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Siebel Partner Relationship Management Administration Guide > Managing Sales > Scenarios for Collaborative Selling > Brand Owner Creates Opportunities and Brand Owner and Partner Work Together on ThemIn this scenario, opportunities are created by the brand owner company and assigned to specific partner sales agents who will work collaboratively on the opportunity with your sales agents. This scenario is appropriate for you if you generate opportunities and you use partners' help in following up on opportunities. For example, you may generate opportunities through a national marketing campaign, and when you follow up on these opportunities, you may need help from partners who specialize in training or in systems integration. This scenario consists of the following steps:
Step 1: The brand owner enters the opportunitiesYou may 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 application. When you enter an opportunity through the Siebel PRM Manager, you are automatically added as the primary on the sales team. For more information about opportunities, see the section on opportunities in Applications Administration Guide.
Step 2: The brand owner assigns opportunities to brand owner sales agentsAfter you enter the opportunity, it must be assigned to the appropriate sales agent at your company. To assign an opportunity to a sales agent, you enter the employee's name in the Sales Team field of the Opportunity record. The opportunity is then visible in the My Opportunities view for that employee. You can assign the opportunity manually, but it is best to use Siebel Assignment Manager to assign the opportunity by creating rules based on geography, partners' skills, expertise in a specific product, language ability, territory, workload and availability, or other criteria. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide. Step 3: The brand owner assigns opportunities to partnersNext, opportunities are assigned to the appropriate partner. You can do this manually or 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. You can assign opportunities to partners in two ways:
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. It is usually difficult for you to keep track of the special skills of individual employees in partner companies, so it is more common to assign the opportunity to the partner company and have someone there assign it to the appropriate employee. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide. Step 4: The brand owner and partners work together on opportunitiesIt is easier for you and the partner to work together on the lead, because both are on the sales team. Whenever you display the My Opportunities view in the Siebel PRM Manager or the partner displays the My Opportunities view in the Siebel PRM Portal, the shared opportunity is included in the list. You can select the Opportunity record and do the following:
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Siebel Partner Relationship Management Administration Guide |