Lab Praktikum

BAB 11
CRM & Project
Management

CRM Pipeline dan Project Management untuk UMKM Mitra

Minggu 12 120 Menit Individu / Pasangan

Modul: CRM · Email Marketing · Project · Timesheets
Sistem Informasi Enterprise — ERP Odoo 19.0

Timeline 120 min

01
Konfigurasi CRM Pipeline
Stages kustom · Lead Sources · Sales Team
20 min
02
Input & Kualifikasi Leads
10–15 leads (variasi sumber) · BANT Scoring · Convert 5–7 ke Opportunity
30 min
03
Opportunity Management & Simulation
Activities · Won (2) + Lost (1) · CRM Dashboard
25 min
04
Project + Timesheet + Invoice UMKM Jasa
Project dari SO · 5 Tasks · Gantt · Timesheets · Invoice · Profitability
25 min
4B
Deep CRM Analytics Non-Jasa
15 Opportunities · Win/Loss Analysis · Weighted Pipeline
25 min
05
Customer Portal Demo
Grant access · Demo incognito (Quotation, Invoice, Tasks)
10 min
06
CRM Reporting & Analytics
Dashboard · Pipeline Analysis · Lost Reason Analysis
10 min

🎯 Output: 10 deliverables wajib (80 poin) + 2 bonus (20 poin) → ZIP file Lab11_[NIM]_[Nama].zip

⚠️ Cek Data & Prasyarat

Prasyarat Teknis

  • Odoo 19 aktif + modul CRM dan Email Marketing terinstall
  • Modul Project + Timesheets terinstall (untuk UMKM jasa)
  • Minimal 5 customer records dari Lab Bab 4/5
  • Minimal 1 employee record dari Lab Bab 10 (task assignment)

Data yang Dibutuhkan

  • Proses penjualan UMKM mitra sudah dipetakan (inquiry → closed)
  • 10–15 data prospek/leads (nama, kontak, sumber, kebutuhan)
  • Untuk UMKM jasa: Hourly Cost karyawan sudah dikonfigurasi

⚠️ Data belum lengkap? Gunakan skenario dummy dari variasi UMKM (Wholesale Cahaya Spare Parts / EO Nusantara Events / Konsultan DataSolv). Data simulasi tersedia di slide variasi.

Tujuan Lab

🔧 T1 — Mengkonfigurasi pipeline CRM kustom sesuai proses penjualan nyata UMKM mitra

📋 T2 — Menginput leads, mengkualifikasi dengan BANT, mengkonversi ke opportunities, dan mengelola pipeline hingga Won/Lost

📊 T3 — Membuat project dari SO, mengelola tasks + timesheets, generate invoice, dan menganalisis profitabilitas

💡 T4 — Menganalisis CRM dashboard: pipeline health, win rate, expected revenue, lost reason patterns

Step 1 · 20 menit

Konfigurasi
CRM Pipeline

🎯 Pipeline stages kustom · Lead Sources · Sales Team

01

Step 1 · Pipeline Setup

1.1–1.4 Settings, Stages, Sources & Team

1.1 Aktivasi & Settings

CRM → Configuration → Settings

  1. Aktifkan Leads (jika volume inquiry tinggi)
  2. Aktifkan Predictive Lead Scoring
  3. Isi Email Alias: sales@umkmmitra.id

1.2 Pipeline Stages

CRM → Configuration → Stages

StageProbability
Inquiry / New10%
Qualified / Contacted30%
Proposal Sent60%
Negotiation80%
Won100%

1.3 Lead Sources

CRM → Configuration → Sources

  • WhatsApp · Instagram/Sosmed
  • Referral · Website
  • Pameran/Event · Cold Call

1.4 Sales Team

CRM → Configuration → Sales Teams

  1. Nama tim sesuai UMKM mitra
  2. Assign Team Leader + anggota

📸 SCREENSHOT 11.1: Pipeline stages sudah kustom (bukan default) + minimal 4 sumber lead

