1. Functional Process

Process Overview

Contract is the final part of the sales cycle, tracking the commitments taken with the customer.

Managing contract inside Salesforce can move our deals forward by:

• Making available all information to the SalesReps and their managers (details of volume, price, expiration date, etc.) at any time.
• Managing the complete approval process in SFDC
• Setting an automatic reminder before the expiration date.

Definition & use cases 

Flow

2. Data Model & security

Data model

1. Contract header is centralizing the information of the contract:
   1. Sold to account Or Non Buying Customer account (ex: Michelin Siège Social in which the contacts /e signing parties are located)
   2. Start Date
   3. End Date
   4. Contact who signed the contract for the customer
   5. Solvay contact who signed the contract
   6. etc.
2. Contract line item store the specific information for each product 
   1. Product
   2. Volume
   3. Price
   4. etc.

Related Objects

• Competitive Insights: to update.
• Open Activities: allow to log activities (task, event).
• Visit Reports: allow to link visit report to a contract.
• Activity history: display all activities.
• Approval history: track all step of approval.
• Contract History: track field updates.
• Files: allow to attach document to the contract.

Opportunity security model

Note that specific visibility & accesses settings are managed with the standard button "Share". 

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.

"New End Use Request"

Allow to the user to request a new end use creation if he thinks the end use does not exist. This request must be approved by M&S.

"Synchronize with Commercial Roadmap"

Allow to synchronize your opportunity product with the commercial roadmap without waiting for the daily batch.

4. Specific rules & automation

Contract generated from a quote

When a contract is created from a quote some fields are pre-filled with the information of the quote:

• Visibility ← quote visibility
• GBU ← quote GBU
• BU ← quote BU
• Account Name ← Quote account
• Incoterm ← quote incoterm
• Currency ← quote currency

Quote line items are also created with the information of opportunity products:

• Product ← quote line item product
• Volume from ← quote line item volume from
• Volume to← quote line item volume to
• Unit of Measure ← quote Unit of Measure
• Price ←  quote Price per UoM
• Location ← quote line item location
• Incoterm ← quote line item incoterm
• Currency ← quote line item currency

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).

5. History

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