Abstract:
An exemplary embodiment of the invention relates to a method, system, and storage medium for providing lead services by a host system over a computer network. The method comprises receiving a referral for a lead from a networker; generating a lead alert message using information provided in the referral, the lead alert message comprising minimal information about the lead; associating the lead with at least one client; and transmitting the lead alert message to the client along with an invitation to accept the lead. The invitation includes a time for acceptance. Upon acceptance of the lead by a client, the host system provides access to comprehensive information about the lead. The lead describes a need for products or services by a purchasing entity. The method further comprises disseminating the lead alert message to an alternative client upon at least one of: a rejection of the lead alert message the client; a failure to respond to the invitation within the time limit; and upon a failure to negotiate a sale subsequent to obtaining the comprehensive information about the lead. The invention also includes a system and a storage medium.

Description:
CROSS-REFERENCE TO RELATED APPLICATIONS  
       [0001]    This application claims the benefit of U.S. provisional application serial No. 60/387,650 filed Jun. 11, 2002, the entire contents of which are incorporated herein by reference. 
     
    
     
       BACKGROUND  
         [0002]    This invention relates generally to lead management, and more particularly, the present invention relates to a method, system, and storage medium for providing lead services in a business-to-business sales environment.  
           [0003]    The use of third party providers to enhance the selling process is a common and accepted practice. For example, hand-held device manufacturers such as Palm™ and Hewlett-Packard™ enhance their marketing efforts with “outside marketing firms” to serve as company salesmen in national retail environments. Microsoft™ and Handspring™, among others, utilize third party “influencer” networks to expand reach efforts. Influencer networks comprise individuals who utilize a variety of means (e.g., print medium and interviews) to help influence the purchase decision of a specific target market. Additionally, companies such as Compaq™ and Intel™ have instituted formal referral programs, whereby individuals can provide leads in exchange for a posted commission. These types of programs, however, are lacking in the ability to effectively allocate resources and track efforts. Leads are generally gathered and distributed in a haphazard and informal way by many sales professionals which can be inefficient and waste valuable time. Further, existing lead services do not provide qualified leads but generally comprise lists of companies that require additional and continuing prospecting in order to obtain a sale.  
           [0004]    What is needed is a centralized approach to gathering, qualifying, distributing, and managing known leads and referrals in a sales environment.  
         SUMMARY  
         [0005]    An exemplary embodiment of the invention relates to a method, system, and storage medium for providing lead services by a host system over a computer network. The method comprises of receiving a referral for a lead from a networker; generating a lead alert message using information provided in the referral, the lead alert message comprising minimal information about the lead; offering the lead to at least one client; and transmitting the lead alert message to the client along with an invitation to accept the lead. The invitation includes a time for acceptance. Upon acceptance of the lead by a client, the host system provides access to comprehensive information about the lead. The lead describes a need for products or services by a purchasing entity. The method further comprises of disseminating the lead alert message to an alternative client upon at least one of: a rejection of the lead alert message the client; a failure to respond to the invitation within the time limit; and upon a failure to negotiate a sale subsequent to obtaining the comprehensive information about the lead. The invention also includes a system and a storage medium. 
       
    
    
     BRIEF DESCRIPTION OF THE DRAWINGS  
       [0006]    Referring now to the drawings wherein like elements are numbered alike in the several FIGURES:  
         [0007]    [0007]FIG. 1 is a block diagram of a portion of an exemplary network system upon which the lead services tool may be implemented;  
         [0008]    [0008]FIG. 2 is a flowchart describing a process for implementing the features and functions of the lead services tool in an exemplary embodiment;  
         [0009]    [0009]FIG. 3 is a sample computer screen window illustrating a lead alert message as seen by a client system that has been selected to receive the lead alert message;  
         [0010]    [0010]FIG. 4 is a sample computer screen window illustrating a lead services login page as seen by a client system;  
         [0011]    [0011]FIG. 5 is a sample computer screen window illustrating a lead acceptance page as seen by a client system;  
         [0012]    [0012]FIG. 6 is a sample computer screen window illustrating a lead acceptance page along with a ‘terms and conditions’ subwindow as seen by a client system; and  
         [0013]    [0013]FIG. 7 is a sample computer screen window illustrating specific lead details provided to a client system in response to an acceptance of the lead alert message. 
     
