Revegy Playbook Configurator

Transcription

1 Version: 3.4 Last Update: February 2014 Revegy, Inc. 200 Galleria Parkway Suite 1155 Atlanta, Georgia

2 Table of Contents OVERVIEW 3 PLAYBOOK CONFIGURATOR 4 SETUP CONSIDERATIONS BEFORE CONFIGURING PLAYBOOKS 5 ADDING A PLAYBOOK 8 PLAYBOOK DETAIL PAGE 9 DEFINING PLAYBOOK SETTINGS 11 CONFIGURING PLAYBOOK DETAILS SECTION 19 ADDING OR UPDATING PLAYBOOK ITEM TYPES 27 UPDATING A PLAYBOOK 29 CLONING A PLAYBOOK 30 DELETING A PLAYBOOK 31 SHOWING CHANGES MADE TO A PLAYBOOK 32 BACKING UP AND IMPORTING CONFIGURATION DATA 33 RELATED TOPICS 35 System Preferences 35 Help Links 41 Opportunity Preferences 42 Color Picker 48 Revegy, Inc. Page 2 of 48

3 Overview This document provides a guide to allow Revegy administrators the ability to create and modify Playbooks in Revegy. It is designed to give you an understanding of how to use Playbooks in the Administration Module, and it outlines steps and options available to build Playbooks. The document explains what Playbooks are, provides examples and screenshots, and describes the configuration and format options for Playbooks. Back to "Table of Contents" Revegy, Inc. Page 3 of 48

4 Playbook Configurator Playbooks provide a visual and interactive method of following repeatable processes and allow you to apply the right resources at the right time. Playbooks support any process, including inside sales, account management, channel management, demand generation, and renewals. The Playbook Configurator allows you to tailor your process templates to support the best practices of your different teams. Playbooks are made up of item types, or the individual steps to complete a stage in a process. Playbooks also have the capability to display internal and external stages in processes to assist teams in keeping pace with customers. Milestones can be added to track stage progression, and tools and attachments can be assigned to item types for quick and easy access directly from the Playbook. The Playbook Configurator is accessed from the Company Admin menu and opens to the Playbook List page. The Playbook List page displays a list of created Playbooks and allows Company Admins to add, update, clone, and delete configured Playbooks. Admins can also view changes made to any or all Playbooks. Playbook details rely on the fields selected in the Opportunity Preferences. See "Setup Considerations Before Configuring Playbooks" for additional information before configuring Playbooks. Note: To sort the list by a particular column, use the arrow indicator near the column heading. Back to "Table of Contents" Revegy, Inc. Page 4 of 48

5 Setup Considerations Before Configuring Playbooks Read through these steps before configuring Playbooks. It is important to check how the Playbook Preferences are defined as this governs what Help icons are enabled. If you are going to define Opportunity Playbooks, then enable the Opportunity Stages and define the details. Defining Playbook Help Playbook Help is where Help icons used in Playbooks are enabled. Access Playbook Help from the Revegy Administration Module. 1. Click Manage Preferences in the Company Admin menu on the left hand side. 2. Click System. 3. Scroll down to the Playbook Help section. 4. Update the desired Help icons. 5. Click Update. Help Name Enter the information that displays as hover text that users see when they mouse-over the icon. Default Image Upload Image Example: Select to use the Revegy default Help icon. Example: Click Choose File to browse and select files to use as Help icons. No library of icons is currently available. The maximum icon image size is 16x16 kb. Be Revegy, Inc. Page 5 of 48

6 sure Default Image is unchecked if this option is used. The name of the uploaded file only displays before saving the Help section. Once the section is saved, "no file selected" is displayed. The icon is still uploaded and displayed with the Plan, Map, or Playbook in the user interface. When Revegy is provisioned and the Help Name field is populated, new Help icons have likely already been loaded. Setting up Opportunity Playbooks Opportunity Stages are entered directly into Revegy via the Opportunity Preferences or added to Revegy via the CRM integration. If defined in the CRM integration, when the system is actively running, Opportunity Stages are imported into Revegy via the integration and added to the main Opportunity Stages list. Access Opportunity Settings from the Revegy Administration Module. 1. Click Manage Preferences in the Company Admin menu on the left hand side. 2. Click Opportunity. 3. Scroll down to the Opportunity Stages section. 4. Click Update in the Action column to edit Opportunity Stages. 5. Update the desired information on the Opportunity Stage Details page. Revegy, Inc. Page 6 of 48

