Siebel Sales User Guide > Enterprise Selling Process >

Adding ESP Business and Service Unit Offerings

The Offerings view helps sales professionals to identify opportunities to sell their offerings (products and services) into key business or service units in the account. The sales professional can use this view to maintain a balance of current and future revenue in the account. It also helps to identify opportunities for greater account penetration.

To add offerings

  1. Navigate to the Accounts screen, and in the Accounts list, select the account.
  2. Click the Enterprise Selling Process view tab.
  3. In the ESP view, select BU/SU Overview from the Show drop-down menu.

    4. Business and Service units appear in a list.

  4. In the Business/Service Unit field, drill down on the hyperlink of the unit to which you want to add offerings.

    5. NOTE:  The name of the unit you drilled down on appears in the Account form at the top of the screen. The account type for this unit should be ESP BSU. The Show drop-down list automatically shows the Offerings view. To add offerings, the Account Type must be ESP BSU.

  5. In the Offerings list, add a record and complete the fields.

    6. The following table describes the fields in the Offerings record.

    Field
    Comments
    Potential Oppty Name
    A Potential Opportunity has long-term revenue implications and ties to the customer's business initiative. The opportunity may or may not occur and may be classified as unqualified. Click the select button in this field to add existing opportunities, or to create new opportunities.
    Potential Oppty Revenue
    The revenue classified as Potential that is associated with the opportunity.
    Current Oppty Name
    A Current Opportunity is in the sales cycle and has a significant associated revenue or market value. The opportunity can be the result of a new or installed business. Click the select button in this field to add existing opportunities, or to create new opportunities.
    Current Oppty Revenue
    The revenue classified as Current that is associated with the opportunity.
    Install Base Name
    An Installed Base opportunity can be categorized in one or more of the following groups.
    • Servicing and maintaining
    • Upgrades, add-ons
    • Contract extensions
    • Non-competitive
    Click the select button in this field to add existing opportunities or to create new opportunities.
    Install Base Revenue
    The revenue classified as Install Base that is associated with the opportunity.
    Value to Customer
    Choose a numeric value to indicate your assessment of how critical the initiative is to the enterprise's overall strategy.
    Value to Us
    Choose a numeric value after evaluating the following factors.
    • Short-term revenue potential
    • Future revenue potential
    • Profitability
    • Degree of risk
    • Strategic value

    NOTE:  You can enter the revenue associated with potential opportunities without creating a new opportunity in the database.

When you have finished identifying opportunities in the unit for your offerings, navigate back to the BU/SU Overview view, select a new unit, and repeat Step 4 and Step 5.


 Siebel Sales User Guide 
 Published: 18 April 2003