ssmp v1需求设计开发3h3c brdbidding and

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H3CBiddingandPresalesContractBusinessSolutionServicesFSBRDBusinessRequirementsVer.Ver.1H3CBRD–BiddingandPresalesSupport–ContractBusiness–SolutionServicesBusinessBusiness维持和更新投标/TSSContract业务需求总览（BusinessRequirementContractBusiness中的解决方案（SolutionServices）的商机（Opportunities）InstalledBasePipeline/Opportunities的了解客户（Understandthe标示商机（Identifythe确认商机（Qualifythe开发解决方案（DevelopandPropose谈判进单（Negotiateand实施保证（Implementand扩充扩展（Expandand在这里的理解，所谓商机管理，就是贯穿始终的一套流程方法，从市场上/InstalledBase中，发现商机，形成Pipeline（不带OrderSize估算），进而形成Forecast列表（包括、deal信息、解决方案信息、各产品线组成、OrderSize的估算、RevenueSize的估算等）。所谓Pipeline，在这里的语境中，表示粗略的、 太多投入的、具有潜在商机的有关。通常的业务，相对于最终目标，维持3倍数量的Pipeline是一个安全的阈值；各个销售团队的下列数据（目前分为北区1、北区2、东区、南区、SMB、PWCP共六 Subject Subject 123CurrentQ45=Budget–CurrentQ6%=CurrentQCommit/7Changed89CurrentChangedChangedCurrentQChangedMABudget+HPEBudget+TSCurrentQMACommit+HPECommit+TS=Budget–CurrentQ%=CurrentQCommit/Changed商机列表-DealProfile–AccountBriefandForecast Head Q1,Q2,Q3,OrderEntryJan–1–CommittedorYesorRisk,Risktonextmonth,Upside,Won,ContractStartContractEndEndUserL15EndUser(ShiptoSalesRep.SalesRep.Backup ephoneSalesTeamBelongSalesConversionAmountRenewAmountSolutionAmountNewServicesinContractTotalAmount=17+18+ConversionAmountRenewAmountContractEquipmentAmount=21+ProactiveServiceChargeAmountProactiveServiceAmountProactiveServiceTotalAmount=24+Multi-venderServicesNetworkSupportServicesIndustryStandardServerServicesEducationTechnicalServicesGrandTotal=20+30+OpportunityCityAboutCustomerBusinessOverviewandITValueProvidedtoBusinessPrimaryDecisionITTechnicistAboutUnisUnisTSSupportTSSupportSales-DistrictASMDM-EGAccountSolutionIBRegionalContractAdmin-DalianGBSAboutServiceTotalContractServiceExpiredStartEndAbout3rdParty3rdPartyAboutNewServicesinContractLastYearForecastValue($k)forTotalPLBringbyWhichMissionCriticalandTechnical enter000BusinessLastCurrentConerDiscountOffForecastRenewalRateHPTechnologySoftware00BusinessCriticalServer00IndustryStandardServer00Storage003PAR00InsallationandDeployment00MissionCriticalandTechnical00Denter00Moonshot00Network00Multivendor00Recement0000000000000000Education0Other0Grand0000000000000各个销售团队的下列数据Contract、Education、TechnicalServices、PWCP、TotalwithoutPWCP、TotalincludePWCP共六个模块； Subject Subject 1235=Budget–CurrentQ6%=CurrentQCommit/7Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed人商务文档（标书/合同销LegalO-销CreditO-(销FollowEUVApproval报&1STlineBuMgr.+FinanceSOARDeliveryApprovalMatrix;Delivery&BU相关的非标1STlineBuMgr+DeliveryApprovalMatrix;3rdPartySOAR&BidFollowSOARApprovalLowMargin&Finance相关非标条BU2ndLineMgr.+FinanceMgr.andcontroller；Approval保证金流程/PerformanceFollow保证金/保函Approval(CustomerContractReviewECOFinal标书&CO针对付款/帐期条款申请CreditReview负责项目的报价/成本/EGM的核定ProposalSOARBidAssurance（SOW、Risk）负责项目里面第成本的审核SolutionOpportunityApproval&Review是整合意见，对项目情况全面沟通规划及审核的流程Bidding重要的申请SOARSolutionOpportunityApprovalReviewWhat’sAstructuredapprovalprocesstoauthorizecommitmentofHPresourcesforcustomservicesAppliestoallcustomservicesApprovalprocessinvolvesdifferentmanagementlevelsandbusinessesbasedonscopeandcomplexityofdeal.SOARToestablishaconsistentandprocessfortheapprovalofHPcustomerbusinessopportunitiesandprograms(includingpricing)inordertoeffectivelymanagerisk,achieveprofitabilitygoals,andtoequipthebusinessdecisionmakerswithinformationtoefficientlymakeeffectivebusinessdecisions.TypeofSOAROpportunityAssessment(OA)ApprovalrequiredpriortoproceedingtotheDevelopment&BidBidApproval(BA)requiredpriortoproceedingtotheNegotiateandCloseTerms&Conditions(Ts&Cs)ApprovalmayberequiredtoproceedtotheDeliveryScopeChange(SC)ApprovalisrequiredduringtheDeliverystagetoproceedwitharevisedCustomerDrivenSalesMethodology(CDSM)RaodmapandOpportunityValidateInitiateQualifyBidDevelop&ParticipateinapprovalT&CNegotiate&ScopeChangeWon&Won&RiskRatingMinorimpacttocustomersatisfactionand/orachievingprojectNoticeableimpacttocustomersatisfactionand/orachievingprojectgoalswithintheexistingprojectnandSignificantimpacttocustomersatisfaction.Resolutionmayrequireresourcesinadditiontothoseintheexistingprojectn.ChangeordersmayberequiredforVeryUnlikelytoachievesuccessfulcompletion.Customersatisfactionwillbedamagedwithlikelyimpactonotherbusinesswiththecustomer.FunctionalOpinionRiskVeryOverallRisk1orVery02or01Atleast002or000orLoworSOARRequirements–FinancialCheck1Primeorsub2FirmorROMFirmpricing:FullSOARROM(RoughOrderofMagnitude):noSOARapprovalbybusinessmanagersafterfullreview3Creditrating&paymentMustbereviewedandapprovedbyStandardpaymentterm:30days4PaymentIndependentandclearpaymenttonemust5TermsandNonstandardT&Cmightimpactrevenuerecognition.OpinionsfromLegalteamandRevRecteammustbeNonstandardT&CUnlimitedIndirect/ConsequentialIndemnity(claimson3rdpartyTermination(noticeperiodandStep-inMFC(MostFavoredPerformanceBond/Bank6TotalandYearlyTCV,EGM,GMandOPTCV,GMorEGMdictateslevelofapproval7CashPricingtool(E3T)mustbefurnishedwithpaymenttones(inflowandoutflow)Paybackperiod:whencashflowturnsBackloadedinvoicing(67%ofpaymentinthelastthirdofproject)mayimpliesrevrecimpact8MasterServiceAgreementHighlyriskyifadealisclosedbeforeMSAissignedifAnyT&Ccontradictsone93rdParty%ofHPand3rdpartycostratio(dealwithmorethan75%of3rdpartycostshouldberatedhighriskwithexceptiontoCFSdeal)3rdpartymustbereviewedandratedbyprocurementteam(opinionformmustbesubmitted)ForFirmpricing,quotationandteamingagreementmustbeobtained/Backtobacktermwith3rdpartyCOLDAppliedtomulti-yearcontractonly.WarrantymustbeincludedinprojectdurationCumulativeCOLA%applied.Marginerosionimpactonmulti-yeardealMEA(MultipleElementRevenueforeachelementisbasedonfairvalueratherthancontractpriceEachelementshouldbeaccountedseparaybyrelevantguidelinesHPFS(directorembeddedEmbeddedleasingmustbereviewedandapprovedbyRevRecteamLeasingforSupport/Services–eligibleservicesrefertoRiskLow3%-5%/Medium5%-7%/High7%-10%oraboveoftotaldirectcostRisklogmustbeRevRecDispositionisrequiredforalldealswithnon-standardTs&Cs,and/orincludecomplexitieslikeLeasing,MEA,报价流程（Quotation1AccountName2-345-6Province省（区7City-8TSIB9TSIBSalesFSIBPWSpre-Code-HPLabor123456789ProactiveISSISSISSISSISSISSVirtualizationISSISSProactiveMVSProactive00000000TSPricingSolutionLabor数、3rdPartyLabor&SubcontractorPlsPlsfillblueTSPricingQuickSimulationProposedQuotePriceexcludeForSimulationProposedEGM%excludeQuoteForTotalEngineer