1. Accounts and Contacts Management
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Requirement
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Description
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Priority
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Persona
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Account Hierarchy
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The solution offers hierarchy in account management by linking related accounts with their parent account. It enables viewing child account information directly from the parent account page, thus helping to identify cross-selling and upselling opportunities.
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Future
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Sales Manager
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Account Management
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The solution allows creating accounts to store profile information of companies or business units. It offers a unified view of account details and associated contacts, opportunities, tickets, notes, billing information, communication history, and more.
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High
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Sales Manager
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Appointment Scheduling
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The solution allows creating a custom scheduling page, and include calendar links in individual emails to send them to customers and request them to pick a date and time.
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Sales Manager
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Contact Management
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The solution allows creating contacts to store profile information of individuals and offers a unified view of contact details and its associated accounts, opportunities, tickets, surveys, notes, activity history, communication history, engagement history, social data, and more.
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Sales Manager
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Contacts Map
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The solution integrates map services such as Google Maps, Badger Maps, etc. to help locate contacts and filter them by city, state, and country.
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medium
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Sales Manager
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Group Appointment Scheduling
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The solution allows publishing a single scheduling URL that can be used to share calendars of several users. Once the group URL is sent to a contact, they can set up a meeting with any of the users.
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medium
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Sales Manager
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Organization Charts
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The solution provides interactive org charts to keep track of contacts and visualize relationships among contacts.
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low
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Sales Manager
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Email Verification and Suggestion
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The solution allows verifying existing email addresses and suggests unobtainable email addresses by using contact's first name, last name, and company website address, and automatically searching known email servers, MX records, and possible email patterns to give probable email addresses for that contact.
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Sales Manager
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AI-Based Sales Recommendation
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The solution uses Artificial Intelligence to present cross-sell, up-sell, retention, and renewal offer to the right clients and prospects at the right time.
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Sales Manager
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Territory Hierarchy
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The solution allows setting up a territory hierarchy with unlimited nested levels and shows a visual representation of the parent-child relationships between the territories.
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Sales Manager
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Territory Management
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The solution allows setting up rules based on the country, state, or product lines to create territories and assign accounts to territories, both automatically and manually.
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Sales Manager
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Territory User Management
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The solution allows assigning an unlimited number of sales people to a territory, and a salesperson can be assigned to an unlimited number of territories.
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Sales Manager
2. Customer Communication Management
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Requirement
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Description
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Component
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Priority
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Persona
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Automatic Voicemails
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The solution helps sales representatives to record and set up automated voicemails. It allows uploading and saving pre-recorded message files.
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Sales Manager
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Built-in Caller
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The solution provides a built-in telephonic caller to click directly and make calls to the contacts without leaving the application.
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Call Logs
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The solution automatically logs all incoming and outgoing calls. It also has provisions to manually log a call and map it to an existing lead or create a new lead.
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Call Popup
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The solution provides a call pop-up window to add notes, create follow-up tasks, or assign the contact to another sales representative.
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Call Reminders
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The solution allows setting reminders for upcoming calls and sends alerts for missed ones.
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Call Scheduling
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The solution allows scheduling phone calls at a later date, including offering an at-a-glance view of oneself and teammates' call schedules.
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Call Tagging
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The solution allows assigning each call a custom tag to sort calls into categories or identify call types.
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Call
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Future
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Canned Responses
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The solution provides pre-determined email responses to commonly asked questions for support agents to reply to prospects quickly.
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Direct Email Communication
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The solution provides a standard email configuration to send and receive emails directly from the solution itself.
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High
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Done
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Email Association with CRM Records
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The solution automatically associates all incoming and outgoing emails with the respective contact record and allows instantly replying to emails, sharing quotes, adding follow-ups, and making notes.
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Email Client Integration
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The solution enables integrating popular email clients such as Gmail and Outlook to send and receive emails directly from the email client itself.
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Email Scheduling
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The solution allows scheduling emails to go out at a specified date and time and facilitates choosing from several pre-selected times or even a custom time period. It enables editing the scheduled emails before delivery.
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Marketing
Email Status
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The solution provides real-time notifications for sent emails whenever a prospect opens an email or set follow-up reminders.
