Ibm stg special Bid Process

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Creating a new opportunity

In this demonstration, you will practice how to create an opportunity using:

The Opportunities tab of Global Partner Portal
The Accounts tab where you can create opportunities for accounts that you use repeatedly.

Each screen in this demonstration provides you with instructions for completing a step within the process or information about that process. Each screen also gives you instructions on how to navigate the demonstration.

To create an opportunity from the Opportunities screen::

From the Global Partner Portal Welcome screen, click the Opportunities tab to view a list of opportunities.
The Opportunities screen is displayed with the My Opportunities view. This view includes a list of opportunities that you created or that include you in the sales team.
To add an opportunity, click New.
The Opportunities screen is displayed.
Note: The columns displayed may be different in your instance of Global Partner Portal. To modify your column selection, click the Menu field arrow and click Columns Displayed
Click the Account field control icon.
The Pick Account screen is displayed. A list of the accounts already created by your firm is shown. However, we want to search IBM's list of accounts first. Although the account we are looking for is displayed, this demonstration illustrates how to perform a search for an IBM account
Notes:

You must identify the account that is associated with your new opportunity.
Before adding a new account, first, search to be sure the account is not already in the list.
There are two sets of accounts in Global Partner Portal. Prior to creating an account, you must:

Query the accounts that already exist at IBM.
Scroll through the accounts created by your firm.

If the account is not found in either list, then you can create a new account entry from the opportunity screen

In the Pick Account screen, click Query.
The Pick Account screen for query is displayed. You can search for IBM accounts by using the available criteria on the screen.

Notes

Additional assistance using query can be accessed using the link on the Global Partner Portal application screen.
Important: Because different groups within IBM use different IBM Account Customer Numbers, do not use IBM Acct Cust Num field as a query criteria. Using the IBM Acct Cust Num field in a query can return incomplete results.

In the Pick Account query screen, click the Account field.
Type the name of the account. You should always use an asterisk in the search criteria to ensure all possible account names are searched.
Click Go to search IBM accounts using the search criteria.
The Pick Account query result screen is displayed.
Notes:

The query for the account might yield no results if there is no existing account. You might consider clicking Query to perform another search, in case the account name is listed under another Account name. The Account field is case-sensitive, and you can narrow your search by including additional data on the query screen.
For this demonstration, we continue by scrolling through the list of accounts created by your firm.

Click Cancel to return to the Opportunities view.
The Opportunities screen where new opportunities are created is displayed.
On the Opportunities screen, click the Account field control icon.
The Pick Account applet is displayed containing a list of the accounts created by your firm. The name of the account you want to use is in the list.
Note: If you do not see the account you need on the initial screen, use the list scroll icons to scroll forward through the list to view other accounts.
To create a new account, if one does not exist already, on the Pick Account applet click New.
Notes:

To see an accessible version of a demonstration on creating a new account, click Creating a new account link.
In this demonstration, the account is listed already as an account that was created by your firm.

Click the chevron next to the account that you are seeking.
The account record is selected and highlighted.
On the Pick Account applet, click OK to pick the account record.
The account name is displayed in the Account field.
Click the Description field.
Type the opportunity description in the Description field.
Note: In this demonstration, the new opportunity is for a business data services solution.
Click the Sales Stage field arrow.
The list of Sales Stages is displayed.

Notes:

The opportunity Sales Stage determines which fields are required and must be completed before an opportunity can be saved.
You should enter an opportunity into Global Partner Portal as soon as possible and progress the opportunity through the various sales stages. In this demonstration, the opportunity is created in Sales Stage 04-Validated/Qualifying to illustrate an important point involving Sales Stage 04 opportunities.
If you are creating an opportunity to respond to a bid certification review request, the opportunity automatically defaults to Sales Stage 01.

In this demonstration, click 04-Validated/Qualifying.
The Sales Stage field is updated.
Scroll to the right to display the right portion of the screen.
Click the Probability % field list arrow.
Notes: Because of the relationship of the Sales Stage field and the Probability % field, you should ensure that they are matched appropriately.

