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Quick Reference to Sales Cycle Management Database Objects

driving Strategic Business Development Aggregates

Analysis of the Objects, Processing, and Planning Views used in Market Development.........................................3
Table 1 Market Development Phases.....................................................................................................3
Object Views. Files........................................................................................................................................................3
Sales Cycle Management Objects ...............................................................................................................................3
Standard Database Object Operations...........................................................................................................................3
Standard Database Transactions. Standard Ops.......................................................................................................3
Standard Domain or Group Operations.......................................................................................................................4
Standard Objects participating in Sales Cycle Management.......................................................................................4
Business Development Activity Object.......................................................................................................................4
Customer Contact Management Object......................................................................................................................4
Customer, Corporate Profile, Information...................................................................................................................4
Lead Object Lead Management....................................................................................................................................5
Project Management Object.........................................................................................................................................5
Account Profile..............................................................................................................................................................6
Project Objects and Attributes.....................................................................................................................................6
Project Management Objects.......................................................................................................................................6
Product Object Value Attributes..................................................................................................................................6
Attributes to monitor Change.......................................................................................................................................7
Transactions.....................................................................................................................................................................7
List of Sales Cycle Management Transactions...........................................................................................................7
Project Management Transactions...............................................................................................................................7
Project Management Metrics........................................................................................................................................7
Mailing Transactions.....................................................................................................................................................7
List of Controlling Transactions. Account Metrics.....................................................................................................7
Business Communication...............................................................................................................................................7
Process User Views.........................................................................................................................................................7
Process Overview..........................................................................................................................................................7
Standard Processes......................................................................................................................................................8
Contact Management, Administration...........................................................................................................................8
Lead Management Sales Promotion Activities..............................................................................................................9
Account Management...................................................................................................................................................9
Account Management Core Content.............................................................................................................................9
Mailing Activities...........................................................................................................................................................9
Document Transactions................................................................................................................................................9
Other processes requiring data interfacing:..................................................................................................................9
Quote and Proposal Administration..............................................................................................................................9
Planning, Scheduling, Deadlines..................................................................................................................................9
Distribution Channel Management................................................................................................................................9
Business Development Areas....................................................................................................................................10
Business Development...............................................................................................................................................10
Sales...........................................................................................................................................................................10
Marketing....................................................................................................................................................................10
Views- Searches.............................................................................................................................................................10
Object Planning Views................................................................................................................................................10
Global Activity Planning..............................................................................................................................................10
Key Account Planning.................................................................................................................................................10
Project Management...................................................................................................................................................11
Display Change. Change Attributes and Monitor........................................................................................................11
Operator Planning Views............................................................................................................................................11
Evaluation.......................................................................................................................................................................11
Lead Evaluation...........................................................................................................................................................11
Collect Project Source Data to evaluate Response..................................................................................................11
Quantify Response......................................................................................................................................................11
Project Evaluation.......................................................................................................................................................12
Project Follow-up, Monitor.........................................................................................................................................12
Controlling Views........................................................................................................................................................12
Plan Figures................................................................................................................................................................12
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Objects Controlling Views...........................................................................................................................................12
Process Controlling/ Evaluation..................................................................................................................................13
Data Xchange. Import, Export. .....................................................................................................................................13
Data and Document Linking..........................................................................................................................................13
International Business Communication: ..................................................................................................................13
Knowledgebase Meshing. Sharing System Resources Business Communication, Document Management.. . .13
Document Generation.................................................................................................................................................14
Document Components, Standard Texts, Templates.................................................................................................14
Navigation Views...........................................................................................................................................................14
Navigation using Views..............................................................................................................................................14
Overview and Use........................................................................................................................................................14
Main Menu Design.......................................................................................................................................................14
Internet Messaging channels through a single point of entry and builds Sales Cycle Management Aggregates
with Mozilla Firefox and Thunderbird...........................................................................................................................15
Share Team To-Dos and Project Management to streamline Market Development.................................................15

Aggregates describe complete Information Systems that drive growth and development. Use of objects,
transactions and views to build the Aggregates enable flexible adaptation to current needs. This use
reduces implementation time, resources and costs. Successful construction of the Aggregates creates
unique market identity.

