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2. Detailed Process: Competitive intelligence non customer related

2.1 Data Model & security

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Competitor Products levels 1 to 3 are not linked to competitors. Competitor Products level 4 are linked to a parent competitor. 

• Competitor Capacity

This object makes the link between a competitor site and a competitor product to store competitive information on Marketable capacity, capacity variation, etc.

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Once validated, the record is locked, and only GBU data steward or system admin can update.

Competitor Email trigger

Saving a new Competitor record after creation triggers a validation workflow and a request email sent to the GBU Data Steward (Queue defined based on the field “GBU”). The email will contain the following text, and will be sent in the formal Solvay template:

3. Detailed Process: Competitive intelligence customer related 

3.1 Data Model & security

Salesforce object model

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Note: Competitive Insight Header is the same object as Commercial Roadmap Header

We will have 2 different objects for Competitive Insight: one Header which stores all common data (for example product and ship to information, Potential), one Detail which stores all detailed data per competitors

Competitive Insight header, this object will store these main data:

• Competitive Insight Year
• Ship to account
• Sold to account
• Product
• Sales Previous year data
• Total Potential volume of the customer
• UOM
• Ship to KA
  
  

Competitive Insight detail, one line by competitor/product:

• Competitor
• Competitor product
• Estimated Volume
• Estimated Price
• UOM
• Comments
• Created date (workshop)
• Source of information (workshop) mandatory field
• Currency

Competitive Insight Header & Detail Visibility and Rights

A sales representative can see and edit only his own combinations (customer/product) corresponding to his sales and his own combinations corresponding to his opportunities (he is the owner). The Commercial Insight data is GBU restricted.

3.1 Bottom-up exercise on the fly 

Some GBUs collect competitive insights during a bottom-up review. All sales managers have to complete an Excel sheet, comparing the Solvay Sales with the competitor sales at customer/product level. Competitive insight object allow to perform this in the CRM:

• Recurrent Business:

1) Headers corresponding to recurrent business are generated using the sales of the previous year, with an extraction of Analytics. Each combination Ship To / Product will correspond to one header.

2) For each Header the Total Potential (total volume of the product witch could be sold to the customer)  can be filled.

3) For each Header, the user can create one or more line of competitive insight detail.

• Growth Business:

1) At the opportunity creation, a header is generated with the combination Sold To / Product. There is no information on Sales because it's a growth business. If the opportunity product is updated, the header will also be updated. 

2) The total potential can be set as for recurrent business.

3) For each Header, the user can create one or more line of competitive insight detail.

• Prospect:

1) Headers are created manually with a button on account.

2) For each Header the Total Potential can be filled.

3) For each Header, the user can create one or more line of competitive insight detail.

On the fly process

The user goes directly to competitive insight tab. There is a filter section to filter competitive insights headers. In edit mode, the user can add or remove competitive insight detail lines, using the dedicated buttons.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange. 

From an Account 

When the user is consulting an account, he can easily check the competitive insights associated by clicking on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the account.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange.  

From a Visit Report 

When the user is creating or editing a visit report, he can easily check the competitive insights associated by clicking on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the account of the visit report.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange.  

From an Opportunity

When the user is creating or editing an opportunity, he can check the competitive insights associated by clicking on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the account of the opportunity.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange. 

From an Opportunity Product

When the user is creating or editing an opportunity product, he can easilycheck the competitive insights associated by clicking on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the combination account of the opportunity / opportunity product.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange. 

From an Quote

When the user is creating or editing a quote, he can easily go to his check the competitive insights associated on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the account of the quote.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange. 

From an Quote Line Item

When the user is creating or editing a quote line item, he can easily check the competitive insights associated by clicking on the button Update Competitive Insight. This will open a new window displaying all competitive insights pre-filtered on the combination account of the quote/ quote line tiem.

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange.  

4. History

Previously we had an object Competitive Insight designed to store competitive data with mainly text field. We will kill this object as soon as the existing data will be transferred to the new object.

Lightning

Visibility of components is based on Current User GBU, and compared to CIH GBU.

Account/Visit report

In CI tab on Account, and Visit report there is a table of market share by product. The tables are ordered by CIH total potential descending, and filtered on the Account. The user can filter on the Year, using the button "Show Current Year" / " Show Previous year".

• Product: CIH product + CIH total potential
• Detail (Competitor, Estimated Volume, Estimated Price, Incoterm come from the CI detail)
  • CI detail correspoinding to Solvay Sales in 1st position.
  • The 3 main competitor CI details ordered by Estimated Volume descending.
  • If there are more CI details, aggregate them in a line "OTHERS" and sum the Estimated Volume.
• Share of wallet: each portion is calculated with "Estimated volume/Total potential"

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•  Clicking on "Manage CI" you can access the tab Competitive Insights.

Opportunity

In CI tab of opportunity there are two tables

1st is CI opportunity related: for each opportunity product, we display the CI lines associated to the CI header (growth business) linked to the opportunity (Year=Current Year)

2nd is CI region/opportunity product related or region/end use (a switch allows to select the right query)
 

• Opportunity Product = CIH product
• Opportunity region = CIH Region
• Opportunity Sold To <> CIH Sold To
• CIH business type = recurrent business
• CIH year = Current Year OR Previous Year

For each opportunity product, we display the last 5 CI details corresponding, ordered by created date descending (Competitor, Estimated Volume, Estimated Price, Incoterm, created date come from the CI detail).

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Note : Tab Competitive Insights has been removed from the Opportunity record

Quote

In CI tab of quote there are two tables

1st is CI Account/quote line item related: it is the same component as in Account/Visit report but filtered on quote line items.

2nd is CI region/quote line item related:

• • Quote Line item Product (if level 4) = CIH product OR Level 4 associated to the Quote Line item Product (if level 5) = CIH product
  • Quote region = CIH Region
  • Quote Sold To <> CIH Sold To
  • CIH year = Previous Year

For each Quote line Item, we display the last 5 CI details corresponding, ordered by created date descending (Competitor, Estimated Volume, Estimated Price, Incoterm, created date come from the CI detail).

Global Interface

The user goes directly to competitive insight tab:

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1. There is a filter section to filter competitive insights headers (see filter in screenshot above). Click on Search to apply filters.
   
   
2. In Competitive Insights section:
   1. Edit button: the user can add or remove competitive insight detail lines, using the dedicated buttons.
   2. Clicking on the CI Header name, the user can access header details

Note: Recurrent business headers are displayed in green, growth business headers are displayed in blue, and prospect headers are displayed in orange. 

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