| Siebel CRM Partner Relationship Management Administration Guide Siebel Innovation Pack 2015 E24800-01 |
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| Siebel CRM Partner Relationship Management Administration Guide Siebel Innovation Pack 2015 E24800-01 |
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The partner works on the opportunities in the following examples:
"Example of Brand Owner Creating Opportunities and Assigning Them to Partners"
"Example of Brand Owner Creating Opportunities and Transferring Them to Partners"
This topic gives one example of how partners work with opportunities. You might use this feature differently, depending on your business model
In this example, opportunities are created by the brand owner company and assigned to specific partners.
This example applies to you if you generate opportunities through your marketing campaigns and you can clearly determine which partner follows up on each opportunity, for example, because each partner specializes in a different geographical territory or in a different product line.
This example consists of the following tasks:
You can gather opportunities in a number of different ways, for example, at trade shows, through marketing campaigns, or through your Web site. The first step in working with an opportunity is to enter it into your Siebel Business 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 Business Application using Siebel Enterprise Integration Manager (EIM) or Siebel Business Application Integration (EAI). For example, you might get opportunities through a Web site that stores them in another format, and then import them into the Siebel PRM Manager. For more information about EIM, see Siebel Enterprise Integration Manager Administration Guide. For more information about EAI, see Overview: Siebel Enterprise Application Integration. For more information about working with opportunities, see the chapter on opportunities in Siebel Applications Administration Guide.
To enter a new opportunity
Navigate to the Opportunities screen, then the List view.
In the Opportunities list, click New to add a new record to that list.
Enter information about the opportunity in the new record.
Next, 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:
Assign opportunities to the partner company. To assign an opportunity to a partner company, enter that company's organization in the Organization field of the Opportunity record. The opportunity is visible in the All Opportunities view for that organization, but it is not visible in the My Opportunities view for any employee of the organization. The partner company must designate a person who has visibility to the All Opportunities view to find these new opportunities and assign them to the appropriate employee.
Assign opportunities to partner employees. To assign an opportunity to a partner employee, you enter the employee's name in the Sales Team field of the Opportunity record. The opportunity is visible in the My Opportunities view for that employee.
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.
After the opportunity has been assigned, partner employees work on it using the Siebel PRM Portal:
If the opportunity was assigned to a partner employee, that employee is on the sales team and can see the opportunity in the My Opportunities view.
If the opportunity was assigned to a partner organization, it appears in the All Opportunities view, but it does not appear in the My Opportunities view of any employees until partner employees are added to the sales team.
As partner employees work on an opportunity, they update information about that opportunity. For example, they might 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 give you crucial information about the opportunity. For more information about opportunities and revenue, see Siebel Applications Administration Guide.
To add a revenue item to an opportunity using the Opportunities screen of the Siebel PRM Portal
In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
In the Opportunities list, the partner drills down on the name of the opportunity to which revenue line items are added.
The partner clicks the Revenues view tab.
In the Revenues list, the partner clicks the menu button, and then clicks New Record.
A new record is added to the revenues list.
In the new record, the partner enters information about product, quantity, price, type, and probability.
The revenue field is calculated automatically based on values in the price and quantity fields.
In the Revenues list, the partner clicks the menu button, and then clicks Update Opportunity.
The Revenue and Expected Revenue fields of the opportunity are updated.
Use the following procedure to add a revenue item to an opportunity using customer quotes in the Siebel PRM Portal.
To add a revenue item to an opportunity using customer quotes in the Siebel PRM Portal
In the Siebel PRM Portal, the partner navigates to the Opportunities screen, then the My Opportunities view.
The partner drills down on the name of the Opportunity record upon which the quote is based.
The partner clicks the Quotes tab, and in the Quotes list, the partner clicks the menu button, and then clicks New Record.
The partner enters information about the new quote including the name of the quote, the price list that used for the quote, order terms, shipping terms, billing details, and shipping details. The prices from the price list that is selected are entered automatically for the items that are selected.
The partner can see the new quote in the Quotes list.
The partner drills down on the quote record that was just created.
In the Line Items list, the partner clicks the menu button, and then clicks New Record.
In the new Line Item record, the partner enters the product, quantity, and other information.
The partner continues to add new line items, until the line items for the quote are added.
In the Quotes list, the partner clicks Update Opportunity.
The opportunity is updated with information from the line items of the quote. The revenues associated with the quote and the opportunity reflect prices from the selected price list.
You 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 example, 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.
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Note: The Partner Operations screen displays opportunities if the partner company is listed in the Organization field. |
To track a partner company's opportunities
In the Partners list, drill down on the name of the partner company whose opportunities you want to see.
