I contributed to CRM Opportunity Module product design and optimised the sales process. I successfully build the Opportunity module to forecast and report four years one-off and recurring, unweighted and weighted revenue.
Project Process
Painpoints & Demands
💬 Conversation | 👀 Observation | 😵 Painpoint | 🤔Demand
💬 😵 Calculating revenues for four years is frustrating.
💬 😵 Don’t want to spend too much time filling the forms.
👀 🤔 Want an easy learning curve.
👀 🤔 Helpful instructions for each sales stage.
💬 🤔 Want to track overall Lead and Opportunity progress.
💬 😵 The deviation between forecasting revenue and actual revenue.
👀 😵 Hard to monitor sales performance.
💬 😵 Need to manually create reports on revenue and numbers of connectivity for all regions.
💬 🤔 Create an invoice automatically based on the Opportunity.
👀 😵 Rework on the updates of products, exchange rate, etc. on both finance system and CRM.
💬 😵 Needs data on Opportunity dropout rates to measure the marketing campaigns.
👀 🤔 Gain insights into buyers decision making, product and service trends.
MVPs
Opportunity Module
- Define methods to create opportunities.
- Optimise sales process. eg. Simplify the Sales pipelines from “Convert to Simplified Sales Process” and “Convert to Complex Sales Process” to one pipeline starting from different stages.
- Classify the fields for input and reporting, minimise input fields display for the Sales-end. eg. Hide “Simplified Sales Stages” from the sales-end as it is for reporting purposes.
- Design fields as a task checklist for each sales stage to support sales activity.
Opportunity Forecasting Module
- Standardise sales experience into calculation formula.
- Implant ARR (Annual Recurring Revenue) to revenue ratio into recurring revenue calculation.
- Four years ramp-up revenue calculation for recurring revenues.
- Simplify revenue calculation requirements.
- Weighted & Unweighted
- One-off & Recurring
- Minimise the fields the user needs to fill.
- Add product line into the Opportunity forecasting table.
- Create Product categories to meet reporting requirements.
Reporting Module
- Define essential data collection and filters.
- Map fields from CRM modules to the reporting module.
Step 3
Developement & Verification
- We communicated internally with the leadership team and finance team to prepare related input.
- Created and walked through 8 use cases (91 Opportunity forecasting data items in total) in real scenarios.
- Verified the calculations in modules, developed by third party developers.
Outcomes
The Opportunity module is now working on the CRM system with four years of revenue and connectivity forecasting features.
- The sales team is satisfied with the day-to-day tracking of the opportunity.
- The leadership team collects data from Opportunity reports and receives alerts once an opportunity is overdue without follow-up actions.
- The finance team can sync the data from Unleashed with product ID and input actual values for reporting.
- The marketing team can measure the Lead performance with the Opportunity dropout rate.