CRO and ACT!

POSTED BY Carl Moe on Mar 10 under CRO, Forecast Process

Part of our Mission is to deliver the tools, processes and systems C.R.O.’s need to succeed. Here is a recent development that has been a frequent topic of discussion with our C.R.O. clients.

One of the process benefits of the 4 Aces forecast model is objective clarity about where you are in the qualifying process meaning what has been completed as well as what remains to be done. We felt CRO’s would benefit having this information available on a real time basis through a CRM system so we developed an ACT!-based application package to demonstrate the process. This package includes customized fields for the Critical Qualifying Questions covering Motivation, Money, Methodology and Market with rep fields for entering updates including forecast probability changes. The C.R.O. can ‘audit’ any forecast item updates as well as receive immediate email notification of specific forecast changes – up or down.

This capability can also be installed in most CRM systems so please feel free to contact us with a specific request. We can also work directly with your CRM support specialist to develop this capability.

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