CRM Interim Solution Opportunity Management with Plan ahead
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CRM Interim Solution Opportunity Management with Plan ahead
Opportunity Management 3. Analytic Assessment (Weekly) 2. Field Assessment (Weekly) 1. Pipeline Assessment (Ad Hoc, Daily)
Role & Responsibility Sales Rep RH/TPM CPM/BDM 1 -1 Register Opportunity 2. Special Price Approval 3 -1 Review Win Rate 1 -2 Access Win Rate 3 -2 Define Confidence Level 1 -3 Submit for Approval 3 -3 Gap Analysis 1 -4 Register Win/ Loss 3
Test Environment and user accounts Website Basic data Admin Login As (以其他使用者登錄) Biz Type ASUS: http: //tp-crmstg-20/fca/ ASTP: http: //tp-crmstg-20/fcaportal/astp. Login. jsp 測試帳號如下 Role Taiwan Germany Italy Sales Rep (AM) Spark Liu Amy 1 Lin Joerg_Schlaefke Sales Rep (CM/Retail sales) Homer Chang Gary 1 Yang Haris_musemic Giovanna_flore CPM/BDM Sally 1_chen (NB) Leo_tseng (Eee) Haris_musemic (NB) Joerg_wissing (Eee) Massimo_merici (NB) Fabio_capocchi (Eee) TPM/RH Kevinl_lin William (NB) Channel Retail/Tender/Enterprise Managing
Stage 0. Qualification 1. Proposal Definition Validate account Define offering opportunity Activity §Receive §Define customer- §Register RFP/RFQ specific offering Win/Loss Result §Initial contact with ØProduct §Confirm Pricing customer ØService §Identify ØPenalty Customer’s ØDelivery date decision maker §Pricing §Identify customer ØQty purchase plan ØPayment Term ØApproved price §Develop Proposal and Submit Channel V 1. Register Opportunity Retail/Ten der/Enterpr ise V 1. Register Opportunity V 2. Negotiation Deal Closing V 3. Win/Loss Wrap up and follow-up §Sign purchase order §Analyze Win/Loss Result §Profile customer purchase patterns §Ensure customer profiling is up-todate V 2. Access Win Rate V 5
SOP 5 Steps
0. Where can we find the functions ASUS Channel management OM Opportunity management ASTP Start here Channel management OM Opportunity management 7
1 -1 Register Opportunity (Sales Rep) Click “New Application” Input Info of tab Opportunity 1 Opp name Account Products and Price Click “Save” 2 Definition of Opp name: Product line-Qty-Account e. g. NB-150 -Tech Data
Opportunity Type and Account Type Biz Type (Source) Opportunity Type Account Type (Route to Market) Remarks Channel Volume planning §Distributor Channel-based §Distributor §Dealer/VAR/SI §Out of price list §Taiwan 2. Retail Opportunitybased §Disti Retailer §Direct retailer §Indirect §Direct 3. Tender Opportunitybased §Tender §Commercial 4. Enterprise Opportunitybased §Enterprise §Taiwan 1. Channel 9
3 Product and Price Click “NEW” to add product details If Channel-based, able to import models from country lineup Input product details Click “Save” Input Delivery (ETA) Click “Add” 4
1 -2 Access Win Rate Convert the Stage into Negotiation from Qualification or Proposal Define the Most Likely Initiating/prospect e. g. < 50% Winning Factors 5: Very Important 1: Not Important 0: Not Sure Memo Several offerings to be clarified e. g. 50% ~ 75% Very Aggressive Committed but one offering to be clarified e. g. 75% ~ 99% Aggressive 1 Win Rate Additional comments on the opportunity Submit for Approval 2
1 -3 Submit for Approval Convert the Stage into Negotiation Click “Submit for Approval” 12
1 -4 Register Win or Loss After pricing approved Register 13
2 -1. Special pricing approval (RH/TPM) Login as RH or TPM Pricing delegation below country COGS RH to approve below region COGS TPM to approve below TPM bottom rejected no country COGS TPM to approve Approve the pricing or not Reject or drop sales can re-submit a rejected item or drop Only when all rejected items are dropped, is an approval finished Drop must be after reject
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3 -2 Define Confidence Level (CPM) Stage Negotiation Win Opportunity Status Open Under Approval Approved Passed Rejected Closed
3 -3 Gap Analysis @BIS
Annex Phase II (Channel Volume Planning) 20
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Phase II: Channel Volume Planning CPM • 1 -1 Target Setting (Account/Product) • 1 -2 Product line up and Price list Sales Rep (AM) • 2 Collect customer demands (Qty) based on CPM’s price list CPM/BDM • 3 -1 Define Confidence Level • 3 -2 Gap Analysis • No Special Pricing Approval • No Win Rate review 22
1. Target Planning (CPM/BDM) Target from Customer and Product view Prepare product lineup and price list 23
2. Product line up and Price list@Dist Price 24
3. Collect Order (AM) Collect customer demands (Qty) based on CPM’s price list Collect mini spec/requirement, out of price list Identify conditions for extra quantities 25
4. Define Confidence Level (CPM) No pricing approval C: Confirmed or not for further fulfillment 26
5. Gap Analysis (CPM/BDM) Adjust the final country fulfillment planning for TPM/BU Opportunity based Channel Volume Planning Gap 27
Business Processes of Opportunity Management ASUS BPR CRM 6. 3. 1 -6. 3. 3 v 3. 0. ppt
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