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Marketing
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Email Templates
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The solution offers pre-built email templates or helps create a template from scratch to send mass emails to leads/contacts as a campaign or trigger a workflow rule.
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Marketing
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Mass Email
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The solution allows sending individual and personalized emails to campaign members and recipients on contact and lead lists.
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M
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Artificial Intelligence in Email Management
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The solution uses Artificial Intelligence to analyze email text in real-time and suggests tasks and email responses. It helps to deliver emails to the prospects when they are likely to engage.
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Future
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Sales
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SMS Analytics
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The solution provides insights into the text messages' performance, including analyzing which templates received higher responses from the target customer base.
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SMS
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Future
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Sales
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SMS Interaction
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The solution allows reaching prospects and customers through SMS and sending them personalized texts using the data stored in the CRM.
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SMS
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SMS Scheduling
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The solution allows scheduling the text messages as per the time zone of the customers and prospects.
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SMS
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SMS Templates
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The solution allows creating text message templates and save them for later use.
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SMS
3. Dashboards and Reports
| Jira Legacy | ||||||
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Requirement
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Description
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Component
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Priority
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Persona
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Activity Reports
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The solution provides out-of-the-box customizable reports to view the Emails, Phone Calls, Tasks, and Appointments associated with team members.
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API Usage Dashboard
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The solution offers dashboards to track the company's account API usage and get information about the API consumers, API usage pattern, average daily usage, usage access points, and the API methods being used.
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Future
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Call Analytics
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The solution provides visualizations and reports to help visualize call data and measure the sales team's performance.
Charts and Visualizations
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The solution allows for generating interactive charts with drill-down capabilities, customized to visualize large quantities of data graphically. It offers multiple visualizations such as Bar, Line, Funnel, Table, Column, Donut, Pie chart, Area maps, Heat maps, etc.
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Customizable Dashboard
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The solution provides a visual drag-and-drop editor to customize the dashboard with charts, reports, or engagement analytics.
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Dashboard Sharing
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The solution allows users to share their dashboards with others, export them as a PDF, or set schedules to send it to selected users via email.
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Deal Reports
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The solution helps generate detailed reports such as deals closed in the current month, daily revenue, sales stages, etc.
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Pre-built Reports
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The solution provides an array of pre-built report templates to get a snapshot of sales performance, track milestones, or drill-down using saved searches and filters. It is also possible to set up re-useable templates using KPIs to be used later.
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Report Sharing
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The solution enables exporting reports as PDF, XLS, or CSV files, or by scheduling automatic delivery on a recurring basis.
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User Homepage or Dashboard
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The solution offers a user homepage or dashboard, displaying a customizable summary view of the assigned leads, opportunities, tasks, alerts, gadgets, recent activities, recommendations, visualizations, etc.
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High
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Sales
Lead Management
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Requirement
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Description
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Component
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Priority
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Persona
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Automatic Lead Distribution
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The solution allows defining assignment rules to automatically assign sales representatives to the leads based on various criteria such as geography, product, department, lead score, lead source, etc. or use round-robin queues to assign the leads equally.
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Leads Capture
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The solution provides tools to capture leads from various sources and manually add leads from different sources into a single database.
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Lead Scoring
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The solution computes and assigns each lead a score based on customizable scoring rules using lead data, activities, interactions, and more.
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Win-Loss Analysis
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The solution displays the percentage of won and lost leads, average lead life-cycle, and how fast the team responds to incoming leads to help understand the dynamics of where the leads are being lost most frequently.
Opportunity and Deal Management
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Requirement
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Description
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Component
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Priority
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Persona
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Activity Management
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The solution facilitates keeping track of all customer communications and activities associated with an opportunity and notifies any updates in real-time. Examples of activities include sending emails, making phone calls, setting up appointments, creating tasks, taking notes, etc.
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Opportunity Management
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The solution allows creating new opportunities, sort and filter them using various fields, and manage the flow of opportunities across various stages. It also allows for converting the leads into opportunities.
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Success Score
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The solution offers to assign a win-probability percentage to different stages of the opportunity.
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Opportunity Rotting
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The solution highlights the opportunities when specific configurable criteria are met and thus draws attention towards the opportunities that have been unattended or stuck at a stage beyond a specific period.
