OPTIMIZING THE BOOKING PROCESS:

ENHANCING EFFICIENCY AND

COLLABORATION

KEY POINTS

• Sales Process Stages

• Present Process Issues
• Proposed Solutions
• Aligned Responsibilities
 SALES PROCESS STAGES

PO & Finance Won &

Identify the Validate the Qualify the Develop Propose Secure
Whitespace Signed Review Closed
Opportunity Opportunity Opportunity Solution Solution Agreement
Contract

• Evaluate and identify sales opportunities

• Organize and database information
• Pre-qualification of Business Approval
• Proposal generation and submission with
documents

© 2020 Mobileum, Inc. All rights reserved. Contains Confidential and Proprietary Information of Mobileum, Inc.
Internal Use Only
PRESENT PROCESS ISSUES**

 Legal assessment based on timelines, budget, customer relations, and risks

associated..
 Problems arise from incorrect deal type selection and omitted conditions.
 Challenges with missing billing, payment terms, service start/end dates
 Incomplete or outdated profit sheets cause issues
 Lack of alignment between agreement/PO and profit sheet.
 Turnaround time concerns for Sales, SFDC Quote team, and Finance
Review.

**Please refer to the Appendix slides for more context and detail
© 2020 Mobileum, Inc. All rights reserved. Contains Confidential and Proprietary Information of Mobileum, Inc.
Internal Use Only
PROPOSED SOLUTIONS**:

• Legal and Finance involvement focuses on mitigating legal risks.

• Standardizing contract templates and review processes is a priority.
• Ensuring completeness and accuracy in proposal/agreement details is crucial.
• Addressing billing, payment terms, and specifying service start/end dates are
key issues.
• Finance team evaluates complex or revenue-related deliverables within the
agreement.
 Regular refresher training for the sales team are important.
 Turnaround time is a priority for each team involved.

© 2020 Mobileum, Inc. All rights reserved. Contains Confidential and Proprietary Information of Mobileum, Inc.
Internal Use Only
ALIGNED RESPONSIBILITIES**
Sales Team:
•Responsible for choosing the correct deal types and utilizing updated profit sheets.
•Ensures uploaded profit sheets align with the sales arrangement and timely response
on the queries.
Finance Team:
•Responsible for reviewing, approving, and Closing deals within SFDC.
Salesforce Support Team:
•Manages the quote submission process and conducts trainings.
SFDC Quote Team:
•Handles deal submissions and revisions within the specified Turnaround Time
(TAT).
© 2020 Mobileum, Inc. All rights reserved. Contains Confidential and Proprietary Information of Mobileum, Inc.
Internal Use Only
THANK YOU