Syensqo IS - Customer Support

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1. Functional Process

Process Overview

Reporting process in composed of several streams:

  • SFDC standard reporting → please refer to dedicated wiki section in User Guide
  • Analytics (Qlikview) → please refer to dedicated wiki section in User Guide
  • Visit Preparation Report
  • 360° Customer View

Definition & use cases 


Definition

Visit Preparation Report and 360° Customer View are two features design to gather in a single layout data from Salesforce and from Analytics. 
  • Visit Preparation Report : the generation of the report is done via a button on account page. If the account is a Sold To, Ship To, Sold To/Ship To, or a prospect the report is mono-account. We display only the data of the account. If the account is a corporate group, the report is multi-accounts, and the data shown gather all information of all child accounts of the corporate account.
  • 360° Customer View: the generation of the report is done in a dedicated object. The report generated is multi-accounts, based on the list of accounts defined by the user.

Use cases
  • Have a complete vision of activities between Solvay and a specific customer to prepare his visit.
  • Help Salesrep to monitor their portfolio.
  • Help manager could have a global vision on the sales rep achievements.

Flow


2. Data Model & security

Main objects


  1. Opportunity object is centralizing the information on the opportunity.
  2. Opportunity product object is composed of:
    1. Opportunity Product Information: this section contains the general information like the product name, the opportunity link, the targeted first delivery date, etc.
    2. Product Information: this section includes the financial information, like the target unit price, the expected yearly volume, the contribution margin, etc. And also includes the manufacturing plant and shipping plant fields.
    3. Market Segment: this section indicates the market segment information filled in.
    4. Business Potential: this section includes the forecast table.
    5. Negotiation History: This section lists all the changes of target unit price and volume in order to give a history of the negotiations.
  3. Product forecast/Business potential is used to fill 5 years of forecast.
  4. Negotiation History is use to track the changes of Product information section.
  5. Opportunity Team manages the visibility/right of the opportunity.

 

Related Objects

 

Opportunity security model

Who can create?

Any sales user can create an opportunity

Who can see?

The visibility a user has on an opportunity depends of the value of the field “Visibility”:

  • “Shared”: any sales rep can see the opportunity and all the opportunity product details
  • “GBU restricted”: only the sales rep sharing the same GBU as the GBU defined on the product page can have visibility on the opportunity and opportunity product details
  • “Confidential”: only opportunity owner and opportunity team member(s) can see the opportunity and opportunity product details

The visibility is then editable by the sales user having edit rights on the opportunity.

Who can update?

Only opportunity owner and opportunity team member(s) with edit rights can update the opportunity.

Users above the ones having edit rights (i.e. Managers, GBU presidents) in the role hierarchy will inherit the visibility/edit rights.

Who can delete?

Only System Administrators can delete an opportunity

 

3. Opportunity custom buttons & features

Opportunity buttons

"Add Product & Forecast"  button

This button triggers the same flow as during opportunity creation. It allows to add a new opportunity product in the same opportunity.

"Update Forecast" button

  • Step 1: The users has to select the opportunity product forecast he wants to update.

  • Step 2: The section Business potential of this opportunity product is displayed in edit mode.

In edit mode, the button mass copy copies the volume and the price of the 1st line in all lines.

"Clone opportunity" button

The cloning functionality  allows the opportunity owner and the opportunity team member(s) to clone the opportunity as-it-is, with same product information and opportunity team members. Note that the source opportunity ID is displayed in the field "cloned from".

"Get quotes from initial Opp"

This button works only for cloned opportunities. The user can clone one or several quotes linked to the source opportunity and linked them to the cloned opportunity. All the information of the quote and the quote line items are cloned.

"Create quote"

Generate a quote pre-filling all information of the opportunity and opportunity products.

Opportunity product buttons

"Update Product"

This button triggers the flow as during opportunity creation. It allows to update the opportunity product.

"Back to opportunity"

Redirect the user to the opportunity page.

4. Specific rules & automation

Opportunity Creation 

Any sales rep can create an opportunity, even if not in the Account Team. Opportunity can only be linked to an SAP Customer or a Non SAP Customer . The sequence also includes adding product with details (target price, UoM, etc.), the market segmentation and the forecast. Some rules are implemented in the flow:

  • The currency set by default correspond to user's preference.
  • The unit of measure set by default correspond to the one of the product selected (formula).

5. History

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Last modifications :

UserLast Update
Julien Andreoli-ext 3316 days ago
BRAHIM, Walid
KANJA-ext, Zakaria
NWANGWU, Daniel

 

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