Empower Your Business with airSlate SignNow's CRM Opportunity Management in India

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hey welcome um to how to enhance opportunity management and client engagement and basically is how we connect CRM to CRM between partners and ODU and I assume if you are right here is because either you are a partner or you are an account manager or partner manager let me introduce myself I'm Hima Gonzalez I'm a channel team leader for the offices in San Francisco and I started as an account manager and then promoted as a team leader for the enablement which is the ready partners and then for the goals and Silvers so it have been a long path and during this trajectory I can see that there there is something that we need to do together with the partners and the partner manager to create a better communication another tool that more than just a WhatsApp or a weekly or monthly or bi-weekly meeting to know where are are we with opportunities so that's why we are in this conversation today and as you know our main goal is to help people to do more in less time and this at the end when we save time we make more money because we have time to make more calls to reach more clients to present the software to more people and at the end this brings more Revenue so let's talk a little bit about the agenda we are going to see first what is this connection how what are the benefits how it works a quick demo best practices and a quick conclusion so U is a ecosystem that is formed by three main uh parts U as software but we are not the same without the partners and we partners and ODU are in constant communication with our prospects our future fure clients so we are connecting all the time between three people but we are not communicating between the three of us at the same time so if it is an opportunity uh braded by our system mostly the communication will be at the beginning the between the partner manager and the client and then at some point we just introduce to a partner and it's going to be a tree way but if there it's an opportunity brought by the partner it's mostly the communication will be partner client and sometimes we get with the account manager in the middle but for us it's very hard to know hey where are you uh what is happening with this opportunity sometimes I talk to the people that I manage and it's like okay what's the status of this client and they go no the partner told me that they will have a meeting in two weeks hey but that was two weeks ago so what happened with the meeting uh no I haven't met with the partner yet I have my partner my pipe review with them in a week okay we are lost in time and we are losing a week with this client that might happened already that in that week it was probably the client uh board meeting where they take the final decision so if we create a way to communicate between the account manager and the partner in a constant way more than WhatsApp or email it will be easier for us to move forward with the opportunities and there is some statistics from Mackenzie actually that shows that effective communication and collaboration tools can increase their productivity in 20 to 30% and this is what the part that we are more inclined these days that we want to make more with the same resources that we have okay so now let's talk a little bit about the the benefits of having this integration and most important is that we enhance the collaboration between the two parts partner and ODU and this also is reflected on the accurancy on the data and everything is in real time just the example that we had before is not that I'm talking about something that already happened a week ago and obviously reduce the errors everything here is going to be in the chatter and it's going to have historicals and if the salesperson is out on vacations I mean the next person we can have the information right there um and also improve the experience that we have with our customer uh we are going to be able to respond faster to them and this also will give them the idea that it's a good solution sometimes and I this is something that I see very often we lose clients for nothing different that we take long time to send a quation between ODU and the partner quotation it takes very long and after a week they lose engagement and just as the example that Fon was saying earlier today uh that they asked people to come and check what they need and they don't receive all the quotations from the people that comes to their office this sometimes happen to us and to our partners and if we have a constant communication this we're just avoiding this situations so before go into a demo I would like to show you how this works step by step because there are very specific steps that are kind of tricky and if we don't do it in the correct way it might not work so let's start I'm just going to give you a little heads up here of what is going to happen and then go one by one so we have two different databases a database and the partner database the partner manager on ODU side needs to create the opportunity that's where everything starts the one who needs to start is ODU and we need to tag our partner so we can connect the two databases but in this way it's going to be only in One Direction after we tag the partner and I'm going to tell you exactly who you need to tag we the system will create a lead in the partners CRM but this opportunity will come with the am of the partner manager information not with the customer so that's second trick and we're going to get deeper on that one and as I was telling you this is just one way so if the partner wants to respond and to make it by directional we need to start communicating and always tag catch all the catch all is that email that is going to bring all the information from the partner to ODU and it will connect both sides there is a lot of information about this but actually just to see it in reality with in in a real example with our partners it has been a very nice example of how we can do how we can use a resources also for our own business sometimes we think about these solutions for our clients but we don't implement it in our our own house um so let's see now step by step let's imagine that I'm Hima Gonzalez I'm working oo so I'm going to have the Odo t-shirt and I'm just going to