3 Aggregates fuel Sales Cycle Management:


- Web Research and building a knowledgebase from the research results, and collection of project
management experience sales engineering and knowledge of the customer problem and technical
support.
- Educational systems to educate the market and the customer in the technology and successful use
- Technical Competence Center to ensure timely support for production use of the technology (For
information on how to build Information Systems as Aggregates Refer to Aggregates are defined in URL:
>>> and constructed from Mozilla Firefox and Thunderbird in URL: >>> or in the Configuration Guide
URL: >>> .

Definitions:

Objects define information elements containing essential information. They appear as carriers of
information necessary to construct production processes.

Operators. Operators work or transform objects in transactions. The transactions move towards
resolution or monitor progress.

Transactions describe how the information element of the objects flows to complete actions, to-dos or to
resolve issues.

Views present the user with the information of the objects needed to ascertain the current situation.
Views tell the user what the Aggregates do, how they do it, what they are doing, and what will probably
happen. They control and monitor the transactions; they administer the Information Systems and
Aggregates. Views typical present analysis results of the Aggregate production and results.

Principle of design and architecture: database systems moved from a traditional culture of relational,
hierarchical databases to text and document oriented. Websites provide a typical example of this trend.
Databases contain information in masks and fields. They require user entry based on documents.
Websites use search methods to search stored documents for the required information. Use of
Aggregates move from database input to use the documents generated by Internet Messaging. Internet
Messaging focuses on the use of e-mail as the primary communication channel. Implementation and use
shows the effectiveness of the move to Internet centric Messaging centric which decreases the resource
expenditure of data entry and links information that remains invisible in a database. Implementation
shows that in the move to replace traditional databases with Internet Messaging the classic masks
replace by documents containing the same information set. Field definition helps to identify fields for
searching with search engine methods to implement this change.

Use of objects, transactions and views assembles the Sales Cycle Management Aggregates. This Quick
Reference collects the typical objects, transactions and views to facilitate construction of the
Aggregates. It reports the preliminary results using Mozilla Firefox and Thunderbird. It presents them in
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general form suitable for application for Internet Messaging including the standard browsers and e-mail
clients. Refer to URL: >>> or in the Configuration Guide URL: >>> for specific construction details.
These products are preferred based on implementation demonstrating speed, security and especially the
standard and open architecture that facilitates construction. Open and available documentation pre-
supposes successful construction.

Analysis of the Objects, Processing, and Planning Views used in Market


Development
A typical market development takes 5- 7 years to maturity and profit. In this period the Information
Systems experience the following changes. Efficient use of the systems requires flexible adaptation to
the needs and uses the following typical objects, transactions and views to construct Strategic Business
Development Aggregates.

Market Development Phases: Time Frame in Years


What are the typical development phases and how do they progress?
Strategy Development Penetration Sales Market
Planning –2- Establishmen Acceleration Leadership –
Implementati t of Sales – 3 – 4 - 5-
on -
-1-

Parameters
Phase Market Introduction Establishment Leadership
Growth:
Time/ years
Revenue
Cost/ 1 2 3 4 5
investments
Business
results
Table 1 Market Development Phases

Object Views. Files


What are the required objects and how does the user view these objects?
How do these views appear as masks in efficient use?

Objects typically delineate a mask. Masks often generate typical reports thus masks infer the reports.
Reports often mirror the processes that the object participates in. Objects hold or store the essential
data. Transactions carry data from an object to finish a process, when the processed data stores in a
mask then these are transaction objects. Each of the defined objects participates in essential processes.

Sales Cycle Management Objects


- Contact Management
o Customer Contact records the contact and communication
o A Lead tracks the potential in the contact.
- Account, Project Management manages the issues. Resolving the issues through to-dos closes the
project.
- Business Activity groups the projects by similarity in the resources needed to resolve the issues.
- Document Header routs communication between the team and ensures that it participates in
resolving issues.
- Transaction objects: These mask as objects containing the data for a specific transaction. The
transaction processes an object and stores the processed data in this mask. Examples discussed
later include Create Lead/ Project, and Project Transactions.

Standard Database Object Operations


Standard operations are similar for all objects. The user employs these transactions to manipulate the
object data. They include entry, editing and changing the data. These transactions are useful in all areas.
Domain and group transactions work on groups enacting the same change for all selected items.

