Requirements Document

Zoxima Solutions Pvt. Ltd.

Requirements Understanding

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 • Database for prospects will be maintained in the application
• This database will be segregated into regions, area, city, industry, segments, etc. as
required

Prospecting / • Every prospect will be associated with a sales owner from PVR
• Different stages for engagement with the prospects will be configured to provide a
Business clear view of the lead pipeline
• Source of the leads will also be maintained , to help track the conversions and calculate
Development lead source ROI
• Leads being generated from online sources such as website , landing pages, etc. can be
automatically captured into the application (provided APIs are available for the lead
source)
• Lead assignment logics can be configured to automatically assign leads to sales users
such as product, city, etc.

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 • Qualified leads will be converted into opportunities
• Opportunities will have defined stages to help track and manage the opps and also to
have a visibility into the health of the funnel
• Every opportunity will be owned by a sales user
Funnel • Sales users will be able to capture the amount / value of the opportunity in the
application
Management • Sales users will also capture the product associated with the opportunity
• This could be a single product and also multi products
• Quotations / Proposals which will be created offline can also be attached to the
opportunity for recording purpose
• Competition activity on the opps can also be captured with the reason for any lost deal

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 • All customers / accounts which give an order will be created in the application
• Existing data of customers can be imported into the application
• All opportunities and other data associated with the customer such as invoice,
Customer 360 payments, etc. can be tagged with the customer (this can be done either manually
through excel files or through integration with the back end systems)
• All associated contacts with the customers will be captured and mapped with the
customer
• Interactions against the customer such as emails (email client can be integrated for
capturing email interactions), calls (sales user will have to capture the information) etc.
will be available against the customer

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 • Sales users will be able to send emails from the application to the prospects and
customers
• Email templates can be configured for standard emails to save time of the sales users
Sales Team • Sales user will be able to capture all interactions with the customers in the application

Activity • Incoming emails from prospects and customers can also be captured in the application
• Reports / summary of customer visits will be recorded in the application by the sales
Management user
• Through SMS Gateway integration, SMS can also be sent to the prospects and
customers from the application (SMS Gateway will have to procured additionally)
• Standard SMS templates can also be configured

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 • KPIs of the sales team such as booking target, collections target, product wise target, new

Sales KPIs business target, repeat business target, etc. can be configured
• Achievement can be captured against the targets ( either manually or through integration
Management with backend systems)
• Reports can be configured to manage the KPIs and provide performance analysis of the
sales users

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 • Reports and dashboards will be configured for different personas such
as management, sales team, etc. such as:
• Sales target vs achievement
•
Analytics •
Number of meetings done
Product wise performance
• Region wise performance
• Opportunity Funnel

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Some Dashboards

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Team Target vs Achievement

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Opportunity Funnel

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Top Customers

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New Business vs Repeat Business

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Category Wise Revenue Analysis

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Month on Month Sales Trends

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Lead Source Analysis

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Lead Status Analysis

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Product Wise Funnel

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Sales Team Performance

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Product Performance

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Region Wise Performance

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