create two contacts from the partner one is the salesperson who is going to be in charge of this cell I'm going to call her Maria and just to let you know that's my first name uh that nobody uses and we have to create a second contact which is this the email that is going to activate the lead generator in our own in the partner site so this email is going to be sales at partner.com or you can call it leads at partner.com as however you want to call it because you are the ones who created on your own site okay this is just two steps that the am needs to do it it takt me 2 minutes now the partner on their side this is another database as you can see and here the partner needs to create and do two different steps the first one they need to create two contacts the account manager or the partner manager and one specific lead ER contact sorry that is called uh lead Oro or whatever you want to call it but it's going to be the catch all email and this is the the email exact email that you need to use catch all at mail. odu.com after having created these two contacts which is another two minutes it's very important and this is the part that we were talking when um ODU creates their own contacts the partner needs to create a sales team so if you go to CRM configurations you create a sales team and the sales team is the one who is going to enable to create a lead or an opportunity in our pipe so as the same as what we do if someone logs in in the website and that creates a a lead or an opportunity is the same it's just the same the person that is sending an email to this specific email is going to create um an opportunity in our CRM it's exactly the same it's just that we are going to start using that that email with tax okay so we need to after creating this some Partners also a part of just create the sales um email they also generate uh enable the leads in the CRM so they create like another layer it's like we create a lead and then we move this lead to an opportunity um I don't know I have been working with many partners to the in the last five years and I can tell you that no many of them use leads and opportunities everyone works directly with opportunities so that's why I put it in here there an optional I'm just going to work directly with opportunities because in real life I know that no much people use that part okay so now that we have the setup is literally two minutes in the O side and I will say a little bit more on the partner side because we have to create this sales part now let's talk about the step by step so first the partner manager on the Odo side needs to create the opportunity and once we create opportunity we have to tag the salesperson which is Maria and the sales at partner that is the one that is going to create the lead on the partner side and this is the first trick you need to add the final contact information of the client as part of the text that you have there so you see here I have Partners new opportunity and I I add the contact information because what is happening is that um the partner receives an email with opportunity and when they open the opportunity they will find that the opportunity comes only with the name the email of the partner manager or the account manager so first step that we need to do is to replace the information I highly suggest you just because we have been implementing this with a lot of our gold and silver Partners to replace first the email address and then replace the phone and the name once we have that we are ready to work with the opportunity um I call the opportunity I make some updates with them and then I'm ready to communicate back to my account manager and in this case I need to tag the account manager and the catch all and that's when this conversation start to be in two directions so now ODU receives the or the account manager receiv received the notification and now we are connected in two ways as a final step and just to give the last trick here to commu to keep the communication the partner manager the account manager in ODU sites needs to tag only the salesperson from the partner if we tag again the sales at partner will create another opportunity so there are two main tricks here remember the first one is the the partner uh the first the partner always respond to the part to the account manager and the catch all and the account manager on the first round they need to tag the sales uh contact that we create and from there on only the salesperson we don't want to duplicate the opportunities so this is the theory and now let's see how is in real life okay so okay this is Odo I'm working as account manager here in Odo and I'm just going to create an opportunity and I'm getting the Harry Potter shop okay so I got the Harry Potter shop and I'm going to create it here so I'm going to start communicating with my partner so in the partner side I'm just going to tag the sales email that we said initially and the sales person which is Maria and I'm going to say new opportunity and remember the trick we need to add the customer the email and the phone and we just log the note what happened in the other side well my partner where is this yeah my partner is this database you see I'm here as a Maria and I'm just going to refresh this and in the partner side you see that now the hair reporter opportunity is created and I see that ODU tag me and say hey this is a new opportunity so the first step that I need to do here the first step is just to replace the email the contact information and the name so now I have a new contact in my own database and I'm ready to talk to a client and I'm just going to tell back to Odo which is the catch all and um my account manager to say hey I call them and have a meeting on Thursday and we Lo a not and now this is when it gets in two directions and if we go back to our ODU database this is ODU is not the partner and I'm just going to refresh here you see that the notification that Maria which is the salesperson from the partner did just said hey I called them and we have a meeting on Thursday so from now on only thing remember we need to just tag back who we need to talk back only only Maria if I tag back oh double Maria thank you if I tag back the partner is going to create an the sales email is going to create another opportunity so from now on is just to start