Page 91 - Superion Sales

SUPERION – Sales Playbook

In the Opportunity Detail section, complete the following fields. (Required fields are indicated in red
when you are in edit mode.)

Opportunity Name: In the opportunity name field, indicate the solution you are selling. A workflow
rule automatically populates the account name followed by a hyphen (-), so all you need to do is
add the solution you are selling.

Example: In the example above, the user typed “MFR” and the complete opportunity name
“Alamance County, NC - MFR” automatically populated.

Solution Type: Indicate the product solution you are bidding.

Type: Indicate Net New or Existing Business.

Order Type: Depending on the selected Type, a relevant Order
Type list displays. As an example, for Existing Business you can
select from:

• Add On – used for upsell opportunities for add-on products
• Migration – used when proposing a migration from one product line to another, such as
NaviLine Community to TRAKiT
• Access To – used for Public Safety deals with access agreements
• Upgrade – Select when proposing a major upgrade such as PLUS 5.1/9.1 or IFAS to
ONESolution upgrade

Solution Category: This field allows you to add more granular information about the “Solution
Type.” Depending on the Solution Type added, only relevant categories display.

Migrating From? If this is a migration or an upgrade, indicate the Superion solution from which
the customer is migrating.

Lead Source: Indicate where the lead originated.

Primary Campaign Source: Name of the campaign responsible for generating the opportunity.
For opportunities with multiple influential campaigns, navigate to the Campaign Influence related
list and add relevant campaigns. Select the Primary Campaign Source checkbox. The campaign
will display in the Primary Campaign Source field on the opportunity.

Stage: Indicate the stage as defined in the “Stages of the Sales Cycle” document.

3/8/2018

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