary views of Support records with the ability to filter on any User Defined Ticketing System Set-up and define attributes of any Support, IT or Trouble Ticket using User Defined Fields and have a system generated Ticket Number assigned to the Ticket for tracking purposes. of Tickets across the entire system with the ability to create predefined views that include the ability to filter on any User Defined Examples: All Open Tickets, Current Tickets Assigned to Steve, Tickets Opened Last 30 Days, etc summary views of Tickets with the ability to filter on any User Defined 27