Click the Opportunities view tab.
The partner's opportunities appear.
Drill down on the name of an opportunity.
The Opportunity form appears.
Click the view tabs to display information associated with that opportunity, such as revenues and activities.
This topic gives one example of how partners work with opportunities. You might use this feature differently, depending on your business model
All the other examples in this chapter assume that you are working with partners who use the Siebel PRM Portal. However, you can also share opportunities with partners who do not use the Siebel PRM Portal by using opportunity transfer to move opportunity data to the partner's customer relation management (CRM) system.
The brand owner can initiate the opportunity transfer. After the opportunity has been transferred, the brand owner can send updates to the partner that update the opportunity in the partner's system, and the brand owner can query the partner's system to receive updated information about the opportunity.
If the partner uses Siebel PRM or some other CRM system that supports opportunity transfer, the partner can also initiate an opportunity transfer, and then send updates to the brand owner's system, or query the brand owner's system to receive updates.
This business example for using opportunity transfer is similar to "Example of Brand Owner Creating Opportunities and Assigning Them to Partners". It also applies to you if you generate opportunities through your marketing campaigns and you can clearly determine which partner follows up on each opportunity. However, it is appropriate when you are working with large partners who have their own CRM systems and do not use the Siebel PRM Portal.
This example shows how to transfer opportunities and send and receive updates manually. In practice, a brand owner can use Siebel Business Process Designer to automate the processes of transferring opportunities to partners and of sending and receiving updates.
This example consists of the following tasks:
Opportunity transfer uses Siebel's Application Services Interfaces (ASIs) to synchronize your Siebel database with the partner's CRM system.
Before you can transfer opportunities, you must set up the appropriate ASIs. There are three ASIs used for opportunity transfer, one to initiate the opportunity transfer data, one to send updates to the partner's system, and one to query the partner's CRM system to receive updates. For more information on setting up ASIs, see Chapter 4, "Setting Up Application Services Interfaces for Siebel PRM."
The brand owner gathers and enters information about the opportunity in the same way described in the previous example, "Example of Brand Owner Creating Opportunities and Assigning Them to Partners". However, after entering the data, the brand owner clicks the Transfer Opportunity button, rather than assigning ownership of the opportunity to a partner company or partner employee.
To enter a new opportunity
Navigate to the Opportunities screen, then the List view.
In the Opportunities list, click New to add a new record to that list.
Enter information about the opportunity in the new record.
In the Organization field for the new record, select the partner organization.
Drill down on the name of the new opportunity.
Click the Transfer view tab.
In the Transfer form, click Transfer.
A list of partners appears, including all partners who are set up for opportunity transfer.
Select the partner to whom you want to transfer the opportunity, and click OK.
The opportunity is transferred, and the Transfer Status field is updated with a value that specifies whether the transfer was successful.
After the opportunity has been transferred, partner employees work on it in the same way they would work on any opportunity in their CRM system.
When the opportunity is transferred, all the contacts, revenues, notes, and activities associated with it are also transferred to your partner's CRM system, and converted to the data used in that system. For example, if your partner's system uses the word "lead" instead of "opportunity," the opportunity appears to the partner as a Lead record.
You can track a partner's progress on opportunities by using opportunity transfer to query the partner's CRM system and to update the opportunity record and related information back in the Siebel PRM Manager.
For example, if the partner's CRM system supports equivalent data, you can look at the Activity records attached to the opportunity, and look at the status field of each opportunity to see if the sale has been closed. If the partner has updated the revenue associated with the opportunity, you can use the Revenue record in your forecasting.
You can receive an update from a partner only if you already transferred the opportunity to the partner or if the partner transferred the opportunity to you.
To query the partner's database to update an opportunity
Navigate to the Opportunities screen.
In the Opportunities list, select an opportunity that has been transferred to a partner.
Click the Transfer view tab.
In the Transfer form, click Receive Update, and click OK to confirm the action.
Siebel PRM Manager queries the partner's system for an update of the opportunity.
This topic gives one example of how partners work with opportunities. You might use this feature differently, depending on your business model
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:
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
In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
In the Opportunities list, the partner clicks the menu button, and then clicks New Record to add a new record to that list.
The partner enters information about the opportunity in the new record.
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 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
In the Siebel PRM Portal, the partner navigates to the Opportunities screen.
In the Opportunities list, the partner selects the opportunity to be shared.
In the form for the quote, the partner clicks the Multiple Select button of the Sales Team field.
The Sales Team Members dialog box appears.
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.
In the Sales Team Members dialog box, the partner reviews the list to make sure that the individuals who belong on the sales team are listed. Then, the partner clicks OK.
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
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
