Bonus
This shows all the projects/tasks/opportunities/whitespace across all of YOUR accounts
Role Centric Dashboard
What are Whitespace opportunities?
Any revenue generating opportunity that is not currently contracted (anything the client CAN be contracted for that they are not currently)
When should the practice ID be added to SF?
Once the LIVE admin page is created (in eCW and Azalea, this is the the main admin page)
How do you figure out how much potential ACV (Annual Contract Value) to add to an opportunity?
List price multiplied by license/provider count multiplied by 12
BONUS: does the length of your promo need to be taken into consideration?
What is the first thing you should update when assigned a project as a Project Lead?
Account Owner/Account Team
All open/active opportunities (none that are closed, this will mess up reporting)
When should you create Whitespace ops?
During the Readiness/KO phase
When do you update the go-live date for a project?
1. Staff have access to the dashboard
2. LIVE patients are flowing in
What determines the # of units on an opportunity?
this is the number of licenses the client is planning on purchasing (number of providers using the feature if this applies)
Update this project date when the client goes live with Mobile/Pad/Arrivals (intake)
Actual Self-Service Go Live Date
Why does it matter if the close date of an opportunity is in the past?
Our bookings forecast and our pipeline are misrepresented any time we have pipeline stage opportunities NOT in current or future months that are still open.
What state should White Space ops be opened in?
Stage 1-SDR Overview
What is a GTM contact?
This checkbox field specifies if the contact is a core point of contact that the Phreesia team has been in touch with or needs to be kept up-to-date product or company wise.
What is the general rule of thumb for picking a close date?
Close date should be the date you think you can get the CO signed by
What should the status of a project be that you are working on implementing?
Active
This is used to document when client is very upset, frustrated about an issue/concern, such as product functionality, product downtime, responsiveness, support related concerns, add on removals.
Escalation Task
What should you add in the deal status for white space opportunities?
Any context you can gather from the sales rep during the sales transfer about potential client interest or hesitation
Where do you find the location GUID in admin pages to add to the corresponding location in SF?
This is important for location level reporting. GUID is a 36-character number and is unique per location (do not copy the same GUID for multiple locations!).
How far out should you make the Promo End Date?
Typically 3-months out
When should the Transition to Success Pillar be created by Services?
At the time of Go-Live
What are the 6 things that need to be done before officially transferring a client to Success?
1. Upload At a Glance (for Foundations) and 30 day Post-Live Value Assessment
2. Confirm project Transferred to Success dates are accurately reflected as this drives the Account Page Transferred to Success date.
3. Move all project statuses to Completed (if truly complete)
4. Account Owner should be updated to the new success account owner (This is used for marketing and other efforts to share info back internally - account owners also get updates on SF tickets)
5. Account Team
6. The GTM Task Assignee should be in the new success account owner's name
If you are working a whitespace opp that is in stage 1 or 2 and the client is not interested, what should you do?
Update deal status with why client did not want to move forward
Push out close date a minimum of 3 months
Update confidence level to “Upside”
If there’s a functionality gap (product, workflow, etc.), document and put in “Sales Hold”
A client has two locations but only goes live with 1 of them at first - what do you update for the location that DID go live?
1. Location go live date
2. location status
What are the 5 things that need to exist on an opportunity or be updated within an opportunity to avoid coming up on an audit?
1. Close date in the past without being in a closed stage (stage 6- sales ops review, closed/won, or closed/lost)
2. The deal status hasn't been updated in over 30-days
3. Missing product in the product field
4. Missing # of units (# of providers/resources that would be using this product)
5. If your opp closes within the current month but hasn't changed stages in the last 60-days.
What are the 8 things that need to exist on a project or be updated on a project to avoid coming up on an audit?
1. Blank kickoff date
2. Blank go-live date
3. Blank actual self service go-live date
4. Missing forecasted dates
5. Blank transferred to success date
6. Projects overdue for completion
7. Upcoming go-live date without kickoff date (net new)
8. 7. Upcoming go-live date without kickoff date (add-on)