Prospect Details

Overview

In the UPM platform, 'Prospects' represent individuals or companies that are potential candidates for becoming customers or partners, but have not yet been fully qualified as 'Leads' or registered as 'Deals'. This module provides administrators with the tools to manage these early-stage opportunities, allowing for systematic tracking and engagement before they enter the formal sales pipeline. Effective management of prospects is crucial for building a robust sales funnel and ensuring a steady flow of new business opportunities for both the vendor and its partners.

Administrators can import prospects, assign them to specific users or partners, apply scoring rules to prioritize engagement, and ultimately convert them into qualified leads or even directly into registered deals. This capability streamlines the initial outreach and qualification process, ensuring that resources are focused on the most promising opportunities and that the transition from a potential contact to an active sales engagement is smooth and trackable.

Viewing Prospect Details

Click on any hyperlinked prospect name in the Name column, such as Jerry Cantrell, to view the prospect's details.

This screen displays the detailed view of a specific prospect record within the UPM 'Sell' module. Prospect records represent early-stage sales contacts that have not yet been qualified into leads or opportunities, sitting at the top of the channel sales funnel. This view provides a comprehensive overview of the prospect's contact information, company details, and engagement status, allowing vendor administrators to assess their potential and manage their progression through the sales pipeline. From here, administrators can perform actions such as editing the prospect's information, assigning them to a partner, or converting them into a more qualified lead or deal, facilitating the nurturing and tracking of potential sales opportunities. The various sections on this page categorize the prospect's data, offering a holistic view for effective management.

After clicking on a prospect's name from the list view, the detailed prospect information is displayed.

Buttons

Prospect Information

Company Information

Primary Address

Competitor Description

Campaign Information

Company Address

Additional Information

This screen displays the detailed view of a Prospect record within the UPM Sell module. Prospect records represent early-stage sales contacts that have not yet been qualified into leads or opportunities, serving as the initial entry point for potential sales in the channel sales funnel. This view consolidates all relevant information about a prospect, including personal contact details, company information, primary address, competitive context, campaign history, and any associated tasks or notes. It allows vendor administrators to review comprehensive prospect data, assess their potential, and manage their progression through the sales pipeline. The information presented here is crucial for determining whether a prospect should be advanced to a lead, assigned to a partner, or registered as a deal, aligning with the module's role in managing the channel sales pipeline.

Review the detailed information for the selected prospect, including their personal, company, and address details, along with any associated campaign, task, and note history.

Lead Score History

Tasks

Prospect Assignment History

Notes

Campaign History

Engaging with Prospects

This screen displays the detailed view of a specific Prospect record within the UPM Sell module. Prospects are early-stage sales contacts that have not yet been qualified into leads or opportunities, representing potential future business. This view consolidates all relevant information about a prospect, including their personal details, company information, address, and any associated campaign data or tasks. It serves as a central hub for reviewing and managing individual prospect records, enabling vendor-side administrators to assess their potential and decide on subsequent actions, such as assigning them to a partner or converting them into a lead. The various sections on this page provide a comprehensive overview, supporting the workflow of nurturing prospects through the sales funnel.

Click the "Add to an Existing list" tab to add the prospect to an existing mailing list.

Buttons

Fields

Column Headings

Assigning Prospects

This screen displays the 'Assign Records' dialog, which allows vendor-side users to assign the currently viewed prospect record to a specific user or group within the UPM system. This functionality is crucial for managing internal workflows and ensuring that prospects are handled by the appropriate personnel. By assigning a prospect, administrators can control who has access to view and edit the record, facilitating collaboration and accountability in the sales process. The dialog provides options to search for users or groups and define their access level to the assigned record.

Select the 'Assign To User' tab to assign the prospect record to a specific user.

Buttons

Fields

This screen, the 'Assign Records' dialog, allows vendor-side users to assign the currently viewed prospect record to either a specific user or a user group within the UPM system. This assignment determines who has visibility and access to manage the prospect, which is a critical step in the channel sales workflow to ensure proper lead distribution and accountability. By assigning prospects to groups, administrators can streamline the process of routing potential sales opportunities to the relevant teams or partner segments, ensuring that prospects are handled by the appropriate personnel based on predefined roles or territories. The dialog also allows setting the access level for the assigned user or group, controlling whether they can only view the record or also edit and delete it.

Click the 'Assign to Group' tab to view the available user groups for assigning the prospect record.

Buttons

Fields

Searching and Converting Prospects

This screen provides a search interface within the Sell module, specifically for identifying existing prospects. The Sell module is central to managing the revenue-generating aspects of partner relationships, encompassing lead sharing, deal registration, and co-selling. The ability to search for prospects helps prevent duplicate entries and ensures that new leads or deal registrations are linked to existing records where appropriate, maintaining data integrity across the platform. This search functionality is crucial for administrators and partners to quickly locate and verify prospect information before proceeding with further sales activities, such as lead assignment or deal registration, which directly impact commission calculations in the Incentivize module.

Search for an existing prospect by entering criteria such as Company, Email, or First Name.

Buttons

Fields

This screen, titled 'Convert', facilitates the process of converting a Prospect record into a more qualified Lead within the UPM Sell module. Prospects are early-stage sales contacts, and this conversion marks a critical step in the sales pipeline, moving them from a recruitment or initial engagement phase into an active sales opportunity. The screen displays the prospect's existing contact information and allows the user to either associate this new lead with an existing account or create a new account for them. This action is essential for tracking the progression of potential sales opportunities and ensuring proper data hygiene by linking leads to their respective company records, which can then trigger further actions in the Incentivize module for commission calculations.

Click the "Convert Prospect" button to initiate the conversion of the prospect into a lead.

Buttons

Contact Information

Account Information