Leads and Pipeline Evolution Mark Hill

Last Year’s Introduction Leads/Referrals refactor Sales Pipeline and Process pipeline combination Converting a Lead to a Loan Request Lead Queue Work Pipeline Report Migration Report

Leads and Pipeline Integration Add Lead Assign lead to lender (automated or manual) Lender engages prospect Tracking of Meetings Calls Letters Contacts Financial Spreading available Gathering documents Convert to Loan Request LoanVantage Task flow takes over

2.9.x Design Goals Build upon LoanVantage Infrastructure Work queues Query builder Teams Task Flow Enhance Leads Form Added data elements Multiple Stages User Interface Improvements

2.9.x Design Goals Replacing the world’s #1 CRM Product Allow for massively more reporting capabilities Prospect tracking Lender contacts Credit Pipeline Fees For the goal of Complete seamless tracking from initiation of Lead to Booking Replacing the world’s #1 CRM Product In your Commercial Loan Department

New Data Elements Contact Opportunity Lead Notes Contact person at the business Opportunity Short description of deal – will flow to Acct Number/Description Lead Notes 1000 characters Will flow to Notes on the Loan Request page.

New Pick Lists Lead Stage Lost Reason Replaced enumerated system values of New, Assigned, Converted, Closed Now bank defined Lost Reason

Lead Page Changes

Loan Request Changes Ability to add a lead record to an existing loan request Access lead record from Loan Request

Lead Queue Changes Additional Queryable Data List new columns here

Lead Queue Changes Additional column selections List columns here

Lead Queue Reports

Reports available from Lead Queue Six new Leads Reports LoanVantage Report Name Used By Notes Leads By Stage Lenders Works with Lead work queues set up to filter by Lead Status. Returns converted and non-converted leads. Credit Pipeline By Facility Status Credit Works with Lead work queues set up to filter by Facility Status. Returns converted leads only. Credit Pipeline By Analyst Credit Pipeline By Lender Lender Pipeline – Grouped By Lead Status Management Pipeline – Grouped By Facility Status Management Works with Lead work queues set up to filter by Facility Status. Returns converted leads only. Fiscal period is not supported at this time.

Lead Queue Reporting Examples of other reportable data from the new Lead Queues LoanVantage Work Queue Used for Used By File Work Queue – Loan Review Process Annual Reviews Credit Pipeline, Annual Review Rprt Portfolio Credit, Others   Lead Work Queue – Restrict to officer My Account Listing Lender My Prospects My Prospect Status Report My Prospect Activity Lead Work Queue Prospects by Source Management SBA Loans Closed New Accounts Production YTD by Type and Rate Closed Loans by Fiscal Year Closed Loans by Current Year Production MOD w/Increases Pipeline for Portfolio Staff Others QC Monthly Report Exception Work Queue Financial Report

Pipeline Report Existing Pipeline Report exists Ability to build your own with your own columns

Timing Will be released in Summer of 2015 2.9.x

Discussion Other ideas for future enhancements? Further evolving and deeper CRM Beta customer