User task focus and guidance for recurring revenue asset management
A consistent approach to managing opportunities, quotes, and bookings activities can be managed through the use of a recurring revenue asset management application, which can be supported by one or more features of an asset data model. Such an application can include the use of focus categories and playbooks.
1. A computer program product comprising a non-transitory machine-readable storage medium storing instructions that, when executed by one or more programmable processors, cause the one or more programmable processors to perform operations comprising:
comparing a plurality of attributes of each of a plurality of data objects associated with a renewal sales opportunity to a plurality of defined characteristics for a playbook of a plurality of playbooks, the plurality of attributes defining a focus category for each data object, each playbook comprising a plurality of stages of a renewal sales process, one or more of the plurality of stages further comprising one or more sub-stages, each stage and sub-stage comprising a configurable sequence of actions for moving the renewal sales opportunity toward a successful closing during a target time period;
selecting the playbook from the plurality of playbooks for use with the renewal sales opportunity based on the comparing;
selecting a user of a plurality of users based on the focus category for the renewal sales opportunity and a priority assigned to the focus category;
causing a graphical user interface displayed to the selected user to indicate a sequence of one or more suggested future actions to be performed by the user in association with the renewal sales opportunity, the sequence of one or more suggested future actions being defined by the playbook based on a current context of one or more data object instances associated with the renewal sales opportunity, wherein the current context of the one or more data object instances is based on completed actions in the sequence of actions in each stage and sub-stage of the selected playbook;
detecting a change in the current context of one or more of the plurality of data objects; and
causing, in response to the detecting of the change in the context, the graphical user interface displayed to the selected user to reflect at least one different suggested future action.
2. A computer program product as in claim 1 , wherein the at least one different suggested future action is defined by the playbook.
3. A computer program product as in claim 1 , wherein the at least one different suggested future action is defined by a second playbook, and wherein the operation comprise selecting the second playbook based on the change in the current context.
4. A computer program product as in claim 1 , wherein the data objects are part of an asset data model comprising a flexible mechanism for representing complex relationships among assets, organizations, people, and products; and wherein the data objects comprise product object instances representing products upon which recurring revenue assets are based, asset object instances representing the recurring revenue assets, opportunity object instances representing opportunities for renewal of the recurring revenue assets, and contact object instances representing contacts relating to one or more other data objects in the asset data model.
5. A computer program product as in claim 4 , wherein the playbook comprises contextual logic that detects and understands impacts of completed actions in the renewal sales process on the current context of the one or more data object instances, and wherein the at least one different suggested future action is determined based on the contextual logic.
6. A computer program product as in claim 5 , wherein the current context comprises a state of one or more data objects of the plurality of data objects relative to a time defined in the playbook.
7. A computer program product as in claim 1 , wherein selecting of the playbook comprises determining that the playbook has defined characteristics matching the attributes of the data objects.
8. A computer-implemented method comprising:
comparing a plurality of attributes of each of a plurality of data objects associated with a renewal sales opportunity to a plurality of defined characteristics for a playbook of a plurality of playbooks, the plurality of attributes defining a focus category for each data object, each playbook comprising a plurality of stages of a renewal sales process, one or more of the plurality of stages further comprising one or more sub-stages, each stage and sub-stage comprising a configurable sequence of actions for moving the renewal sales opportunity toward a successful closing during a target time period;
selecting the playbook from the plurality of playbooks for use with the renewal sales opportunity based on the comparing;
selecting a user of a plurality of users based on the focus category for the renewal sales opportunity and a priority assigned to the focus category;
causing a graphical user interface displayed to the selected user to indicate a sequence of one or more suggested future actions to be performed by the user in association with the renewal sales opportunity, the sequence of one or more suggested future actions being defined by the playbook based on a current context of one or more data object instances associated with the renewal sales opportunity, wherein the current context of the one or more data object instances is based on completed actions in the sequence of actions in each stage and sub-stage of the selected playbook;
detecting a change in the current context of one or more of the plurality of data objects; and
causing, in response to the detecting of the change in the context, the graphical user interface displayed to the selected user to reflect at least one different suggested future action.
9. A computer-implemented method as in claim 8 , wherein the at least one different suggested future action is defined by the playbook.
10. A computer-implemented method in claim 8 , wherein the at least one different suggested future action is defined by a second playbook, and wherein the operation comprise selecting the second playbook based on the change in the current context.
11. A computer-implemented method in claim 8 , wherein the data objects are part of an asset data model comprising a flexible mechanism for representing complex relationships among assets, organizations, people, and products; and wherein the data objects comprise product object instances representing products upon which recurring revenue assets are based, asset object instances representing the recurring revenue assets, opportunity object instances representing opportunities for renewal of the recurring revenue assets, and contact object instances representing contacts relating to one or more other data objects in the asset data model.
12. A computer-implemented method in claim 11 , wherein the playbook comprises contextual logic that detects and understands impacts of completed actions in the renewal sales process on the current context of the one or more data object instances, and wherein the at least one different suggested future action is determined based on the contextual logic.
13. A computer-implemented method in claim 12 , wherein the current context comprises a state of one or more data objects of the plurality of data objects relative to a time defined in the playbook.
14. A computer-implemented method in claim 8 , wherein selecting of the playbook comprises determining that the playbook has defined characteristics matching the attributes of the data objects.
15. A system comprising:
computer hardware configured to perform operations comprising:
comparing a plurality of attributes of each of a plurality of data objects associated with a renewal sales opportunity to a plurality of defined characteristics for a playbook of a plurality of playbooks, the plurality of attributes defining a focus category for each data object, each playbook comprising a plurality of stages of a renewal sales process, one or more of the plurality of stages further comprising one or more sub-stages, each stage and sub-stage comprising a configurable sequence of actions for moving the renewal sales opportunity toward a successful closing during a target time period;
selecting the playbook from the plurality of playbooks for use with the renewal sales opportunity based on the comparing;
selecting a user of a plurality of users based on the focus category for the renewal sales opportunity and a priority assigned to the focus category;
causing a graphical user interface displayed to the selected user to indicate a sequence of one or more suggested future actions to be performed by the user in association with the renewal sales opportunity, the sequence of one or more suggested future actions being defined by the playbook based on a current context of one or more data object instances associated with the renewal sales opportunity;
detecting a change in the current context of one or more of the plurality of data objects; and
causing, in response to the detecting of the change in the context, the graphical user interface displayed to the selected user to reflect at least one different suggested future action.
16. A system as in claim 15 , wherein the at least one different suggested future action is defined by the playbook.
17. A system as in claim 15 , wherein the at least one different suggested future action is defined by a second playbook, and wherein the operation comprise selecting the second playbook based on the change in the current context.
18. A system as in claim 15 , wherein the data objects are part of an asset data model comprising a flexible mechanism for representing complex relationships among assets, organizations, people, and products; and wherein the data objects comprise product object instances representing products upon which recurring revenue assets are based, asset object instances representing the recurring revenue assets, opportunity object instances representing opportunities for renewal of the recurring revenue assets, and contact object instances representing contacts relating to one or more other data objects in the asset data model.
19. A system as in claim 18 , wherein the playbook comprises contextual logic that detects and understands impacts of completed actions in the renewal sales process on the current context of the one or more data object instances, and wherein the at least one different suggested future action is determined based on the contextual logic.
20. A system as in claim 19 , wherein the current context comprises a state of the one or more data objects of the plurality of data objects relative to a time defined in the playbook.