Delivery Pre-program Checklist

• Contract to Opportunity Accuracy:
  Check the contract and sales notes to see if the program was sold correctly. If it wasn’t, Check the “Problematic Program” checkbox in the case and provide a reason for why the program is problematic.
  
  

• Notes for Delivery

Check This field for any important notes that the salesperson may have left for delivery regarding the program. If anything is unclear, run it by the CSM before doing anything.

• KOC Docs:

A KOC doc doesn’t always need to be created for new programs (e.g. we usually don’t create them for renewals unless the CSM specifically asks for one).

We always create a KOC doc for “new business” programs.

If a KOC was created for the program:

1. Read through it and make sure it was completed, including the “Goals” section. 

2. Read through the “Goals” that the CSM should have added, in order to better understand the customer’s objectives for the program and how they will be measuring its  success.

3. Make sure that the KOC doc link was added to the Salesforce case in the “KOC doc” field.
   
   

• Filters:  
  Double check and make sure that the filters mentioned in the opp match up with the campaign/s created for the program. Try to understand why the customer wants these specific filters in order to better understand how they will utilize these leads, and if the program needs to be tweaked, which tweaks would be relevant to them.

• Filters to check, and discuss how to discuss with the CSM:

  • Geos- Which geos are they targeting and why those specifically?

  • Company size- Which company sizes is the customer targeting and why?

  • Categories- Which categories and why? 

  • Industries- Which industries are they targeting and why?

  • Smarter questions- Which smarter questions would be best for them to use? Look at the questions that the customer provides and make sure that they are useful questions.
    ABM/suppression list- Will an ABM/suppression be used? What is the purpose of the list?
    Consulting firms- Confirm with the customer if they want to receive consulting firms/not. Main consulting firms list:

  • Accenture

  • Bain & Company

  • Booz Allen Hamilton

  • Boston Consulting Group

  • Capgemini

  • Capita

  • Cognizant

  • Deloitte

  • Ernst & Young

  • KPMG

  • LEK

  • McKinsey

  • PricewaterhouseCoopers

  • PWC
    
    

If the filters are changed after the program was sold, mark the case as “Filters changed after CW” and in “Other Filters” explain what changed.

• ABM/suppression list:
  Check the opp/opp product notes if a suppression list or TAL are required in order to deliver the program.

If yes- check if  they were attached to the opp by sales and were applied to the campaign. Make sure to attach them as a file or link to them in the SF case.

• Lead Code:
  For intent leads program:

1. Make sure that there is a lead code in the campaign under the “Intent Lead Code Filter” field and that the correct provider is listed.

2. Double check that the  lead code was added correctly without any typos.

3. Ensure that the category ID is correctly written on the order form.  The codes should  look as follows:

Infuse: INT-FFA-ESF-(Campaign ID)

Technology Advice (TA): INT-FFA-AT-(Campaign ID)

MRP: INT-FFA-PRM-(Campaign ID)

Account Media: INT-FFA-MA-(Campaign ID)

• Integration:

• Double check that the integration info was provided by the vendor and that the integration has been set up and assigned to the relevant campaign/s

• For pre-existing integrations which will be re-used for new programs: Make sure that the notes, source field and all other fields which may mention our company name say "PeerSpot" and there is no mention of IT Central Station or ITCS, unless the vendor specifically requested this.

• Make sure that a test lead was sent and received by the vendor correctly.

• Ensure that the customer provided a second phone number field and notes field

• Check that the notes field is populated correctly (E.g. a standard leads program has the standard notes, smarter has the notes+smarter questions etc.)

• Estimate:
  Calculate the monthly estimate and submit it to the SF case in the “Leads Monthly Estimate” field.

• Intent Leads Orders:
  In order to improve the quality of intent leads programs, we would like these types of programs to be as targeted as possible. While for standard campaigns we want the filters to be as wide as possible, for intent programs the filters should be narrowed down as much as possible.

To ensure this, we need to define the following filters before an intent leads program kicks off:

• Job titles:
  1.  Ask the customer for a list of job titles they would like the leads we are targeting to have.
  2. Review the job title list and ensure that the job title list is specific to the clients needs, isn’t too general,  looks organized and is comprehensible for the provider. 

• Categories:
  1. It's important to define the exact categories from which the customer can receive leads. This should be as targeted as possible and generally should not exceed 5 categories per campaign.
  2. Confirm if the customer would like to receive a certain number of leads for each category.

               3. Review the categories and make sure they match the contract and DealHub notes
      4. Make sure the correct category ID's are being added to the affiliate order sheets.

• Company size:
  1. Find out which company sizes the customer wants to target. We want to avoid sending the customers leads from company sizes that are either too large/small for them.
  2. Review the company sizes and make sure they match the contract and DealHub notes. 

• Geos:
  1. Determine which Geo's they would ideally like to receive leads from. Keep in mind that the bulk will always come from the US. For example, leads from Germany should not be sold if the customer has no way to follow up on European leads. Exact Geo splits are not recommended (this is something for Sales to keep in mind).
  2. Review the geos and make sure they match the contract and DealHub notes. 

• ABM lists or suppression lists:
  1. Confirm with CS/the customer regarding  should they be followed exactly or is it just a preferred list?
  2. Double check whether the ABM/suppression list was implemented to the campaign and that the domains we provide the provider take the list into account - meaning that if it’s a suppression list, the domains on the suppression do not appear on the domain list. If it’s an ABM list - the domain list contains only domains that are on the ABM list.

• Industries (verticals):
  Limiting industries will most definitely limit the quantity we are able to deliver. If the customer puts an industry filter in place, it would be best to confirm with the CSM/customer whether they can really only sell to certain industries or is it just a guidance (meaning, should we try to prioritize leads from those industries but fill in with leads from other industries if necessary)? 

• Smarter questions:
  1. Find out if the customer wants smarter questions for their program. If yes - ask them to provide us with the questions/answer options.
  2. Double check the smarter questions, make sure they were added to all the campaign’s categories and to the Infuse order sheet correctly.
  3. If the customer wants a qualifying/filter question, clarify with the CSM if they only want leads who've answered "Yes". If yes, make sure this was included in the estimate request. 

• Landing Pages:

If the customer requires custom landing pages:

1. Provide the Affiliate with the exact requirements from the customer and ask them to send us an example of how it will look once they’ve made the requested updates. 

2. Send the example to the customer and wait for their approval.

3. If the customer responds that some tweaks need to be made, make sure to let the provider know and only once the customer gives final approval before placing the order with the affiliates.

Once all of the above is determined/confirmed, place the intent leads order on this sheet.

• Salesforce Product ID:

Make sure the product ID from SF was added to this field in the campaign.

• PeerSpot campaign IDs (in SF case):
  Make sure the campaign ID/s were added as well as the Campaign URL/s.

• Case Status Update:
  Mark the case status as “Active”.

• Turning the Campaign On:
  Before turning it on, look at the first batch of leads that will  be sent out. Check for lead quality issues: are  the  job titles relevant in general (ex, a cleaner would not be relevant), are the job titles written in a clear way, do the email addresses and  lead names look legit, etc. If you see any issues, document them here . Correct the issues if possible. Reject the problematic leads so they don’t get sent out.