Siebel Partner Relationship Management Administration Guide > Managing Sales with Siebel PRM > Examples for Partner-Led Sales >

Example of Brand Owner Creating Opportunities and Assigning Them to Partners

This topic gives one example of how partners work with opportunities. You might use this feature differently, depending on your business model

In this example, opportunities are created by the brand owner company and assigned to specific partners.

This example applies to you if you generate opportunities through your marketing campaigns and you can clearly determine which partner follows up on each opportunity, for example, because each partner specializes in a different geographical territory or in a different product line.

This example consists of the following tasks:

• Entering Opportunities (Brand Owner)
• Assigning Opportunities to Partners (Brand Owner)
• Working on the Opportunity (Partner)
• Tracking the Opportunity (Brand Owner)

Entering Opportunities (Brand Owner)

You can gather opportunities in a number of different ways, for example, at trade shows, through marketing campaigns, or through your Web site. The first step in working with an opportunity is to enter it into your Siebel Business Application. When you enter an opportunity, you are automatically added to the sales team as the primary.

If opportunities have already been entered in another application, you can import them into your Siebel Business Application using Siebel Enterprise Integration Manager (EIM) or Siebel Business Application Integration (EAI). For example, you might get opportunities through a Web site that stores them in another format, and then import them into the Siebel PRM Manager. For more information about EIM, see Siebel Enterprise Integration Manager Administration Guide. For more information about EAI, see Overview: Siebel Enterprise Application Integration. For more information about working with opportunities, see the chapter on opportunities in Siebel Applications Administration Guide.

To enter a new opportunity

1. Navigate to the Opportunities screen, then the List view.
2. In the Opportunities list, click New to add a new record to that list.
3. Enter information about the opportunity in the new record.

Assigning Opportunities to Partners (Brand Owner)

Next, assign the opportunities to the appropriate partner. You can do this manually, but it is generally better to use Siebel Assignment Manager to assign the opportunity by creating rules based on partners' skills, expertise in a specific product, language ability, territory, workload and availability, or other criteria.

For example, you might assign all opportunities in Illinois for one of your product lines to a partner who is located there and has expertise in that product line.

You can assign opportunities to partners in two ways:

• Assign opportunities to the partner company. To assign an opportunity to a partner company, enter that company's organization in the Organization field of the Opportunity record. The opportunity is visible in the All Opportunities view for that organization, but it is not visible in the My Opportunities view for any employee of the organization. The partner company must designate a person who has visibility to the All Opportunities view to find these new opportunities and assign them to the appropriate employee.
• Assign opportunities to partner employees. To assign an opportunity to a partner employee, you enter the employee's name in the Sales Team field of the Opportunity record. The opportunity is visible in the My Opportunities view for that employee.

You can either assign the opportunities manually, or you can set up Assignment Manager to assign them automatically. Assignment Manager can add partner organizations to the opportunity's Organization field or add partner employees to the opportunity's Sales Team field. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide.

Working on the Opportunity (Partner)

After the opportunity has been assigned, partner employees work on it using the Siebel PRM Portal:

• If the opportunity was assigned to a partner employee, that employee is on the sales team and can see the opportunity in the My Opportunities view.
• If the opportunity was assigned to a partner organization, it appears in the All Opportunities view, but it does not appear in the My Opportunities view of any employees until partner employees are added to the sales team.

As partner employees work on an opportunity, they update information about that opportunity. For example, they might update activities related to the opportunity, create proposals and presentations for the opportunity, create quotes for the opportunity, and update contacts for that opportunity.

As partner sales agents learn more about the opportunity and get a clearer sense of the deal size, they can update the revenue items associated with the opportunity. The expected revenue, sales stage, and probability fields of the revenue record give you crucial information about the opportunity. For more information about opportunities and revenue, see Siebel Applications Administration Guide.

To add a revenue item to an opportunity using the Opportunities screen of the Siebel PRM Portal

1. In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
2. In the Opportunities list, the partner drills down on the name of the opportunity to which revenue line items are added.
3. The partner clicks the Revenues view tab.
4. In the Revenues list, the partner clicks the menu button, and then clicks New Record.

   A new record is added to the revenues list.

5. In the new record, the partner enters information about product, quantity, price, type, and probability.

   The revenue field is calculated automatically based on values in the price and quantity fields.

6. In the Revenues list, the partner clicks the menu button, and then clicks Update Opportunity.

   The Revenue and Expected Revenue fields of the opportunity are updated.

Use the following procedure to add a revenue item to an opportunity using customer quotes in the Siebel PRM Portal.

To add a revenue item to an opportunity using customer quotes in the Siebel PRM Portal

1. In the Siebel PRM Portal, the partner navigates to the Opportunities screen, then the My Opportunities view.
2. The partner drills down on the name of the Opportunity record upon which the quote is based.
3. The partner clicks the Quotes tab, and in the Quotes list, the partner clicks the menu button, and then clicks New Record.
4. The partner enters information about the new quote including the name of the quote, the price list that used for the quote, order terms, shipping terms, billing details, and shipping details. The prices from the price list that is selected are entered automatically for the items that are selected.

   The partner can see the new quote in the Quotes list.

5. The partner drills down on the quote record that was just created.
6. In the Line Items list, the partner clicks the menu button, and then clicks New Record.
7. In the new Line Item record, the partner enters the product, quantity, and other information.
8. The partner continues to add new line items, until the line items for the quote are added.
9. In the Quotes list, the partner clicks Update Opportunity.

   The opportunity is updated with information from the line items of the quote. The revenues associated with the quote and the opportunity reflect prices from the selected price list.

Tracking the Opportunity (Brand Owner)

You can track a partner's progress on opportunities by displaying the opportunities, looking at the activities attached to them, and looking at the status field of each opportunity to see if the sale has been closed.

Because you created the lead in this example, you are automatically the primary on the sales team. You can drill down on the opportunity record to view detail information about the lead. If you were not on the opportunity sales team, you could view this record in the Partner Operations screen, but you could not drill down into the opportunity record and view details.

NOTE:  The Partner Operations screen displays opportunities if the partner company is listed in the Organization field.

To track a partner company's opportunities

1. Navigate to the Partner Operations screen.
2. In the Partners list, drill down on the name of the partner company whose opportunities you want to see.
3. Click the Opportunities view tab.

   The partner's opportunities appear.

4. Drill down on the name of an opportunity.

   The Opportunity form appears.

5. Click the view tabs to display information associated with that opportunity, such as revenues and activities.