1. OTS Salesforce Training
November 2, 2006

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

3. 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

4. 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

5. 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

6. 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

7. Expectations Audit data for last month- 8th of each month
Log all activity in Salesforce – calls, s, 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

8. Expectations Accounts – tie them to parent accounts
blast capabilities – Mark as resource
You are each set up with the ability to edit and/or create new HTML 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

9. Questions?
Q&A
Additional Salesforce Training Needs?