Siebel Partner Relationship Management Administration Guide > CHAMP Planning > Process of Using the Siebel PRM CHAMP Planning Module >

Creating Partner Plans

This task is a step in Process of Using the Siebel PRM CHAMP Planning Module.

Partner plans allow brand owner companies to work with their partners to set up joint business plans that contribute to initiatives. A partner plan is specific to one partner company. For example, a partner plan could have a specific partner company generate $1M in revenues by selling a 300GHz server to the financial services customers in the northeastern United States. This plan goal could eventually contribute to a larger initiative to generate $500M from the sales of the new 300GHz server. These plans include specific objectives for each partner, so that you can measure each partner's performance on this initiative.

Initiatives are general company strategies, so they are visible only to your company. Plans are strategies for working with specific partner companies, and so they are visible to your company and to the partner companies that are involved.

To create and use a partner plan, you go through the following process:

• Create a new plan, which involves the following steps:
  • Add a plan and its highlights.
  • Add objectives for the plan.
  • Associate opportunities with each revenue objective.
  • Add an Action Plan for each objective with resources for each Action Plan item.
• Approve the plan internally and publish it to the partner.
• Approve the plan jointly with the partner.
• Optionally, add notes to the plan.

About CHAMP Partner Plan Lists

From the CHAMP Planning screen, Plans List view a number of different partner plan lists are available. The following table describes each list.

Adding a Plan and Its Highlights

The first step to create a new plan is to add a new Plan record, with which you associate the information about the plan.

When you add a plan record, you also enter the highlights for the plan, which are an overall view of the goal, value propositions, and critical success factors for the plan.

To add a new plan and its highlights from the CHAMP Planning screen

1. Navigate to the CHAMP Planning screen, then the Plans List view.
2. In the My Partner Plans list, add a new record.
3. Enter the information in the following table in the fields of the new record and of the More Info form.

   Field	Description
   Name	Enter a name for the partner plan.
   Partner	From the list of partner companies, select the name of the partner for which this plan is being created.
   Period	Select the period for which the plan is valid. For example, the picklist might contain 2008 or Q2 2008.
   Period Type	This read-only field displays whether the period you selected is a quarter, month, year, and so on.
   Start Date	This read-only field displays the start date of the period you selected.
   End Date	This read-only field displays the end date of the period you selected.
   Status	Select the status of the plan. When you are working on creating the plan, select In Progress. When you submit the plan for internal review, select Pending Review. Later, as the plan is approved by the internal audience, select Internally Approved and when the plan is approved both by the internal and the partner audience, select Jointly Approved.
   Publish to Partner	This field indicates whether the plan is visible to the partner through the Siebel PRM Web site. When you are creating the plan, select False. Later, after the plan has been internally approved and is ready to be approved by the partner, select True.
   Active	This read-only field indicates whether the plan is still active. It is automatically set to True on the start date and set to False after the end date.
   Created Date	The date when the plan record was created is entered automatically.
   Created By (Created by Name)	The Login ID of the person who created the plan is entered automatically.
   Last Updated (Updated Date)	The date when the plan record was last modified is entered automatically.
   Last Updated By (Updated By Name)	The Login ID of the person who last modified the plan is entered automatically.

4. Click the plan name to drill down to the Plan Objectives view of the CHAMP Planning screen, which is used for adding objectives to the plan. For more information on adding objectives, see Adding Objectives to the Plan.
5. To add other key information about the plan, click the Plan Highlights view tab.
6. In the Plan Highlights form, enter the information in the following table.

   Field	Description
   Plan Goal	Enter the plan's goal, describing the overall purpose of the plan. For example, a plan goal could be Increase market share for the new servers by 20% before the end of fiscal year 2008.
   Value Proposition to My Company	Enter a description of the plan's value proposition to your company. For example, the value proposition could be Increased market share for my new servers.
   Value Proposition to Partner	Enter a description of the plan's value proposition to this partner company. For example, the value proposition could be New line of business.
   Value Proposition to Market	Enter a description of the plan's value to the market. For example, the value proposition could be Availability of better and high-performance server products.
   Critical Success Factors	Enter a description of the critical success factors of the plan. For example, some of the critical success factors could be Timely training and certification of the partner in the new server products and Timely execution of focused marketing campaigns.

Adding Objectives to the Plan

Objectives establish specific goals for the partner plan, which are used later to measure the partner's success in implementing the plan.

When you create an objective, you enter a target for that objective. After the plan has been completed, the actual performance data can be entered manually or automatically.

An objective is defined using metrics. Metrics allow objectives to be measurable and categorized. Objectives can be revenue or nonrevenue. For example, "Generate $3M in revenues" is a revenue objective while "Train three employees from the partner company" is a nonrevenue objective. To allow measurement of both these types of objectives, Siebel PRM allows you to define quantity and amount metrics as follows:

• Quantity. If the objective is a quantity, enter the target quantity when you create the objective and enter the actual quantity after the objective is completed. For example, if your company is trying to sell a new line of printers, the measure could be the number of printers the partner has sold.
• Amount. If the objective is an amount, enter the target amount when you create the objective and enter the actual amount after the objective is completed. For example, if your company is trying to achieve $3M in sales by selling a new line of printers, you could measure your partner on the amount of sales revenue generated by selling the new line of printers.

To enter plan objectives

1. Navigate to the CHAMP Planning screen, then the Plans List view.
2. Select the appropriate partner plan list and drill down on the name of the plan to which you want to add objectives.
3. Click the Plan Objectives view tab.
4. In the Plan Objectives list, add a new record.
5. Enter information in the following table about the objective in the new record and in the More Info form.

