Customer Relationship Management ( CRM )

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What is CRM?
Customer Relationship Management (CRM) is one of many different approaches that allow for a company to manage and analyse its own interactions with its past, current and potential customers. It uses data analysis about customers' history with a company to improve business relationships with customers, specifically focusing on customer retention and ultimately driving sales growth.


INTRODUCTION

Overview = Dashboard

It consists of different valuable data set to allow Business Owner (BO) or Salesperson (SP) to get latest and greatest real time data to perform next action/direction on their sales tunnel to achieve better result in the department. Piviotino is presenting data in different point of view (summarize) instead of raw data for users on extra step on analysis required. Each Dashboard allow user to deep dive in next layers for more details information for further action. Which typically from Gauge View > Graph View > Kanban view > Action View.

  • Missed Sales – It provides screenshot of current month “Total Sales in Missed (LOST)” in real time.

  • Actual vs Target – It provides screenshot of current month “Confirmed Sales Order vs Expected Target of Closed Sales” need to be hit as comparison. User also has option to group by Monthly, Quarterly and Yearly.

  • Average Sales Cycle in Days – It provides screenshot of current month “Average of your sales cycle length to close each Sales”. User also has option to group by Monthly, Quarterly and Yearly.

  • Win Loss Ratio – It provides screenshot of current year “Won vs Loss of your opportunity in Ratio”. User also has option to know “By Count” or “By Amount”.

  • Revenue Analysis – It provides screenshot of current year “Monthly Revenue across year for Comparison Analysis”. User also can understand Top 10 Customers and Top 5 Salesperson.

Please refer to each Dashboard User Guide for more details information.

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                       Dashboard Overview

Pipeline  > My Pipeline

My pipeline is to allow user has an overview for all Opportunities in each different Stages. User can easily move one stage to another by simply Drag and Drop to different stages. In this system, Pivotino already optimized in total of 6 Stages on Standard CRM workflow to ensure it covers most of possible step to reduce user setup effort.

  • 6 Stages in pipeline as below :

    • New :  This  is the first stage of Opportunity when 1st created.

    • First Activity :   This is the second stage of opportunity when 1st activity of your opportunity is in DONE (System automated move).

    • Follow up :   This is the third stage of opportunity when user is ready to move to next action which is follow up, typically is right after 2 activities in DONE. (User can drag and drop to this stage)

    • Quotation :   This is the last stage of your opportunity before turn to Won or Loss for this deal. In this stage, quotation is ready to be created after user mark as “Won”.

    • Won :   In this Stage, your deal is confirmed and your Quotation is created (user to create).

    • Lost :  In this stage, your client decided not to pursuit further so deal is move to Lost stage after user mark as “Lost”.

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My Pipeline Kanban View

Search/Filters/Group By/Favorites (Options)

  • In this system, it allows user to perform below function to ease navigation to speed up the data lookup analysis. This function applies in most of the data view.

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Search Panel

    • Search (Bar) : Under the Search drop down, list of options to ease user quickly narrow into specific area for content searches.

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Search Bar

    • Filters : Under the filter drop down, list of options to ease user quickly to narrow into specific area for content filters. It also allows user to perform “Add Custom Filter” to each field of data.

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                   Filters

    • Group By : Under the Group by drop down, list of options to ease user quickly grouping into specific area for content summary. It also allows user to perform “Add Custom Group” to each field of data.

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 Group By

    • Favorites : Under the Favorites drop down, user can save the current filters or Group By as options in “Use by default” and “Share with all users”. This is help to reduce effort of repeating step when revisit in same menu.

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Save Current Search as Favorites