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

Partners Create and Work on Opportunities

In this example, opportunities are created by the partner company and logged by the partner company for tracking purposes. Using the Siebel PRM Portal, sales agents at the partner company can enter opportunities they develop, share these opportunities with other agents at the partner company, and track the opportunities as they work on them. Using the Siebel PRM Manager, the channel manager at your company can also track the opportunities' progress at partner companies.

This example consists of the following tasks:

• Entering Opportunities (Partner)
• Sharing Opportunities (Partner)
• Tracking Opportunities (Partner)
• Tracking Opportunities (Brand Owner)

Entering Opportunities (Partner)

In this example, your partners develop new opportunities and enter them into the Siebel system using the Siebel PRM Portal. When a partner enters an opportunity, the partner is automatically added to the Sales Team field as primary and the partner organization is automatically added to the Organization field.

To enter a new opportunity through the Siebel PRM Portal

1. In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
2. In the Opportunities list, the partner clicks the menu button, and then clicks New Record to add a new record to that list.
3. The partner enters information about the opportunity in the new record.

Sharing Opportunities (Partner)

Optionally, if the partner sales agent who entered the opportunity thinks that other sales agents at the partner company can help work the opportunity, then the agent can share the opportunity with the other agents by adding them to the Sales Team field. By default, the partner sales agent who added the record is the primary on the sales team.

The partner sales agents on the sales team will see the opportunity whenever they display the My Opportunities view, and they can modify the opportunity record as they work on the opportunity.

For more information about opportunities, see Siebel Applications Administration Guide.

To share an opportunity with other partner sales agents

1. In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
2. In the Opportunities list, the partner selects the opportunity to be shared.
3. In the form for the quote, the partner clicks the select button of the Sales Team field.

   The Sales Team Members dialog box appears.

4. In the Sales Team Members dialog box, the partner uses the query function to find other partner employees to be added to the sales team, clicks the check box next to an employee's name to select that employee, and clicks OK to add all selected employees to the sales team.
5. In the Sales Team Members dialog box, the partner reviews the list to make sure that the individuals who should be on the sales team are listed. Then, the partner clicks OK.

Tracking Opportunities (Partner)

Just as sales managers at your own company use Siebel Sales to track their direct reports' progress on opportunities, managers at the partner company can use the Siebel PRM Portal to display the opportunities their direct reports have entered and track their progress on them.

To display your report's opportunities

1. In the Siebel PRM Portal, the partner navigates to the Opportunities screen > My Team's Opportunities.

   Opportunities that have the manager on the sales team or one of the manager's reports as the primary on the sales team appear.

Tracking Opportunities (Brand Owner)

Although your company does not develop or work opportunities in this example, your channel managers can display the opportunities for the partner companies that they manage, in order to track each partner company's progress in selling your products.

In this example, the channel manager does not see detail information about the opportunity. To see detail information, the channel manager must be on the sales team for the opportunity. To make detail information visible, you can set up Siebel Assignment Manager to automatically add the channel manager to the sales team when a partner creates an opportunity, as described in the next example.

To view the opportunities of a partner company

1. In the Siebel PRM Manager, 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.