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
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 Some fields have been added to have more information about opportunities: Next Step Source of opportunity Other source of opportunity GBU classification => New Winter 17' Release
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
Once the information filled in, David clicks on Save & Add Product.
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:
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
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.
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 !
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 •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 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 and updated based on the Commercial Roadmap details created
It’s done! David has now created his opportunity…
… and the product is attached with the information previously filled in
As David defined the visibility as GBU restricted, non-Peroxides users will not see this opportunity.
David can also consult the names of the opportunity: •Opportunity Name: contains the name given by David •Opportunity Convention Name: contains the convention used in reporting and listings
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 => New Winter 17' Release 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 => New Winter 17' Release