What s New in Dealmaker Winter 14? Dealmaker Winter 14 contains significant improvements and enhancements to Smart Account Manager to provide a more powerful, easy-to-use account management solution. This release also contains a number of improvements in Opportunity Manager, Playbook and Political Map Express, including changes to the out-of-the-box Salesforce Reports provided with Dealmaker. The key feature changes available with Dealmaker Winter 14 are described below. For more details, please also refer to the online help available within the Dealmaker application. Smart AM Account Groups: Rather than requiring the data structure of accounts in Salesforce to exactly reflect the buying structure of an organization, Smart AM now allows users to define an Account Group of any diverse account records directly within the Smart AM Account Plan Settings. The user adds account records as members of the account group. Sub-divisions (child units) of this parent account group can be created allowing you to apportion opportunities from any account in the Account group to the appropriate rows on your plan. For more information, see: http://sep13.dealmakerhelp.com/accountplan/group-by-account/ Revision Date: 25-Oct-13 Page 1 of 17
Updated Objectives UI The user interface for the Objectives, Strategies and Actions section of SAM sees significant updates with the Dealmaker Winter 14 release. The new-look Objectives tab provides better support for team collaboration on objectives and actions, with advanced filtering, grouping and sorting capabilities. There are two views provided on the Objectives tab: 1. The Objectives view provides the plan objectives in a list that can be sorted by owner, type, plan unit, date, priority and status, and filtered by status, priority, owner and plan unit. 2. A separate Actions view displays the list of all actions planned to achieve the objectives. The actions list can be filtered by status, priority and owner; it can also be grouped by objective, owner, customer contact, date, priority and status. These views support users in easily seeing what objectives need to be completed next, what actions are outstanding, who needs to complete them and when they need to do the work. For more information, see: http://sep13.dealmakerhelp.com/accountplan/objectives/ Scorecard: The new Scorecard tab helps you to understand the quality of your plan and how it s impacting your account(s). There are ten Key Performance Indicators (KPIs) measured on your plan. The Scorecard provides a current score for the KPIs, and also maintains a history of progress on the KPIs over time (a snapshot is taken at the end of every month). It provides advice on what objectives you should put in place to support the plan. As you execute on the plan, you can review the progress of the KPIs over time to determine if your plan is working. For more information, see: http://sep13.dealmakerhelp.com/accountplan/scorecard-2/ Revision Date: 25-Oct-13 Page 2 of 17
Completeness: The Completeness tab provides an overview of how complete the account plan is, the level of activity on it and where the users may have more work to do in order to complete it. There are 8 Completeness criteria and 2 Activity criteria, each of which indicates how much progress has been made on a plan. Note that a plan is always moving, so the completeness level can increase or decrease over time. For more information, see: http://sep13.dealmakerhelp.com/accountplan/completeness/ Political Map Coaching: Coaching advice is provided in the Political Maps for Smart AM. The Contact tab on the detail panel displays coaching advice for the selected contact on the map. The Advice tab displays suggestions from Dealmaker on steps to take to improve or take best advantage of your position within the political map for the account. For more information, see: http://sep13.dealmakerhelp.com/accountplan/using-filters-in-political-map-for-smart-am/ Direct Access to Account Plan Reports: A drop-down list of reports is provided within the Account Plan pages, allowing you to link directly to specific Salesforce Custom Reports available for Account Plans. Dealmaker comes pre-packaged with four Account Plan specific reports loaded into this list. Custom settings can also be used to add more account plan specific reports to the drop-down (further details on how to add new reports are available in the Account Planning Administrators Guide). The reports list is displayed at the top right of the Account Plan screens. For more information, see: http://sep13.dealmakerhelp.com/accountplan/reports-2/ Revision Date: 25-Oct-13 Page 3 of 17
