Overview

In this section, you will find information about how to create a new opportunity (product qualified, product requiring qualification, recurrent business). In particular, how to:

  • Select the right opportunity type
  • Enter general opportunity information, such as opportunity name, GBU, BU, probability rate, stage,...
  • Define the visibility of your opportunity
  • Add a product and specify product information such as the end-use and the target unit price, contribution margin, etc.
  • Enter the business potential for the next 5 years
  • Create a task from an opportunity

Best practice is to create an opportunity from the customer contact. This allows to automatically link the contact and account to the opportunity (information already prefilled).

 

Concerned profiles:

    Sales - Customer Service - All except Strategic Marketing and Supply Chain & Quality

Table of content

 

Step By Step

•David has multiple ways to start his opportunity. According to where he does it, Data can be prefilled  as discribed here :

 

Best Practice is to start form the contact, so that the account and the contact are already linked to the opportunity

David opens John’s contact page in Salesforce 
He hovers the related list Opportunity and clicks on New Opportunity
David has now the choice of the type of opportunity he wants to create

 

 

 

 

 

At the bottom of the page he can consult the definitions to better understand the types: 
 

As the product still has to be tested by the customer, David chooses
Growth - Product Requiring Qualification and clicks on Continue
David must now enter the information of his opportunity.
-He puts “Ixper product Sales” as Opportunity Name, selects his GBU in the GBU field and BU in the BU field and estimates a date by when he should close the deal.
-For the stage of the opportunity, as he starts from the beginning, he selects “1 – Qualify” in the stage field

Next, David must then select a visibility option to define the visibility of the product sensible information.
•The visibility setting applies on the opportunity, the opportunity products, the products information, the business potential, the quote, quote lines and negotiation history
•“Shared”: it means the opportunity will be visible by any user from any GBU
•“GBU restricted”: it means only the users in the GBU defined below are able to see the opportunity
•“Confidential”: only the colleagues added in the “Opportunity Team” will be able to view the opportunity and the managers above in the role hierarchy will be able to view the opportunity*

*For Asian users the visibility is more restricted

Once the information filled in, David clicks on Save & Add Product.
David must now define which product he’ll target to sell to Bayer
-He selects the Targeted first Delivery Date in the calendar
Once the Date of First Sales is defined, he searches  for the products. To use the product, David ticks the checkbox next to the product name and clicks on Select Product
•(products from level 4 or level 5 are available)

Level of the product:

At opportunity product selection, after having created the opportunity itself, user is able to select the product from level 4 or level 5, depending of the opportunity record type:

•Growth business opportunities: for these opportunities (record type “Growth-Product Qualified” and “Growth-Product Requiring Qualification”), user can select either a product of the level 4 or a product of the level 5. => New Winter 17' Release

•Recurrent business opportunities: for these opportunities, user can select either a product of the level 4 or a product of the level 5.

Dummy Product:

David can search among all product references available. Nevertheless it may happen that the customer doesn’t know exactly the product yet or that the product must still be developed.


  • For theses situation, 3 “dummy” products have been defined in Salesforce:
-“Product not known yet”
-“Product to be developed”
-“Product to be customized”
  • For Peroxides, 5 "dummy" products have been defined in Salesforce:
- AA. H202 grade to be developed
- AA. PCS grade to be developed
- AA. PAA grade to be developed
- AA. EURECO grade to be developed
  - AA. IXPER grade to be developed

  • For Soda Ash, 2 "dummy" products have been defined in Salesforce:
- AA. Product to be developped => New Winter 17' Release
- AA. Product not known yet => New Winter 17' Release

David can use these products for his opportunity, but to change the stage to "Negociate" or for closing a won opportunity a valid product reference will always be required.
David must now search or the End Use and record the product detailed information:

 

GBU field is automatically populated with the product’s GBU. That’s handy !

 

 

 

David has now the final step to perform: defining the business potential. He double-clicks on each value he wants to modify among the following fields:

Expected Yearly Volume    |    Target Unit Price    |    Contribution Margin

Once he has entered the values, he clicks on Save Business Potential

Business Potential can be updated at any time and the first year is required

 

Depending on if your GBU uses Commercial Roadmap and on the current step of the Roadmap Timeline, these data can be synchronized both ways  with the Commercial Roadmap data
 
It’s done! David has now created his opportunity…






As David defined the visibility as GBU restricted, non-Peroxides users will not see this opportunity.
David can also can now associate  several opportunities already created to the same visit reports.
Finally an opportunity can be linked to several visit reports and a visit report can be linked to several opportunities.

 

Optional Opportunity Information

 When creating an Opportunity via Account, if there is no account GBU segmentation, a GBU Customer Segmentation is automatically generated with the following parameters:
  • GBU = GBU of the Opportunity
  • BU = BU of the Opportunity

 

You can create and link a Visit Report directly from your Opportunity.

Click on the "New Visit Report" button and the Visit Report creation process begins

You can also link your Opportunity to an existing Visit Report by clicking on "New Link Opportunity VisitReport" button.

Using the Opportunity lookup, search the opportunity you want to link to your Visit Report

An opportunity can be linked to several Visit ReportsOnce




Once the opportunity is created, you can create an Event or a Task.

 

When you create a New Task, the link between the task and the opportunity is already filled


Peroxides and Soda Ash can now manage diluted/pure product this way:

  • Concentration(read only): It displays the real concentration of the product.

  • Pricing method: determines the way you will do your quotation.

    • The field can only have 2 values : ‘the concentration of the product’ (displayed above) or ‘100%’ (pure product).

    • If you set the ‘product concentration’, it means the Target Unit price and Expected Yearly Volume are set for a diluted product (product as such).

    • If you set ‘100%’, it means the Target Unit price and Expected Yearly Volume are set for a pure product (Reporting Unit product).

  • Volume for 100% Concentration(read only): is updated with Expected Yearly volume and Pricing method.
  • Price for 100% Concentration(read only):

  • is updated with Target Unit Price and Pricing method.

The Innovation Delivery and the Wego ID can be set in 2 new fields in the Opportunity. These fields are lookups, so data must be loaded to use them.
These fields allow to make a link between innovation projects and opportunities:

  •  Innovation delivery (lookup): Name of the innovation delivery - list must be loaded in SFDC.
  • Wego Name (lookup): Name of the Wego project loaded - the list must be loaded in SFDC.
  • Wego Id (formula) - read only field which displays the Wego Id number associated to the Wego project set.

 

Back to the top

Related articles

Need help?