How to Create a Proposal with Deliverables after a Deal Closes

This video shows the sales process of manually creating a Proposal from a closed Deal in Zendesk Sell. The Proposal gets created in PIPM and assigned to the Success Manager of the customer's onboarding.

Transcript:

This video will walk through the process of creating a deal once it has been signed and paid. Specifically, this case involves the implementation of a new customer into the PIPM workspace to create a proposal, which then gets sent over to the success person assigned to manage that implementation. From the sales perspective, once the integration is complete, the deal will be onboarded. The customer has signed, so it will be entered here as 'one'. Typically, you would create the work order directly from this point.

If the customer does not exist yet, you will create them as a company. Therefore, you would enter their details here and assign it to the customer success person. After completing this, you would hit 'submit'. Currently, this system isn't working due to ongoing integration efforts. Normally, with the integration in place, this step would automatically create the proposal and project insight with deliverables and hours included. However, since we need to handle this manually, this video serves as a good example of the steps to directly create a proposal in PIPM from the sales perspective.

First, navigate to PIPM and go directly to the proposals home. Here, you will create a new proposal. I will copy the name of this specific deal, 'Bill's Boatyard Deal'. Next, click 'Add Proposal' and input the name. Enter the company name, 'Bill Brooks Boatyard'. If they do not exist yet, you will need to click 'Add Company' to create a new company for them.

Next, assign it to the customer success person responsible for managing the customer. The remaining fields will include today's date. There won’t be an existing project yet since it is a brand new customer, so proceed to hit 'Save'. Once you save the proposal, it will appear in the list. Click into that proposal; you will see it listed here.

To create the deliverables and budget for this proposal, you will need to create a line item. The line item will not include licenses, as we are not billing off licenses but rather off of the onboarding hours. We will allocate 40 hours for onboarding implementation. Optionally, you can specify that this is for off-site real project management consulting hours. However, it is more important to input the number of hours and the rate. At $225 an hour, this yields a total of $9,000. Be sure to double-check that this matches the figures in the deal. There is no need for a description or anything else—simply hit 'Save'. Now, we have our one line item deliverable: 40 hours at $225 an hour, totaling $9,000. This value should reflect what we are working against. Remember, licenses and support hours for an integration do not contribute to this total; only the implementation hours will be counted.

From this point, the success person—in this instance, myself, Dylan—will receive this in their proposals list. I can then enter and create the project. This task is no longer the responsibility of the sales team. Instead, the salesperson or success person will create the project via the implementation section in PIPM and assign the project sponsor, which will be the salesperson who sold the deal. This project is for reporting purposes. The start date will be today, and you will select 'Save' to create it based on the template provided.

Now, you can navigate back, and you will see the proposal with its estimated budget of $9,000 and 40 hours. We can run time entries and invoices against this total. This completes the process of creating the proposal and setting the deliverables from the sales team.