Clone Account Plans The ability to clone an account plan is available on all AM pages. A plan clone replicates the plan settings, plan details, segmentation and value map responses, as well as the political maps, business strategy maps and LOR settings within the Opportunity Map. It also includes duplicates of the original potential opportunities and adds links to the current and won opportunities in the original plan. The Objectives are replicated in the new plan, but no actions are included. The Scorecard history data is not copied. For more information, see: http://sep13.dealmakerhelp.com/acceountplan/clone-plan/ In-line Chatter: Chatter has been added for improved collaboration between team members on an account plan. Dealmaker Winter 14 provides the option for In-line Chatter throughout Dealmaker, replicating the full capabilities of Chatter from within the Dealmaker screens. For AM, simply create a chatter group for your plan and associate it from within the Plan Settings. You can then post chatter messages, attach files or links, generate polls, and @ mention users to grab their attention, directly from within the specific plan. All chatter messages will be available within the plan and within the standard Salesforce Chatter screens. For more information, see: http://sep13.dealmakerhelp.com/accountplan/chatter-am/ Reset LOR to Unknown Dealmaker Winter 14 allows users to reset the Level of Relationship for a plan unit in the Opportunity Map to Unknown. Now, if the leadership within a unit changes, for example, users can update the LOR to unknown until such time as they re-assess the relationship and understand how their organization is perceived with the new leadership team. For more information, see: http://sep13.dealmakerhelp.com/accountplan/opportunity_map/ Revision Date: 25-Oct-13 Page 4 of 17
Map Indicators in Opportunity Map To make it easier to see what data has been created for a plan unit, the Plan Unit section of the Opportunity Map shows whether or not a Political Map or Strategy Map has been created. The Political Map and Strategy Map icons are greyed out if there is no corresponding map for a unit. If there are corresponding maps, the icons are displayed in color. For more information, see: http://sep13.dealmakerhelp.com/accountplan/opportunity_map/ Configurable Account Search fields The Dealmaker Administrator can configure what fields are available when searching for accounts to include in an account plan. The configuration supports including additional search fields and display fields beyond the default fields of Account Name and Owner. Configurable Opportunity fields For details on how to configure the account search fields, see: Custom Search Fields, later in this document The Dealmaker Administrator can configure what fields are available when: 1. Searching for opportunities to include in an account plan. The configuration supports including additional search fields and display fields beyond the default fields of Opportunity Name, Amount, Close Date, Stage and Owner. 2. Qualifying potential opportunities as current opportunities (thus creating new opportunities in Salesforce). The standard fields of Amount, Name, Account, Close Date, Owner and Stage can be augmented with additional standard and/or custom Opportunity fields. These fields can be made mandatory as part of the create process. For details on how to configure the opportunity search and create fields, see: Custom Search Fields, later in this document Revision Date: 25-Oct-13 Page 5 of 17
Configurable Action fields The Dealmaker Administrator can configure what fields are available when creating actions against objectives for an account plan. The configuration supports setting specific fields as mandatory when creating actions, adding additional fields such as Call Result as well as defining the display order of the fields. For details on how to configure the action create fields, see: Custom Search Fields, later in this document. Configurable Contact fields The Dealmaker Administrator can configure what fields are available when: 1. Searching for contacts to add to a political map. The configuration supports including additional search and/or display fields in the search dialog. 2. Creating new contacts from within a political map. The standard Name, Salutation, Title, Dept and Account fields can be augmented with additional standard and/or custom Contact fields such as Reports To. These fields can be set as mandatory or optional. For details on how to configure the action create fields, see: Custom Search Fields, later in this document. Revision Date: 25-Oct-13 Page 6 of 17