Standard Database Transactions. Standard Ops


Operators Standard Operation
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- Open, create, define, setup, enter, configure - Issue Resolution. To-do. Follow-up
record - Evaluation
- Update, maintain, edit - Analysis
- Copy, Duplicate - Moving Project Files. Combine. Archiving.
- Move object, change index Removing Projects and files.
- Delete, undelete - Changing index or Id.
- Mark for processing or reports. - Archive, Filing. Filing is an attribute that
- Archive/ restore. defines the regularity of archiving.
Typical Domain and group Operations Report: List
Select (search, report). Define criteria. Log
Search and list
Label, tag
Search and count
Log

Standard Domain or Group Operations


The same operator processes all members of groups or hierarchies of objects.
- Move all Domain, Group, Database or marked items to another equivalent level.
- Change or edit all Domain, Group, Database or marked items to another equivalent level.

Standard Objects participating in Sales Cycle Management


Business Development Activity Object
Business Development Activity addresses a complete field of business or ** to grow it to it’s potential.
Operators
Activity defines a mature, new or potential business To-Do, Follow-up
area. It may be a region or product area. It may - Promotion Activities. Leads
define a business development interest to - Projects
investigate.

All objects participate in this activity.

The reference develops one unique index for the


entire Sales Cycle. Called Promotion id it uses the
Activity and Information Resource as a unique
index and identifier „PN“. The PN is unique
throughout the entire cycle.

Customer Contact Management Object


A Common Point of Entry accepts all contacts whether information or sales to qualify them for potential.
Operators
Contact Follow-up
Company, Company Data and Profile - - Contact. Contact Management.
- Open, create, define, setup, enter configure - - Marketing Communications
- Edit, change
- Qualification
- Lead, account, project
- Distribution. Sales channels.
- Activity
Attributes: Transaction
- Contact Information, name - Qualify lead, qualify project
- Email Contact - Contact Mailing List
- URL
- Address
- Mailing List
- Signature
- Decision structure
- Private

Customer, Corporate Profile, Information


Profile Information attaches to contacts promising further potential.
Operators
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Company, Corporate Data and Profile Follow-up Corporate Accounts
- Open, create, define, setup, enter configure
- Edit, change
- Lead, account/ project
- Distribution
- Activity
- Business Development, Sales Cycle
Management
- Mark
- Archive
Company Profile Transaction
- Product Mix - Corporate mail profile
- Sales Channel - Corporate mailing list
- Company Profile: Sales channels; Principles; Corporate Metrics
Subsidiaries, offices;
Issue Resolution. Key Account Links (Map)
- Key Account Follow-up. - Contact

Lead Object Lead Management


A lead opens as response to a contact. Coherence decides whether the contact has no current need and
remains a contact, or need actuates a project.
Operators
Lead Lead Tracking
- Open, create, define, setup, enter configure Lead Qualification
- Create Lead/ Project Project Qualification
- Edit, change Distribute sales channels
- Qualification Follow-up. To-Do.
- Mark - Promotion Activity
- Archive

Operators
Lead/ Contact Profile Follow-up
- Sales Channels - Lead Status
- Promotion Activity
- Priority Change
- Contact reaction - Lead Status
- Lead Status comments - Change Sales Channels
- Marketing Instrument - Distribution Status. Distribute.
- Communication Channel
- Transaction
- Create Lead/ Project
- Account/ Lead Transaction

Project Management Object


If Coherence determines potential and need then open a project and possibly initiate a To-Do for follow-
up.

Account Sales Consulting


- Open, create, define, setup, enter configure - Analyze, Solution
- Profile - Plan
- Create Project - Quote, proposal.
- Edit, change Project Management
- Mark - Qualification
- Archive - Issues. To Do, Action. Follow-up
o Promotion Lead
o Issues
o Support.
- Metrics

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Account Profile
As Issues occur to resolve for customer benefit add information gleaned about the account.
Operators
Account Profile Attributes: Follow-up
- Priority - Owner or management
- Activity, Business Development - To-Do. Account follow-up.
- Sales Channel - Priority
- Project Focus (PN) - Project Status
- Target Group ID - Account Monitoring
- Description - Evaluate Issue Resolution including actions,
- Account status description issues.
- Account Contract Info
- Company Mailing Profile Change
- Sales Metrics: Forecast, Bookings - Priority
- Project History comments - Account Status
- Change Distribution Sales Channels
- Distribution Status.

