Category: (3) TAM Application Type
Application Identifier: 3.5.4.1
Maturity Level: 0
Funnel Management applications, also sometimes known as pipeline, or tunnel, provide functionality to manage the funnel process.
Funnel Management - Funnel Management handles the creation, assignment, tracking and management of leads and opportunities. Funnel Management consists of activities such as receiving the leads generated from leads generation, assigning sales personnel to leads, and tracking & qualifying the leads. It also tracks the quality of leads (as well as the campaigns which generated them) by noting which leads are converted to actual sales after being worked. Funnel reports are used to roll up information derived from the funnel process for Lead management.
Once a lead is qualified, it is considered an opportunity, which is worked further down the sales funnel through to either success (sale) or loss/disqualification (no sale). Various activities are tracked in the course of managing opportunities, such as forecasting revenues, generating quotes, updating account plans, scheduling sales calls, etc. Opportunities can also be auto-generated from expiring contracts. Forecasting and Metric reporting is also included in this function.
This was created from the Frameworx 16.0 Model