If you create an Opportunity and advance it to Sales Stage 04-Validated, the Probability % field must be completed. Global Partner Portal has fewer sales stages than IBM's CRM system, meaning that an opportunity at Sales Stage 04-Validated maps to one of three sales stages in IBM's CRM system. To improve communication with IBM and reduce the likelihood of being asked for more information, use the Probability % field, in the Opportunity header, to determine your assessment of the customer situation.
The following table displays the appropriate value to select for the Probability % field in the Opportunity header record according to specific circumstances. The first column of the table represents headings for the table row. If your Global Partner Portal - OM opportunity is in Sales Stage 04, and:

The customer situation is:	The customer has a need and is considering buying something	The customer has funding and will buy something, but is considering multiple sources; uncertainty exists (no solution yet).	The customer is leaning toward the IBM solution and no proposal yet, but it is being developed	The customer indicates a preference for IBM solution by accepting IBM's proposal	Final negotiations are done and contract is signed
Enter the following percentage in the Probability % field:	10%	25%	50%	75%	100%
Maps to the IBM's CRM Sales Stage:	Sales Stage 03 - Identified	Sales Stage 04 - Validated	Sales Stage 05 - Qualified	Sales Stage 06 - Conditionally Agreed	Sales Stage 07 - Won
It maps to the Client Value method (CVM) Phase	UNDERSTAND the client's business and needs	EXPLORE options and approach	DEVELOP and agree to client solution	DEVELOP and agree to client solution	IMPLEMENT the solution

In this demonstration, click 25%.
Note: With a Sales Stage 04 and a Probability % of 25%, the opportunity maps to a Sales Stage 04 in IBM's CRM system and EXPLORE in the Client Value Method.
Click the Decision Date field control to select a date from the calendar.
In this demonstration, the calendar is displayed. There are forward and backward button to navigate the month on the calendar.
Notes:

The Decision Date field contains the date when the customer is anticipated to make a buying decision, January 5, 2009.
The default Decision Date is 90 days from the day you create the opportunity.
To change the date, you can either clear the Decision Date field and type a new date or select the Decision Date field control and select a date.

In this demonstration, the date displayed is correct, so click Cancel.
Click the Detailed Revenue Data field control icon to display the Revenue applet where you create detailed revenue records for the opportunity components.
The Revenue applet is displayed.
Note: Because the Sales Stage of the opportunity is 04-Validate/Qualifying, detail revenue records are required.
On the Revenue applet, click New to add revenue records for the opportunity components.
The new Revenue applet is displayed.
On the Revenue applet, if the Bill Date field is not correct, change the date by:

Typing over the date.
Use the field control icon and the calendar function to change the date.

Bill Date

must

Click the Type field control icon to identify the type of revenue record.
The Pick Type (Level 10) applet is displayed.
Notes:

Required fields are marked with a red asterisk: *.
Additional fields may be required for different sales stages and different initiatives.
The opportunity involves a software sale.

In this demonstration, click the chevron preceding the product name Software.
On the Pick Type (Level 10) applet, click OK.
The new Revenue applet is displayed.
Note: A PDF icon is located next to the Brand Family field. You can click the PDF icon to view a current version of the SVI Eligible Product List in the Global Partner Portal application.
Click the Brand Family field control icon.
The Pick Brand Family (Level 20) is displayed.
In this demonstration, click the chevron preceding the Software: Data Services option.
Click OK.
The new Revenues applet is displayed.
On the Revenues applet, click the Win Probability field arrow.
Note: The Win Probability field on the revenue record and the Probability % field in the header are different fields. The Win Probability field is specific to the individual solution component while the Probability % field is an assessment of winning the overall opportunity.
In this demonstration, click 50% to reflect the probability of winning on this component of the opportunity.
On the Revenues applet, click the Price field.
Type the price for the component in the Price field.
Click anywhere outside the Price field to format the field as currency amount.
Note: The system automatically calculates the amount in the Revenue field by multiplying the amount in the Quantity field by the amount in the Price field.
Where appropriate and applicable, complete the Flow Code and Platform fields for the opportunity component.
On the Revenues applet, click Save to add the revenue record and opportunity component.
The Revenues list screen is displayed. Additional revenue records for opportunity components can be completed on this screen.
On the Revenues applet, click Close to return to the opportunity header record.
The opportunity header record is displayed.

