03. Opportunity Management

Added Value

Managing Opportunities in the CRM will help you by:

Recording all business related information and make it visible (if it’s not in SFDC it doesn’t exist)

Involving people from your GBU and get collaboration (opportunity team) by leveraging expertise, and identifying a lead for others colleagues from other GBUs (cross-collaboration)

Getting recognized for your achievements, for the closed deals and the steps you went through, the difficulties, the success factors, the reasons for lost deals, etc. ® track history

Enhancing your team’s opportunities insights – focus on the opportunities that matter the most

Optimizing opportunities pipeline workflow – standardize your sales process and keep your opportunities moving forward and see how time is spent throughout the process
Supporting pipeline management: giving visibility to all opportunities opened in SFDC and how can we move them efficiently to close the deals and how to use these cases to put in place for a similar customer

Definition of an Opportunity: an Opportunity is any potential business able to generate sales revenues with existing customers or prospects.
There are three types of Opportunities:
1. Growth - Product Qualified – to be used whenever the product is known to, approved by and possibly being used by the customer. Typically used for market penetration.
2. Growth - Product Requiring Qualification – to be used whenever product testing (laboratory and/or industrial) and approval is needed before closing the deal. Typically used in innovation projects.
Cross-BU Lead: an opportunity to share with another GBU/BU a business lead learned during an interaction with the market and that can potentially generate additional revenue for the Group.
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.
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.