This step is handled by the AE or AM

1. Confirm the Lead & the URL exist: If not, submit a New Lead Request or a New Object Request
2. Submit “New Opportunity Request” under the Activity tab in Close

3. Fill in the required fields:

   • Pipeline: Smart Ads
   • Value Type: Annual (always choose Annual regardless of the payment model the client wants)
   • Estimated Booking Fee: This should be $5000 USD
   • Currency
   • Close Date
   • Sales Confidence
   • Any additional details

4. Status automatically sets to “Potential” once New Opportunity Request is submitted

This step is handled by the AE or AM

If the client shows interest in learning more, the AM or AE needs to post the “Ads Interest Form – New Client” workflow in the #smart_ads Slack channel.

A Performance Marketing PC will reach out to the client with an intake form and schedule an introductory call.

Once the client has had a call with the Performance Marketing PC, the Opportunity should be moved to the Pitched status:

1. Submit the “Pitched Smart Ads” Custom Activity

2. Fill in the required fields:

   • Opportunity ID: The Opportunity ID from the Smart Ads Opportunity
     • If there is not a Smart Ads Opportunity in the lead, complete the “Create the Opportunity” step above.
   • Pitch Communication Method
   • Client Sentiment
   • Contact: The contact you pitched Smart Ads to. This does not have to be the same as the contact you send the insertion order to.

3. Automation will update status to Pitched

This step is handled by the AE or AM

1. Submit the “Smart Ads Insertion Order Pending” Custom Activity

2. Fill in the required fields:

   • Opportunity ID: The Opportunity ID associated with the Smart Ads opportunity
   • Insertion Order Recipient: The person who should sign the insertion order.
   • Insertion Order Recipient Email: The email for the person who should receive and sign the insertion order

3. Automation will update status to Insertion Order Pending

4. Insertion Order is created and emailed to the opportunity owner to fill in the Opportunity ID, Platform, Monthly Ad Spend, and Early Termination Fee

5. Once the opportunity owner clicks Finish within Docusign, Insertion Order is emailed to the client to fill in company details and sign

What if the Client Doesn’t Sign?

• The contract expires after 90 days
• Status reverts to Pitched
• You can restart by submitting a new “Smart Ads Insertion Order Pending” custom activity

This step is handled by Client Operations

1. Client Operations is alerted when the client has signed their insertion order
2. Client Operations submits Smart Ads Insertion Order Accepted custom activity (completed within 1 business day of the client signing)
3. The following automations occur:
   • Status updated to Insertion Order Accepted
   • Contract Object created

This step is handled by the Performance Marketing PC

1. Performance Marketing team updates Smart Ads Live Date
2. Opportunity status automatically updates to Won

This step is handled by the Performance Marketing PC

If a client wishes to discontinue Smart Ads after they go live, the Smart Ads Discontinued custom activity should be used.

1. Performance Marketing PC submits the Smart Ads Discontinued custom activity.

2. Fill in the required fields:

   • Associated URL: The URL associated with the Smart Ads opportunity
   • Reason for Discontinuing Smart Ads: The reason the client wishes to discontinue Smart Ads
   • End Date: The date the client wishes to discontinue Smart Ads
   • Date of Last Booking: The date of the last booking made through the Smart Ads campaign. This date will help us bill the client accurately.
     • To find this, use the Online Booking Reference column, which should be filtered for “fhdirectads”. Then sort by the availability date, and the latest availability will be the last. Make sure to check the following year as well, especially if it’s getting later in the year.

3. Smart Ads Status will automatically be updated to “Discontinued”

This step is handled by the Performance Marketing PC

If a client still wants Smart Ads in the future but wishes to pause for a specific period of time, the Smart Ads Paused custom activity should be used.

1. Performance Marketing PC submits the Smart Ads Paused custom activity.

2. Fill in the required fields:

   • Associated URL: The URL associated with the Smart Ads opportunity
   • Paused Start Date: The date the client wishes to pause Smart Ads
   • Reason: The reason the client wishes to pause Smart Ads
   • Date of Last Booking: The date of the last booking made through the Smart Ads campaign. This date will help us bill the client accurately.

– To find this, use the Online Booking Reference column, which should be filtered for “fhdirectads”. Then sort by the availability date, and the latest availability will be the last. Make sure to check the following year as well, especially if it’s getting later in the year.

3. Smart Ads Status will automatically be updated to “Paused”
4. A future dated task, 6 months from the date the custom activity is published, is assigned to the user to review the Status of the Smart Ads . This serves as a reminder to check in with the client about resuming Smart Ads.