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External Agents

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Title: Slide 1 Author: Jules Cohen : ) Last modified by: Ekizian, Sarah Created Date: 5/13/2008 1:06:30 PM Document presentation format: On-screen Show (4:3) – PowerPoint PPT presentation

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Title: External Agents


1
External Agents Opportunities April 2012
2
Agenda
  • Core Opportunities 60 minutes
  • Opportunity Management
  • Introduction to Related Lists
  • Advanced Opportunities 60 minutes
  • Opportunity Hierarchy
  • Advanced Related Lists

3
Core Opportunities
  • Opportunity Hierarchy
  • Introduction to Related Lists

4
Theory Opportunity Management
  • Definition objective
  • Opportunity management benefits
  • Business solution rules
  • Standard Solution
  • Process
  • Key information

5
Definition and objectiveOpportunity Management
Definition
An opportunity is a recognized potential sale
with a customer or prospect.
Objective
  • Opportunity management is a defined process for
    managing opportunities from creation/detection
    until closing (win/loss).

6
Business solution rules
  • All opportunities should respect strict language
    rules
  • Opportunity Name has to be entered in Latin
    characters
  • Non-Latin characters can be used in Local
    Opportunity Name field, if needed
  • For international opportunities (more than 2
    countries) that require coordination, it is
    recommended to use English
  • Naming Convention
  • Project Name - Opportunity Scope - End User -
    Location - Account Name.

Authorizations
All agents Opportunity Owner above Sales Team Member with RW access above
Create an opportunity v v v
Modify an opportunity v v
Delete an opportunity
7
ProcessGlobal process for sales
Services
Selling 1 - 2 - 3 - 4 - 5 - 6
Execution 7 (Deliver Validate)
Marketing
Commission 7.5
Integrate Deliver 7.4
Design 7.3
Set-up 7.2
Close 7.6
Negotiate Win
Prepare Bid
Influence Develop
Initiate 7.1
Identify Qualify
Define Opp. Portfolio
Under. Business Context
1
2
3
4
5
6
P4
P0
P2
P3
P1
S0
S1
S2
Qualify opportunity
Submit Bid
Handing over to Project Manager
Final Acceptance
Win or Loss Contract awarded
Handing over to Services
Invest in Bid
Coming into force
8
Different Opportunity Types
Standard
Solution Fast-Track
Solution
  • Products
  • Referenced Products ,
  • Configured Products ,
  • Equipments
  • Identified scopes
  • Systems
  • Systems L1
  • Systems L2
  • Systems L3
  • Simplified solution opportunity process
  • Same requirements than for standard opportunities
  • Can be created at stage 3, 4 or 5 of the CPP
    process
  • Less information to fill to go through all the
    gates
  • PM Tender is not involved
  • Less mandatory fields than for the Solution
    Opportunities
  • Can be created at stage 3 or 4 of the CPP process
  • Must go through each gate
  • PM Tender (responsible for the Project PL)
    updated before moving to Prepare and Bid Stage
    of the Opportunity.
  • Capture more milestone dates (Optional).
  • Assessment Scoring for opportunities gt500,000
    net value.

9
Standard or Solution Opportunity?
  • Standard if
  • TRANSACTIONAL ? One or several transactional
    product families
  • Just set of products or components to be
    delivered.
  • No engineering added value
  • Mostly delivered through distributors or partners
    or to end-users through frame agreements
  • Solution if
  • SOLUTION Level 1 PACKAGE ? Combination of
    product, equipment /or services
  • Answering to a function performance optimisation,
  • Having a low engineering added value (below 10)
  • Documented, tested validated
  • Mostly delivered through distributors or partners
  • SOLUTION Level 2 INDEPENDENT SYSTEM ? Complete
    system made of product, equipment, software
    and/or services within a Business
  • Answering to a process performance optimisation
  • Having a high engineering added value (above10),
  • Fully tested, validated documented
  • Mostly delivered to End Users, or through EPCs,
    System Integrators, contractors, OEM
  • May incorporate products from other Businesses

