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Siebel Partner Relationship Management Administration Guide > Managing Sales > Scenarios for Partner-Led Sales > Brand Owner Creates Opportunities and Assigns Them to PartnersIn this scenario, opportunities are created by the brand owner company and assigned to specific partners. This scenario applies to you if you generate opportunities through your marketing campaigns and you can clearly determine which partner should follow up on each opportunity, for example, because each partner specializes in a different geographical territory or in a different product line. This scenario consists of the following steps:
Step 1: The brand owner enters opportunities.You may gather opportunities in a number of different ways, for example, at trade shows, through eMarketing 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, 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 application using Siebel Enterprise Integration Manager (EIM) or Siebel eBusiness Application Integration (EAI). For example, you may get opportunities through a Web site that stores them in another format, and then import them into the Siebel Partner Manager. For more information about EIM, see Siebel Enterprise Integration Manager Administration Guide. For more information about EAI, see Overview: Siebel eBusiness Application Integration Volume I. For more information about working with opportunities, see the section on opportunities in Siebel Sales User Guide and Applications Administration Guide.
Step 2: The brand owner assigns opportunities to partnersNext, 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:
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. Step 3: Partners view and work on the opportunityAfter the opportunity has been assigned, partner employees work on it using the Siebel Partner Portal:
As partner employees work on an opportunity, they update information about that opportunity. For example, they may 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 will give you crucial information about the opportunity. For more information about opportunities and revenue, see Siebel Sales User Guide and Applications Administration Guide. To add a revenue item to an opportunity using the Opportunities screen of the Siebel Partner Portal
To add a revenue item to an opportunity using customer quotes in the Siebel Partner Portal
Step 4: The brand owner tracks the opportunityYou 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 scenario, 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
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Siebel Partner Relationship Management Administration Guide |