CREATING A NEW OPPORTUNITY JOB AID Creating a New Opportunity in PRM Partner View Updated 1 April 2010 Avaya Proprietary. Use pursuant to Company instructions Printed copies are not controlled. Refer to the latest version at http://navigator.avaya.com Theatres/Channels All theatres Author/Owner April Massey Audience/Roles Purpose Before You Begin Tools Partners This job aid describes how to enter a new opportunity using PRM Partner View Log in to PRM Partner View: https://na1.salesforce.com/secur/login_portal.jsp?orgid=00d3000000072jq&portalid=06030000000000a Internet browser; PRM Partner View Log-In and Password Update: Proof of Engagement is now required on all opportunity submissions. Please see the updated steps below to attach Proof of Engagement. General Overview: Opportunity Registration is a program that enables Partners to register opportunities with Avaya, track and manage opportunities throughout the lifecycle and potentially qualify for program benefits. Opportunity Registration enables Partners and Avaya Associates to have full visibility into the Avaya funnel and facilitates the best possible strategy and decision making for the partnership. Opportunity Registration is a Global program, available to all Authorized, Silver, Gold and Platinum-level Avaya Partners, in APAC, CALA, EMEA and NA. Partners can register Avaya opportunities using the Opportunity Registration function in PRM Partner View. There is no opportunity size limit for registration. Partners are encouraged to enter all Avaya opportunities. The Partner that registers an opportunity first and is approved by Avaya will become the "Preferred Partner" for that opportunity. The "Preferred Partner" is the only Partner that is eligible for Opportunity Registration program benefits. Partners that register an opportunity after the opportunity has already been registered and approved by Avaya will become a "Registered Partner" for that opportunity. The Registered Partner is not eligible for Opportunity Registration program benefits. FY10 Opportunity Registration benefits are: 1) Priority Support Avaya will provide priority pre-sale support for both products and services to the Preferred Partner and will only provide customer-facing support to the Preferred Partner 1. 2) Opportunity Registration Incentive The Preferred Partner is eligible for an additional discount if they meet eligibility criteria for the incentive program (See US/Canada Deal Registration Incentive Policy Guide for more details; APAC, EMEA and CALA do not currently have an incentive). Incentive on eligible Avaya Products and Services o 5% of Avaya Price List in U.S. (USD$) o Canada Tier 1: 6.0% of Net Revenue (CAD$) 1 Priority Support will be provided in locations with sufficient resources Page 1 of 9
o Canada Tier 2: 3.6% of Avaya Price List (CAD$) Incentive on eligible Nortel Products o 5% of WPP (USD$) in U.S and Canada (USD$/CAD$) 3) Other Program Eligibility Eligibility for Special Bids, Sales Support Requests and other Avaya Connect Program Benefits as defined by the individual policy guides. (All Partners). For the most current Opportunity Registration Policy Guide or the US/Canada Deal Registration Incentive Policy Guide go the Avaya Partner Portal under Avaya Connect or search the Content tab in PRM Partner View. Process Steps to Create a New Opportunity: 1. Log into PRM Partner View: https://na1.salesforce.com/secur/login_portal.jsp?orgid=00d3000000072jq&portalid=06030000000000a 2. Navigate to the Lead tab and click to open Leads 3. Select the All Leads view from the drop-down box 4. Select New Page 2 of 9
5. Select the Lead Options. If the opportunity pertains to an Avaya Funded or Co-Funded Lead Generation Activity, select the radial button for Yes. If the opportunity was not the result of Avaya Funded or Co-Funded Lead Generation Activity and the opportunity was uncovered without Avaya involvement, select the radial button for No. Note: For an Avaya Funded or Co-Funded lead, you will skip step 6, 7, 8, 9. 6. Type in the Company Name, City and Country for the new opportunity and click Search. Note: You must perform this step every time to check for an existing Account. Page 3 of 9
7. If the Account for your new opportunity comes up, use the radial button to select the correct Account and click Select Account. 8. If the Account for your new opportunity does not come up in the search, click Create New 9. If you selected the Account in Step 6, the Partner information will pre-populate on the Opportunity Registration Form. If you did not find the Account in Step 6 and Created a New Account in Step 7, then you will need to enter the new Account information on the form. For the next step, we will assume you used an existing Account. 10. Fill out the Opportunity Registration Form that opens. Lines with a red bar are mandatory fields. Page 4 of 9
