| 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 following topics look at three examples of how partners work on sales opportunities in collaboration with the brand owner:
"Example of Brand Owner Creating Opportunities and Brand Owner and Partner Working Together on Them"
"Example of Partner Creating Opportunities and Brand Owner and Partner Working Together on Them"
"Example of Partner Creating Opportunities and Assigning Them to Brand Owner"
"Example of a Customer Transferring a Shopping Cart From the Brand Owner's Web Site to a Partner"
This topic gives one example of how partners work on opportunities in collaboration with the brand owner. 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 partner sales agents who work collaboratively on the opportunity with your sales agents.
This example is appropriate for you if you generate opportunities and you use partners' help in following up on opportunities. For example, you might generate opportunities through a national marketing campaign, and when you follow up on these opportunities, you might need help from partners who specialize in training or in systems integration.
This example consists of the following tasks:
"Assigning Opportunities to Brand Owner Sales Agents (Brand Owner)"
"Working Together on Opportunities (Brand Owner and Partner)"
You might 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 through the Siebel PRM Manager, you are automatically added as the primary on the sales team. For more information about opportunities, see the chapter on opportunities in Siebel Applications Administration Guide.
To enter a new opportunity
Navigate to the Opportunities screen, then the Opportunities List view.
In the Opportunities list, add a new record.
Enter information about the opportunity in the new record.
After you enter the opportunity, it must be assigned to the appropriate sales agent at your company. To assign an opportunity to a sales agent, you enter the employee's name in the Sales Team field of the Opportunity record. The opportunity is then visible in the My Opportunities view for that employee.
You can assign the opportunity manually, but it is best to use Siebel Assignment Manager to assign the opportunity by creating rules based on geography, partners' skills, expertise in a specific product, language ability, territory, workload and availability, or other criteria. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide.
Next, opportunities are assigned to the appropriate partner. You can do this manually or 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.
You can assign opportunities to partners in two ways:
Assign opportunities to the partner company. To assign an opportunity to a partner company, you 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 an employee to find new opportunities in the All Opportunities view 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. Then 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.
It is usually difficult for you to keep track of the special skills of individual employees in partner companies, so it is more common to assign the opportunity to the partner company and have someone there assign it to the appropriate employee. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide.
It is easier for you and the partner to work together on the lead, because both are on the sales team.
Whenever you display the My Opportunities view in the Siebel PRM Manager or the partner displays the My Opportunities view in the Siebel PRM Portal, the shared opportunity is included in the list. You can select the Opportunity record and do the following:
Share files. You and the partner can share files (such as Microsoft Word documents) that are useful for this opportunity by clicking the Attachments view tab and adding records to the Shared Attachments list.
Share activities. You and the partner can log your activities as you work on this opportunity by clicking the Activities view plan and adding records to the Activities list. You are always current about each other's activities. You can also add future activities to the Activities view tab or add activity plans to the Activity Plans view tab for this opportunity, in order to invite other members of the sales team to work on these activities.
Share notes. You and your partner can share notes by adding activities to the opportunity and choosing the Note activity type.
Share revenue line items. As the partner sales agents learn more about the opportunity, they can add to it revenue line items, which indicate the potential revenue, chance of success, and sales stage. These are visible to both partner companies.
Create customized sales tools. You can use the brand owner's prebuilt proposal, presentation, and correspondence templates to create proposals, presentations, and letters based on this opportunity, giving you selling tools that are automatically customized for this opportunity and account.
This topic gives one example of how partners work on opportunities in collaboration with the brand owner. You might use this feature differently, depending on your business model
In this example, opportunities are created by the partner companies, and the partners then call for help from sales agents at the brand owner company, so they can work in a joint selling effort.
This example is appropriate for you if your partners generate opportunities and need help working on the opportunity. For example, your partners might generate opportunities by attending trade shows, and when they follow up on these opportunities, they might need help from your sales agents who have special product knowledge.
This example consists of the following tasks:
"Using Assignment Manager to Add Brand Owner Employees to the Sales Team (Brand Owner)"
"Working Together on Opportunities (Brand Owner and Partner)"
To make it easier to work with your partner, set up Siebel Assignment Manager so it automatically adds the appropriate employees from your company whenever partners enter new opportunities. You would probably want to add the following employees from your company:
Channel manager. Add the channel managers who are responsible for the partner companies that entered each opportunity, so they can track the opportunities. Because the channel managers are on the sales team of the opportunities generated by the partner companies they work with, they can track these opportunities by displaying the My Opportunities view.
Sales agents. Add the appropriate sales agents to work with the partner sales agent who entered the opportunity. Assignment Manager can choose which of your sales agents to add to each opportunity based on your agents' location, product expertise, workload and availability, and other criteria.
For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide.
Partners develop new opportunities and enter them into the Siebel PRM Portal. When a partner enters the opportunity, that partner is automatically added to the sales team as primary.
You can set up Siebel Assignment Manager so the channel manager and appropriate sales agents at the brand owner company are also added to the sales team automatically when the partner enters the record. Alternatively, the partner can assign the opportunity to these people manually.
To enter a new opportunity through the PRM Portal
Navigate to the Opportunities screen.
In the Opportunities list, the partner clicks New to add a new record to that list.
The partner enters information about the opportunity in the new record.
The opportunity can be assigned to appropriate sales agents manually or automatically as follows:
The partner can assign the opportunity to appropriate sales agents at the partner company and to the channel manager at the brand owner company by adding these people to the Sales Team field manually. Then, the channel manager would add sales agents at the brand owner company to the sales team.
You can set up Siebel Assignment Manager to add these people to the Sales Team field automatically.
