Siebel Partner Relationship Management Administration Guide > Managing Sales > Scenarios for Partner-Led Sales >

Partners Create and Work on Opportunities

In this scenario, opportunities are created by the partner company and logged by the partner company for tracking purposes. Using the Siebel Partner Portal, sales agents at the partner company can enter opportunities they develop, share these opportunities with other agents at the partner company, and track the opportunities as they work on them. Using the Siebel Partner Manager, the channel manager at your company can also track the progress of the opportunities at partner companies.

This scenario consists of the following steps:

Step 1: Partners enter opportunities

In this scenario, your partners develop new opportunities and enter them into the Siebel system using the Siebel Partner Portal. When a partner enters an opportunity, the partner is automatically added to the Sales Team field as primary and the partner organization is automatically added to the Organization field.

To enter a new opportunity through the Siebel Partner Portal

  1. In the Siebel Partner Portal, the partner navigates to the Opportunities screen.
  2. In the Opportunities list, the partner clicks the menu button, then clicks New Record to add a new record to that list.
  3. The partner enters information about the opportunity in the new record.
Step 2: Partners share opportunities

Optionally, if the partner sales agent who entered the opportunity thinks that other sales agents at the partner company can help work the opportunity, then the agent can share the opportunity with the other agents by adding them to the Sales Team field. By default, the partner sales agent who added the record is the primary on the sales team.

The partner sales agents on the sales team will see the opportunity whenever they display the My Opportunities view, and they will be able to modify the opportunity record as they work on the opportunity.

For more information about end user's work with opportunities, see Siebel Sales User Guide.

To share an opportunity with other partner sales agents

  1. In the Siebel Partner Portal, the partner navigates to the Opportunities screen.
  2. In the Opportunities list, the partner selects the opportunity to be shared.
  3. In the More Info view tab, the partner clicks the select button of the Sales Team field.

    4. The Sales Team Members dialog box appears.

  4. In the Sales Team Members dialog box, the partner uses the query function to find other partner employees to be added to the sales team, clicks the check box next to an employee's name to select that employee, and clicks OK to add all selected employees to the sales team.
  5. In the Sales Team Members dialog box, the partner reviews the list to make sure that the individuals who should be on the sales team are listed. Then, the partner clicks OK.
Step 3: Partner company managers track opportunities

Just as sales managers at your own company use Siebel Sales to track their direct reports' progress on opportunities, managers at the partner company can use the Siebel Partner Portal to display the opportunities their direct reports have entered and track their progress on them.

To display your report's opportunities

  1. In the Siebel Partner Portal, the partner navigates to the Opportunities screen.
  2. From the Show drop-down list, the partner chooses My Team's Opportunities.

    3. Opportunities that have the manager on the sales team or one of the manager's reports as the primary on the sales team appear.

Step 4: The brand owner channel manager tracks opportunities

Although your company does not develop or work opportunities in this scenario, your channel managers can display the opportunities for the partner companies that they manage, in order to track each partner company's progress in selling your products.

In this scenario, the channel manager does not see detail information about the opportunity. To see detail information, the channel manager must be on the sales team for the opportunity. To make detail information visible, you can set up Siebel Assignment Manager to automatically add the channel manager to the sales team when a partner creates an opportunity, as described in the next scenario.

To view the opportunities of a partner company

  1. In the Siebel Partner Manager, navigate to the Partner Operations screen.
  2. In the Partners list, select the partner company whose opportunities you want to view.
  3. Click the Opportunities view tab.

    4. The partner's opportunities appear.


 Siebel Partner Relationship Management Administration Guide 
 Published: 18 April 2003