|
 |
| |
Ease of Use |
Aplicor |
Salesforce |
NetSuite |
|
| A simple user interface with many-to-one account viewing and one-click to anywhere navigation? |
|
|
|
| Customizable menus, tables and desktop based on user or role? |
|
|
|
| A comprehensive help engine, online manuals, FAQs and online instructional and 'How To' video tutorials? |
|
|
|
| Required fields, optional fields and non-editable fields are individually color coded for an at glance visual que? |
|
|
|
| A self service portal and knowledgebase for on-demand support? |
|
|
|
| Import wizard to quickly import accounts, contacts, activities, opportunities and more from legacy systems? |
|
|
|
| Sales Process Automation |
| New leads or accounts can be automatically assigned to sales staff based on various criteria (such as territory, product, sale type)? |
|
|
|
| Ability to automatically notify sales staff of new lead or account assignments? |
|
|
|
| Ability to schedule an account next step or 'to do' item or reminder for one or more people, to be delivered at the same/ different times? |
|
|
|
| The ability to document your sales cycles and sales process best practices? |
|
|
|
| The ability to attach and link any sales cycle or best practice to any page in the CRM application? |
|
|
|
| The ability to automate exception-based and recurring sales cycle processes throughout the system? |
|
|
|
| The ability for the system to insert and assign a specific sales plan to a lead or customer based on the type of sale opportunity? |
|
|
|
| Alert notifications in the event sales cycle data is added, is changed or fails to change over a user-defined period? |
|
|
|
| E-mail templates can be used to send personalized e-mails to individual contacts based on an activity or inactivity? |
|
|
|
| Leads from your Web site are automatically imported to your CRM and assigned to a resource? |
|
|
|
| Vendor provides a workflow toolkit to allow the user to create/ automate their notifications, approvals or data routing to ensure accounts, sale opportunities are followed through effectively? |
|
|
|
| Opportunity Management |
| User-defined sale closure probability scale with a structured definition for each probability percentage factor? |
|
|
|
| Ability to track opportunities through user-defined sales steps (e.g. Qualification, Discovery, Presentation, Negotiation, etc.)? |
|
|
|
| Each opportunity captures a lead source, sales person and sales manager? |
|
|
|
| Opportunities identify specific products and solutions? |
|
|
|
| Automatic quote generation from an opportunity? |
|
|
|
| Time & Task Management |
| Synchronization of contacts, activities and items with MS Outlook, Exchange server and Lotus Notes? |
|
|
|
| Calendar views allow user-defined task types to display (e.g. Calls, Appointments, Meetings, To Do Items)? |
|
|
|
| Calendar views can be displayed for individual or multiple prospect or customer accounts? |
|
|
|
| Calendar views can be displayed for multiple resources (in a side by side view)? |
|
|
|
| Users can view their task list by date, priority, account & task type? |
|
|
|
| Users can complete their tasks without leaving the Task List (e.g. make calls, send e-mails, schedule reminders and create next steps all from the Task List)? |
|
|
|
| Tasks or To Do items can be automatically escalated to other resources? |
|
|
|
| Communication and Group Collaboration |
| In order to reduce learning curves and increase consistent performance, users can create sales related policies, procedures and best practices within richly formatted Web pages and position them at specific pages in the CRM system? |
|
|
|
| Non-technical users can create online knowledge-bases in order to reduce the repeated answering of FAQs by providing the right answers in an on-demand fashion? |
|
|
|
| The CRM system can auto-fax ad-hoc letters or letters from templates by clicking a button? |
|
|
|
| System can print new hardcopy letters or letters from templates (e.g. a follow-up response or proposal) by clicking a button? |
|
|
|
| System can mail-merge a single account or a user-defined group of accounts with MS Word documents? |
|
|
|
| A Document Library for literature fulfillment and centralized collaterals (brochures, proposals, powerpoint presentations) that offers check-in/ out functionality, security and online audit trails? |
|
|
|
| Document management and sharing with complete historical audit trail of document usage? |
|
|
|
| E-mail broadcasts to user-defined groups of accounts? |
|
|
|
| E-mails may contain attachments? |
|
|
|
| E-mails may be delivered in richly formatted HTML? |
|
|
|
| E-mail correspondence may be automated based on a user's business rules, time frequencies and with template or pre-built e-mail messages? |