Change Business Strategy Map Node Types Have you ever added a node to the Business Strategy Map, and provided all the detail, only to realize that it wasn t a Goal that you identified but rather a Business Driver? Prior to Dealmaker Winter 14, you had to delete the Goal and re-create it from scratch as a Business Driver. With Dealmaker Winter 14, it is now possible to change the type of a node that is already on the map, using a new Change Type drop-down list in the node s Advanced tab. Note that you must disconnect the node from any parents and children before you can change its type. For more information, see: http://sep13.dealmakerhelp.com/accountplan/strategy-map/ New Quicklink Types & Icons: A range of new Quicklink types, and built-in image icons, are now available to provide more information to users as they click to view quicklinks. When a user clicks to Quicklinks from a Plan Detail question, an icon is displayed beside each quicklink item identifying what type of data the user is being directed to. For details on how to add the new quicklink types, see: New Quicklink Types, later in this document. New Smart AM Reports The following new reports are available as Custom Salesforce Reports for Smart Account Manager, accessed via the Salesforce Reports tab, in the Dealmaker Reports folder: Account Plan Completeness, Account Plan Scorecard, Account Plan Time View, Account Plan Units, Account Plan Opportunity List, Accounts with Plans and Usage for AM. There is also a Usage for Dealmaker report which reports usage across all of your Dealmaker products. For more information, see: http://sep13.dealmakerhelp.com/accountplan/reports-2/ Market View Solutions Sort Order The order in which solutions are shown on Market View reports can be configured by the Administrator in the AM Solutions administration area in Winter 14. Revision Date: 25-Oct-13 Page 7 of 17
Smart OM Actions in Political Map: In Political Map, any actions created for a contact are now displayed in the Contact tab of the left pull-out panel. Additional filtering is available to highlight contacts with actions or those with overdue actions. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/find-people-on-your-map-using-filters/ In-line Chatter: The existing Chatter feature now has an improved interface and greater functionality. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/chatter-om/ New Quicklink Types & Icons: A range of new Quicklink types, and built-in icons, are now available to provide more information to users as they click to view quicklinks. When a user clicks to Quicklinks from an Assessment question, an icon is displayed beside each quicklink item identifying what type of data the user is being directed to. For details on how to add the new quicklink types, see: New Quicklink Types, later in this document. Revision Date: 25-Oct-13 Page 8 of 17
Change Insight Map Node Types Have you ever added a node to the Insight Map, and provided all the detail, only to realize that it wasn t a Challenge that you identified but rather a Business Driver? Prior to Dealmaker Winter 14, you had to delete the Challenge and recreate it from scratch as a Business Driver. With Dealmaker Winter 14, it is now possible to change the type of a node that is already on the map, using a new Change Type drop-down list in the node s Advanced tab. Note that you must disconnect the node from any parents and children before you can change its type. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/insight-map-create-a-map/ New Reports The following new reports are available in Smart OM: Opp Assessment Criteria Detail, Opportunities worked in Dealmaker, and Usage for OM. There is also a Usage for Dealmaker report which reports usage across all of your Dealmaker products. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/reports/ Smart Playbook Configurable Goals In Team View, annual revenue goals for each user can be displayed in the roll-up sections. These goals can be specified by the administrator or by the user, if access is provided to the User Goal field. For more information, see: Configure Revenue Goals for Team View Report, later in this document. Team View Sharing Maintaining your view Team View Teams can be set up, administered and shared by a Dealmaker Administrator, allowing Sales Operations, for example, manage the team members on behalf of Sales Managers. In the Team View details section, clicking on an opportunity name opens the opportunity in a new window. This allows the user to navigate to specific opportunities while maintaining filter settings and data sorting in the main Team View page. Revision Date: 25-Oct-13 Page 9 of 17
New Quicklink Types & Icons: A range of new Quicklink types, and built-in icons, are now available to provide more information to users as they click to view quicklinks. When a user clicks to Quicklinks from a Playbook question, an icon is displayed beside each quicklink item identifying what type of data the user is being directed to. For details on how to add the new quicklink types, see: New Quicklink Types, later in this document. In-line Chatter: The existing Chatter feature now has an improved interface and greater functionality. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/chatter-om/ New Reports The following new report is available in Playbook: Usage for PB. There is also a Usage for Dealmaker report which reports usage across all of your Dealmaker products. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/reports/ Revision Date: 25-Oct-13 Page 10 of 17