Having both your sales agents and partner sales agents on the sales team makes it easier to work together on the opportunity.
Whenever your sales agent displays the My Opportunities view in the Siebel Business Application or the partner displays the My Opportunities view in the Siebel PRM Portal, this opportunity is included in the list. Both your agents and your partner can select the Opportunity record and do the following:
Share files. You and the partner can share files (such as Microsoft Word documents) that are useful for this opportunity by clicking the Attachments view tab and adding records to the Shared Attachments list.
Share activities. You and the partner can log the activities you have done to work on this opportunities by clicking the Activities view plan and adding records to the Activities list. You and the partner are always up to date about each other's activities. You can also add future activities to the Activities view tab or add activity plans to the Activity Plans view tab for this opportunity, in order to invite other members of the sales team to work on these activities.
Share notes. You and your partner can share notes by adding activities to the opportunity and choosing the Note activity type.
Share revenue line items. As the partner sales agents learn more about the opportunity, they can add to it revenue line items, which indicate the potential revenue, chance of success, and sales stage. These are visible to both partner companies.
Create customized sales tools. You can use the brand owner's prebuilt proposal, presentation, and correspondence templates to create proposals, presentations, and letters based on this opportunity, giving you selling tools that are automatically customized for this opportunity and account.
This topic gives one example of how partners work on opportunities in collaboration with the brand owner. You might use this feature differently, depending on your business model
In this example, opportunities are created by the partner companies and assigned to employees of the brand owner company.
This example is appropriate for your company if your partners generate opportunities for you and you follow up on each opportunity. For example, your partners might generate opportunities by attending trade shows, and your company might follow up on these opportunities through your national sales force.
This example consists of the following tasks:
In this example, your partners develop new opportunities and enter them using the Siebel PRM Portal.
When partner sales agents enter the opportunity, they are automatically added to the sales team as primary. Though the partner sales agents remain on the sales team, they do not work on this opportunity.
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.
The partner assigns the opportunity to the brand owner company by adding a brand owner organization in the Organization field.
The opportunity are visible to everyone in that brand owner organization who can display the All Opportunities view.
Next, you assign opportunities to the appropriate sales agent in the brand owner company. Use Siebel Assignment Manager to assign each opportunity by creating rules based on the employee's special skill, product lines, geography, or other criteria. For more information about Siebel Assignment Manager, see Siebel Assignment Manager Administration Guide.
Optionally, you can notify the sales agent by email when an opportunity is assigned. You set up rules in Siebel Business Process Designer so it sends the email using the communication server when the rules are satisfied.
As with partners, you can notify the employee only when important opportunities are assigned. For example, you can create a workflow rule saying that email is sent when an opportunity is assigned that involves sales of over $200,000.
Once the opportunity has been assigned to a sales agent at the brand owner company, the employee can view it in Siebel Sales or another Siebel Business Application by displaying the My Opportunities view. Because Siebel products use the same database, you do not have to export this record from Siebel PRM to Siebel Sales.
To view a new opportunity
Navigate to the Opportunities screen, then the Opportunities List view.
Drill down on the name of the new opportunity in the Opportunities list and click the appropriate view tabs to view more details about the opportunity.
As your employees work on these opportunities, you can track their progress using the Siebel PRM Manager.
To track an employee's opportunities
Navigate to the Opportunities screen, then the Opportunities List, and the My Team's Opportunities view.
Click Query, and use the Query form to search for the employee.
Drill down on the name of an opportunity you want to track, and click the Revenues and Activities view tab.
The revenue items and activities attached to that opportunity appear.
This topic gives one example of how partners work on opportunities in collaboration with the brand owner. You might use this feature differently, depending on your business model
Shopping cart transfer is used by companies that want to make sales through their own Web site but that want distributors, authorized resellers, or other partners to fulfill the orders. The customer can use Siebel Sales on your Web site to create a shopping cart. Then, the customer can transfer the shopping cart to a partner's site for fulfillment.
This example consists of the following tasks:
"Making a Purchase at the Brand Owner's Web Site (Customer)"
"Fulfilling the Order (Partner)"
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Note: For this process to work properly, the same product must exist on both the brand owner and the partner site, with the same Part Number and the same Price. If the price is different, the Siebel Business Application uses the price from the partner site in the order. |
Before customers can use shopping cart transfer, the brand owner must:
Set up a Web site to sell products or services to customers.
Set up the Application Services Interface (ASI) for shopping cart transfer.
In this example, the brand owner creates the Web site where customers make purchases. Partners who fulfill orders do not need to use Web sites to sell to customers.
The brand owner can set up this Web site using Siebel Sales. For more information, see Siebel eSales Administration Guide.
Shopping cart transfer uses Siebel's ASI to integrate the brand owner's and the partner's order systems. The partner does not need to use the Siebel PRM Portal to track and fulfill orders.
For information about setting up the ASI for shopping cart transfer, see Chapter 4, "Setting Up Application Services Interfaces for Siebel PRM."
Customers make purchases at this Web site as they would at any Web site, by browsing the catalog and adding items to the shopping cart. The Web site displays an approximate price for the products or services they are ordering.
When they are ready to buy, customers click the Transfer Cart button and choose the partner who fulfills the order. Then they see the exact price that partner charges for their order.
To make a purchase using shopping cart transfer
The customer browses the catalog at the brand owner's Web site and adds products or services to the shopping cart.
The customer clicks Transfer Cart.
A list of partners who can fulfill the order appears.
The customer selects a partner to fulfill the order.
A screen appears to allow the customer to confirm the order, with the exact price that the selected partner charges.
The customer confirms the order.
After the shopping cart is transferred, it appears as an order in the partner's order management system. The partner company fulfills this order as it would any other order.
