1. OneSource Account Intelligence
Prospecting Demonstration
August 2007
Thanks you for taking time to learn more about the new Prospecting module in OneSorce Account Intelligence. Today I'll be taking you through this exciting product offering.
Let's take a look at how a salesperson would use the new Prospecting module in Account Intelligence.

2. Prospecting Demo Overview
Selecting a Prospecting Region
Entering Search Criteria
Viewing and Exporting Results
Working with Results
Importing Results
Exporting Results to Excel
Exporting Results to PDF
Customizing Results
Defining Prospecting Preferences
The following topics will covered in this demonstration

3. Selecting a Region
Use the geographic tabs located at the top of the UI to select your target region
Each tab contains search variables that are specific to the region selected
The new Global tab allows you to search all companies in your OneSource subscription
Using the tabs at the top of the Prospecting UI, you can choose the geographic region you wish to target. Each tab contains variables that are specific to companies that fall within the region specified. The Global tab allows you to search across all companies contained within your OneSource content subscription.

4. Entering Search Criteria
In this example, I’ve chosen to search by the executive title “Business Development” in the Boston Metropolitan Area
After entering search criteria, I clicked the run search button and am presented with my search results
Using the Prospecting UI, an account executive can easily search for new leads in their territory. You can search by several criteria, including executive title, company size, employee count or location. In this example, I’ve chosen the executive title I plan to sell to in the Boston Metropolitan Area.

5. Viewing and Exporting Results
If your returned company and/or executive count is below 2000 you will be presented with links that will allow you to View or Export your results
Exported results will contain the standard Account Intelligence result columns. If you select the View Results option you will have the option to customize your result columns for export
When the returned company and/or executive results are under 2000 the ‘View Results’ and ‘Export Results’ links will activate. Clicking ‘View Results’ will display a list of companies that meet my selection criteria in an interface that allows me research and select the companies I wish to import into salesforce.com. Clicking ‘Export Results’ will generate an Excel document containing all the companies the meet my selection criteria.

6. Working with Results Duplicate records are highlighted in red
Use the checkboxes to select and de-select companies you wish to import or export
Click on a hyperlinked company name to research the organization
Click column headings to sort results
Use the icons located in the top right of the page to import and export your results
When the ‘View Results’ link is clicked I am presented with the companies that matched my selection criteria. Using the check boxes next to the company names, I can select and deselect the companies that I wish to import or export. Records that already exist in my salesforce.com environment are highlighted in red; these records can by removed on an individual basis using the check boxes or can all be removed using the “Deselect OneSource KeyID Duplicates” hyper-link. By clicking on a hyper-linked company name I can view a Company Summary report, which provides a more detailed view of the company information. The ‘Import’, ‘Export’ and ‘PDF’ icons located in the upper right-hand of the interface allow me to import or export my selected companies. The ‘Customize Results’ button allows me to choose the variables that will be displayed in the results interface.

7. Importing Results – Assigning Import Rules
When you click the Import icon you will be presented with a pop-up that allows you to assign import options
Choose to Import to Leads or Accounts
Use the drop-down options to assign import rules to your selected results
Click Start Import to begin the import process
When I click the ‘Import’ icon I am present with an interface that allows me to select if my selected companies are imported as Leads or Accounts and Contacts. For each selection I am able to select a series of assignment selections for my imported records (these assignments only pertain to newly created records). After my selections are made, I’ll click the ‘Start Import’ button to begin the import process.

8. Importing Results – Import Manager
When you click the Start Import button the Import Manager will display
The progress indicator displays percent complete and time remaining
You can continue to use salesforce.com while the Import Manager is running
You will receive an Import Complete message when your import is finished
Once the ‘Start Import’ button is clicked, I am presented with the Import Manager, which indicates the percent complete and time remaining for the import process. The Import Manager runs in a pop-up window, allowing me to continue using my salesforce.com environment while the import process runs.

9. Exporting Results to Excel
When you click the Export icon your results will be exported to Excel
Exported results will contain the standard Account Intelligence result columns
Click the Customize Results buttons to select the result columns that will be exported to Excel
When the ‘Export’ icon is clicked I am present with my selected companies in an Excel document. Exported results contain the standard AI result columns, I can customize my export columns by selecting the ‘Customize Results’ button on the results interface.

10. Exporting Results to PDF
When you click the PDF icon your results will be exported PDF
PDF results will contain the standard Account Intelligence result columns
When the ‘PDF’ icon is clicked I am present with my selected companies in a PDF document. PDF results contain the standard AI result columns.

11. Customizing Results
Click the Customize Results button to change your results columns
Select variables and add them to the box on the right
Drag and drop variables to set column order
Click View Results to see your selected columns in the results grid
Click the Export icon to export your customized results to Excel
Clicking the ‘Customize Results’ button allows me to choose the variables I want to display for both view and export. The available variables are located in the left box, the variables I have chosen for display are located on the right. To select a variable I highlight it and click the ‘Add’ button. I can rearrange the column order by dragging and dropping variables in the right box. Clicking the ‘View Results’ button will return my to the results interface populated with my selected columns. Clicking the ‘Export’ icon will generate and Excel document with my selected columns.

12. System Admin Defined Prospecting Preferences
System Administrators can allow or deny access to Import and Export options using the Prospecting Preferences section available in the AI Administration tab
Prospecting preferences can be set by salesforce.com User Profile
System Administrators can select the import and export options that are available to users within a given salesforce.com User Profile. A new section, labeled Prospecting Preference Settings, is located within the AI Administration tab. Within this section a System Administrator has the ability to provide or deny access to Import to Leads, Import to Accounts, Import to Contacts and Export.