Step By Step
Definition & added value |
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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. I.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. 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 |
Create a competitive insight | |
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 David opens the account for which he wants to create a competitive insight |  |
 David hoovers the Competitive Insight related list and clicks on New Competitive Insight |  |
 In the first section Competitive Insight Information, David enters the following information-Competitor Name: David searches for the competitor in the system -GBU/Region: David selects his GBU and the Region -Source of information: David details how he got the competitive insight information |  |
 On the left side of the section, David links the competitive insight to the opportunity and to the visit report he previously created.
You can link a competitive insight to multiple types of records, but only the link with a prospect/customer is mandatory |  |
 Once David linked the competitive insight to the 2 records, he can start filling in the details of the competitive insight |  |
 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
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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Create a competitor | |
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Look! An approval request has been sent to the GBU Data Steward. Indeed, any new competitor must be approved by GBU Data Steward. | |
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