Pinergy Smart Business Module 1

Supplier’sHandbookPinergy Smart BusinessChaSales Onboarding Process Module 1 Up

Pinergy Smart Business Sales Process – Module 1This document outlines the steps a sales person needs to follow for Pinergy Smart Business with respectto leads and opportunities.1. Customer becomes a leadWhen the sales person identifies a potential customer for Pinergy Smart Business, add the customersdetails to the Sales Pipeline Analysis document in Shared Documents/Pinergy Smart Business/Sales.This document has many lifecycle stages from the lead through to the installation and is viewed as adashboard of progress.As the sale progresses, update the document to indicate where the sale/installation process is at. Ensurethe following fields are entered: Enter company, category, location. Each time the document is updated, change the Update date and enter a comment When known, enter estimated annual KwH usage and how many single and 3 phase meters are required. Indicate when each stage is complete by marking an ‘X’ in its cell. If a customer is in a contract until another month, select the worksheet at the bottom and put their details in there instead of the pipeline worksheet.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 1 of 7

2. Adding the lead on CRM – Dynamics 365. Log into Dynamics 365 by following these steps: Sign into Office 365. In the top left corner of the page, select the app launcher icon Select the Dynamics 365 tile Select Dynamics 365 – Custom (Note Pinergy in light grey underneath)All leads are to be added to the CRM. Follow the following steps to add a lead.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 2 of 7

Select Workplace and then leads from the list belowSelect New to create a new leadSales Process for Pinergy Smart Business V1.0 Module 1 Page 3 of 7

Fill in the details as in the screenshot below:Select Pinergy Smart Business as the Lead Type. o Enter the customers contact name in Name (this is collected as First Name and Last Name), email and phone numbers. o The sales persons name should be in the list for CSR. If not, please contact operations. o Enter a description of the business o Enter Company name and addressSave the lead.Note that a record noting all calls and emails can be recorded through the use of activities.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 4 of 7

Once a meeting is set up with the customer or the sale advances over the phone to acceptance, mark the lead as won by selecting Qualify. This will save the lead as qualified and create an opportunity with the same information. If the customer is not interested in Smart Business, disqualify the lead. The lead is then saved as cancelled.3. Opportunity on CRM An opportunity in the CRM is when the interaction with the customer is more than an idea or phone call. The customer is interested in meeting to hear about Pinergy Smart Business. There is more information to be completed on the opportunity such as the current situation (describe the business), Customer Need (describe what customer wants) and Proposed Solution (what can Pinergy do?). Complete as much information as possible. If the contract is signed, close the opportunity as Won. If the sale gets abandoned, close the opportunity as lost. Installation will take place once the opportunity is marked as won and the recce is complete.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 5 of 7

4. Sharepoint DocumentationHow to access sharepoint?Log into Sharepoint by following these steps: Sign into Office 365. In the top left corner of the page, select the app launcher icon Select the SharePoint tileSelect Pinergy Team Site for Pinergy Smart Business FoldersPinergy Smart Business folder is in Shared Documents/Pinergy Smart Business.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 6 of 7

Creating new customers folder within Pinergy Smart BusinessEach new Pinergy Smart Business customer has a dedicated set of folders belonging to it on theSharepoint. The sales person needs to create these folders each time a lead becomes an opportunity.The folder to be created is in Shared Documents/Pinergy Smart Business/Customer Sites with the nameof the customers business being the name of the new folder.Another folder called Sales needs to be created under the Customers folder. In the example below, thesales folder is created under Pinergy Smart Business/Customer Sites/Berman and Wallace. This folderholds any photos taken of meters, copies of summer and winter bills, the contract (agreement) andsupplemental T&Cs.Sales Process for Pinergy Smart Business V1.0 Module 1 Page 7 of 7



Customer CharterAt Pinergy, we believe in setting high standards and working hard to live up tothem. We know our PINERGY Smart System allows our customers to control& reduce their electricity costs and that this is a positive innovation everyonecan enjoy.• We promise to provide you a high quality service.• We will treat you with the same respect that we would wish to be treated with ourselves.• We will act honestly and openly and in accordance with the law.• We will deal with queries, difficulties and disputes in a prompt manner.