From Import to Opportunity:
Unlocking Autotask CRM
Hannah Arnold
Sales Engineer
Autotask Corporation
harnold@autotask.com

 With Autotask for 1½ years
 Previously a Busine...
Session Goal
 Provide you with a basic understanding of the Autotask
CRM tool
 Learn how to effectively use Autotask to ...
Agenda
ACCOUNT MANAGEMENT: customer base
Account Detail
Wall View

OPPORTUNITY MANAGEMENT: new business
CRM Dashboard
...
Account

Contact

Contact

Contact

Contact

Contact

Contact

Opportunity
Opportunity

Opportunity
ACCOUNT MANAGEMENT in Autotask
 Creating Accounts & Contacts





Fields
Import
Workflow Policies
Local Terms and Sym...
RECAP: ACCOUNT MANAGEMENT
[Creating Accounts & Contacts]

 Fields
 Best Practices:
 Configure for growth but keep it si...
RECAP: ACCOUNT MANAGEMENT
[Managing Accounts]
 Action Types
 Best Practices:
 Carefully consider where the Action Type ...
Agenda
ACCOUNT MANAGEMENT: customer base
Account Detail
Wall View

OPPORTUNITY MANAGEMENT: new business
CRM Dashboard
...
Account

Contact

Contact

Opportunity

Contact

Contact

Contact

Opportunity

Contact

Opportunity
OPPORTUNITY MANAGEMENT in Autotask
Manage the sales cycle through Creation of Opportunity and
Quotes
 Opportunities
 Dat...
OPPORTUNITY MANAGEMENT in Autotask
 Configuring the Sales Cycle
 Creating Opportunities
 Creating Quotes

 Working wit...
RECAP: OPPORTUNITY MANAGEMENT
[Configuring the Sales Cycle]
 Creating Opportunities
 Stages
 Best Practice:
 Keep it s...
RECAP: OPPORTUNITY MANAGEMENT
[Working with the Dashboard]
 Security
 Best Practice:
 Create Sales Manager license to a...
RECAP: OPPORTUNITY MANAGEMENT
[Reporting on the Cycle]


Reporting


How many opportunities are about to close?




Wh...
Hannah Arnold
Autotask Corporation
harnold@autotask.com
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From Import to Opportunity, Unlocking Autotask CRM

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This session kicks-off our Essentials track. Autotask's CRM is the foundation for all other areas in Autotask. The session will help you navigate the import tool and understand the relationship between Accounts and Contacts. It will introduce Opportunities that track your sales potential in Autotask.

This session will review the following Autotask features: Account & Contact Import- Account & Contact Relationships - Opportunities

[Presenter: Hannah Arnold, Autotask & Moderator: Katee Cufari, Autotask]

Published in: Business, Technology
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From Import to Opportunity, Unlocking Autotask CRM

  1. 1. From Import to Opportunity: Unlocking Autotask CRM
  2. 2. Hannah Arnold Sales Engineer Autotask Corporation harnold@autotask.com  With Autotask for 1½ years  Previously a Business Development Rep (Italy and Australia).
  3. 3. Session Goal  Provide you with a basic understanding of the Autotask CRM tool  Learn how to effectively use Autotask to engage with Customer Base and manage Active Opportunities  Show you some simple tips and tricks
  4. 4. Agenda ACCOUNT MANAGEMENT: customer base Account Detail Wall View OPPORTUNITY MANAGEMENT: new business CRM Dashboard Creating and nurturing of active Opportunities Q&A
  5. 5. Account Contact Contact Contact Contact Contact Contact Opportunity Opportunity Opportunity
  6. 6. ACCOUNT MANAGEMENT in Autotask  Creating Accounts & Contacts     Fields Import Workflow Policies Local Terms and Symbols  Managing Accounts  Action Types  Working with To-Dos & Notes
  7. 7. RECAP: ACCOUNT MANAGEMENT [Creating Accounts & Contacts]  Fields  Best Practices:  Configure for growth but keep it simple  Create user defined fields (UDFs)  Import  Best Practices:  Ensure configuration is as complete as possible  Use the system report to export existing accounts  Import a small test group (1 account , 2 contacts) to test
  8. 8. RECAP: ACCOUNT MANAGEMENT [Managing Accounts]  Action Types  Best Practices:  Carefully consider where the Action Type should appear (Calendar, To-do or both)  Remember the Action Type is used on Account, Contact and Opportunity  Working with To-Dos & Notes  Remember:  To-Dos become Notes when complete  Notes can be applied an Account, Contact and Opportunity
  9. 9. Agenda ACCOUNT MANAGEMENT: customer base Account Detail Wall View OPPORTUNITY MANAGEMENT: new business CRM Dashboard Creating and nurturing of active Opportunities and Quotes Q&A
  10. 10. Account Contact Contact Opportunity Contact Contact Contact Opportunity Contact Opportunity
  11. 11. OPPORTUNITY MANAGEMENT in Autotask Manage the sales cycle through Creation of Opportunity and Quotes  Opportunities  Data records that track revenue you expect to earn in the future  Quotes  Documents that contain price proposals for specific products and services to put in front of customers
  12. 12. OPPORTUNITY MANAGEMENT in Autotask  Configuring the Sales Cycle  Creating Opportunities  Creating Quotes  Working with the Dashboard  Security  Advanced Fields  Reporting on the cycle
  13. 13. RECAP: OPPORTUNITY MANAGEMENT [Configuring the Sales Cycle]  Creating Opportunities  Stages  Best Practice:  Keep it simple  Configure based on steps you want to track  Clearly define and document in KnowledgeBase  Favourites  Best Practice:  Create for individuals, product/service line and promotions  Establish a naming convention
  14. 14. RECAP: OPPORTUNITY MANAGEMENT [Working with the Dashboard]  Security  Best Practice:  Create Sales Manager license to adjust Dashboard view  Advanced Fields  Best Practices  Label with revenue streams that compose the opportunity amount  Utilise to track company goals for specific revenue streams  Activate only those Sales Quota Performance Metrics you need to support revenue streams  Fill in Sales Quotas for revenue stream goals
  15. 15. RECAP: OPPORTUNITY MANAGEMENT [Reporting on the Cycle]  Reporting  How many opportunities are about to close?   What did I close last month, quarter, year?   CRM > Reports > Sales Stage Analysis Admin>New LiveReports Designer> Systems Reports> Opportunities> Opportunity Detail What is my best lead referral?  Admin>New LiveReports Designer> Systems Reports> Opportunities> Opportunities by Lead Referral
  16. 16. Hannah Arnold Autotask Corporation harnold@autotask.com

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