tagging each other and this has been improving the way that we close deals in a incredible way like I can see people it's more updated uh business are moving faster and just to have a perspective of the time people in as an account manager they can save up to four hours of work every week and just but the amount of P reviews that we have to deliver in Communications if this is just connected with your CRM to CRM you're going to save a lot of time okay so as you see it was very easy process and just to summarize a little bit of the idea here the person who needs to create the opportunity is always o do the partner manager we need to tag the email that we created that is going to do the lead generation which is sales at partner and the sales person in the partner which is we call her in this case Maria the partner needs to replace the client information this is very important and respond back every time that the partner respond back it's with to my account manager and the catch all and every time that the account manager is responding back is only this responding back to the salesperson from the partner and that's it now we have two ways of communicate this doesn't replace the monthly or weekly or bi-weekly pipe reviews that we have with the account managers and the partners but this creat a whole different Dynamic it's not just like calling ay where are you what happened with this client we already have all that information it's more about when we call it's more about what is going to be the strategy with this client I I just send the quotation for them and they're not moving okay what is going to be our strategy to close them how we can make this happen faster or uh how we can adjust the timing but when we have time to do more um a strategy thinking than manual actions is when the business grows faster um as a conclusion I just want to let you know that the information and the collaboration that we have between partner and account manager or partner manager is very important and I have seen a lot of partners that they work by themselves and they just say hey account manager I just tag you when and I'll just call you whenever the dis the business is closed these kind of Partners honestly they are like a solo and that's why we call this partnership because we are together we if we go together to meetings if the client sees two different organizations supporting what they are getting they're they're more likely to trust on us and close deals so just working together with this will help a lot of um businesses to happen at the end we will have information in real time everything is going to be in the charter and at the end we are giving better service to our clients and we're saving time and time means more time to do more business thank you so much this is very easy I don't know if someone has a question if someone has a question you can add to the to the pad or maybe we can just ask here my my suggestion here is after you arrive back home very retired after this long week talk to your account manager and ask them to connect the crms and just start trying to see if you don't know how to do it ask them to watch this video or they can reach direct to me no matter the office that they are at uh because we want this to be a a good practice that we can expand with all our uh account managers around the globe we have been doing it in the San Francisco office for the last year and has been helping a a lot our account managers and partners to have a better communication so thank you so much for your time and I don't know if we have a question here the moment we don't have any questions someone is writing but in the meantime uh does someone have has a question yeah yes so here to trans the question uh so there are a French partner and at the moment they do create the opportunity by themselves and she missed um the moment where the moment where you create the opportunity from the Udo side and then it goes to the partner so normally what happens is that there are two ways to create an opportunity on the audio side one is you go on the portal and you create opportunity and that one will create an opportunity on my side if I tag that's already created in ODU site if I tag you back it's just the first step but the one who needs to start the communication is the account manager we have other partner ERS that are very active on the chats and I think WhatsApp is a very important tool for us to work um sometimes Partners will just say hey I need to create this opportunity and send two or three informations and that's it that is if the opportunity is created by you if the opportunity is brought it by oo with the leads that we receive is just to tag you directly perfect we have another question here yeah thank you uh so what we're doing now is we're using uh oo.com backmy opportunity to create uh the opportunities we have as as partners to share them with our account managers um in order for this to happen do we have to be Udo users for our CRM for this to happen you have your own uh Odo you you should have your own Odo do you have your own Odo or not no so okay so a funny story we we we just became Udo Partners uh ready Partners so we are transitioning from Salesforce to Udo so we need to switch our sales team to use CRM of Udo for this to happen right yes okay this is very important for you to know and when we have a new partner our first Rec recommendation is for you to start using oo and the first implementation that we suggest the partners to do is your own because that's the company that you know the most those are the processes that you understand and if you make a mistake it's not going to have unhappy clients and kill your brand so basically the first implementation that you need to do is yourself once you implement yourself you can start starting communicating in two ways but yes you need to have a or you can have your uh one app with CRM only while you do the rest of the transition also yeah our subscription expires end of year so we couldn't switch directly so we'll probably do the transition in January thank you any other questions okay no thank you so much for your time and this is just the beginning I highly encourage you to talk to your account manager and force them also to study and do this because the more tools we get together the easiest we do our work