What is the purpose of the UPM Prospects feature?

The Prospects feature in the Sell module manages pre-qualified leads or potential partners before they become formal leads or registered deals. It helps administrators track, assign, and score potential opportunities, streamlining early sales and partner recruitment.

What actions can administrators perform on the Prospects list?

Administrators can add, assign, import, export, manage scoring rules, bulk update, send emails, and create custom views or filters for prospects.

How do I assign prospects to users or groups?

Select prospects, click 'Assign To', choose the 'Assign To User' or 'Assign To Group' tab, select the user/group, define access, and click 'Save'.

What is the 'View Imports' screen used for?

The 'View Imports' screen shows all previous data import jobs, including prospects. Administrators use it to review import activities, check attachments, and verify automatic updates for data governance.

Manage and View Prospects in ZINFI UPM Sell Module

Overview

In the UPM Sell module, 'Prospects' represents individuals or companies that are potential leads or future partners, but have not yet entered the formal lead or deal registration process. This feature allows vendor administrators to nurture these early-stage opportunities, ensuring that potential sales or recruitment efforts are tracked and managed efficiently. By providing tools for assigning prospects to specific users or groups, importing external prospect lists, and applying lead scoring rules, the system helps prioritize and streamline the initial outreach and qualification process.

Effective management of prospects is crucial for building a robust sales pipeline and identifying high-potential partners. The ability to score prospects based on various activities helps administrators focus resources on the most promising opportunities, while bulk assignment and import/export functionalities enhance operational efficiency. This module integrates with other Sell functionalities by feeding qualified prospects into the lead management and deal registration workflows, ultimately contributing to the overall revenue generation and partner ecosystem growth.

Accessing and Viewing Prospects

Sell Zone Configuration page with Leads menu expanded

Click Sell in the top navigation bar, then click Prospects in the left navigation menu under the Leads section.

The View Prospects screen provides a comprehensive list of all prospect records within the UPM system. This list serves as a central repository for early-stage sales contacts that have not yet been qualified into leads or opportunities, allowing administrators to monitor and manage potential sales pipeline entries. Each entry displays key contact and company information, along with system-generated metadata such as lead score, assignment details, and creation/modification timestamps. This view is crucial for tracking the initial stages of the channel sales funnel and supports actions like assigning prospects to partners, exporting data, or initiating communication. The data presented here can originate from manual entry, CRM synchronization, or other inbound lead sources integrated with UPM.

Navigate to the Prospects list view by clicking on 'Prospects' under the Leads section in the left navigation menu.

Buttons

Button	Description
Add	Initiates the process to manually add a new prospect record to the system.
Assign To	Allows administrators to assign selected prospects to specific partners or internal users for follow-up.
Import	Enables bulk import of prospect data from an external file.
Export	Exports the current list of prospects to a file, typically for external analysis or reporting.
Scoring Rules	Navigates to the configuration area for defining and managing prospect scoring rules.
Bulk Update	Applies changes to multiple selected prospect records simultaneously.
Send Email	Composes and sends an email to selected prospects.
Create View	Allows users to create and save custom filtered views of the prospect list.
Filter	Opens a panel to apply advanced filters to the prospect list.
Saved Filters	Displays a dropdown of previously saved custom filter configurations.

Fields

Field	Description
Search Prospect	A text input field to search for specific prospects by keywords.

Column Headings

Column	Description
Select	A checkbox to select individual prospect records for bulk actions.
Company Name	The name of the company associated with the prospect.
Name	The full name of the prospect.
Title	The job title of the prospect within their company.
Email	The primary email address of the prospect.
Phone	The contact phone number of the prospect.
Lead Score	A numerical score indicating the prospect's engagement and potential, based on defined scoring rules.
Date Assigned	The date when the prospect was assigned to a partner or internal user.
Created On	The date and time when the prospect record was initially created in the system.
Modified On	The date and time when the prospect record was last updated.

Assigning Prospects

The Assign Records dialog allows vendor-side administrators to assign selected prospect records to specific users or user groups within the UPM platform. This functionality is crucial for managing ownership and access control for prospects, ensuring that the right internal team members are responsible for nurturing or processing these early-stage sales contacts. By assigning prospects, administrators can streamline workflows, distribute workloads, and control who can view or modify prospect data, which is especially important for maintaining data integrity and adhering to internal sales processes. The dialog supports assigning either to an individual user or to a predefined user group, with options to define the level of access granted to the assignee.

