CRM - Start-up guide

CRM Start-up guide 1

CRM Start-up guide

Version 01-2018

2

CRM Start-up guide

CRM Start-up guide 3

Username Organisation

PEOPLE

This document is a quick startup guide and overview to the Piql CRM – Copper. The CRM can be found by going to https://www.Copper.com/ and login to your account.

People are the decision makers and persons whom we interact with, which should relate to a company.

There is also a mobile app which can be found both for Iphone and Android by searching Copper in your app store.

Minimum: Name, Email, Phone, Business Unit, Company, Title

This document goes through the main functions of the Copper which are outlined on the dashboard on the left side of the program. In descending order:

Additional: LinkedIn, Buying Influence, Buying Influence concept, Response mode, Win-Result

Username Organisation

LEADS

Username Organisation

COMPANIES

The leads section is where we can import all people and compa- nies we attract from exhibitions, trade shows participation lists, website traffic and so on. So it can work as a catalog for contacts. Minimum information that should be included: Name, Company, Email Business Unit, Source, Details - what con- text did we get this lead, e.g. what is the name of the conference and year.

One company can have many related people and several opportunities.

Minimum: Name, Contact type, Business Unit, Market, Life cycle, Sector, Segment

Additional: Website, Email domain

Additional information that could be included: Phone, LinkedIn, Description

The leads will be converted into the “People” & “Company” once you start engaging with them on a identified oportunity.

4

CRM Start-up guide

CRM Start-up guide 5

Username Organisation

3 TB - Personnel records - Preservation

10 000 pages - Legal documents - Digiti.. Madya Pradesh High Court | CRM India € 180 000 | Close date: 15/1/2019

$

OPPORTUNITIES

MANDATORY INFORMATION FOR AN OPPORTUNITY TO BE UNDER “QUALIFY” 1: Name of opportunity shall start with amount of data, then a short description of the content and finally which of our services is applicable. F.ex. “200GB - Movie soundfiles in different languages - preservation” “50 000 000 pages - legal documents - digitization & preservation” 2: Connected to a company AND a primary contact person; name and contact details. 3: An expected close date 4: An estimated value 5: A volume of information - data or paper 6: To be assigned to either public or private sector

The opportunities section is where we register all the specified opportunities. Make sure you selected “Business Development Journey” in the top banner.

CRITERIAS TO ADD AN OPPORTUNITY UNDER “IDENTIFY” • You have identified a clear need for one or all of Piql Services • They have access to finance a potential project with us • They belong to one of our prioritised verticals, IF NOT: add the reason for adding them under “Description”

NICE TO HAVE BUT NOT MANDATORY 1: A win probability 2: Assigned to the correct vertical 3: Information about status of the opportunity can be put under “Status report”

CRITERIAS TO MOVE AN OPPORTUNITY TO “QUALIFY” • You know the amount of data in the specific opportunity and the estimated value • You are in contact with a valid contact person from the organisation • You can define a clear use-case

What is a USE-CASE? A use-case assess and verifies how PIql Services can solve a specific problem or create value for the specific client.

6

CRM Start-up guide

CRM Start-up guide 7

Username Organisation

3 TB - Personnel records - Preservation

10 000 pages - Legal documents - Digiti.. Madya Pradesh High Court | CRM India € 180 000 | Close date: 15/1/2019

CRITERIAS TO MOVE AN OPPORTUNITY UNDER “DEVELOP” • The client shall verify the use-case

• Production of PoC if needed • Definition of business case

What is a BUSINESS-CASE? A business-case assess and verifies ecenomic benefit