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Creating an Organization Analysis

You can automatically create organization charts to help you analyze your key contacts and develop your relationship strategy to win the opportunity.

Siebel Sales automatically generates organization charts based on contacts associated with each opportunity. When you update contact information, your changes are reflected in the organization chart.

To add existing contacts to the organization analysis

  1. Navigate to the Opportunities screen.
  2. In the Opportunities list, select the opportunity for the Organization Analysis.
  3. Click the Organization Analysis view tab.
  4. In either the default Organization Analysis chart view or in the Contacts list (toggle view), click New.

    5. The Add Contacts dialog box appears.

  5. Select one or more contacts to add, and then click OK.

    6. NOTE:  You can select sequential contacts by holding down the SHIFT key while selecting the contact records.

To create new contacts for the organization analysis

  1. Navigate to the Opportunities screen.
  2. In the Opportunities list, select the opportunity for the Organization Analysis.
  3. Click the Organization Analysis view tab.
  4. In either the default Organization Analysis chart view or in the Contacts list (toggle view), click New.
  5. In the Add Contacts dialog box, click New.
  6. In the new contact record enter the contact information in the fields, and then click Save.

    7. NOTE:  If you create a new contact directly from the Organization Analysis chart view, then an explicit Save is required to update the chart.

    The Level of Influence value determines the degree of shading that appears in the Contact node in the Organization Analysis chart. The following table details values and shading.

Value in Level of Influence Fields
Shading on Organization Chart
Low
None
Political Structure (Medium)
Light gray
Inner Circle (High)
Dark gray

You can update contact information from either the Opportunities screen or from the Contacts screen.

Using Drag and Drop to Depict Organization Hierarchy

From the Organization Analysis chart view you can drag and drop contacts to indicate professional relationships within the organization.

To create the hierarchy

  1. Navigate to the Opportunities screen.
  2. In the Opportunities list, select the opportunity for the Organization Analysis.
  3. Click the Organization Analysis view tab.
  4. Add or create contacts, as described in To add existing contacts to the organization analysis and To create new contacts for the organization analysis.

    5. In the Organization Analysis chart area the nodes (boxes) appear for each of the contacts you have analyzed and associated with the opportunity.

  5. Select the contact node and drag it beneath the contact node that depicts the contact's manager.

    6. When you drop the contact node on its manager's node, a formal line between the nodes appears, reflecting the reporting relationship.

  6. Repeat Step 5 for each contact until you have completed the organization chart.

    7. NOTE:  The reporting relationships are also stored in the Contacts list (toggle view). The Manager's Last Name and Manager's First name fields of the contact automatically populate based on the drag and drop actions. To expose this information in the contacts list, click the menu button, and then choose Columns Displayed.

Drawing Lines of Influence

You can also map the politics in the customer organization by identifying informal lines of influence between contacts. Mapping informal lines of influence helps you identify contacts who are not highly ranked (and are easier to access) but who have significant influence on key decision makers. Lines of Influence information is automatically updated in the Contacts screen's Relationships view. You can add Lines of Influence information in the Relationships view if you prefer.

To draw lines of influence

  1. In the Organization Analysis chart area, select the contact node, and simultaneously hold down the CTRL key.
  2. Drag and drop the selected contact on other contacts to draw the lines of influence.

    3. The CTRL key must be depressed throughout this process in order for the informal line of influence to appear.

To delete lines of influence

Viewing and Printing the Organization Analysis

After you associate contacts with an opportunity and enter values for the manager, reports, associates and the influence level for each, you can view an organization chart of all your contacts.

To view the Organization Analysis chart

  1. Navigate to the Opportunities screen.
  2. In the Opportunities list select the opportunity.
  3. Click the Organization Analysis view tab.

    4. The Organization Analysis list of contacts appears.

  4. From the drop-down list, choose Organization Analysis.

    5. An organization chart appears with the contact information you entered.

    Each contact appears in a hierarchy based on the influence level or managerial structure assigned to the contact.

NOTE:  Double-click the contact node to navigate to the Contacts screen's Activities view to add follow-up activities for the contact.

To print an Organization Analysis chart

  1. Navigate to the Opportunities screen.
  2. In the Opportunities list, select the opportunity for which you want to view the Organization Analysis.
  3. Click the Organization Analysis view tab.

    4. The Organization Analysis list of contacts appears.

  4. From the drop-down list, choose Organization Analysis.
  5. Right click the mouse in the Organization Analysis chart workspace, and choose Print from the menu.

    6. You can adjust the zoom level at which you want to print the Organization Chart. Large charts print across multiple pages.


 Siebel Sales User Guide 
 Published: 18 April 2003