Select the "Assign To User" tab to assign the selected prospect records to a specific user.

Buttons

Button	Description
Assign To User	Select this tab to assign the selected records to an individual user.
Assign To Group	Select this tab to assign the selected records to a predefined user group.
Save	Click to confirm the assignment of records to the selected user or group with the specified access level.

Fields

Field	Description
Search	Enter keywords to search for a specific user to assign the records to.
Portal Admin	Checkbox to select the 'Portal Admin' user for assignment.
HPRXM CMM	Checkbox to select the 'HPRXM CMM' user for assignment.
Aaron Bailey	Checkbox to select the 'Aaron Bailey' user for assignment.
abhik.porel	Checkbox to select the 'abhik.porel' user for assignment.
Adam Bailey	Checkbox to select the 'Adam Bailey' user for assignment.
Adam Crawford	Checkbox to select the 'Adam Crawford' user for assignment.
Adrian Prismac	Checkbox to select the 'Adrian Prismac' user for assignment.
Access Level	Dropdown to select the access level (e.g., Read Only) for the assigned user or group.

Assign Records dialog with Assign To Group tab selected

The Assign Records dialog allows vendor-side administrators to manage access and ownership for selected prospect records. This is a critical governance function within the Sell module, ensuring that prospects are routed to the correct internal teams or partner groups for follow-up and preventing conflicts. By assigning prospects to specific users or groups, the system enforces data visibility rules and can influence subsequent lead assignment and deal registration workflows. This dialog supports both individual user assignments and broader group assignments, reflecting the organizational structure and collaboration needs of the partner program. The access level granted during assignment determines the scope of actions the assigned user or group can perform on the prospect record.

Click the "Assign To Group" tab to view options for assigning the selected prospect records to a user group.

Buttons

Button	Description
Assign To User	A tab to select individual users for assigning the records.
Assign To Group	A tab to select a group of users for assigning the records.
Save	A button to save the assignment changes and close the dialog.

Fields

Field	Description
Search	A search bar to find specific users or groups within the assignment list.
Admin (mandatory admin group)	A checkbox to select the mandatory Admin group for record assignment.
Channel Marketing Manager JSX	A checkbox to select the 'Channel Marketing Manager JSX' group for record assignment.
Channel Partner Basic	A checkbox to select the 'Channel Partner Basic' group for record assignment.
Channel Partner Professional	A checkbox to select the 'Channel Partner Professional' group for record assignment.
Channel Partner Starter	A checkbox to select the 'Channel Partner Starter' group for record assignment.
Partner Admin Group	A checkbox to select the 'Partner Admin Group' for record assignment.
Access Level	A dropdown menu to define the level of access the assigned user/group will have to the records. 'Read Only' allows viewing only, while 'Read Write' allows editing and deleting.

Importing Prospect Data

The View Imports screen provides a centralized list of all data import jobs previously executed within the UPM platform. This includes imports for various entities such as Accounts and Prospects, as indicated by the 'Entity List' column. Administrators use this screen to review past import activities, check the associated attachment files, and verify whether an import is configured for automatic updates. This functionality is crucial for data governance, ensuring data integrity, and troubleshooting any issues that may arise from bulk data operations, particularly when integrating with external systems or migrating data.

Navigate to the View Imports page to review past data import activities.

Buttons

Button	Description
Add	Initiates a new data import process.
Delete	Deletes selected import records.
Send Email	Sends an email related to the selected import records.
Create View	Creates a custom view for the import list.
Filter	Applies filters to narrow down the list of import records.
Saved Filters	Accesses previously saved filter configurations.
Download Sample Data	Downloads a sample data template for various entities to aid in preparing import files.

Fields

Field	Description
Search Import Engine	Searches for specific import records by keyword.

Column Headings

Column	Description
Select	Checkbox to select individual import records for bulk actions.
Name	The name given to the import job.
Attachment	The file attached to the import job, typically the source data file.
Entity List	The type of entity (e.g., Accounts, Prospects) that was imported.
Auto Update	Indicates whether the import is configured to run automatically on a schedule.

