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Pega Sales Automation entities

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The Pega Sales Automation data model consists of a set of standard business objects that support the sales process.

To ensure that your data import is successful, review the provided list of entities together with their import tips:

Because of their dependencies, import the entities in the order that they display in the drop-down menu or in the list below.
For more information about importing data into Pega Sales Automation for Financial Services, see Importing customer data.
Territory

Use territories to manage the individual members of your sales organization and to grant access to accounts, contacts, leads, opportunities, organizations, and households.

If you haven't yet created any territories, see Adding territories.

Data import tips:

  • The territory ID is mandatory for most Pega Sales Automation objects.
  • In the CSV file, if you have not activated territory management, in the Parent territory column, add the default global BT1 territory value.
  • In the CSV file, you must populate the values in the Forecast manager, Forecast delegate, and Parent territory columns before the import. Update these columns with your implementation-specific groups.
  • In the CSV file, the values in the Forecast manager and Forecast delegate columns must not be the same.
Partner

You can work directly with external agencies, resellers, and sales partners by granting them access to your local implementation of Pega Sales Automation.

To add partners, see Adding partners.

To configure Partner Relationship Management, see Configuring Partner Relationship Management.

Operator

An operator is an individual user of your Pega Sales Automation application: either a member of your sales team, a partner's sales team, or an administrator.

If you haven't yet created any operators and associated them with territories, see Adding and associating operators to territories.

Data import tips:

  • In the CSV file, you must update the Operator Type column with your implementation-specific access groups.
  • To import the reporting hierarchy, import users, in the Reports to column update the external owner IDs, and then re-import the CSV file.
Time period

Pega Sales Automation measures sales goals against specific time periods. You can set up time periods with different frequencies (for example, fiscal year, quarter, and month) that are interdependent.

If you haven't yet set up any time periods, see Setting up time periods for sales goals management.

Data import tips:

  • Ensure that the Parent frequency time period exists and has valid start and end dates.
  • If the fiscal year, quarter, and month records are all included in a single file and validation occurs, Pega Sales Automation imports only the fiscal year time periods.
Sales goal

Sales goals give sales managers the ability to plan quarterly or monthly goals for sales representatives based on a variety of metrics. Pega Sales Automation measures sales goals against specific time periods. You can set up multiple time periods in the application, for example, a year, a quarter, or a month.

If you haven't yet set up any sales goals, see Set up sales goals.

Organization

An organization represents the top level of the business hierarchy. An organization can be a specific business, holding company, or corporation. Organizations have one or more child entities in the form of accounts. Pega Sales Automation uses organizations in the business to business (B2B) selling model only. You must update the Owner column with your implementation-specific groups.

For commercial banking in Pega Sales Automation for Financial Services, you can divide an organization into multiple sales accounts.

Company
In the Pega Sales Automation for Healthcare application, a company is an equivalent of an organization, that is, a specific business, holding company, corporation, or association. The company represents the top level of a business hierarchy that contains one or more child entities in the form of accounts. Companies are used only in the business-to-business (B2B) selling mode.
Accounts

Accounts are economic decision-making units. Pega Sales Automation uses accounts in the business to business (B2B) selling model to represent the logical or physical groups to which products or services are sold.

  • Use the external IDs of automatically created accounts to link the accounts with other entities, for example, contacts, leads, and opportunities.
  • Before importing accounts, ensure that you enable the Autoaccountcreation dynamic system setting in Dev Studio.

In Pega Sales Automation for Financial Services, sales accounts are primarily used in the Commercial Banking market segment to split a larger organization into multiple subsets for different sales advisors to own.

Contact

A contact is a person who is a prospect or a customer.

  • In the business to business (B2B) selling model, a contact is usually an employee of the organization to which you are selling.
  • In the business to consumer (B2C) selling model, a contact is the person interested in making a purchase.