Political Map Express Actions in In Political Map, any actions created for a contact are now displayed in the Political Map: Contact tab of left pull-out panel. Additional filtering is available to highlight contacts with actions or those with overdue actions. For more information, see: http://sep13.dealmakerhelp.com/opportunityplan/find-people-on-your-map-using-filters/ Revision Date: 25-Oct-13 Page 11 of 17
Overview of New Features in Dealmaker Winter 14 This table describes whether new features in Dealmaker 14 are enabled by default on upgrade and whether they can be switched on or off. Follow the links under the Details column for more information. Feature Enabled on Can show/hide feature Details Upgrade Smart AM Scorecard Administer Scorecard Report Completeness Administer Completeness Report Political Map Coaching No administration required on this feature which is always enabled. Quick Access to Reports Administer Smart AM reports list Clone Account Plans No administration required on this feature which is always enabled. Inline Chatter Functionality Administer Chatter Functionality Account Groups Administer Account Groups Updated Objectives Tab No administration required on this feature which is always enabled. Set LOR to Unknown Configure the Unknown LOR Map Indicators in Opportunity Map No administration required on this feature which is always enabled. New Quicklink Types Administer Quicklink Types New Smart AM Reports All reports are available via the Reports tab. See the Dealmaker Reports folder. Market View Solutions Sort Order Administer sort order of solutions in Market View Smart OM Actions in Political Map No administration required on this feature which is always enabled. Inline Chatter Functionality Administer Chatter Functionality New Quicklink Types Administer Quicklink Types Change Insight Map Node Types No administration required on this feature which is always enabled. New Reports All reports are available via the Reports tab. See the Dealmaker Reports folder. Team View Team Sharing Administer Team View Teams Smart Playbook Configurable Goals Administer Goals for Team View Report Access to Opportunities No administration required on this feature which is always enabled. New Reports All reports are available via the Reports tab. See the Dealmaker Reports folder. Political Map Express Actions in Political Map No administration required on this feature which is always enabled. New Quicklink Types Administer Quicklink Types Revision Date: 25-Oct-13 Page 12 of 17
Administration Functionality Customers upgrading from an earlier version of Dealmaker (8.20 or before) should also refer to the Dealmaker 8.21 Upgrade Guide. Chatter Functionality By default, the improved Chatter functionality is enabled for new installs but disabled for upgrades. To enable the functionality, use the Use Dealmaker Chatter Inline custom setting. On the Dealmaker Core Settings page, click on Edit. Select the Use Dealmaker Chatter Inline so that the new version of the Chatter functionality is visible. Chatter Functionality Restrictions for IE8 Users For performance reasons, the new Chatter functionality should not be used with Internet Explorer 8 and large Salesforce orgs which have a large number of tabs. Salesforce orgs with large numbers of tabs will not render correctly due to the technical limitations of Internet Explorer 8. In such cases, disable the new Chatter functionality and enable the old version of this functionality. To do this, deselect the Use Dealmaker Chatter Inline checkbox. Revision Date: 25-Oct-13 Page 13 of 17
New Quicklink Types Previous versions of Dealmaker allowed a Quicklink to be classified as Link, Download or Video. As of Dealmaker Winter 14 a range of new Quicklink types are available. The following new Quicklink types allow more detailed reporting: Word Excel Powerpoint PDF Image Zip Web Other In new installations of Dealmaker, these new types are created automatically. When upgrading from a previous version of Dealmaker, the new link types must be created manually. Refer to the Dealmaker 8.21 Upgrade Guide. Enable Market View Sort Order After an upgrade, the Market View SortOrder field must be added to the AM Solutions page layout in the Account Manager tab. Set this value on your AM Solutions to determine the order in which they appear on your Market Views. Revision Date: 25-Oct-13 Page 14 of 17