The Add/Edit an Imports page is where UPM administrators configure the details for importing data into the system, such as prospect or account records. This functionality supports the ingestion of external data, which is critical for populating the UPM platform with existing customer or prospect information, often sourced from CRM systems or other databases. By defining import parameters like the entity type, attachment files, and mapping external IDs to UPM fields, administrators can ensure that data is accurately transferred and integrated, facilitating a streamlined onboarding process for new data sets and maintaining up-to-date records within the Sell module. This screen is a key part of data management, allowing for the initial setup or modification of data import jobs.

Click the Add button to open the Add/Edit an Imports form.

Buttons

Button	Description
Next	Proceeds to the next step in the import configuration process.
Save	Saves the current import configuration.
Cancel	Discards any changes and returns to the previous screen.

Import Information

Field	Description
Name	Enter a descriptive name for this import configuration.
Entity List	Select the type of entity (e.g., Prospects, Accounts) that will be imported.
Attachment	Upload the data file (e.g., CSV, XLSX) containing the records to be imported.
Auto update	Toggle to enable or disable automatic updates for this import, which can periodically refresh data.
External ID Name	Enter the name of the external identifier column in the uploaded file.
UPM Field	Select the corresponding UPM field to map the external ID to.
Has External ID	Toggle to indicate whether the import file contains an external identifier column that needs to be mapped.

Exporting Prospect Data

This modal window, 'Export Columns List', allows users to define and manage the columns included when exporting prospect data from the UPM platform. Users can select specific fields to include in their export file, choose the export file type and scope, and save these configurations for future use. This functionality is crucial for generating customized reports or transferring prospect data to external systems, supporting various analytical and operational needs within the Sell module's lead management capabilities. The ability to save configurations streamlines repetitive export tasks and ensures consistency in data extraction.

Select the desired fields to include in the export file from the 'Export Columns List' modal.

Buttons

Button	Description
Save	A button to save the current export column selection as a named configuration.
Export Data	A button to initiate the data export based on the selected fields and export type.
Close	A button to close the 'Export Columns List' modal.

Fields

Field	Description
Export File Type	A dropdown menu to select the format of the export file, such as CSV.
Export Type	A dropdown menu to specify whether to export all records or only selected records.
Export Fields	A dropdown menu to select which fields or columns to include in the export.
Configuration Name	An input field to enter a name for a new export configuration to save it.

Column Headings

Column	Description
Action	A column displaying actions that can be performed on saved export configurations, such as deleting a configuration.
Configuration Name	A column displaying the names of saved export configurations.

Managing Lead Scoring Rules

This screen displays the 'View Lead Scoring Rules' list, which is part of the Leads Management module within UPM's Sell zone. This list provides an overview of all configured lead scoring rules, which are critical for evaluating and prioritizing prospects and leads. Lead scoring rules assign numerical scores to various partner activities or lead attributes, helping vendors identify the most engaged or promising leads. These scores can influence lead qualification, assignment, and progression through the sales funnel, ultimately impacting commission calculations in the Incentivize module. The list view allows administrators to quickly review existing rules, their associated activities, and the scores they contribute.

Navigate to the Lead Scoring Rules page to view the list of defined rules.

Buttons

Button	Description
Add	Button to create a new lead scoring rule.
Delete	Button to delete selected lead scoring rules.
Create View	Button to create a custom filtered view of the lead scoring rules list.
Filter	Button to apply advanced filters to the list of lead scoring rules.
Saved Filters	Dropdown to select and apply previously saved filter configurations.

Fields

Field	Description
Search Lead Scoring Rule	Input field to search for lead scoring rules by name or other criteria.

Column Headings

Column	Description
Select	Checkbox to select individual lead scoring rules for bulk actions.
Rule Name	The name assigned to the lead scoring rule.
Activity	The specific partner or lead activity that triggers this scoring rule.
Score	The numerical score assigned when the associated activity occurs.

The Add/Edit a Lead Scoring Rule form allows vendor administrators to define and manage rules that assign scores to prospect activities, which can influence lead qualification, tier progression, and partner segmentation. Lead scoring is a critical component of the UPM platform, enabling automated evaluation of prospect engagement and readiness. Each rule specifies an activity and the score associated with it, along with validity periods and applicable groups, ensuring that lead scores accurately reflect current marketing and sales priorities. This form supports the creation of new scoring rules or the modification of existing ones, providing flexibility in how prospect interactions are valued within the system.