10
Progressing through stages
Global Sales Process Mandatory during the stage (blue fields mandatory only for solution) Highly Recommended
Stage 3 Identify Qualify Opportunity creation if process engaged at an early stage (mainly for solutions) Opportunity Name Account Name Amount Opportunity Type Opportunity Category Opportunity Scope Included in Forecast Phase/Sales Stage Close Date Leading Business Country of Destination Business Mix (stage 3) Opportunity Priority Level (stage 4) Opportunity Hierarchy frame agreement (if relevant) Assessment Scoring
Stage 4 Influence Develop Opportunity creation if RFP received with no pre work Opportunity Name Account Name Amount Opportunity Type Opportunity Category Opportunity Scope Included in Forecast Phase/Sales Stage Close Date Leading Business Country of Destination Business Mix (stage 3) Opportunity Priority Level (stage 4) Sales Team Value Chain Players Competitors Assessment scoring Support Request (if needed)
Stage 5 Prepare Bid STANDARD Opportunity creation possible End-User Customer Investor Solution Center RFP Received On Product Line (PM0, amount, quantity, supplying plant, PL contact, delivery date) Quote Review of close date and amount Assessment scoring (if needed)
Stage 6 Negotiate win Synchronize information between quote tool BFO Split opportunity (among contributors) Review of close date and amount
Stage 7 Deliver validate Status gate Record order in ERP (e.g.. Bridge Back Office) Review close date and amount
Stage 0 Closed No specific information Choose status and reason Indicate which competitor has won the opportunity if the opportunity has been lost
Customer Selected (mandatory to go through gate
S2)
11
Key Information 1/2
Mandatory
Opportunity Name The name of the opportunity should follow this naming convention Project Name, Offer, End User, Location Account Name.
Account Name The name of the Account that the opportunity is linked to.
Amount Estimated total sales amount. The opportunity amount might change throughout stages of the opportunity lifecycle, according to the information we have from the market, the customer or the offer submitted.
Opportunity Type Indicates whether the opportunity is for the sale of a referenced product/service (Standard Opportunity), or solution (System/Advanced Services) (Solution Opportunity).
Opportunity Scope Describes the scope of the opportunity (i.e. what Schneider is offering the customer) at a high level.
Close Date Expected date of order booking . Starting with an estimate which is fine-tuned during the Opportunity Lifecycle. This date is key for the forecast calculation. When updating the opportunity, if the close date is overdue, an error message will pop up to ensure good data quality
Leading Business The Schneider Business Unit (e.g. Buildings, Industry, Energy, Power, ITB) that is in charge of managing the opportunity and project through to completion.
Opportunity Category The 'Opportunity Category' defines a given opportunities position purpose within the hierarchy. An opportunity hierarchy can be composed of three levels Master, Object or Simple. This is discussed in further detail in the subsequent slides. For Standard Opportunities the value will be defaulted to Simple.
Included in Forecast Indicates whether a given opportunity should be included in the sales forecast. For a given level in the opportunity hierarchy, only one opportunity can be included in the forecast.
Country of Destination The country in which the items (products, service or solution) will be installed and used.
12
Key Information 2/2
Highly Recommended
Sales Team Functionality that enables the user to a team of Schneider Electric colleagues who have edit rights on your opportunity. Role and read/write access can also be defined for each colleague.
Value Chain Player In this related list you can capture all contacts who might have influenced the outcome of the opportunity. VCP can be added at anytime any stage. You will need to indicate whether the value chain players are decision makers or influencers
Competitors User can and should capture all competitors who also approach the same opportunity. However, competitors can be added at anytime any stage.
Support Request Shared Support Service which is a request for technical or bid expertise at a certain stage of the opportunity Take Off Lead which can be used when the opportunity owner does not have the required expertise to lead the opportunity to its end
Product Line Part of the opportunity scope (i.e. Product Line, Product Family) will be captured within the Product Line, related to the opportunity. The PM0 Product Referential will be used.
Sales Contributors Sales contributors helps capturing the individual contribution a Salesperson makes on a given opportunity. This enables individual performance to be measured and monitored.
Open activities Notes Attachments Child Opportunities Tasks and events related to this opportunity Any documents you would need to link to a specific opportunity To be defined in the opportunity hierarchy
13
Advanced Opportunities
  • Opportunity Hierarchy
  • Advanced Related Lists

14
Theory Opportunity Hierarchy
  • Definition objective
  • Opportunity category
  • Opportunity forecast
  • Business solution rules

15
Definition and objectiveOpportunity Hierarchy
Definition
Opportunity hierarchy is a structure that will
categorize your project in different
opportunities from master to simple.
Objective
  • Opportunity hierarchy is a feature to monitor
    large opportunities with different timelines and
    different actors. It will enable the users to
    better manage large projects thanks to an
    overview of the cross-business.

16
Opportunity category
  • Master opportunity
  • A master opportunity is an investment (e.g.
    Airport, Hotel, Tunnels, ) decided by an
    end-user
  • The advantage of linking an opportunity to a
    master opportunity is to get a visible
    hierarchical structure in the opportunity
  • This structure should reflect the way the
    end-user is organizing and structuring his
    Project
  • Object opportunity
  • The master opportunity can be divided in
    different parts, called object-opportunity
  • Object opportunities are reflecting customers
    ways to manage his project
  • Various timelines eg Phase 1 January / Phase
    2 June
  • Various purchasing packages eg MV Workpackage
    LV PB Workpackage PLC Workpackage
  • Various areas eg Terminal 1 Terminal 2
  • Several cascading object opportunities can be
    created for very complex Projects BUT strong
    recommendation is to key only one level
  • Simple opportunity
  • Is the lowest level in the hierarchy. One or
    several quotations can be linked to this
    opportunity level.
  • Customer of Simple opportunity is the one
    ordering directly or through Channel Partner
    (Distributor) to Schneider Electric
  • There is flexibility on how to build the
    hierarchy to meet the needs of the project and
    the sales team

17
Opportunity forecast
Only one opportunity per vertical hierarchy can
be included in forecast
X
MASTER
Opportunity
Activities
Included in forecast
Partners
v
Competitors
Contact roles
OBJECT
v
X
Opportunity
Opportunity
Activities
Activities
Partners
Partners
Competitors
Competitors
Contact roles
Contact roles
SIMPLE
X
X
X
v
Opportunity
Opportunity
Opportunity
Opportunity
Activities
Activities
Activities
Activities
Partners
Partners
Partners
Partners
Competitors
Competitors
Competitors
Competitors
Contact roles
Contact roles
Contact roles
Contact roles
18
Business rules
  • Creating an Opportunity
  • An Opportunity is always linked to a Customer,
    and therefore to an Account.
  • The Source of the Opportunity (e.g. Campaign,
    Database etc.) will be captured in the System,
    with a Source Reference where appropriate (e.g.
    Marketing Key Code or Database Reference).
  • If the User creates an Opportunity related to an
    Account owned by someone else, he/she musts
    notify the Account Owner.
  • The Amount to be captured in the Opportunity is
    the expected revenue that can be won for this
    given Opportunity (not for the project).
  • The data filled in the Opportunity Scope field
    shall be the same as per the information given in
    the Name field (see Naming Convention).
  • Opportunity Type is determined based on two
    criteria
  • Approach for the Opportunity (Solution vs.
    transactional)
  • The type of the Offer within PM0
  • The Leading Business is the Business Unit of the
    Salesman who owns the Opportunity

19
Solution rules
  • In bFO, it is technically possible to change an
    opportunity from a given category to another with
    the only restriction that to transform a simple
    or an object opportunity into a master, it shall
    have no parent opportunity.
  • This can be done at any stage of the opportunity.