Notes

When you create an opportunity, you can decide how to share open opportunities with IBM's CRM system and direct sales team. There are two settings on an opportunity which determine how much is shared with IBM. These are the Work in GPP and Is Restricted settings. You may only modify these settings for opportunities that you create.
The Work in GPP setting determines if an opportunity will flow to IBM's CRM system before it is closed or won. All Closed opportunities, whether won or lost. are shared with IBM's CRM system. If the Work in GPP setting is off (not checked), then the opportunity will flow to IBM's CRM system whenever a change is made to that opportunity. Work in GPP can only be checked at the time the opportunity is initially created, but can be unchecked at any time. For opportunities that are passed to a Business Partner from an IBM user of IBM's CRM system, the Work in GPP setting cannot be changed.
The Is Restricted setting determines if account information for this opportunity will be visible to users of IBM's CRM system when the opportunity flows there. The Is Restricted setting can be checked or unchecked at any time for opportunities that are created in Global Partner Portal.
If you do not specify (check) either setting when you create an opportunity, you will see a warning message advising you that your data will be shared. If you click Cancel to close the warning message screen, you will be taken back to the opportunity to select Is Restricted and / or Work in GPP as is desired. If you click OK when presented with the warning message, the opportunity is saved as is, your opportunity data is shared with IBM's CRM system, and the Work in GPP choice is no longer editable. This demonstration will illustrate this.
For all opportunities, regardless of which settings are specified, IBM Channel employees or collaborating Business Partners who are added to the opportunity sales team have visibility to the opportunity data, provided they have access to Global Partner Portal.

In this demonstration, we show the situation where you attempt to save the opportunity without checking either:

Is Restricted
Work in GPP

On the Revenue header record, click Save.
A warning message is displayed providing you with information concerning the sharing of information with IBM.

The opportunity, including account information, will be visible to IBM if you select OK.

If you do not wish it to be visible to IBM until closed, select Cancel and select the “Work in GPP” field on the Opportunity screen. Alternatively, you can make the opportunity visible to IBM, but restrict disclosure of the account information by selecting “Is Restricted” and clicking OK when presented with this message again.

NOTE: You should select OK now if the lead is part of a Co-Marketing campaign, opportunity registration, or other program/initiative that requires being visible in the IBM CRM System. Not doing so may affect your participation or delay payment in those programs.

This warning message indicates that you have not restricted access to your data and you have a chance to change it. Clicking OK will save your data and share it with IBM. If you want to change the restriction settings click Cancel.

To return and set your Work in GPP flag and specify that the opportunity will not be shared with IBM's CRM system, click Cancel.

If you would like to share the opportunity with the IBM CRM system, but partially restrict it, click Cancel to set the Is Restricted flag. You will again receive the message that you have not checked the Work in GPP flag. Click OK to proceed.

If you do not wish to restrict the opportunity, click OK. The record is saved and the data is shared with IBM's CRM system.

For this demonstration, click Cancel and select the Work in GPP and Is Restricted flags. Once your opportunity has been closed and the Sales Stage has been updated to a 7-Won/Implementing or 11-Lost, the opportunity data is shared with IBM's CRM system regardless of the restrictions selected.
Note: Selecting the Is Restricted field and not selecting the Work In GPP field will allow your opportunity data to be shared with IBM, but the Account Name field displays as "Blocked From View" in IBM’s CRM system.
Click the Is Restricted check box.
Click the Work in GPP check box.
Note: For Co-funded Marketing opportunities, in order for your claim to be paid, the opportunity must flow to IBM’s CRM system and be visible to IBM. Make sure the Work in GPP box is unchecked.
Click Save.
The next step in creating a new opportunity is to associate sales team members to the opportunity.
Note: If you are adding users of IBM’s CRM system to the opportunity, you must first save the opportunity in order for the IBM users to appear in the list of potential sales team members.
Scroll to the right to view the right portion of the Opportunity screen.
Click the Sales Team field control icon to associate sales team members with this opportunity.
The Team Members applet is displayed.
Note: When you create an opportunity in Global Partner Portal, you are automatically the owner of that opportunity. Using the Sales Team field control, the opportunity owner or Opportunity Focal Point can add opportunity sales team members from:

Their own organization
IBM Channel Reps and IBM employees who are users of IBM's CRM system
Other Business Partner firms (if they have agreed, as a Business Partner firm, to collaborate on opportunities).

On the Team Members applet, click Add to add Sales Team members.
The Add Employees applet is displayed.
On the Team Members applet, click the Find field arrow to specify a search by the individual's email address.
Note: if you don't know the IBM employee's e-mail address, click to see the IBM Employee Directory.
In the Find list, click Email Address.
Click the Starting with field.
Type the employee’s e-mail address in the Starting with field.
Click Go.
The list of positions with the employee’s e-mail address is displayed.
Note: Always select all the positions that appear for the IBM employee to ensure that users of IBM's CRM system see the opportunity, regardless of which position they sign in with.
Click the first check box in front of the position record for the employee.
Click any remaining check boxes in front of the position records for the employee.
On the Add Employees applet, click OK.
The Team Members applet is displayed with all the selected position records for the employee.
In this demonstration, on the Team Members applet, click the Role field arrow to display the list of roles on the opportunity.
In this demonstration, select the role, ISV Partner.
Click ISV Solution Sales.
On the Add Employees applet, click Add to add Sales Team members from within the Business Partner firm.
A warning message is displayed. The text of the warning message is:
“You have unsaved changes on Team Members. Continue?”
Click Cancel and save the changes to the Sales Team before adding other members.
On the Team Members applet, click Save.
On the Add Employees applet, click Add to add Sales Team members from within the Business Partner firm.
Click the check box preceding the Business Partner employee who works for the firm.
Click OK to add the Business Partner employee to the sales team.
The Team Members list applet is displayed.
On the Team Members list applet, click OK.
The new Opportunity applet is displayed.
Click the UCID field control.
The Pick CoMktg Oppty – UCID applet is displayed.
You can associate a co-funded marketing campaign to this opportunity.
Notes:

You will need the UCID for the campaign to perform this process. If you don’t remember the UCID, go to the IBM Co-funded Marketing Web site and look under the heading “Status of 20xx Marketing Campaigns
In order for your claim to be paid, the opportunity must flow to IBM’s CRM system and be visible to IBM. Make sure the Work in GPP box is unchecked.

On the Pick CoMktg Oppty – UCID applet, click the chevron next to the record with the desired UCID and Activity Description.
Click OK.
The new Opportunity applet is displayed.
Click Save to save the information on the redisplayed Opportunity record.
The Opportunity list screen is displayed.
To view detailed information about the opportunity that you just created, click the hyperlinked opportunity number in the Opportunity Num field.
The Opportunity detail screen is displayed with detail tabs.
Notes:

As you progress the opportunity through the various sales stages and initiatives, you complete information that can be viewed on the detail tabs. Each tab provides additional information regarding the actions performed or components and associated characteristics of the opportunity.
The source name, including the tactic code is displayed in the Oppty Source/Co-Marketing Codes field.
Because Solution Provider is the primary source and co-marketing is secondary, this field defaults to Solution Provider after the opportunity is saved.

