logicalis sales development handbook
TRANSCRIPT
Sales Development Handbook
Created by: Jacob Newton
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Table of Contents
WebEx Meetings 3
Creating an opportunity 4
Creating an OI 5
Expense Reports 6
Updating opportunities 7
Deal Registration 8
Tracking Orders with SQL’s 9
Cisco TIP Process 10
RMA Process 11
Booking Travel 12
Tips and Extras 13
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Creating a WebEx Meeting
1. Find the Calendar icon in the bottom left corner of Outlook2. Click the “New Appointment” and “Invite Attendees” or “New Meeting” icon in the home tab3. Type in names of people included in meeting, click the “Check Names” button to sync names
with Logicalis employee profiles4. Once all the names are bold and underlined, fill out subject and description. Start the
description with “Please join us to discuss…” and continue with the topic of the meeting.5. Click the “Add WebEx Meeting” button in the top left corner, then click OK, and lastly hit Send
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Creating an Opportunity- An opportunity is a potential sale that we put in our system to monitor quarterly projections, track progress, and have access to previous orders.
1. Make sure all contacts needed are added (sometimes the primary contact isn’t in CRM)2. Search the account, go to opportunities, add new opportunity
Opportunity name ______ Primary contact_____AE Kirk HornSolution Owner- Depends on client, Ken Craft is very commonServices attached- YesProbability 20%Forecast date end of the monthFinance/Lease- Purchase
3. Click Save & Close
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Building an OI- an OI is the next step after an opportunity, where the AE has requested a SOW (Statement of Work) from a Solutions Architect.
1. Make a new opportunity for the order (see above)2. Open the opportunity and scroll down to the “Line Items” tab 3. Double click the “Line Number” to open a new window4. Click inside the line items box, top left corner click “add new opportunity product”
Product- IP TelephonyProduct details- InstallLogicalis unit cost- 0Customer unit price- 0Gross profit %- 0Vender list unit price=0Save and Close
5. Double click the line item you just made and select “Request Services Doc” in the tool bar This will take you to a Logicalis page to fill out more information
General DetailsOppty Document type is SOWSales team details- Account Executive Kirk Horn
Request Details Service offering- IP Telephony servicesService offering Type- Cisco SRSTLoad service offering optionsCheck the option box of Implementations/DeploymentsPayment type- InvoiceServices performed by LogicalisAssociated with software sale No Hardware sale YESServices details “Install”
6. Continue to the next page, where you can upload attachments if Kirk has requested7. Click “Send to Services Desk” where they will assign to a Solutions Architect to complete
Kirk will email you a template that gives you all the necessary information to fill out, it looks like this:
OI Name-
Primary Contact-
Specialist-
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Expenses
Creating an expense for Kirk
1. Log into Changepoint and go to NEW, then Central expense2. Check the box Resource list and search Kirks name, select and click OK (see below)3. Filling out the actual expense is pretty self-explanatory, except the business purpose, this is the
most important part where you describe the reason for expense. Hit Save when done4. Click Create expense report, and select the expenses (use Shift to select all) then click Save5. This page you can upload receipts in the bottom left corner, if the expense report is complete go
to Actions then Submit.
Creating expenses for you
This process is almost identical to the one above. To make an expense report under your name, go to General and then Expenses.
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Updating Opportunities
You will get an email from Kirk, looking like the one below. This means the forecast date for the current opportunities is approaching. Bruce sends all AE’s these to update to have his quarterly forecasting accurate.
1. Click on the name of the opportunity ex. Ariel Cisco Year End2. Kirk will specify what to do with each opportunity, to close or push to another month3. If pushed to a new month- Scroll down to the forecast date (same place as a new opportunity)
and change the date to the end of the month specified4. If to be closed as a win or a loss, you can find these in the top toolbar, after selecting the correct
one you can hit OK5. Hit Save & close
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Deal Registration
If it exists and is expired:
The AE lets Logicalis Deal Registration know if the registration should be extended or let it expire.If extended Logicalis Deal Registration talks to the vendor and confirm back to the AE the new Registration number on the day the deal expires. (Pretty easy process)
If it’s a new deal:
1. Enter the items as a new opportunity in CRM (see above)2. On the left in the sales support category, you can choose “deal registration”3. Fill out contact and opportunity to specific order4. The Deal registration program is the type of vender the product is from, select accordingly5. Send registration forms- YES (this will help you get to the final step)6. Name is the final name of the deal and deal amount is the price of the order7. Registration type is “Self Registration”8. Save the deal registration and wait for an email either to you or kirk with the registration form.9. Fill out the form with Kirk’s help and send it to [email protected]
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Tracking orders with SQL’s- After a product is purchased, an email containing everything anyone internal would need to do work on the order is sent to the AE (basically a receipt of the order for internal use).
How to get Kirk’s SQL’s automatically forwarded to you
1. In Outlook (on Kirk’s Computer), go to File then Rules and Alerts2. Apply a New rule then specify “Apply rule on messages I receive” then click next3. Select “from people or public group” then at the bottom click “People or public group”4. Use the search window to find the “SQL Administrator” click OK then Next5. Find the “forward it to people or public group” and at the bottom click people or public group6. Find you and your email address, and then click Finish
What to do with an SQL
Create a folder in your inbox (right click on Inbox in outlook, new Folder) to put all your SQL’s in when you get them. Create a reminder in 72 hours to send the SQL to Logicalis Sales Support to ask them for the ship track for the order. Forward to Kirk and he will respond to the client.