Simple Object Master
Simple yes Yesif no parent opportunity on the simple
Object yes Yesif no parent opportunity on the object
Master yes yes
NB this is applicable only to solution
opportunities as the category is defaulted to
simple for standard and solution fast-track
opportunities
20
Demo
21
Opportunity hierarchyExample of cockpit
Click on this button to access the cockpit
Master
Click on this button to include your opportunity
in the forecast
Object
On the left side, you can see all the latest
changes linked to this cockpit
Simple
22
Opportunity hierarchy How to link a parent to a
child opportunity?
If the parent opportunity exists, the child
opportunity does not exist
If the parent opportunity does not exist, the
child opportunity exists
  • From the parent opportunity details page, go on
    the child opportunities related list and create
    the child opportunity
  • Create the parent opportunity
  • Go on the child opportunity and look up for this
    parent opportunity
  • Note that you need to be in the parent
    opportunity sales team to be able to associate it
    to your child opportunity.

Click on New Opportunity
Best practice is to start from the top when
possible. The newly created opportunity will be
automatically linked to the parent opportunity
23
Stage 1 Understand business contextStage 2
Define opportunity portfolio
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
Not in the tool yet
Solution Sales Value Creation / Demand
Creation Upstream sales actions leading to
creation of a customer buying vision If we only
get involved after the RFP, i.e. in Step 5 (as is
often the case), then we are usually competing on
price and product features and have little chance
to influence the specification or to sell in a
solutions mode. The key to success here is to
detect the opportunity as early as possible.
The best case (and the most difficult) is to
actually create the opportunity (create the
demand) at the end user.
24
Stage 3 Identify Qualify
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
  • Solution Sales Value Creation / Demand Creation
  • Before we begin to invest significant resources
    to influence an opportunity, we need to decide if
    this investment is worthwhile
  • Create a new opportunity
  • Qualify the opportunity (Go/No Go decision)

25
Creating a new OpportunityWhere do opportunities
come from?
  • Created by sales at the end user level (Demand
    Creation)
  • Detected at the end user level
  • During a sales visit
  • During services delivery
  • Customer calls us
  • From prescription actions
  • Via leads from marketing, trade shows
  • Detected in the commercial network
  • Detected via surveillance of commercial
    information sources
  • Specialized press
  • Web sites
  • RFPs (Requests For Proposal) issued
  • Create a new opportunity
  • Qualify the opportunity

DeliverValidate
The process to create an Opportunity
starts when searching and selecting the correct
related Account. Once the Account is found or
created, the Opportunity is created from the
Account page.
26
Creating a new OpportunityWhere do opportunities
come from?
  • Opportunity Name and Country are populated from
    the search screen.
  • You will also be prompt to choose the opportunity
    type (standard or solution) and stage (3 or 4 for
    Solution and 3,4 or 5 for Standard) after the
    search but that can be change on edit mode.
  • You need to capture all of the required fields
    (fields with red bar) and other important fields.
  • You may not be able to fill in all fields when
    creating the opportunity. You will come back
    update the opportunity along the opportunity
    management process
  • Create a new opportunity
  • Qualify the opportunity
  • Upon Opportunity Creation we allow the User to
    determine the correct Opportunity Stage to pick.
  • The recommendation is to start at the earliest
    Stage and move as fast or slow as you need
    through all the Stages. At the same time we give
    flexibility to allow Opportunity Managers
    selecting the most appropriate Stage depending on
    the case in hand.
  • Standard Opportunity creation is possible at the
    Stages 3, 4 or 5.
  • Solution Fast-Track Opportunity creation is
    possible at the Stages 3, 4 or 5.
  • Solution Opportunity creation is possible at the
    Stages 3 or 4.

DeliverValidate
27
Creating a new OpportunityProcess
  • Before creating an Opportunity, the Creator MUST
    perform a search to see if an existing
    Opportunity already exists.
  • If no results are returned (exact match of
    Opportunity names Countries), the User will
    have the possibility to create the Opportunity.
  • If an Opportunity is already logged for the
    Project, the User can request the Opportunity
    Leader to add him/her in the Sales Team.
  • Create a new opportunity
  • Qualify the opportunity

Initiator of the opportunity
Existing opportunity owner
No
Identify opportunity
Search for opportunity
Create opportunity
Select Opportunity Type and Stage
Fill in the information
Yes
Update opportunity
DeliverValidate
Ask Opportunity owner for appropriate access
28
Creating a new OpportunitySearch for duplicate
  • To avoid create duplicates, the mandatory search
    doesn't restrict visibility all opportunities
    names in bFO can be seen, but their detailed page
    is not accessible.