Transaction
- Create Lead/ Project
- Account/ Lead Transaction
Links (Map)
- Contact

Project Objects and Attributes


An analysis of the account problem and possible resolution produces sales consulting information and
detailed information about the account.
Standard Transactions Project Objects
- Open, create, define, setup, enter configure Project Qualification and Closure Objects
- Profile Contact. PN Id: Project; Information Resource.
- Edit, change Issue. Accounts group projects.
- Import/ export Project or Account Project Management Objects
- Group projects into Account Issue that resolves problems and contributes to
project closure.
Consulting
- Analyze
- Propose concept or solution
Project Mailing Object
- Contact Mailing Profile
- Project Mailing Profile
- Account Mailing Profile
Project Attributes constitute project review goals, Milestone= project target. Deadline = project
quantify interval. Priority. Critical Issues. Account/ project
status. Project responsible or delegation.
Report period. Region or geographical.

Project Management Objects


Issues, Milestones, Deadlines ensure Follow-up
Issues arise in projects requiring resolution. Milestones set targets and collect to-dos within these
targets. Deadlines define the finish dates for to-dos defining the reaction interval.

Milestone templates insert to define the targets and goals set to the start and finish dates. To-Dos/
deadlines order to a milestone as in a list. A Milestone is like an account, attach or link the issues to
it.
Issue templates define the management parameters for each issue. Issues insert into a To-Do including
the target dates, follow-up and delegation. Use deadlines to set and record progress. Insert the
Deadlines as template into the To-Do.
Deadlines define start and finish dates and record progress. Deadline templates insert in the issue to set
the management dates. Insert a Deadline into a to-do or message document. It does not include the
follow-up or the delegation. Record the follow-up in the issue.

Product Object Value Attributes


The product object is treated as part of the Product Marketing and Catalog. The product contributes to
total value.
- Price
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- Performance
- Value

Attributes to monitor Change


Everything changes and fluctuates under the influence of project management. Use attributes to tag or
mark issues and to-dos to monitor the change. These attributes apply to contact, lead and project
activities. Change benefits profile results of the change going on. Change is positive, negative or neutral.
Use these attributes with selected projects and issues then list them for an overview of the change
benefits. Get a picture of the change status. Change goes through the status of: proposed, preliminary,
approved, tested and implemented. These terms are pretty much self-explanatory and adapt to most
teams. Apply these attributes to a selection of focus issues and projects to display where the change
focus is within the cycle. Types of Change include using attributes of: issues, bugs, tasks, or
enhancements. Applying these attributes within the on-going activities shows the focus of action.

Transactions
Processes use transactions to communicate. Transaction Objects store the processing information and
also trigger processing. Transactions work on an object and then store the ensuing transaction data in a
mask. Storing the data in a mask improves the accuracy and stability of interchange and communication
between distributed databases, incoming and outgoing transactions. It stores the data for later use, and
for use in a log.

List of Sales Cycle Management Transactions


Project Management Transactions
- Contact Management. Contact entry. Objects: Contact, Email Contact
- Lead Management. Lead entry: create lead/ project.
- Project Management. Account transaction: Lead/ Project entry. Create lead/ project.
- Project Management. Issue Resolution, which includes follow-up. Milestones. Deadlines. Support.
Account status.
- Issue Resolution. To-Do. Issue Resolution Action. A to-do or issues triggers (mostly) a document. The
document goes externally or remains internally.

Project Management Metrics


- Quote
- Forecast
- Orders- Bookings

Mailing Transactions
- Tag projects for mailing list
- Update mailing profile: contact, project, account, and document mailing literature.

List of Controlling Transactions. Account Metrics


Controlling quantifies the transactions.
Contact Management: contacts, leads.
Project Management: Issue Resolution: deadlines. Fulfillment
Account/ project: The forecast quantifies the quotes. Booking quantifies the orders.

Business Communication
Sales Cycle Management describes a messaging system using documents to record and pass the actions
needed to resolve issues in Project Management. Documents trigger the communication. A memo
triggers a phone call. Other standard communication channels use document triggers.

Document Management. Documents receipt the transaction. They encapsulate the transaction
information. Most to-dos’s or issues trigger a document that that goes externally or internally. Use the e-
mail or a document header to generate the document trigger and encapsulate the address data.

Process User Views


Views give the user access to the object information and visualizes information resulting from
transactions. They also provide evaluation results to help in the judgment used for support calls.
Monitoring the object state produces further data that stores for the user in views. The following table
identifies processes within the messaging cycle as it implements in Sales Cycle Management. Standard
Operations duplicate for each phase and for this reason the overview does not include the standard
operations to change/ edit the records.

