OTS Salesforce Training November 2, 2006

Agenda ISR vs Field Rep ownership Discrepancy- Actual vs Salesforce Multi-year deal, Upfront payments and Close dates Expectations

Discrepancy- Actual Vs Salesforce Salesforce revenue as of 9/30 5.19 million Actual revenue as recognized by Mary 3.51 million Discrepancy is More than 1 million in 9 months! Need for a regular salesforce audit

Multi-year deal with upfront payment Signed a two year deal (multi-year deal) 100 licenses for $30/year for both years Total sale amount is $3000 in year 1 and $3000 in year 2 Payment of $6000 received upfront on close date of 11/1/2006 Because it is multi-year, per GAPP, we need to enter it as two different opportunities in salesforce

Multi-Year Entering in Salesforce Opportunity 1 with close date 11/1/2006 New licenses-100 New dollars/license- $30 Total sale amount- $3000* Check the box of Multi-year deal Check the box of upfront payment Enter the invoice number * is calculated by the system

Multi-Year Entering in Salesforce Opportunity 2 with close date 11/1/2007 Renewal licenses-100 Renewal dollars/license- $30 Total sale amount- $3000* Check the box of Multi-year deal Check the box of upfront payment Enter the invoice number * is calculated by the system

Expectations Audit data for last month- 8th of each month Log all activity in Salesforce – calls, emails, appointments, etc. Caught up by cob Thursday each week. Reports on Friday. Opportunities – When are they real? Clean pipeline by the 8th of each month. Naming (set this) Set the renewal immediately upon close

Expectations Accounts – tie them to parent accounts Email blast capabilities – Mark as resource You are each set up with the ability to edit and/or create new HTML email templates in Salesforce. When you create a new template or significantly edit an existing template you must gain approval from Greta before sending this template out to any leads or contacts

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