From Plan to Production
With our governance layer in place, it’s time to build the first specialized tool for the LAIKA Sales Team: their Customer Relationship Management (CRM) Function. This is where we apply the 8-Step Design Methodology to create the system that will manage the entire sales process, from new lead to closed deal.In this guide, you can switch between the Blueprint tab to see the design specifications, and the Build Tutorial tab for the hands-on, step-by-step instructions.

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1. Analysis & Scope

The CRM must capture new leads, allow salespeople to manage opportunities through a pipeline, and provide visibility for management. It will serve as the single source of truth for all client and deal-related information prior to project handoff.

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2. Universal Objects & Data Fields

The CRM is built around three core 🧊 Objects:
  • Lead: Represents a new, unqualified inquiry.
    • Key Fields: Full Name, Email, Phone, Lead Source.
  • Opportunity: A qualified lead that has entered the sales pipeline. This is the central object for tracking deals.
    • Key Fields: Opportunity Name, Project Value (Currency), Estimated Close Date (Date), Assigned To (User).
  • Contact: A person associated with a Lead or Opportunity.

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3. Workflow & Statuses

The Opportunity object will have a defined sales pipeline to track its lifecycle:
  • NEW LEAD
  • CONSULTING
  • PROPOSAL
  • NEGOTIATION
  • WON
  • LOST

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4. Workviews & Dashboards

The Sales Team requires one primary Workview to manage their daily work:
  • “Sales Pipeline Kanban”: A Kanban board organized by the Opportunity status, providing a clear visual of the entire pipeline.
What’s Next? Now that the CRM Function is built to manage the sales process, the next step is to build the Function that will handle the work after a deal is won: the Project Delivery system.