   Field	Description
   Name	Enter a name for the objective.
   Strategy	Enter a general summary of your strategy for how this objective is to be achieved.
   Metric	Select the metric that used to measure the objective.
   Initiative	Drill down on the name of the initiative to which this objective is linked.
   Partner Accountable	Select this flag if the partner company is accountable for meeting this objective. (If both your company and the partner company are accountable, select both the Internally Accountable and the Partner Accountable flags.)
   Internally Accountable	Select this flag if your company is accountable for meeting this objective. (If both your company and the partner company are accountable, select both the Internally Accountable and the Partner Accountable flags.)
   Product	Optionally, select the product that the partner must sell, be trained on, or work with, as a part of the objective.
   Training Course	Optionally, select the training course that must be completed as part of the objective.
   Target Quantity	Enter the target value for the metric associated with this objective.
   Target Amount	Enter the target value for the metric associated with this objective.
   Condition Clause	Enter a brief description of the condition that must be satisfied.
   Target Industry	Optionally, select industries that are targeted as a part of the objective.
   Target Market	Optionally, select the market that is targeted as a part of this objective.
   Fund	Optionally, select the market development funds used for the objective.
   Actual Quantity	At the end of the plan period, enter the actual value for the metric. You can do this manually, or if the product has been configured with the appropriate workflows or business services, it can be done automatically.
   Actual Amount	At the end of the plan period, enter the actual value for the metric. You can do this manually, or if the product has been configured with the appropriate workflows or business services, it can be done automatically.
   Condition Met	When the plan has been completed, if the metric has a condition, select this flag if the condition clause was satisfied, or leave it unselected if the condition clause was not satisfied.
   Shared	This flag defaults to True to indicate that this objective is shared with the partner and is a CHAMP objective. If you deselect this flag so the objective is not visible to the partner, then you must select the Internally Accountable flag and deselect the Partner Accountable flag, to indicate that your company is solely accountable for this objective.

6. Continue to add new records to the Objectives list until you have entered the objectives for this plan.

About CHAMP Objectives Lists

From the CHAMP Planning screen, Objectives List view a number of different objectives lists are available. The following table describes each list.

Associating Opportunities with Each Revenue Objective

If an objective is a revenue objective, that is, if it has a metric such as sales revenue or some other form of direct revenue, you can associate it with an opportunity or opportunities. This feature lets you develop a road map of how the revenue target will be achieved in terms of the available opportunities.

You can associate one or more opportunities with each revenue objective.

To associate an opportunity plan with a revenue objective

1. Navigate to the CHAMP Planning screen, then the Objectives List view.
2. Select the appropriate objectives list and drill down on the objective with which you want to associate an opportunity.
3. Click the Opportunity Plan view tab.
4. In the Opportunity Plan list, add a new record.
5. Choose one or more opportunities and click OK.

Adding an Action Plan and Resources for Each Objective

You develop a specific action plan for every objective. An action plan is a list of activities that your company and the partner company will perform to achieve the objective.

When you create the action plan, you give each of its activities a planned start date and completion date. As you execute the plan, you enter the actual start and completion dates for each activity. If an activity is created by a partner or assigned to a partner, your partner must record its progress by using the Siebel PRM Portal to enter the begin and completion dates, and you can check its progress using the Siebel PRM Manager.

You also specify the resources that you have available for each activity in the action plan.

To add an action plan and resources for an objective

1. Navigate to the CHAMP Planning screen, then the Objectives List view.
2. Drill down on the desired objective.
3. In the Action Plan list, add a new record, and enter information about the first activity of the action plan, as described in the following table.

   Field	Description
   Name	Enter a name for the activity.
   Description	Enter a description of the activity.
   Type	Enter the type of activity, such as customer visit.
   Assigned To	The person who created this activity is automatically entered in this field.
   Status	Choose a value to indicate the progress of the activity.
   Due	Enter the date on which this activity is due.
   Priority	Select a value that indicates the importance or urgency of this activity.
   Planned Start	Enter the planned start date of the activity.
   Planned Completion	Enter the planned completion date of the activity.
   Actual Start	When a user begins working on this activity, the user enters the date in this field.
   Actual Completion	When a user completes this activity, the user enters the date in this field.
   % Complete	When users work on the plan, they can indicate how close this activity is to being completed.
   Account	Select the account that is related to this activity.
   Programs/ Other Comments	Optionally, enter materials, equipment, any program participation information, or other miscellaneous comments.
   Last Name	Optionally, enter the last name of the contact related to this activity.
   First Name	Optionally, enter the first name of the contact related to this activity.
   Associated Cost	Optionally, enter the amount of money needed for this activity.
   Campaign	Optionally, select a campaign that is associated with this activity.
   Fund Request	Optionally, select a fund request associated with this activity.
   Site	The location of the selected account.

4. In the Resources list, enter the resources from the following table that you have available for this activity in the Resources form.

   Field	Description
   Last Name	Enter the last name of the person who works on this activity.
   First Name	Enter the first name of the person who works on this activity.
   Job Title	Enter the job title of the person who works on this activity.
   External Organization	Enter the organization of the person who works on this activity, if it is not in your own organization.
   Email	Enter the email address of the person who works on this activity.
   Work Phone #	Enter the work phone number of the person who works on this activity.
   Home Phone #	Enter the home phone number of the person who works on this activity.
   Alias	Optionally, enter an alias for the person who works on this activity.