课件教案讲稿19.salesforce

1、Salesforce at AylaPurposeSalesforce (SFDC, ) is the Customer Relationship Management (CRM) platform Ayla uses to keep track of all stages of our customers and our sales. Every layer and team within Ayla benefit from a committed involvement with the platform. Sales, Finance, ENG, Product, Marketing a

2、ll utilize data collected within SFDC.Clients are better served when we know the best time, best way and the right people to contact based on the current stage of engagement. Salesforce will evolve. Feedback and communication is encouraged. This communication will be vital to ensure it evolves in a

3、positive direction. First StepsFirst Steps include:Setting username and passwordAn Email will be sent that allows you to set your password for SFDCUpdate contact information in your user profileThe My Settings page will allow you to update your personal information at Personal-Personal InformationCu

4、stomize your header layouts and home page Define the way you want SFDC to look by going to My Settings-Display & Layout-Customize My.A useful new user guide to SFDC can be found here.Salesforce Information RelationshipsObjectsLead, Contact, Account and Opportunities are type of objects within Salesf

5、orce. These objects have differing level of interaction across the platform.FieldsInput options within a specific object. A text field or a picklist field are examples of field data types.DataThese are the actual pieces of information input by the user. Selecting Objects, Understanding TabsTabsUser

6、SettingsTraining and SupportSearch bar*Lead ObjectLead ObjectPrimary Object for Territory Development ManagersThe Lead page is designed in a business card mentalityFocus is on building lead information and storing activity history through qualifying and communicationLead Page LayoutLead Page Layout

7、Left Hand ViewName Email templates rely information exactly as it appears in field, please ensure professional names are entered.Company field maps to the Account Name when converted.Title identifies the title/role within the company.Email accurate formatting maximizes deliverability.Phone , Mobile

8、, Fax are number fields for phone/fax numbers. Website accurate website should be considered a priority if known. Address Country and State should be entered in 2 letter format, ISO standards list found here. Description long text area to make customer notes. *Red text indicates required fieldLead P

9、age Right Panel Field DetailLead Source identifies lead originated. Value to marketing and sales teams understanding of customer profile.Rep Firm Resource identifies the specific rep that sourced the lead for Ayla. This field maps to the Account object.Lead Status is used to identify current stage i

10、n Lead development cycle.Market Classification broadly identifies the general marketplace and relationship to Ayla, i.e OEM/ODM.Industry refers to specific end user industry company serves.Reason For Interest customer internal goal for the project.Primary Project Funding customer funding of project.

11、Projected Start Date is a high value data capture, this allows us to understand the near term viability of an opportunity.Sales Geography where will the product be sold.How Did They Hear About Us? Marketing field to track lead path. *Red text indicates required fieldLead Page Lead Status DetailRaw L

12、eads without scoring or classification. Additional vetting required.MQL “Marketing Qualified Lead” This status indicates Leads qualified by marketing to move to inside sales. These leads must meet MQL scoring guidelines.Working - Research or first contact attempt by inside sales.Working Engaged Enga

13、gement has been established. An email with conversational exchange, phone call with “value”.SQL “Sales Qualified Lead”. Fully qualified sales Lead, have significant potential for an opportunity. Meeting should be set for outside sales team member at this stage. Not Ready Additional nurturing require

14、d for Lead.No Interest Company has no interest in Aylas services.No Fit Not right for Aylas offerings, technical standpoint.No Longer with Company Update with accurate information if known.Closed/Lost Lead that has indicated established cloud vendor or internal capabilities that do not desire Aylas

15、services.Wrong Contact/ No Influence Indicates the company is a good fit but more research required for connect with the right contact. Lead Field Market Classification (Picklist) This field should be answered through pre-contact research.The primary target for Ayla is OEM and ODM manufacturers. Lea

16、d Field Industry (Picklist)This field can be answered through pre-contact research.Example: Market Classification - OEM- Industry HVACLead Field Reason for Interest (Picklist) & Primary Project Funding (Picklist)These fields contribute to a strong customer profile and understanding of Aylas best cha

