Siebel Deal Management Administration Guide > Pricing for Deal Negotiation >

Accessing Workbench to Assess a Quote

Siebel Deal Management flags each line item in a proposed deal indicating whether the proposed price is within the established pricing guidelines. Under the GL (guideline) column, Siebel Deal Management places one of the following flags in each deal item:

  • Red square. The proposed price is at or below the minimum, constraining guideline.
  • Yellow square. The proposed price is at or below the recommended guideline.
  • Green square. The proposed price is above all constraining and recommended guidelines.

Siebel Deal Management also indicates the word for the color in the Guideline Status field. For more information about constraining and recommended guidelines, see Creating Guideline Plans.

When Siebel Deal Management flags a proposed deal line item as below the guideline price, the deal originator must adjust the pricing or request assistance from the price approver for a price exception or guidance about a better price.

Then the price approver can go directly from viewing an exception line item on the Quotes screen in Siebel Deal Management to Workbench to evaluate how good or bad the deal is relative to the pricing segment.

Workbench provides real-time sales analytics to help pricing approvers examine a line item on a deal so that they can quickly and effectively assess the deal and the impact to profitability. An organization can also have sales representatives use Workbench to perform market analysis and determine effective pricing before deals are routed to a price approver. For more information about Workbench, see Siebel Deal Management Workbench User Guide.

To access Workbench to assess a quote

  1. Navigate to the Quotes screen > List view.
  2. Drill down on the link for the name of a quote.

    Information in the quote header appears.

  3. Click the Line Items view tab to view information in the line item fields for the quote.
  4. Select the line item that you want to analyze in Workbench, and click Workbench.

    Workbench is launched in a separate browser. Workbench can display graphical waterfall, variability analysis, trends analysis, and customer purchase history.

    By default, Workbench analytics include only deals in which the item is sold in the same product configuration as the current deal. If the current line item is sold in additional configurations, you can optionally include those deals in Workbench analytics. Including those deals creates a larger sample that might provide data helpful in pricing the current deal.

  5. Close the Workbench browser when you are finished using Workbench.

Siebel Deal Management Administration Guide Copyright © 2008, Oracle. All rights reserved.