Implementing Pega Customer Decision Hub features
Pega Sales Automation includes numerous Pega Customer Decision Hub features to support the sales process, including: local campaigns, next-best-offer strategies, and next-best-action strategies.
As a sales representative or a sales manager, you can use the local campaigns feature to create and send personalized email and SMS campaigns to contacts in the Pega Sales Automation application. When a contact accepts a campaign offer, a lead is automatically generated in the application. Local campaigns are supported for both business-to-business (B2B) and business-to-consumer (B2C) selling models.
To implement local campaigns in Pega Sales Automation, you must first integrate Pega Sales Automation with Pega Customer Decision Hub. You can then activate the feature in App Studio.
Pega Sales Automation uses Pega Customer Decision Hub to identify the top sales offer across a sales representative's book of business. Adaptive models guide sales representatives and sales managers to the offers that have the highest propensity to close. When a prospect accepts an offer, an opportunity is automatically generated.
Enabling local campaigns and next-best-offer recommendations
To use local campaigns and next-best-offer recommendations in Pega Sales Automation, you must first integrate Pega Sales Automation with Pega Customer Decision Hub. You can then activate the features in Pega Sales Automation.
In the navigation pane of App Studio, click.
Click the Pega Customer Decision Hub tab.
To activate local campaigns, select the Local campaigns check box.
To activate next best offers, select the Next best offers check box.
In the Pega Customer Decision Hub URL field, enter the URL for your Pega Customer Decision Hub implementation, for example, http://NN.NN.N.NNN:8080/prweb/PRSOAPServlet.
In the Customer lifetime value (CLV) fields, enter the maximum, average, and minimum CLV values for your organization.Customer lifetime value (CLV) is a prediction of the net profit that is generated as a result of an organization's entire future relationship with a customer. Pega Customer Decision Hub uses CLV values to identify customers with the potential to grow, which allows you to more effectively target your marketing efforts. Customer lifetime value is applicable to both business-to-business (B2B) and business-to-consumer (B2C) customers.
Pega Sales Automation uses Pega Customer Decision Hub and Decision Management capabilities to identify the next best action for every opportunity in the application, rank the top actions, and display the results in the Next best actions widget on the sales representative's dashboard. Next-best-action strategies use predictors such as digital activity, service activity, products sold, and sales representative activity to determine the next best action for every opportunity.
For more information, see Next best action in Pega Sales Automation. For more information about next-best-action strategies for Pega Sales Automation for Insurance, see Next best action in Pega Sales Automation for Insurance.