Method for routing and responding to sales leads between two organizations

• US 7,228,284 B1
• Filed: 06/27/2001
• Issued: 06/05/2007
• Est. Priority Date: 06/27/2001
• Status: Expired due to Fees

• Current Assignee: Xilinx, Inc. (Advanced Micro Devices, Inc.)
• Original Assignee: Xilinx, Inc. (Advanced Micro Devices, Inc.)
• Inventors: Welshons, Rita Jean, Vaillancourt, Jane Ellen, Schwertley, Katherine
• Primary Examiner(s): Hafiz; Tariq R.
• Assistant Examiner(s): Jarrett; Scott L.
• Application Number:
  US09/894,577
• Time in Patent Office: 2,169 Days
• Field of Search: 705/1, 705/9, 705/26, 705/37, 715/962
• US Class Current: 705/7.13
• CPC Class Codes: G06Q 10/063 Operations research, analysis or management
• CPC Class Codes: G06Q 10/06311 Scheduling, planning or task assignment for a person or group
• CPC Class Codes: G06Q 10/06316 Sequencing of tasks or work
• CPC Class Codes: G06Q 10/06398 Performance of employee with respect to a job function
• CPC Class Codes: G06Q 30/00 Commerce

Abstract

Apparatus, method and system network for lead processing are described. More particularly, a web-based client-server system is described where a sales force automation system is used for updating databases and routing tasks based on user activity. In particular, action item form screen images and lead form screen images may be cast as objects and associated with one another. A lead source is identified with a lead, and activity with respect to whether such a lead results in a registration or a quote is tracked. Moreover, whether such registration or quote results in actual revenue generation is tracked as based on an existing opportunity or a new opportunity. Accordingly, lead source effectiveness for generating new business may be determined based on revenue generation.

Claims

1. A computer-implemented method for processing a lead, wherein at least one step of the computer-implemented method is performed by a computer, the method comprising:

importing the lead into a sales force automation system in communication with a database, the lead being qualified by a lead qualification agency and rated by a rating entity prior to importation into the sales force automation system;

dispatching a lead task associated with the lead to a lead queue of a first representative organization, the first representative organization being an Independent Sales Organization separate from each of the lead qualification agency and the rating entity;

the first representative organization;

retrieving lead information of the lead task;

first searching for an existing opportunity associated with the lead information;

prioritizing the lead;

when the existing opportunity is not found, dispatching a lead action item form as an object to a second representative organization, the lead being prioritized by the first representative organization for the second representative organization, the second representative organization being a distributor separate from the Independent Sales Organization and separate from each of the lead qualification agency and the rating entity;

the second representative organization;

determining whether the lead is valid;

accessing a lead form associated with the lead action item form;

updating the lead form regarding validity of the lead;

when the lead results in a registration or a quote, creating a registration form or a quote form as an object from the lead form, the lead source being automatically stored in association with the object;

submitting the registration form or the quote form to the first representative organization for approval;

the first representative organization;

second searching for determining whether the existing opportunity was created by another lead associated with the lead source of the lead in a time frame between the first searching and the second searching for determining whether to credit the lead source regarding a sale resulting from the registration or the quote;

when the existing opportunity is found responsive to the second searching, attaching the registration form or the quote form to the existing opportunity;

when the existing opportunity is not found responsive to the second searching, creating a new opportunity from the registration form or the quote form;

updating lead status; and

associating the lead status as undated to the existing opportunity or the new opportunity;

the lead source associated with the lead leading to the registration or the quote automatically being not credited with any sales associated with the registration or the quote responsive to the lead status being undated for the existing opportunity; and

the lead source associated with the lead leading to the registration or the quote automatically being credited with any sales associated with the registration or the quote responsive to the lead status being updated for the new opportunity.

2. The computer-implemented method of claim 1 further comprising:

accepting the lead task into a work-in-process bin of the first representative organization;

accepting the lead action item form by the second representative organization;

providing the database with an action item table and lead tables;

loading follow-up information associated with the lead into the action item table; and

loading data associated with the lead into the lead tables.

