DFC Recruiting and Partnering with Faculty
Spring 2016 DFC Procedures
Requesting a DFC: Rep Responsibilities
Our DFCs are passionate about our digital products and take pride in sharing their experiences and best practices with
their peers. They can make a huge difference in getting an adoption and facilitating a successful implementation. And
remember, DFCs are not salespeople nor should they do any direct selling. A DFC’s role is that of a trusted, peer-topeer advisor; so determine, along with your DM, the best strategy for your adoption situation.
To place a new DFC activity request, please follow these steps.
Part 1: Strategize with DM or DLC
1. In addition to being highly valued resources, DFC’s are also some of our most valued customers. So, before
requesting DFC support, strategize with your DM, DLC or Product Team including, ‘What is the objective of
including the DFC’s?’, ‘How will the DFC’s role be more effective than a Marketing Manager’s or DLC’s role in the
adoption?’, and ‘What will the DFC be asked do specifically?’ Also, what type of activity is appropriate for your
selling situation. Is it a phone call, webinar, on-campus presentation, post-adoption training? Get creative!
2. After confirming approval from your DM for the DFC activity, enter request using an Opportunity Task in SFDC to
notify your product team you need a DFC’s assistance. They will manage and arrange the DFC’s involvement
based on availability, location and talents.
Part 2: Create an Opportunity Task
Activities should be tied to an Opportunity record AND also associated to a Contact record.
IMPORTANT NOTES :
 After approval and arrangements are made by the marketing team, you will be contacted with the details.
NOTE: A planning phone call with the Marketing Manager is required to ensure a positive experience for
you, your customers, and our Digital Faculty Consultants.
 When a DFC visits your territory, be sure to treat them as you would your most loyal customers. You are
responsible for dinner and any other meals that you have with the DFC and can expense them on your
monthly T&E report.
NOTE: Please do not create multiple Tasks on the same Opportunity record for the same activity. If more than one
DFC activity occurs at the opportunity, create a new Task for each activity type. For instance, if one DFC hosted a
webinar and gave an on-campus presentation for the same adoption, then that would be TWO individual activity tasks
in SFDC.
1. To create a Task, go to the opportunity that is to be worked by the DFC, go to the Open Activities related list,
and click New Task
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DFC Recruiting and Partnering with Faculty
Spring 2016 DFC Procedures
2. In Assigned To lookup, enter the appropriate point-of-contact (Your business unit DFC program lead):
a. Megan Gates
b. Christopher
c. Michelle Watnick
(B&E)
Shortt (HSSL)
(SEM)
3. Use Subject line to identify nature of task: “DFC Request:” If you know which DFC you wish to request, enter
“DFC Request First Name Last Name”.
4. In Name lookup type the primary customer contact name to look up the contact record. (The task is related to
the Opportunity, but must also be related to the Contact.)
5. Enter the appropriate Due Date for your request (i.e. by when do you need an answer to your request?)
6. From the Type dropdown menu, select which type of activity you are requesting.
a. DFC: 1:1 Virtual – For emails, personal webinars or phone calls (personal consultations)
b. DFC: 1:1 Live – For one-on-one campus visits (personal consultations)
c. DFC: Conference/Events
d. DFC: Group Virtual – For webinars or conference calls with multiple participants
e. DFC: Group Live – For in-person committee or group campus presentations
7. For the Call Type Action field, select “Other”.
8. In the Comments field, type your request details. Include the following information to expedite your request
and facilitate the best DFC match-up for your opportunity:
a. Pre-Sales Consultation or Training/Support
b. Product Knowledge: Connect, SmartBook, Tegrity, ALEKS, etc.
c. Requested Date for Activity/Alternate Dates, if available
d. Enter a description explaining the DFC role and objective (customer profile, needs, dynamics, purpose,
etc. – more information is helpful than less!
e. If air travel by DFC is required, provide the airport city and name where DFC should fly into
f. If hotel for DFC is needed, provide a name and address of a recommended hotel
9. Additional Information section, select “Waiting on someone else” as the Status.
10. IMPORTANT!!! Check the box “Send Notification Email” to alert the point person indicated in the Assigned To
field of your new request (recommended to also check the Make this the default setting box).
11. Enter a Reminder date and time, if desired.
12. Click Save.
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