Feature Comparison Worksheet: Core Features of the System · PDF fileFeature Comparison Worksheet: Core Features of the System.EE. 2 Tour de Force ... and Competitors, and have different

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Tour de Force Product #1 Product #2 Product #3

General FeaturesVirtually unlimited ability to customize 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.

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System can be accessed directly from Microsoft Outlook without requiring the user to sign in or open an additional application. å

Extensive feature set contains Customer Relationship Management, Sales Force Automation, and Business Intelligence features. å

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.

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Extensive ability for users to define system preferences specific to the way they work. å

System is highly configurable, allowing an organization to configure the system to their specific business processes. å

CRM provider has a long history of integrating to numerous ERP systems. å

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.

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Account ManagementSet-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 CRM provider.

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Virtually unlimited use of User Defined Fields. å

Create and edit Accounts from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Control the add/edit/delete capabilities of Accounts through user permissions. å

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.

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Configurable views available to view all Accounts based on highly flexible filtering of any User Defined Fields. å

Integration of key sales and financial data from your business operating/ERP system. å

Integration of inbound/outbound phone call Activity through phone logging capabilities. å

Quickly launch Word templates from single click for all company documents that contain automatic bookmarked mappings of Account based fields to the template.

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Export Account lists based upon extensive filtering for one or many territories, branches, regions, salespeople, etc. å

Feature Comparison Worksheet:Core Features of the System

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Track detailed profiles of an Account å

Automatic territory re-alignment that respects salesperson changes in the ERP business system and auto-moves Accounts in CRM database to new Salesperson.

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Automatic creation of Accounts from ERP Business System that offers extensive mapping of business system specific fields into the CRM database.

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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.

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Create different Account Types, such as Vendors, Prospects, Customers, and Competitors, and have different User Defined Fields values based on the Account Type.

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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.

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Support interfaces to multiple ERP business system databases within the same CRM database. å

Automatic logging of emails sent from ERP business system based on email Domain name of the Account if emails are routed through Exchange Server.

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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.

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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

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Click on a Map icon from within the Account record and quickly access Windows Live maps to get directions to the physical location. å

Click on a Print Labels icon from within the Account record and quickly create a Mailing Label through MS Word. å

Ability for Administrators to create and save multiple summary views of Accounts across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field.Examples: New Accounts Last 30 Days, Accounts Edited Last 30 Days, All Inactive Accounts, Key Accounts, etc…

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Ability for individual users to create and save multiple personal summary views of Accounts with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Activities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Provide users the ability to quickly log Activities and generate next action steps related to Accounts, Contacts, Contracts, Opportunities and Support records.

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Export Activities with extensive filtering capabilities to create customized reports. å

Link Sales Activities to a specific Opportunity and report on all Sales Activities related to a specific Opportunity. å

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.

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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.

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Single click access to all company note Templates to be able to enter sales or call notes following a standard outline. å

Single click access to personal notes Templates to be able to enter sales or call notes following an outline that the individual frequently uses. å

Log the duration of a Sales Activity to track total sales time with Accounts. å

Create summary level analysis of Activities through the use of a management tool to eliminate the need of traditional “Call Reporting”. å

Ability for Administrators to create and save multiple summary views of Activities across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field.Examples: Activities Last 7 Days, Last 30 Days, Sales Activities Last Quarter, etc…

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Ability for individual users to create and save multiple personal summary views of Activities with the ability to filter on any User Defined Field.

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Appointment Management

Create an Appointment through the CRM 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.

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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.

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Take Action from the Appointment to quickly create a follow-up Appointment, Task, or View history related to the parent Record of the Appointment.

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Ability for Administrators to create and save multiple summary views of Appointments across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field.Examples: Appointments – Next 7 Days, Appointments – Last Month, etc…

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Ability for individual users to create and save multiple personal summary views of Appointments with the ability to filter on any User Defined Field.

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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 CRM provider.

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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 Product Samples, Tools, Machinery, etc…

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Ability for Administrators to create and save multiple summary views of Assets across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field Examples: Internal Assets, Assets at Customer Locations, etc…

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Ability for individual users to create and save multiple personal summary views of Assets with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Activities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Control the add/edit/delete capabilities of Contacts through user permissions. å

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.

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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.

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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.

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Track detailed profiles of a Contact. å

Quickly launch Word templates from single click for all company documents that contain automatic bookmarked mappings from Contact based fields to the template.

