User Review( votes)
I'm storyboarding an app that provides a "wrapper" around hard-to-change ERP applications. Below are some flags that I saw a sales team use in a previous role (I'm unaware of the "scoring", tho) for a "opportunity's" "customer" data structure. These were typically boolean (yes/no) flags.
** What would you add? **
- – registered (as user on sales page), (as user on email/blog), (as user on social platform of choice),
- – downloaded product doc/spec
- – requested price/delivery/quality/other information (RFQ)
- – accepted terms of working together
- – exchanged bank account info
- – placed order
- – accepted shipment from order:line item
- – delivered payment from order:line item
- – requested hold (usually product quality related)
The goal is to returned a standardized score which measures the probability of a customer's (or account manager's) per-SKU forecast coming to fruition. "forecast" was a time series segmented by <timeframe>, starting <due>, timestamped as <when>. "customer was a tree structure with subsidiary departments/divisions, and official 3rd parties.
I hope this make sense. My background is heavily weighted towards physical, multi-delivery products, which helped me develop a good feel for both SaaS and Enterprise sales funnels. Thanks.