7 Code Type Days in Stage Forecast Percent Projected Win Percent External Id Enter the stage name. Brief description of the stage to display in the Stage List and help users identify each stage Select the type of deal the stage represents: Pre-Sales, Open, Won, or Lost. Represents the average number of days an Opportunity should stay in the stage Represents the likelihood of closing the Opportunity at this stage. is triggered by the stage Represents the percentage of deals won that make it to this stage Represents the external code value taken from the integrated CRM and is used to update the corresponding values from Revegy 6. Click Update. Back to "Table of Contents" Revegy, Inc. Page 7 of 48

8 Adding a Playbook Company Administrators have the ability to add Playbooks from the Playbook Configurator. Playbook details are configured before a Playbook is added to the Playbook List. Note: If an existing Playbook contains all or the majority of the information you require, consider cloning and updating the existing Playbook. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click Add New. 3. Enter Playbook details, including Playbook Name, Type, Playbook, and Help Links. See "Playbook Detail Page" for field descriptions. 4. Click Add. Note: Once a Playbook is created, more options are available. See "Defining Playbook Settings" and "Configuring Playbook Details Section" for additional optional configuration. Back to "Table of Contents" Revegy, Inc. Page 8 of 48

9 Playbook Detail Page The Playbook Detail page is accessed when adding a new Playbook or updating an existing Playbook from the Playbook List. The Playbook Detail page allows Company Admins to edit Playbook attributes, such as Playbook Name, Type,, and Help Links. Playbook Name Type Playbook Help Links Name of the Playbook. This is the name users see in the user interface. Select the Playbook Type: Account, Opportunity, or Partner. This determines where the Playbook is associated. Brief description of the Playbook to display in the Playbook List and help users identify each Playbook Help links are represented as icons in the top right corner of a Playbook in the user interface. The Help links provide users with additional information when clicked. Enter the URL the Help icon links to. See "System Preferences" for Revegy, Inc. Page 9 of 48

10 configuring the icons. See "Help Links" for tips on configuring the Helps Links section. Note: Once a Playbook is created, more options are available. See "Defining Playbook Settings" and "Configuring Playbook Details Section" for additional optional configuration. Back to "Table of Contents" Revegy, Inc. Page 10 of 48

11 Defining Playbook Settings Playbook Settings, including Playbook Name, Help Links, Stages, Scoring Ranges, Milestones, Integration, and Item Types, are defined from the Playbook Detail page. Company Admins are able to update Playbook settings at any time from the Playbook Configurator in the Administration Module. See "Setup Considerations Before Configuring Playbooks" for additional information before configuring Playbooks. It is recommended to define Playbook settings after reviewing the considerations. Note: Consider cloning Playbooks before making updates. This ensures that previous settings are not lost and can be reused at a later time if desired. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click anywhere on the row of the Playbook or click Update in the Action column. 3. Update desired information. Note: You cannot change the Playbook Type. 4. Click Update. Defining Scoring Ranges Score refers to the completion level of each stage. Define the range of scores to determine what color the Primary Stages are based on completion level. This works with the complete score determined for individual item types that are part of a stage. See "Defining Item Types" for additional information. The Scoring Ranges section is available for all Playbook Types. Revegy, Inc. Page 11 of 48

12 Score Background Font Enter a numerical value that acts as the maximum number for a range. Revegy automatically places each row in ascending numerical order. Example: The lowest numerical value is listed first with "up to" next to the value. The greatest numerical value is listed last with "max" next to the value. If the lowest value is 30, Revegy interprets the scoring range as The middle range is interpreted as The maximum range is interpreted as Enter a hex code or use the color picker to determine the color of each scoring range. Example: As long as the Playbook Primary Stage is scored between 0 and 30, the color of the stage in the user interface is red. If the stage is re-scored between 71 and 100, the color in the user interface changes to green. Select a font color to define Primary Stages. This works similarly to the background column. The font color changes each time a stage is re-scored. Use the New line at the bottom of the table to create a new scoring range. Use the Update button at the bottom of the page to save changes. An example of how Scoring Ranges appear in the Revegy user interface is below. Management Review is green because it is a completed stage (100%). Collaborate with Customer is yellow because it is only 65% complete. Defining Primary Stages Determine how stages appear in the user interface. The following options are available: shape, background color, text color, border color, border width, and scoring. Scoring is based on Past Stages, Current and Past Stages, or All Stages. The Primary Stages section is available for all Playbook Types. Revegy, Inc. Page 12 of 48