Process Overview

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Contacts Contact Information Project Contact and Issue Results Effecting changes
Status Channel Management through support
Internet Contacts Contact Entry: URL 1 Identification Processing of
Email Contacts 2 Qualification of Contacts, collected data entry.
Document Contacts Contact ID Leads/ Projects (Coherence- Processing changes
Index: Activity. resolution) in status (state)
Project Management Index: PN (Activity- 3 Project Qualification Project Management.
and Support Information - Consulting Project Status. To-
Resource) - Issue Resolution Do.
- Corporate Profile
4 Project Closure Issue Resolution and
5 Issue Resolution. To-do. Technical Support
Channel Distribution Channel Distribution Channel
- Identify distribution profile Management
and channel. - Distribution
transaction. Lead/
project status.
Marketing
Communication
- Mailing lists. Lead/
project status.
Business PN Maintaining and
Maintenance supporting
customer’s needs.
To-do.

At the Single Point of Entry incoming contacts occur based on messaging contacts. Use of information
contained within the messaging contacts for data entry saves work and entry time. Identification of
useful contacts marks them for further processing. Coherence resolves contacts, leads or contacts that
starting a project or belonging to a current project. Some contacts may contribute to expanding the
consulting done for the project or in completing the corporate profile. Channel management takes
information to determine the distribution profile, which participates in the decision where to distribute
the contact. Entering the messaging contacts marks the contact data for further processing according to
the identification or qualification status.

Operators and Standard Operators operate on an object to change the status. They generally correspond
to an algorithm.

Process
- Select records for processing
- Determine necessary change in status (report) or action
- Process to determine the needed support or action
- Monitor the state
- Evaluate/ Review the changed state
- List the objects and status, using a report (does not induce a change, status).

Within the process monitoring provides a user view to review the current status. Controlling evaluates
the change in each object and generalizes the results.

Processes may use reports to generate processes by acting on the objects using a programmed
operation. Processes apply information contained in mask (or in documents) to document customer
problems and use the data to determine and support customer needs.

Standard Processes
Updating or refreshing changes in object data. Progressive contacts change the data requiring that the
data in the linked masks be refreshed to reflect the changes in data.
Business Development Activities

Contact Management, Administration


Contacts. Contact Management.
- Object: Contact and Corporate Profile.
- Contact Management: open contact and evaluate.
- Marketing Communication- maintaining mailing lists.

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Lead Management Sales Promotion Activities
Sales and Marketing Activities
- Object: lead documenting potential.
- Lead Management. Open lead.
- Lead and project transactions. Mask of transactions on lead and project follow-up.
- Based on the transaction data refresh lead information (status)

Account Management
- Lead/ Project Transactions
- Object: Project.
- Project Management. Open Project. Initiate project transactions.
- Project transactions to ensure support.
- Refresh account data.
- Consulting data: information from sales consulting that changes the project status and initiates action.
- Issue resolution addresses Issues or decisions that influence the project status.

Account Management Core Content


Core Content provides users with an overview of key issues, critical issues and progress. Internet and e-
mail provide 2 different channels of communication and combine the difference with seamless
integration.
- Internet, e-mail. Key Project Threads. Key Tech Support Threads.
- Internet. Internet. Key Project Threads. Key Tech Support Threads.
- Tech Support. Key Tech Support Issues.
Change Management Components.
- Summarize key changes resulting from key e-mail and Internet threads.
- Summarize key changes resulting from project management

Mailing Activities
Mailing activities go beyond the scope of the Quick Reference and are handled separately.
- Mailing. Mailing Transactions.

Document Transactions
Each transaction documents information relating to a contact, lead or project. It contains a status
update. It remains a system challenge to provide the user easy and fast access to the proper document
containing the right information.
- Document Transactions generate document header and document information. In the case of web
documents consider pagination.
- Forward document to the corresponding media queue for forwarding. Use the customer or contact
media of choice.
- Refresh lead or project status and information.
- Maintain an index to help the user in quickly finding the necessary information.

Other processes requiring data interfacing:


- Product Management
- Business Administration
- Business Operations. Finance.
- Contract Administration.