Custom Search Fields Additional fields can be added to the CRUD and search pages using the following custom settings: Dealmaker Contact Field Dealmaker Opportunity Field Dealmaker Account Field Dealmaker Activity Field Fields can be added to the CRUD or search layouts, made searchable or required and you can change the order of fields. Fields might include adding an email field or a date field. The fields must already exist in the Salesforce object and can be standard or custom fields. Details on how to configure additional fields on search and CRUD pages are available in the relevant administration guide (Account Planning Administrators Guide and Playbook Administrators Guide). New Dealmaker AM Custom Settings The following new Dealmaker AM custom setting fields are included in Dealmaker Winter 14: Scorecard Settings Scorecard Batch Execution Time: Used to specify when the batch job which processes data for Scorecard is carried out. Disable Scoring Batches: Used to disable the batch processes responsible for scoring. This field is unchecked by default. Show Scorecard: This field controls whether or not the Scorecard tab is shown in AM. Completeness Settings Show Completeness: This field controls whether or not the Completeness tab is shown in AM. Segmentation Map Show Segmentation Map: Used to show and hide the segmentation map in Smart AM. This field is checked by default. Account Grouping Use Account Grouping: Used to enable the new group by account functionality in Smart AM. This field is unchecked by default. Account Plan Reports AM Report List: A new custom setting called Dealmaker AM Report List captures the configuration of Account Plan specific reports which can be invoked from the Account Plan pages. These reports contain plan ID references which automatically compile data for the relevant plan. They must not be edited or modified in any way. Revision Date: 25-Oct-13 Page 15 of 17
Sharing Team View with Teams A team view team created by one user can now be shared with other users. Once the team has been created, your administrator can mark it as Public and then use standard Salesforce sharing functionality to share that team with other users. To use this functionality, the administrator needs to set the Team View object to Private instead of Public Read/Write, otherwise users will be able to access any team that is set to Public. In new installations of Dealmaker Winter 14 and higher, this object is set to private by default and a Team View Team must be explicitly shared with team members. However, when upgrading from Dealmaker versions prior to Winter 14, the following steps must be carried out before a Team View can be shared with teams: 1. In the Security Controls menu, click on Sharing Settings and Edit. 2. Change the settings for Team View Team to Private and click Save. By adding the Is Public field to the Team View Teams page layout, administrators can specify whether Team View Teams are public or visible only to users who have access via any configured sharing rules. Smart AM Opportunity Map Reports List If it has been configured by the administrator, a list of reports is displayed in the Opportunity Map in Smart AM. This list contains the following reports which can be run directly from the list: Plan Completeness; Plan Scorecard; Plan Time View; Plan Units. These reports contain plan ID references which automatically compile data for the relevant plan. They must not be edited or modified in any way. Revision Date: 25-Oct-13 Page 16 of 17
Setting the Report ID To improve the performance on the Account Management pages, it is recommended to set a report ID for each report in the reports list. To do this, perform the following steps: Go to Setup>Develop>Custom Settings>Dealmaker AM Report List and click on Manage. Edit each of the records in the list to set the Report Id. For example, click to edit the Account Plan Completeness record. In a separate browser tab go to Reports and click on the Account Plan Completeness report. Copy the report Id from the top of the browser window as shown below and paste it into the Report Id field of the record in the custom settings. Do this for each of the other three records in the Dealmaker AM Report List custom setting copying the id from the report of the same name. Configure Revenue Goals for Team View Report To enable Revenue Goals for users, it is necessary to modify the user object by setting a currency field to capture annual revenue goal for a user. The value of this field is set on an individual user basis. To specify the currency field, go to Setup>Develop>Custom Settings>Dealmaker Playbook Settings. Click on Edit and enter in the Revenue Goal field the API name of user object field you want to use. Click Save. When Team View report is run, the value shown under the goal column is displayed on a pro-rata basis. So for example if your reporting period is six months, the amount shown will be half the amount specified in the Revenue Goal Field. Unknown Level of Relationship Value in Opportunity Map Dealmaker Winter 14 allows you to change the Level of Relationship (LOR) on an Opportunity Map to Unknown. This is useful, for example, in cases where a company changes leadership. When upgrading to Dealmaker Winter 14, this feature must be enabled manually by adding a new value to the LOR picklist. Revision Date: 25-Oct-13 Page 17 of 17