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.

This task is a step in Process of Managing Enterprise Selling Process.

To add offerings

1. Navigate to the Accounts screen, then the Accounts List view.
2. Drill down on Name field of an account record.
3. Click the Enterprise Selling Process view tab.
4. In the lower link bar, click BU/SU Overview.
5. Drill down on the Business/Service Unit field of the unit record 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 appears. 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 Offering Summary 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	Select an existing opportunity, or click the select button to create a new opportunity. A Potential Opportunity has long-term revenue implications and ties to the customer's business initiative. The opportunity can occur and can be classified as unqualified.
   Potential Oppty Revenue	Type the revenue classified as Potential that is associated with the opportunity. NOTE:  You can enter the revenue associated with potential opportunities without creating a new opportunity in the Siebel database.
   Current Oppty Name	Select an existing opportunity, or click the select button to create a new opportunity. 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.
   Current Oppty Revenue	Type the revenue classified as Current that is associated with the opportunity.
   Install Base Name	Select an existing opportunity, or click the select button to create a new opportunity. 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
   Install Base Revenue	Type the revenue classified as Install Base that is associated with the opportunity.
   Value to Customer	Select a numeric value to indicate your assessment of how critical the initiative is to the enterprise's overall strategy.
   Value to Us	Select a numeric value after evaluating the following factors: Short-term revenue potential Future revenue potential Profitability Degree of risk Strategic value

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.