Global Partner Portal
• Global Partner Portal overview
• Home Page and message of the day
• Creating a new opportunity
- Account selection - Account creation - Required fields
- Entering detailed revenue data - Adding Sales Team members - Restriction levels
- Recalculating revenue
- Opportunity creation fast path
• Opportunity key fields to update
• Co-Marketing opportunities
• Opportunity Pipeline views/export
• Opportunity classification
• Interface with IBM CRM System
- How to recognize an opportunity from IBM CRM system - Accepting an opportunity
• Where to find help
IBM’s “opportunity to cash” process for BPs is functionally disjointed, with multiple, disconnected brand and geo-based tools at every stage.
Little re-use of data from stage to stage AODE Passport Adv’ge phones Process Opportunity Process
Opportunity Order &
Execute IOS Passport Adv’ge PC-Server AAP Report & Pay AAP/BIC SORT BPMS CRT Excel (x >50) AMT CWM Grant BPIMS BPSR (Carlsen) E-Bids (E-Pricer) E-Config (Blue Horizon) Configure & Price
BP has to navigate multiple, disconnected tools – many interfaces, much re-keying
IB
M
(Illustrative: not an exhaustive listing of current tools or interfaces)
DET PWLM fax Process Opportunity STG configure MA/ Svcs CFSW IOL E-Order (DSW) Partner Comm. MARS/ Mariner (B2B) Web Forms Spreadsh eets (B2B) SQO
GPP OVERVIEW
We need to offer BPs one place to collaborate and execute a transaction from “opportunity to cash”, masking the complexity and enabling data re-use.
AODE Passport Adv’ge phones Process Opportunity Process Opportunity Order & Execute IOS Passport Adv’ge PC-Server AAP Report & Pay AAP/BIC SORT BPMS CRT Excel (x >50) AMT CWM Grant BPIMS BPSR (Carlsen) E-Bids (E-Pricer) E-Config (Blue Horizon) Configure & Price DET PWLM fax Process Opportunity STG configure MA/ Svcs CFSW IOL E-Order (DSW) Partner Comm. MARS/ Mariner (B2B) Web Forms Spreadsh eets (B2B)
Global Partner Portal (GPP)
Increasing re-use of data from stage to stage
SQO
• Automatic enablement of BP profile data –companies and employees
• Interface with PPS
• Sales team management
• Product data
• IBM cannot delete or overwrite key opportunity data
• BP controls data release (for non-IBM identified opportunities)
• Simplified sales progression model
• Support for “Sales Connections”
• Link to Attach Connector
• Improved pipeline views
• New opportunity creation & data simplified
• BP OO can give visibility to other BPs (including distributors) or IBMers • Product data level 20 mandatory
• BP data ownership protected
• level 1 = open, level 2 = cust data blocked from view , level 3 = opp blocked from view till closed
• 5 stage subset of 11 stage SSM. Stage 1: Noticing, Stage 3: Validated, Stage 4: Qualified, Stage 7: Won, implementing, Stage 11: Lost (plus reason code) • Reporting facilities for BPs
• to contact Consultative Service to get support from IBM SR / BSS ( registration required ) • web application that brings IBM cross brands information in one place
• 10 mandatory fields instead of 38, other data defaulted (eg : flow code, ISA)
Example of a Message of the Day you see after logging in ( Home page ). Click on the Opportunities tab to see the list of Opportunities.
Start with the Opportunities Tab
Click on the New Button to create a new Opportunity
Scroll to view
more opportunities
Creating a new opportunity
Account Field Icon Button
Click on the Account Field Icon Button next to the Account field.
Query the Accounts to be associated to the opportunity.
5
List of Accounts tied to the Business Partner Firm
Click on the Query button to query accounts from the IBM-supplied list of accounts
Creating a new opportunity – Account selection ( cont. )
Enter the Account name in the Account field; you can refine your query by including additional account information ( City, Zip Code.. )
You MUST enter at least the first 2 (two) characters of the Account name.
Note: Fields are case sensitive and the asterisk (*) serves as a
wildcard that will allow you to
find all Accounts that begin with Rob.
Country defaults to the Country of the person doing the query
Select the Account and click the OK button.
Always try to find an account before creating a new one in Global Partner Portal. If the account you are looking for does not exist ( account selection procedure ), then you can create an account record. Note: you must create an account from the Opportunities screen.
Creating a new opportunity – Account creation
Enter the Account name and press Go.
Creating a new opportunity – Account creation ( cont. )
No account record is displayed; the account does not exist in GPP. Click the New button to create the account
Creating a new opportunity – Account creation ( cont. )
Fill in the mandatory fields ( marked with * ) and save your data. The new account is now displayed in the Pick Account applet and can be
selected.