13 Use the drop down menus, color pickers, and radio buttons to determine how Primary Stages look in the user interface. Border Width determines the line size of the border around the stage. Turn this option off for the Playbook to have a more flattened, blended look. Use the Update button at the bottom of the page to save changes. An example of how Primary Stages appear in the Revegy user interface is below. Defining Related Stages The Related Stages section is available for Account, Partner, and Portfolio/Territory Playbooks. Select whether or not to enable Related Stages. Use the text fields, color pickers, and radio buttons to determine how Related Stages look in the user interface. Border Width determines the line size of the border around the stage. Turn this option off for the Playbook to have a more flattened, blended look. Use the Update button at the bottom of the page to save changes. Revegy, Inc. Page 13 of 48

14 An example of how Related Stages appear in the Revegy user interface is below. Defining Current Stage Indicator Determine if a stage indicator is used in the user interface to help users identify which stage is currently active in a Playbook. The Current Stage Indicator section is only available for Opportunity Playbooks. Shape Choices "Open"/"Closed Won"/"Closed Lost" Indicator Color Stage Updates Select a shape choice from the drop down list. Enter a hex code or use the color picker to determine the indicator color. Select one of the radio buttons: Off: Often used if Revegy is integrated with a CRM. As the Opportunity stage field gets updated, it automatically updates the Playbook stage. Manual: Allows the user to manually update the Opportunity forecast information from the Playbook. This include the fields: Oppt Size, Oppt Stage, Oppt Start Date, Est. Close Date, and Forecast %. Automated: Score greater than X%*: Enter a percentage for the number of Playbook items in a stage that must be marked as complete before the stage indicator progresses to the next Revegy, Inc. Page 14 of 48

15 incomplete stage. Automated: All required items checked or having highest score*: Requires all Playbook items in a stage to be marked as complete before the stage indicator progresses to the next incomplete stage. Automated: Any required items checked or having highest score*: Requires any Playbook items in a stage to be marked as complete before the stage indicator progresses to the next incomplete stage. Require Previous Stages to be Complete: Select to require the stage indicator not to skip any incomplete stages before progressing. Without checking this setting, the stage indicator may skip incomplete stages due to future stages meeting the required number of items checked or the required score. This option only applies to the automated stage updates. *If milestones are used, the automated settings determine the completion of the milestone(s) and the associated stage. Use the Update button at the bottom of the page to save changes. An example of how the Current Stage Indicator appears in the Revegy user interface is below. Stage Detail Visibility Playbooks visually display several pieces of information all at once. Determine whether to hide, disable, or fully display past and future stages for Opportunity Playbooks. Expanded: All past and/or future stages are visible when the Playbook is opened. Collapsed: All past and/or future stages are hidden when the Playbook is opened, but an option to expand and display each stage is available. Hidden: All past and/or future stages are hidden when the Playbook is opened. No option to expand the stages is available. Revegy, Inc. Page 15 of 48

16 Defining Buyer Stages Enable your business to align the sales process/methodology to the buyer's stages. Determine how the Buyer Stages appear in the user interface. The following options are available: buyer stage label, background color, text color, border color, and border width. The Buyer Stage section is available for Opportunity Playbooks. Select whether or not to enable Buyer Stages. Use the text fields, color pickers, and radio buttons to determine how Buyer Stages look in the user interface. Border Width determines the line size of the border around the stage. Turn this option off for the Playbook to have a more flattened, blended look. Use the Update button at the bottom of the page to save changes. An example of how Buyer Stages appear in the Revegy user interface is below. Defining Milestones Enable milestones, and select the representative color. If enabled, milestones appear at the end of the items and on the Opportunity Stage. The Milestones section is available for all Playbook Types. Note: Milestones are attached to stages, and the items are linked to the milestones. Disabling milestones after configuring items causes the items to reattach to the stages. If you re-enable milestones, default milestones are created, and existing items are attached to the default milestones. Revegy, Inc. Page 16 of 48

17 Select whether or not to enable milestones. Use the color picker to determine the color used to represent milestones in the user interface. Use the Update button at the bottom of the page to save changes. An example of how milestones appear in the Revegy user interface is below. Alternative Solutions Defined is a completed milestone, and Short Listed is incomplete. Defining Item Types Item types are individual steps to complete a stage in a process. Item types are used in Playbooks to help guide teams through important processes. The Items Types section has two default item types predefined (Activity and Verifiable Outcome). The default item types can be renamed, deleted, and more item types can be added. The Items Types section is available for all Playbook Types. See "Adding or Updating Playbook Item Types" for additional information on adding or updating Item Types. Nested Items: Disable or enable the use of child items. Off: Child items are disabled. Display Above or Display Below: Child items are enabled. For example, create subactivities nested in an activity. Display Mode: Determines if the Playbook displays items as a single list or in sections. Use the Update button at the bottom of the page to save changes. Revegy, Inc. Page 17 of 48