17、nce to win. Reason for Interest: Learn about connected product vs. Increase the life cycle of product offerings allows each sales engagement to to personalized and consultative. Primary Project Funding: Any information regarding budget provides ADs ability to build a more defined customer outline. L

18、ead Fields Projected Start Date (Date) & Sales Territory (Picklist)Projected Start Date: “When are you hoping to launch a connected product? “This field is an estimate but will help qualify timeline (First CallAll Leads converted for Strategic Account Directors begin as SQL Leads developed by Territ

19、ory Development Managers. Unless directly received from Rep firm or other referral method.Goal Qualify Lead to set meeting for Ayla Account Directors based on three main criteria:1. OEM/ODM Primary targets2. IoT Desire Fit for Ayla services3. 100k Ability Qualified budgetRequirements Review the Lead

20、s website - Are there existing products that would be a good fit for Ayla IoT Products? (Add website to Lead if not already there)Review SFDC Notes and Fields - How did contact get engaged with Ayla? What existing information can be used to tailor conversation during next touch?Check LinkedIn for co

21、ntacts background experience Call after emailing contact - What is the interest in IoT? Why Ayla? Who, What (Project Description), Where, When (Project Start Date), Why, How?Tools web research, social media, Ayla case studies and call guides, key verticals and product application breakdownInterestPr

22、oject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract Signed8 Steps of the Ayla Sale ProcessSQL-First CallGoal Answer; Is this a project for Ayla? Should I be investing additional time and Ayla resources?Understand their business and the Opportunity for AylaDiscover detail n

23、ecessary to understand the product and connected solutionQualify the fit for Ayla and challenges as to determine if we should proceedUnderstand the players, customer process, timing and budgetRequirements:Qualify size 10,000 (Blackbox model), 100,000(Whitebox model)Ayla fit Wi-Fi/Ethernet, if Gatewa

24、y contact VP SalesQualify customer need Strong interest in connected product with AylaQualify timeline project launch expected in next 12 monthsQualify authority Is this the correct contact to green light project?Business Drivers - ROI, Time to Market, storage and analyzing data, security, Turn key

25、end to end solutionTools Ayla case studies and call guides, whitepapers, product/features list.8 Steps of the Ayla Sale ProcessSQL-First CallInterestProject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract SignedGoal Answer; Do I have enough information to present a clear ima

26、ge of project implementation and vision?Your FAE should be involved and interview the customerShould understand the scope of work and technical detailsFinal determination if this is a go/no goShould know API calls, volume commit, features required and any special requirementsRequirements:Committed T

27、imeline Timeline still consistent with Aylas goalsCommitted technology decisions Customer needs/requirement align with Ayla offerings, FAE should be involved in this process.Business Drivers - ROI, Time to Market, storage and analyzing data, security, case studiesTools Discovery Template, FAE, DevKi

28、t, Case Studies8 Steps of the Ayla Sale ProcessSQL-First CallInterestProject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract SignedGoal Answer; Is all information known to fill out PRD and present Ayla business case if requested?Identify all aspects of technical and business

29、 needs for project.Requirements: No specialized work required(seek approval if requested)Costs agreed and studied Customer confirmed scope, provide PRD if availableCustomer confirmed project is budgetedBusiness Drivers Engagement between customer technical team and Ayla FAE.Tools FAE, DevKit, Case S

30、tudies, PRD template 8 Steps of the Ayla Sale ProcessInterestProject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract SignedSQL-First CallGoal Well thought out proposal reflecting customer needs and Ayla solutions.Tip Complete final draft but present to customer coach as “dra

31、ft”Requirements: Pricing requires VP of Sales or China GMAll proposals require FAE review and approvalWhen received RFPs register with Sales Tools Executive summary template, PRD template, product price book. 8 Steps of the Ayla Sale ProcessInterestProject IdentifiedProject DefinedProposalContract S

32、entReviews / ApprovalContract SignedSQL-First CallGoal Customer has verbally agreed to pricing structure and billing model. Setting expectations at the very beginning is criticalAsking at the beginning of the process about minimum commitments and timing gives you the authority to ask for the orderAl

