Pre-work and Notes

1. Grab a pen and paper. You may want to jot down notes as you read the requirements.
2. Review the data schema in your modified Salesforce org as you read the detailed
requirements below.
3. Create a new Trailhead Playground.
4. You can getting data of address in Indonesian using this API Document
(https://alamat.thecloudalert.com)

Task

1. Create a breakdown for the use case

2. Configure Salesforce according to the use cases below (such as: creating users, roles,
object fields, reports, automation, etc.)
3. For creating automation :
a. Admin role use flow builder (optional)
b. App builder role use flow builder (optional for create API)
c. Developer role use apex
4. Create PPT for work results, from breakdown, design, and implementation results
5. Create video about salesforce implementation result

N O K E N T E C H D I G I T A L I N D O N E S I A
CRM business Requirement for New Comer

Overview :
PT Nokentech is a hardware company that sell computers and gadget. They sell to corporate
in banking and various financial institution. On top of that, they also sell support and
maintenance services. In the past two years, they have been using excel to track all the leads
and customer contact, however as the business grows, they find problem in managing contact,
tracking sales activities, forecasting opportunities.

They expect with the integarted CRM, they can have integrated customer database, they can
qualify leads, they can track stages of opportunity, and have sales forecasting. They also want
to utilize case management to capture complains and inquiries.

For the lead information, they shall information on the customer name, company, mobile and
email as well as lead source. As for opportunity, they want to capture customer birthday,
company size (employee number), the rest they will just follow salesforce standard form.
However they dont want to have too complicated form.

After sales input the data of district / subdistrict on the account, salesforce will be getting data
from API and fill of Billing State, Billing City, Billing Country and Billing District / Sub
Disctrict (Custom Field).

They utilize BANT methodology to qualify the leads as follows each sales need to
checkwhether the customer has :
1. Budget
2. Authority
3. Needs [mandatory]
4. Timeframe

Each one lead needs to meet at least 3 criteria, so it can be converted into Opportunity. If it
only meet 2 criterias, it can not be converted and displays an error message “Lead can't be
converted because it doesn't meet BANT req”

Once it is converted into opportunity, it shall be able to track sales stages as follows :
1. Presentation (10%)
2. Demo and POC (20%)
3. Proposal / Quotation (35%)
4. Proposal presentation (50%)
5. Negotiation (80%)
6. Closed win/lose (100% or 0%)

In the opportunity, it can display information of opportunity amount, target closed date, select
product and pricing, as well as some competitor information. All sales activities can be also
tracked here.

When opportunity changes status from Demo and POC to Proposal / Quotation, system will
created Task record. This task must be included data of opportunity like Opportunity amount,

N O K E N T E C H D I G I T A L I N D O N E S I A
product and pricing on field description of Task. Don’t forget to setup the priority of Task to
high for opportunity amount more than Rp 100.000.000 and setting low for opportunity
below that.

If some opportunity having status Closed Win, system will be send the email to management.
The email body must have minimum content Name of Opportunity, Account Name, Contact
Name, Opportunity Amount and Opportunity Owner.

Most of all, management can have online reporting and dashboard to track their team and
business performance. Here is some information we would like to track.
• Nokentech pipeline/prospect
• Top Sales Person
• Top Product
• Neglected Opportunities
• Top 5 opportunities
• Case per customer
• Quarterly Sales forecasting

N O K E N T E C H D I G I T A L I N D O N E S I A
For Case Management, they will accept case from 3 channel, which is web, email and direct
call in. They can go to website, fill the form, when they submit, case is directly inputted in
the salesforce system. If customer send email to nokentech customer service email, then it
would be converted into a case in Salesforce automatically. System will generate auto
response email when system proceed case from web and email.

Organization Structure :
Nokentech Sales organization is 5 consists of 2 team, one team sells computer hardware (2),
oneteam sells gadget (1), and the other team sell maintenance (1). They all report to one
manager. If customer requires discount up to 50%, they need approval to Manager.

That’s all for highlevel requirements. Please kindly setup the Salesforce for PT Nokentech.
Each vendor is welcome to explore further for the requirements. If there is anything unclear,
please feel free to question.

Security :
Nokentech a company that prioritizes data security, where all users can only access the
system via the office IP 13.108.0.0 and can only access it on weekdays at 7AM - 6PM.

Nokentech requires all users to use a password of at least 15 characters long and include
alpha, numeric, and special characters, and also requires all users to use MFA to access the
system.

N O K E N T E C H D I G I T A L I N D O N E S I A