How to create a Special Bid on Avaya with focus on IP Office. Linda Gray, Business Development Special Bids Westcon

Transcription

1 How to create a Special Bid on Avaya with focus on IP Office Linda Gray, Business Development Special Bids Westcon

2 Issues that hold up submittal for Enterprise & IPO 1. #1 problem EC quote source 1. For product need EC quote. 2. Has to be in ready to order status 3. Has to be created with Westcon as the disty in APM 4. EC quote locked by previous SB can t use again 5. EC quote was run for promo 2. NO Avaya quote # in the Opportunity 3. Matrix tab requested incremental discount % must be filled out 4. Sell price to customer HDW, SFT & 1 yr. of Upgrade Advantage if selling UA- sell price should include the incremental % you are requesting 5. Attach the design output from EC in the SSR.Required for Maintenance or Services MSQT, SUS, SOW 6. If resubmittal make sure new EC/design # - design not expired. previous b- xxxxxxxx is included 7. IP Office need EC quote

3 Special Bids Process for SMEC joint create PREREQUISITE: EC Quote for Product Services Quote/Scope of Work 0 PRM Select predefined SMEC Opportunity with correct District / Partner combination PRM Prepare Special Bid and Handover to Distributor 1.1 PRM Review, finalise & send Special Bid for endorsement 2 , CRM Review & Endorse request submitted by Channel Partner 3 CRM, SBA Complete Special Bid Summary Package 4 CRM, SBA, DSM Analyse Deal & Make Recommendation Reseller Reseller Distributor CAM Global Deals Desk Global Deals Desk CRM, CRM/SBA This process flow Covers all theater Covers SMEC portfolio Covers T2 Business joint create model Evaluate & Make Approval Decision Process Approval Package Receive Approval Notification: Approved or Not Approved Approver Global Deals Desk Distributor / CAM

4 IPO Special bid request Before you start creating a special bid request Please check Choose Westcon as Distributor Is the EC quote created in Westcon s Sub Region? Partner on quote and Opportunity must be the same! What is the EC QRN (quote reference number)? AUSxxxxxx or ACAxxxxxx in Canada Is the quote in a ready to order status and shared?

5 Special bid request Where is my Special bid? A special bid contains also historic information; time stamps and status changes for the main events are documented in the Special Bids SSR History section

6 Westcon Ownership Linda Gray Westcon SBA Program Manager Pierina Macchia Avaya help Escalations Your Avaya CAM for priority

7 MIGRATION OF THE SME BUSINESS TO APM/ ONE SOURCE

8 Creation of a Special Bid for a Midmarket solution in an APM environment Agenda Migration of the SME Business to APM / One Source Prerequisites for Special Bid creation Necessary too access EC quote creation Opportunity Process Overview Review, finalize and send Special Bid for endorsement Notifications / Approvals Where find Special bids Status of Special bids What if Something went wrong I don t know how to proceed Back up

9 Migration of SME Business to APM / One Source General The SBR tool which was used up to date for the special pricing process will be retired on January 20st All approved special bids via the SBR tool must be resubmitted per the process discussed today Prior to Jan 20, 2014 please be sure you have A Single Sign-on (SSO) Access to OneSource Access to PRM Have taken the training on how to get a EC Quote number, share it and put it in ready to order status ASD EC Quoting & Reports for T2 Partners Merchandise quote EC & OC Data, IPO for Distributors, T2 Resellers SMEC / IP Office Quote and Order Process for all:

10 Recorded Training A separate training / documentation Merchandise quote EC & OC Data, IPO for ALL has been created for further details This can be found here SMEC / IP Office Quote and Order Process for all:

11 PROCESS OVERVIEW JOINT CREATE FOR SME BUSINESS

12 Prerequisites for special bid creation EC quote creation In Order to create a special bid for an IPO deal an EC (Enterprise Configurator) quote is needed If a Partner uses a Distributors IPO Configuration tool, then a merchandise quote needs to be created in EC by Uploading a bill of material into EC Manually add the product codes to EC Select product codes from GPPC The created quote must be in a ready to order status shared A separate training / documentation Merchandise quote EC & OC Data, IPO for ALL has been created for further details This can be found here

13 Prerequisites for special bid creation Opportunity To avoid the need of specific deal opportunities, the PRM Admin team will create yearly SMEC special Bid Opportunities on an the SMEC Generic Prospective Account for each Distributor => Reseller relation by country You can use the same Opportunity Number for all IPO deals with the same Reseller The SMEC Opportunities will not be used forecasting and will be set to omitted Westcon has visibility to all SMEC Opportunities for their partners

