A pop-up window will appear:

Fill out the following information:

Lead Request Name (required)- Provide a name for the request (e.g. Accenture- Palo Alto PeerIntent Leads Request Q2 2024)

Program Month Length (required)- Select from the dropdown the length of the programs in months.

Start Date

End Date

Lead Program Type (required)- Select the type of PeerIntent program it will be (e.g. BANT email leads, BANT Tele Verified Leads, PeerIntent Leads etc.)

Lead Cap

Minimum Leads Needed

TAL/ABM List? Check the box if there is a TAL/ABM list.

TAL/ABM List URL- Provide the URL of the list here (if the list is in an excel file, convert it to a Google sheet).

Suppression List? Check the box if there is a suppression list.

Suppression List URL- Provide the URL of the list here (if the list is in an excel file, convert it to a Google sheet).

Job Titles List URL (required)- Provide the URL of the list here (if the list is in an excel file, convert it to a Google sheet).

Smarter Leads- Check the box if the program will have smarter questions

Custom Question/Answer 1- Provide the custom question and response options

Custom Question/Answer 2- Provide the custom question and response options

Custom Question/Answer 3- Provide the custom question and response options

Custom Question/Answer 4- Provide the custom question and response options

Product Categories (required)- Provide the category names that the program will be targeting

Countries (required)- Select the country names that the program will be targeting leads from

Industries- If the program requires the leads to be from specific industries or to be suppressed from them, select the industries from the list.

Industry List Type- Select if the industries that have been selected should be approved/suppressed.

Company Size- If there is a company size filter for this program, select the company sizes that the leads should be generated from.

Additional Comments- Any additional comments/specifications about the program should be provided here.

Pacing Requirement- If the customer requires a pacing schedule for the program, provide it here.

Once the fields are filled in accordingly, click on the blue “Next” button. The following pop-up will appear:

Part 2- Handling the request

All PeerIntent lead requests are located under Lead Requests in Salesforce.

Once the request has been created, it will show up on this report.

The Delivery Managers who handle these requests will be notified and will begin to take care of the request. 

The request will contain all of the information provided in step one. There is also the ability to handle conversations in Chatter and tag relevant team members.

Files can be attached in Chatter as well (up to 10 files). Google sheets should be the go-to method for file sharing.

The Delivery Manager who is handling the request will fill in the following information:

Affiliate- When clicking on the field, a drop down will appear which contains the different affiliates that we work with. There is also the option to select all of the affiliates. Select either one of the affiliates or all. Selecting one of the options will then determine who to send the request to.

“Send to Affiliate” button- This button enables the Delivery Manager to send the estimate request to either 1 or multiple affiliates in order to obtain the estimates, depending on what was selected in the “Affiliate” field.

PS Domains- The Delivery Manager will provide a link to a Google sheet which contains the PeerSpot domains that the affiliate should use in their estimate.

Request Owner- The Delivery Manager will select their name from the dropdown list of this field.

There is a progress bar which will be used by the Delivery Manager in order to track the progress of the request.

Statuses:

New- Once the request has been created, the status will be “New”.

In Progress- The Delivery Manager in charge of the request will move the request to the “In Progress” status once they begin working on it.

Awaiting Sales/CS- If information is needed from the CSM, the Delivery Manager will move the request to this status.

NOTE- If 48 hours have passed since the request was moved to this status, the CSM will be alerted.

Sent to Affiliate- Once the request has been sent to the affiliate it will move to this status.

Closed- After the affiliate provides the requested results, the Delivery Manager will move the request to this status.

Closed-Accepted- Prior to making the sale, once an estimate request has been accepted by the customer and we will be moving forward with it, update the request's status to "Closed-Accepted". Doing this will ensure that the correct and relevant estimate request will be associated with the opportunity.

When moving an opportunity to “Closed-Won” status, and there are multiple lead requests but none have the status of “Closed-Accepted”, a pop up notification will appear which will request that a "Closed-Accepted" status be updated for any estimate requests that are associated with the opportunity.

All notifications, recipients and logic

Once the request is complete, the Delivery Manager will update the status to “Closed”. The record owner will be notified of this status update and it will signify that the estimates have been provided on the request and the task is now completed.

How estimates sync with the relevant opportunity/opportunity product/case:

• Lead Requests can be created from Opportunities via the “Request Intent Estimate“ button - the new Lead Request will be related to the Opportunity from which the button was clicked.

• When an Opportunity becomes Closed Won, all its related Lead Requests are recorded in the “Leads Estimate Requests“ field.

• Additionally, when an Opportunity becomes Closed Won, Lead Requests related to this Opportunity are added to the “Affiliate Leads Estimate Request“ field on the opportunity’s related Cases per the following logic:
  
  1.  If Product Type on the Case is “PeerIntent Leads“, the “Affiliate Leads Estimate Request“ field captures Lead Requests where Lead Program Type is “PeerIntent Leads“, “BANT Televerified Leads“, or “BANT Email Leads“.
  (e.g. if Case Product Type = “PeerIntent Leads“, the “Affiliate Leads Estimate Request“ field will contain Lead Requests with Lead Program Type = “PeerIntent Leads“, Lead Requests with Lead Program Type = “BANT Televerified Leads“, and Lead Requests with Lead Program Type = “BANT Email Leads“)
  
  2.  For Cases with other Product Types, the “Affiliate Leads Estimate Request“ field captures only Lead Requests with the same Lead Program Type as the Product Type on the Case.
  (e.g. if Case Product Type = “Signal Leads“, only Lead Requests with Lead Program Type = “Signal Leads“ will be recorded in the “Affiliate Leads Estimate Request“ field on the Case)

For a visual explanation, view the Loom video below:

FAQs:

How long will it take to get an estimate? 

• If an estimate is placed (with all required information and in the correct manner) you will have a response within 24 hours.

  • If this is an “Urgent” request, please explain the urgency, and Jonny will assess on a case-by-case basis.

  • Note: If the estimate is put in anytime after 8 pm on Thursday, our affiliate will not answer your estimate on Monday Night/Tuesday morning. 

What if I need to make an update to an original estimate?

• In Chatter, tag the relevant delivery manager and notify them of the update.

Who makes the request?*

1. Pre-Sale/Non-active Program - Customer-Facing Team

• When a new program is being offered to a client.

• A sold program has issues, e.g., limited leads.

• Changes to a sold or non-active program, e.g., filter changes, custom questions, suppression list, or ABM list.

2. Post Sale/Active Program - Delivery Managers 

• Change orders from Site Leads to Intent Leads 

  • Note: this must be done via the Lead Requests Tool.

• Filter changes on active (read: we’re currently sending leads) intent lead programs. 

  • This will be done by DM via the order form or email. 

  • If the program start date has passed but no leads have been delivered the customer-facing team must request the estimate.

*Please note it is up to the delivery team to determine which affiliate would be best to deliver the campaign. If there is an issue with lead quantity we will reassess. 

Is it possible to clone/duplicate an already existing estimate request?

Yes, it is possible. On the estimate page, click on "Clone" and update the details if necessary: