Creating Opportunities

Opportunity Creation Process

• If you are creating an opportunity that does not contain any products that are being renewed (new business, cross-sell, new BU, etc), you can manually create an op from the opportunities section of an account.

New Business & Existing Business and Cross Sell  Classification

Please mark the Opportunity Type as:

New Business: 

1. If this account is coming back from churn (which is a 3 month gap from the last closed/won oppy’s last program end date)

2. If it's a new logo/account

Existing Business:

If there is another Opp that has been closed/won within the last 3 months. 

If it's a Renewal

Cross - sell:

1. Selling a product that has not been active in the past 12 months. (Lead Gen - includes all the Lead Program types, ie; if they have been buying Premium Site Leads for 6 months, and then you also sell them PeerIntent leads or Signal Leads - this is not a cross sell. 

2. With the same 12 month rule applied above, selling the same product to a separate cost center that does not share a budget.

Excludes change orders & new BUs.

Automation:

After a Product is selected in DH as a cross sell there is a sync to Salesforce. update the Opportunity Existing business type field to the value : "Cross Sell" or "Renewal + Cross Sell" . If there is only one Opp Line Item the Existing business type will "Cross Sell" if there is more then one Opp Line that is not Cross Sell then the Existing business type will be "Renewal + Cross Sell".

The Opportunity Type field will be set always to " Existing Business".

New BU & Cross-Sell Process

There is an ability to relate an Opportunity to a New Business Unit under an Account. 

After you open the Opportunity you there is a field called Business Unit that you can relate or create and then relate a Business Unit to you Opportunity.

In DH you will need to select “New BU” in the type field of the Opportunity. 

Also there is a functionality to track Cross-Sell. In DH under each Product you can choose if it is a Cross Sell. According to your choice the Opportunity type will be updated. 

Videos: 

Cross-Sell: https://drive.google.com/file/d/1fezFJN8Ri0KYcGSBaPxP9tzqftqx2Ea7/view

New BU: https://drive.google.com/file/d/19QiI2S-4myMuKp5wkcaAKARBLGW4vWfK/view 

Lead Source Definitions in Salesforce

Please make sure to choose the correct lead source for each lead. 

Definitions:

Referrals: 

Referral - Sales Employee - Someone on the Sales Team refers a customer 

Referral - Marketing Employee- Referral Marketing made for us

Referral - CS Employee - If a CSM refers a past customer or gets a current customer to make an intro (this should override all other options if the CSM makes the intro to the AE).  

Referral - Employee (other) - Employee refers a customer (non-sales or non-marketing)

Customer Referral - When a customer refers a new contact

Inbound Marketing Leads:

Inbound- Growth

Inbound- peerspot.com (Contact Us Form from Peerspot.com)

Inbound- Marketing Website (Contact Us Form from Marketing Website)

Inbound- Social

Inbound- Vendor Dashboard

Inbound- Webinar

Inbound- Event - Booth

Inbound - Email Marketing

Inbound - Listings (Leads created after Prospect hits sales criteria from Listings)

Inbound Other

Self- Prospecting  - Used by Hunter/Enterprise Team when prospecting. 

Prospecting at Event - When sales prospects at an event like Black Hat or RSA

SDR - Used by the SDR Team when a new meeting is created. 

Existing Contact - Non-CS Employee- If the AE or anyone else who is not a CSM reaches out to on old contact in a new company.

Existing Contact - CS Renewal/Upsell- Used by the Hybrid Team when they create a new Opp with an existing contact. 

If the opportunity was created due to or influenced by a campaign, add the campaign to the op.  If the op was created as a result of the campaign, it should be marked as the "Primary Campaign." If the campaign influences an existing opportunity, the campaign should be "influenced."