1
2
Search
  • Create a new opportunity
  • Qualify the opportunity
  • When Search returns gt 30 results, users can
    navigate through them by
  • Selecting Next/Previous Page at the bottom of
    the page
  • Entering the page number directly under the
    results

DeliverValidate
Users cannot create a new opportunity if the
search returns more than 30 results
29
Creating an Opportunity
3
NB This step is not existing while creating the
opportunity from a case, opportunity is created
at stage 3 by default
Create
  • Create a new opportunity
  • Qualify the opportunity

4
Select Type and Phase
Enter detail section information
5
Opportunity name
Amount
Close date
Opportunity Type Category
DeliverValidate
Leading Business
Scope
Included in Forecast now in detail section
30
Creating a new OpportunityChange the opportunity
creator
  • While creating an opportunity, the system
    automatically assigns the opportunity to the
    creator, i.e. automatically creator is the
    opportunity leader
  • To change the opportunity leader, click on Change
    next to the Opportunity Leaders name You can
    only assign it to your Channel Manager and your
    colleagues
  • When saving a new Opportunity for the first time,
    the Opportunity Detector field is defaulted with
    the name of the User who created the Opportunity
    if this information has not been captured by the
    user himself.
  • .
  • Create a new opportunity
  • Qualify the opportunity

DeliverValidate
31
Cloning an Opportunity
  • All users can clone an opportunity at each stage
    up until Stage 4
  • All info in the opportunity layout are cloned as
    displayed except
  • Stage will automatically change to 3-Identify
    Qualify
  • Quotes, activities and documents are not cloned
  • Gate mechanisms are reset
  • Uncheck all S0, S1 Gate field checkbox
  • Planned Actual milestones are reset
  • Scoring Scoring history are reset
  • When clicking Continue, user can select the
    Related lists to transfer.
  • Create a new opportunity
  • Qualify the opportunity

DeliverValidate
The User performing the cloning action becomes
the Cloned Opportunity Owner
32
Mass editing opportunities
  • Users can massively edit some fields in
    opportunities by using the Mass Edit function,
    as long they have Read Write access on them
  • Create a new opportunity
  • Qualify the opportunity

1. Select the dedicated view and select the
opportunities you want to edit at the same time
DeliverValidate
2. Change the fields (from which are available)
and click on Save
33
Confidentiality level
  • A confidentiality level picklist will be
    created enabling users to identify sensitive or
    confidential opportunities, and the ability to
    report specifically on this type of opportunities
  • The list of values is as follow
  • Standard (default value)
  • Non-disclosure
  • Classified
  • Switching from a value to another does not have
    any impact on the visibility of the opportunity.
  • Create a new opportunity
  • Qualify the opportunity

DeliverValidate
34
Qualifying the OpportunityInformation
  • Before we begin to invest significant resources
    to influence an opportunity, we need to decide if
    this investment is worthwhile
  • Qualification Criteria
  • Attractiveness
  • Feasibility/Accessibility
  • Create a new opportunity
  • Qualify the opportunity

DeliverValidate
1. Click on score attractiveness or score
feasibility (instead of using directly the
Feasibility and Attractiveness Result fields)
NB You can score the attractiveness and
feasibility at any stage
35
Qualifying the OpportunityInformation
  • Create a new opportunity
  • Qualify the opportunity

2. Fill in the answers corresponding to the
different questions
  • Qualification Outcomes
  • Priority
  • High
  • Normal

DeliverValidate
3. Final score impacts the opportunity priority
NB You can score the attractiveness and
feasibility at any stage
36
Satisfying S0 Gate
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
S0 Qualification decision. Decision to pursue
the opportunity
S1 Bid Investment decision. Decision to invest
in the bid
S2 Bid Submission decision. Decision to submit
the bid to customer
P0 Win or Loss contract awarded
37
Stage 4 Influence Develop
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
Solution Sales Opportunity ManagementJoint
commercial approach to influence the
specification and the DMU prior to issuing of the
RFP
  • Define Sales team
  • Receive Request For Proposal
  • Influence key Decision Makers
  • Assess Competitive landscape
  • Opportunity Priority Level (mandatory for
    Solutions)
  • Identify Product Line
  • Request support
  • Bid/no Bid decision

38
Sales Team
  • The goal of the Opportunity Management process is
    to increase the efficiency of team collaboration
    during the sales process
  • For a given opportunity, a sales team of people
    will be identified and involved throughout the
    opportunity lifecycle.
  • The opportunity leader
  • Each opportunity is managed by an opportunity
    leader (OL) - usually the account manager of the
    customer
  • Within the system the OL will define the
    individuals and their specific roles within the
    sales team. He will also grant the appropriate
    access permissions to the opportunity
  • They will define the commercial strategy and
    tactic to manage the opportunity.
  • PM Tender Leader
  • For Solutions opportunities, a PM Tender should
    be involved in the opportunity management with
    the opportunity leader. The PM Tender will be
    responsible for managing the bid (tender).
  • The PM Tender is accountable for Project PL
    during execution of the project.
  • Additional roles within the sales team could
    include
  • Salesperson, Specialist salesman, International
    Account Manager etc.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

DeliverValidate
39
Adding Sales Team members
  • You can add your channel manager (Agency account
    owner) and your colleagues to the Opportunity
    sales team
  • Role and read/write access can also be defined
    for each colleague.

