Rules Library for Sales Playbook Adaptability
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Solution Overview
Problem
Existing sales playbook systems lack an efficient mechanism for managing and integrating rules based on customer relationship management (CRM) data, leading to separate data maintenance processes and situational sales steps that are not effectively adaptable.
Innovation Solution
A computerized sales playbook system with a rules library that allows rules to be created, shared, and managed, enabling conditions based on CRM data to determine playbook element usage, with features for rule selection, creation, editing, and association with playbook elements, facilitating data analysis and categorization.
Engineering Contradictions & Design Principles
Engineering Contradiction Analysis
1Adaptability or versatility
If separate data maintenance processes are used for CRM system and computerized sales playbook system, then data can be maintained in each system independently, but data synchronization and integration between the two systems become inefficient and complex
Solution Approach 1:
The patent merges the data maintenance processes of the CRM system and the computerized sales playbook system into a unified process. Users can update prospect data in either system, and the changes are automatically synchronized across both systems through integrated data structures and communication protocols, eliminating the need for separate maintenance processes while maintaining data independence.
2Reliability
If rules are hard-coded into individual playbooks, then each playbook has fixed functionality, but rules cannot be easily shared, reused, or managed across multiple playbooks
Solution Approach 1:
The patent segments rules into independent, reusable components that can be stored in a centralized rules library. Each rule is a discrete element that can be individually created, modified, and assigned to multiple playbooks, stages, or plays. This segmentation allows rules to be maintained separately from the playbooks that use them, enabling widespread reuse while maintaining consistent functionality across different sales contexts.
Solution Approach 2:
The patent creates universal rules that can serve multiple functions across different playbooks and sales scenarios. A single rule defined in the rules library can be applied to multiple playbooks, stages, and plays simultaneously, allowing the same business logic to be reused across various sales processes. This multi-functionality eliminates redundancy and ensures consistency while improving adaptability.
3Productivity
If comprehensive rule management features are added to the computerized sales playbook system, then rule effectiveness can be measured and managed, but system complexity increases
Solution Approach 1:
The patent introduces a centralized rules library as an intermediary layer between the user interface and the underlying playbook execution engine. This rules library manages the complexity of rule storage, retrieval, and version control, while presenting a simplified interface to users for creating and managing rules. The intermediary handles data analysis, effectiveness measurement, and association tracking automatically, reducing the perceived complexity for end users while maintaining comprehensive rule management capabilities.
Data Source
AI summary
Rules created in a computerized sales playbook system are stored in a rules library. Rules can be shared among playbooks, stages, plays, content and other playbook elements. Any playbook element can be associated with one or more rules. Such rules include one or more conditions that trigger the rule. If the conditions are met, then a playbook element is enabled for use by the user. Rules can be selected from the rules library as the playbook is being created. For example, when adding a play or a content item to a play, a user is prompted to add a rule to be associated with the playbook element. If the user adds a rule, an interface is presented allowing the user to select an existing rule from the rules library or create a new rule. If a new rule is created, it is added to the rules library.