Quote and Proposal Administration


Handled separately

Planning, Scheduling, Deadlines


Issue resolution determines the need for an action and may identify which resource contributes to the
resolution. Scheduling assigns a completion date or a period of action as well as determining who is
responsible. Use of transactions and evaluation determine Open Issues and the project management
determines the responsibility or who owns the issue. Internet Messaging almost completely successfully
moves the Project Management to the browser and e-mail client. See URL: >>> or URL: >>> .

Distribution Channel Management


Channel Management works together with the channel partners and business partner (Activities) to
profit from the Lead Management and Project Management by distribution of the contacts to qualified
partners.
- Determine necessary qualifications.
- Distribute leads, project according to qualification.
- Meeting reports to discuss sales and market progress.
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- Issue Resolution to discuss solution alternatives and to combine resources for customer benefit.

Business Development Areas

Business Development
Application of the sales cycle to new business areas.

Sales
- Consulting
- Shows
- Product information
- Pre sales support

Marketing
- Mailings
- Telemarketing
- Internet
- Marketing Communication response

Views- Searches
Views maintain fixed search conditions for a specified set of data or documents. Views are non-variable.
Users set search conditions according to momentary information needs. Searches within the scope of the
collected data list the records satisfying the search conditions. The paradigm of Internet Messaging
introduces uses tags, message filters, grouping and stored searches. Mozilla refers to the combination of
these to list records as Virtual Folders. These successfully cover the traditional use of folders to store
messages and replace the folders with message filters and saved searches. Virtual folders store
collections of messages indexed by tags and filtered with message filters. Message filters automatically
file the messages according to the tags. Saved searches display the messages fulfilling the search
conditions.

Object Planning Views


Issue resolution determines the need for an action and may identify which resource contributes to the
resolution. Scheduling assigns a completion date or a period of action.

What are the typical controlling functions needed in the channel communication? What provides sales
with an effective communication medium to identify problems and innovate solutions?

- Planning view, diagnostic, documentation, analysis


- Contains: summary, collection in reports and searches.
- In this view the object values and qualities are connected or summarized together to provide a
summary, they are logically connected.
- Reference to object qualities and properties.

Global Activity Planning


1) Analysis
2) Profile
3) Business, Sales and Marketing Planning
4) Sales and Marketing Promotion Activities
5) Web Research and Innovation, Project Management solutions
6) Contact Management
7) Account Management
8) Project Management
9) Issues To Do

Key Account Planning


1) Project Profile
2) Sales Consulting and Engineering Solution
3) Sales Promotion Activities
4) Account Profile
5) Critical Issues
6) Open Issues. Issues To Do
7) Responsible, delegation
8) Mailing Lists (Create Lead)
9) Web Research to provide technology answers

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Project Management
1) Analysis
2) Profile
3) Solution
4) Project Management
5) Critical Issues
6) Open Issues. Issues To Do
7) Mailing Lists (follows the Create Lead)
8) Region
9) Report period

Display Change. Change Attributes and Monitor


Change results from project management. Change occurs throughout the project scope. If there was a
change management, then it would duplicate the management. Monitoring change makes the change
visible. It is a view. Using tags to mark the changes occurring makes change and it's nature visible.
- Change denotes a difference with a value of (+), (-) or neutral. Mark the actions:
Difference_Change including Diff_pos. Diff_Neg. Diff_0. After assigning the attributes list the items
for a profile.
- Change cycles through an approval and test cycle including: Proposed Change, Preliminary
Change, Approved Change, Implemented Change, and Test Change.
o Proposed Change is suggested change.
o Preliminary Change has been approved to implement.
o Implemented Change is self-explanatory.
o Test Change is undergoing test.
- Types of Change include: bugs, issues, enhancements and tasks.

Operator Planning Views


- Promotion Activities
- Project Management and Issue Resolution
- Channel Management
- Business, Corporate Management
- Sales
- Marketing including competition, price, performance, value

Evaluation
Evaluation: evaluates the need of action and reviews results of the action.
Review; evaluate projects, list evaluation results. Monitor is hardwired. It does not induce a change in the
record. A review or evaluation lists evaluation results. The results are a comparison of the state to
indicators of the need for action. Monitoring displays status or includes the evaluation results to indicate
action needs. Evaluation and monitoring do not induce a change in the record or object. It provides the
listing for a review of the current on-going activities for the user.

Lead Evaluation
Index- PN. Lead Status.
Qualifies the contact need and what it may be. Results in “Qualified Leads”.