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Sales Pipeline / Kanban View of Opportunities
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The solution organizes opportunities in a Kanban board and offers visibility of the opportunities across all stages in a single view.
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Color Coded Cards
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The solution allows setting color-coded icons to check scheduled and overdue tasks in the sales pipeline view or next follow-up activity for leads, contacts, and deals in the list view.
5. Document Management
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Requirement
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Description
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Component
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Priority
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Persona
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Document Repository
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The solution provides a centralized repository to store documents, attachments, and sales collateral that can be accessed based on the appropriate role within the organization.
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Document Sharing
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The solution allows sharing a file with internal and external users by generating an encrypted link and sending it through email or chat.
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File Attachments
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The solution enables attaching files to various CRM records like leads, accounts, contacts, deals, products, etc.
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Version History
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The solution automatically saves multiple versions of the documents based on their revision history.
Platform Capabilities
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Requirement
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Description
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Component
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Priority
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Persona
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Custom Fields
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The solution allows for creating custom fields to collect specific information from entities such as leads, contacts, or opportunities.
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Custom Layouts
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The solution allows customizing page layouts of various CRM records like leads, opportunities, accounts, contacts, products, etc.
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Custom Views and Filters
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The solution allows building customized views and then using advanced filter options to filter CRM records.
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Follow-up Reminders
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The solution allows setting reminders to follow-up with prospects or generating automated email messages to be sent out at a scheduled time.
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Multi-Language
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The solution supports multiple languages and provides language packs to change the language of the user interface in the CRM application.
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Notes
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The solution allows adding text or audio notes to the records (leads, contacts, accounts, deals, etc.) that help summarize observations on customer and prospect interactions.
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Approval Rules
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The solution allows setting up and automating the approval process for business requests, including deal discount approvals, travel and expense reports, contracts review, document approvals, etc.
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Workflow Automation
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Predefined Workflow Templates
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The solution provides templates to set common sales actions instantly or schedule them at a later date.
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Workflow Automation
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Validation Rules
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The solution permits to set validation rules with condition checks across multiple criteria to prevent inaccurate data from entering the CRM. It can include an error message to display when the user inputs an invalid value.
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Workflow Automation
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Workflow Rules
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The solution allows setting custom workflows for automating processes that do not require any user interaction. It automatically triggers those actions when predefined, specified conditions are met.
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Workflow Automation
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Portal Permissions
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The solution offers password protection and allows setting different access permissions (read, write, edit, comment) for vendor and partner portal users.
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Vendor Portal
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The solution provides access to vendors via a dedicated vendor portal. It gives vendors a consolidated view of all the orders that they are associated with and can leave comments if there are any changes to the order.
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Future
Product Management
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Requirement
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Description
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Component
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Priority
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Persona
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Custom Portals
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The solution allows for creating branded portals using the CRM database for prospects to explore the products and services a company offers. It enables creating views to display records with images, tags, color codes, and more.
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Custom Products
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The solution supports generating custom products with various product codes, costs, costs to produce, special notes, etc. These products can be filtered using unique filters and linked to deals and contacts.
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Product Catalog
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The solution facilitates setting up a product catalog that lists the products a company offers, including its pricing information. It includes the product taxonomy to create a classification of the products.
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Product Groups
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The solution helps group products based on custom or pre-defined product attributes, such as brand, category, etc. that help structure and organize the product catalog.
Quotes, Orders and Contract Management
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Requirement
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Description
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Component
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Priority
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Persona
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Creation of Orders
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The solution allows configuring the registration of orders from the website and automatically creating order records.
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Contract Creation
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The solution allows creating contracts manually or using templates by auto-populating all the necessary fields from a quote, order, or an opportunity.
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Contract Management
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The solution facilitates managing contracts, associated specifications, and additional agreements. It allows attaching electronic versions and photocopies of contracts and keeps track of contract details and amendments history.
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Order Generation
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The solution allows creating orders using standard templates, adding products, and tracking the status.
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Future
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Invoice Management
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The solution allows issuing invoices using customizable invoice templates and alerts the assigned sales representatives when the payment due date approaches.
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Future
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Order History
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The solution keeps track of the complete chronology of activities, documents, and communications associated with each order.
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Order Segmentation
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The solution allows grouping orders by contacts, accounts, stages, budgets, products or services, owners, etc.