18 An example of how Item Types appear in the Revegy user interface is below. Item Types are displayed in separate sections. Defining Integration Enable Integration if you are interfacing with the CRM and if item information needs to be passed back from Revegy. The Integration section is available for Account, Opportunity, Partner, and Portfolio/Territory Playbooks. Select whether or not to enable integration. Use the Update button at the bottom of the page to save changes. Back to "Table of Contents" Revegy, Inc. Page 18 of 48

19 Configuring Playbook Details Section The Playbook Details section, including Playbook stages, milestones, items, tools, and child items, are configured from the Playbook Detail page. Company Admins are able to update Playbook details at any time from the Playbook Configurator in the Administration Module. See "Setup Considerations Before Configuring Playbooks" for additional information before configuring Playbooks. It is recommended to configure the Playbook Details section after reviewing the considerations and defining Playbook settings. Note: Consider cloning Playbooks before making updates. This ensures that previous settings are not lost and can be reused at a later time if desired. Adding Stages Add stages to Playbooks to help users visualize and map an overall sales process. Stages act as major steps, allowing users to see gaps between the company's stages and the buyer's stages or related stages. Options vary depending on the Playbook Type. 1. Click Add Stage in the Detail section. Revegy, Inc. Page 19 of 48

20 2. Enter the stage details from the Stage Detail page. Stage Name Opportunity Stages (only applicable for Opportunity Playbooks) Stage Buyer Stage (only applicable if activated in the Playbook settings) Buyer Stage Integration (only applicable if activated in the Playbook settings) Enter the name that appears on the Playbook. Select the Opportunity Stage the stage maps to from the drop down list. Enter more detail about the Playbook stage. Enter the name of the buyer stage that appears on the Playbook. If the same buyer stage is entered for multiple, consecutive stages, the buyer stage indicator spans across those stages. Enter more detail about the buyer stage. Enter the CRM field that needs to populate when updating the stage. 3. Click Add. 4. Click Playbook Detail to return to the Playbook Detail page. 5. Enter a Stage Label in the Stage Label field in the Detail section. 6. Click Update at the bottom of the page. Revegy, Inc. Page 20 of 48

21 Stage Label appears in the user interface as shown in the example below. Adding Milestones Milestones only appear if they are enabled in the Playbook Settings. Milestones put "gates" in place to assist in achieving stages. Milestones act as the parents for item types. Disabling milestones causes the stages to act as the parents for item types instead of milestones. 1. Click Add Milestone on the Stage Detail page. 2. Enter the milestone details from the Milestone Detail page. Milestone Name Completion Enter the name that appears on the Playbook. Select one option from the drop down list: Do not track Completion Manually indicate when Complete Example: Revegy, Inc. Page 21 of 48

22 3. Click Add. Adding Items Items are attached to milestones if they are enabled in the Playbook Settings. If milestones are disabled, items are attached to stages. Two default item types exist: Activities and Verifiable Outcomes. More item types can be created in the Playbook Settings. Help Links and Tools associated with items are defined from the Item Detail page. 1. Click Add Item on the Milestone Detail page. 2. Enter the item details from the Item Detail page. Item Name Item Type Enter the name that appears on the Playbook. Select from the drop down field: Activity: Actions you want to perform and complete during a stage Revegy, Inc. Page 22 of 48

23 Help Links Verifiable Outcome: Results or evidence you want to achieve in a stage A custom item type Help links are represented as icons on item types of a Playbook in the user interface. The Help links provide users with additional information when clicked. Enter the URL the Help icon links to. See "System Preferences" for configuring the icons. See "Help Links" for tips on configuring the Helps Links section. 3. Click Add. 4. Enter the Complete Score or Choices (depending on the Item Type), and select whether or not to allow attached documents. Complete Score Choices Allow Attach Documents Enter the score for the item type that is calculated into the score of the primary stage it is apart of. This score is calculated towards completion level of the primary stage. Example: If you have four activities, then the first activity is 25 out of 100. Enter a series of choices that appear as radio buttons on an item type. Enter the score for each choice that is calculated towards the completion level of the item type and primary stage. Example: If you have two choices, both may be 50% of the completion level for that item type, which then may be calculated into the completion level of the primary stage. Select to allow users to attach documents to Activity or Verifiable Outcome Item Types. A paper clip icon appears on the item type. Revegy, Inc. Page 23 of 48

