Directors of Academic Partnership (DAPs) and Implementation Specialists are responsible for identifying and submitting referral leads from instructor contacts. Referrals are qualified, entered as Leads, and progress through the standard sales process to Closed/Won Opportunities. The process below should be followed for these referrals to be properly tracked.
1. Qualify the Referral by collecting as much of the following information as possible:
- Course name/number
- Discipline
- Timeline for course launch or development
- Level of Interest
- Expected number of sections
- Course offering cadence (Spring, Summer, Fall, etc.)
- Level of exposure to lab resources for online science courses
2. Set Expectations with the Contact
2.1. Once qualified, inform the contact that a DAP will follow up and position the next step as a conversation to identify the best-fit solution.
3. Create the Lead in Dynamics 365
3.1. Navigate to Leads, Select + New, and enter all available qualification details
3.2. Assign the Lead to the appropriate Director of Academic Partnerships. If unsure who to assign, contact the Vice President of Sales and the Vice President of Customer Success.
3.3. Select Internal Referral in the Lead Source field and enter your name in the Internal Referrer field that will then become visible.
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