Course Content
State of the CRM Systems and Latest Trends
Understand the role and significance of CRM systems in modern business operations. Gain practical knowledge of managing revenue operations process for a company using GreeneStep CRM System. Develop skills in customer account management, lead to cash process and other supporting business processes. Learn to implement effective performance management strategies using CRM tools. Learn communication and collaboration skills through CRM platforms. Acquire proficiency in setting up and optimizing business processes within GreeneStep CRM. Apply CRM systems in various business scenarios, including employee training, and day-to-day operations management. Analyze and utilize CRM data for decision-making and improving business outcomes.
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Video on the current state of the CRM Systems
01:49
What is a Customer Relationship Management (CRM)?
00:00
Why you need to know about CRM?
00:00
What are different types of CRM Systems?
00:00
Benefits of implementing a CRM System
00:00
Best Practices and Challenges
00:00
Assessment
A CRM Strategy: Automating Revenue Operations
You will learn about Revenue Operations Management and apply the Lead-to-Cash process flow steps in GreeneStep CRM and practically apply your theoretical understanding to real time use case. Learning Outcomes
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Video on Revenue Operations Automation
02:04
What is Revenue Operations?
00:00
Automating Lead to Cash (L2C) Process
00:00
Mapping Management Subjects to Practice
00:00
Assessment
Application of Management Subjects in Real World
Applying theory in practical job environment
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Marketing and Products Management
01:41
Sales and Distribution
00:00
Supply Chain Operations Management
00:00
HR and People Organization 
00:00
Financial Management
00:00
Accounting and Taxation
00:00
Business Reporting and Analytics
00:00
Business Process Management
00:00
Business Systems Technology
00:00
Generative AI and Applications in Business
00:00
Introducing GreeneStep CRM Collaboration
GreeneStep CRM product manages end-to-end revenue operations and automates revenue process.
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GreeneStep CRM Introduction Video
01:35
Know More About GreeneStep CRM Modules and Processes Automated
00:00
Lead to Cash (L2C) Process in GreeneStep CRM
00:00
A Distribution Company Case Study
00:00
How to get certified on GreeneStep CRM product?
00:00
How to Login and Navigate GreeneStep CRM?
00:00
Assessment
Define Products to Market and Setup Attractive Pricing
Manage Products, Pricing, and Services to Market
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Video on the importance of managing Products in CRM system
02:26
What are the marketing functions in CRM?
00:00
Managing Products and Services in CRM
00:00
Marketing Reports to Analyse
00:00
Workshop Activity : Manage Marketing Functions in GreeneStep CRM
00:00
Assessment
Upload a note on Pricing Strategies practised in subscription economy
Process Leads and Opportunity Pipeline Management
Understand the role and significance of CRM in Revenue and Sales processes. To comprehend the role of financial statements, especially the balance sheet, income statement, and cash flow statement, in evaluating sales performance. To utilize ratio analysis and common size statement analysis for evaluating sales performance and financial health. To understand how sales and revenue works inside the GS software
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Video on Marketing and Sales Leads Qualification
02:27
Leads Processing in CRM
00:00
Leads, Prospects and Customers Management
00:00
Sales Force Automation
00:00
Managing Sales Opportunities and Pipeline
00:00
Sales Quotation, Negotiations and Order Confirmation
00:00
Opportunity Management Reports and Analysis
00:00
Assessment
01:00
Workshop Activity : Customer Management in GreeneStep CRM
00:00
Assignments on Managing Sales Opportunities
Assignment 2 : Upload Reports
Fulfill and Deliver Orders before time using CRM
Management (SCM) and its role in business operations. Identify and explain key components of Distribution Management within SCM, including distribution channels, inventory management, and warehousing. Describe the order fulfillment process and its importance in ensuring customer satisfaction and efficient distribution. Analyze the significance of logistics and transportation in SCM and its impact on overall supply chain efficiency. Recognize the integration of CRM with SCM and its benefits in centralizing customer data and enhancing customer satisfaction. Explain the role of CRM systems, particularly as designed in GreeneStep's software, in streamlining operations and resource utilization within SCM. Understand the key modules and processes for SCM, including SCM, sourcing, delivery, logistics, return management, and performance indicators. Discuss the application of IT in SCM and its contribution to enhancing communication, collaboration, and decision-making across the supply chain
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Video on Order Processing from Multiple Channels
01:37
Sales Orders Processing in CRM
00:00
