Global Partner Portal Opportunity Management Training

Global Partner Portal Opportunity Management Training

Topics covered in this meeting Global Partner Portal overview Home Page and message of the day Creating a new opportunity - Account selection - Account creation - Required fields - Entering detailed revenue data - Adding Sales Team members - Restriction levels - Recalculating revenue - Opportunity creation fast path Opportunity key fields to update Co-Marketing opportunities Opportunity Pipeline views/export Opportunity classification Interface with IBM CRM System - How to recognize an opportunity from IBM CRM system - Accepting an opportunity Where to find help

GPP OVERVIEW IBM s opportunity to cash process for BPs is functionally disjointed, with multiple, disconnected brand and geo-based tools at every stage. Little re-use of data from stage to stage Process Opportunity IBM PWLM phones Passport Adv ge Partner Comm. (B2B) E-Bids fax CFSW DET BPIMS BPMS IOL (E-Pricer) AODE Order & Execute Configure & Price Spreadsh eets Report & Pay MA/ Svcs (Blue Horizon) STG configure E-Config IOS Passport Adv ge E-Order (DSW) PC-Server AAP (Carlsen) (B2B) AMT CRT AAP/BIC SORT BPSR MARS/ Mariner Web Forms Grant SQO CWM Excel (x >50) BP has to navigate multiple, disconnected tools many interfaces, much re-keying (Illustrative: not an exhaustive listing of current tools or interfaces)

GPP OVERVIEW - continue We need to offer BPs one place to collaborate and execute a transaction from opportunity to cash, masking the complexity and enabling data re-use. Increasing re-use of data from stage to stage Process Opportunity Report & Pay Order & Execute Configure & Price BPIMS PWLM BPMS Spreadsh eets IOL E-Bids (E-Pricer) AODE phones f ax CFSW DET Passport Adv ge Partner Comm. (B2B) MA/ Svcs (Blue Horizon) STG configure E-Config IOS Passport Adv ge E-Order (DSW) PC-Server AAP SQO Global Partner Portal (GPP) (Carlsen) (B2B) AMT CRT AAP/BIC SORT BPSR MARS/ Mariner Web Forms Grant CWM Excel (x >50)

GPP Opportunity Management Vs PWLM New opportunity creation & data simplified 10 mandatory fields instead of 38, other data defaulted (eg : flow code, ISA) Improved pipeline views Reporting facilities for BPs Link to Attach Connector web application that brings IBM cross brands information in one place Support for Sales Connections to contact Consultative Service to get support from IBM SR / BSS ( registration required ) Simplified sales progression model 5 stage subset of 11 stage SSM. Stage 1: Noticing, Stage 3: Validated, Stage 4: Qualified, Stage 7: Won, implementing, Stage 11: Lost (plus reason code) BP controls data release (for non-ibm identified opportunities) level 1 = open, level 2 = cust data blocked from view, level 3 = opp blocked from view till closed IBM cannot delete or overwrite key opportunity data BP data ownership protected Product data Product data level 20 mandatory Sales team management BP OO can give visibility to other BPs (including distributors) or IBMers Interface with PPS Automatic enablement of BP profile data companies and employees

Home page and message of the day. Example of a Message of the Day you see after logging in ( Home page ). Click on the Opportunities tab to see the list of Opportunities. Start with the Opportunities Tab

Creating a new opportunity Applet showing the Opportunities where you are in the sales team. Scroll to view more opportunities Click on the New Button to create a new Opportunity

Creating a new opportunity Account selection Click on the Account Field Icon Button next to the Account field. Account Field Icon Button

Creating a new opportunity Account selection ( cont. ) Query the Accounts to be associated to the opportunity. Click on the Query button to query accounts from the IBM-supplied list of accounts List of Accounts tied to the Business Partner Firm 5

Creating a new opportunity Account selection ( cont. ) Enter the Account name in the Account field; you can refine your query by including additional account information ( City, Zip Code.. ) You MUST enter at least the first 2 (two) characters of the Account name. Note: Fields are case sensitive and the asterisk (*) serves as a wildcard that will allow you to find all Accounts that begin with Rob. Country defaults to the Country of the person doing the query

Creating a new opportunity Account selection ( cont. ) Select the Account and click the OK button.

Creating a new opportunity Account creation Always try to find an account before creating a new one in Global Partner Portal. If the account you are looking for does not exist ( account selection procedure ), then you can create an account record. Note: you must create an account from the Opportunities screen. Enter the Account name and press Go.

Creating a new opportunity Account creation ( cont. ) The Account search have not returned any record; you can create a new account. Click the New button to create the account No account record is displayed; the account does not exist in GPP.

