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Business Process Review Reviewing Greenfields’ and Toluna’s Leads and Contacts Meenakshi Verma 8/12/2009

This Document is to identify what standard Salesforce, custom fields and picklist values are existing and what are the desired changes for Leads and Contacts objects. Also define what additional formula fields, validation rules or workflow etc are needed for automating Lead process.


Lead Process

Existing Standard Lead This is the list of all standard and custom fields on Leads object. Please fill out ‘Yes’ or ‘No’ under column ‘want?’. Track History column denotes for which fields we would like to capture history of the changes made. Please note at a time maximum 20 fields can be tracked per Object.

Standard Fields are same for both accounts

Existing Lead Fields Standard Field Name

Data Type

Address

Address

Annual Revenue

Currency(18,0)

Campaign

Lookup(Campaign)

Company*

Text(80)

Created By

Lookup(User)

Description

Long Text Area(32000)

Do Not Call

Checkbox

Email

Email

Email Opt Out

Checkbox

Fax

Fax

Fax Opt Out

Checkbox

Industry

Picklist

Track History

Greenfield Values

Toluna’s Values

Automobile Business to Business Consumer Packaged Goods Insurance, Banking, Financial Services Government Healthcare Internet IR buy side IR sell side Manufacturing Marketing Services Media/Entertainment Marketing Research & Consulting Non-profit

Ad Agency Automotive Business services Consumer electronics Education Entertainment Financial services FMCG Government Hotels and leisure IT Hardware IT Services & consultancy IT Software Media and publishing

Want?


Publishing Retail Technology & Telecommunications Transportation Travel & Leisure Other

Other manufacturing Other not listed Pharmaceuticals Retail Telecommunications Transport Utilities Construction COMPETITOR Market research

AUD EUR JPY USD

AUD EUR GBP USD

Last Modified By

Lookup(User)

Last Transfer Date

Date

Lead Currency

Picklist

Lead Owner

Lookup(User, Queue)

Lead Record Type

Record Type

Lead Source

Picklist

Advertisement Employee Referral External Referral Partner Public Relations Seminar - Internal Seminar - Partner Trade Show Web Word of mouth Other

Outbound call Re-buy Direct Mail Other Partner Public relations Referral Website Trade Show E-mail Incoming Call Advertising Bought List

Lead Status*

Picklist

Open (Default) Qualified (Converted) Unqualified

Open (Default) Contacted Qualified (Converted) Unqualified

Mobile

Phone

Name*

Name Mr. Ms. Mrs. Dr. Prof. Herr Frau

M. Mme Mr Ms. Mrs. Dr. Ph.D.

Hot Warm Cold Rep Follow Up Follow Up Information Sent Not Interested DO NOT CALL Out of Business Dead/Delete

Hot Warm Cold

Salutation

Picklist

First Name

Text(40)

Last Name

Text(80)

No. of Employees

Number(8, 0)

Phone

Phone

Rating

Picklist

Checked


Voicemail Title

Text(80)

Website

URL(255)

Existing Custom Lead fields


Values

Greenfields’ Custom field name

Data Type

Comments or Questions

Long Text Area(32000)

Continent

Picklist

Converted Date

Formula (Date)

Countries to sample

Text Area(255)

Days Since Last Activity

Formula (Number)

D-U-N-S Number

Text(20)

End User Industry

Text Area(255)

Gender

Picklist

Geography

Formula (Text)

GoSample

Picklist

Yes No

Healthcare

Picklist

Yes No

Industry 2

Text(20)

International Fax 1

Text Area(255)

International Telephone No 1

Text Area(255)

Mailing Address 1*

Text(80)

Mailing Address 2

Text(80)

Mailing Address 3

Text Area(255)

Mailing City*

Text(80)

Mailing Country*

Picklist

North America South America Asia Pacific Europe

M F

Want?


Related History List This is the list which is attached to Leads and covers these aspects related to a particular lead

Greenfields’ – Open Activities Activity History Campaign History HTML Email Status Individual Email Results Toluna’s Open Activities Activity History Campaign History HTML Email Status


Validation Rules

Validation rules help improve data quality by preventing users from saving incorrect data. We just use one rule at this point of time: Greenfields’

Toluna’s –

Page Layouts There are three layouts created in our org however only one is assigned to all i.e. ‘Lead Layout’.

Assignment Rules

Please visit this link to check all Greenfields’ assignment rules https://na6.salesforce.com/setup/own/entityruledetail.jsp? id=01Q000000000YhN&setupid=LeadRules


Please Visit this link to check Toluna’s assignment rules: https://emea.salesforce.com/setup/own/entityruledetail.jsp? id=01Q2000000015tt&setupid=LeadRules

Desired fields which are not existing

This section aims at documenting fields which are currently not configured in our system however would be useful. Please provide your input (field and purpose). You can also give suggestion on other requirements besides fields. Field

Existing Custom Lead fields

Purpose


Contacts

Existing Standard Contacts fields Standard fields for both companies are same. Standard Contact Fields Standard Field Name

Data Type

Account*

Lookup(Account)

Assistant

Text(40)

Asst. Phone

Phone

Birthdate

Date

Contact Owner

Lookup(User)

Contact Currency

Picklist

Department

Text(80)

Description

Long Text Area(32000)

Track History

Greenfields Values

Toluna’s Values

AUD EUR JPY USD

AUD EUR GBP USD

Checked

Checked

Want?


