Process of Internal Salesperson Selling Components to OEM

In addition to using distributors at partner companies that sell components to OEMs, component suppliers often have their own sales force, supported by a team of internal Field Application Engineers (FAEs), to sell to strategic OEMs.

You can track opportunities submitted by internal salespeople using the following process:

• "Submitting a Design Opportunity"

• "Approving the Design Opportunity"

• "Verifying Whether a Registration Request was Approved"

• "Entering a Design Win or Loss"

• "Tracking Design Opportunities"

Submitting a Design Opportunity

After internal salespeople meet with OEMs and identify opportunities to sell components, they submit a design opportunity using Siebel High Tech and Industrial Manufacturing.

This task is part of "Process of Internal Salesperson Selling Components to OEM".

To submit an opportunity, the salesperson must enter:

• Design Program. The design program record refers to the product that the component will be used in. For example, it might refer to a new server that the OEM is planning to produce.

• Design Opportunity. The design opportunity record refers to the component used in the program. For example, it might refer to a chip that the salesperson thinks can be used in the server.

There can be multiple design opportunity records for one design program record. For example, the salesperson may want to use several different chips made by the supplier in one product that is planned by the OEM.

To submit a design opportunity

1. Navigate to the Design Programs screen.

2. Create a new design programs record and drill down on it to enter general information about the program.

3. Display the More Info view to enter further information about the program.

4. Display the Account Team view and add employees who will be working on this program.

   Anyone who is on the account team will be able to view this design programs record and the associated information.

5. Display the Design Opportunities view and create a new Design Opportunities record.

6. Select Design Opportunity Details from the drop-down list, and enter information about the opportunity to use a specific component produced by the supplier in this product.

7. Display the Revenues view to add information about projected sales and projected prices.

8. Navigate to the Design Programs, then the Contacts view to add more information about the contact at the OEM.

9. In the Design Opportunities view, in the Status field, select Submitted.

   The registration request is submitted for approval.

   
   

   Note: If the salesperson wants to make any changes in this design opportunity data, the salesperson can select Recalled from the Status field to recall the submission.

   
   

Approving the Design Opportunity

Registrations by internal salespeople are reviewed to make sure the salesperson is pursuing a worthwhile opportunity and not misallocating the company's resources on a design that should not be pursued.

This task is part of "Process of Internal Salesperson Selling Components to OEM".

To review and approve a design opportunity

1. Navigate to Administration - Design Programs, then Design Opportunities view.

2. Use a query to find all design opportunities that have a status of Submitted.

3. To approve any of these opportunities, select Approved from the Status field.

Verifying Whether a Registration Request was Approved

After submitting a design opportunity, the salesperson can verify whether it was approved by looking at the Status field.

Note: You can also set up Siebel High Tech and Industrial Manufacturing so salespeople are automatically notified by email when a design opportunity is approved or rejected. For more information, see "About Setting Up Email Notification of Approval of Design Registration".

Note: If your company does not use a design opportunity registration process for internal sales representatives, you can disable this process by modifying the state model on Design registrations. For more information about the state model, see Siebel Applications Administration Guide.

This task is part of "Process of Internal Salesperson Selling Components to OEM".

To check whether a design opportunity was approved

1. Navigate to the Design Programs screen.

2. Drill down on the design programs record that this design opportunity is attached to.

   The Design Opportunities view appears.

3. Locate the record for the opportunity and verify the value in the Status field.

4. Select Design Opportunity Details from the drop-down list to view the approval or rejection date, which was automatically entered when the supplier changed the status to Approved or Rejected.

Entering a Design Win or Loss

After the opportunity is approved, the salesperson collaborates with the OEM to incorporate this component into the design of the product, usually working with a team of FAEs in the supplier company.

If the OEM accepts the design that this team develops, the salesperson enters a design win.

If the OEM rejects the design, the salesperson enters a design loss.

This task is part of "Process of Internal Salesperson Selling Components to OEM".

To enter a design win or loss

1. Navigate to the Design Programs screen.

2. In the Design Programs list, drill down on the record for the program where there has been a design win or loss.

3. In the Design Opportunities list, in the Status field of the record for the registration:

   • Choose Win if there has been a design win.

   • Choose Dead if there has been a design loss.

Tracking Design Opportunities

Design opportunities are based on the same opportunity management framework used in other Siebel applications, so you can work with them using the same functionality that you use to work with other opportunities.

This task is part of "Process of Internal Salesperson Selling Components to OEM".

To track design opportunities

• You can use Siebel Forecasting to keep track of the design opportunity pipeline. For more information, see Siebel Forecasting Guide.