    
     DETAILED DESCRIPTION OF THE PREFERRED EMBODIMENT  
       [0014]    In an exemplary embodiment, the lead services tool is implemented via a computer network system such as system  100  of FIG. 1. System  100  comprises a host system  102  which executes the lead services tool described herein. Host system  102  includes a server  104  coupled to a data storage device  106  and a workstation  108 . Server  104  includes enterprise applications software typically found in a business enterprise such as web server software, word processing, billing, database management, groupware, email, security, encryption, in addition to the lead services tool of the invention. Host system  102  preferably includes a workflow application for tracking lead service activities as described further herein, although some or all of the tracking and workflow may be performed manually. Further, host system  102  includes a user interface for facilitating communications between itself and outside entities.  
         [0015]    In an exemplary embodiment, the lead services tool is executed via host system  102  although some or all of the tasks may be shared or provided by a third party provider system (not shown) in order to realize the advantages of the invention. For example, a third party provider could be an application service provider (ASP) or other similar entity. Data storage device  106  stores databases of information used by host system  102  including networker accounts database  110 , lead alerts database  112 , client accounts database  114 , comprehensive alerts database  116  and alert tracking database  118 . Types of data stored in databases  110 - 116  will be described in the context of the method steps provided in FIG. 2 as well as the depictions represented in FIGS.  3 - 8 . Data storage device  106  may comprise of any form of mass storage device configured to read and write database type data maintained in a file store and is logically addressable as a consolidated data source across system  100 . Information stored in data storage device  106  is retrieved and manipulated via server  104 .  
         [0016]    It will be understood that more than one server may be utilized by host system  102  in order to accommodate high volume lead activities as described further herein. Further, data storage device  106  and server  104  may comprise a single unit, such as, for example, a mainframe computer. Communications among server  104 , data storage device  106  and workstation  108  may be accomplished by any suitable networking infrastructure known in the art including wireless technology, radio-based communications, telephony-based communications, or a combination of the above. For purposes of illustration, however, the networking infrastructure employed by host system  102  is an Intranet  109 . Workstation  108  may be any general-purpose computer device such as a personal computer or laptop with a computer processor, display device, and suitable input/output devices such as a mouse, keyboard, printer, etc. Workstation  108  may be accessed by authorized users of host system  102  such as customer service personnel, sales personnel, and system administrators in order to process the activities described herein with respect to the features and functions of the tool. Although one workstation  108  is shown, any number of workstations may be utilized by host system  102 .  
         [0017]    Networking systems  120  and client systems  130  may include any communication process to connect to host system  102  currently embodied by web browser software and an Internet service connection. Users of networking systems  120  are referred to herein as ‘networkers’ and are described further herein.  
         [0018]    Client systems  130  represent businesses or organizations targeted by host system  102  as candidates for referrals or leads based upon their industry and business needs. Users of client systems  130  include individuals or representatives of client systems  130  authorized to conduct business with host system  102 . Client systems  130 , as subscribing entities of the lead services tool, are able to access qualified leads via host system  102 .  
         [0019]    Host system  102  may communicate with networking systems  120  and client systems  130  via the Internet as well as other, traditional or non-traditional communication channels.  
         [0020]    Host system  102  provides qualified leads and referrals as a service, whereby client systems  130  receive detailed leads based upon input from a network of experienced outside sales professionals via one or more of networker systems  120 . These experienced outside sales professionals are referred to herein as ‘networkers’. Networkers provide information to host system  102  of unfulfilled customer needs. Networkers have significant ability to garner detailed needs of businesses in the course of their job functions. For example, suppose a networker (who is also a sales professional for a pharmaceutical company) is involved in a sales transaction at a hospital. During a conversation with a contact from the hospital, the sales professional learns incidentally that the hospital is planning to expand one of its wings sometime within the next six months. The networker learns from the contact that four-dozen beds will be added to this wing. The networker would submit this information to host system  102  in the form of a referral/lead. This information would then be expressed as a lead alert message as described further in FIG. 2.  
         [0021]    The process of procuring and disseminating leads is provided in FIG. 2. The processes described herein with respect to FIG. 2 are preferably tracked and monitored by a workflow/ tracking component of host system  102 . In a preferred embodiment, networking systems  120  and client companies such as client systems  130  are solicited to contract with host system  102  to accept and use the lead services provided by host system  102  at steps  202 A and  202 B respectively. Although not necessary to realize the advantages of the invention, incentives to subscribe may be offered to both networking systems  120  and client systems  130  if desired by host system  102  such as useful and relevant business information and downloadable applications provided via its web site. Other value-added services may be offered through host system  102 . For example, host system  102  may partner with leading companies to post links to respective partners and to incorporate valuable content within host system  102 .  
         [0022]    A networker secures access to the host system  102  at step  204 A and a profile is created via the lead services tool which includes personal and relevant information concerning the networker at step  206 A. This profile is stored in networker accounts database  110 . The networker may then submit one or more referrals for leads based upon information from a variety of sources (at step  208 ), including: a trade show, a conversation with an existing/prospective customer (as described above) or colleague, sales conferences, and other similar events. Referral information provided by the networker may include, but is not limited to, a company name for the lead, division, contact name, telephone and email, contact title, business description, and lead opportunity description. The subject of the referral information is referred to herein as a ‘purchasing entity’. A portion of the information relating to the purchasing entity&#39;s needs is stored as a lead alert message in lead alerts database  112  and represents generalized information about the purchasing entity. A more detailed version of the information is stored as a comprehensive lead message in comprehensive lead database  116 .  