Step 2 · 30 menit

Input &
Kualifikasi Leads

🎯 10–15 Leads dari berbagai sumber · BANT Scoring · Convert top leads

02

Step 2 · Input & BANT

2.1–2.2 Input 10–15 Leads & Kualifikasi

Input Leads

CRM → New

Per lead wajib isi:

  • Nama perusahaan/kontak + Contact Person
  • HP/WhatsApp + Email (jika ada)
  • Lead Source (wajib!)
  • Deskripsi singkat kebutuhan

Variasi sumber minimal:
4–5 dari WA/IG · 3–4 Referral · 2–3 Website/Cold Call · 1–2 Pameran

BANT Scoring

DimensiPertanyaan Kunci
BudgetAda indikasi anggaran?
AuthorityDecision maker?
NeedKebutuhan jelas?
TimelineKapan keputusan?

⭐⭐⭐ Semua BANT → Convert
⭐⭐ 2–3 BANT → Perlu kualifikasi
⭐ <2 BANT → Nurture/Discard

Step 2 · Convert & Discard

2.3–2.4 Convert Best Leads & Discard

Convert 5–7 Leads Terbaik

  1. Buka lead → klik "Convert to Opportunity"
  2. Isi Expected Revenue (estimasi nilai deal)
  3. Assign Salesperson
  4. Pilih Stage sesuai kondisi saat ini
  5. Klik Convert

Discard yang Tidak Qualified

  1. Klik "Mark as Lost"
  2. Pilih Lost Reason: Budget Tidak Cukup / Tidak Merespons / Tidak Jadi
  3. Atau Archive jika data tidak lengkap

📸 11.2: Minimal 10 leads terinput (sumber bervariasi) · 📸 11.3: 5–7 opportunities dengan expected revenue

Step 3 · 25 menit

Opportunity
Pipeline

🎯 Activities · Won (2) + Lost (1) · Quotation auto-create · Dashboard

03

Step 3 · Pipeline Simulation

3.1–3.2 Activities & Close Deals

3.1 Per Opportunity — Tambahkan:

  1. Scheduled Activity: klik ikon jam → tipe (Phone Call/Email) → Due Date spesifik → Note
  2. Log Note di Chatter: catat percakapan awal, kebutuhan spesifik
  3. Pindahkan stage: drag 2–3 opportunities ke "Proposal Sent", 1–2 tetap di awal

3.2 Simulasi Penutupan

✅ Won (2 opportunities):

  1. Pilih 2 opportunity terbaik → klik "Won"
  2. Odoo tawarkan "Create a Quotation" → klik
  3. Verifikasi data customer + expected revenue di quotation

❌ Lost (1 opportunity):

  1. Pilih 1 opportunity → "Lost"
  2. Pilih Lost Reason: "Kompetitor lebih murah"

📸 11.4: Semua active opps punya ≥1 activity · 📸 11.5: 2 Won + quotation · 📸 11.6: 1 Lost + reason

Step 4A · 25 menit UMKM Jasa

Project +
Timesheet +
Invoice

🎯 Project dari SO · 5 Tasks · Gantt · Timesheets · Invoice · Profitability

⏩ UMKM non-jasa: lanjut ke Step 4B

4A

Step 4A · Service Product & Project

4A.1–4A.3 Setup Product → SO → Project

4A.1 Service Product

Sales → Products → New

  1. Product Name: "Jasa [nama layanan]"
  2. Product Type: Service
  3. Tab Sales → Create on Order: "Project & Task"
  4. Invoicing Policy: Timesheets (T&M)

4A.2 Project dari Won SO

  1. Buka Quotation dari Won Opp (Step 3)
  2. Pastikan produk = service product di atas
  3. Confirm → SO → Project otomatis terbuat!

4A.3 Tambah 5 Tasks

TaskPlanned HoursDeadline
Requirement Gathering8 jamT+3hr
Design / Perencanaan16 jamT+7hr
Development / Pelaksanaan40 jamT+14hr
Testing / Review8 jamT+17hr
Delivery / Handover4 jamT+21hr

Assign ke employee dari Bab 10. Isi description + acceptance criteria per task.