The number of account team members is unlimited
when you have entered the 5 first, click on Save
More to add more
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

Select the role of the team member
You can decide on the level of access of your
team member Read Only or Read Write
DeliverValidate
You automatically see the list of people you can
add. Click on the name to add them.
40
Adding Value Chain Players
  • You should capture all contacts who might have
    influenced the outcome of the opportunity using
    value chain player related list. However, VCP
    can be added at anytime any stage.
  • You will need to indicate whether the value chain
    players are decision makers or influencers
  • If a partner is involved in the opportunity, he
    should be added as VCP.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

The leading partner should be flagged as
 leading partner  (only one partner can be
flagged as leading partner per opportunity)
DeliverValidate
Contact has to be the same as the contact within
the associated account.
If the value chain player has an important role
such as decision maker, capture it.
41
Adding Competitors
  • This is the point in the sales process where user
    should capture all competitors who also approach
    the same opportunity. However, competitors can be
    added at anytime any stage.
  • When changing the status of an opportunity to
     closed-lost  the system will require 1 winning
    competitor (you cannot capture more than 1
    winning competitor).
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity
  • You can search using different criteria
  • Free text search via Competitors Name
  • Filter search via Business and Country
  • If you dont find the competitor you are looking
    for, search for Other select it and capture
    its name in Other Name
  • NB Global Marketing will be responsible to
    update the competitors list

1
2
3
DeliverValidate
4
42
Support Request
Multi Business
Collaboration
Definition
  • It is a Sales Collaboration Process!
  • An informal gathering of resources to connect
    the dots
  • To exchange customer information
  • To leverage existing relationships within S
    Businesses To move towards solving customer
    problems more quickly and accurately
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

Objective
  • To encourage an improved customer experience
    through better communication and collaboration
    across multiple disciplines and business models.
  • Given the complex nature of the organization,
    Creating a Support Request provides a simple
    means for employees to reach out and connect with
    internal contacts when they dont know where to
    go.

DeliverValidate
43
When do I use a Support Request?
  • You have a opportunity, project or initiative
    that you think could benefit from the addition
    of other Schneider offerings, but are
    unfamiliar with solutions or contacts outside of
    your business

You are presenting aSchneider Solution to anew
potential customer, and would like to
ensurethat your messaging andtechnical
information iscorrect and up to date
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

You are searching for key internal contacts or
Subject Matter Experts (SMEs) needed to better
service a Schneidersolution or project
You are unsure if yourcustomer or
opportunityalready has an existingrelationship
with SchneiderElectric that couldbe leveraged
DeliverValidate
44
3 SR types
Solution Quotation Solution Support Request
for Technical or Bid Expertise. Quotation
Support Request for Quotes to be generated on
behalf of sales. This is an administration group
within countries that are responsible for
generating quotes for customers
Selling Cross border Cross business Support
Request for Generic Support, through Businesses
and Countries where you need other sales
resources to help collaborate.
Transfer Opportunity Ownership Support Request
for Transfer of Opportunity Ownership. If the
Assigned to User is filled, there is an
automatic change of ownership. Important once
reassigned, it is very important to close the
request to avoid further ownership changes.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

DeliverValidate
Each type will send an e-mail to the
corresponding group selected where the requestor
only has to identify the country where support
is needed and potential business.
45
Support RequestProcess for Solution, Quotation
and Selling Centers
Support Requestor
Support Center
Only opportunity owner and sales team members
with RW access on the opportunity can create a
SR. Status changes from New to Submitted
1 - Create Support Request
_at_
_at_
2 - Accept SR?
3 - Change the status to Accepted and Enter
Expected Completed Date
5 - Close the SR by changing the status to
Completed
4- Provide the help needed
_at_
_at_
_at_
_at_
Yes
If there is a need for quotation, The Support
Center can help create the Quote Link or have it
done by the PM tender, at this stage of the
process. Any relevant document can be then
attached to the SR and Comments field filled in.
No
6 Change the status to Rejected
_at_
_at_
  • _at_ Notification email sent to SR creator
  • _at_ Notification email sent to Support Center
  • _at_ Notification email sent to Assigned To - User

If the status of the SR is either Accepted In
progress, Accepted On Hold or Completed, the
user responsible for answering to the SR needs to
be entered in the Assigned To User field. In
this case, the user will receive a notification
email.
46
Support RequestProcess for Transfer Opportunity
Ownership type
Support Requestor
Support Center
Only opportunity owner and sales team members
with RW access on the opportunity can create a
SR. Status changes from New to Submitted
1 - Create Support Request
_at_
_at_
2 - Accept SR?
3 - Change the status to Accepted, enter Expected
Completed Date and assign it to the relevant user
5 - Close the SR by changing the status to
Completed
4- Provide the help needed
_at_
_at_
_at_
_at_
Yes
If there is a need for quotation, The Support
Center can help create the Quote Link or have it
done by the PM tender, at this stage of the
process. Any relevant document can be then
attached to the SR and Comments field filled in.
No
6 Change the status to Rejected
_at_
_at_
  • _at_ Notification email sent to SR creator
  • _at_ Notification email sent to Support Center
  • _at_ Notification email sent to Assigned To - User

47
Creating a Support Request 1/2
Within a support request, you can search your
center by business, country and/or free text.
1
Click on New Support Request
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

2
This research enhancement is applicable to the 3
support request record types
3
You can search by Business and/or Country
You can also enter part or center name
Click on Select next to the appropriate center
DeliverValidate
4
In the Opportunity Information section of the
opportunity page, the center is automatically
copied, if the field was blank.
48
Creating a Support Request 2/2
  • Support Requests can only be created by people in
    the Sales Team with Edit right or by the
    opportunity leader.
  • Transfer of ownership can only be done by the
    opportunity leader.
  • All other editions can be processed by all users
    at all stages
  • The field Created By is automatically filled in
    with the name of the support request creator
    (read-only)
  • When SR is closed (completed or rejected) edition
    is no longer possible
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

