Design Registration, Opportunity Management, and Design Win

This chapter provides an overview of design registration, opportunity management, and design win. It includes the following topics:

Overview of Design Registration, Opportunity Management, and Design Win

Selling components to OEMs requires spending a substantial amount of time on design collaboration.

For example, a distributor or internal salesperson may discover that a computer manufacturer is planning to produce a new server that might be able to use one of the chips used by the component supplier. The distributor or salesperson will spend months collaborating with the OEM so that the OEM ultimately selects the supplier’s chip for the server.

Distributors have their own sales engineers or work with design houses to develop solutions for the OEM’s products. Internal salespeople work with application engineers at the component supplier company.

To protect themselves from competition during this long design period, distributors useSiebel High Tech and Industrial Manufacturing to register designs, as follows:

The distributor or salesperson submits a registration to develop a design with a specific component for a specific product planned by the OEM.
The component supplier decides whether to approve this registration.
If the registration is approved, other distributors will not get financial incentives from the component supplier, so they will generally not compete in developing designs for this product that use this component.
After registration, the distributor can useSiebel High Tech and Industrial Manufacturing Partner Portal to manage the opportunity, keeping track of revenues and contacts associated with it and of contract manufacturers who will ultimately build the OEM's product.
If the distributor does the necessary design work and successfully convinces the OEM to use this component in this product, then the distributor usesSiebel High Tech and Industrial Manufacturing to update the status of the design registration to Design Win.

Internal salespeople can also useSiebel High Tech and Industrial Manufacturing to manage opportunities.

For more information about how distributors use Siebel High Tech and Industrial Manufacturing, see Process of Distributor Selling Components to OEM.

For more information about how internal salespeople use Siebel High Tech and Industrial Manufacturing, see Process of Internal Salesperson Selling Components to OEM.

Scenario for Design Registration and Win

This scenario gives one example of how design registrations may be used. You may use design registrations differently, depending on your business model.

A distributor who sells components to computer manufacturers often works with a component supplier who manufactures microprocessors. This component supplier uses Siebel High Tech and Industrial Manufacturing.

While meeting with a computer manufacturer, the distributor learns that the computer manufacturer plans to produce a new server that might be able to use a processor produced by the component supplier.

The distributor wants to work on selling this component to the computer manufacturer, and so the distributor uses the Partner Portal to submit a registration for this design.

The design registration administrator at the component supplier approves this distributor’s design registration.

Looking at the Status field in the Partner Portal, the distributor sees that this registration has been approved and begins collaborating with the computer manufacturer to get the microprocessor designed into the product.

After many months of work, the computer manufacturer develops a design for this new server that includes the processor produced by the component supplier. In the Partner Portal, the distributor changes the status of the opportunity to Design Win.

Note: If the distributor must charge a price that would compromise its profit margin in order to keep the computer manufacturer’s business, the distributor can enter a request to sell the component at a lower price. For more information, see the section about special pricing authorization in Siebel Partner Relationship Management Administration Guide.

The distributor submits point-of-sales data to the supplier periodically. The distributor can enter this information in the Partner Portal, but it is more common to provide the information through EDI (Electronic Data Interchange) or files of different formats.

The supplier brings this information into the Siebel application using an integration process from an ERP system. Alternatively, if the distributor supplies the information through EDI or other file formats, the supplier can import it using an integration process from a legacy application.

Process of Distributor Selling Components to OEM

Using Siebel High Tech and Industrial Manufacturing, distributors sell the supplier’s products using the following process:

Submitting a Registration for a Design Program (Distributor)

The distributor begins by meeting with an OEM to determine whether one of the supplier’s components would be appropriate for one of the OEM’s design programs and to determine projected sales for the planned product and prices for the component.

When the distributor finds a product that can use one of the supplier’s components, the distributor attempts to register it. Registration protects distributors from competition during the period when they are collaborating with the OEM to get this component designed into the product. Typically, distributors are given a discount on components if they register the design and win the design. Other distributors would not get this discount, so they would not be able to offer the same low prices as the distributor holding the registration.

This task is part of Process of Distributor Selling Components to OEM.

To submit the registration through the Partner Portal, the distributor 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 Registration. The design registration record refers to the component used in the program. For example, it might refer to a chip that the distributor thinks can be used in the server.

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

To submit a registration through the Partner Portal

In the Partner Portal, navigate to the Design Programs screen.
Select an existing design program for which you want to register a new part, or create a new design programs record.

Drill down on the design programs record, click the More Info tab, and enter information about the program. Some fields are described in the following table.

