1. Functional Process

Process Overview

The Opportunity management is a process that allows us to follow revenue forecasts and revenue recognition.

Why do we need to track forecasts?

• Visibility as to where we are in our Sales Process and how long we have been there.
• Documented insight as to what we can expect to close in the next five years and what are the chances of getting that business.

How do you track revenue recognition?

 Finally, opportunity Management is a common and simple Sales Process, allowing salesreps & managers:

• To understand what’s in their pipeline
• To understand where are the sales reps getting stuck in their opportunities and identify improvement areas in your sales process or business context. 

Definition & use cases 

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

• Competitive Insights: to update.
• Cross BU lead: allow to link a cross BU lead to the opportunity.
• Involved Accounts: allow to link other accounts to a single opportunity.
• Involved Contacts: allow to link several contact to a single opportunity.
• Open Activities: allow to log activities (task, event).
• Visit Reports Links: allow to link several visit report to a single opportunity.
• Quotes: allow to see quotes generated from the opportunity, or linked to the opportunity.
• Cases: allow to link cases to the opportunity.
• Activity history: display all activities
• Stage History: track all status updates
• Google Docs, Notes & Attachments: allow to attach document to the opportunity.

Opportunity security model

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

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).

Field History Related List on the Opportunity

Status Management

The following rules have been defined regarding the management of the status of an opportunity:

• At creation, the opportunity can be created in any stage of the process.
• The opportunity can by-pass one stage, (e.g. move from stage 1 to 3).
• The opportunity can move back in its stages (e.g. from industrial to lab testing).

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