Collect Project Source Data to evaluate Response


Collect data to evaluate the target group response and to focus future activities by documenting contact
and project data as it accumulates.
- Viewed Indexes. List the key words used to find the information.
- List the phrases used to search contacts.
- Maintain the source or feed used to find the information.
- Document contact feedback or needs. Needs that were satisfied. Those that were not satisfied by
the query.
- What were the product inquiries?
- Which products or services were in demand?
- How successfully were the queries fulfilled?

Quantify Response
Evaluation Items
- Which documents generated contacts, leads or projects?
- Establish the quantity in each category.
- What was the product or service mix requested?
- How many contacts did the content generate? What potential does the contact base point to?
- How well did the content cover the acquired key words and phrases?
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- What needs did the phrases suggest?
- What products or services qualified the contacts?
- Quantify the qualified contacts generated by the content.
- If “Like” qualifies as planned need and capability to fulfill need; then how many “Likes”
responded with the potential future use?
- If “Favorite” qualifies as potential use; then how many “Favorites” responded to possible
implementation?
- If “Downloads” signifies action and implementation: then how many “Downloads were enacted?
Relationships:
- - What were the ratios of Likes/ Contacts?
- - What were the ratios of Favorites/ Contacts?
- - What were the ratios of Downloads/ Contacts?
What do these ratios suggest about value? What pointers do they provide for improvement? What is the
value suggested by these relationships?

Project Evaluation
Index- PN. Project Status, Issues. Determines need for a possible service or product and begins the
process to build a solution.
Identifiers of need and action.
- Open projects
- Open issues, to-dos, follow-up.
- Quotes
- Bookings
- Consulting

Project Follow-up, Monitor


Collects the project information and presents the current project status. It provides distributive
information for the user to employ judgment to follow-up, which brings the intent to implement the need
of actions and implements the action. It categorizes the record data and does not change the data
status.
- Project Status
- Open Issues, Critical Issues
- Responsible Issues

Controlling Views
Plan Figures
- Yearly sales revenue/ plan figures
- Expected figures
- Marketing activities
- Announcements
- Catalog
- Print
- Copies of Announcements
- Online activities
- Website clicks. Volume, rate, product.
- E-mail activities
- Channel responses,
- Satisfied customers
- Rep visits (quantity, quality)
o Optimize rep care, increase visits. Rep follow-up, campaign.
- Special, introductory offers
- PR- publications, specialist publications

Objects Controlling Views


- Contacts
- Leads
- Projects
- Channel Sales Promotion Activities
o Major Accounts
o OEMs
o Distribution Channel
- Issues
- Potential- Forecast
- Realized- Bookings

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Process Controlling/ Evaluation
- Contact Qualification
- Lead Qualification
- Lead Generation. Promotion Activities
- Key Account and Project Management

Data Xchange. Import, Export.


The Data Xchange distributes the objects, transactions and processes into the corporate environment. It
provides the information and data acquired through the aggregates for use within the corporate
structure. It also provides engines to convert the information to standard formats in use. It ensures
availability of object and transaction for use in views, evaluations and analysis within the corporate
environment. Data Xchange also successfully distributes contact, lead, and project data for processing,
follow-up and project management. Evaluating the lead and project contacts saves resources by
producing a mailing list based upon need or generates documents to feed into document management.

Import/ Export
- Contacts. Contact address. E-mail.
- Leads
- Accounts. Projects. Account Import, Export
- Account Metrics
- Mailing Lists
- Planning Views
- Promotion Activities (Leads and accounts)
Account Management
- Issues, to-dos
- Milestones
- Deadlines
- Calendar data
- Channel issues and activities
Business Development
- Sales Cycle Management
- Marketing and PR
Corporate Interfacing. Driving project management with information resources supports the customer
projects and these projects provide the potential and current metrics for forecast and revenue.
Additionally the project contact data bring market and product information. Data interfaces for financial
operations, business administration, development and technical support as well as training focuses
corporate activities.