24 5. Click Update. Adding Tools Tools are added from the Item Detail page. Maps, Plan Objects, Plans, and Call Plans are linked to item types by a spanner/wrench icon ( ). 1. Click Add Map, Add Plan Object, Add Plan, or Add Call Plan in the Tools section on the Item Detail page. 2. Select a tool from the Select Tool drop down list. The list shows all the Maps, Plan Objects, Plans, or Call Plans that have been configured previously. 3. Click Add. Adding Child Items Child items are attached to items if they are enabled in the Playbook Settings. Child items are added from the Item Detail page. 1. Click Add Item in the Child Items section on the Item Detail page. Revegy, Inc. Page 24 of 48

25 2. Enter the child item details from the Item Detail page. Item Name Item Type Help Links Enter the name that appears on the Playbook. Select from the drop down field: Activity: Actions you want to perform and complete during a stage Verifiable Outcome: Results or evidence you want to achieve in a stage A custom Item Type Help links are represented as icons on Item Types of a Playbook in the user interface. The Help links provide users with additional information when clicked. Enter the URL the Help icon links to. See "System Preferences" for configuring the icons. See "Help Links" for tips on configuring the Helps Links section. 3. Click Add. 4. Enter the Complete Score, and select whether or not to allow attached documents. Revegy, Inc. Page 25 of 48

26 5. Add tools. 6. Click Update. Back to "Table of Contents" Revegy, Inc. Page 26 of 48

27 Adding or Updating Playbook Item Types The Items Types section has two editable default item types predefined (Activity and Verifiable Outcome). Adding or updating Playbook item types is accomplished from the Playbook Detail page in the Item Type section. Options to add or update include: item type name, scoring/completing type, analytics options, and item type shapes and colors. 1. Click Add Item Type or Update in the Item Types section. 2. Enter the Playbook Item Type Name. 3. Select a Scoring/Completing Type. If Checkbox is selected, the Include in Analytics option is available. If Droplist is selected, use the Default Responses field to enter the values for the drop down list. Enter one value per line. Press the "Enter" key after each response. In the user interface, each response appears as a selectable drop down option. If Checkbox is used for Opportunity Playbooks, the Playbook Win Loss Analysis Report is available in Reports. 4. Select Include in Analytics to enable two reports (detailed and summary) per Playbook on the Reports page in the user interface. This option is only available if the Checkbox Scoring/Completing Type is selected. A detailed report displays the percentage of times the item (typically Verifiable Outcomes) is selected for the Accounts and Opportunities that use the Playbook. For Opportunity Playbooks, the detailed report looks at what stage the Opportunity is in and marks the items green or red based on the selected state for the current stage and any past stages. Future stages or stages not reached are marked as white. A summary report displays the use of the item across the selected group and subgroups. Users can specify the percentages used to display red, yellow, or green markers. The default is: Red: 0-32% Yellow: 33-65% Green: % 5. Select a shape, select colors using the color pickers, and set the border width and section height. 6. Click Add or Update. Revegy, Inc. Page 27 of 48

28 Back to "Table of Contents" Revegy, Inc. Page 28 of 48

29 Updating a Playbook Playbook details are updated from the Playbook Detail page. Company Admins are able to update Playbook details at any time. Note: Consider cloning Playbooks before making updates. This ensures that previous settings are not lost and can be reused at a later time if desired. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click anywhere on the row of the Playbook or click Update in the Action column. 3. Update desired information. See "Defining Playbook Settings" and "Configuring Playbook Details Section" for field descriptions and additional information for defining and configuring Playbook details. Note: You cannot change the Playbook Type. 4. Click Update. Back to "Table of Contents" Revegy, Inc. Page 29 of 48

30 Cloning a Playbook Clone a Playbook from the Playbook List. Cloning a Playbook creates an identical version as the originally selected Playbook. The cloned Playbook inherits the original Playbook attributes and Type but is not linked to the original Playbook. Cloned Playbook titles default to "Copy of" plus the originally cloned Playbook title. Note: Consider cloning Playbooks before making updates. This ensures that previous settings are not lost and can be reused at a later time if desired. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click Clone in the Action column. 3. Click OK to confirm cloning the selected Playbook. 4. Update desired information for the cloned Playbook. See "Playbook Detail Page" for field descriptions. Note: Users can update all Playbook details except Playbook Type. 5. Click Update. Back to "Table of Contents" Revegy, Inc. Page 30 of 48

31 Deleting a Playbook Playbooks are deleted from the Playbook List. A Playbook is permanently removed from the Revegy system once it is deleted. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click Delete in the Action column. 3. Click OK to confirm deletion. Back to "Table of Contents" Revegy, Inc. Page 31 of 48