Step 4A · Timesheet & Invoice

4A.4–4A.7 Gantt · Timesheets · Invoice · Profitability

4A.4 Gantt Chart

Project → klik ikon Gantt → verifikasi 5 tasks sebagai bar horizontal

4A.5 Log Timesheets (3 tasks)

  1. Task 1: 4 jam — "Pertemuan awal klien"
  2. Task 2: 8 jam — "Wireframe 3 iterasi"
  3. Task 3: 16 jam — "Implementasi komponen utama"

4A.6 Generate Invoice

  1. Sales Order → "Create Invoice"
  2. Pilih "Invoice Timesheets"
  3. Review: task, jam, total → Confirm

4A.7 Profitability

  1. Project → smart button "Profitability"
  2. Catat: Revenue, Costs, Gross Profit, Margin

⚠️ Costs = Rp 0? → Employees → HR Settings → Hourly Cost belum diisi! Isi dulu (misal Rp 60.000/jam) → kembali cek Profitability.

📸 11.7: Project + 5 tasks (Gantt/Kanban) · 📸 11.8: Timesheets + Invoice dari timesheets

Step 4B · Alternatif Non-Jasa

Deep CRM Analytics UMKM Non-Jasa

Tambah Dummy Opportunities

Tambahkan hingga total 15 opportunities:

  • 6 Won (berbagai nilai)
  • 5 Lost (3 lost reasons berbeda)
  • 4 In Progress di berbagai stages

Win/Loss Analysis

CRM → Reporting → Win/Loss Analysis

  1. Breakdown per stage, per sumber, per lost reason
  2. Screenshot laporan

Weighted Pipeline Manual

Per opportunity: Expected Revenue × Probability → jumlahkan semua

📸 11.7: 15 opportunities (distribusi Won/Lost/In Progress) · 📸 11.8: Weighted pipeline terhitung + Win/Loss report

Step 5 · 10 menit

Customer
Portal

🎯 Grant Portal Access + Demo dari perspektif klien

05

Step 5 · Portal Demo

5.1–5.2 Grant Access & Demo

5.1 Grant Portal Access

  1. Contacts → pilih customer dari Won opportunity
  2. Action → "Grant Portal Access"
  3. Masukkan email valid → "Grant Access"

5.2 Demo Portal (Incognito)

  1. Buka browser incognito → URL portal Odoo
  2. Login sebagai klien
  3. Eksplorasi: Quotations/SO · Invoices · Project Tasks (jika jasa)
  4. Screenshot tampilan portal

📸 SCREENSHOT 11.9: Portal klien — tampilkan min. 1 quotation atau 1 invoice yang visible

⚠️ Portal access gagal / email tidak terkirim? → SMTP belum dikonfigurasi. Share portal link manual atau reset password via admin.

Step 6 · 10 menit

CRM Reporting
& Analytics

🎯 Dashboard · Pipeline Analysis · Lost Reason Analysis

06

Step 6 · 3 Reports

6.1–6.3 CRM Analytics

6.1 Dashboard

CRM → Dashboard

  • Total Expected Revenue
  • Activities due (hari ini / minggu ini)
  • Win Rate

6.2 Pipeline Analysis

CRM → Reporting → Pipeline Analysis

  • Opportunities per stage + expected revenue
  • Filter per salesperson jika >1

6.3 Lost Reason Analysis

CRM → Reporting → Win/Loss

  • Filter: Lost only
  • Group by: Lost Reason

📸 SCREENSHOT 11.10: 3 screenshots — CRM Dashboard + Pipeline Analysis + Lost Reason

Adaptasi per Tipe UMKM

AspekWholesale (Spare Parts)Event OrganizerKonsultan IT
PipelineContact → Catalog Sent → Quotation Req → PO ReceivedInquiry → Site Visit → Concept → Proposal → ContractInquiry → Presentasi → SOW → Nego → Kontrak
Volume LeadsTinggi (5–10/minggu)Sedang (3–5/minggu)Rendah (2–3/bulan)
Deal SizeRp 500k–25jt/bulanRp 25–100jt/eventRp 50–200jt/project
InvoicingPer PO (langsung)Milestones (50% DP, 50% H-3)T&M (jam aktual × rate)
Key ChallengeVolume tinggi, prioritas by valueMilestone tracking + vendor costHourly Cost + profitability

🔧 Wholesale: 12 bengkel leads dummy tersedia. Discard by minimum order threshold. Mass mailing untuk re-engagement.