Orders Fulfillment and Shipping
00:00
Sales Performance Analytics and Tracking
00:00
Workshop Activity : Process Orders in GreeneStep CRM
00:00
CaseStudy Analysis
Assessment
Be Efficient in Supply Chain and Logistics Operations
Identify the key activities involved in the procurement process. Recognize real-world examples of procurement activities across various industries. Learn how procurement contributes to effective supply chain management. Understand the steps involved in the procurement process in detail. Comprehend the importance of supplier assessment and key elements involved. Explore the benefits and implementation of e-procurement. Identify the advantages and risks associated with outsourcing in procurement. Grasp key aspects of inventory management and related strategies. Understand the use of ERP systems in procurement and expense management. Learn how ERP systems streamline procurement activities and enhance efficiency.
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Video on Supply Chain Ops
03:10
Managing Stocks and Inventories
00:00
Purchase Ordering and Suppliers Management
00:00
Drop Shipping Orders by Suppliers or Stockists
00:00
SCM Operations Efficiencies Reporting
00:00
Workshop Activity : Understanding SCM Ops Reporting in GreeneStep CRM
00:00
Managing Finance and Invoicing
Explain the pivotal role of financial management in organizational success, using real-world examples. Analyze the risk-return relationship and its impact on investment decisions. Apply time value of money (TVM) concepts to assess the worth of future cash flows. Evaluate capital budgeting techniques (NPV, IRR, Payback Period) and understand capital rationing. Calculate the weighted average cost of capital (WACC) and its significance in financing decisions. Interpret EBIT-EPS analysis to determine the impact of financing choices on earnings. Differentiate between operating and financial leverage and their effects on profitability. Discuss theories of capital structure and their implications for corporate value. Formulate a dividend policy that aligns with company goals and shareholder expectations. Manage working capital effectively by optimizing cash, receivables, and inventory. Forecast working capital requirements based on business needs and market conditions. Tax management using ERP
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Video on Importance of Cash Flow Management
03:01
Invoicing and Sales Tax Computation in CRM
00:00
Accounts Receivables and Collections
00:00
Sales Commissions and Expense Reimbursements
00:00
Reports related to Sales Analytics
00:00
Workshop Activity : Understanding Financial Reports in GreeneStep CRM
00:00
Assessment
Service Customers and Know the Support Functions
Manage post sales process to support customers
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Video on Importance of Customer Help Desk Portal
02:00
Customer Servicing and Support
00:00
Customer Loyalty and 360 Journey
00:00
Customer Communication and Collaboration
00:00
Customer Service Analytics
00:00
Workshop Activity : Customer Collaboration in GreeneStep CRM
00:00
Know the Accounting Rules and Compliance Needs
Understand revenue recognition methods and their application in different business scenarios. Identify measurement issues related to accounts receivables and manage them effectively using ERP systems. Classify inventory types and apply appropriate valuation methods. Comprehend various depreciation methods and automate calculations through ERP systems. Accurately account for long-lived assets, including their depreciation. Distinguish between equity and liability and manage them using ERP systems. Apply lease accounting standards and manage lease agreements in ERP systems. Interpret and prepare components of an annual report using consolidated financial data from ERP systems. Grasp fundamental principles and concepts of financial accounting. Generate trial balances and prepare final accounts. Understand cost accounting terminology and the creation of cost sheets. Develop and control budgets, utilizing ERP systems for detailed cost tracking and strategic planning.
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Video on Basics of GAAP Accounting and Bookkeeping
01:41
Integrated Accounting functions in CRM
00:00
Customer Receivables Accounting
00:00
Statutory and Compliance Reports
00:00
Expenses Budgeting and Reporting
00:00
Workshop Activity : Reviewing Statutory Reports in GreeneStep CRM
00:00
CRM Business Intelligence and Analytics
Grasp the fundamental concepts of data, including its types, sources, and the classification of digital data. Differentiate between data science, statistics, mathematics, programming languages, databases, and machine learning. Comprehend the definition, importance, and key objectives of business data analytics within ERP systems. Learn the steps to integrate business data analytics into ERP systems and understand the role of BI tools.
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Video on Customer Lifetime Value and Significance
02:11
Learn Data Driven Decision Making
00:00
Introduction to Business Intelligence and Analytics
00:00
Glimpse of GreeneStep GIFT Analytics
00:00
Workshop Activity : CRM Insights in Action on GIFT Analytics
00:00
GreeneStep CRM
About Lesson