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Export Contact lists based upon extensive filtering for one or many territories, branches, regions, salespeople, etc. å

Merge Contacts in the system and perform extensive checks against existing records to avoid the creation of duplicate records. å

Automated process for Merging web leads into system and performing extensive checks against existing records to avoid the creation of duplicate records.

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Automatic creation of Contacts from the ERP Business System that offers extensive mapping of business system specific fields into the CRM database.

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Create next steps (i.e. Tasks, Appointments, Etc.) and view history directly from an email received from a Contact within the Outlook Inbox. å

Maintain a list of Contacts that have “Opted-Out” from email marketing. å

Open a Contact record from a single click when an email is received from the Contact, eliminating the need to search for the Contact. å

Click on a Map icon from within the Contact record and quickly access Windows Live maps to get directions to the physical location. å



Click on a Print Labels icon from within the Contact record and quickly create a Mailing Label through MS Word. å

Ability for Administrators to create and save multiple summary views of Contacts across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: New Contacts Last 30 Days, Contacts Edited Last 30 Days, Contacts Missing Email Address, Key Contacts, etc…

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Ability for individual users to create and save multiple personal summary views of Contacts with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Contracts from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Set-up Contract records that can be used to track software Contracts, customer pricing Contracts, vendor purchasing Contracts, equipment service Contracts, etc…

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Offers a feature that creates a Unique ID on the Contract record to be used for tracking purposes and automatically creates network share linked to the Contract record for storing files related to the Contract record.

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Link individual Products or Assets to a Contract to be able to accurately track maintenance Contracts and estimated Contract renewal dates and values.

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Ability for Administrators to create and save multiple summary views of Contracts across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: Expired Contracts Last 30 Days, New Contracts Last 30 Days, Contracts Up For Renewal Next 30 Days, etc…

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Ability for individual users to create and save multiple personal summary views of Contracts with the ability to filter on any User Defined Field.

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Document Management

Link files to any item within the system and have the files stored in a company share. å

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.

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All files are indexed, searchable, viewable and retrievable through the CRM system database and available to all users based on their permissions.

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Ability for Administrators to create and save multiple summary views of Documents across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: New Documents – Last 7 Days, Documents from Last Year, etc…

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Ability for individual users to create and save multiple personal summary views of Documents with the ability to filter on any User Defined Field.

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Email/Direct Mail Marketing

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 User.

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Create Email or Direct Mail lists using advanced filtering on any User Defined Field that is available on the Account or Contact. å

Create Email or Direct Mail lists using filters on any sales data point that is available through the integration to your ERP system. å

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.

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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.

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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.

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Track all Contacts that have requested to be on an Opt Out List and have the Contacts automatically filtered out of Email lists. å

Ability to have promotional emails sent to Contacts by a single person and have all replies routed to the salesperson responsible for the Account.

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Set-up the processing rate of emails through the Mailer application so emails are not sent in bulk or at a higher rate than an email hosting service permits.

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Track all Contacts that are a part of a Mailing and easily View Mailing history for a Contact within the system. å

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, non-users 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.

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View and act on e-mails that are logged. å

Set-up comprehensive rules that are applied to the Email Logging process to restrict what e-mail addresses should not have emails logged.

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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.

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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.

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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.

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Scan your Inbox and identify emails that have been received from email addresses that are not in the CRM database and then easily create new Contacts or update existing Contacts.

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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.

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Ability for Administrators to create and save multiple summary views of Emails across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: Today’s Email, Email from Last 7 Days, Customer Emails, Prospect Emails, etc…

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Ability for individual users to create and save multiple personal summary views of Emails with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Expenses from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Quickly enter an Expense from an Appointment or Activity and have the Expense linked to the same parent of the Appointment/Activity. å

Link Expenses to any record type in the system such as Accounts, Contacts or Opportunities. å

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…

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Track mileage and company defined mileage rates within the Expense Manager. å

Ability for Administrators to create and save multiple summary views of Expenses across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: Expenses Last 30 Days, Unpaid Billable Expenses, All Travel Expenses – Last Year, etc…

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Ability for individual users to create and save multiple personal summary views of Expenses with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Notes from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Ability for Administrators to create and save multiple summary views of Notes across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: New Notes – Last 30 Days, New Notes – Last Year, etc…

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Ability for individual users to create and save multiple personal summary views of Notes with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Opportunities from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Link all influencing Contacts within the database to an Opportunity and assign a User Defined role to each Contact. å

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.