32 Showing Changes Made to a Playbook Changes to Playbooks are viewed from the Playbook Config Change Log page and accessed from the Playbook List. Changes show the Change Type, what was updated, who updated content, and when the Playbook was updated. 1. Click Playbook Configurator in the left hand menu under Company Admin. 2. Click Show Changes in the Action column or click the Show All Changes button to view all changes to all Playbooks. 3. Click details to view more details about what was updated. 4. Use the Select Maximum Results drop down to filter the number of changes shown. 5. Click Refresh to filter the number of changes shown. 6. Click Playbook Config List to return to the Playbook Detail page. Back to "Table of Contents" Revegy, Inc. Page 32 of 48

33 Backing Up and Importing Configuration Data Various sections in the Revegy Administration Module allow for the Master Company Admin to back up and import configuration data. This process is the same for data in the Plan Configurator, Map Configurator, Grid/Scorecard Configurator, and the Playbook Configurator. Backing Up Configuration Data 1. Click Backup/Import in the top right-hand corner of the Plan List, Map List, Grid/Scorecard List, or the Playbook List. 2. Select data to backup from the selection list. Use the Ctrl or Shift keys to select multiple Plans, Maps, Grids/Scorecards, or Playbooks. 3. Enter a file name on the server hosting the web services (RevegyServer/RevegySync) to store the backup data. If only a file name is specified, the backup is located in $CATALINA_HOME\\bin. Revegy, Inc. Page 33 of 48

34 4. Click BACKUP. Importing Configuration Data 1. Click Backup/Import in the top right-hand corner of the Plan List, Map List, Grid/Scorecard List, or the Playbook List. 2. Enter the file page of an existing backup that resides on the server hosting the web services (RevegyServer/RevegySync). 3. Click IMPORT. If the object key already exists on the server, the data is skipped. Back to "Table of Contents" Revegy, Inc. Page 34 of 48

35 Related Topics System Preferences System Preferences is accessed from the Manage Preferences option in the Company Admin menu. The following options are available to configure: Data Group Names, Quota and Pipeline Gap Analysis, Currency Types, Relationship Gap Analysis, Relationship Score, Plan Help, Map Help, Playbook Help, and Other Settings. Data Group Names Companies can rename the Revegy standard information so that it fits with business requirements. Module Singular Display Name Plural Display Name Displays the standard Revegy name for Portfolio/Territory, Account, and Partner records Represents the singular form display name for the standard Revegy name Represents the plural form display name for the standard Revegy name Use the Update button to save any changes made in this section. Quota and Pipeline Gap Analysis Quota and Pipeline Gap Analysis allows admins to choose whether to calculate pipeline amounts within Revegy or to import pipeline amounts. Revegy, Inc. Page 35 of 48

36 Active Calculate Pipeline within Revegy at opportunity stage Import Pipeline Amounts Select to enable the Quota and Pipeline Gap Analysis Report. Select to calculate the pipeline amount using information within Revegy. Option is only available if "Calculate Pipeline within Revegy" is selected. Use the Shift or Ctrl keys to select Opportunity stages required to include in the pipeline analysis. Select to import or manually enter the pipeline amount. Use the Update button to save any changes made in this section. Currency Types Currency Types displays the exchange rate for the currencies with an Active status. The Company Default Currency, entered on the Company Profile page by the Master Company Admin, is grayed out and set to 1. All other currency values are entered as they compare to the Company Default Currency. Revegy, Inc. Page 36 of 48

37 Code Name Exchange Rate Active Enter the currency code that appears in currency drop down lists in the user interface. Example: USD stands for United States Dollar. Enter a name that describes the currency. Example: United States Dollar Enter the exchange rate value as it compares to the Company Default Currency. Be sure to calculate the exchange rate as if you are exchanging the Company Default Currency for the other currency. Example: 1 USD is exchanged for 0.6 GBP. Select to enable currencies if multiple currencies are used. Deselect the currencies that are not used. The Company Default Currency cannot be disabled. Use the Update button to save any changes made in this section. Check the Show Inactive option in the right hand corner of the Currency Types section to display all inactive currencies and add new currencies. Relationship Gap Analysis The Relationship Gap Analysis section is used in Influence Maps to identify gaps. The Relationship Gap Analysis is a spreadsheet showing the relationship between team members and contacts. Revegy, Inc. Page 37 of 48

38 Accounts Active Partners Active Select to include the Relationship Gap Analysis feature for Accounts and Opportunities. Select to include the Relationship Gap Analysis feature for Partners. Use the Update button to save any changes made in this section. Relationship Score The Relationship Score section maintains and defines the score values if the Relationship Gap Analysis is active. The information in this section is provided in a Legend on Influence Maps. Score Action Enter the values available to select when scoring a relationship. Enter a description to describe the type of relationship the score represents. Delete scores and descriptions. Revegy, Inc. Page 38 of 48

