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Site Survey 1.Dealer will verify the lead and gather more details about the property 2.Dealer schedules and performs a Site Survey 3.Dealer changes the sales stage to: BOM Design review Required fields: Estimated Property Launch Date, Site Survey Completion Date SLA: 90 days 3 Site SurveyBOM DesignProperty Valuation Sales & Marketing Plan Required Sales & Marketing Plan Review ROE & Property Registration ROE Review LegalBuild OutInspection RequestInspection CompleteClosed/Won
Citation preview
About Salesforce.com OpportunityStages and OwnersKnow Who has the Ball
1
Overview of MDU Sales Stages
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Order Stage Owner SLA (days) Main Owner Action(s)
1 Site Survey Dealer 90 Upload Site Survey
2 BOM Design Field Ops 3 Upload BOM & system design
3 Property Valuation Sales Ops 5 Classify property
4 Sales & Marketing Plan Required* Dealer 90 Upload Sales & Marketing Plan
5 Sales & Marketing Plan Review* Sales 3 Approve Sales & Marketing Plan
6 ROE & Property Registration Dealer 90 Negotiate ROE
7 ROE Review Legal Legal 9 Review ROE
8 Build Out Dealer 90 Build out property
9 Inspection Request Field Ops 5Determine if inspection is needed; 45 day SLA if inspection is needed
10 Inspection Complete Dealer 30 Launch property & create PID
11 Closed/Won
*This stage only applicable to DTH properties that have been classified as Red
Site Survey
1. Dealer will verify the lead and gather more details about the property
2. Dealer schedules and performs a Site Survey3. Dealer changes the sales stage to:
BOM Design review
Required fields: Estimated Property Launch Date, Site Survey Completion DateSLA: 90 days
3
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
4
Site Survey
BOM Design Review
1. Field Ops reviews Site Survey information2. If design is rejected, reasons will be provided
and Field Ops will move the sales stage back to Site Survey
3. If design is accepted, Field Ops will move the sales stage to Property Valuation
SLA: 3 days
5
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
BOM Design Review Update
• Due to feedback from our valued partners, we have determined to adjust the opportunity sales stage process. The BOM Design Review sales stage will be required after “Property Valuation.” The systemic change is slated for a Q3 2014 release.
• Until the change has been made systemically, BOM Design Review paperwork requirements will be required at the Inspection Request stage instead of BOM Design Review.
6
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
7
BOM Design
Rejected BOM Design
Approved BOM Design
Property Valuation
1. Sales Ops reviews property and classifies as Green, Yellow or Red
2. Sales Ops moves the sales stage to the next stepa. DTH & Red = Sales & Marketing Plan Requiredb. Not DTH & Red = ROE & Property Registration
SLA: 5 days
8
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
9
Property Valuation
Sales & Marketing Plan Required
1. Dealer completes provided Sales & Marketing Plan form
2. Dealer uploads Sales & Marketing Plan to SFDC
3. Dealer moves sales stage to: Sales & Marketing Plan Review
SLA: 14 days
10
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
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Sales & Marketing Plan Required
Edit Mode
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Attaching a File
Attach File
Uploading Documents
Required Field
Sales & Marketing Plan Review
1. The MDU Sales Team will review Sales & Marketing Plan
2. If approved, stage is moved to ROE & Property Registration
3. If rejected, the stage is moved back to: Sales & Marketing Plan Requireda. Rejected sales plans will show a reject reason
4. Dealer may close the opportunity or resubmit a Sales & Marketing Plan
SLA: 5 days
13
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
14
Sales & Marketing Plan Required
Approved Sales & Marketing Plan Rejected Sales & Marketing Plan
ROE & Property Registration
1. Dealer negotiates ROE with property. 2. At this stage, dealer may submit a draft
ROE to Legal for pre-approval3. Once final ROE has been executed,
dealer uploads ROE to SFDC and changes Sales Stage to ROE Review Legal
SLA: 90 daysFields Required: ROE expected close date, Counter-sign date, ROE term (years)
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Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
16
ROE & Property Registration
ROE Review Legal
1. Legal team reviews ROE for required content
2. Accepted, executed ROEs are noted and the sales stage is moved to Build Out
3. Rejected or draft ROEs are noted and the sales stage is moved to ROE & Property Registration
4. Legal team will upload review sheet for both approved and rejected ROEs
SLA: 9 days
17
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
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ROE Review Legal
Pre-Approved ROERejected ROE
Approved ROE
Build Out
1. Once ROE is approved, dealer may begin system build out.
2. Dealer collects required paperwork, including Rep & Warranty and BOM documents.
3. Dealer uploads Rep & Warranty form, BOM. Dealer must check the “Rep & Warranty doc” box.
4. Dealer moves sales stage to Inspection Request.
SLA: 90 days
19
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
20
Build Out Required Documents
Site Survey (optional) Materials
Technical SpecificationsRep & Warranty
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Build Out
Rep & Warranty Uploaded
Attach Rep & Warranty Document & BOM Design
Rep & Warranty not Uploaded
Inspection Request
1. Field Ops reviews Rep & Warranty and BOM.
2. If inspection is required, SLA changes to 45 days
3. Once the Inspection has been approved or waived, Field Ops will move the sales stage to Inspection Complete
SLA: 5 days to determine if inspection is required
22
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
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Inspection Request
Inspection Complete
1. Once the inspection is complete, dealer has green light to create the property and request a PID
2. Dealer completes additional paperwork required for property launch (including bulk BMU creation, etc.).
3. Once property has been created, dealer moves sales stage to Closed/Won.
SLA: 30 daysRequired fields: PID Number
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Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
25
Inspection Complete
Edit Mode
Closed/Won
1. Property is fully launched2. Opportunity is closed
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Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Won
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Closed/Won
Closed/Lost
1. Used for Opportunities that are rejected2. Reasons may include
1. BOM does not make sense2. Can’t close the deal
3. Opportunity will automatically change to Closed/Lost if the sales stage has not been moved to ROE Review Legal within the 365 day SLA
28
Site Survey
BOM Design
Property Valuation
Sales & Marketing Plan Required
Sales & Marketing Plan Review
ROE & Property Registration
ROE Review Legal
Build Out
Inspection Request
Inspection Complete
Closed/Lost
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Closed/Lost