Field	Comments
Last Name	Enter the last name for the contact at the end-customer company.
Potential Value	Displays the roll-up of the potential value for all child design registrations or opportunities.
Prototype Date	Enter the start date for building of the prototype for the OEM product.
Production Date	Enter the start date for production of the OEM product.
Market	Enter the market that the OEM product belongs to.

Click the Program Team view tab and add employees who will be working on this program to the Program Team list.
Anyone who is on the program team will be able to view this design programs record and the associated information.
Click the Design Registrations tab and create a new design registrations record.

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

Field	Comments
Potential Value	Displays the aggregation of revenues for all selected parts under Revenues.
Assigned To	Displays the manufacturer employee assigned to review the design registration. It is automatically set to the partner manager for this distributor as the first reviewer.
Field Application Engineer	Enter the name of the field application engineer (FAE) assigned to the design registration. This FAE automatically becomes a member of the sales team.
Sales Engineer	Enter the name of the sales engineer (SE) assigned to the design registration. This SE automatically becomes a member of the sales team.
Rep Firm	Enter the account name of the manufacturer representative working the opportunity.
Inside Sales Rep	Automatically filled out with the partner manager for this distributor.
Submitted Date	Displays the date the registration was submitted by the distributor or sales representative.
Renewal Date	Displays the date the registration needs to be renewed by the supplier.
Approved/Rejected Date	Displays the date the status of the registration was set to Approved or Rejected.

In the Revenues view, beneath the Design Registrations list, enter a projected sales quantity and price. Some fields are described in the following table.

Field	Comments
Selected	Identifies the part selected from a list of competing parts for the given socket.
Registered	Selected by the manufacturer to indicate to the distributor that the part is registered on distributor’s behalf.

Click the Contacts view tab and add more information about the contacts at the OEM.
Click the Contract Manufacturers view tab and add information about the contract manufacturers who will produce the OEM’s product. Contract manufacturer information is useful to track where the sales for this opportunity will come from.
In the design registrations form, in the Status field, select Submitted. The registration request is submitted to the supplier for approval. The revenue records become read-only.

The Inside Sales Rep field is set to the partner manager for this distributor at the supplier company, so the registration is automatically assigned to that partner manager.
Note: If the distributor wants to make any changes to this design registration data, the distributor can select Recalled in the Status field to recall the submission.

Reviewing and Approving the Registration (Supplier)

The supplier’s design registration administrator reviews registrations that have been submitted. The information that the distributor entered in the Design Registrations view of the Partner Portal is displayed in the Design Opportunities view of Siebel High Tech and Industrial Manufacturing.

This task is part of Process of Distributor Selling Components to OEM.

To review and approve registration for a program

Navigate to the Administration - Design Programs, then Design Opportunities view.
Query to find all design registrations that have a status of Submitted.
To approve any registrations, select Approved in the Status field.
If the supplier needs more information before approving the registration, select Pending in the Status field while investigating whether to approve the program.
1. Select Pending in the Status field while investigating whether to approve the program.
2. In the Design Opportunities list, drill down on the Registration ID of the record that should be reviewed.
  The Design Programs screen appears
3. In the Design Opportunities list, locate and select the record for this design opportunity.
4. Click the view tabs under the Design Opportunities list to view information that the distributor entered about the design registration, such as projected sales and revenue.
5. Click the All OEM Design Opportunities tab to see if any other distributors have submitted or approved registrations with this OEM.
6. (Optional). Click the Sales Team view tab and add other employees to the sales team, to give them visibility to this registration.
7. After doing all needed research and deciding whether to approve the registration, change the value in the Status field of the design opportunity record to Approved or Rejected.
8. If the registration was rejected, select Design Opportunity Details from the drop-down list next to the Query button, and then enter the reason for the rejection in the Rejection Reason field.

Checking Whether a Registration Request was Approved (Distributor)

After submitting a registration request, the distributor can check whether the registration was approved by looking at the Status field of the design registration record in the Partner Portal.

Note: You can also set up Siebel High Tech and Industrial Manufacturing so distributors are automatically notified by email when a registration request is approved or rejected. For more information, see About Setting Up Siebel High Tech and Industrial Manufacturing.

This task is part of Process of Distributor Selling Components to OEM.

To check whether a registration request was approved

In the Partner Portal, navigate to the Design Programs screen.
Drill down on the design program record that this registration is attached to.
The Design Registrations view appears.
Locate the record for the registration and verify the value in the Status field.
Select Design Opportunity Details from the drop-down list next to the Query button to view the approval date, which was automatically entered when the supplier changed the status to Approved Portal.

Entering a Design Win or Loss (Distributor)

After the registration is approved, the distributor does detailed design work for the program, usually working with a design house.