Creating a Support Request when you need selling
support, product support or want to re-assign to
a new Owner, are to be used when you do not know
the correct person, Group or Center to assign.If
you know the correct person, Group or Center then
simply use Chatter or assign the Opportunity and
perform the action related to the known User.
DeliverValidate
49
Create a Product Line
When creating an Opportunity, the User should add
Product Lines to capture the estimated revenue
amount. At first he/she can track at the highest
level (at a Business level) and as he/she learns
more modify to a lower level of detail. An
Opportunity should include total possible sale
Amount including parts, services, software
licenses and labor if required. Users should be
tracking the total revenue for s The Product
Line section of the Opportunity should be used at
Stage 3 to identify the content of the
Opportunity based on PM0 and GMR. It can be
updated at any Stage.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

1
You can filter by Business / Product Line /
Product Family / Family
You can also enter part of the name of the product
DeliverValidate
2
Click on Select
50
Search a Product Line
There are three different ways to identify your
product line
1/ Search criteria key word
2/ search by filters
3/ Search commercial reference
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

DeliverValidate
51
Edit a Product Line
  • Two Edit options
  • By clicking on Edit from the opportunity related
    list page, only the current PL parameters can be
    updated.
  • By clicking on the PL name, you will be able to
    change the product and other parameters by
    entering in edit mode.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

DeliverValidate
52
Bid/No Bid decision
  • Regardless of the degree to which we have
    influenced the specification we must make a Bid /
    No Bid decision.
  • It is important to rescore the feasibility and
    attractiveness at this stage also.
  • In order to make this decision we use a set of
    formalized criteria.
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity
  • Bid Decision Criteria
  • Attractiveness
  • Feasibility/Accessibility

DeliverValidate
1. Click on score attractiveness or score
feasibility
NB You can score the attractiveness and
feasibility at any stage
53
Bid/No Bid decision
2. Fill in the answers corresponding to the
different questions
  • Sales Team
  • Value Chain Players
  • Competitors
  • Support Request
  • Product line
  • Qualify the opportunity

3. Final score impacts the opportunity priority
NB You can score the attractiveness and
feasibility at any stage If you did not perform
the Score feasibility and Score attractiveness,
the Opportunity Priority leve lis blank. You will
have to populate it
i
Business Rule Opportunity Portfolio Manager/
Opportunity Leader is selecting the opportunities
to be reviewed during SOC meeting by flagging
them as SOC. If the committee decides the
opportunity is no more relevant for SOC s/he
should change the Priority back to High or
Standard
DeliverValidate
54
Satisfying S1 Gate
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
S0 Qualification decision. Decision to pursue
the opportunity
S1 Bid Investment decision. Decision to invest
in the bid
S2 Bid Submission decision. Decision to submit
the bid to customer
P0 Win or Loss contract awarded
55
Stage 5 Prepare Bid
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
Tender Contract ManagementManaging risk,
profitability customer satisfaction during
tendering, contract forming and execution
  • Create a quote link
  • Mandatory for solutions
  • RFP Received On
  • Solution Center
  • End user Account investor
  • Perform a detailed risk analysis
  • Submit the quote for proposal

56
Definition and objectiveQuote approval
Definition
  • The Quote Approval is a key process to ensure
    that
  • The risks associated with a given
    opportunity/project can be identified and managed
  • The appropriate controls are in place to provide
    approval at the proper level in the organization
  • Create a quote link
  • Perform a risk analysis
  • Submit the quote for approval

Objective
  • Traceability
  • Efficiency
  • Harmonization

Who has been approving what? Who has been
changing what?
DeliverValidate
Quick approval to meet the bid deadline Collaborat
ion Communication enhancement through Chatter
One process for all Same form for all
57
Business Solution rulesQuote approval
  • It is possible but not a constraint from the tool
    to submit a quote for approval for Solution,
    Solution Fast-Track Standard opportunity, with
    different information to be entered.
  • Approval thresholds are not globally determined
    and only apply to solutions.

It is possible to have Quotes Links at both S0 and S1 Gates, mainly for budgeting purpose.
There must not be more than- 1 active Quote Link per quoting system for Standard Opportunities, - 1 inactive Quote Link per Quote in the Quoting Systems, with 1 active Quote to make the summary of all the Quote Links for Solution Opportunities.
The Quote Link can only be viewed by Quote Approvers. If additional people need to view/Edit the Quote Link, the Opportunity Leader will add them manually to the Sharing List.
When the Quote is not meeting Commercial Policy, a Commercial Validation must be performed.- For Solutions Opportunities over 2 millions Euro,- For Solutions Opportunities under 2 millions Euro and/or for Standard Opportunities
  • Create a quote link
  • Perform a risk analysis
  • Submit the quote for approval

DeliverValidate
58
ProcessQuote approval
Opportunity Owner
PM Tender
Approvers
6 Can go through gate S2
1- Give appropriate access to the PM Tender
5 - Send the quote to the client
2- Create the quote link
4 - Review the quote with the PM Tender and
validate it
  • Create a quote link
  • Submit the quote for approval

There can be up to 10 approvers added to the same
quote. A quote is considered approved only once
every approvers have validated the quote.
DeliverValidate
59
Quote approvalGiving appropriate access to the
PM Tender
There are 2 different ways of giving Read/Write
access to the PM Tender
  • 1- Add the PM tender in the Sales team

3. The PM tender is now in your Sales team and
can create a quote link
1. Click on Add in the Sales Team related list
2. Give R/W access to the user and select Team
Role PM - Tender
  • Create a quote link
  • Submit the quote for approval
  • 2- Transfer the ownership of the
    opportunity to the PM tender

