The Blue Team is being created to assist the Sales and Solution Desk teams by cleaning up deals, accounts, and documentation in our CRM, creating deals with off-the-shelf pricing, and ensuring regular. communication with all our customers.

The Blue Team will accomplish their task of growing underperforming or inactive accounts by providing white glove treatment for these accounts and constantly looking for new business opportunities. This involves:

1. Deal and Account Cleanup in HubSpot.

Check all customers and determine if contractual documents (NDAs and MSAs) are signed ensure status is correct for MSA/NDA/Dispatch SOW flags on Company level.

• Get the latest official list from Onboarding Team
• Match list with the data recorded in HubSpot (Providing NDA and MSA status for companies in HubSpot) Do this on a quarterly basis.

Engage with Account Executive to get documents that are lacking.

• Write email templates to companies that don't have NDAs or MSAs with us.
• Discuss the list of companies that don't have documents with the Account Managers. Then send an email or call those companies who still didn't send their Documents.

Get information that is lacking on Playbook for Deals that are in Discover.

• Email the Account Manager.
• Help the Account Executive with this (long term)
• Work with Solution Desk team daily.

Remind AEs to send out proposals for deals that are in Solutioning with no Ticket.

• Daily check Incomplete Tasks Assigned to Acc in Blue Team Dashboard (automate)

Ensure Close Dates of Deals are up to date.

• Daily check Close Dates Past Due in Blue Team Dashboard (automate)

Engage Deals that have been in Propose or Negotiate for an extended period. Find out if they are Closed Lost or still alive.

• Check Deals for more than 60 Days in the Blue Team Dashboard. Engage with the Account Manager for confirmation if the deal is still alive or if it has closed.

Receive requests and set up deals.

• Receive email from Account Manager asking to create a deal.
• Create task in Blue Team Queue to create deal.
• Create Deal and email Account Manager letting them know it is ready.

2. Ensure all Closed Deals are Reconciled with the Operations Forecast

• Match deals from HubSpot Closed in Last 30 Days report with Ops Forecast
• Track forecast deal amount listed in HubSpot with actual deal revenue received from the deal.
• In Ops Forecast Review meetings let team know if there is a deal in HubSpot that is not reflected in the Ops Forecast

3. Customer Engagement

Track which accounts need QBRs and with what frequency (monthly, quarterly)

• Work with the Account Manager to determine the frequency of performance reviews.
• Fill out the appropriate frequency in HubSpot. (Weekly, Monthly & Quarterly) As Needed.
• Work with the Account Manager and the Project Manager of the Company to schedule the next Review.
• A task will be created in the Blue Team Queue as a reminder of the next meeting two weeks before the next date.

Work with marketing to build bi-monthly email updates and send them to customers.

Contact accounts who have not been active recently to seek renewed engagement.

• The Account Manager will check the accounts.
• Switch Company property Engage Blue Team, once they would like re-engagement.
• Send Re-Engagement Email Sequence to Contacts
• Schedule a call with the Account Manager for the ones that respond.

Get customer engagement for completed work.

Monitor which accounts have seen portal demos and schedule them for those that haven't.

4. Perform basic sales tasks

Deliver automated SLAs for Dispatch, Staff Aug, or Remote Services

• The Account Manager Email with request to send info to company.
• Switch Company Property on Dispatch Service Agreement Status, Remote Services Agreement Status, or Staff Aug Agreement Status to Requested

Setup and process NDA, MSA, PSOWs, and Dispatch SOW templates

• On Company Record, change MSA or NDA status to Need Kinettix NDA or Need Kinettix MSA
• Work with the Vendor Development team to ensure that documents get completed.

Work with Solution Desk for Project work that arises.

Fill out PSOWs for Deals that need it.

Work closely with Delivery team to ensure that Dispatches are being covered and escalate as appropriate.