** CLARION TECHNOLOGIES **

PROCESS WORKFLOW
2011, Clarion Technologies Pvt. Ltd. Confidential
Clarion
Technologies
Market
Research
Sales
Market
Research
Sales
Lead
PROCESS WORKFLOW
Sales/PreSales
Campaign Lead
CHECKING TECHNICAL
VIABILITY
Go-To-Market
Strategy
Data
Collection
Message
Creation
Email Campaign
and
Database Management
Inside
Sales
Weekly
Closure & Pipeline
Report
Weekly
Opportunities
Report
Campaign
Report
Pre Sales
Call and Email
Lead
Campaign Lead
Market Research Process
2011, Clarion Technologies Pvt. Ltd. Confidential
Data Capture
Lockbox and payment
processing
E-commerce
Customer Service
Full Service Order
Management

Marketing Database
Address Hygiene
Reporting
What-If Analysis
List Services
Business Intelligence
Segmentation and
Profiling Statistical
Modeling
Cooperative Databases
Operational Efficiency
Brand Development
Cost Reduction
Enhanced Customer Experience
New Customer Acquisition
Focus on Core Business
Integrated Applications
Customer Retention
Result Based
Closed Loop
Intelligent Cross-Sell/Up- Sell
Direct Mail
Multichannel
Multistage
Campaign Management
E-Mail
Segmentation
Relational Data
Warehouse

Demographic Data
Transactional Data
Lifestyle Data
Exception Data
Co-op Data
Preference Data
Prospect Data
Process
2011, Clarion Technologies Pvt. Ltd. Confidential
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Time Zone United States
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Time Zone New York
Time Zone Technology
Time Zone .NET
Time Zone PHP
Time Zone Drupal
Time Zone RoR
Time Zone
Data
Distribution
Time Zone Team 1
Time Zone Team 2
Time Zone Team 3
MS Dynamics CRM Workflow
2011, Clarion Technologies Pvt. Ltd. Confidential
PROCESS WORKFLOW
Definitions
2011, Clarion Technologies Pvt. Ltd. Confidential
Go-To-Market Strategy:
Clarion management team and Head of Sales (Sunny Raskar) will define the target companies and target
audience for Clarion services

Data Collection:
Yogesh Paygude and team will leverage internet and internet based sites (Google, Jigsaw, LinkedIn, Hoovers,
Zoom Info, Inside View, etc.) to mine data including email address, direct/business phone numbers, skype IDs
and will prepare a comprehensive database for Sales folks to follow up

Message Creation:
Sunny and Chetan will design email templates for market research folks to run campaigns and will send them
personalized messages for every technology/domain

Email Campaign and Database Management:
Market research folks with the help of bridgemail for email blasts, will perform email campaigns and will
segregate data as per their category (open/non-open). They will then handover the database to the Sales

PROCESS WORKFLOW
Definitions
2011, Clarion Technologies Pvt. Ltd. Confidential
TeleSales:
Sunny and Chetan will provide Sales members with training, guidance, insights and industry expertise for
devising a Sales strategy. Sales folks will also refer to Knowledge Manager for objective handling, polishing
their Sales skills, etc. and will start calling on the database provided by Market Research to generate demand.
Theyll perform preliminary research for each contact and will call, leave voicemails, send follow up emails,
draft materials pertaining to that specific domain/specific and generate leads.
After generating a lead and/or receiving a response from the client, the Sales member will check with the
Technical and PreSales team on the viability of the clients requirement/project. Sunny and Chetan will mentor
peers to refine their sales process & share best practices to shorten the sales funnel

PreSales:
Head of PreSales (Sanjay Sinha), fellow team members (Utkarsh Tiwari) and other technical team members will
closely work with the Sales team to clarify doubts from a technical perspective. Sanjay and team will also co-
ordinate with internal teams regarding resources, expertise, etc. and will provide guidance to Sales members.
Sanjay and technical team members will also participate in client meetings/conference calls to discuss
technical aspects and help the Sales team to drive the opportunity and bring closure
PROCESS WORKFLOW
Definitions
2011, Clarion Technologies Pvt. Ltd. Confidential

Campaign Report:
Yogesh Paygude will measure success ratio from each email campaign and will send a detailed report to Sunny
and Chetan for review. Yogesh will also participate in Sales meetings to provide suggestions/insights on market
trends, strategies and how to make the process more effective

Call & Email Report:
Every sales member will send daily calls and email report to Chetan keeping Sunny in the loop. They will also
ensure that they deliver against the required volume

Lead & Opportunities Report:
After compiling data from each Sales member, Chetan will send a comprehensive report to Sunny and PMO
every Friday EOD. The report would have Lead generated and Sales accomplished details for that specific week

Pipeline & Closure Report:
Sunny and Chetan will regularly monitor and manage the updating of information related to leads, contacts,
accounts, opportunities and closure in the CRM in order to maintain clean and appropriately structured
database records
THANK YOU
9
2014, Clarion Technologies Pvt. Ltd. Confidential