Growth - User Guide Part 1

Overview

The TechnoMile Growth Suite app provides Government Contractors with a complete Capture Management System on the highly-flexible and scalable Microsoft Dynamics platform. The application provides Capture Managers with the tools that they need to capture new businesses, collaborate with partners, identify potential competitors, and streamline Capture processes.

For government contractors, Capture management is fundamental to maintain a healthy pipeline for business growth that combines business and competitive intelligence, internal and external collaboration, governance, and program management. Each of these processes is important and requires extensive time and research. Businesses that utilize automated solutions see not only a significant increase in Win Rate but also a higher retention rate of key capture talent and overall ROI.

TechnoMile Growth Suite represents the next generation of Capture management tools. Built with a configurable Shipley methodology, this app solves common Capture management challenges through automation, mobility, internal and external integrations, and workflows. The solution provides executive and management dashboards so businesses have 360-degree visibility into their pipeline.

This document is a step-by-step guide on how to use the TechnoMile Growth Suite app in your organization.

NOTE

• This guide has been divided into two parts i.e. TechnoMile Growth Suite Part 1 and Part 2, where Part 1 contains information on general entities such as Accounts, Dashboards, Reports, etc. and Part 2 describes how to use the Opportunity entity in this app.

• In case you wish to use only the Opportunity entity, you can navigate to TechnoMile Growth Suite User Guide Part 2.

Audience

• TechnoMile Growth Suite Users

Benefits

• Track milestones, deliverable dates, and approvals to create accountability and encourage collaboration.

• Customize how to view historical spending to easily identify budgeting and forecasting weaknesses.

• Maintain a healthy pipeline for business growth so you can combine business and competitive intelligence, internal and external collaboration, governance, and program management.

• Provides complete Capture solutions with color team reviews, gate review automation, federal Account Hierarchy, and sync data from GovWin IQ and SAM.gov.

Features

• By using Reports & Dashboards gain more visibility on Opportunities with executive and management dashboards so you have a 360-degree visibility into your pipeline.

• Customize a Shipley, Task Order, commercial services, or commercial product sales methodology to develop more concise sales and Capture plans.

• By using One-Click Briefings, view your pipeline through one-click gate reviews and populate standard fields by creating a presentation that strategically presents all the fields and progress of your pipeline.

• By using B&P Forecasting and Spending, automatically track real-time data and view the next year or years of your success.

• By using Relationship Mapper, you can track the perception that your Customers have of your organization.

Using Out-of-the-Box (OOTB) Entities

Accounts

1. Login to your Dynamics instance.

2. Enter the text TechnoMile Growth in the search bar and click the TechnoMile Growth App in the search results. 

3. Go to Accounts, by default its Growth OOB - My Accounts opens.

   NOTE

   The default view is configurable.

   

Account Views

1. Click the Views drop-down menu, list of Account Views displays. 

2. Select Growth OOB - All Accounts.
   All Accounts display.  

3. Similarly, you can select any View to display its corresponding Account records.

4. Click to open an Account record.

5. On the Account page, select an Account Record Type such as Public Agencies.
   List of tabs specific to Public Agencies - Account Record Type display. 

6. Select another Account Record Type such as Corporate Accounts.
   List of tabs specific to Corporate Accounts - Account Record Type display. 

7. Select another Account Record Type such as State/Local Government.
   List of tabs specific to State/Local Government - Account Record Type display. 

Details Tab

1. Click New. 

2. Enter details in all mandatory fields such as Account Owner, Account Name, Phone, etc. along with other field details such as Ownership Type Indicator, UEI, Parent UEI, etc.

   NOTE

   Fields marked by the red asterisk (*) sign are mandatory.

   

3. Click Save.
   Account is created. 

Notes, Feed & Activities Tab

1. Go to Notes, Feed & Activities and click the Create a timeline record icon. 

2. Click Appointment.
   New Appointment page opens.

3. Enter details such as Subject, Start and End Time, etc. and click Save & Close. 

   NOTE

   • Fields such as Required, Regarding, Start Time, End Time, and Duration are auto-populated however, they can be edited.

   • Fields marked by the red asterisk (*) sign are mandatory.

   • Appointment is created. 

4. Click Email to create an email.
   New Email page opens. 

5. Enter details such as Cc, Subject, Email body text, etc. and click Save & Close. 

   NOTE

   Fields such as From, To, Regarding, and Duration are auto-populated however, they can be edited.

   Email is created. Similarly, you can create a Phone Call. 

6. Click to create a Task. Quick Create: Task popup window opens.

7. Enter details such as Owner, Subject, Opportunity, etc. and click Save and Close.  Task is created. 

8. Click to create a Note. 

9. Enter details such as Title and Note text and click Add note.
   You can also add an attachment by clicking the Add an attachment icon. Note is created. 

10. Click to create a Post. 

11. Enter Post text and click Add.  Post is created. 

Account Opportunity Pipeline Tab

1. Go to Account Opportunity Pipeline.
   Account Opportunity Pipeline is a real-time view of an organization’s current sales activities that displays Opportunity records that are linked to the current Account and its child Accounts, along with the Stage each Opportunity is in.
   You can view linked Opportunities on this tab with the following information:

   1. Opportunity Name

   2. Account Name

   3. Stage

   4. RFP Date 

Relationship Mapper Tab

NOTE

• Contacts that are already linked to this Account record and those that have mapped Influencer/Reports To fields display on this tab.

• Contacts with no data or those that need minimal attention linked to this Account record also display on this tab at the top most level. 

1. Go to Relationship Mapper.
   Here, you can view a Legend that contains various colors, which denote the overall status of a Contact card:

   • Red - denotes that a Contact needs immediate attention.

   • Yellow - denotes that a Contact needs minimal attention.

   • Gray - denotes that a Contact does not contain any data.

   • Orange - denotes that a Contact needs increased attention.

   • Green - denotes that a Contact’s overall status is good.

2. Drag & drop a contact card under another contact card to create a Relationship Hierarchy level, Click the three dots and select Refresh. 

3. Click the pencil icon in a Contact card to edit its Contact record details. 

4. Click to expand the view of a section.
   Section details display.

5. You can edit section details here, if required. 

6. Similarly, expand to enter details into the Relationship Information section such as Reports To, Influencer, Perception, Priority, Relationship Strengths, Relationship Success Area, and LinkedIn Profile Url, and click Save. 

   IMPORTANT

   Note that the Reports To field MUST contain a Contact that is already linked to the current Account.

   NOTE

   When you create a new Contact, by default the Perception, Priority, and Relationship Strengths fields are auto-populated with Moderate, Medium, and Moderate values, respectively.

   Now, if you perform step 6 again, you will see the following information.

   NOTE

   Some fields may differ as per configuration.

   

Relationship Hierarchy

Relationship Hierarchy changes as per edits made to the Contact record are represented by:

• A line connects this Contact card to another Contact card above it as per changes in its Reports To field.

• Green color denotes that its Perception is currently Strong and can also display as orange for Moderate, red for Weak, and gray for Blank.

• A dotted line around the Contact card denotes that there is an Influencer linked to it.

• Priority L label in green color denotes that Priority is currently Low and can also display as M label in orange for Medium, H label in red for High, and N/A label in gray for Blank.

• Green thumbs up icon denotes that Relationship Strengths are currently Strong and can also display as black closed fisted for Moderate and red thumbs down for Weak or Blank. 

View of another Contact card after changes to its Relationship Information section in Contact record:

• Orange color denotes that Perception is currently Moderate.

• Priority H label in red denotes that Priority is currently High.

• Relationship Success Area data displays only on the Contact card it is associated with.

• Black closed fisted icon denotes that Relationship Strengths are currently Moderate. 

You can perform the following actions in a Contact card:

1. Click a Contact circle to view details of this Contact record. Contact Details display.

2. You can click a Contact name to navigate to its respective Contact record page.

3. You can add a Contact image here, if required. 

4. Click the envelope icon to send an email to this Contact using your default email application such as Outlook, Gmail, Yahoo!, etc. Send Email To Contact page opens.

5. Enter details such as Subject, Mail Body text, etc. and click Send. 

6. Click the Task icon to view Open Tasks assigned to this Contact. Open Task details display.

7. Click to expand a Task to view its details.

8. Click a Task to navigate to its respective Task record page.

9. Red flag icon denotes that Priority of this Task is currently High.

10. Number at the top of the window denotes the current count of Open Tasks.

11. You can create a New Task here, if required.

12. You can Edit Task here, if required. 

13. Click the Notes icon to view the Notes of this Contact. Notes details display.

14. Click to expand a Note to view its details.

15. Number at the top of the window denotes the current count of Notes.

16. You can create a New Note here, if required.

17. You can Edit Note here, if required. 

18. Click the LinkedIn icon to view the LinkedIn Profile of this Contact using LinkedIn Profile URL. 

19. Click the Influencer icon to view details of an Influencer linked to this Contact. Influencer Details display.

20. You can add an Influencer image here, if required.

21. You can click an Influencer name to navigate to its respective Contact record page. 

Additionally, you can perform the following actions on this tab:

1. Click Print to view a print preview of and print Relationship Hierarchy.

2. Click Expand All or Collapse All icons to view a fully expanded or collapsed view of all Relationship Hierarchy levels.

3. You can also click the arrow icon on lines connecting two Contact cards to collapse or expand a particular Relationship Hierarchy level.