39 Use the Update button to save any changes made in this section. Use the blank line at the end of the table to enter a new relationship score. Plan, Map, and Playbook Help The Plan, Map, and Playbook Help sections are used to specify how many help buttons are available for Plans, Maps, and Playbooks. Specific URLs for each icon are configured in the Plan Configurator, Map Configurator, and the Playbook Configurator. Help Name Default Image Upload Image Enter the information that displays as hover text that users see when they mouse-over the icon. Example: Select to use the Revegy default Help icon. Example: Select an image to upload to Revegy. No library of icons is currently available. The maximum icon image size is 16x16 kb. Be sure Default Image is unchecked if this option is used. The name of the uploaded file only displays before saving the Help section. Once the section is saved, "no file selected" is displayed. The icon is still uploaded and displayed with the Plan, Map, or Playbook in the user interface. When Revegy is provisioned and the Help Name field is populated, new Help icons have likely already been loaded. Revegy, Inc. Page 39 of 48

40 Use the Update button to save any changes made in these sections. See "Help Links" for additional information and requirements for Help Links. Playbook Images The Playbook Images section is used to define the images used in Playbooks to identify tools and attached documents. Image Name Tools: If any tool (Map, Plan Object, Plan, or Call Plan) is attached to a Playbook item, it is represented with an icon in the bottom right corner (spanner/wrench). Attach Documents (no attachments): If the "Allow Attach Documents" is selected for a Playbook item, it is represented with an icon in the bottom left corner (paperclip). This icon indicates nothing is currently attached to the item, but the option is available. Attach Documents (with attachments): If the "Allow Attach Documents" is selected for a Playbook item, it is represented with an icon in the bottom left corner (paperclip). This icon indicates something is currently attached to the item. It is usually a more defined version of the Attach Documents (no attachments) icon. Default Image Upload Image Example: Select to use the Revegy default icons. Example: Select an image to upload to Revegy. No library of icons is currently available. The maximum icon image size is 16x16 kb. Be sure Default Image is unchecked if this option is used. The name of the uploaded file only displays before saving the section. Once the section is saved, "no file selected" is displayed. The icon is still uploaded Revegy, Inc. Page 40 of 48

41 and displayed with the Playbook in the user interface. When Revegy is provisioned and the Default Image field is not selected, new icons have likely already been loaded. Use the Update button to save changes made to this section. Other Settings Other Settings includes options for collaboration and primary owner. Collaboration Active Display Primary Owner Select to allow importing of collaboration files into Revegy from other individuals using Revegy. Select to display the primary owner of Accounts, Opportunities, and Partners. Use the Update button to save any changes made in these sections. Back to "Table of Contents" Help Links Help links are represented as icons in the user interface and provide users with additional information when clicked. Help links, if configured, are located in Plans, Maps, and Playbooks. The links reference specific URLs defined in the Plan Configurator, Map Configurator, and Playbook Configurator. The links available and images associated with the links depend on how you set up Plan, Map, and Playbook Help in Manage Preferences. See "System Preferences" for additional information on how to configure these sections. Revegy, Inc. Page 41 of 48

42 Help link requirements include: Content is loaded on the instance or available from a public location Link begins with or URL references a specific document (Example: or links to a web page (Example: Client is able to access the server where the document or page is stored Server is generally available (public) Server is on the client network and accessible via a VPN connection The display behavior of a document is determined by the client's browser settings, for example, opening a document directly or downloading the document. Back to "Table of Contents" Opportunity Preferences Opportunity Preferences is accessed from the Manage Preferences option in the Company Admin menu. The following options are available to configure: Optional Opportunity s, Opportunity Settings, View/Report Settings, Opportunity Stages, and Custom s. Optional Opportunity s Optional Opportunity s are displayed on the Opportunity profile page, Account and Opportunity dashboards, in Plan Objects as Auto Fill features, and in the Account and Opportunity briefing reports. Revegy, Inc. Page 42 of 48

43 Name Enabled Editable Required Set by Stage Display Name The default name of the field in Revegy Select to enable the optional Opportunity fields for Opportunity profiles and Plan Object Auto Fill fields. Select to allow users to edit the optional Opportunity field in the Opportunity profile. Select to mark options as required fields for Opportunity profiles and Plan Objects using the Auto Fill with Edit Response Type. When a user edits the Plan Object in the user interface, the Plan Object cannot be saved without adding values to the required fields. Users can select to cancel editing the Plan Object without adding the required information. The required field indicators do not appear on the print version of the Plan Object. Select to set the optional Opportunity field by Stage. Enter a display name for the field. It is recommended to maintain the general definition of each field because it is used in several areas in Revegy. Use the Update button to save any changes made in this section. Opportunity Settings Allow Multiple Contact Maps Auto-generate Opportunity ID Select to allow the usage of multiple Contact Maps. Select to allow Revegy to auto-generate Opportunity IDs. Use the Update button to save any changes made in this section. Revegy, Inc. Page 43 of 48