🎪 EO: Project "Corporate Gathering" Rp 50jt. 2 milestones. 6 tasks. Milestone invoice Rp 25jt per fase.

💻 IT Consult: 4 konsultan hourly cost Rp 75k–150k. Billing rate Rp 200k–400k. T&M invoice per timesheet.

📦 Deliverables

Kumpulkan: Lab11_[NIM]_[Nama].zip

📸 11.1 — Pipeline stages kustom + lead sources (8 pts)

📸 11.2 — Min 10 leads (sumber bervariasi) (8 pts) · 📸 11.3 — 5–7 opportunities + expected revenue (8 pts)

📸 11.4 — Active opps punya scheduled activity (8 pts)

📸 11.5 — 2 Won + quotation (10 pts) · 📸 11.6 — 1 Lost + reason (5 pts)

📸 11.7 — [Jasa] Project + 5 tasks / [Non-Jasa] 15 opps + Win/Loss (10 pts)

📸 11.8 — [Jasa] Timesheets + Invoice / [Non-Jasa] Weighted pipeline (10 pts)

📸 11.9 — Portal klien (7 pts) · 📸 11.10 — CRM Dashboard + Reports (6 pts)

Bonus: B1 — [Jasa] Profitability dengan Hourly Cost (+10pts) / [Non-Jasa] Email campaign dari CRM leads (+10pts) · B2 — Analisis tertulis 200 kata: 3 insights + 2 rekomendasi (+10pts)

Rubrik Penilaian

KriteriaBaik (3)Cukup (2)Kurang (1)
Ketepatan KonfigurasiStages kustom, sources lengkap70% benar<70% / default stages
Kelengkapan Data10+ leads, 5+ opps, revenue diisiMinimal terpenuhiLeads <10 / no revenue
Pipeline SimulationWon+Lost+Activities lengkapWon/Lost ada, activities kurangTidak ada simulasi
Project/AnalyticsTasks+Timesheet+Invoice OR Win/Loss+WeightedSebagian selesaiTidak dikerjakan
DokumentasiScreenshot + penjelasanScreenshot sajaTidak lengkap

Total: 80 poin wajib + 20 poin bonus = 100 poin.

🔧 Troubleshooting Quick Ref

Won opportunity tidak buat quotation? → CRM-Sales belum terhubung. CRM → Configuration → Settings → verifikasi integrasi; atau buat quotation manual.

Project tidak auto-create dari SO? → Service product belum dikonfigurasi Create on Order: "Project & Task". Buka product → Tab Sales → set.

Timesheet tidak muncul di invoice? → Timesheets belum validated, atau product invoicing policy ≠ Timesheets.

Profitability semua Rp 0? → Hourly Cost karyawan belum diisi di Employees → HR Settings.

Lead tidak bisa convert ke opportunity? → Fitur Leads tidak aktif. CRM → Configuration → Settings → aktifkan Leads.

Portal access gagal? → Email invalid, atau module Portal belum aktif. Verify di Settings → Apps.

Preview Minggu Depan

Bab 12: Integration, Customization
& Best Practices

🔗 End-to-End Flow: CRM → Sales → Project → Timesheet → Invoice → Accounting

⚙️ Studio Customization & Automated Actions

📊 Cross-Module Reporting & Dashboards

Selamat Praktikum! 🎉

Sistem Informasi Enterprise — ERP Odoo 19.0
dengan Real UMKM Partner Program