Data and Document Linking


Internet Messaging integrates typical business documents into the messaging with a minimum of user
interaction or entry. Use of shared to-dos locates and presents the needed information. Refer to: URL:
>>>

International Business Communication:


Writing, Training and Presentation typically used in Strategic Business Development and provided by
Sales Channel Management
Use of the objects, transactions and views enrich the documentation used for Business Management for
the inclusion of essential information.
- Business Development Plan
- Business Partner Development
- Sales and Marketing Plan
- Channel Management and Differentiation
- Business Correspondence including email, faxes, letters

Knowledgebase Meshing. Sharing System Resources Business Communication, Document


Management.
Documents receipt the transaction. They equalize both sides, then acknowledging the transaction. They
start the transaction and receipt it. Documents encapsulate the transaction information. Internet
Messaging links documents as a more effective replacement for the use of typical databases. It makes
the information content available as data resources.

Aggregate 1 the Knowledgebase produces useful information for current activities and stores it for future
use. It produces this knowledge for the business activities, customer education and the Technical
Competence Center. Documentation is a key function of the Information Systems.
- Product documentation
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- Application documentation
- Customer Info, newsletters
- Tech Support
- Web documents
- Archive
o Links to documents
Aggregate 2 uses the accumulated knowledge and reformulates it for the individual customer use to
enable him to employ the technology and systems as efficiently as possible.

Aggregate 3 accesses the knowledgebase to widen the support scope.

Document Generation
Document Generation belongs to the Aggregates to automate the communication channeling the
information to the media of choice.
- Create Document Header
- Edit Header
- Pick Document Format or Media
o Print
o E-mail
o Fax
o Web
o Blog
- WORD docs
- Other formats

Document Components, Standard Texts, Templates


o Shows
o Mailings
o WORD documents and templates
o Web documents
o Register, Index
o Other formats

Navigation Views
Successful Navigation eases use for the user. Careful and thoughtful planning produces comfortable
flow. These typical views promote easy use.

Navigation using Views


Typical views for use:
Object Views/ Files | Process Operator Views | Object Planning Views | Operator Planning Views |
Controlling Views | Data Xchange | Business Communication, Document Management

Overview and Use


- Sales Cycle Management
o Contact
o Email Contact Corp Profile Account Business Development Contact qualification menu
o Contact Mailing Profile Create Lead/ project
- Lead Tracking Menu
o Lead Tracking Create Lead/Project Create Lead/ Project Transaction
- Account/ Project Management Menu
o Account Status Review Account Follow-up Create project
o Acct/ Lead Transaction Account Monitor Issue Resolution
- Channel Management Menu Monitor Channel Management
- Document Generation Menu
o Generate document Header WORD Other Formats
o Pick Document to produce header Edit Header, content
o Mark headers to create documents. Produce header files
- Marketing Communication Processes
o Doc Management and Print Queue Process Shows Mailing

Main Menu Design

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Sales Cycle Management
Main Menu - 10 Object Views/ Files |
- 20 Process Operator Views |
- 30 Object Planning Views |
- 40 Operator Planning Views |
- 50 Controlling Views |
- 60 Data Xchange |
- 70 Business Communication |
- 80 Document Management |
Prompt xx

Internet Messaging channels through a single point of entry and builds Sales
Cycle Management Aggregates with Mozilla Firefox and Thunderbird
This article is in a set of articles explains Internet Messaging and how to use Mozilla Firefox and
Thunderbird to streamline Strategic Business Development and expand Team Resources.

Building Information System Aggregates to drive Strategic Business Development Team Resources
Explains Sales Cycle Management and demonstrates the Aggregates.
URL: >>>

Streamlining Sales Cycle Management with Internet Messaging


Combines the Aggregates to streamline Strategic Business Development.
URL: >>>

Share Team To-Dos and Project Management to streamline Market


Development
Mozilla Firefox and Thunderbird share To-Dos and simplify the Follow-up
Internet Messaging make Web Research and Project Management more effective. URL: >>>

Basics of sharing To-Dos and Follow-up with Mozilla Thunderbird and Firefox
Understand the development of Internet Messaging and how it supports Project Management and Web
Research. URL: >>>

Configure Mozilla Firefox and Thunderbird for To-Dos and Follow-up


Start with this configuration guide and end with Internet Messaging using the Mozilla components. URL:
>>>

Building Information System Aggregates to drive Strategic Business Development Team Resources URL:
>>>

Streamlining Sales Cycle Management with Internet Messaging URL: >>>

Reference Linking Views, Data Objects and Transactions at the Common Point of Entry in Sales Cycle
Management URL: >>>

Sales Consulting Templates for use in a Team Knowledge Base for Customer Development URL: >>>

Lead and Contact Data Objects, Transactions and Views participating in Sales Cycle Management URL:
>>>

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