Opportunity Management

Main Process

 

Allows for flexible definition and extension of sales teams, which should drive the opportunity.

Lets employees track competitor information, and analyze the competitor involvement in other opportunities within the company easily.

Allows a sales employee to search for competitors‘ products corresponding to his firm’s own products in the opportunity, and transfers these competitors‘ products with special indicators to the opportunity. Provides an overview of the firm’s own products and of all related competitors‘ products in the opportunity for the competitor analysis.

Defines and adapts customer specific sales cycles and phases for a sales cycle.

Finds and enters the partners involved in a transaction automatically. Allows the user to enter one or more partners manually, and enters the others automatically through partner determination. Uses various sources of information to make partner determination possible, including business partner master data and organizational data.

Determines and proposes opportunity-related prices, taxes, and discounts.

Generates follow-up documents and leads to next step in document flow processing, e.g., from activity to opportunity.

Provides the expected value of products that the employee hopes to sell once the opportunity has been won. Contains details about the products in the opportunity as well as their values, the net value of the opportunity, and the average value of the products.

Creates an extensive project organization chart by identifying all roles in the decision and each person’s degree of influence, displaying the relationship network, and storing key attributes for each individual, e.g., the opinion of the solution and personal value proposition.

Carries out professional project and resource management for a sales project via cProject, a new application in CRM, by creating and structuring projects in phases. Integrates opportunities with a project to optimize the structure of sales projects and to assure effective project management.

Enables opportunity hierarchies to break down huge opportunities into smaller, easier to manage parts.

Features built-in support for sales methodology including templates for follow-up activities and tasks, key questions to answer, goals and milestones, and competitive assessment.

Offers a specific set of analyses that look at opportunities in detail. Monitors expected revenues, the opportunity pipeline, progress towards opportunity completion, and opportunity success. Feeds the information back into the sales cycle by using the results to discover which customers to target in subsequent marketing campaigns.