Click the Add button to create a new Lead Scoring Rule.

Buttons

Button	Description
Save	Saves the newly configured or updated lead scoring rule.
Cancel	Discards any changes and returns to the Lead Scoring Rules list.

Lead Scoring Rule Information

Field	Description
Rule Name	Enter a descriptive name for the lead scoring rule.
Activity	Select the specific prospect activity that this rule will score.
Score	Enter the numerical score to be assigned when the specified activity occurs.
Applicable Group	Select the group(s) to which this lead scoring rule applies.
Validate From	Specify the start date from which this scoring rule becomes active.
Validate To	Specify the end date until which this scoring rule remains active.
Source	Enter the source of the lead activity, if applicable.

The Bulk Update dialog provides a streamlined interface for modifying multiple prospect records simultaneously, allowing administrators to apply consistent updates across a selected group of prospects. This feature is crucial for maintaining data hygiene, correcting errors, or updating prospect attributes in bulk, which can significantly improve efficiency compared to editing individual records. The dialog is structured into logical sections such as 'Prospect Information', 'Company Information', 'Primary Address', and 'Competitor Description' to organize the various fields that can be updated. Changes made here are applied to all selected prospects, ensuring uniformity and reducing manual effort in managing large datasets within the Sell module.

Update the prospect records by entering the new Industry Type, Zip/Postal Code, and Competitor Name in the Bulk Update dialog.

Buttons

Button	Description
Update	Applies the entered changes to all selected prospect records.
Cancel	Discards any changes and closes the Bulk Update dialog.

Company Information

Field	Description
Industry Type	The industry type associated with the prospect's company. This field can be updated in bulk to categorize multiple prospects under a specific industry.

Primary Address

Field	Description
Zip/Postal Code	The postal code for the prospect's primary address. This allows for bulk updates to geographical information for selected prospects.

Competitor Description

Field	Description
Competitor Name	The name of a competitor associated with the prospect. This field can be updated in bulk to reflect competitive intelligence across multiple prospect records.

The Filter configuration panel allows users to customize the displayed columns and apply filters to the 'View Prospects' list. This feature is crucial for tailoring the prospect data view to specific analytical or operational needs, enabling users to focus on relevant information such as company details, contact information, or lead scoring metrics. By selecting which fields to display and applying additional filters, users can streamline their workflow, identify key prospects more efficiently, and prepare data for reporting or further action within the Sell module. This customization capability supports various user roles, from program managers analyzing pipeline health to sales representatives managing their assigned prospects.

Click the Filter icon to open the Filter configuration panel.

Buttons

Button	Description
Save Filter	Saves the current filter and column display configuration under the specified name.

Fields

Field	Description
Add Additional Fields for Filter	Allows users to select additional fields from a dropdown to use as filtering criteria for the prospect list.
Select Fields to Display	This section shows the fields currently selected to be displayed as columns in the 'View Prospects' table. Users can add or remove fields to customize the table view.
Insert Filter Configuration Name	A text input field to enter a name for the current filter configuration, allowing it to be saved for future use.

The Filter dialog provides a mechanism for users to refine the data displayed in list views, such as the Prospects list, by applying various criteria. This allows for focused analysis and management of specific subsets of prospects based on their attributes. The dialog supports both basic and advanced filtering options, enabling users to construct simple or complex queries to narrow down the displayed records. This capability is crucial for managing large datasets, identifying specific prospects for targeted actions, or preparing custom reports, directly impacting the efficiency of lead management within the Sell module.

Click the 'Basic' tab to define specific search criteria for filtering the prospect list.

Buttons

Button	Description
Basic	Activates the basic filtering interface, allowing users to apply simple search conditions to various prospect attributes.
Advance	Activates the advanced filtering interface, providing more complex query building options.
Save Filter	Saves the currently defined filter criteria under the specified name.

Column Headings

Column	Description
ID	A sequential identifier for each filter row.
Column Name	The name of the prospect attribute to be filtered.
Operator	The logical operator (e.g., Contains, Equal, Greater Than) to apply to the filter condition.
Search Text	The value or text to search for within the specified column.