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Run the Business Intelligently
As you leverage Sales Cloud for Capture Management and Business Development, the solution is tracking changes to give you an overall picture of how your pipeline of pursuits and opportunities changes over time. You can easily see what where your pipeline began, what moved in or out, all the way through to how your pipeline ended in a given time period.
Expedite Capture Management
Leveraging the #1 platform for Sales, government contractors can win more business, streamline the capture process, and run the business intelligently with Sales Cloud for Capture Management and Business Development.
Unlock your Inbox
Unlock the wealth of information and communication between your capture managers or business development executives and customers. Salesforce makes it easy to attach important email messages to contacts, accounts, and opportunities to keep teams informed and aware of key conversations that impact the probability of winning. Capture managers can even launch Salesforce records within the connector without leaving their inbox view for additional details.
Follow Key Dates
Once in Salesforce, the capture manager or business development executive can access the home page where they view key metrics, collaborate with colleagues, and track key dates related to upcoming opportunities. Keeping the most important information on the home page helps focus on winning more business and moving processes towards due dates.
Manage Accounts
The account record shows the most important information at the top so the capture manager can see the most important details and metrics giving a snapshot of overall account health and performance. The record also displays all details as well as a timeline of past activities and upcoming tasks or events.
Related Records
The related records and information is a critical piece to get an entire view of the opportunity. With Salesforce, all the necessary related info resides in one place.
From all the documentation, files and attachments, to knowing the relevant players both internally and externally, Salesforce helps keep everyone organised and on the same page.
Track Sales Progress
The Sales Path across the top allows users to visually see which stage the deal is in, as well as highlight key fields that need attention from the capture manager to move the deal forward.
Additionally, each stage can include coaching and guidance to ensure the sales process runs as smoothly as possible.
Get More Detail
At its core, each record is made up of the specific fields and data points that need to be tracked. In addition to key dates or milestones, information from intelligence sources like GovWin, FBO, or even B&P financial data can be captured to augment standard information and detail on each record. Information from CostPoint can be integrated as well to track bid & proposal costs and measure burn down rates against budgets.
Analyze Data
The real power comes when you can start to use that data to make informed decisions. In this case, we are trying to figure out where we have had success historically with similar deals. This dashboard allows us to get the insights we need, right from within the opportunity. We can also use this dashboard to get a high-level overview of our pricing, measured by profit margin, that we included with each bid/deal over time.
Generate Intelligent Insights
Einstein Discovery allows capture managers to take advantage of historical data accumulated in the system to make predictions about probability of winning the opportunity and how to improve the chances. Companies can configure calculations to determine potential award forecast and what influences predictions such as PWin and PGo.
Save Time
By using AppExchange partner, Drawloop, we are able to grab the most recent data about this opportunity and put it into the template or any other format you specify. This saves a lot of valuable time and helps to keep the data as fresh as possible for the next review.
Collaborate with Ease
Chatter offers built in collaboration on any record in Salesforce. So, files can be shared, updates can be tracked, and conversations can happen in the context of the record. This creates a powerful living history of the deal so that as people get added to it (or if someone leaves), that information stays with the deal and everyone can get a complete history of what has gone on to date. It also allows anyone supporting the deal to quickly come up to speed and chime in to add value.
Provide Mobility
Just about everything we did from our computers can be done from the mobile device as well. This is great for reps who need to stay up to date on a deal when they are on the road. Business development executives can take actions quickly to log their calls/meetings, make updates, or get support with their deal.
Submit for Approval
Easily build configurable approval processes to ensure opportunities are reviewed before submitting and moving to the next stage in the internal process while capturing important audit history with name, date and time, and approval or rejection notes. Approvals can be done on the mobile device or through email as well.
Run the Business Intelligently
As you leverage Sales Cloud for Capture Management and Business Development, the solution is tracking changes to give you an overall picture of how your pipeline of pursuits and opportunities changes over time. You can easily see what where your pipeline began, what moved in or out, all the way through to how your pipeline ended in a given time period.
Expedite Capture Management
Leveraging the #1 platform for Sales, government contractors can win more business, streamline the capture process, and run the business intelligently with Sales Cloud for Capture Management and Business Development.
Unlock your Inbox
Unlock the wealth of information and communication between your capture managers or business development executives and customers. Salesforce makes it easy to attach important email messages to contacts, accounts, and opportunities to keep teams informed and aware of key conversations that impact the probability of winning. Capture managers can even launch Salesforce records within the connector without leaving their inbox view for additional details.
Follow Key Dates
Once in Salesforce, the capture manager or business development executive can access the home page where they view key metrics, collaborate with colleagues, and track key dates related to upcoming opportunities. Keeping the most important information on the home page helps focus on winning more business and moving processes towards due dates.
Manage Accounts
The account record shows the most important information at the top so the capture manager can see the most important details and metrics giving a snapshot of overall account health and performance. The record also displays all details as well as a timeline of past activities and upcoming tasks or events.
Related Records
The related records and information is a critical piece to get an entire view of the opportunity. With Salesforce, all the necessary related info resides in one place.
From all the documentation, files and attachments, to knowing the relevant players both internally and externally, Salesforce helps keep everyone organised and on the same page.
Track Sales Progress
The Sales Path across the top allows users to visually see which stage the deal is in, as well as highlight key fields that need attention from the capture manager to move the deal forward.
Additionally, each stage can include coaching and guidance to ensure the sales process runs as smoothly as possible.
Get More Detail
At its core, each record is made up of the specific fields and data points that need to be tracked. In addition to key dates or milestones, information from intelligence sources like GovWin, FBO, or even B&P financial data can be captured to augment standard information and detail on each record. Information from CostPoint can be integrated as well to track bid & proposal costs and measure burn down rates against budgets.
Analyze Data
The real power comes when you can start to use that data to make informed decisions. In this case, we are trying to figure out where we have had success historically with similar deals. This dashboard allows us to get the insights we need, right from within the opportunity. We can also use this dashboard to get a high-level overview of our pricing, measured by profit margin, that we included with each bid/deal over time.
Generate Intelligent Insights
Einstein Discovery allows capture managers to take advantage of historical data accumulated in the system to make predictions about probability of winning the opportunity and how to improve the chances. Companies can configure calculations to determine potential award forecast and what influences predictions such as PWin and PGo.
Save Time
By using AppExchange partner, Drawloop, we are able to grab the most recent data about this opportunity and put it into the template or any other format you specify. This saves a lot of valuable time and helps to keep the data as fresh as possible for the next review.
Collaborate with Ease
Chatter offers built in collaboration on any record in Salesforce. So, files can be shared, updates can be tracked, and conversations can happen in the context of the record. This creates a powerful living history of the deal so that as people get added to it (or if someone leaves), that information stays with the deal and everyone can get a complete history of what has gone on to date. It also allows anyone supporting the deal to quickly come up to speed and chime in to add value.
Provide Mobility
Just about everything we did from our computers can be done from the mobile device as well. This is great for reps who need to stay up to date on a deal when they are on the road. Business development executives can take actions quickly to log their calls/meetings, make updates, or get support with their deal.
Submit for Approval
Easily build configurable approval processes to ensure opportunities are reviewed before submitting and moving to the next stage in the internal process while capturing important audit history with name, date and time, and approval or rejection notes. Approvals can be done on the mobile device or through email as well.
Run the Business Intelligently
As you leverage Sales Cloud for Capture Management and Business Development, the solution is tracking changes to give you an overall picture of how your pipeline of pursuits and opportunities changes over time. You can easily see what where your pipeline began, what moved in or out, all the way through to how your pipeline ended in a given time period.
