This document covers requirements for a native Salesforce.com page, which we are calling "Briefcase".

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Objective

Build a native Salesforce.com page that displays the hottest leads for sales people.

Requirements

General Requirements

1. The page must be built on Salesforce's Force.com platform.
2. Should work and be tested on all Salesforce.com Editions.
3. Keep in mind that we will be supporting other CRMs, such as Microsoft Dynamics, in the future. It would be ideal to make this solution as "portable" as possible so we could easily move this feature to new CRMs.

Managing # of Briefcase Users

1. In the Admin section of the UI we must have an option for # of Briefcase Licenses. That # will be the number of users a customer is entitled to. The number of users (over installing, etc.) will be controlled by Salesforce.com's LMA (license management automation) tool; however, we want to make sure we track the number of users allowed. 

Determining Values

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Overview

Lead Liaison's Hot Prospects dashboard provides unparalleled lead qualification capabilities for businesses. Salespeople often times complain about "leads" coming from marketing teams. Sales tells marketing they are not leads, rather, they are contacts. Salespeople have a reason to make this claim; 80% of marketers pass unqualified leads to sales. To make matters worse, 80% of leads marked "unqualified" will make a purchase within 18 months.  It's imperative businesses qualify their leads. Marketing can helps sales by using automated technology. Lead Liaison provides various lead qualification methods to solve this problem such as lead scoring, lead grading, buy signals, recency and total activity to calculate one value, priority. Now, salespeople have a dashboard for their prospects. Instead of sifting through a massive database with no sense of priority, they now have a single view for who's hot and who's not. Sales effectiveness has reached new heights.

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Location

• Hot Prospects settings are located under Settings > App Setup > Lead Qualification > Hot Prospects
• Sales and/or marketers can view prospects by going to Prospects > Hot Prospects

Features

Default View

Hot Prospects are sorted by Priority by default. Priority measures the number of items in the customer's briefcase dashboard for a given lead. Here area few examples:

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prospect. 

Weights

Each parameter in the dashboard has a Weight value. A Weight value multiplies the calculated value by the the value of the Weight. For example,

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if there are 3 clocks for Recency and the Weight value is "x3" then the number of points attributed to the Priority value would be 9 (3 clocks x 3 for Weight).

Here are a few additional examples of calculating Priority with Weights:

• Recency has 3 clocks , buy signals has 3 piggy banks and lead score with x1 Weight, Buy Signals has 3 bells with x2 Weight and Lead Score has 2 peppers with x3 Weight. Total = (3 x 2 1) + (3 x 2) + (2 x 3) =  11 15. With a total of 11 items you would show 2 flames (since item count is between 9 and 1215 points 4 flames would be shown since the point value of 15 is greater than 12 (assuming the default setting for 4 flames)
• Recency has 1 clock , total activity with x4 Weight, Total Activity has 2 runners with x1 Weight. Total = (1 x 2 4) + (2 x 1) =  4  6. With a total of 4 items you would not show any flames (since item count is below 5)6 points 2 flames would be visible.

Settings

Here's an explanation of what each of those values does:lead qualification parameter does.

User Interface Columns

1. CRM
   1. For companies that have a CRM, such as Salesforce.com, connected to Lead Liaison a CRM column is shown. If the prospect is synced to the companies Salesforce.com account (matching based on email address) then the CRM logo is shown. Clicking the CRM logo will open the lead/contact detail page for the prospect in a new tab.
2. Priority
   1. One simple way to calculate who's hot and who's not. Priority is calculated from various lead qualification parameters.
3. Recency
   1. Measures inbound activity. The more recent the inbound activity the higher the ranking received. For example, if a prospect made a web visit within the past week that might yield three clocks (depending on settings).
4. Buy Signals
   1. Measures buy signals. The more recent the Buy Signal the higher the ranking received.
5. Lead Score
   1. Measures lead score. This value is based on your lead score Cold, Warm and Hot settings under Settings > App Setup > Lead Qualification > Lead Scoring > Categories.
6. Activities column
   1. Shows the Total Activities number for a prospect.
7. Lead Grade
   1. Determines if the lead fits a customer's ideal buyer persona.
8. Prospect
   1. Name of the prospect. Clicking on this value takes the user to the prospect profile page.
9. Company
   1. Name of the company the prospect works for. Clicking on this value brings up the company detail page showing revenue, description, industry, location, overview and more for the account.
10. Total Activities
    1. The numerical value of Total Activities.
11. Lead Status column
    1. Shows the Lead Status value of a prospect. This column is only visible for companies that have a CRM connected to Lead Liaison.

