Stages/ Steps Time Activities

Initial Contact Touch Base with Client

Receiving information in the form of RFP, Analyze requirements

RFI, RFQ or brief summary

Understanding Customer- Business &

process
Sending out clarification questionnaire Send out a list of questions to gather
more information on requirements

Risk Analysis - Overlap with BD

Aligining on scope Set of Features that we will be
delivering through Creatio

Working on numbers for proposal i.e call Working on the estimated number of
out functionalities & arrive at the number configurations/customization
of expected configuration parameters

Coordinate with Development for Integration scoping in terms of size,

Integrations scoping complexity & nature of API

Handover to Dev to arrive at estimates Calcultion of Final efforts based on

inputs

Working on Assumptions for the scope that Functional & Technical Assumptions
has been accounted for

Calling out of scope elements Listing Items that won't be taken into
consideration for development
Preparation of proposal/respond in the Sending of proposal indicating clear
format requested project overview & estimates

Proposal Defence
 Pre-Sales Methodology
Goals :
1. Quicker Turn around time of proposals
2. Automation on Customer/Partner side where they can se
3. Automation Effort estimation part in Excel
4. Automating Assumptions -(lack of informatio

Why Whom
Reason People Needed

Understand high level project BD, Business Analyst, Project Owner

scope/requirements & Introduce
Psiog's Creatio practice

Understanding what aspect of CRM we Business Analyst

will be touching upon
To gauge Complexity & systems Business Analyst, Project Owner
involved in the process

Breaking the requirements into Business Analyst

features/ functions based on feasibility

To arrive at efforts in terms of man Business Analyst, Development

hours

To arrive at efforts in terms of man Business Analyst, Development

hours

Arrive at overall project cost, timelines Business Analyst, Development

& loading

Limiting the features in accordance to Business Analyst, Development

the estimate we have accounted for

Ensuring we root out elements that are Business Analyst

not a good fit for the platform
Getting sign off on proposal Business Analust & BD
 Pre-Sales Methodology
Goals :
1. Quicker Turn around time of proposals
n Customer/Partner side where they can select processes
Automation Effort estimation part in Excel
utomating Assumptions -(lack of information)

What How
Information/Input needed Technique

Project Goals, painpoint, CRM cycle, Timelines, Business context,

etc

Understanding the full extent of functionality & gaps in platform

capabilities for addressing them
1. Reason for Transformation/ Change from existing state
2. Painpoints
3. Systems involved & their roles
4. User roles, user base & teams involved
5. Success Metrics for the project
6. Customer Segmentation & Line of Business
7. Sources involved with respect to lead capture/ service capture
8. Existing Artefacts - Process documentation, system architecture,
etc.
9. Volume of cases/sales operation
10. Envisioned Project Timeline & approach/methodology

Response for Clarification

Feature alignment internally & with Partner if needed

Integration alignment internally & with Partner if needed

Final information on features & integration as per scope

Final information on features & integration as per scope

Clear understanding of platform capabilities & limitations

Tool/Artifact if any Outputs

Psiog Introduction deck

Having a playbook with sequence
of topics to discuss & touch upon

Industry/ Use case specific

documents we can build
Prefilled Questionnarire List of questions we can
bucket for us to select &
choose from

Scope highlighting Features

& Integrations

Estimation Template Input for effort estimation of

Features

Estimation Template Input for effort estimation of

Integrations

Estimation Template Final estimate with Cost &

timelines

Estimation Template Standard assumptions list

based on features that can
get us started

Capturing list of Creatio

Strenghts & weaknesses
Having team qualification, company
information handy so that we can
respond quicker
Comments

Have to define what key information that we would be

needing at this stage
Sometimes we give heads up to partner on the scope we
will be estimating for
Comply vs Selection Selection Criteria (Apart from Smart CRM) -
What we respond to?
Comply - Creatio Fitment
Selection - Client Fitment (We will approach
client or push for Smart CRM)

How often will Company be okay with taking 1. Checklist for Smart CRM fitment
MVS approach post RFP Winning? 2. Playing to Creatio Strenghts
Robust Proposal response
Process Selection by Partner

1. Presetting 2 levels of features based on complextiy for all

relevant features
2. Arriving at what functions & configuration elements each
feature will have

How to convey this to Client, alignment with Ashwath on features

Narrative Down, how are we showcasing Psiog's capability

Pre Checklist, Pre Demo, Demo, Closure- Handoff to BD (revising

or sticking with same template)

Case cycles, customer 360, open Integration, Webpage form

input to section, dashboards
Automating our estimation template to arrive at costing
based on features entered

1. Setting up formulas for calculation of estimate

2. Formula having a lean / optimized variant

Master Template with Standard Features & Assumptions

listed in one place

Question Template for Clarification

 Goals:
Win more deals

Optimized Pricing Efficient time to market

Revisiting our effort estimation format Smart CRM Base Product

Comparing a study of Actual effort vs accounted Selling Efficient Discovery Methodology

effort for past implementation. Will be tied to
ensuring right alignment, offering vs expectation.

Whatever Creatio has capture main points Proper Selling Deck, after Demo. Showcase
Standard API integrations
Note to self -
Go through 123 BA techniques
Smart CRM content
Pre-kickoff - People Process Tech

Expertise
Domain Knowledge Process Knowledge

Project Experience Books on CRM - Summarizing key

pointers for implementation

Pooling Desk Research - Summarizing key

information/experience from pointers
the team

Knowledge share from

Advisors

Desk Research - More

Industry Primers.
Documenting our
experiences from previous
Engagements with Client

Send out primer that we can

send out, selling brochure,
link website articles
Platform Knowledge

Exploring more Creatio

Implementations

Establishing solutioning best

practices

Hands on execution
exercises

Single point of contact

exercise - One person taking
care of end to end
engagement
One point for intro, One
point for Demo
(Engagement)

OOTB
Personalization

Store Demos
Questions
Understanding how Creatio will be useful i.e Fitment & Usecase
What should the offering have & how we build our offering?