33、l Legal reviews are done by VP of Sales and GM Requirements:FAE reviews contractVP Sales review and approve before submissionTools Contract template, product price list, VP of Sales8 Steps of the Ayla Sale ProcessInterestProject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContrac

34、t SignedSQL-First CallGoal Timely turn around for red line items from customer.Resolve red line items.Requirements:VP of Sales to review all red line itemsVP of Sale to engage Ayla legal.Tools Contract template, product price list, VP of Sales, Legal/Finance8 Steps of the Ayla Sale ProcessInterestPr

35、oject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract SignedSQL-First CallRequirements:Signed Contract goes to VP of Sales for review and approvalSales person and FAE update SFDCUpdate amount, close date, tech details, 12 month value estimate, 36 month value estimate, produc

36、tion launch date estimate, first year volume, sales geography.Prep for kickoff meetingFAE puts agenda together invites customer success and customer 8 Steps of the Ayla Sale ProcessInterestProject IdentifiedProject DefinedProposalContract SentReviews / ApprovalContract SignedSQL-First CallSubscripti

37、on Agreement to SFDC MappingThese are the key components of the contract from the sales perspective. These details will provide the ultimate value to the deal. Service term is listed in Months within SFDC. A comparison should be made after a contract has been signed to ensure the SFDC Total Amount m

38、atches the signed contract.Opportunity ObjectOpportunity Object OverviewThe Opportunity object organizes each individual sales opportunities, every project should have its own Opportunity associated. With each Lead conversion an Opportunity is created by default. The AD is responsible for the mainte

39、nance and accuracy of information in all Opportunities owned. Opportunity Object Page OverviewObject Detail Left side viewOpportunity Name: This should indicate project clearly, i.e. thermostat, lighting gateway, water heaterStage: Should be kept up to date as deal progresses.Probability: Default va

40、lue tied to stage, can be customized as requiredNext Step: Clear action to progress deal with dateProduct Launch Date & Sales Geography: Accurate information used to support a number of other teams within AylaObject Detail Right side viewCommit terms, units and unit price may fluctuate throughout de

41、velopment of deal, expected to match executed subscription agreement when opportunity updated to Contract Signed. Next QTR Value: Indicate any immediate financial value to Ayla.12 Month Value: Confident estimate of the first 12 months of contract value from close date, cumulative value including sub

42、scription agreement.36 Month Value: Confident estimate of 36 month value, cumulative value including 12 Month Value. Total Amount: Committed License Revenue + NRE = TotalAmount: Should match Total Amount field, must be entered manually by user.Account ObjectAccount Object Overview and ObjectivesThe

43、Account object is the high level overview of a company. All Leads converted to an Accounts created with an Opportunity (the default) should always have an open Task. The purpose is to communicate to the record owner as well as provider clear progress updates for any record viewer. The concept of ove

44、r communication should not exist within SFDC.Not all Accounts will have Opportunities but they should all contain minimal information as a place holder to understand; Why does this account exist? How is the information currently being used?Accounts are the home for associated Contacts, Opportunities

45、, Activity and Activity History, Notes & Attachments and Partner Relationships. Most day-to-day interactions will find the user in one of the related Objects (Contacts, Opportunities,.) rather than the Account level view. Account ObjectAccount Page Detail - (Related Lists)Related Lists are strips of

46、 banner style lists of information that a user is likely to want to see within a specific Object viewContacts New contacts can be added directly to the Account by selecting New Contact. Merge Contacts would be used to correct an error in the event of a contact appearing within multiple Accounts or w

47、ithin the same account with incorrect data.Opportunities Related Lists give a quick overview of current Opportunities related to the Account with specific field identifiers. Open Activities help visualize next steps current assigned within the Account.Activity History lists all previous Activities r

48、elated to account. The list also includes buttons to Log a Call, Mail Merge or Send an Email. These are valuable tools that track communications automatically.Notes & Attachments files and notes can be added directly to an Account or Opportunity, all notes and attachments will be displayed at the Account level. Cases support requests tie directly to account.Organizing Your RecordsCreating ListsCreating lists is a useful way to organize your records.LeadsAccountsOpportunitiesContactsCreating ListCreating List continuedList vs. ReportsWhy to use Lists:Simple and easy to create