a. Note: In the U.S., City, State and Zip Code are mandatory although not marked with a red bar. This will cause an error message on the next screen if this information is left out when the new opportunity is saved. b. Note: Use the magnifying glass symbol where available to look up possible options for that field. For example, Country must be entered the same way in the form as it exists in the tool. You can use the look-up tool to find United States. c. Note: Partners should enter Revenue at Avaya Price List. The tool will convert the revenue to Net Revenue automatically on the opportunity. 11. Click Save at the top or bottom of the form when you done completing the form. Note: If you are completing an opportunity form for an Avaya Generated or Co-Funded Lead, once you click save, you will see a new screen and then click Ready to Convert, which will submit the lead for review for Approved/Registered status. For this type of the lead, you are done. 12. Scroll to the bottom of the page and click New Partner Opportunity Detail. Page 5 of 9
13. Enter the Name of the document in Partner Opportunity Detail Name. Any name is acceptable, although you may choose to use Proof of Engagement. Click Save. 14. Click Attach File. Page 6 of 9
15. Select the Proof of Engagement you wish to attach. Options are: E-mail/Meeting Notes from end-user meeting OR High-Level Design OR End-User Proposal OR Project Plan. You can download a suggested Project Plan Template from the Content tab in PRM Partner View. Click Attach File, wait for the document to attach and then click Done. 16. Return to the Opportunity page (by clicking back several times, or by returning to the Leads tab and clicking on the opportunity you created). You should now see the Proof of Engagement attached to the opportunity. If you do not, please repeat the steps to attach an opportunity prior to submission. Page 7 of 9
17. You now have the option to Edit the existing form before submitting it or Add a Site Location for Multi-Site Opportunities. 18. Once everything is correct on the form, your proof of engagement is attached and you have entered each desired site location, click Submit for Approval. A Pop-Up box appears on the screen Click OK. 19. Congratulations, you have just created a New Opportunity in PRM Partner View. a. A notification will be sent to the Approvers Queue to let them know a New Opportunity has been created and is ready for Approval. Page 8 of 9
b. A notification will be sent you for your records, with a copy to your Channel Account Manager. c. Once the opportunity has been approved, you will receive a notification on whether you have achieved Preferred Partner or Registered Partner status for this opportunity. Note: If your opportunity is rejected due to missing or incomplete information, you will need to re-enter the opportunity as if it were a New Opportunity, starting from Step 1. d. The opportunity will have an automatic expiration date 180 days from the entry date, extendable by 180 days by approval. You will receive notifications when your opportunity is close to expiration so that you can take the correct action at that time. 20. If you need to Edit or Update your Opportunity in the future as it moves through the sales cycle, return to PRM Partner View and click on the Opportunities tab from the Home page to see all of your opportunities. Additional Resources Opportunity Registration webpage on Partner Portal: http://portal.avaya.com/ptlweb/ : Partners: Avaya Connect: Sales and Marketing Benefits: Opportunity Registration. o Opportunity Registration Policy Guide o US/Canada Deal Registration Incentive Guide o FAQ o Ask the Expert Session Replay for Partners and Avaya Associates PRM Partner View Content tab o Opportunity Registration Policy Guide o US/Canada Deal Registration Incentive Guide o FAQ o Job Aids: How to Create an Opportunity Job Aid, PRM Admin Job Aids, How to Close an Opportunity Job Aid Avaya University Training: (https://avaya-learning.com/) o ASU00023WEN: Opportunity Registration for Avaya Associates o ASU00024WEN: Opportunity Registration for Partners o ASU00027WEN Salesforce.com Awareness Training for October 2009 Release o ASU00032WEN PRM Partner View Partner Lead and Opportunity Management o ASU00033WEN Salesforce.com Partner Lead and Opportunity Management o ASU00026OEN PRM Partner View Getting Started o ASU00031WEN PRM Partner View Awareness Training for October 2009 Release Reach out to your CAM for additional support Technical Support Create a case in PRM Partner View using the cases tab and submit specific questions E-mail prmadmin@avaya.com for technical support Contact Information For more information or questions on Opportunity Registration, please e-mail OppReg@Avaya.com. Page 9 of 9