You can associate a contact with an account, organization, or another contact to facilitate cross selling and communication. The following relationship type codes are available for defining contact relationships in the application:

  • C2A - Indicates a contact-to-account relationship.
  • C2O - Indicates a contact-to- organization relationship.
  • C2C - Indicates a contact-to-contact relationship.

You can further define the nature of these relationship types. For example, a P2P relationship can be a relationship between colleagues in an organization or between family members in a household.

In Pega Sales Automation for Financial Services, in the Small/Medium Business and Commercial Banking market segments, a contact is usually an employee of or somehow affiliated with the organization to which you are selling. In the Retail Banking and Wealth Management market segments, a contact is the person interested in making a purchase.

Household

A household is a grouping of contacts in which one of the contacts is designated the head of household. A household usually represents members of a family, or contacts living at the same address. A household can also be used to group any set of contacts that share a commonality and have a primary contact person. Pega Sales Automation uses households only in the business-to-consumer (B2C) selling mode.

The household data type is optional. If you plan to use household data, you must activate the data type for your implementation. For more information, see Enabling application settings.

Data import tips:

  • Provide a valid start date and end date with the supporting format, for example: 7/11/2017.
  • Provide a valid contact ID as a household member, for example: HH-1.
Lead (individual)

A lead is a prospective customer of a product or service. Once qualified, you can convert leads to a contact or to an opportunity.

For more information about leads, see Lead and opportunity case types.

Data import tips:

  • In the data import wizard, use the Lead Individual column to load business-to-consumer (B2C) leads.
  • In the CSV file, add a valid Owner name based on your implementation-specific groups.
  • In the CSV file, use the Use automatic routing column to configure lead routing. Insert either TRUE or FALSE.
Lead (business)

A lead is a prospective customer of a product or service. Once qualified, you can convert leads to a contact or to an opportunity. You must use the Lead column to load the business-to-business (B2B) selling model leads.

For more information about leads, see Lead and opportunity case types.

Product
Your products are the goods and services that you sell to your customers. Pega Sales Automation supports the following product hierarchy: Categories > Families > Groups > Products.

Data import tips:

  • Before you import the product hierarchy data, enable engagement maps. For more information, see Enabling application features.
  • You must perform multiple imports to load multiple product hierarchies. For example, for the hierarchy of category, family, group, and products, you must perform four separate imports and load the products in the same order.
Competitor

Your competitors are other organizations that sell similar products to the same base of customers. Enter product and competitor information in the application to align opportunities with product offerings, and to identify your competitors so you can differentiate your products.

For more information about competitors, see Setting up competitors.

Opportunity (individual)

You can customize the opportunity case types by modifying the Pega-provided stages or by adding your own stages and steps to reflect the processes. In the data import wizard, use the Opportunity individual column to load B2C opportunities.

For more information about opportunities, see Lead and opportunity case types.

Opportunity (business)

An opportunity is a qualified deal or a potential sale that you track, develop, and manage. Opportunities often begin as leads that have been qualified. Opportunities are the foundation of your sales pipeline, goal attainment, and forecast. Use the Opportunity column to import B2B opportunities.

For more information about opportunities, see Lead and opportunity case types.

Task

Tasks are reminders of actions or processes for sales teams to follow.

Update the Start date and Due date fields according to the Pega Sales Automation validation standards. For example, the due date for a task cannot be in the past. For more information about the supported formats, see Preparing the data.

Customer activity

Activities are interactions with prospects or customers, such as phone calls, meetings, and co-browse sessions.

Data import tips:

  • Use the customer loader to import customer activities.
  • The Outcome field is mandatory for all Pega Sales Automation activities.
Pulse

Pulse adds social activity stream capabilities to your user interface. With Pulse, application users can collaborate in real time, share comments, files, and URLs with other users, and take action directly from an activity stream.

Data import tips:

  • Use the Pulse loader to import the Feed post and Feed Comment fields.
  • In the CSV file, update RelatedTo and PostedBy information based on your implementation specific groups.
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