Click the Revenues tab to view detail revenue record information.
The Revenue tab detail screen is displayed.
Click the vertical scroll bar to display the lower portion of the screen.
Note: The Revenue field data in the opportunity header can be updated to reflect the sum of the revenue record components using the Recalculate Revenue icon.
Click the Recalculate Revenue icon to update the opportunity header revenue amounts.
Note: The Attach Connector button links to the Cross-Brand Selling Advisor, which is a Web application that helps increase attach rate revenue by guiding users through relevant discussions with clients.
Click the Sales Team tab to view the opportunity sales team members.
The Sales Team tab detail screen is displayed.
Click the vertical scroll bar to display the lower portion of the screen.
The list of Sales Team members is displayed.
Note: The Contacts tab displays the contacts associated with the opportunity. An accessible version of a demonstration showing how to create a contact is available. Click the link Creating a contact.
Click the vertical scroll bar to display the upper portion of the screen.
Click Request Financing From IBM Global Financing to obtain information on financing.
Notes:

The Request Financing from IBM Global Financing window provides a URL for more information on IGF Financing, as well as a link to the Rapid Online Financing (RoF) Web-based tool that you can use if you are authorized.
The information message displays:
“This function in Global Partner Portal is being made available in select countries. To check availability in your country, or to find out more about financing for your clients, please visit http://www.ibm.com/financing/partner.
Your clients can lease or finance their solution – hardware, software and services, both IBM and non-IBM.
Alternatively, in other countries, IBM Business Partners who are authorized can use Rapid Online Financing (RoF), For more information about RoF, please visit http://www.ibm.com/financing/partner/tools/rof.html.”

Make note of the URLs, then click OK to close the window.
Congratulations, you have successfully created an opportunity from the Opportunities screen.
The next portion of the demonstration shows a simplified method for creating opportunities for accounts that you have already created and use frequently.

Creating an opportunity from the Accounts tab,

If you use the same accounts repeatedly in creating opportunities, you can quickly create new opportunities using the Account tab. From the Accounts tab, you can see any 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

Note: You can only create opportunities for accounts you have used before from this tab. If you are creating an opportunity for a new account, use the Opportunities tab.

Click the Accounts tab.
The Accounts list is displayed.
Click the Account Name field hyperlink to open the detail account display.
The Account detail screen is displayed.
Click the Opportunities tab to display opportunities for this account.
The Opportunities list screen with opportunities associated with this account are displayed.
Click New to create a new opportunity for the account
A new, blank opportunity record is created with the Account field already containing the account name.

Notes

If you are not a Latin America Business Partner:
Congratulations. You have completed this demonstration. In this demonstration, you have successfully:

If you are a Latin America Business Partner, the demonstration continues.

Latin America opportunities must be created and managed in accordance with your local opportunity management guidelines.

Note:

When or after you create an opportunity, you must submit the opportunity for validation. You can also view the status of your submitted opportunity from within the opportunity record. This is a required step for your Latin American opportunity to be considered “valid” in IBM.

The remaining part of this demonstration guides you through submitting an opportunity for validation.

Begin by creating a new Latin American opportunity.
On the Opportunities list screen, click New.
The new Opportunities screen is displayed.
Click the Account field control.
The Pick Account applet is displayed.
Click to select the chevron preceding the Latin American Business Partner firm.
On the Pick Account applet, click OK.
The new Opportunities screen is displayed.
In this demonstration, the remaining required fields are completed automatically for you, including (for this demonstration):

Description – Childcare Network Oppty
Sales Stage – 04 – Validated/Qualified
Decision Date – 10/28/2008
Detailed Revenue Data - $100,000.00
Revenue - $100,000.00
Probability – 25%
Sales Team
Oppty Source/Co-Marketing Codes

Click the Validation Status field control.
The Validation Status list is displayed.
Note: Draft is the default status.
Click Submitted.
Click Save.
The opportunity is submitted for validation and saved in the Opportunities list.
Note: You can also submit a previously created opportunity for validation. Simply, click the hyperlink on the opportunity number in the Opportunity Num field, and select Submitted in the Validation Status field.

Congratulations, you have successfully:

Created a new opportunity using the Opportunity screen
Created a new opportunity using the Accounts screen, Opportunities tab.
Submitted an opportunity for LA validation.

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