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Cisco TIP process- This is a process where you submit this to Cisco to claim protection from competitors.
Kirk will send you information below to help you fill out a TIP form. I put a copy of the form in the extras section, a lot of the information is already filled out and the form is easy to complete. Lastly, send copy for the form with a BOM attached to Logicalis Sales Support.
Kirk will send you with this information filled out:
Description of customer issue-
Description of proposed solution-
Key stakeholder-All sites involved in solution (be as specific as possible) –
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RMA Process- this is when a client has a broken or wrong part and needs to return it to us. The more information about the part from the client the better (serial, model, and order numbers)
1. Send email to [email protected] with:What is being returned (with any serial numbers if possible)Customer contact infoJob numberLogicalis Returns will contact you with more needed information
More information on the return process here:
http://home.us.logicalis.com/sites/FinanceDepartment/Public%20Web%20Pages/Returns.aspx
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Booking Travel
Call to make reservation for Kirk using Egencia.com, use his email and contact information. You will talk to someone with specific and routine questions, the answers are below:
Logicalis is paying
Customer not reimbursed
Bruce Lechleiter is authorizing the travel
Reason for travel- Sales call
Request a hotel that Kirk requests or look for one
Use the 5446 Visa on file
Prefer Enterprise for rentals
Ask Kirk for flight times he prefers
Book it and they will send Kirk confirmation emails saying it’s complete
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Tips and Extras
This section is for YOU, these are some really helpful materials that I wish I had found earlier in my Internship. If you ever need help of clarification for anything small or large, DO NOT HESITATE to reach out to me.
Jacob Newton
1. Do not be afraid to ask questions- I found myself in some utterly confusing situations, where I had no idea what to do. However, at Logicalis you are surrounded by understanding and smart people that would love to help you, just ask.
2. Give Laura Vaupel a call- She is in charge of the Optimal Selling website, and would love to explain it to you. This website is full of helpful tutorials, videos, and information to guide you through the process, USE IT.
3. Give Brett Niemann a call- He is a marketing specialist and can show you how to use websites like Zoominfo and DiscoverOrg. These are very important marketing tools that allow you to find contacts for target companies.
4. Explore the websites like CRM, Changepoint, and Oracle (Training website) - The more you use these website the better. I discovered just spending time on each site “looking around” really helped my progression in using these tools.
Organization chart- Get to know these people
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Acronyms Used at Logicalis
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aaS As a Service AD Application Development or Active DirectoryAE Account ExecutiveASD Area Sales DirectorA/V Audio VisualB2B Business to BusinessBD Business DevelopmentBO Business OperationsBOM Bill of MaterialsBYOD Bring Your Own DeviceCBR Cisco Branded Resale (regular SmartNet)CCW Cisco Commerce Workplace – Cisco direct orderCDC Cloud and Data CenterCPO Customer Purchase OrderCPQ Configure Price QuoteCRM Customer Relationship ManagementCSR Customer Support RepresentativeCSS Configuration Support SpecialistDC Data CenterDR Disaster RecoveryEAP Employee Assistance ProgramEBIT Earnings Before Income and TaxesEBITDA Earnings Before Income, Taxes, Depreciation and AmortizationEKM External Kickoff MeetingELA Enterprise License AgreementEPMO Enterprise Project Management OrganizationE-RATE Electronic RateFTE Full Time EquivalentGM Gross MarginGP Gross ProfitHW HardwareIKM Initial Kick-Off MeetingISS Industry Standard ServicesISV Independent Software VendorITIL Information Technology Infrastructure LibraryITSM Information Technology Service ManagementKPI Key Performance IndicatorLAN Local Area NetworkLEC Logicalis Enterprise CloudMDF Marketing Dollar FundingMS Managed ServicesNOC Network Operations CenterOEM Original Equipment ManufacturerOI Opportunity InformationOPEX Operating ExpensesOSC Optimal Support for CiscoOTP On the phone
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PaaS Product as a ServicePCR Project Change RequestPGP Priced Gross ProfitPM Project ManagerPMO Project Management OperationsPO Purchase OrderPS Professional ServicesPSA Professional Services AutomationPSC Professional Services ConsultantPSS Cisco Branding for their partner delivered support offeringR&D Research and DevelopmentR/S Route/SwitchRFP Request for ProposalRMO Resource Management OperationsROCS Remote Operation Center SupportROI Return On InvestmentSA Solution ArchitectSAVO Brand name of sales information portalSD Service DeskSDA Service Delivery AnalystSDM Service Delivery ManagerSDR Service Delivery ReviewSLA Service Level AgreementSLED State and Local EducationSNTC SmartNet Total Care (Cisco Branded Offering)SOW Statement of WorkSSA Sales Support AdministrationSSO Solution Support Operations or Single Sign OnSSR Sales Support RepresentativeSW SoftwareT&M Time and MaterialsTAS Talent Acquisition SpecialistTC Technical ConsultantTier 1 Systems Operator (T1)Tier 2 Systems Administrator (T2)Tier 3 Systems Engineer (T3)Tier 4 Systems Architect (T4)UC Unified CommunicationsUCN Unified Communication NetworkUCS Unified Communication ServicesVAR Value Added ResellerVRB Value Review BoardVIT Virtual ITVM Virtual MachineVoIP Voice over Internet ProtocolWAN Wide Area Network