Creating a new opportunity Account creation ( cont. ) Fill in the mandatory fields ( marked with * ) and save your data. The new account is now displayed in the Pick Account applet and can be selected. Save the Account record, after you entered mandatory data

Creating a new opportunity - Required fields Required fields with no default values: Account, Description, Sales Stage Required fields with default values: Opportunity Number, Decision Date, Revenue, Probability Opportunity Currency, Sales Team, Opportunity Source, GPP Oppty Accept Status. Saving without filling in Description or Sales Stage will cause an error System-generated Opportunity number Decision date is set to 90 days from creation date

Creating a new opportunity - Required fields ( cont. ) If you select Sales Stage 4, the Revenue details will be a required data. Sales Stage Field Icon There are now 5 instead of 11 Sales Stages

Creating a new opportunity - Required fields ( cont. ) Global Partner Portal has fewer sales stages than IBM's CRM system, which means that an opportunity at Sales Stage 04-Validated, depending on the Probability selected, may map to a different sales stage in IBM's CRM system. Use the Probability field in the Opportunity header Global Partner Portal Sales Stage And the Customer Situation is Select the following percentage from the Probability % Field The opportunity will display in IBM CRM as: Sales Stage 4 The customer is assessing solutions from multiple sources; some uncertainty exists 25% Sales Stage 4 Sales Stage 4 The customer is leaning toward the IBM solution and the proposal has been submitted 50% Sales Stage 5 Sales Stage 4 The customer indicates a preference for an IBM solution 75% Sales Stage 6

Creating a new opportunity Entering detailed revenue data Click the Detailed Revenue Data field control icon in the opportunity header. Use the Detailed Revenue Data field icon button to enter Revenue data

Creating a new opportunity Entering detailed revenue data ( cont. ) The Detailed Revenue Data field icon button displays the Revenue Applet Revenue Applet Click on the New button to enter Revenue detail

Creating a new opportunity Entering detailed revenue data ( cont. ) Required fields with default values: Bill Date, Win Probability, Quantity, Revenue, Opportunity Currency. Required fields with no default values: Type, Brand Family Note: Brand Family is associated with Type. Use the Type Field Icon to display product types Use the Price field to enter unit price; the Revenue will be automatically updated based on Quantity\Price

Creating a new opportunity Entering detailed revenue data ( cont. ) Click the Type field icon, select a value and press OK. Type field icon Select the Product Type

Creating a new opportunity Entering detailed revenue data ( cont. ) Click the Brand Family field icon, select a value and press OK. Brand Family field icon Select the Brand Family

Creating a new opportunity Entering detailed revenue data ( cont. ) Update the Revenue by entering the Price. Filling in Quantity and Price will automatically update the Revenue field

Creating a new opportunity Entering detailed revenue data ( cont. ) After entering the price, click anywhere in the applet and the Revenue will be updated. Press Save when finished. Updated Revenue field

Creating a new opportunity Entering detailed revenue data ( cont. ) The revenue details are also available in the Revenues tab, where existing records can be updated and new revenue records can be created.

Creating a new opportunity Entering detailed revenue data ( cont. ) Keep Decision Date and Bill Date always updated. Decision Date is located in the opportunity header, while Bill Date is available in the opportunity header ( Detailed Revenue Data field ) and in the Revenues tab. Bill Date must be >= Decision Date Bill date is set to 90 days from creation date Decision date is set to 90 days from creation date Keep always updated both Decision and Bill Date. The Bill Date is available in two sections in the opportunity details screen Bill Date is available in the Revenues tab

Creating a new opportunity Adding Sales Team members Click the Sales Team field icon to open the the sales team applet. Click on the Sales Team field control icon

Creating a new opportunity Adding Sales Team members ( cont. ) The list of existing opportunity Sales Team members is displayed; click the Add button to add additional people. Use the Add button to add additional Sales Team members

Creating a new opportunity Adding Sales Team members ( cont. ) Use the Find and Starting with fields to perform your search; system will show only people registered in GPP. Select the search criteria you wish to use to find a Sales Team Member, type data in the Starting with field and click GO. Note: The search is case sensitive

Creating a new opportunity Adding Sales Team members ( cont. ) Select the record(s) and click OK, then click again OK to close the Sales Team applet. Note: you cannot use the Sales Team tab to add sales team members. Click the checkbox next to the name of the Sales Team Member you wish to add and click OK

Creating a new opportunity Adding Sales Team members ( cont. ) CRBP and SWG BPSSR can be easily added and do follow up in Partner Manager (PRM). There is a workaround available for IBM employees (not enabled for GPP) that do follow up in Siebel. You will not see that person in the list of sales team members in Global Partner Portal. To add additional IBM employees to the sales team, BP must create a new note; multiple IBM names can be added, separated by commas. Do not add them to an existing note. To delete an employee, BP sends an e-mail to GPPOPS@UK.IBM.COM with the following information: Opportunity number and Name of the individual to be removed. Use the Notes tab to add to the sales team additional IBM employees not enabled for GPP. The format is IREP+IBM employee s name+ibm employee s email

Creating a new opportunity Restrictions levels You can check the Is Restricted box to do a partial restriction * You can check the Work in GPP box to do a full restriction ** Note : the Work in GPP flag can be added only during opportunity creation. Saving without checking either box will display this message Clicking OK will save this Opportunity with NO restrictions *Check box for Partial Restriction **Check box for Full Restriction

Creating a new opportunity Restrictions levels ( cont. ) Partial restriction : Is Restricted box means this opportunity will be in IBM reports, but customer account information will not be visible. Full restriction : Work in GPP box means this opportunity will ONLY be visible in GPP and will not be available in IBM reports until it s closed.

