Process

• Validate Leads
• Sales Engagement
• Create Oppty
• Discuss incentives

PEMS

• RA validates key fields
• RA sends portal to partner
• Existing partners portal is ready once past year is closed; mass upload activates portal

REGION ADMINS

• Partner completes portal
• Opts to split or combo contracts
• Some partners choose not to do portal

PARTNERS

• RA reviewes membership & Excel
• SB reviews SB
• Review Portal, update from history, decision roles
• Add note for DD training status

PORTAL REVIEW

• Review Oppty, decision roles, DD training, combo/split, previous contract
• Data Clean Up
• Review notes, incentives, exemptions
• Build Quote
• Bundle MYC

CONTRACTS

• Partner 90 days to sign or resend
• Tag RAs in if no response
• Reminder email schedule
• Launch revision process if partner reject
• Amendment process if needed

PARTNERS

• Materials PO process depends on time of year
• Receive Notes from Contracts
• Review Regs in MyAVID
• Invoicing and Payment documented Close Won

ACCOUNTING

CONTRACTS PROCESS

• Validate Leads
• Sales Engagement
• Create Oppty
• Discuss incentives

PEMS

• RA validates key fields
• RA sends portal to partner
• Existing partners portal is ready once past year is closed; mass upload activates portal

REGION ADMINS

• Partner completes portal
• Opts to split or combo contracts
• Some partners choose not to do portal

PARTNERS

• RA reviewes membership & Excel
• SB reviews SB
• Review Portal, update from history, decision roles
• Add note for DD training status

PORTAL REVIEW

• Review Oppty, decision roles, DD training, combo/split, previous contract
• Data Clean Up
• Review notes, incentives, exemptions
• Build Quote
• Bundle MYC

CONTRACTS

• Partner 90 days to sign or resend
• Tag RAs in if no response
• Reminder email schedule
• Launch revision process if partner reject
• Amendment process if needed

PARTNERS

• Materials PO process depends on time of year
• Receive Notes from Contracts
• Review Regs in MyAVID
• Invoicing and Payment documented Close Won

ACCOUNTING

CONTRACTS PROCESS

THEMES

You can write a subtitle here

ExperienceOwnership

ROLES & COMMUNICATION

STANDARDIZE VS CUSTOMIZE

TRANSPARENCY

SYSTEMS

+ Info

• No one owns holistic process is advocating for the overall flow and experience.

• High touch process with 6 stages and several redundancies.

• Product decisions have made this process increasingly nuanced and manual.

• AVID needs strategy around each team's role in the process

• Roles and responsibilities are not clear within or across teams

• Teams do not have the relational capacity built into the structure to work collaboratively.

• We customize products, incentives and exceptions making the sales, quotes and review process highly manual.

• We are not consistent within individual teams (PEMs, Regions, Contracts) which makes standardizing processes difficult.

• People feel that they aren't able to get a clear understanding of where a partner is in the process .

• Key aspects of the process are captured in notes and individualized communcation, creating highly manual processes and high risk for error.

• Some systems may not be optimized to eliminate manual steps: HubSpot, Salesforce, Financial Force.

HANDOFFS & COMMUNICATION

• Some systems can be optimized to eliminate manual steps: HubSpot, Salesforce, Financial Force, MyAVID, Docusign.

+ Info

+ Info

+ Info

+ Info

+ Info

• Auto remove active AVID partners from leads and and asssign contracts to the account in SF
• Standardize all PEMs build the Oppty alongside new partners
• Overhaul incentive/exception approval process

PEMS

• Clarify hand off from PEMs to RAs

• Clarfiy roles of RAs vs PEMs
• Build required fields

REGION ADMINS

PARTNERS

• Standardize how we sell products so they cannot come in so many combinations
• Automate the DDL/ADL reporting to avoid manual look ups

PORTAL REVIEW

• Overhaul incentive/exemptions process

CONTRACTS

ACCOUNTING

CONTRACTS PAIN POINTS

• Explore how to communicate and make portal experience more intuitive
• Build required fields
• Create early flag for contracts a district will need from us

Pricing Sheet

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Incentive/Exemptions

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PEMS

leads generation

Optimize marketing and lead strategyGenerate clean prospects

PEM & New Partner

Existing partner automatically access portal after mass upload; work with RA to complete changes

REview

Region Admins review portal, history, notes

contracts

Contracts build quotesBundle MYCRevisions/Amendments Send Proposal; Manage to signing; Tag in RA if needed

accounting

Manage materials POsManage innvoicing

Region ADmin & Partner

New partners complete their portal with PEMs as part of the sales stewardship

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PEMS

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PEMS

• Visit the Analytics settings;
• Activate user tracking;
• Let the communication flow!

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• Visit the Analytics settings;
• Activate user tracking;
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• Visit the Analytics settings;
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