Required fields with no default values: Account, Description, Sales Stage
Required fields with default values: Opportunity Number, Decision Date, Revenue, Probability Opportunity Currency, Sales Team, Opportunity Source, GPP Oppty Accept Status.
Saving without filling in Description or Sales Stage will cause an error
Creating a new opportunity - Required fields
System-generated Opportunity number
Decision date is set to 90 days from creation date
If you select Sales Stage 4, the Revenue details will be a required data.
Sales Stage Field Icon
There are now 5 instead of 11 Sales Stages
Global Partner Portal has fewer sales stages than IBM's CRM system, which means that an opportunity at Sales Stage 04-Validated, depending on the Probability selected, may map to a different sales stage in IBM's CRM system.
Creating a new opportunity - Required fields ( cont. )
75% 50% 25%
Select the following percentage from the Probability % Field Sales Stage 6 Sales Stage 5 Sales Stage 4 The opportunity will display in IBM CRM as:
The customer indicates a preference for an IBM solution
The customer is leaning toward the IBM solution and the proposal has been
submitted
The customer is assessing solutions from multiple sources; some uncertainty exists
And the Customer Situation is
Sales Stage 4 Sales Stage 4 Sales Stage 4 Global Partner Portal Sales Stage
Use the Probability field in the Opportunity header
Use the Detailed Revenue Data field icon button to enter Revenue data
Creating a new opportunity – Entering detailed revenue data
The Detailed Revenue Data field icon button displays the Revenue Applet
Revenue Applet
Click on the New button to enter Revenue detail
Required fields with default values: Bill Date, Win Probability, Quantity, Revenue, Opportunity Currency.
Required fields with no default values: Type, Brand Family Note: Brand Family is associated with Type.
Creating a new opportunity – Entering detailed revenue data ( cont. )
Use the Type Field Icon to display product types
Use the Price field to enter unit price; the Revenue will be automatically updated based on Quantity\Price
Creating a new opportunity – Entering detailed revenue data ( cont. )
Click the Type field icon , select a value and press OK.
Select the Product Type
Creating a new opportunity – Entering detailed revenue data ( cont. )
Click the Brand Family field icon , select a value and press OK.
Select the Brand Family
Filling in Quantity and Price will automatically update the Revenue field
Creating a new opportunity – Entering detailed revenue data ( cont. )
Creating a new opportunity – Entering detailed revenue data ( cont. )
After entering the price, click anywhere in the applet and the Revenue will be updated. Press Save when finished.
Creating a new opportunity – Entering detailed revenue data ( cont. )
The revenue details are also available in the Revenues tab, where existing records can be updated and new revenue records can be created.
Keep always updated both Decision and Bill Date.
The Bill Date is available in two sections in the opportunity details screen
Decision date is set to 90 days from creation date
Bill date is
set to 90 days from creation date
Bill Date is available in the Revenues tab
Creating a new opportunity – Entering detailed revenue data ( cont. )
Keep Decision Date and Bill Date always updated. Decision Date is located in the
opportunity header, while Bill Date is available in the opportunity header ( Detailed Revenue Data field ) and in the Revenues tab. Bill Date must be >= Decision Date
Click the Sales Team field icon to open the the sales team applet.
Click on the Sales Team field control icon
The list of existing opportunity Sales Team members is displayed; click the Add button to add additional people.
Creating a new opportunity – Adding Sales Team members ( cont. )
Use the Add button to add
Creating a new opportunity – Adding Sales Team members ( cont. )
Use the Find and Starting with fields to perform your search; system will show only people registered in GPP.
Select the search criteria you wish to use to find a Sales Team Member , type data in the Starting with field and click GO.
Click the checkbox next to the name of the Sales Team Member you wish to add and click OK
Creating a new opportunity – Adding Sales Team members ( cont. )
Select the record(s) and click OK, then click again OK to close the Sales Team applet. Note: you cannot use the Sales Team tab to add sales team members.
Creating a new opportunity – Adding Sales Team members ( cont. )
CRBP and SWG BPSSR can be easily added and do follow up in Partner Manager (PRM). There is a workaround available for IBM employees (not enabled for GPP) that do follow up in Siebel. You will not see that person in the list of sales team members in Global Partner Portal. To add additional IBM employees to the sales team, BP must create a new note; multiple
IBM names can be added, separated by commas. Do not add them to an existing note.
To delete an employee, BP sends an e-mail to ‘GPPOPS@UK.IBM.COM ‘ with the following information: Opportunity number and Name of the individual to be removed.
