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Managing Customer Needs
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Overview
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In this section, you will find information about Competitive Insights, including definition and the process to create a competitive insight. You will also find information about how to create a competitor Competitors within Salesforce. |
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Compliance / Legal Notice : One must never pro-actively ask for or accept detailed information on specific competitors. It is possible to ask/receive general info on competing price levels or terms /conditions if this helps to make a competitive offer. Always report to Solvay's Legal Department if detailed information about a competitor's offer is received or if any organized information exchange via the customer is suspected. |
Managing Customer Needs
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Objectives & Values
Competitive Insight : a process of registering and sharing market intelligence obtained from customers as a result of ongoing negotiations. Such info may be registered in SFDC if the source / circumstances in which the data is obtained are mentioned.
Key added value of using Competitive Insights :
- Build a knowledge base on Solvay’s competitors by collecting legally compliant information
- Use this knowledge base to price competitive deals, and support win rate
Managing Competitive Insights in the CRM will help you by :
Improving competitors vision
Recording all business related information and making it visible (if it’s not in SFDC it doesn’t exist)
Enriching data on competitors, their product, their production capacity, their technologies
Calculating Solvay’s market share versus competitors Market share
- Bottom-up collected data with global statistics for future release challenges
Step By Step
Create a Competitor (header) | ||||
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The Competitors products have the same hierarchy that Solvay’s Product but with only 4 levels. Each time you create a product you have to indicate the corresponding parent product. |
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The capacity is completed for each competitor product . |
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Create a Competitive Insight | |
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He then fills in the filters he wants to see : all the corresponding sales or corresponding opportunities appear
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David hoovers the Competitive Insight related list and clicks on New Competitive Insight
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David completes the total potential information for the Solvay customer in the header. He clicks on the Edit button to complete for each Customer/product combination the Total potential if he knows the information, and clicks on Save. |
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 Then he checks the information already filled in and he can add new information for each Recurrent or Growth business by clicking on the Add Competitive Insight button.Once David has finished completing |
On the right side of the section, David links the competitive insight to the opportunity and to the visit report he previously created.
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You can link a competitive insight to multiple types of records, but only the link with a prospect/customer is mandatory |
David enters the details of the competitive insight…
…and on the Competitor itself on this insight
Once David has finished to complete the information, he clicks on Save |
. Great! David has successfully created a Competitive Insight. |
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| The competitive insight |
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The legal notice is mandatory and informs the user of what is legal or not. Please read it carefully when creating a competitive insight |
The competitive insight is now available from the account page…
…from the opportunity page…
…and from the visit report.
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That’s great! Any user opening an account, an opportunity or a visit report will see the competitive insight and be aware of it. Let’s share the word! |
is now available from the Account page… If David wants to capture competitive info but he cannot find corresponding header, he can go to the Account page to create a new header by clicking on Generate Competitive Insight Header button. |
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| The competitive insight is also available from the Visit Reports page… | | ||
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A new checkbox "To be included in reporting" is now available for each Competitive insight detail. The checkbox is ticked by default. It allows to track competitor info even if they do not won the market, without impacting reporting. |
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It is now possible to generate new Competitive insight header from SAP customer accounts. The business type is set to "Recurrent" by default but can be updated if needed. |
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Need help?
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