Salesforce Case Statuses for Managing Gate Decisions

Chelsea Rutter

Hello, we're implementing a new intake process in Salesforce (which we'll likely later integrate with our RFPIO instance) and I'm stuck on defining the status options for the RFP case. Once the case is submitted, it will hit the RFP Manager queue for the gate (bid/no-bid) decision before being assigned to either an RFP Writer or back to the sales opp owner for self-drive. I'm curious, is this something anyone else has set up and how do you define the different status options?

Elizabeth Bissell

We have this set up for our entire Sales process, and it helps immensely! Our stages are as follows:

Stage 1: Qualify Opportunity

Stage 2: Discover Needs

Stage 3: Validate Solution

Stage 4: Validate Solution (Shortlisted)

Stage 5: Negotiate

Stage 6: Legal

Our team does NOT get involved until an opportunity is in a Stage 3. There are multiple departments involved in the go/no-go process to migrate it from a Stage 2 to Stage 3, which ensures my team only works on qualified opportunities.

We have integrated with SF and use the Intake feature, and the Sales team is required to send in RFx and Security questionnaires through SF or they will not get assistance. If they submit something too early, we let them know in SF Chatter why an Intake is rejected.

This has really helped our process!