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  • 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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