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Quote Generation
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The solution allows for generating quotes by including product and customer information directly from the opportunity.
Sales Performance Management
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Requirement
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Description
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Component
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Priority
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Persona
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Goals Management
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The solution allows defining objectives and setting sales targets for a specific user or team with a particular time period to track the progress against goals.
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Target Achievement
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The solution allows for setting targets based on various KPIs, and then visualize how far it is to achieve the company's objectives. It is possible to set company-wide sales targets, team targets, or based on individual sales representatives.
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Sales Campaigns
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The solution enables creating targeted sales campaigns of various types like email, telephonic, referrals, advertisement, webinars, social media, etc. It also allows for analyzing the effectiveness of the campaign using reports and campaign statistics.
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Sales Forecasting
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Dashboards and Reports
The primary objective of utilizing reporting and dashboards is to enable management to ensure:
Consistent Feed of New Leads: Verify that the Client’s Sales and Marketing teams consistently contribute to the top of the funnel with a steady influx of new leads.
Timely Handling of New Leads: Ensure that the Sales Development Representatives (SDRs) promptly and effectively engage with new leads, fostering timely progress through the sales pipeline.
Continuous Growth in Lead Conversion: Monitor and foster the ongoing growth of lead conversion rates over time.
Visibility into New Sales Opportunities: Provide management with clear visibility into emerging sales opportunities, allowing for strategic decision-making.
Identification of Highest Value Opportunities: Enable management to discern and prioritize the highest value opportunities for optimized resource allocation.
Expedient Resolution of Customer Service Issues: Ensure that customer service issues are addressed promptly and efficiently to maintain high levels of customer satisfaction.
Monitoring User Adoption: Keep track of user adoption metrics, allowing for the identification of areas with slow adoption and enabling proactive measures to address any challenges.
Initial List of Reports
Provided by the Client
Lead Reports
Number of New Leads Created QTD, by Month (Bar Chart): Visual representation of the quantity of new leads created each month within the quarter.
Current Status of All Leads (Open, Working, Qualified, Disqualified - Bar Chart): Bar chart illustrating the distribution of leads across different statuses such as Open, Working, Qualified, and Disqualified.
Leads Created This Month by Lead Source MTD (Pie Chart): Pie chart showcasing the proportion of leads created in the current month, categorized by lead source.
Lead Conversion Rate This Month vs. Last Month: Comparative analysis of lead conversion rates for the current month against the previous month.
Opportunity Reports
Top Five Open Opportunities Closing This Quarter (Text): Textual representation listing the top five open opportunities anticipated to close within the quarter.
Opportunities by Stage, Closing This Quarter, Grouped by Month (Stacked Bar Chart): Stacked bar chart illustrating the distribution of opportunities by stage, grouped by month and closing within the quarter.
Opportunities by Lead Source, Closing This Quarter (Pie Chart): Pie chart depicting the distribution of opportunities based on their lead source and expected closure within the quarter.
Dollar Amount of Opportunities Expected to Close This Quarter, Grouped by Salesperson (Bar Chart): Bar chart showcasing the expected dollar amount of opportunities set to close within the quarter, grouped by salesperson.
Number of Lost Opportunities, YTD, Grouped by Lost Reason (Bar Chart): Bar chart presenting the count of lost opportunities Year-to-Date (YTD), categorized by the reason for loss.
Average Time to Close Deals (Previous Four Quarters): Analysis of the average time taken to close deals, considering data from the previous four quarters.
Case Management Reports
Currently Open Cases by Stage: Overview of currently open cases categorized by their respective stages.
Cases Solved MTD and QTD by Type: Breakdown of cases solved Month-to-Date (MTD) and Quarter-to-Date (QTD), categorized by case type.
Average Resolution Time (This Quarter and Previous Two Quarters): Comparative analysis of the average time taken to resolve cases, considering data from the current quarter and the previous two quarters.
Adoption Reports
Recent Logins by User: Record of recent logins by individual users for tracking user engagement.
New Accounts Created YTD, by Month (Line Chart): Line chart displaying the trend of new accounts created Year-to-Date (YTD), segmented by month.
New Activities Created YTD, by Month: Visualization of new activities created Year-to-Date (YTD), presented in a monthly breakdown.