DeliverValidate
1. Click on the Change button next to Opportunity
leader
2. Select the new owner. Check the Send
Notification email Checkbox
3. The new opportunity owner receives a
notification mail
60
Quote approvalCreating a quote link
Once the Quote has been built in the appropriate
legacy system, the PM Tender enters the key
details of the quote on the Quote Link related
list. It is possible to have quotes at both S0
and S1 gates. There is no limit on number of
quotes created, however, only one can be active
at any given time.
Disclaimer This button is not to be used by
countries that are not yet interfaced with a back
office tool. Please ignore
  • Create a quote link
  • Submit the quote for approval

A quote reference number within the legacy system
or an url link.
Amount from legacy system
DeliverValidate
Disclaimer This quoting synchronization
section is not to be used by countries that are
not yet interfaced with a back office tool.
Please ignore
61
Quote approvalApproval workflow
General rules
  • Each Approver will receive an email when the PM
    tender will submit the quote
  • Each Approver will receive an email when it is
    his/her turn to validate
  • If an approver denies the quote, the PM tender
    has to resubmit it after modifications he can
    choose to submit it to all approvers (for big
    changes) or only to the last approver (for minor
    modifications).
  • It is best practice for approvers to communicate
    changes to the PM Tender through Chatter rather
    than rejecting the quote
  • Approval workflow
  • Create a quote link
  • Submit the quote for approval

PM Tender
Approvers
1 Add approvers to the approver team
4 Send the quote to the client
2- Submit for approval
Follow the evolution of the approval workflow
Review the RITE
_at_
_at_
YES
DeliverValidate
_at_
3 1st approver Reviews the RITE
3 2nd approver Reviews the RITE
3 Last approver approves the RITE


Approval?
_at_
NO
  • _at_ Notification mail

62
Quote approvalDetailed workflow (1/4)
To enable approvers to edit the quote, the PM
Tender adds them to the Approver Team. An agent
can only add as approvers his Channel Manager and
his colleagues.
1 Add approvers to the Approver Team
You can add from 1 to 10 approvers
Click on Show all results
  • Create a quote link
  • Submit the quote for approval

Quote Link sharing automation
  Once an approver is recorded, he/she is granted
a read / write access to the quote link. (He is
added to the sharing list) Once an approver is
removed, he/she loses his read / write access to
the quote link. (He is removed from the sharing
list)
DeliverValidate
63
Quote approvalDetailed workflow (2/4)
2 Submit for approval
a. Click on the Submit for Approval button
b. Each approver will receive a mail to notify
them the quote has been submitted
For some opportunities, CCO gross margin is
mandatory before submission. Please contact your
Channel Manager to get it filled.
  • Create a quote link
  • Submit the quote for approval

3 Approvers review the quote link
By clicking on the link, the approver will
directly go the quote link home page.
a. When it his/her turn to approve, the approver
will receive another mail with a link in it
DeliverValidate
b. The approver can now review the QL.
64
Quote approvalDetailed workflow (3/4)
3 Approvers review the QL (2/2)
  • After reviewing the QL, the approver has to
  • approve/reject it

APPROVE
REJECT
b. Approver can add comments with his/her decision
b. Approvers can add comments with his/her
decision
  • Create a quote link
  • Submit the quote for approval

DeliverValidate
The PM tender is notified that the quote has been
rejected
The next approver will receive a notification
mail to approve the quote
He has now to review the RITE and resubmit it.
He can modify the chain of approvers accordingly.
.. And thus until the quote has been fully
approved
65
Quote approvalDetailed workflow (4/4)
How to recall an approval request
a. Click on the Recall Approval Request button
c. You can now correct the approval chain. Do not
forget to click on Save
  • Create a quote link
  • Submit the quote for approval

b. Explain the reasons why you recall the approval
DeliverValidate
The approver has to notify the PM tender So he
can gives appropriate access to the new approver
66
Quote approvalClone a quote
Users have the ability to clone Quotes they own.
All the information introduced in the initial
quote link will be transferred to the cloned one
except the Approvers list.
  • Create a quote link
  • Submit the quote for approval

DeliverValidate
Dont forget to update the information!
67
If you edit the opportunity during phase 5
  • Fill in the field  End-User Account Investor it
    enables to indicate the  contractor  finally
    chosen
  • Other information can be entered, although they
    are not mandatory
  • Final Account/Site account where the
    product/solution is installed/delivered
  • Location address/city where the product/solution
    is installed/delivered
  • Enter a Solution Center (type SC to perform a
    search using the lookup)
  • Enter a date in front of RFP Received On
  • End-User/Account Investor
  • Solution Center
  • RFP Received On

DeliverValidate
If not entered during phase 5, these fields will
have to be populated before going through gate S2
68
Satisfying S2 Gate
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
S0 Qualification decision. Decision to pursue
the opportunity
S1 Bid Investment decision. Decision to invest
in the bid
S2 Bid Submission decision. Decision to submit
the bid to customer
  • Account Selected

P0 Win or Loss contract awarded
69
Satisfying S2 GateAccount selected
  • Tick the box  Account Selected  this means
    that the "contractor" is selected by the End-user
    and will be the one pushing the order directly to
    Schneider Electric or through distributor
  • Account Selected

DeliverValidate
70
Satisfying S2 GateCCO Gross Margin
  • For some opportunities, CCO gross margin is
    mandatory before submission to move from stage 5
    to stage 6. Please contact your Channel Manager
    to get it filled.
  • The following customized error message will be
    displayed, depending on the opportunity captured
  • Move to stage 6