         [0023]    In a manner similar to that described with respect to steps  202 A- 206 A, a representative of client system  130  is solicited by host system  102  to use the services provided by the lead services tool at step  202 B. The client system  130  representative secures access to host system  102  at step  204 B and creates a profile that details the company&#39;s product and service offerings, contact information, preferences for lead alert message notification, and commission rate for all transactions originated from leads at step  206 B. This information is stored in client accounts database  114 . Commissions are paid by client systems  130  to host system  102  which, in turn, compensates the networker responsible for submitting the lead that results in a sale. In a preferred embodiment, these client systems are contractually bound to respond to leads in a timely fashion and to pay host system  102  their stated commission for all sale closings that originate from leads. Host system  102  will avail each client system&#39;s respective service offering(s) and commission structure to networkers, who will be given the option of selecting client systems to receive the lead. This can provide incentive among client companies to post competitive commissions; thus, driving up revenue for networkers. If a networker opts not to select a client system to receive the lead, the lead services tool may automatically and randomly disseminate the lead to other relevant client systems in the market space. A specified number of client systems are preferably established as a limit for which leads will be sent during any given time period. This can be accomplished via a filtering/matching function executed by the lead services tool at step  210 .  
         [0024]    The lead services tool notifies client systems of leads via a lead alert message (shown generally in FIG. 3), utilizing a preferred mode of dissemination as indicated in the client profile at step  212 . As stated above, the lead alert message presents minimal information, such as the purchasing entity&#39;s name and division. Client systems will have a specified number of business days to accept/reject any lead at step  214 . These and other time constraints may be tracked and monitored by a workflow/tracking component of host system  102 . Such applications are generally known and appreciated by those skilled in the art. It is conceivable that a lead alert message may be accepted by any number of recipient client systems targeted to receive the alert message. It is also conceivable that none of the recipient client systems may accept. Any rejected lead, or those not overtly accepted within the required time, may be presented to other relevant client systems within the relevant market via the lead services tool at step  216 . For example, if six client systems are targeted to receive a lead alert message, but only one client system accepts the lead, the lead services tool may be configured to select one or more additional (also referred to as secondary) client systems to receive the lead. The client system that first accepted the lead alert message would have the benefit of being first in time to pursue the lead.  
         [0025]    These secondary client systems have the opportunity to reject the lead also (step  218 ), in which case the process may then return to step  216  depending upon the business rules adopted via the lead services tool. Similar time constraints are preferably imposed on these secondary client systems as well.  
         [0026]    Once a lead alert message has been accepted, by way of step  214  or  218 , the recipient client system enters a password-protected page (shown generally in FIGS.  4 - 7 ) on host system  102  to obtain more details at step  220 . This detailed information is referred to as a comprehensive lead message. A sample comprehensive lead message is shown in FIG. 7. By accepting the lead alert message, the client system agrees to engage in negotiations between the client system and the purchasing entity at step  222  potentially resulting in a sale at step  224 . If the parties do not close the sale, the process may revert back to  216  whereby the lead is disseminated to other client systems subject to company business protocol. For example, suppose that a purchasing entity received an invitation to negotiate with two recipient client systems and selects the first client system. Suppose further that a sale does not result from these negotiations and that the purchasing entity opts to negotiate with the second client system resulting in a sale. In this scenario, it clearly would not be necessary to cause further dissemination of the lead alert message. However, if a sale does not result from these negotiations, the lead alert message may be distributed to additional client systems.  
         [0027]    Once a sale is consummated and the transaction from the lead closes at step  224 , host system  102  receives the pre-established compensation for the lead within a specified period of time (e.g., within 30 days of closing) at step  226 . Host system  102  then compensates the networker who provided the lead upon receipt of payment from the client company at step  228 .  
         [0028]    Lead activities conducted throughout the processes described above are preferably monitored and random audits may be performed to ensure compliance. Client companies found not in compliance may be charged a ‘fee’ and repeat offenders may be banned from the site. The referral network also monitors lead submissions, to ensure that a networker does not flood the system with ‘lists’ of names merely as a fishing expedition. Networkers that are found to abuse the system may be banned from the site.  
         [0029]    It will be understood that the steps recited in FIG. 2 with respect to networker activities (steps  202 A- 206 A) may be performed earlier, synchronously, or subsequent to the steps recited with respect to client system activities (steps  202 B- 206 B). The order of the steps recited is meant for illustrative purposes and is not to be construed as limiting in scope.  
         [0030]    As described above, the present invention can be embodied in the form of computer-implemented processes and apparatuses for practicing those processes. The present invention can also be embodied in the form of computer program code, including but not limited to source and object code, containing instructions embodied in tangible media, such as floppy diskettes, CD-ROMs, hard drives, or any other computer-readable storage medium, wherein, when the computer program code is loaded into and executed by a computer, the computer becomes an apparatus for practicing the invention. The present invention can also be embodied in the form of computer program code, for example, whether stored in a storage medium, loaded into and/or executed by a computer, or transmitted over some transmission medium, such as over electrical wiring or cabling, through fiber optics, or via electromagnetic radiation, wherein, when the computer program code is loaded into and executed by a computer, the computer becomes an apparatus for practicing the invention. When implemented on a general-purpose microprocessor, the computer program code segments configure the microprocessor to create specific logic circuits.  
         [0031]    While preferred embodiments have been shown and described, various modifications and substitutions may be made thereto without departing from the spirit and scope of the invention. Accordingly, it is to be understood that the present invention has been described by way of illustration and not limitation.