44 View/Report Settings The View/Report Settings determines how users view the Opportunity report settings. Include Contact Map Status Indicators Include Risks/Issues Include Summary page with Briefing Report Include Business Map Status Indicators Include Shared Indicator Coaching Report Active Include Completeness Include Opportunity ID in Reporting Show Summary on Home Page Include Contact Map status indicator information in the Opportunity views and reports Include information about risks and potential issues determined within the fitness/coaching feature Include a summary page on the briefing report. This includes information about related Opportunities Include Business Map status indicator information in the Opportunity views and reports Include information about the shared Map indicator used within the fitness/coaching feature Print fitness reports within management briefing reports and allow access to them throughout the application Include completeness level information used within the fitness/coaching feature Include the Opportunity ID in reports Show a summary of selected options on the home page Use the Update button to save any changes made in this section. Opportunity Stages Opportunity Stages can be entered directly into Revegy via this section or added to Revegy via the CRM integration. Once the CRM integration is actively running the system, it adds any Opportunity Stage that is imported into Revegy via the integration to this list. Revegy, Inc. Page 44 of 48

45 Use the arrow indicators on the left hand side of the table to move Opportunity Stages up and down. Update fields using the Update button in the Action column or by clicking on the row. Delete fields by using the Delete button in the Action column. Use the Add New button to add a new Opportunity Stage. The Opportunity Stage Details page is accessed when updating an Opportunity Stage. These details work with the fields selected in the Optional Opportunity Settings. Code Type Days in Stage Enter the stage name. Brief description of the stage to display in the Stage List and help users identify each stage Select the type of deal the stage represents: Pre-Sales, Open, Won, or Lost. Represents the average number of days an Opportunity should stay in Revegy, Inc. Page 45 of 48

46 Forecast Percent Projected Win Percent External Id the stage Represents the likelihood of closing the Opportunity at this stage. is triggered by the stage Represents the percentage of deals won that make it to this stage Represents the external code value taken from the integrated CRM and is used to update the corresponding values from Revegy Use the Add, Add & New, or Update buttons to save any changes made in this section. Custom s The Custom s section determines which Opportunity Names are available. These fields are added to the Opportunity record and available for use in Opportunity-level reports and Analysis Grids. Custom fields can appear on Opportunity profiles and in Plans. Use the Add New button to add a new custom field. Update fields using the Update link in the Action column or by clicking on the row. Remove fields using the Delete link in the Action column. All related data should be removed if a custom field is removed. Clicking Update or Add New opens a new page to edit custom fields. Revegy, Inc. Page 46 of 48

47 Label Status Settings Type List Items Enter a name for the custom field. Enter a brief description for the field. Select Active or Inactive. Only active custom fields display in Revegy. Select Include on Profile Page to have this custom field display on the Opportunity profile. Select one custom field type: Text: Displays an input box that accepts alphanumeric characters Numeric: Displays an input box that accepts numbers only Percent: Displays an input box that accepts numbers only and represents a percentage, or displays a fixed calculated percentage Date: Displays a calendar to select a date, future or past Drop List: Displays a drop down list Multi Select List: Displays a list in which users may select multiple options Checkbox: Displays a single selection box to check or uncheck Use the List Items section if the Drop List type is selected. Enter the values that appear as options in the drop down list. Enter one drop down list entry per line. Press the "Enter" key after each response. Use the Update button to save any changes made in this section. Revegy, Inc. Page 47 of 48

48 Note: To add custom fields to Plans, you must configure the custom field in a Plan Object in the Plan Configurator. Back to "Table of Contents" Color Picker The color picker is found on various pages throughout Revegy. The color picker allows you to select a color using various methods. To select a color, you can: Select a color from the color field. Select a color from the color bar. Adjust the HSV (hue, saturation, and value) settings. Adjust the Lab (light, color-opponent dimensions) settings. Adjust the RGB (red, green, blue) settings. Adjust the CMYK (cyan, magenta, yellow, black) settings. Enter the hex color code (six-character alphanumeric code). Select a color from the grid. Back to "Table of Contents" Revegy, Inc. Page 48 of 48