3. A computer-implemented method for processing a lead having lead data associated therewith between a first organization, a second organization and a third organization, wherein at least one step of the computer-implemented method is performed by a computer, the method comprising:

providing a lead action item form and a lead form;

obtaining the lead action item form and the lead form each of which is at least partially populated with the lead data, the lead having been qualified by a lead qualification agency and rated by a rating entity prior to importation into the lead action item form and the lead form;

assigning the lead action item form and the lead form to a lead queue of the first organization, the first organization being an Independent Sales Organization separate from each of the lead qualification agency and the rating entity;

the first organization;

retrieving lead data from the lead action item form;

first searching for an existing opportunity associated with the lead data;

when the existing opportunity is found,

attaching the lead to the existing opportunity using the lead action item form for the lead;

prioritizing the lead; and

dispatching by the first organization the lead action item form to the second organization, the lead being prioritized by the first organization for the second organization, the second organization being a distributor separate from the Independent Sales Organization and separate from each of the lead qualification agency and the rating entity;

when the existing opportunity is not found,

prioritizing the lead; and

dispatching by the first organization the lead action item form to a third organization, the lead being prioritized by the first organization for the third organization, the third organization being another distributor separate from each of the second organization, the Independent Sales Organization, the lead qualification agency, and the rating entity;

either the second organization or the third organization;

determining whether the lead is valid;

when the lead results in a registration or a quote, creating a registration form or a quote form as an object associated with the lead; and

submitting the registration form or the quote form to the first representative organization for approval;

the first representative organization;

second searching for the existing opportunity associated with the lead data, the second searching for determining whether the existing opportunity was created by another lead associated with a lead source of the lead in a time frame between the first searching and the second searching for determining whether to credit the lead source regarding a sale resulting from the registration or the quote;

when the existing opportunity is not found, creating a new opportunity from the registration form or the quote form, which in turn populates a lead source database with the lead source;

when the existing opportunity is found, attaching the registration form or the quote form to the existing opportunity;

updating lead status;

associating the lead status as updated to the new opportunity or the existing opportunity; and

determining revenue generated in association with the lead source resulting from the new opportunity to ascertain the effectiveness of the lead source;

the lead source associated with the lead leading to the registration or the quote being automatically credited with all sales associated with the registration or the quote responsive to the lead status being undated for the new opportunity; and

the lead source associated with the lead leading to the registration or the quote being automatically not credited with any sales associated with the registration or the quote responsive to the lead status being updated for the existing opportunity.

4. The computer-implemented method of claim 3 further comprising associating the lead with a campaign.

5. The computer-implemented method of claim 3 wherein the rating entity is a hiring entity that hires each of the third organization, the second organization, the Independent Sales Organization, and the lead qualification agency.

6. The computer-implemented method of claim 3 wherein the lead queue is a folder object.

7. A computer-implemented method for processing a pre-qualified and rated lead having a lead source, wherein at least one step of the computer-implemented method is performed by a computer, the method comprising:

importing the lead into a sales force automation system in communication with a database, the lead being qualified by a lead qualification agency and rated by a rating entity prior to importation into the sales force automation system;

dispatching a lead action item object with the lead data and the task information to a lead queue of a first representative organization, the first representative organization being an Independent Sales Organization separate from each of the lead qualification agency and the rating entity;

the first representative organization;

retrieving the lead data from the lead action item object;

first searching for an existing opportunity associated with the lead data;

attaching the lead to the existing opportunity found by associating the lead action item object with the existing opportunity; and

sending the lead action item object to a second representative organization, the lead being prioritized by the first representative organization for the second representative organization, second representative organization being a distributor separate from the Independent Sales Organization and separate from each of the lead qualification agency and the rating entity;

the second representative organization;

determining whether the lead is valid;

accessing a lead form associated with the lead action item form;

updating the lead form regarding validity of the lead;

when the lead is valid and results in a registration or a quote, creating a registration form or a quote form from the lead form as an object;

submitting the registration form or the quote form to the first representative organization for approval;

the first representative organization;

second searching for determining whether the existing opportunity was created by another lead associated with a lead source of the lead in a time frame between the first searching and the second searching for determining whether to credit the lead source regarding a sale resulting from the registration or the quote;

when the existing opportunity is found responsive to the second searching, attaching the registration form or the quote form to the existing opportunity;

when the existing opportunity is not found responsive to the second searching, creating a new opportunity from the registration form or the quote form;

updating lead status; and

associating the lead status as updated to the existing opportunity or the new opportunity;

wherein when the registration or the quote is for the new opportunity, the lead status is set as Attached-Primary and the lead source associated with the lead leading to the registration or the quote is automatically credited with all sales associated with the registration or the quote; and

wherein when the registration or the quote is for the existing opportunity, the lead status is set as Attached-Secondary and the lead source associated with the lead leading to the registration or the quote is not credited with any sales associated with the registration or the quote.

8. The computer-implemented method of claim 7 further comprising:

accepting the lead action item form by the second representative organization;

providing the database with an action item table and lead tables;

loading follow-up information associated with the lead into the action item table; and

loading data associated with the lead into the lead tables.