1. Prospect
Lead Entered/Uploaded
Unqualified Lead
 No idea if lead is
open to working
with us
 51% believe that
they fit M&P profile
 50% believe we
have markets.
Qualified Lead
 51% believe that client is
open to working with us
 Have established
communication or other
relationship
 80% believe prospect fits
within M&P client profile
 51% believe we have
markets to meet their needs.
 The client is working
with us
 99% believe the client
fits M&P profile
 80% believe that we
have markets
 Best estimate is
entered as Opp.
Amount.
› The positive about this process is that we
do not create a huge list of low probability
opportunities. It also creates movement
throughout even for very long sales cycles.
› The functionality is also much closer to the
native functionality of Sugar. This means
that less development is needed.
› It also allows company contact to be
entered properly as a prospect and then
further qualified before assigning an
opportunity value.
Customer
Company Contact
Referral Source
Vendor
Etc.Other Relationship
 At least one policy has been written
 Cross-Sell/Opportunities/Prospects
remain open until qualified.
Cross-Sell
Opportunity Opened
for all Departments.
Initial
Opportunity
Opportunity rounding
out is continuous
It makes more
sense to create a
cross-sell
prospect.
However, this is a
conversation for
after we finalize
this process.
› The challenge with this
process is an additional
step before forecasting
revenue.
However, this is a
potential benefit since
forecasts should be
more accurate

2. Prospect
Lead Entered/Uploaded
Unqualified Lead
 No idea if lead is
open to working
with us
 51% believe that
they fit M&P profile
 50% believe we
have markets.
Qualified Lead
 51% believe that client is
open to working with us
 Have established
communication or other
relationship
 80% believe prospect fits
within M&P client profile
 51% believe we have
markets to meet their needs.
 Opportunities are
created for all lines of
business
 User enters est.
amount of
opportunity
 Average values are
auto populated for
other opportunity
amounts
› The positive about this process is that
there is a value always visible for all
prospects in the pipelines
Customer
 At least one policy has been written
 Cross-Sell/Opportunities/Prospects
remain open until qualified.
Initial
Opportunity
› The challenge with this
process is that
automating and
requiring that all
prospects have an
opportunity is not a
native functionality of
Sugar. Rules need to be
developed to manage
unintended
consequences. For
example, when
company contracts are
added as prospects, it is
premature to call them
an opportunity,
breaking our rule. Also,
because this is not
native to Sugar it is
possible that there are
other issues we are not
yet aware of. This will
result in errors and
bugs.
Company Contact
Referral Source
Vendor
Etc.Other Relationship