What is revenue Ops?

Revenue Operations (RevOps)

Revenue Operations (RevOps) is a strategic approach that aims to streamline and optimize all revenue-generating functions within an organization, including sales, marketing, and customer service. By aligning these traditionally siloed departments, RevOps fosters a more cohesive and efficient process to drive revenue growth and improve business performance. Here’s how RevOps plays a pivotal role:

  1. Integrated Data Management:
    • RevOps centralizes data from sales, marketing, and customer service into a unified CRM system, providing a single source of truth. This integration eliminates data silos and allows for comprehensive analysis of customer interactions and revenue streams.
    • With unified data, businesses can gain actionable insights into customer behavior, sales trends, and campaign performance, enabling more informed and strategic decision-making.
  2. Aligned Processes and Goals:
    • RevOps synchronizes processes across departments, ensuring that everyone works towards shared revenue targets. CRM systems facilitate this alignment by providing tools for coordinated lead management, sales tracking, and customer support.
    • This unified approach reduces operational inefficiencies and enhances the customer journey, as teams collaborate more effectively to meet customer needs and business objectives.
  3. Enhanced Customer Experience:
    • Through CRM-driven RevOps, businesses can deliver a seamless and personalized experience across all customer touchpoints. Consistent and proactive engagement from initial contact through post-sale support improves customer satisfaction and loyalty.
    • Personalized interactions based on comprehensive customer profiles lead to higher retention rates and increased lifetime customer value.
  4. Optimized Sales and Marketing Strategies:
    • RevOps leverages CRM tools to automate and streamline sales and marketing activities. This includes managing leads, automating follow-ups, and analyzing campaign performance to optimize strategies and improve conversion rates.
    • By focusing on high-value activities and continuously refining approaches, sales and marketing teams can increase efficiency and drive more revenue.
  5. Accurate Forecasting and Planning:
    • With RevOps, businesses can use CRM analytics to predict future revenue and identify growth opportunities. Advanced analytics enable precise revenue forecasting and strategic planning, helping organizations allocate resources effectively and set realistic targets.
    • This predictive capability ensures that businesses are better prepared to respond to market changes and capitalize on opportunities for growth.
  6. Scalability and Adaptability:
    • RevOps supports scalable operations by providing a robust framework that can grow with the business. As the organization expands, RevOps ensures that processes and systems can handle increased complexity and customer volume without sacrificing efficiency.
    • This adaptability is crucial for businesses looking to enter new markets, launch new products, or adapt to evolving customer needs.

Revenue Operations (RevOps) in CRM integrates and aligns the revenue-generating activities across sales, marketing, and customer service to maximize business performance and drive consistent growth. By centralizing data within a CRM system, RevOps provides a comprehensive view of the customer journey, allowing for detailed insights and improved decision-making. This integration ensures that all teams work towards common revenue goals, streamlining processes and enhancing collaboration. CRM tools automate tasks, manage leads, and track customer interactions, leading to optimized sales and marketing efforts and a seamless, personalized customer experience. Additionally, RevOps leverages CRM analytics for accurate revenue forecasting and strategic planning, supporting scalability and enabling businesses to adapt and grow efficiently.

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