B2B & B2C offerings we can consider

Finserv- Offering fitting in

Pre-Sales
RFP
Fitment
Discovery
Estimation
Proposal
 Use Case - Sales, Support,
Marketing or custom workflows.
Can be a combination of this as
well

Understanding &
Breaking Down
Requirements from
RFP/RFI/RFQ/ Any other
format
Pre-Sales Questionnaire
B2B

Sales- Good fit (Capability - Opportunity

Management, Guided Selling, Account & Contact
Management, Platform & Composability)

Marketing- Good Fit

Service - Yet to be Determined

Custom Workflows - Good Fit

Reason for Transformation/ Change from existing

state
Objective & Painpoints
Systems involved & their roles
User roles, user base & teams involved
Success Metrics for the project
Customer Segmentation
Lines of Business
Sources involved with respect to lead capture/
service capture
Existing Artefacts- Process Documentation, system
architecture, etc.
Volume of Cases/sales operations
Envisioned Project Timelines &
Approach/Methodology
Territory Agnostic
 Presales

B2C Indirect Sales

Sales- Good Fit ( Capability - Activity Sales- Good Fit ( Capability -

Management, Lead Management, Partner Relationship management,
Mobile, IOT & Bot) Activity Management, Mobile, IOT
& Bot)

Marketing - Limited Capability Marketing- What aspect of

Marketing could be there is
unknown

Service - Yet to be determined Service - Yet to be determined

Custom Workflows- Good Fit Custom Workflows- Good Fit
 Sales
Lead Management
Opportunity Management
Quote Management
Contract Management
Order Management
Partner Relationship Management
Catalogue Management
Invoice & billing
Sales Commissioning
Forecasting
Chat Bot
Mobile Application

Features

Fitment & Scope

Integrations
 Market Place Applications

Systems &
Complexity
Service Marketing
Case Management Campaigns
Queue Management Emails
Sla Management Landing Pages &
Computer Telephony Webforms
Integration Events
Chat bot Leads
Calls
Chat
Usecase Agnostic
Account Management
Contact Management
Knowledge Base
Activities Management
User Management
Notification Management
Reports & Dashboards

Estimation
Functional Parameters Technical Parameters
Standard Fields API Type
Custom Details
Business Rules
Business Process
Buttons
Customization/Code
DCM
Presales -Fitment Checklist
Green, Blue, Brown
Use case - B2B, B2C or indirect
sales
Domain- Process complexity
Product Complexity-
System Integration -

Intro call list

On call criteria, pre contact filter

RFP, RFQ based rejection

Check list at a high level.

Demo Checklist
Post process handover
 Checklist

1. Sales, Marketing or Service

2. B2B, B2C or Indirect sales
3. Industry - Product & Revenue Model - Direct
Fit, Workaround, Poor Fit
Level 2 of this will be what aspects can be
covered & what needs to be descoped

RFP, Project Fitment - 70

per cent OOTB RFI Proposal Template
Size
Complaince
Rejection

Percent OOTB percent

Customization
Opportunity Name Industry Process Field Dashboard
FRD_Billing Manager - Banking Billing manager for Banking, no sales
Standard Bank_South process involved. Enables
Africa stakeholders to plan, approve and
deploy price plans and concessions
for customers.

Commercial Bank of Banking

Ethiopia_Customer
Experience Bid_ Ethiopia
Request for information Financial Services Case management for pension
for Pension Administration administrators is the main usecase,
Solution - GPAA_South sales is not involved
Africa

API_ Healthinformation Insurance Sales not involved. Primary purpose

System_ RFP_Kenya of the RFP is to facilitate DBMS &
enable insurance claim process to
some extent

Trade Mark East Trade Relations No Sales Process. The requirement is

Africa_Malawi more along the lines of website
where users can login, perform
trade, look up trade related
information etc.

Flair_data_maintanence_ Solution Advisor: Document primarily outlines data

document Digital transfer on Sales order between
Transformation, Creatio & Microsoft GP (mid market
Collaboration, business accounting tool)
Networking, Cloud,
etc ( IT Services )

Flair_data_Feature_Descri Solution Advisor: Lead cycle is lean, mainly used as a

ption_document Digital repository
Transformation,
Collaboration,
Networking, Cloud,
etc ( IT Services )

Flair Data UAT IT services Incomplete Document

EPPF IT - RFQ- Low Code Insurance Lean Sales Cycle with Ml model for
Application Platform Cross sell & Upsell accounted for
2023 Scope Doc Telecom B2C Sales Use case with Lead
Requirement workflow. More functionality focus
on Campaign Manager (Lead
RFP SISTEMA Omnicanal y Generation) & Case Manager
de gestion de gobierno de
comunicaciones
Copy of CRM Requirement Printer Moving away from Legacy Sales
v2.2 Manufacturing System to Low code CRM system
Features Business Rule Business Process

ML Model for Cross sell & Up sell can

be explored
Two Sales Cycle one short & One
longer this can be our standard
offering. Partner Relationship Mgmt
can also be useful part of Smart CRM.
Can look into intricacies of CTI
integration will be very useful for sales
team management