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

Overview

Lead Liaison's Briefcase provides unparalleled lead qualification capabilities for businesses. Sales people often times complain about 
"leads" coming from marketing teams. Sales tells marketing they are not leads, rather, they are contacts. Sales people 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, sales people have a dashboard for their leads. 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.

Features

Default View

Briefcase leads are sorted by Priority by default. Priority measures the number of items in the customer's briefcase for a given lead. 

Weights

Each parameter in Briefcase has a Weight value. A Weight value multiplies the calculated value by the the value of the Weight. For example, 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 with x1 Weight, Buy Signals has 3 bells with x2 Weight and Lead Score has 2 peppers with x3 Weight. Total = (3 x 1) + (3 x 2) + (2 x 3) =  15. With a total of 15 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 with x4 Weight, Total Activity has 2 runners with x1 Weight. Total = (1 x 4) + (2 x 1) =  6. With a total of 6 points 2 flames would be visible.

Briefcase Settings

Briefcase settings are located here:

• 'Administration' > 'Settings' > 'Prospect Profiling'

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

Watch, Ignore and Nurture

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

Lead Grade

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

User Interface

1. See the mockup below. This is how Briefcase should look within Salesforce.com
2. Drop down on top right
   1. The user has 3 choices, either My Leads, My Favorites or My Company. Each choice is explained below:
      1. My Leads = Only displays briefcase prospects where the user is the lead owner. 
      2. My Favorites = Only displays briefcase prospects that are marked as a favorite and have the lead owner as the user. 
      3. My Company = Shows all prospects for our customer.
      4. 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. 
3.  Hot Prospects vs. Hot Accounts
   1. Hot Prospects shows briefcase prospects just like the mockup below
   2. Active Accounts shows only accounts sorted by an Inbound Activity column. 
      1. You'll need to add up all Inbound Activities for like accounts. 
      2. In this view, you will only show the Inbound Activities (new column), Account, Most Recent Activity and Watch column. 
      3. 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. 
4. Activities column
   1. Shows the Total Activities number
5. Lead Status column
   1. Shows the lead status value
6. Most Recent Activity column
   1. This is the most recent activity for Inbound Activity (not total activity). 
7. 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:
         2. SFDC lead icon example: