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# System prepended metadata

title: Heatmap/Co-Sell Plan

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# Heatmap/Co-Sell Plan
## Deliverable 1: Heatmapping
ECMs use Heatmaps, a list of potential and current customer accounts, to coordinate Co-Sell engagements with partners. Periodically, ECMs send lists of accounts to a specific partner so that the partner can report on their engagement with the target accounts.

### Heatmapping Process
1. ECM visits Heatmap page and filters list based on **"Heatmap Criteria"**
2. Matching accounts are listed and in the Partners column a list of Partners engaged with each account is shown as tags with colors coordinated with the account status. On hover the Tag displays the partner's report and the report date
3. ECM clicks "Send for Report" button and a modal opens allowing them to select partners using an Auto-Complete multi-select box
4. An Email is sent to selected partners with a link to a Heatmap Reporting page
5. The Heatmap Reporting page displays the **"Information shared with Partner"** as a table and has columns for the partner to enter the **"Information Partner reports"** data. Data is automatically saved as the fields are changed
6. After a partner reports on an account, a Background Job is scheduled for `{ECM specified notification delay minutes}` later to notify the requesting ECM and associated ECM of the change. If another change is made that would affect the notification before the Background Job runs, the original job is pushed back by the original delay.
7. ECM receives a notification of the Partner Report and a link to the heatmap filtered to the Accounts and the partners associated with the changes.

#### Information limited to MS Internal:
- ECM associated with Account
- Seller associated with Account

#### Information shared with Partner:
- Account Name
- Account Location (City, State, Country)

#### Information Partner reports
- Account Status (1: Target Account `[Red]`, 2: Past Customer `[Yellow]`, 3: Active Customer `[Green]`)
- Account Relationship:
  - Business or IT
  - Exec/Director level (yes/no)
- Account Notes

#### Heatmap Criteria
*This is dictated by the data available on the MAL accounts from John Morse's team*
- Segment
- Sales Unit (OU)
- Industry
- Account Status

## Deliverable 2: Co-Sell Engagements
ECMs, OU Coordinators, and Sellers collaborate to plan and prepare Co-Sell Day and Showcase Day Engagements. The engagement process can occur in as few as 2-3 weeks.

Coordinators could be ECMs or OU Coordinators.

### Co-Sell Engagement Process
1. Coordinator starts a new Co-Sell opportunity and sets the **Co-Sell Opportunity Fields**
2. Coordinator clicks "Publish" and engagement invitations are sent to selected partners
3. Partner receives engagement invitation and a link to accept or decline. Partner accepts invitation.
4. Engagement with Partner begins, **Co-Sell Tasks** are created for tracking preparation.
5. Co-Sell Preparation (the following items can occur in any order):
  - Heatmapping Process is started with Partner for accounts that match **engagement Heatmap Criteria**. On completion the "Complete Heatmap" task is automatically completed.
  - Partner uploads materials associated with Co-Sell Tasks. On upload, materials are tagged with the engagement Heatmap Criteria so that they can be automatically pulled for future engagements with the same criteria and explored within the tool by ECMs and Sellers wanting to know the Partner.
  - Coordinator sets up Sessions (see **Session Fields**)
  - Partner selects Partner Seller/Contact on their end that will be attending each session. This will be the primary point of contact for Follow-up Engagement.
  - Sellers are sent a weekly digest with Sessions involving their accounts and can select to attend a Session and/or "Schedule a Follow-up Engagement"
11. Sessions occurs
12. **Session Follow-up** is sent (Includes link the Session Feedback Form which is just an MS Form for now)
13. Seller selects to Schedule a **Follow-up Engagement** with Partners they'd like to continue with and then uses the **Scheduler** to input times they'd be available
14. Seller/Contact from Partners selected in prior step are sent an email with a link to the **Scheduler**

#### Co-Sell Opportunity Fields
- Type (Co-Sell, Accelerate, Showcase)
- Heatmap Criteria (See **Heatmap Criteria** above)
- OU
- Partners to invite

#### Session Fields
Every Co-Sell Engagement can have an unlimited number of Sessions. Sessions have the following attributes:
- Title
- Description (could be used for an agenda or just a brief explanation of the session)
- Date
- Start Time
- End Time
- Timezone
- Teams Conferencing URL (Automatically Generated)
- Partners Invited (multi-select from engaged partners)
- Accounts Invited (multi-select from accounts matching **engagement Heatmap Criteria**)

#### Co-Sell Tasks
- Complete Heatmap
- Upload Showcase Recording
- Upload Superpower Slide
- (Optional) Prep Call

#### Session Follow-up
This is an email that goes out after a Session occurs. It thanks attendees for participating and includes a link to provide feedback (MS Form link for now).
For MS Sellers, it includes a list of the sessions and a link to the Scheduler for any Partner in each Session.
They are sent on the following schedules:
- For Sellers that attended, the email is sent immediately after the Session
- For Sellers that did not attend, the email is sent the following morning (9am) after Sessions occurred involving their accounts
- For Partner Seller/Contact, the email is sent the following morning (9am) after Sessions occurred involving their accounts

#### Follow-up Engagement
This is a call between MS Seller and Partner Contact/Seller to continue the Co-Sell process. PEP assists with scheduling this engagement, but stops there.

#### Co-Sell Engagement Notes
- ECMs and OU Coordinators can only create and see engagements within their aligned OUs

## Deliverable 3: External APIs (OCP Insights)
John Morse has requested that we provide access to the data outlining Co-Sell Engagements between Partners and Accounts

### Data Available
- Session Start
- Session End
- Session Criteria (the Heatmap Criteria for the Co-Sell Day)
- Partners
- Accounts
- ~~Sellers Attending~~ *Removed after privacy review*
- Status (Planning, Preparing, Complete)

### Filters Available
Historically this data has just been pulled in bulk. If filters need to be added, we'll add them as part of Phase 2

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## Phase 1B
*2 weeks after initial delivery*

### Heatmap Exporter
Adds the ability for the Heatmap to be downloaded as an Excel document given filter criteria

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## Phase 2
*4 weeks after Phase 1B*

### Follow-Up Engagement Scheduler
The scheduler is designed to assist Sellers meeting with Partner Accounts.

1. Seller selects Partner they'd like to meet with and Accounts or Co-Sell Session they'd like to discuss. They also have a place to add their own message.
2. Seller selects Times they'd be available to meet in the next `{2 Weeks}`.
3. Email is sent to Partner Contact (Seller Contacts or specific contact associated with Co-Sell Session) with link to Scheduler
4. Partner Contact selects Times they'd be available to meet in the next `{2 Weeks}`.
5. Notification is sent to Seller with number of overlapping times available and link to Scheduler to select a time
6. Seller selects Time
7. Conference URL is created and sent to Seller and Partner Contacts