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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.

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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.

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Create configurable views of Opportunities based on filtering of User Defined Fields in order to manage and create sales funnels. å

Export highly specific Opportunity lists with the use of extensive filtering capabilities. å

Track specific notes by Contact to an Opportunity. å

Create and assign Tasks specific to an Opportunity and maintain linking to the parent Account or Contact. å

Set-up company defined sales process and the track the history of an Opportunity as it moves through the sales stages. å

Generate actions for all linked Contacts linked to the Opportunity. å

Launch enterprise Word templates directly from an Opportunity. å

Attach documents directly to the Opportunity and track all changes made to the documents throughout the selling and project delivery phases of an Opportunity.

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Link Sales Activity directly to an Opportunity. å

Link individual Expense items to an Opportunity. å

Link key Email correspondence to an Opportunity. å

Link an Opportunity directly to an Event in order to track the return on the investment of a specific Event. å

Set-up and define specific processes to manage Opportunities using global Task Groups. å

Ability for Administrators to create and save multiple summary views of Opportunities across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: New Opportunities Last 30 Days, Opportunities with Past Due Next Action Steps, Opportunities Past Projected Close Date, Lost Opportunities Last 30 Days, etc…

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Ability for individual users to create and save multiple personal summary views of Opportunities with the ability to filter on any User Defined Field.

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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.

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Link billable and non-billable Activities to a project for billing purposes. å

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.

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Link project related Expenses directly to a project to help analyze actual costs associated with a project. å

Set-up Tasks required for successful project delivery and assign them to the appropriate project managers with automated reminders. å

Link outside influencers to a project such as engineering firms, architectural firms, Contractors or Consultants and track their Activities related to each specific project.

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Once an Opportunity is closed and becomes an active project use the line item Forecasting to detail billing/revenue milestones of the project. å

Extensive reporting to allow detailed analysis of projects. å

Track all documents related to each specific project through Document Management capabilities. å

Add customized Project Details tabs to the Opportunity to track every detail about the project to be used for reporting. å

Post standardized Word templates for all key documents (change orders, project update notice, project transmittals, etc…) that are used in the project delivery process.

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Automatically create system level folders with hyperlink access, from the Opportunity, for the purposes of storing and sharing electronic files related to the project.

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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 CRM provider.

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Ability to have Product Lists automatically update between the ERP business system and the CRM database for accessibility within the Quote Management system.

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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.

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Create quotes from an Account, Contact or Opportunity. å

Track various information including freight, deposits, surtaxes, discounts, and more. å

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. å

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.

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Ability for Administrators to create and save multiple summary views of Quotes across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: Closed Quotes – Last 30 Days, Today’s New Quotes, All Open Quotes, etc…

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Ability for individual users to create and save multiple personal summary views of Quotes with the ability to filter on any User Defined Field.

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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 CRM provider.

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Create and edit Support records from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc.

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Create Account, Contact or Opportunity based Support items for yourself or assign to other users. å

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.

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Automated e-mail notification of Support items on creation, on due dates and on reminder dates. å

Link Support related documents directly to a Support record for reference by all users. å

Maintain extensive user notes as a Support record evolves through the resolution process. å

Ability for Administrators to create and save multiple summary views 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 Field. Examples: New Support Last 30 Days, Past Due Support, Open Support by User, etc…

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Ability for individual users to create and save multiple personal summary views of Support records with the ability to filter on any User Defined Field.

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Task Management

Create Tasks that are linked to any record type in the system. å

Ability to re-assign a Task to someone else and maintain tracking of Task completion. å

Automated e-mail notification of Tasks on creation, on due dates and on reminder dates. å

Create and edit Tasks from the core desktop application or through a web interface that is accessible from mobile devices, tablets, smartphones, etc

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Take Action from the Task to quickly create a follow-up or view history related to the parent record of the Task. å

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

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Single point of access to all company and personal Tasks for each user through the use of the Outlook Mailbox. å



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.

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Ability for Administrators to create and save multiple summary views of Tasks across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: Tasks Due Next 7 Days, All Past Due Tasks, All Open Tasks in Region X, etc...

