|Overview||– Lightning Ready (Pending AppExchange Update)
– Editions: Group and Up– Does not count towards object and tab limit
|Highlights||– Great solution for sales scorecards
– Native in Salesforce
– In-built data visualisation
– Provides a toolkit for lead/opportunity Q&As
|Notes||– Useful to understand parent/child relationships for setup
– If considering Pardot, evaluate the Score/Grading solution
– User Training and Business Analysis work recommended
FrontRunner is a native Salesforce app developed by Kraytix with the focus on improving the quality of leads. Using an inbuilt scorecard system, with well-known industry specific templates, sales representatives can easily spot which deals are most likely to close.
The app comes with the scorecard templates already built, BANT, MAN, and SCOTSMAN, already configured, with a set of predefined criteria and outcomes for each template. Customised scoring can also be implemented for your business, either as a completely new series of questions or as an extension to those out-of-the box.
Kraytix has been listed in the AppExchange for two years, helping businesses to give more value to the sales process. FrontRunner is key to bridging the gap between marketing and sales teams, while making sure the focus is on revenue that has the highest likelihood of winning.
The core of this application is the scorecard that gets appending on to either a lead or an opportunity via a related list and can be updated weekly.
Using categories and associated criteria so that throughout the entire journey of the deal, representatives can know straight away what the key factors for success are and put points against these to see how they impact a deal.
The assignment of the criteria outcome will be calculated by the system and illustrated in a matrix view with Red, Amber, and Green highlighting. Straight away, you can see what impact this will have on the deal with the options you have available.
By clicking the “Trend” tab, you’re able to see over time how much the overall RAG score changes and it is automatically displayed in a bar graph format, directly in the scorecard view.
You’re able to adjust this filtering by selecting the different weeks by specific history, so you have that immediate visualisation on how that lead or opportunity is being progressed. If you need further analytical information, you’re able to report on this using standard reporting features in Salesforce.
The third tab “detail” allows you to see a summary of the different metric scores, associated records, and view more information (as per the detail view of a standard Salesforce Page Layout).
This view is useful for returning a range of metrics up front, as the scorecard evolves over time.
It also gives the option to create a new Scorecard snapshot, which is a recording of that scorecard and it’s results against the defined categories at a specific time stamp.
Applying scorecards to any new business prospects has been in the sales industry with many business articles discussing the most effective frameworks. Adding this concept to Salesforce and capturing this as data allows for improved efficiency, quality, analytics, and alignment in the sales/marketing space.
Having categories, criteria, and outcomes laid out in this format allows for a more scripted sales process. This means that sales representatives are consistent in asking the same questions and can ensure that there’s nothing critical missed. This is also particularly useful during a call for prioritising key questions, just in case the call is cut short.
You can also build off the solution like any standard object, potentially introducing approval processes or validation rules around scorecard data. This could be powerful for team leaders to ensure that a certain target score is hit before a deal is finalised for any high-profile customers.
An alternative to some of this apps components would be to use Salesforce Pardot’s scoring/grading suite. If you do have Pardot, or are considering it, make sure to evaluate which option is best suited for your business. Pardot is a tool with a focus on ownership from the marketing team. FrontRunner, on the other hand is something that is native to Salesforce, and designed with a collaborative ownership between sales and marketing in mind.
Installation of the app itself is very easy and what makes it even easier is that the “Setup” tab gives you the option to import sample data straight away, allowing you to have the app working in minutes.
You should avoid using this feature in a production environment, but if you’re looking to see how the different records relate to each other, especially in a fresh Salesforce instance, then this is a perfect way to understand how the setup functions.
Doing so will also give you the templates for BANT, MAN, and SCOTSMAN which are great resources and exemplars if you which to create templates of your own.
The back-end for setting up scorecards does require a few clicks given the hierarchy of the custom objects and the many to many relationship structure in Salesforce. The team are working to improve how intuitive this is, but at the present, an understanding of how parents and children in Salesforce are modelled is all you need for the administrative configuration, as it is a bit long winded. There’s also great user documentation to assist in this.
There is a great installation guide that walks through all the necessary steps for configuring the application, and nothing out of the blue for an admin to run through (it’s simply a matter of adjusting existing page layouts, adding users to the right permission set, assigning the licenses, and validating).
It’d recommend that there’s proper user training that goes into using the scorecard solution and that there’s upfront analysis done in making sure the best template (or templates) are accessible for your organisation.
The costs for the app as per the AppExchange listing is 25 USD per user per month, with discounts for non-profits available.
There is also the option for a free 30-day trial which can be installed directly into a sandbox.
With the overall cost, you would need to consider how many users you’d want to give access to the FrontRunner tools and it could be that only team leaders or those that deal with large customers in your sales team have access to these features.
If your business does have a use case for any scoring features when it comes to leads and opportunities, the trial option is a great gateway to purchasing licenses. This could also be a great alternative to seeking an implementation partner to develop a custom solution price-wise.
FrontRunner adds consistency and quality to new business, coupling well with any Sales Cloud license.
For more information on the team have a 30-day trial which is incredibly easy to configure and can be installed directly from the team’s AppExchange listing.
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