内容分析讲稿tip managing bp owned oys

1、SalesConnect Managing BP Owned OpptysNovember 20142TOPICSBest PracticesWhat are the key facts that must be understood and followed when passing an opportunity to a Business Partner?Updates to BP owned opptys made in SalesConnectFields shared between Global Partner Portal and SalesConnectBP Roadmappi

2、ng best practicesHow to find BP Owned Opptys by Brand and Product Segment2015 Enhancements3Best PracticesSelect Business Partners that are GPP enabled. By doing this, the Business Partner is notified by GPP that there is an opportunity assigned to them.If you select a Business Partner that is not GP

3、P enabled, then you will have to directly contact the Business Partner to inform them that you have passed an opportunity to them AND the opportunity must be updated by IBM in SalesConnect.Work closely with your Business Partner to update Sales Stage and Decision Date when an opportunity is Won.Clai

4、m and add to your forecast BP owned opportunities in your territory using View Roadmap Add My Forecast.Leave Line Item Owner as BP this is a field currently overridden. 2015 enhancement will no longer override this field. 4What are the key facts that must be understood and followed when Passing an o

5、pportunity to a Business Partner?When initially creating an opportunity, it MUST have an IBMer as the initial owner to get it to flow to CRM. The oppty has to flow to CRM because CRM handles the lead pass to GPP where the Partner can see the oppty.When selecting a Business Partner for lead pass, sel

6、ect GPP Enabled Partners if possible.Partners have (5) days to accept or reject” an opportunity in GPP. No action by the Partner in (5) days causes a withdrawn opportunity and ownership reverts back to the previous owner.In most cases, Partners make updates to opportunities in GPP and those updates

7、flow through CRM and into SalesConnect.In some cases, IBM makes updates to BP owned opportunities. There are cautions with this approach.Note: Currently IBM sellers in SSA do not handle Business Partner lead passing. They have a process in place with country Lead Management Teams to handle this (Lea

8、d Governance Process).5IBM Updates can be done in SalesConnect with caution on a BP Owned OppIf a Business Partner does not update their opportunity in GPP, an IBMer on the opportunity team can now make an update in SalesConnect.Heres how the flow works:IBM SalesConnect user on the opportunity sales

9、 team makes an update in SalesConnect.That update does NOT flow into CRM or GPP.EIW will pull its data from SalesConnect so the update made by the IBMer will appear in EIW.Caution:GPP (and CRM) data will not match what is in SalesConnect when this scenario happens.Any subsequent update made by the B

10、P in GPP will flow to CRM and onto SalesConnect and possibly overwrite the change made earlier by IBM in SalesConnect. That BP change would then flow on to EIW from SalesConnect.236Fields shared between Global Partner Portal and SalesConnectWhen an opportunity is passed and owned by a Business Partn

11、er in Global Partner Portal (GPP), changes made by the Business Partner in GPP are passed back to SalesConnect through CRM Siebel. In the reverse direction, once a SalesConnect opportunity is passed to and accepted by a Business Partner in GPP, the opportunity is NOT updated in GPP by any further ch

12、anges made in SalesConnect by opportunity team members. Those changes only display in SalesConnect and NOT in GPP.Shared fields in SalesConnect that would be overridden if a Business Partner updates an opportunity in GPP include:Description (opportunity)Sales stage (opportunity)Decision date (opport

13、unity)Line item owner (line item)*Bill/Close date (line item)Amount/Total contract value (line item)Level 10/20 product (line item)Probability (line item)Fields that are not overridden in SalesConnect by any changes made by a Business Partner in GPP include:Level 30 product (assuming the BP has not

14、changed the Level 20)Roadmap status (All brands)Annual contract value (SWG)Important Note: Opportunity code is a field only found in SalesConnect. When opportunity update transactions flow from GPP to SalesConnect, a default value of ISA-999-NoSolutionSold is assigned automatically to the opportunit

15、y in SalesConnect overriding any value already assigned to the opportunity.Managing Business Partner Owned Opportunities7Business Partner owned opportunities can and should be forecasted by Software Group Client Leaders, Brand Specialists, Solutions Reps and Business Partner Reps.As long as the Clie

16、nt is assigned to your Territory OR you are on the Opportunity Sales Team, you can claim / add BP opportunity line items to your seller forecast worksheet. If you do not agree with the BP, you can give a different opinion on Roadmap Status, Amount and Odds these fields in the seller worksheet will N

17、OT be overridden by GPP refreshes.Roadmapping Business Partner Owned Opps All Geographies8OPTION 1: BEST PRACTICEAdd Business Partner Reps (BPRs) to FMS/TOP with defined territories*. Allows BPRs to add themselves to Oppty Team using the “Add Me” button within the Oppty and claim the line item for f

18、orecasting*.* Work with your local Sales Coverage & Transformation (SC&T) team to understand next steps.OPTION 2:BPR can use inline SalesConnect reporting SWG STANDARD - BP Owned Opptys by Brand and Product Segment see chart 5 for more to view GPP created opptys by week, month or quarter.BPR can sen

19、d a list of oppty numbers to their local Lead Governance desk* with a request to be added to the SalesConnect oppty sales team.BPR can then use the View Roadmap button to claim the line item for forecasting. * Contact your local Channels team to obtain the email address for your Lead Governance desk

20、.*You do NOT have to be listed as the Line Item owner to add a BP owned oppty to your forecast you must either be 1) on the Client team OR 2) on the Oppty Sales Team*Business Partner Roadmapping All Geographies9SWG STANDARD - BP Owned Opptys by Brand and Product SegmentTo find the report go to Repor

21、ts (click the down arrow) View Seller / FLM Coaching Reports.Enter Title SWG STANDARD - BP Owned Opptys by Brand and Product Segment Search.Click the Star next to the report name to mark it as a Favorite for easy access in the future Click on the report name to open the report.Make sure any “My” box

22、es are unchecked, unless you have marked the report as a Favorite (see below).10SWG STANDARD - BP Owned Opptys by Brand and Product SegmentReport will open with several filter options you can choose including Country, Brand and Date create range.Results are displayed you can then click on the opport

23、unity number for easy drill through access or export to send to your Lead Governance desk.If you know the BP CEID, change filter to Is and enter the CEID.Enter your Country CodeSelect the Decision Date rangeSelect the Sales StagesIf you want to limit to BP opptys in a SWG brand, click Select and ent

24、er the brand you wish to view. If you want to view all SWG brands, change to Is Not EmptySame as above, but allows you to select L20 or Product Segment such as Smarter Infrastructure.If you know the BP you wish to view, change filter to Is and select your BP.Enter Date created range default is last

25、7 days.12345678112015 EnhancementsOpportunity Codes will flow directly between SalesConnect and GPP. When that happens, the Opportunity Code field in SalesConnect es additive meaning if a SalesConnect user adds a code in SalesConnect, a subsequent update from GPP will NOT wipe out the addition made

26、by the IBMer. Also in that same SalesConnect direct to GPP release, we will prevent the Line Item Owner (LIO) from changing when a BP update is made in GPP.With the deployment of SalesConnect to GPP Direct, Account data will now be sourced from SalesConnect. With the deployment of SalesConnect to GPP Direct, the Site ID will be the key to link Accounts between GPP and SalesConnect. The account name may be different in SalesConnect and GPP