Creating a new opportunity Recalculating Revenue If you create or update revenue data, the Revenues field in the opportunity header is not automatically updated. The Revenue field in the top applet is not automatically updated. You must use the Recalculate Revenue button to update the Revenue field

Creating a new opportunity Recalculating Revenue ( cont. ) Revenue has been updated

Creating a new opportunity Click the Save button to save the new opportunity created or any update you have made. Save your changes

Creating a new opportunity Opportunity creation fast path If you use the same accounts repeatedly in creating opportunities, you can quickly create new opportunities using the Accounts screen. In the Accounts screen, you will see those accounts where the account record, opportunities, or contacts have been created by someone in your firm, or where anyone in your firm is on the sales team.

Creating a new opportunity Opportunity creation fast path ( cont. ) Find the account using the Query button or Previuos\Next page buttons, then click the hyperlink in the Account Name field. Find the account you are looking for Click the hyperlink

Creating a new opportunity Opportunity creation fast path ( cont. ) Click the Opportunities tab within the Account details screen and then click the New button to create a new opportunity. Create a new opportunity

Creating a new opportunity Opportunity creation fast path ( cont. ) A new opportunity has been created and the account field is already filled in. The Account field is already filled in; add the other mandatory information and then save the opportunity.

Opportunity key fields to update To improve communication with IBM and reduce the likelihood of being asked for more information, ensure that you are updating the key fields in the opportunity: - Sales Stage - Bill Date / Decision Date - Probability % / Win Probability - Quantity and Price The Business Partner, as opportunity owner, is responsible for managing the key fields that are indicated by a red asterisk (*). This ensures that the data is current for those Global Partner Portal opportunity records that the Business Partner has chosen to share with IBM by selecting the appropriate values for the Work in GPP and Is Restricted checkboxes.

Co-Markeing opportunities For co-marketing purposes please continue to use the web online form or Data Exchange Template(DET). The opportunities will become visible for updating in GPP. For further information please contact you local IBM marketing representative.

Opportunity pipeline views/export To have a complete view of the entire opportunity record that includes the opportunity header and revenue record, you can now use the My Opportunities Revenue Pipeline view. The default view is All Pipeline.

Opportunity pipeline views/export ( cont. ) You can sort the result using the sort arrows in the column heading. Sort in ascending or descending order

Opportunity pipeline views/export ( cont. ) Use the Menu Field Icon button to display the Export function. Note : Export function is available also in other screens.

Opportunity Classification You can use the opportunity Classification ID field to associate your own internally meaningful codes to opportunities. You can use it as criteria in queries and in searching for specific opportunities. The Classification ID can be created by the business partner Administrator and Focal Point, then it can be selected by any BP user. To create a Classification ID click the Partner tab and then New. Only the BP Administrator or Focal Point can create a Classification ID record

Opportunity Classification ( cont. ) Type the Classification ID and a description, then save the record.

Opportunity Classification ( cont. ) The Classification ID can now be selected by GPP users.

Opportunity Classification ( cont. ) To select a Classification ID in an opportunity, open the sales team applet and then click the Classification ID field control icon. Use the bar to display the Classification ID field

Opportunity Classification ( cont. ) The list of available Classification IDs is displayed ; select the record and click OK. Close the Sales Team applet and save the opportunity.

Opportunity Classification ( cont. ) The Classification ID is visible in the opportunity list and My Opportunities Revenue Pipeline views.

Interface with IBM CRM system How to recognize an opportunity from IBM CRM system Opportunities from IBM CRM system have an opportunity number that does not start with 1JF- Note: CRM opportunities do not start with 1JF

Interface with IBM CRM system Accepting an opportunity Check the GPP Oppty Accept Status field. You can only accept or reject Opportunities that are Pending Acceptance

Interface with IBM CRM system Accepting an opportunity ( cont. ) Use the Accept Status field icon to display Accept/Reject status choices Select Accepted Highlight the Opportunity you wish to work with

Interface with IBM CRM system Accepting an opportunity ( cont. ) Accept the opportunity and then save the record. If you move off the record without saving, the Opportunity will not be Accepted. Click Cancel and save the record.

Where to find help GPP Help files Click the Help hyperlink GPP support page in PartnerWorld http://www.ibm.com/partnerworld/mem/sell/sel_gpp_home.html

Where to find help ( cont. ) Business Partner s administrator user guide http://sc4.ihost.com/gpp/3_0/dev/other/enu/gpp_bp_admin_guide.pdf PartnerWorld Profiling System (PPS) User Guide http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/pwp_ug_index.html

Where to find help ( cont. ) PartnerWorld Contact Service ( PWCS ) http://www-1.ibm.com/partnerworld/pwhome.nsf/weblook/cpw_index.html