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Ability for individual users to create and save multiple personal summary views of Tasks with the ability to filter on any User Defined Field.

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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.

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Ability for Administrators to create and save multiple summary views of Tickets across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field. Examples: All Open Tickets, Current Tickets Assigned to Steve, Tickets Opened Last 30 Days, etc…

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Ability for individual users to create and save multiple personal summary views of Tickets with the ability to filter on any User Defined Field.

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Alerts & NotificationsCreate automated email Alerts & Notifications containing reports that are sent to CRM users providing information about what has taken place in the CRM system.

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Automated Email Alerts allow for time specific interval emailsExamples: At the close of every day, once a week, monthly, etc. å

Automated Email Alerts allow for event triggered emailExamples: a new Contact is added to a rep’s territory, a new Opportunity is created at a branch, a new order is placed, etc.

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Creation of general alerts that will only show the information relevant to the recipient (as based on system permissions) å

Create email alerts on any data found in the CRM system with the ability to use highly flexible filters to create highly specific alerts containing only the data needed

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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

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Access the CRM data that the email alert references directly from the email. 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

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Email alerts can be created through an easy to use utility that does not require any involvement from the CRM provider. å

Annual Planning FeaturesSet-up advanced planning rules that allow sales and profit goals to be created, reviewed and committed on an annual basis. å

Set-up planning by Vendor, by Product Group, by Salesperson, by Territory, by Branch, by Region and have all sales and profit goals roll-up from any level to another.

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Set-up goals for new Opportunities to be created and closed in the planning year. å

Set-up goals for new Activities to be performed in the planning year. å

Set-up personal Objectives to be accomplished in the planning year. å

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.

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Create custom scorecards based on a company’s specific needs to be able to track actual performance versus goal. å

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.

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Feature Comparison Worksheet:Advanced Features of the System




Business Intelligence & ERP Integration

Automatically synchronize key financial and sales data for all Customers from your 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.

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Analyze sales, profit, margin and unit performance based on any of the following Summary Types:Salesperson IDAccount (By Master Account ID, Bill To ID or Ship To ID)TerritoryBranchRegionCorporate

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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 Product Master tables from within the Business System. Common Examples:Customer TypeSIC CodeVendorMajor GroupProduct GroupRevenue ClassItem Code

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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.

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Analyze Open Orders and Open Quotes with the ability to drill down to the line item details from the Order/Quote. å

Access key sales data offline with an easy to use synchronization process. å

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.

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Quickly export any grid view of data to a report form in Excel, PDF or CSV format. å

Perform detailed Gap Analysis within a product/revenue group to identify sales/conversion Opportunities that exist with a customer. å

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.

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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.

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Event Marketing/Campaign Management

Manage various company Events such as training, counter days, open houses, marketing campaigns, webinars and seminars. å

Create and maintain extensive prospect mailing lists and selectively choose mailing lists for desired Campaigns. å

Generate Event invitation lists based on POS data from business system integration data and easily import send mass invitation emails. å

Track multiple sessions within a single Event along with attendees that have confirmed for the Event and individual sessions. å



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.

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Create and maintain both HTML and plain text e-mails within an Event. å

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.

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Extensive interface to Exchange to process Campaign mailings and log the email within the CRM system. å

Set-up Word Mail Merge templates to be used when sending direct mail confirmations to Contacts who have scheduled to attend an event. å

Track both billable and free handouts that are required for an Event. å

Track Event registration fees and easily track who has and has not paid for an Event. å

Exchange Sync

Offers an easy to use utility that allows a user to automatically move contacts from the CRM system to their personal Outlook contacts. å

llows the user to utilize highly flexible filters to only sync the key contacts relevant to their job. å

When running Outlook on an Exchange Server platform, each user has the ability to set-up rules on which Contacts within the CRM 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.

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Once Contacts have been moved to the user’s personal Outlook Contacts, they can be synced to the user’s mobile device. å

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.

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Incentives Tracking Program

Provides an easy way for an organization that offers Incentive, Points, or Rewards programs to their customers to track the accumulation of those points.

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Offers an easy to use utility that allows an Administrator to create and maintain the program. å

Allows for the creation of a set of rules that governs how points are accumulated. å

Allows for variable rules which can change depending on the promotion being offered in any given month. Example: Any product purchased from Product Line X gets triple points in August

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All sales data automatically populates into the program as a result of integration to a company’s ERP system. å

Program can be completely maintained in the CRM system, removing the need for spreadsheets and manual data entry. å

Mobile Accessibility

Access key CRM data through a web interface that is accessible from mobile devices, tablets, smartphones, etc. å

View and analyze extensive sales history, open order and open quote information through a built in interface to your primary ERP business system.

