Gartner Research

CRM RFP Pro Forma Requirements Template for Sales

Published: 07 May 2001

ID: G0097935

Analyst(s): Tom Berg, Ed Thompson , Wendy S. Close, Colleen Amuso, Beth L. Eisenfeld, Mitchell R. Nitzan, Gareth Herschel


Management Summary Customer relationship management (CRM) is a customer-focused business strategy designed to optimize profitability, revenue and customer satisfaction. To realize CRM, organizations must implement collaborative enterprise processes and technologies that support customer interactions throughout all channels. This report is one of a series and provides a pro forma requirements template for a request for proposal (RFP) for sales functionality -- one of the domains of CRM. Enterprises requiring templates of pro forma requirements for marketing, and customer service and support (CSS) should refer to the following companion reports. o "CRM RFP Pro Forma Requirements Template for Customer Service and Support" o "CRM RFP Pro Forma Requirements Template for Marketing" All enterprises pursuing CRM should review the general CRM overall requirements matrix and questionnaire included in "CRM Software Requests for Information and Proposals." The following material is intended to be a listing of the most commonly requested or desired functionality to support the sales business function. Each enterprise has different needs and business requirements; therefore, not all functionality listed will be important or required for every enterprise. The requirements listing in this report is to be used as a guide. Enterprises should review the desired functionality carefully and tailor their RFP or request for information (RFI) accordingly. In addition, enterprises may need to add functionality capabilities to the listing, as it is not an all-inclusive list and serves as a guide only.

Table Of Contents
  • Management Summary
  • Introduction
  • Opportunity Management Capabilities — Contact Management
  • Opportunity Management — Prospect Management
  • Mobile Prospect and Opportunity Management
  • Account Management and Planning
  • Forecasting Capabilities
  • Pipeline Analysis
  • Needs Assessment — Sales Configuration
  • Product Configuration Functionality
  • Shopping Basket Interface Support
  • Pricing Capabilities, Including Price Lists and Promotions
  • Discounting and Additional Price Calculation Support
  • Proposal Generation System Support
  • Order Entry Management Capabilities; Quote Generation, Customization and Tracking
  • Sales Order Creation and Management
  • Revenue Recognition Capabilities
  • Sales Administration Features and Functions — Territory Management
  • Sales Quota Assignment, Tracking and Management
  • Reporting Capabilities — Customer Analysis
  • Sales Activity Reporting
  • Sales Call Center Analysis
  • Sales Centric Workflow
  • Routing of Tasks
  • Approval Process
  • Workflow Management and Review
  • Scheduling
  • Task Lists, Reminders and To-Do Lists
  • Sales Activities and Process Management
  • Configurability of the Application in Promoting Workflow — Workflow Configuration Support
  • Inbound Telephone-Based Sales Activity
  • Inbound Queuing, IVR and Call Blending Support
  • Inbound Sales Agent Interface
  • Outbound Sales Activity Support via Agent Interface
  • Outbound Call Blending and Predictive Dialing Capabilities
  • Acronym Key

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