14 IPO Special bid request Before you start creating a special bid request Login to PRM and look for the correct Opportunity 1 Open the Opportunity with Westcon Via double click on the Opportunity Name Enter the Opportunity # in the search field 1 Open the Opportuntiy with the appropriate Distributor The Opportunity Name will contain the Distributor and the Reseller Name

15 IPO Special bid request 1 Before you start creating a special bid request Add the quote number to the Opportunity 1 Within the opportunity go to the quote related list 2 Add your new EC quote number 3 Select quote source EC 4 Provide quote number in proper format 5 Save EC (Enterprise Configurator) must be selected for all APM product quotes Correct quote format: - Letters must be CAPITAL - don t type in spaces, leave 0 Correct Example: AUS Incorrect:aus

16 IPO Special bid request Creation of an IPO Special Bid On the Opportunity 1 Select Sales Support Request 2 Click Special Bid Request and continue with next 3 Select for all IPO deals the deal template Small Deal and continue with next

17 IPO Special bid request Creation of an IPO Special Bid Completion of the special bid template At least mandatory fields must be populated Request Header Section Provide a meaningful request name Select from drop down menue In case of a resubmission Provide also previous Special bid request # T&Cs for special bids must be accepted - By the Distributor John Public Administrative information By when do you need an answer? Administrative information Type of Request: Select for SME deals IP Office Solution ONLY

18 IPO Special bid request Creation of an IPO Special Bid Completion of the special bid template Opportunity Profile / Opportunity Partner Information FY14 SME Opp_Test Distributor + Test Partner Administrative information from Opportunity Company name Provide proper Company Adress including Street, Postal Code etc. These fields will be mandotry, If IP Office Solution has been selected as Type of Request Select one or multiple Existing System Vendors Test Partner, Inc. Test Distributor, Inc. Select appropriate Partner Programm, if this deal meets criteria Type of Opportunity: Pick the relevant choice

19 IPO Special bid request Creation of an IPO Special Bid Completion of the special bid template Value Drivers & Differentiations / Solution Components Save SSR Provide business justification for the requested discount Select competitor Use this section to provide any additional comments Must be same than Quote currency If Product is included, select Yes and tick the product type At least one is mandatory! If Services are included, select Yes and tick the Services type At least one is mandatory! Provide the price the system is sold to the end customer Select answer from drop down menue Is mandatory for IP Office Special Bids

20 IPO Special bid request Creation of an IPO Special Bid Once the Special bid has been saved, a menu bar will be displayed on the Special bid 1 To provide discount requested, choose the View /Edit Deal Matrix Section The visibility to the Deal Matrix Section is restricted to Resellers 1 John Public (change) John Public John [email protected]

21 IPO Special bid request Creation of an IPO Special Bid View/Edit Deal Matrix Section 1 2 Enter requested discount Choose: Indirect Incremental as Discount type 1 Enter the requested discount as INCREMENTAL Discount as percentage from List on all required product sections 2 Choose Discount Type: Indirect Incremental Approval will be segmented by MPG (Material Price Group) Due to visibility restrictions reseller will never see approved discounts on T2 deals Save Deal Matrix Section

22 IPO Special bid request Creation of an IPO Special Bid Adding quotes to a special bid 1 Add quotes 2 Pick appropriate quote from pop-up menu Associated quotes (child quotes) will be added automatically 3 Add quotes 1 These will be AUS or ACA # s John Public (change) John Public John [email protected] 2 3

23 IPO Special bid request Creation of an IPO Special Bid Handing over the Special bid to the Distributor 1 use the Request Distributor Review functionality to do so Westcon will get informed via an that the SSR is waiting for his review and has 2 options to proceed Endorse or Reject the request Can finalize the requested discount and send the request to Avaya 2 The status of the special bid will change to pending Distributor Review 1 John Public John [email protected] John Public (change) 2 John Public (change) John Public

24 IPO Special bid request Creation of an IPO Special Bid Handing over the Special bid to the Distributor 1 if Westcon rejects the Special bid request i.e. missing info The status will change to Rejected by Distributor and a rejection comment will be provided 2 If Westcon approves the Special bid request, and hands this over to Avaya The status will change to Send for endorsement The Owner will change to the Avaya Sales person who needs to endorse 1 If Disributor rejects - Status = Rejected by Distributor - Rejection comments are required 2 If Disributor processes bid - Click [Send for Endorsement] button - [Request Status] updates to Send for Endorsement

25 NOTIFICATIONS HOW TO SEE CURRENT STATUS OF A B-SSR? WHERE DO I FIND SPECIAL BID SSR S?

26 Notifications Creation of an IPO Special bid Automated notifications throughout the special bid process will be send to the requestor of the special bid as well as to the Distributor Confirmation notifications Reminder notifications Status change notifications Approval notification will be sent to the Westcon Westcon sends approval xls. To Partner requestor Avaya process takes 3 to 5 days depnding on complexity and volume at bid desk.

