You may be using the Lead object to capture and process the everyday enquiries coming into your company, but where the lead is qualified in some way, shape or form, it may make sense to capture it as an Opportunity. Maybe the prospect in question has requested pricing details. Or maybe they have provided you with other pertinent information to indicate that this is a genuine opportunity that needs to be responded to promptly. This is where an “Email to Opportunity” solution comes in very handy.
Example Email to Opportunity Use Case
Imagine an Event Management company who has a “Request for Proposal” form on their website. The fields in the form might include the following:
<Number of attendees>
<# of guests requiring accommodation>
Due to the nature of the form, it seems pretty clear that this is a genuine opportunity and it would make sense to bring it into Salesforce as an Opportunity rather than a Lead. This can be done automatically using Email-to-anything (e2a).
Send Emails to the Opportunity Object in Salesforce
We can set up an email service in the Opportunity object, and then configure e2a to automatically send, forward or re-direct these RFP web forms to that object. E2a will automatically create the opportunities in SFDC, and it can be easily configured to auto-populate the relevant fields with information from the original form.
Reply to Emails from within the Opportunity Object
Sales reps can also respond to these RFP’s from within the Opportunity object, without having to switch into Outlook, or whichever other email client is being used. It may be that further clarification is needed around some of the data captured in the form. If the sales rep replies to the original RFP email from within SFDC, then a unique thread ID will ensure that any subsequent responses from the requestor are captured right there against the same opportunity. In this way the whole email history can be stored against each opportunity in Salesforce. Additionally, any new data which is received can be automatically mapped to the appropriate field within that Opportunity.
Increase Efficiency and Effectiveness
Managing opportunities in this way could and should make your sales teams more productive. Not only does the process of automatically creating the opportunities save time (and money) from an admin perspective, the fact that all relevant data (and related emails) are viewable within each opportunity record potentially makes each sales person more efficient (not having to constantly switch into Outlook) and more effective (able to respond quickly and therefore more likely to convert the opportunity).
The added advantage of storing email trails against each opportunity, is that life is made a whole lot easier if the sales rep in question goes off sick or leaves the company. Any other sales rep who is assigned this opportunity is able to read the whole email history without having to worry about emails which may or may not be located in the other reps email inbox.
Whether it’s for Email to Opportunity, Email to Lead, Email to Case or Email to any other object, our support team is happy to help configure Email-to-anything to your particular use case. e2a is available from the Salesforce AppExchange on a 30-day trial, so why not download it today and try it out? Or, please feel free to contact us should you have any questions.