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 year

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 :

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David opens John’s contact page in Salesforce

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He hovers the related list Opportunity and clicks on New Opportunity

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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:

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As the product still has to be tested by the customer, David chooses
Growth - Product Requiring Qualification and clicks on Continue

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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

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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

•“Solvay Contacts restricted”: only the colleagues added in the “Opportunity Team” will be able to view the opportunity

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Once the information filled in, David clicks on Save & Add Product.

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David must now enter the information of his opportunity.

-David already knows the WEGO ID of the opportunity. Therefore he enters the WEGO ID in the opportunity section “Relationships”

According to the rules defined by your GBU, a field “Priority Project” helps you defining the priority of the opportunity:

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David must now define which product he’ll target to sell to Bayer

-He selects the Date of First Sales in the calendar

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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

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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”), only the products of the level 4 are selectable.

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

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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 !

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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”

•David can use these products for his opportunity, but for closing a
won opportunity a valid product reference will always be required.

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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

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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 and updated based on the Commercial Roadmap details created