DeliverValidate
71
Stage 6 Negotiate and Win
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
Tender Contract Management In this phase, the
customer is resolving their concerns and coming
to a final decision
  • Sales Contributors
  • Win/Loss review

72
Sales Contributors Overall Process
Add Opportunity Leader to Sales Contributors
On creation and assignment of the Opportunity,
the Opportunity Leader is added as the sole
contributor with 100 contribution
Copy Sales Team
The Copy sales Team button is used to copy the
individuals within the Sales Team to the Sales
Contributors
Add Salesperson to Sales Contributors
If an individual has been identified as a
contributor, the Opportunity Leader adds the
individual to the Contributor team and sets the
contribution
Negotiate Win
The Solution Opportunity Committee (SOC) reviews
the Sales Contributors to ensure accurate and
fair contribution splits The Opportunity Leader
is accountable for reviewing the Contributor team
for an Opportunity and ensuring it is correct
prior to closure of the Opportunity
Review Sales Contributors
  • Sales Contributors
  • Win/Loss Review

DeliverValidate
  • The general principle is that only Sales People
    are Contributors to
  • Opportunity (No Solution Centers or PM
    Tender/SME).
  • Only the Opportunity Leader is responsible for
    defining and modifying Contributors List and
    Individual Contributions.
  • Within an Opportunity Hierarchy, the Contribution
    Split must be done only on the Opportunity that
    is forecasted.

73
Sales Contributors Example
Opportunity Amount is 3M
1
2
Opportunity Amount is 2M
1
2
Negotiate Win
  • Sales Contributors
  • Win/Loss Review

3
DeliverValidate
Calculate Sum. Include only opportunities Won
Name Overall Contribution
Alex 2.8M
Others
4
74
1. Opportunity Management
This function covers the end-to-end process of
Opportunities and therefore forms the start and
end to the sub-process Sales Contributors
Benefits
1
  • When an Opportunity is first created, the system
    automatically creates a related Sales Contributor
    record populated with the Opportunity Leader and
    assigning 100 contribution by default
  • This Sales Contributor is a related list on the
    Opportunity object.

2
Negotiate Win
3
  • Sales Contributors
  • Win/Loss Review

DeliverValidate
Moving to stage 7 Deliver Validate
requires Sum of users contribution gt100 Only
Opportunity leader can update the contributors
list He can only assign it to his channel manager
and colleagues
4
75
2. Sales Team
1
Negotiate Win
2
  • Sales Contributors
  • Win/Loss Review

3
DeliverValidate
4
76
Satisfying P0 Gate
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
S0 Qualification decision. Decision to pursue
the opportunity
S1 Bid Investment decision. Decision to invest
in the bid
S2 Bid Submission decision. Decision to submit
the bid to customer
P0 Win or Loss contract awarded
77
Stage 7 Deliver Validate
Selling
Execution Deliver Validate
Under. Business Context
Define Opportunity Portfolio
Identify Qualify
Influence Develop
Prepare Bid
Negotiate Win
S0
P0
S1
S2
Hand off to execution team and project
managerMastering project execution
  • Sales stays in contact with the customer during
    the execution
  • Look for new opportunities and add-on services
  • Confirm the business value delivered
  • Ensure that a customer satisfaction survey is
    done after the delivery, discuss the results with
    the customer, and take corrective action if
    necessary

78
Winning the Opportunity
  • The end of an opportunitys lifecycle i.e. its
    closure will be triggered by one of the following
    events
  • Opportunity is Won Delivered Validated by
    Schneider i.e. Schneider Electric have won and
    order is direct to Schneider Electric.
  • Opportunity is Won Delivered Validated by
    Partner i.e. Schneider Electric have won and
    order is managed through a Distributor
  • As long as the opportunity is won, it should stay
    at stage 7 and have its gate updated (P0, P2, P4)
  • When an opportunity is won the Phase/Sales
    Stage will be Deliver Validate. The
    opportunity will be closed when the user selects
    the appropriate Status.
  • The Amount should be updated during the whole
    Opportunity Lifecycle and especially at the
    Quote Issuance to the Customer date (taking
    confidentiality risks to put the exact Amount of
    the Quote). The final Amount will be set at Stage
    7 when the Order is received. The Opportunity
    Team is responsible for making sure the Order
    Amount is populated on the Opportunity Amount
    field.

Negotiate Win
DeliverValidate
  • Win the opportunity
  • Close the opportunity

79
Deliver validate
Once you have updated the status, the activities
related to the Deliver Validate phase are not
registered into bridge Front Office tool
Negotiate Win
DeliverValidate
  • Win the opportunity
  • Close the opportunity

80
Closing the Opportunity
  • At any stage, an opportunity can be closed.
  • At stage 5 and 6, when closing an opportunity,
    status field becomes mandatory. The opportunity
    is closed because Cancelled By Schneider,
    Cancelled By Customer, Won by another or Lost.

Negotiate Win
Close Date updated to todays date when saved
DeliverValidate
  • Win the opportunity
  • Close the opportunity

NB if the opportunity is Lost you have to record
one (and only one) winning competitor When lost,
it is mandatory to enter the Reason
81
Lost or cancelled Opportunity
  • Opportunity is Lost i.e. order has been placed
    with a competitor
  • Opportunity is Cancelled by Customer e.g.
    project cancelled by End User/Customer as
    investment funds are not available
  • Opportunity is Cancelled by Schneider e.g.
    Schneider Electric decide not to tender.
  • Opportunity is Won by another means customer
    has not been selected.

Please update the status when stage is Closed.
Negotiate Win
DeliverValidate
  • Win the opportunity
  • Close the opportunity

The winning Competitor
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