1. Orphan Management
2013.06.27

2. Orphans
Data
Source
Leads
Generation
AgentsLeads
Allocation
Campaign
Results
Typical Work Flow
Random
Geo.Filter
(often paper via manager)
?

3. Limitations of Typical Work Flow
 Difficult to get feedback and measure results
 Hard to determine skills of salesperson
 Customers not handled in time or correctly are burnt
 Leads wasted and clients let down if not contacted
 No consequence to salesperson if they don’t take action

4. Orphans
Propensity
Modeling
Data
Source
Leads
Generation
AgentsLeads
Allocation
Contact &
Response
Campaign
Results
Suggested Work FlowSuggested
VariousFilters
(Email direct)
Profile sales team according to existing sales data
Match leads to sales people
Load up a pile of orphans.
If they are maturities – at least 4 months
before they mature.

5. Orphans
Propensity
Modeling
Data
Source
Leads
Generation
AgentsLeads
Allocation
Contact &
Response
Campaign
Results
Suggested Work Flow
How this works practically
VariousFilters
(Email direct)
(4000)
Send out one or two leads to each
salesperson.
(2000)
Feedback will start to come in.
(1999)
(1998)
Reward good feedback with new leads.

6. Orphans
Propensity
Modeling
Data
Source
Leads
Generation
AgentsLeads
Allocation
Feedback
Campaign
Results
Comparison of Work FlowsTypicalSuggested
Random
Geo.Filter
VariousFilters
(Paper via manager)
(Email direct)
?

7. Benefits of Value-Ad Process
 Convert more leads (and increase revenue)
 Waste fewer opportunities
 Reward and therefore experience more good
salesperson behavior
 Great reporting
 Low cost and easy administration

8. Value-Ad – For more Information
 www.value-ad.com
 kevin@value-ad.com
 Twitter - @kev_daly
 http://www.slideshare.net/KevinDaly2
 http://www.youtube.com/user/kevindaly007
 http://www.linkedin.com/in/khdaly
 +61 417 449619