Sales Ops Release Notes: Jan 1, 2024

Sam Gunter Updated by Sam Gunter

Salesforce Release Notes : January 1, 2024

Each Section will highlight releases the Sales Ops team is completing and rolling out to enhance, update, and support our Salesforce enabled teams

Intended Audience

  • All Staff

Notes

Work Items

Work Item

Team

Task Type

New account tiers - update the threshold amount for Managed($2,750-$39,999.99), and Basic ($0-$2,749.99)

Customer Success

Enhancement

Add the field Renewal Specialist to the account record

Customer Success

Enhancement

Remove the onboarding specialist from the account record

Customer Success

Task

CSM is the Onboarding Case Owner

Customer Success

Enhancement

Add an account field to capture "Basic" Type;

  • Free (synching solution or alternative school)
  • Discounted (small school or budget constraints)
  • Growth (Accounts with opportunity to grow)

Customer Success

Enhancement

Update the Onboarding Case Stages - The new onboarding stages should be Welcome, Set-Up, Training, Closed.

Customer Success

Enhancement

Add a "review meeting" complete date, and "review meeting" scheduled date fields to an account page

Customer Success

Enhancement

Add the account tier to onboarding cases

Customer Success

Task

Onboarding case Kickoff form question added for communication preference; phone, email, virtual video meeting

Customer Success

Enhancement

Renewals Specialist on Territory Assignments

Customer Success

Enhancement

Territory Updates for New Sales - Progress Learning

New Sales: Progress Learning

Task

Quota inserted into SF - Progress Learning

New Sales: Progress Learning

Task

Mark Target Accounts - Progress Learning

New Sales: Progress Learning

Task

Territory Updates for New Sales - Horizon Education

New Sales: Horizon Education

Task

Quota inserted into SF - Horizon Education

New Sales: Horizon Education

Task

Mark Target Accounts - Horizon Education

New Sales: Horizon Education

Task

If an Enterprise CSM exists on a parent account, it should copy onto the rooftop accounts

Customer Success

Enhancement

Customer Lifecycle Status added to account record - onboarding, Refreshing, Monitoring, Managing, Intervening, Celebrating

Customer Success

Task

Mark Progress Learning Business Unit on Accounts

New Sales: Progress Learning

Task

Mark Cross Sell Accounts - Progress Learning

New Sales: Progress Learning

Task

Mark Account as "Using ACT/SAT" for Progress Learning Products

New Sales: Horizon Education

Task

Mark Cross Sell Accounts - Horizon Education

New Sales: Horizon Education

Task

Create District Prospecting Lists fields for Account:

  • DPL Target
  • Target Type
  • DPL Business Unit
  • Rationale

New Sales: Progress Learning

New Feature

Replace DPO in Hand with Signed Quote

New Sales: Progress Learning

Task

Account Health Score - Lightning Web Component

Customer Success

New Feature

Account Health Score - Nightly Flow Calculation

Customer Success

New Feature

Account Health Score - Individual Calculation

Customer Success

New Feature

Account Health Score - Bulkify

salesops

New Feature

Account Lifecycle Rich Text fields for School Account Statuses

Customer Success

New Feature

Account Record Pages for Longhorn & Progress Learning

salesops

Enhancement

Update Salesforce User Accounts for Role, Hierarchy, Title

salesops

Enhancement

New Feature Highlight: Account Health Scorecard

The Account Health Scorecard component was created to quantify and visually display an accounts health. It’s currently based on these criteria:

  • Activity: 15 points
    • Built from Pendo data from PL App
  • 3 Months Usage: 35 points
    • Built off Account Usage Object, based on the previous 3 months
  • Total Usage: 15 points
    • Built off Account Usage Object, based on current school year
  • CSM Score: 35 points
    • Built from CSM Score field on Account record

The Account Scorecard will only show on a record page if the account status is either Active Customer or Recently Expired AND it's not a District. Its component consists of the visual Scorecard Element and a details tab to show a number of the score, the Date/Time of the last run, and a list view of the Account Health Score records. 

**As this is a new feature, we (Sales Ops) are still learning about the details of the score with data, we expect the criteria, points, and more to continue to evolve over the short term**

New Feature Highlight: District Prospecting Lists (DPL)

The New Sales teams worked to create targeted lists of accounts that were going to be a focus starting in 2024. These prospecting lists have been updated to show the following fields:

  • DPL Target: Checkbox
  • DPL BU: Picklist
    • Used to slice Accounts by Business Unit
  • DPL Target Type: Picklist
    • Net New District or District Expansion
  • DPL Target Rationale: Text
    • Notes created by AE

Visually, on the account record pages you should now see a banner based on the company’s business unit and the DPL fields showing in the top right corner of the Account record page

How did we do?

Sales Ops Release Notes: Feb '24 (Georgia)

Sales Ops Release Notes: Jan 30, 2024 - Five Points

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