revenue cycle model deployment flo€¦ · getting leads into stages • checks transitions for...
TRANSCRIPT
Revenue Cycle Model Deployment Flow
3-‐26-‐10 Updated 4-‐12-‐10 Updated 4-‐20-‐10 Updated 5-‐13-‐10
© 2010 Marketo, Inc. All rights reserved.
Page 2
Agenda
! Walk through design proposal for compleEng deployment within the Revenue Stage Modeler
© 2010 Marketo, Inc. All rights reserved.
Page 3
Deploying a new model – getting existing leads into the RSM ! Design Framework
Provide users the ability to complete deployment within the context of the RSM
Leverage exisEng funcEonality / familiarity of interacEon paradigms • Minimize modificaEon • Adapt as needed to current context
Facilitate user independence by providing status of iniEal ‘liS’ of leads into the RSM (Home page)
! Design Issue: Evaluate whether the ability to close the tabs is necessary for the user experience to communicate compleEon. We may need two buYons: ‘Deploy Model’ and ‘IniEalize ExisEng Leads’
Note: ‘IniEalize’ is too technical of word
© 2010 Marketo, Inc. All rights reserved.
Page 4 © 2010 Marketo, Inc. All rights reserved.
View of Tree with RSM Smart List
• Get Ready– Play / build models actions are reversible • Get Set – system provisions stages • provides the ui for creating batch campaigns for getting leads into stages • checks transitions for activation / enabled • GO! – Approve Model • Messages about the ‘path of no return’
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
RSM Actions >
Example 1Example 2Example 3
- Marketo ExamplesExample 1Example 2Example 3
Marketo
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
Status Transition SummaryOverview
First Experience - Existing Customers
Get Ready Define how you want your reports to be structured
Get Set Set you existing leads into stages
GO! Approve your model andleverage your data now
Page 5 © 2010 Marketo, Inc. All rights reserved.
View of Tree with RSM Smart List
• Get Ready – Play / build models actions are reversible • Get Set – system provisions stages • provides the ui for creating batch campaigns for getting leads into stages • checks transitions for activation / enabled • GO! – Approve Model • Messages about the ‘path of no return’
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
RSM Actions >
MarketoModelerMy RSM 1
Status Transition SummaryOverview
On Going Use - Edit Draft
Auto Save Status : My RSM 1 Deployed, 4/3/10 6:47 pm
- Marketo Examples
Example 1Example 2
Example 3
My Models-My RSM 1
- Revenue Stage Modeler
Analytics-
My RSM 1 - Draft
Get Ready Define how you want your reports to be structured
Get Set Set you existing leads into stages
GO! Approve your model andleverage your data now
Page 6
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
LeadsStages
KnownAnonymous
117,332
30,375
86,957
My RSM 1
Approve Model Activate Transitions
Assign Leads
Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Default View Before RSM Build
Page 7 © 2010 Marketo, Inc. All rights reserved.
RSM Model Built Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
RSM Actions >
Example 1
Example 2
Example 3
- Marketo Examples
My RSM 1
Example 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
!"#"$%#&' ("#)" Prospect LeadSalesLead Oppty Won
Inactive Recycled SalesDisqual
Delete StageApprove Model
Modeler
Stage Properties Transition Properties
Transitions From
*Enable Edit DeleteTo StageMove DescriptionOrder
1
* Indicates default Transition
Qualified
Qualified
2 Click to Add Transition
Happy Path
Alternate RouteLost
Activate Transitions
Page 8
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Approve Model Activate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Approve Model Available
Click on Approve Model
Page 9
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Approve Model Activate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Guard Rails for Approving a Selected Model
Approve Model
IMPORTANT!Once approved you cannot select another model to approve but will need to edit this one.
Approve Model Cancel
Page 10
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Approve Model Activate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Model Approved
Approve Model
You may now move leads into selected stages and activate stage to stage transitions.
OK
Page 11
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Activate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Stage List Built Out from Model
Activate becomes enabled as does Assign Leads
Page 12
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Activate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Stage List Built Out from Model
User selects Activate Transitions
Page 13
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Stage List Built Out from Model
Activate Transitions
All 'Enabled' Transitions have now been activated.
OK
Page 14
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Stage List Built Out from Model
User selects a stage and then selects ‘Assign Leads’
Page 15
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Campaign UI as the methodology to get leads into stages
Pop up with restricted campaign functionality
View Campaign Members opens in a new tab
All Trigger campaigns are removed
Page 16
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Campaign UI as the methodology to get leads into stages
Defaults to selected stage. Lists all stages.
Page 17
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Campaign UI as the methodology to get leads into stages
Recurrence Schedule option is removed
Page 18
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
Disqual
86,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Campaign UI as the methodology to get leads into stages
Page 19
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
-
23,000
RSM Actions >
Lost
Stages
KnownAnonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
30,375
23,000
Disqual
63,957
Edit Model Deactivate Transitions
Assign Leads
My RSM 1
117,332Total Leads:
© 2010 Marketo, Inc. All rights reserved.
Campaign UI as the methodology to get leads into stages
Page 20
Completion of getting leads into stages
© 2010 Marketo, Inc. All rights reserved.
Logout Admin HelpLogged in as: MBacigalupi
Lead DatabaseMy Marketo Marketing Activities Design Studio Analytics Forecasting
Example 1
Example 2
Example 3
- Marketo ExamplesExample 1
Example 2
Example 3
Marketo
Auto Save
My Models-My RSM 1
- Revenue Stage Modeler
- Marketo Examples
Analytics-
Example 1
Example 2
Example 3
ModelerMy RSM 1
Anonymous 2,000
Lead
Prospect
-
* default stages
Total Leads: 117,332
Lost
Stages
* Known* Anonymous
ProspectLead
Sales Lead
Qualified
OpptyWon
Inactive
Recycled
Leads
2,000
10,000
4300
6900
3567
2345
2008
1045
2300
1023
2090
Disqual
Sales Lead
RSM Actions > Deploy Model
Make the table exportable
Page 21
Model States ! Not Validated / ExisEng Leads not Assigned
! AcEvate Model / ExisEng Leads not Assigned
! Not Validated / ExisEng Leads Assigned
! Validated / ExisEng Leads Assigned
© 2010 Marketo, Inc. All rights reserved.
Validation Errors
OK
Your Revenue Stage Model is incomplete. Please check the model before you deploy.
Cancel
Validation Errors
OK
Your Revenue Stage Model is incomplete. Your model will not beable to process any leads not entered into a revenue stage. We strongly encourage you to check your model before you deploy.
Cancel
Validate Revenue Stage Model
OK
Congratulations!Your Revenue Stage Model is ready for deployment.
Cancel
Activate Revenue Stage Model
OK
Your Revenue Stage Model is activated. To report on existing leads you can assign them to a revenue stage.
Cancel
Page 22
Deployment Behavior
! Deployment Behavior When user selects the “Deploy” buYon the system will run a check for
• Model validated for completeness (ie values entered) – User will be prompted to go and make correcEons
• ExisEng leads assigned to stages (not necessarily all) ! It messages what can or cannot happen aSer deployment
© 2010 Marketo, Inc. All rights reserved.
Deploy Model
Continue
Please be sure you are ready to deploy your Revenue Stage Model. Once deployed, it can only be modified, not stopped.
Cancel
Deployment Complete
OK
Congratulations!Your Revenue Stage Model is deployed