|
|
|
| PDA integration with Pocket PC, BlackBerry and Palm? |
|
|
|
| A Competitive Intelligence (CI) Library |
| A system calculated win/loss analysis by competitor, salesperson, product and territory? |
|
|
|
| Tracking of detailed win/loss history with assessments for all historical sale opportunities? |
|
|
|
| Ability to maintain competitors product information and analyze competitor products against your own comparable offerings? |
|
|
|
| A library of strengths, weaknesses, opportunities and sales approaches for each competitor? |
|
|
|
| Direct competitor comparisons based on user-defined topics? |
|
|
|
| Quota Management |
| Ability to maintain multiple sales quotas for each sales resource during the same period (e.g. revised quotas during the year)? |
|
|
|
| Ability to establish quotas by user-defined periods (e.g. day, week, month, quarter, year or other)? |
|
|
|
| Ability to establish quotas by product or solution? |
|
|
|
| Ability to establish quotas by client account (e.g. for national account selling)? |
|
|
|
| Standard library of quota management and quota performance reports? |
|
|
|
| Quota data mart with OLAP (online analytical processing) for slicing and dicing sales staff quota performance across multiple measures and dimensions? |
|
|
|
| Offline Processing |
| An offline edition that provides the complete SFA suite in a disconnected environment and is a replica of the online user interface so that no additional user learning curve is needed? |
|
|
|
| Offline utilization can be performed on a PC, laptop, tablet PC (ink enabled) or Pocket PC? |
|
|
|
| Data changes made in the offline product are synchronized with the central online system? |
|
|
|
| Offline data is encrypted for security? |
|
|
|
| Administrator can require minimum re-synchronization periods so that central system receives periodic updates? |
|
|
|
| Offline data can be ceased or purged if employee is no longer employed? |
|
|
|
| Offline edition can display products, price lists, upsell items, cross-sell items and substitute items for field-based sales order processing? |
|
|
|
| Quotes or sales orders can be taken in the field and uploaded to a central system? |
|
|
|
| Sales Reporting and Analysis |
| Includes a Reporting Library of at least dozens of commonly used sales reports? |
|
|
|
| Ability to track all account activity and history in a single location by date, user, activity type, priority, status and more? |
|
|
|
| Sales reporting can roll-up by territory, office or geography? |
|
|
|
| Sales reports offer searching, ‘drill-through’, ‘drill-down’ and one-click export to Excel, PDF, web pages, XML or CSV? |
|
|
|
| Includes a report writer for custom sales reporting or creating new reports from scratch? |
|
|
|
| Includes a data warehouse suite for sale opportunity, forecasting and activity OLAP (online analytical processing) analysis? |
|
|
|
| System Administration |
| Able to globally secure all accounts by salesperson, sales manager, user or role? |
|
|
|
| Able to over-ride global security settings and apply account specific security for any individual account or customer? |
|
|
|
| Able to view a historical audit trail which displays all changes made to an account, including the user who made each change and the date, time and exact fields that were changed? |
|
|
|
| Vendor provides a simple (non-technical) import wizard for importing accounts, contacts, activities, opportunities and incidents? |
|
|
|
| The user is able to create or use import templates for recurring imports (for example, importing multiple users accounts from Outlook, ACT or Salesforce.com)? |
|
|
|
| Vendor provides a Mass Modify tool to make specific or global edits to data (e.g. reassign all accounts from one sales person to another sales person, territory realignment, etc.)? |
|
|
|
| Duplicate accounts can be automatically merged into one account? |
|
|
|
| A contact associated with one account can be automatically moved to another account? |
|
|
|
| A non-technical user is able to customize tables throughout the system in order to user-define desired columns, column order and column headings - by user or by role? |
|
|
|
| A non-technical user is able to customize Web page forms without any technical syntax or programming knowledge? |
|
|
|
| A non-technical user is able to modify, add to or remove menu items throug the system for individual users or roles (in order to remove features and functions with don't apply to select users/ roles)? |
|
|
|
| A non-technical user is able to link or integrate the CRM application with other Web-based applications? |
|
|
|
| The system administrator (SA) can define user profiles- such as default CRM home page, maximum file size and password rules? |
|
|
|
|
