aQuityOM App Features
A Purposeful Opportunity Management System
A purposeful CRM is the object of the aQuityOM app. Its goal is to crystallise the essence of the ‘B2B or Not to B…‘ eBook into an intuitive and useful aid for those who are involved in the B2B sales process. It provides a structured road map when faced with the myriad of complexities, typically experienced daily by sales people. In line with the key tenets of this book, it serves to save effort and time, is an aide memoire and raises the success levels of those who subscribe to a methodology that has evolved and stood the test of time. Hence, it should rather be termed an Opportunity Management System.
As such, the aQuity app is a logical extension of the eBook and provides the tool to apply the aQuity Methodology. In turn, the eBook provides the context for a more complete understanding of the elements of the app.
Overview: aQuity Opportunity Management System
The current version (v1.0) allows the user to:
- Capture an Account (its home country and currency),
- Add Contacts (synchronised with Apple’s Contacts app),
- Add multi-currency Opportunities,
- Qualify these against the Stages,
- Produce summarised quota performance information (revalued against Home currency),
- Report on Opportunities last updated,
- Report on Status of the Opportunities,
- Report on those deserving to be Forecasted
- Display a Pipeline graphic.
Accounts can be classified as New Logo’s or Existing Clients. Contacts can be classified as Champions, Detractors or Uncertain, amongst many other functions, such the capturing of Reminders and generating emails, without leaving the app. The local value of foreign currency Opportunities can be revalued with one click. It tracks weekly and monthly Qualification updates and reports on these. Well placed ToDo buttons are available to record action items, which are synchronised with Apple’s Reminder & Calendar apps.
All data is stored in iCloud, enabling cross-platform access in future versions.
Dashboard
The Dashboard provides various valuable screens that display:
- Aged activity levels for Opportunities
- Stats on new and updated tasks
- Opportunity Status Summaries
- Forecast Summary
- Various interactive Pipeline graphs
- Valuable Quota Performance data with countdown to the quota period end date
Accounts: The aQuity Opportunity Management System
The Accounts list can be sorted alphabetically, by country, existing Clients or new logos. This screen allows the user to:
- Add, edit, delete or archive/unarchive Accounts
- Add or delete Contacts
- Add Opportunities
- Create ToDo’s which will update Apple’s Reminders and Calendar apps
- Access the Tutorial
- Provide Account comments
- Search or scroll the Account list
Contacts: The aQuity Opportunity Management System
The Contact list can display Champions or Detractors only or all Contacts. This screen allows the user to:
- Edit or delete Contacts
- Additions are validated against Apple’s Contacts app to enable bi-directional updating of new or existing data
- Search or scroll the Contact list
- Create ToDo’s which will update Apple’s Reminders and Calendar apps
- Email a Contact without exiting the app
- Provide Contact Comments
- Access the Tutorial
Opportunities: The aQuity Opportunity Management System
This screen allows the user to:
- Edit, delete or archive/unarchive Opportunities**
- Revalue all Opportunities against the real time exchange rate
- Create ToDo’s which will update Apple’s Reminders and Calendar apps
- Access the Tutorial
- Provide Opportunity details and comments
- Search or scroll the Opportunity list
- The Opportunity Status is denoted by its background colour
The Opportunity list can be sorted alphabetically and filtered by REF*, by activity date, archived opportunities and by Status. It displays the local value and the foreign value of the Opportunities, days since created and days since last updated; in addition to the total local value and quantity of Opportunities.
* Response Evaluation Factor ** To avoid orphan Opportunities, these can only be created from the Account screen.
Qualify: aQuity Opportunity Management System
This screen allows the user to:
- Review an Opportunity across 30 QQ’s**
- Determine actions and Next Steps
- Scroll between Stages and QQ’s
- Create ToDo’s which will update Apple’s Reminders and Calendar apps
- Reset all QQ’s
- Understand the QQ’s with pop-up explanations
- Be reminded of outstanding activities
- Follow a structured approach
- Review the results with Sales Leaders
- Gain clarity on the Statuses of ‘Named’, ‘Lead’, ‘Suspect’, ‘Prospect’ and ‘Forecasted’
- Avoid guesswork and gut feel
- Provides a common nomenclature for the Status of an Opportunity
This is the core of the app and the aQuity Methodology incorporating the 4 x 4 Matrix and the 30 Qualifying Questions. Each QQ button presents a sheet with the full QQ explanation and four possible responses. The response determines the REF*, which increases or decreases the Total REF. An algorithm comprising the Total REF, in conjunction with the individual REF values and which QQ’s are unlocked determines the likelihood of success and the Status of the Opportunity. The algorithm also determines which QQ’s can be unlocked and available for selection. These and other features provide the components of a complete Opportunity Management System. Additional supporting material is available from Jim Holden.
* Response Evaluation Factor ** Qualifying Questions
Other Functions: The aQuity Opportunity Management System
Includes:
- A detailed list of the 30 QQ’s with a full explanation is provided
- Password protection is standard
- Initial Settings
- A complete scrollable Tutorial is a click away
- The facility to directly email to aQuity for assistance and Support