Quick reference page

🔹 SDR Key Rules

• Complete Company Pre-Deal fields (CANSPI, Market, No. of Settings).
• Don’t contact IQLs.
• Always associate Contacts to Parent Company.
• Inbound SDRs → assign Company before outreach.
• Ready for Deal Creation = Yes → then create Deal.

🔹 Deal Creation

• Type = New Business
• Deal Owner = SDR
• Booked By = Company Owner
• Line Items + Currency required
• Close Date: UK/US +30d, DACH +60d
• Number of Settings pulls from Company

🔹 Demo Booked Stage

• SDR owns
• No-Show/Canceled → set field = Yes → triggers task
• Expiry: SMB 45d, MM/ENT 75d → must close as Lost if unworked

🔹 Handover (Demo Conducted)

• Ownership shifts to AE
• Activity Assigned To sets new owner
• AE Handover Notes → Company Note after 1 day

🔹 AE Pipeline

• Maintain Close Date, Forecast Category
• Stage Rules:
  • Pending Approval = Locked
  • Closed Won = Read-only
  • CS Handover Notes triggered on Save

🔹 Company Stages

• Untouched = 90d inactivity
• Calling = logged outreach
• Demo Booked = Deal/Meeting
• Untouched fallback after 90d inactivity

🔹 General Data Rules

• Billing Company Name → from Company
• Line Items: VAT, currency, discount types
• Product Details Missing: Amount reset to 0 → Save → Correct

🔹 Reporting Fields

• Demo Completed Date (Unified)
• Demo Booked Date (Unified)
• Scheduled Demo Date
• Sales Cycle
• Amount / Amount in Company Currency (Actual)

🔹 Alerts

• Overdue Deals → notification + task + #overdue-alerts Slack post