Do Not Call

Checkbox

Email

Email

Email Opt Out

Checkbox

Fax

Fax

Fax Opt Out

Checkbox

Home Phone

Phone

Last-Stay-In-Touch Request Date*

Date/Time

Last-Stay-In-Touch Save Date*

Date/Time

Lead Source

Picklist

Checked

Mailing Address

Address

Checked

Mobile

Phone

Checked

Name*

Name

Salutation

Picklist

Other Address

Address

Other Phone

Phone

Phone

Phone

Reports To

Lookup(Contact)

Title

Text(80)

Created By*

Lookup(User)

Last Modified By*

Lookup(User)

Existing Custom Contacts Fields

Checked

Checked

Checked

Checked

Advertisement Employee Referral External Referral Partner Public Relations Seminar - Internal Seminar - Partner Trade Show Web Word of mouth Other

Outbound call Re-buy Direct Mail Other Partner Public relations Referral Website Trade Show E-mail Incoming Call Advertising Bought List

Mr. Ms. Mrs. Dr. Prof.

M. Mme Mr Ms. Mrs. Dr. Ph.D.


Greenfields’ Custom Field Name

Data Type

Track History

Values

Account Executive Lookup(User) Address 1

Text(80)

Address 2

Text(80)

Billing City Text(50) General country list (Long one hence have not copied here)

Billing Country Picklist Billing State/Province

Picklist

Billing Street Text(50) Billing Zip/Postal Code

Text(12)

City

Text(80)

Company no longer in business Checkbox Competitor

Checkbox

Competitor/Software Used

Text(100)

Concat

Formula (Text) This formula references multiple objects

Contact level w/ in Organization

Spaniard Russian Greek

Picklist

Converted Date Date Country*

Picklist

General Country list

Country Code Formula (Number) Current Buying Situation

Checked Picklist (Multi-Select)

Doesn’t Use In House – No Outside Suppliers Uses Software – Needs Sample Uses Full Service Incumbent – TNS, NFO Uses Competitor Pricing Active Account Under Development

Want Field?


Prospect Suspect Neglected Did not disclose Ally Neutral Objector

Current Position w/ Contact Picklist Date Contacted

Date Don’t Delete

Checkbox Duplicate/Delete

Checkbox No Yes

End client Picklist Legacy Ciao Contact ID

Number(18, 0) (External ID) (Unique)

Checked

Mailing City

Text(50) Mailing Country

Checked Picklist

Mailing State/Province Checked Text(50) Mailing Street Text(12) Mailing Zip/Postal Code Checkbox

Checked

Meeting Set

Formula (Text)

Merge Contacts

Picklist

MR or End*

Picklist

MR END

Text Area(255)

No Yes

Checked

New Telesales Contact

Notes

Formula (Text)

Owner Ref

Formula (Text)

Poaching Program

Checkbox

Preferred Language

Picklist

English French German Spanish Italian Danish Dutch Finnish


Japanese Korean Mandarin Chinese Norwegian Polish Portuguese Russian Swedish Traditional Chinese Provided Collateral

Checkbox

Reason for Delete/Duplicate

Text Area(255)

Revenue Opportunity*

Checked High ($500k+) 50 Projects Year or 4 Month Medium ($100k-$499k) Between 10 and 50 projects/year Low (Less than $100k) More than 4 but less than 10 projects/year Minimal – Ad hoc buying Delete Undetermined – Don’t Know

Picklist

Sales Funnel

Picklist

Sales Stage

Picklist

Checked

Sales Team

Picklist

Checked

State/Province*

Picklist

State Code

Formula (Number)

Status

Picklist

Test

Text(5)

Stage 0 – Qualify Target Stage 1 – Convert lead to qualified Stage 2 – Conversation begins with rep Stage 3 – Proposal provided Stage 4 – Verbal approval from client Stage 5 – Won project Stage 6 – Recycle to BRP Stage 7 – Lost project Stage 8 – Declined to pursue – not qualified Do not call (per client) Completed calling no appointment Already engaged with Client Satisfied with current initiative Unqualified No next step Call in 1 year Call in 6 months Call in 3 months Call within the next 30-days Bidding/Meeting Set Amsterdam Asia Canada East Europe GfK Arbor/GfK CRI Healthcare London Major Accounts Munich null Paris West

Neglected Suspect Prospect Under-developed Active Account


Trade Show - Date

Oct 24-25, AMSRS, Sydney, Australia Oct 24-26, MRA, Atlanta, GA Oct 28-30, ESOMAR, Orlando, FL Nov 5-6, IIR, Chicago, IL Nov MIE Rótterdam, Netherlands Nov 7-8, SEMO Paris, France Nov 20-21, The Insight Show, London, UK Nov 20-21, Research & Results, Munich, Germany Nov 28, CASRO, Chicago, IL

Picklist Checkbox

TSales

This is only visible to me for reporting purpose

Zip/Postal Code

Text(200)

Checked

Toluna’s Custom fields

Data Type

Track History

Values

Picklist (Multi-Select) Contact Special Attributes

CASRO Member CK Marketing Checkbox

Email List Checkbox GOL Contact Transferred Checkbox Inactive Contact Checkbox Member updated list Checkbox Opportunities Checkbox Position Checkbox tmp campaign other Checkbox tmp campaign shawna tmp ck contact id

Text (20)

Tradeshow source

Picklist

Ad-Tech Paris Ad-Tech London AMA ARF BVM Casro annual Esomar Congress Esomar WM3 Esomar Asia

Want Field?


Esomar Panel GOR IIR Insight MRA RIF MRA Fall MRA Spring MRIA MRS Reseach and Results SEMO TFM Toluna event VAD Warc online Web 2.0 for research 2009 NO CASRO Panel Conf

Related History List This is the related history list on Contacts: Greenfields’ Toluna’s Opportunities Opportunities Cases Open Activities Open Activities Activity History Activity History Campaign History Notes & Attachments Campaign History Notes & Attachments Individual Email Results HTML Email Status HTML Email Status Contact History

Validation Rules

Greenfields’


Toluna’s

Desired fields on Contacts

Field

Purpose


Test  

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