If the OEM selects the supplier’s component, the distributor enters a design win, indicating that they have successfully sold the supplier’s components to the OEM.

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

This task is part of Process of Distributor Selling Components to OEM.

To enter a design win or loss

In the Partner Portal, navigate to the Design Programs screen.
In the Design Programs list, drill down on the record for the program where there has been a design win or loss.
In the Design Registrations list, from the Status field of the record for the registration:
- Select Win if there has been a design win.
- Select Dead if there has been a design loss.
Click Save.

Submitting Point-of-Sales Data (Distributor)

Distributors submit point-of-sales data periodically, usually once a month. This data lists the total quantity and price of each of the manufacturers’ components that they have sold during the period, the accounts the components were sold to, the shipping dates, and the resale prices.

Distributors can enter this information through the Partner Portal, but they will probably enter it in a legacy application and submit it in some other format.

The point-of-sales data should have the following format:

A report header, with information about the distributor sending the report.
Multiple line items, one line item for each sale the distributor has made to an OEM for the supplier.

After importing this information, the supplier can view it in the Design Programs screen, Design Opportunities, and then the POS Orders view in the Siebel High Tech and Industrial Manufacturing employee application.

In the POS Orders view, the line items contain the fields listed in the following table. Distributors should submit reports with the data needed to populate these fields.

Field	Comments
Sequence	Parent organization for the distributor.
End Customer	Account name for OEM.
Part #	A part number, such as global product identifier or manufacturer part number.
Shipped Quantity	Quantity shipped by the distributor.
Distributor Credit Amount	Amount of credit requested by the distributor.
Transaction Status	Processing status of the POS order.
Branch Office	Organization for the distributor.
Deviation	Difference between the amount submitted by the distributor on the claim and the amount originally agreed upon per the entitlement.
Authorized Credit Amount	Amount of credit authorized by the manufacturer to the distributor.
SPA Entitlement #	Entitlement number under the agreement generated when the quote is approved. This number is required for reimbursement of claims.
Ship Date	Distributor ship date to OEM.
Resale Price	Resale price per distributor.

To submit point-of-sales data

Enter this data through the Partner Portal or provide it in a spreadsheet, a text file, or an EDI message.

Tracking Sales (Supplier)

The supplier imports the point-of-sales data submitted by the distributor using Siebel Enterprise Application Integration (Siebel EAI).

After it is imported, the supplier can view this data, which is used as the basis for compensating the supplier.

These tasks are part of Process of Distributor Selling Components to OEM.

To import the data using Siebel EAI

See Integration Platform Technologies: Siebel Enterprise Application Integration.

To view point-of-sales data for a component

Navigate to the Design Programs screen.
In the Design Programs list, drill down on the record for the design program where the component is being used.
In the Design Opportunities view, select the record for the design opportunity that represents this component and choose Design Opportunity Details from the drop-down list.
Display the POS Orders view beneath the Design Opportunities view.
Transactions for this component are displayed.

Viewing Point-Of-Sales Data for a Design Program (Distributor)

Distributors generally do not submit point-of-sales data using the Partner Portal. They submit this data using a spreadsheet, a text file. or an EDI message, and the supplier imports it into the Siebel application.

However, distributors can view the imported point-of-sales data using the Partner Portal to get an overview of all their sales of a component.

Note: If the distributor does not provide sales data that includes the Registration ID, then the point-of-sales data will be visible in the POS Orders view of the Partner Portal, but it will not be associated with the programs that the parts were sold under.

This task is part of Process of Distributor Selling Components to OEM.

To view point-of-sales data for a component

In the Partner Portal, navigate to the Design Programs screen.
In the Design Programs list, drill down on the record for the design program where the component is being used.
In the Design Registrations view, select the record for the design registration that represents this component.
Click the POS Orders view tab beneath the Design Registrations view.
Transactions for this component are displayed.

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

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

Navigate to the Design Programs screen.
Create a new design programs record and drill down on it to enter general information about the program.
Display the More Info view to enter further information about the program.
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.
Display the Design Opportunities view and create a new Design Opportunities record.
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.
Display the Revenues view to add information about projected sales and projected prices.
Navigate to the Design Programs, then the Contacts view to add more information about the contact at the OEM.
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

Navigate to Administration - Design Programs, then Design Opportunities view.
Use a query to find all design opportunities that have a status of Submitted.
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

Navigate to the Design Programs screen.
Drill down on the design programs record that this design opportunity is attached to.
The Design Opportunities view appears.
Locate the record for the opportunity and verify the value in the Status field.
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

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