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Search, create and edit the following information through the mobile interface:AccountsActivitiesAppointmentsAssetsContactsContractsExpensesForecastsNotesOpportunitiesSupport RecordsTasksTickets

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Conduct searches of current inventory levels, with the ability for Administrators to specify which inventory data will be accessible through the mobile interface.

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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.

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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 Product Group

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Offline Synchronization

Offline functionality that provides 100% of client functionality in an offline environment. å

Synchronize a specified dataset based on advanced filters that can be set-up and managed by each user based on their level of access. å

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.

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Perform “Quick Syncs” that further restrict the sync process for daily on and off syncs. å

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.

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Ability to work in a completely disconnected environment using the same user interface that is used when working in a connected environment.

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Reporting & Dashboards

Create quick exports with extensive filtering for all information within the CRM system including relational exports. å

Ability for Administrators to create and save multiple summary views of data across the entire system with the ability to create pre-defined views that include the ability to filter on any User Defined Field.

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Ability for individual users to create and save multiple personal summary views of system data with the ability to filter on any User Defined Field.

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Create views of information by salesperson, by territory, by branch office, by region or the entire company. å

Create and save Personal or Global views that contain specific fields, filters and formatting for ANY item or record type in the system. å

Global views automatically limit the information visible to the user based on the user’s specific permissions. å



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:OpportunitiesForecastsActivitiesExpensesPhone LoggingQuotesBSI Data

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Provides a reporting structure that allows all companies using the system to share globally published reports, eliminating the need for each individual company to create and support their own custom reports.

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CRM provider allows customers to request creation of reports and publishes those reports to a public download site that allows users to download the reports that are appropriate to their business, eliminating the high cost of the customer creating and managing the reports in house.

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Create company specific reports using industry standard reporting tools that can be used with Microsoft SQL Server. å



Administrative ConsoleSingle 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.

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Enterprise control of all screen designs, user defined fields and grid views. å

Enterprise control of publishing system updates through a simple user and intuitive interface without having to directly access the database or write code.

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Administrative Utility to easily design and control user interface of all screens å

Set-up and control all User Defined Field values å

Set-up and manage of all grid views in system å

Create and publish Word Templates å

Manage Product lists for Quotations for enterprise use å

Move Accounts and Contacts between sales territories å

Combine duplicate records and their history å

Set rules and scan system for duplicate Accounts and/or Contacts and then combine those Accounts and/or Contacts å

Import any Item or Record and link to existing records through any unique field within CRM database å

Manage the rights and utilities that each user has access to throughout the system å

Set-up user groups to be able to easily manage User Permissions å

Configurable database hierarchy with an architecture that can be designed with up to four levels to mimic existing company structure å

Create and manage Alerts & Notifications email alerts to provide users with key details on actions that have occurred within the CRM system å

Create and manage and Incentives Program to create Incentive/Loyalty/Rewards programs that are based on actual sales numbers å

Manage Annual Sales Planning å

Create and manage Task Groups å

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.

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Feature Comparison Worksheet:System Configuration & Management




System Support

CRM provider has a dedicated support team located in the United States. å

Services of support team can be accessed through the phone, email, or a web based support site. å

CRM provider offers extensive help files that can be accessed by administrators and users. å

Technology Architecture

Uses Microsoft Outlook for all email functionality, but does not require Microsoft Outlook. å

Uses Exchange Server for email logging and other functions, but does not require Exchange Server. å

Uses Microsoft SQL Server as the database engine and storage of all data within the system to provide enhanced speed and flexibility. å

All Files (Word, Excel, PDF, etc…) and logged emails are stored in a Company Share on the file system and indexed through the CRM database for quick and easy accessibility.

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Client interface can be accessed directly through Microsoft Outlook toolbar providing a familiar interface for all users, but does not require Microsoft Outlook.

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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.

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CRM 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. å

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.

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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?)

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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?

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Does the company provide vertical market expertise that can help guide your company through a successful implementation of the strategy? å

Does the company have a history of successful implementations, with a customer retention rate of 98%? å