27 Review, finalize, send special bid for endorsement When a reseller sends a special bid SSR for Distributors Review an will be created containing the header Pending Distributor Review, SSR Number, a link to the special bid Sender will be the request creator of the reseller Recipient is the address [Special Bids ], the Partner has provided on the account record Status of the SSR will change from Draft request waiting to submit to Pending Distributor Review SSR can be opened via the provided link or the B-SSR number using the standard search in PRM Partner View

28 IPO Special bid request Where is my Special bid? Throughout the Special bid process you have actual information concerning the request status and the current owner This information is either available on the 1 Report 2 Special Bid Record 3 Special Bid related list within the Opportunity

29 Special bid request Where is my Special bid? A special bid contains also historic information; time stamps and status changes for the main events are documented in the Special Bids SSR History section

30 WHAT IF

31 I need to re-submit a deal which was pre APM approved in SBR Manager? Re submission of special bids approved prior to cutover to APM Information needed for re submissions Identify B-SSR as resubmission Provide previously approved Special Bid number respectively the SBR approval # Enter previous (in SBR) requested incremental discount Discounts will be converted by the Deals Desk Team All other fields require the same input than a new creation

32 Westcon Ownership Linda Gray Westcon SBA Program Manager Pierina Macchia Avaya help Escalations Your Avaya CAM for priority

33 PREREQUISITES: TOOL ACCESS

34 Prerequisites for special bid creation - tools Login Credentials - Avaya Single Sign On (SSO) All Avaya Associates, Partners, Resellers and Distributors must have an Avaya Single Sign On (SSO). SSO is Avaya s security application that allows a user to establish a secure ID and password to gain access to the Avaya Partner Portal and many online tools and technical resources. There are 2 ways to Request an Avaya Ingle Sign On (SSO) At the SSO login page select Sign Up under Don t have a login? Complete the form note the What s This options to help you Press the Submit button at the bottom of the form. Or: Go to blic/support and click on `register now

35 Prerequisites for special bid creation - tools Login Credentials - One Source Login Once you have a valid SSO you can then register for access to the One Source Landing Page and Tools. To begin the process, log in to the following URL using your SSO: You can register for Enterprise Configurator, Global Product and Pricing Catalogue, Order Center Status A guidance how to complete the One Source Registration can be found here: QoPKAA0?doc_type=Knowledge%20Transfer%20Kit%20(KTK) As soon as the access for One Source has been setup you will be able to access the One Source Landing Page and Tools for North America and APAC for EMEA

36 Prerequisites for special bid creation - tools Login Credentials - PRM Partner View If your company has not yet access to PRM Partner View please address to the Partner Helpdesk If your company has access to PRM Partner View, you have 2 options to request access for new users Creating a case in PRM Partner View Go to your PRM homepage Select create a case from the Partner Custom link section Complete questionnaire and submit the request

37 Prerequisites for special bid creation - tools Login Credentials - PRM Partner View Option 2 to request PRM access for new users is to go to your company contacts 1 Open Contact Record 2 on the contact record select appropriate custom link 3 complete questionaire and submit the request

38 Prerequisites for special bid creation - tools Get familiar with PRM Partner View There is a series of PRM Partner View training available, which covers different aspects Topic Overview New to PRM Partner View Marketing Development Funds Overview and Claims Process Professional Services Quoting Tool & Process Training Special Bids Sales Support Requests Partner Lead and Opportunity Management Reports and Other Sales Support Requests The current schedule is listed here: 4&Id=a3j L6jFAAS

39 Login Credentials: Where to get help? Americas/EMEA Partner Helpdesk The Avaya Connect Partner Helpdesk facilitates the partner onboarding process, makes Avaya easier to do business with, and enables partners to close revenue faster. Serving over 130 countries, in seven different languages, the Avaya Connect Partner Helpdesks provide a front door to Avaya, and delivers quick answers to non technical business related queries. Answering Partners Questions about PRM Partner View Tier 1 Support for Partners (user enablement, SSRs, MDF Funds & Claims, Business plans, Leads & Opportunities, New Partner Portal etc...) Link ID look-ups Avaya Connect Program Onboarding Program Services Support ( Support website navigation, Web Ticketing etc ) And many more Featuring Telephone & Support Multi-Lingual Capabilities In-region Hours of Operation CONTACT DETAILS U.S. and AI Regions: EMEA Region: (prompt 6) (language of choice) English: [email protected] German: [email protected] French: [email protected] Portuguese: [email protected] Spanish: [email protected] Russian: [email protected] Visit our website for hours of operation and more details 2AAC

40 Special bid request Where is my Special bid? A special bid contains also historic information; time stamps and status changes for the main events are documented in the Special Bids SSR History section