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]

1. From Import to Opportunity:
Unlocking Autotask CRM

2. Hannah Arnold
Sales Engineer
Autotask Corporation
harnold@autotask.com
 With Autotask for 1½ years
 Previously a Business Development Rep (Italy and Australia).

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. Agenda
ACCOUNT MANAGEMENT: customer base
Account Detail
Wall View
OPPORTUNITY MANAGEMENT: new business
CRM Dashboard
Creating and nurturing of active Opportunities
Q&A

5. Account
Contact
Contact
Contact
Contact
Contact
Contact
Opportunity
Opportunity
Opportunity

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. 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. 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. 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. Account
Contact
Contact
Opportunity
Contact
Contact
Contact
Opportunity
Contact
Opportunity

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. OPPORTUNITY MANAGEMENT in Autotask
 Configuring the Sales Cycle
 Creating Opportunities
 Creating Quotes
 Working with the Dashboard
 Security
 Advanced Fields
 Reporting on the cycle

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. 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. 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. Hannah Arnold
Autotask Corporation
harnold@autotask.com