Use the Notes tab to add to the sales team additional IBM employees not enabled for GPP. The format is IREP+IBM employee’s name+IBM employee’s email
You can check the Is Restricted box to do a partial restriction * You can check the Work in GPP box to do a full restriction **
Note : the Work in GPP flag can be added only during opportunity creation.
*Check box for Partial Restriction
**Check box for Full Restriction Saving without checking either box will display this message
Clicking OK will save this
Opportunity with NO restrictions
Partial restriction : Is Restricted box means this opportunity will be in IBM reports, but customer account information will not be visible. Full restriction : Work in GPP box means this opportunity will ONLY be visible in GPP and will not be available in IBM reports until it’s closed.
The Revenue field in the top applet is not automatically updated. You must use the Recalculate Revenue button to update the Revenue field
Creating a new opportunity – Recalculating Revenue
If you create or update revenue data, the Revenues field in the opportunity header is not automatically updated.
Revenue has been updated
Save your changes
Creating a new opportunity
Creating a new opportunity – Opportunity creation fast path
If you use the same accounts repeatedly in creating opportunities, you can quickly create new opportunities using the Accounts screen.
In the Accounts screen, you will see those accounts where the account record, opportunities, or contacts have been created by someone in your firm, or where anyone in your firm is on the sales team.
Creating a new opportunity – Opportunity creation fast path ( cont. )
Find the account using the Query button or Previuos\Next page buttons, then click the hyperlink in the Account Name field.
Find the account you are looking for
Creating a new opportunity – Opportunity creation fast path ( cont. )
Click the Opportunities tab within the Account details screen and then click the New button to create a new opportunity.
Creating a new opportunity – Opportunity creation fast path ( cont. )
A new opportunity has been created and the account field is already filled in.
The Account field is already filled in; add the other mandatory information and then save the opportunity.
Opportunity key fields to update
To improve communication with IBM and reduce the likelihood of being asked for more information, ensure that you are updating the key fields in the opportunity:
- Sales Stage
- Bill Date / Decision Date
- Probability % / Win Probability
- Quantity and Price
The Business Partner, as opportunity owner, is responsible for managing the key fields that are indicated by a red asterisk (*). This ensures that the data is current for those Global
Partner Portal opportunity records that the Business Partner has chosen to share with IBM by selecting the appropriate values for the Work in GPP and Is Restricted checkboxes.
Co-Markeing opportunities
For co-marketing purposes please continue to use the web online form or Data
Exchange Template(DET). The opportunities will become visible for updating in GPP. For further information please contact you local IBM marketing representative.
Opportunity pipeline views/export
To have a complete view of the entire opportunity record that includes the opportunity header and revenue record, you can now use the My Opportunities Revenue Pipeline view. The default view is All Pipeline.
You can sort the result using the sort arrows in the column heading.
Opportunity pipeline views/export ( cont. )
Sort in ascending or descending order
Use the Menu Field Icon button to display the Export function. Note : Export function is available also in other screens.
You can use the opportunity Classification ID field to associate your own internally
meaningful codes to opportunities. You can use it as criteria in queries and in searching for specific opportunities. The Classification ID can be created by the business partner
Administrator and Focal Point, then it can be selected by any BP user. To create a Classification ID click the Partner tab and then New.
Opportunity Classification
Only the BP Administrator or Focal Point can create a Classification ID record
Type the Classification ID and a description, then save the record.
The Classification ID can now be selected by GPP users.
To select a Classification ID in an opportunity, open the sales team applet and then click the Classification ID field control icon.
Opportunity Classification ( cont. )
Use the bar to display the Classification ID field
The list of available Classification IDs is displayed ; select the record and click OK. Close the Sales Team applet and save the opportunity.
The Classification ID is visible in the opportunity list and My Opportunities Revenue Pipeline views.
Interface with IBM CRM system –
How to recognize an opportunity from IBM CRM system
Note: CRM opportunities do not start with “1JF”
Opportunities from IBM CRM system have an opportunity number that does not start with ‘1JF-’
You can only accept or reject Opportunities that are
Pending Acceptance
Interface with IBM CRM system – Accepting an opportunity
Use the Accept Status field icon
to display Accept/Reject status choices Select Accepted
Highlight the Opportunity you wish to work with
If you move off the record without saving, the Opportunity will not be Accepted. Click Cancel and save the record.
Interface with IBM CRM system – Accepting an opportunity ( cont. )
Where to find help
GPP Help files
GPP support page in PartnerWorld
Click the Help hyperlink
Where to find help ( cont. )
Business Partner’s administrator user guide
http://sc4.ihost.com/gpp/3_0/dev/other/enu/gpp_bp_admin_guide.pdf
PartnerWorld Profiling System (PPS) User Guide
Where to find help ( cont. )
PartnerWorld Contact Service ( PWCS )
