1 COMPANY CONFIDENTIAL Model-N Training Session and Q&A

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COMPANY CONFIDENTIAL

Model-NTraining Session and Q&A

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Model N CRM Tool

• Single Platform for all sales activity

– Quotes, Opportunities, Registrations

• Improve Efficiencies & Responsiveness

• Focus EXAR resources on the right Opportunities

• Available to all partners for Quotes, Registrations,

Opportunities

Company Confidential2

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Today’s Topics

• Login – New URL’s are available

• Alerts and Notifications

• Registration process

• Quotes

• Search – and Email to Excel

• Reporting

• Model N Do’s and Don’ts


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COMPANY CONFIDENTIALCompany Confidential4

Login

FOR Reps and Distributors

1.) URL: https://websvr.exar.com/ 2.) Enter your User Id and Password.

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ALERTS

• How to set up Alerts

• Recommended Alerts

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Alerts

• A Notification is a rule created by a user.• An Alert is the result of a notification (or rule).

Based on the parameters established by the user in the notification set up, Alerts are sent to the user.– The 5 most recent Alerts appear on the Model N

Home Page.


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Alerts Summary

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Set up Notification Rules

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Notification Rules ( Contd.)


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Notification Rules ( Contd.)


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Recommended Alerts

• Everyone should have these two notification rules

set up

– Tasks: A task assigned to me has been created/modified

– Transaction: A transaction has been transferred to me


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Recommended Alerts based on role

– Distributor/Rep/Field Sales - My Quote has been reviewed

– Distributor - My Registration request has been reviewed

– Rep/Field Sales - A new registration has been forwarded for review

– Field Sales - A new opportunity has been entered (you can decide the criteria by Part# or value)

– Field Sales - A Part has been newly quoted

– Field Sales/Customer Support - A quote has a recommended price and is pending for review

– Marketing/Field Sales/Customer Support- A quote has been forwarded for review

– Distributor/Rep/Field Sales - A new quote has been entered and revenue potential is greater than 50k.


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Registrations

• How to create a Registration

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Registrations – Creating

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Registrations – Creating

•Select your Disti company as the channel, then enter one or two characters of the customer name and click GO to search.•Select the customer, then select or enter the Program and Application

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Registrations –add a customer


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Registrations – Select a Part

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Registrations – Form input


Once you start the registration, go through the form and fill out as much information as possible, required fields have *

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Registrations – required fields

• EXAR Project Status

• ASP on each device

• 1st year quantity on each device

• Branch

• Rep or EXAR contacts (one FAE, one Field Sales)


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Registrations - creating

• When info is complete, click “Save Stay” then

“Register”

• An error message will appear if the information is

incomplete – System will tell you what is missing

• If registration request is successful, you will return

to summary screen


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Registrations -Status

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Registrations – Status Definitions

ACTIVITY STATUSThe user starts to create a

RegistrationPreparing

Some data is entered and

Registration is SavedPending

The Distributor clicks the ‘Register’

button to submit for approvalRequested

Exar Area / Regional Sales

Manager/Rep approves or rejects

the Registration

Approved/Rejected

Registration set to Pending (when

reviewer needs more information)Pending

The Registration has not been

updated for 90 daysExpired

The Distributor requests a review of

an expired registration[Does not change status]

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Registrations- Additional Features

• Additional Registration Features:• History Log• Assign Tasks• Copy & Email an Registration• Adding an Attachment• Transferring a Registration to Another

User

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Quote

• How to create a Quote

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Creating Quote from Opp/Reg

• This brings you to the Quote Detail screen.

• The rest of the process is explained on the “Create Quote” slides


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Quotes – Create a Quote


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Quote – Create a Quote


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Cheat Sheet for Entering a Quote• Quick refresher on how to enter quote in Model N:

1. Create quote from Opportunity/Registration or create quote directly from Quoted tab.

2. On Quote preparation screen

• Enter Target Cost and Target Resale (Target price for Direct quotes).

• Click on quote

3. On Quote Detail screen

• Hit Save and Stay to save your work - required at this point.

• Enter more information in comments etc. if you have any

• Click on Megaphone after you have completed all the above steps.

**** Clicking Megaphone is very important step - only then Marketing will get alert that your

quote needs review.

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Searching

• How to search

• Save search as a Shortcut

• Email search results to Excel

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Opp/Reg Summary Screen


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Save searches as shortcuts


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Search Results


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Email – Select Email Address


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Email – Select File Type

Company Confidential

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Email – Delimiter If Text File


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Cheat Sheet for Quick Searches

To Use Quick Search 1. Choose the first item from the Search drop down box. (The search selection items vary by module). 2. Tab to the next field and enter: A complete name A complete number A partial name or number (wild cards are not needed) Additional search criteria as needed 3. Click “Search”. (NOTE: “Clear” resets the search bar to the default values) 4. For search fields with “?” as the search criteria choose “T”= True “F”= False Quick Search Functions When using Quick Search, strings and numbers use the following operators: < stands for less than <= stands for less than or equal to > stands for greater than >= stands for greater than or equal to | stands for “or” ! (bang) stands for “not” The following examples illustrate the operators: Search for any name starting with the letters “a”, “u”, or “m”: “a|u|m” Search for different Opportunity numbers : 23456|23455|23446|65432 Search for all customers in all cities except those cities beginning with “Santa” (e.g., “Santa Clara”): “!Santa” Note: Complex search string combinations are not supported. For example, the “or” (“|”) is not supported where the search is a “not” (“!”) so two separate search fields would need to be used to return all cities except

those beginning with “Santa” or “North”. Date Fields Date fields use the following operators in addition to the previously described string and number operators. The default date format used is MM/DD/YYYY: Date1:date2 – returns all records between Date1 and Date2 (inclusive) Date – returns the records for this date Date Keywords The date keywords are: today yesterday tomorrow

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Reports

• How to create a report

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Reports

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Reports

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Reports

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Reports

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Does

• Always search for customer before adding new one• Search opportunity by customer and by part#, before creating

new one - Check End Customer on search• Keep account information up to date• Set up the proper Alerts• Ask questions of your local super user - E-mail

([email protected])• Escalation path

» Rep/Dist» Regional Field Sales» Customer Support Representative» Sales Ops» IT


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Don’t….

• … use the ‘BACK’ button of your browser (use

‘Return’)

• …forget to save early and often• …use the “Return” Key when entering text in Next

best actions or comments fields


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Things to remember

• Make sure to use "New Opp" not "New Reg" if you are creating opportunity for non-registerable parts

• You can link an Opportunity from a Quote. Can not link a Quote from Opportunity.

• Cannot edit opportunity if you open Opportunity from Quote• Make sure to complete the address on unassigned customers in order

to assign correct org• FYI on the current Model N Properties set-up:

– 1.) Session Timeout = 90 minutes– 2.) Password Expiration = 60 days– 3.) Maximum days between logins = 60 days.

• Account will get locked if you do not login within a 60 day period– 4.) Maximum login attempts = 5


Documents

1 COMPANY CONFIDENTIAL Model-N Training Session and Q&A