Awards Tab

1. Go to Awards and click New Awards.
   New Awards page opens. 

2. Enter details such as Award Id, Owner, Account Name, etc. and click Save & Close. Award is created. 

   NOTE

   • Fields such as Owner and Account Name are auto-populated however, they can be edited.

   • Fields marked by the red asterisk (*) are mandatory.

Potential Competitors Tab

1. Go to Potential Competitors and click New Competitor.
   New Competitor page opens. 

2. Enter details such as Competitor, Opportunity Name, Role, etc. and click Save & Close. 

   NOTE

   • Competitor field is auto-populated however, it can be edited.

   • Fields marked by the red asterisk (*) sign are mandatory.

   • Competitor is created. 

Potential Teaming Partners Tab

1. Click … and select Potential Teaming Partners. 

2. Click New Partner.
   New Partner page opens. 

3. Enter details such as Partner, Partner Role, Opportunity Name, etc. and click Save & Close. 

   NOTE

   • Partner field is auto-populated however, it can be edited.

   • Fields marked by the red asterisk (*) sign are mandatory.
     Partner is created. 

Potential Opportunities Tab

1. Click … and select Potential Opportunities. 

2. Click New Opportunity.
   Quick Create: Opportunity popup window opens. 

3. Enter details such as Opportunity Name, Account, Stage, etc. and click Save and Close. 

   NOTE

   • Fields such as Account and Stage are auto-populated however, they can be edited.

   • Fields marked by the red asterisk (*) are mandatory.
     Opportunity is created. 

Contacts

1. Go to Contacts, by default its Growth OOB - All Contacts displays.

   NOTE

   The default view is configurable.

   

Contact Views

1. Click the Views drop-down menu, list of Contact Views displays. 

2. Select Growth OOB - Contacts I follow. All Contacts that the Owner/you follow display. 

3. Similarly, you can select any View to display its corresponding Contact records.

Add New Contact

1. Click New. 

2. Enter details such as First Name, Last Name, Company Name, etc. and click Save & Close. 

   NOTE

   • Some fields may be auto-populated however, they can be edited.

   • Fields marked by the red asterisk (*) sign are mandatory.
     Contact is created. 

Create Briefing

1. Click the More Commands icon and then click the arrow icon against Create Briefing. 

2. Select Create Account Briefing.
   Attachment uploaded on notes successfully! message displays. 

3. Click OK. 

4. Go to Notes, Feed & Activities and note that a PowerPoint file attachment is now visible on this tab. Additionally, the same PowerPoint file is separately downloaded onto your system that displays the following Account record information in slides:

   1. Account Plan

   2. Agency Information Powered By TechnoMile 

View Hierarchy

1. Click the More Commands icon.

2. Select View Hierarchy. Account Hierarchy displays based on the current Account and its child Accounts. 

Dashboards

By default, the Growth Sales Executive Dashboard displays:

• Actual Revenue by month for opportunities

• Open Opportunities

• Won Opportunities

• Pipeline Next 90 Days

• All Opportunities

• My Open Opportunities  

1. Click the Dashboard Selector icon and select Growth - My Activities/Tasks Dashboard. Growth - My Activities/Tasks Dashboard page opens that displays the following Activities:

   • My Open Activities

   • My Closed Activities

   • My Next 7 Days Activities

   • My Last 30 Days Activities

   • My Next 30 Days Activities

   • My Team Members Next 30 Days Activities 

2. Click the Dashboard Selector icon and select Growth Award Date Opportunity Interactive Dashboard. Growth Award Date Opportunity Interactive Dashboard page opens that displays the following data:

   • All Opportunities

   • Closed Deals Month Over Month

   • Top Customers Pie

   • Chart

   • Opportunities by Account

   • Chart

   • Other Queues and Views 

Reports

1. Go to Reports.
   Available Reports page opens. 

2. Enter text Opportunity BPF Stage Duration in the search bar and click Opportunity BPF Stage Duration in search results. 

3. A new tab opens, click Run Report. Opportunity BPF Stage Duration report opens. Information displays in a tabular format such as Opportunity, Stage, BPF Stage Duration, Start, and End Date.  You can choose to export this report and its data into various file formats such as Word, Excel, PowerPoint, Acrobat (PDF) file, etc. by clicking the Export icon and selecting a desired format.
   You can also print this report by clicking the Print icon.
   Similarly, you can perform the same step as shown above to view the Opportunity Status Duration report that also displays information in a tabular format such as Opportunity, Opportunity Status, Stage, Opportunity Status Duration, Start, and End Date.
   

Email Personalization Settings

1. Click the gear icon and select Personalization Settings. 

2. Go to Email and select the Allow other Microsoft Dynamics 365 users to send email on your behalf checkbox, as per your requirements. Note that this action allows other Dynamics users to send emails to external domains such as Gmail, Yahoo!, AOL Mail, etc.

3. Click OK.