Watch, Ignore and

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Nurture 

1. Watch
   1. Clicking this icon brings up a popup to add the prospect or company as the user's favorite. Same This is the same functionality as the popup in our My Leads the Visitors page. 
   2. Show the color eye icon A colored version of an eye is shown if the individual and/or company is already in the user's favorites. 
   3. Show the A black and white version of the eye icon is shown if the individual and/or company is not in the user's favorites. 
2. Ignore
   1. Clicking this removes the user prospect from the users briefcase dashboard (not the company's briefcasedashboard). When they are removed they will not be visible in the briefcase programdashboard. This simply removes the prospect from this view by hiding them. 
   2. Show Click the color red/silver x icon to hide the prospect from view.
   3. When the icon is clicked , they are the prospect is hidden from the briefcase dashboard and cannot be viewed in future visits. 
3. Nurture
   1. Clicking this icon brings up a popup to add the prospect to a nurturing campaignan automation. 
   2. Show the color plant A color version of a green plant is shown when the prospect is already part of a nurturing campaignan automation. Show the
   3. A black and white version of a plant is shown when the prospect is not part of a nurturing campaignan automation. 

Lead Grade

See requirements here: http://wiki.leadliaison.com/display/DEV/Lead+Grade

User Interface

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Changing Views

The dashboard has multiple "Views" which is handy for individuals with different roles in an organization. For example, a salesperson might use the Visitors and My Favorites View whereas a VP of Sales (managing an entire sales team) might use the My Company view. Each View is described below. To change your View click the drop down next to "View".

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1. Views
   1. My Leads = Only displays briefcase prospects where the user is the lead ownerLead Owner. 
   2. My Favorites = Only displays briefcase prospects that are marked as a favorite Favorite and have the lead owner Lead Owner as the user. 
   3. My Company = Shows all prospects for our customer.The difference is that a sales person might use the My Leads and My Favorites view whereas a VP of Sales (managing an entire sales team) might use the My Company view. your company.
2.  Hot Prospects vs. Hot Active Accounts (*coming)
   1. Hot Prospects shows briefcase prospects just like the mockup below.
   2. Active Accounts shows only accounts sorted by an Inbound Activity column. 
   3. You'll need to add up all Inbound Activities for like accounts. 
   4. In this view, you will only show the Inbound Activities (new column), Account, Most Recent Activity and Watch column. 
   5. The View drop down on the top right will show My Accounts and My Company. My Accounts shows only accounts where the user is the account owner. My Company shows all the customer's accounts. 
3. Activities column
   1. Shows the Total Activities number
4. Lead Status column
   1. Shows the lead status value
5. Most Recent Activity column
   1. This is the most recent activity for Inbound Activity (not total activity). 
6. Prospect column
   1. Under the prospect column place the prospect's name.
      1. link the prospect's name to the SFDC record. 
      2. place the prospect's title underneath the name. 
      3. show the icon for a SFDC lead or contact in front of the name
         1. SFDC contact icon example: Image Removed
         2. SFDC lead icon example: Image Removed

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• Here's how a competitors view looks:

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Settings Page

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Showing Ignored Prospects

Once Prospects are ignored they can be un-ignored by clicking the gray X icon. By default, prospects are hidden from your View once they are ignored. To display ignored prospects within your View check the "Show Ignored" check box as seen in the screenshot below. 

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Operational Specifics

The dashboard processes updates to the following criteria nightly: Priority, Recency, Buy Signals, Lead Score, Activities and Lead Grade (flames, clocks, bells, peppers, running man and thumbs up respectively). All other criteria such as Prospect name, Company, Total Activities, and Lead Status are updated in real-time. 

1. Dashboard processing runs at 5:03AM Central US time.
2. Dashboard processing runs once daily. 
3. The dashboard processes up to 500 records per category (score, grade, recency, activities and buy signals), with 2,500 maximum.