The inclusion of the compelling event information is key here. Everybody within Components, Inc. who inspects the project details knows the next action that must happen to advance the opportunity. In this case, SAM wrote that the opportunity needs a 'Director level sponsor' at the next budget review meeting of ABC Electronics.

Subsequently a Components, Inc. account team member in Japan invokes the Project Module and begins to analyse ABC Electronics project activity, he notes the opportunity and adds details that implies he has a strong relationship with one of the project executives who is well aligned with a key member of the ABC Electronics' board of directors. The GAM logs on and notes this. He firmly believes an executive networking event with ABC Electronics would be beneficial to closing the opportunity and invites his VP of Sales in the U.S to view the project and sponsor the needed budget for the event.

The VP invokes the Project Module and can see that the required information is in place and believes it is a solid opportunity. After entering some actions and needed milestones the budget is signed off.
 

The GAM then fires up the eMarketing Module with which he can target certain executives throughout ABC Electronics. He composes a suitable invitation on a company template and then, with a single click of the mouse, the eMarketing Module fetches all the required email address and automatically sends them through Microsoft Outlook.

The event is a complete success and the GAM begins to form a relationship with the target board member, who over time sponsors Components, Inc.'s V.P of Sales into the boardroom as a trusted advisor.