Siebel Applications Administration 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 > Accounts List view.
2. Drill down on an account record.
3. Click the Enterprise Selling Process view tab.
4. In the lower link bar, click BU/SU Overview.
5. In the Business/Service Unit field, drill down on the hyperlink of the unit to which you want to add offerings.

   The name of the unit you drilled down on appears in the Account form at the top of the screen. The Offerings view is displayed. To add offerings, the Account Type must be ESP BSU. When the Account Type is set to ESP BSU, the New button is inactive in the BU/SU Overview view and in the Objectives view. This behavior is controlled by the business component user property Parent Read Only Field.

6. In the Offerings list, create a new record, and complete the necessary fields.

   Some fields are described in the following table.

   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.

7. 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 5 and Step 6.