Blue Flower

We made several major transitions in our business practices as part of our migration to Salesforce. One of these major changes involved tracking the industry vertical of each of the Accounts that we had in the system. Moving the Accounts from our Dynamics system to Salesforce involved migrating several thousand records, none of which had verticals, and many of which might no longer be active. As part of this same transition, we added an outbound sales team and business development agents. This involved new processes and agents that our company had no previous experience with and that added novel requirements to our current business processes.

We needed an Opportunity generation process that would allow us to address all these needs. Why do this through the Opportunity? An active Opportunity indicates an active Account and Contact, so we know that these Accounts need classification in our system. The opportunity is also a place where our company really differentiates how each of our teams function. The result is the following Visual Flow, which is described in its development in the Problems and Business Requirements below.

Problem 1. Identifying Active Accounts and back filling the necessary data to them.

Business Requirement 1

All Accounts in the system needed verticals, but the size of doing the task manually prior to uploading the data would have prohibitively slowed the progress of our Salesforce deployment.

Business Requirement 2

As a result of adding outbound sales to our team, a business rule was made that Account should only be owned by agents in our Customer Success Department, regardless of who created the Account. However we did not want to lose the value of the creator of the Account.

Business Requirement 3

The Customer Success Agents, rather than serving on a first-come first-serve basis, would work in specific verticals to develop the needed specialization to support their customer base's unique needs.

Business Requirement 4

As the process progressed, Accounts that were not receiving vertical assignments could be targeted by outbound sales or purged if they were no longer potential clients or duplicates.

 

 

Problem 2. Addressing the interface needs of 4 different user types with a single flow.

 

Problem 3. The "New Button".