Opportunity Management System (OMS) Maryam Bakht ECE dep. University of Tehran

2 Agenda Sales Management Sales Management Sales cycle management Sales cycle management –Lead Management Opportunity Opportunity Opportunity management Opportunity management OMS OMS SAP OM SAP OM

3 Sales management Planning Planning Strategic planning Strategic planning Sales planning Sales planning Marketing planning Marketing planning Territory management Territory management Sales cycle management Sales cycle management Competency creation and motivation Competency creation and motivation Performance measurement Performance measurement

4 Territory management managing a sales area by sales representatives who are allocated there There can be different criteria to form territories: There can be different criteria to form territories: Product/Service Product/Service Customer Customer Geographical location Geographical location …. ….

5 Sales Cycle management The sales cycle of a product or service begins when a opportunity for sales is recognized The sales cycle of a product or service begins when a opportunity for sales is recognized The process ends with a sales order or a rejection from the customer The process ends with a sales order or a rejection from the customer Various sales activity such as : Various sales activity such as : Sending information material Sending information material customer visits customer visits product presentations product presentations quotations and contractual negotiations quotations and contractual negotiations

6 Sales Cycle management (cont.) Sales pipeline  continually done Sales cycle steps : Sales pipeline  continually done Sales cycle steps : replenish the source of prospective customers replenish the source of prospective customers qualify prospects to determine their eligibility as customers qualify prospects to determine their eligibility as customers study the needs of each prospect and propose solutions to prospects problems study the needs of each prospect and propose solutions to prospects problems

7 Sales Cycle management (cont.)

8 Lead Management A component that does the pre-sales process and is a link between marketing and sales Functionalities : Capture of Lead information like: Capture of Lead information like: Lead source, Area of Interest, Contact details, Capture details of all prospects interaction at the lead stage like: Capture details of all prospects interaction at the lead stage like: Phone calls, , Meetings, etc

9 Lead Management (cont.) Lead Qualification based on some pre- determined rules Lead Qualification based on some pre- determined rules processing leads and making sure they are passed to the right people (Territory Management) processing leads and making sure they are passed to the right people (Territory Management)

10 Opportunity Opportunity is a recognized sales possibility for an enterprise An opportunity described with : the customers (sales prospects). the requested products and services of the customer. the potential sales volume. an estimated sales probability.

11 Opportunity Management System A system that stores sales opportunity and related information A component provides the framework for presenting sales projects from the very start, and tracking their progress.

12 Opportunity Management System Opportunity Management component in CRM allows sales to actively manage the progress of opportunities through entire sales cycle, hence enabling to control the sales process : – first contact – presentation – quotation phase – contractual negotiation

13 Opportunity Management System The idea is to Close the sale as soon as the opportunity has been identified

14 OMS functionalities capable of organizing and tracking the selling process Pipeline management to track the opportunity life – sales quotation – sales order – contract or lost opportunity Proposal management Proposal management

15 OMS functionalities (cont.) Opportunity assessment and qualification Opportunity assessment and qualification Milestone management for sales processes Milestone management for sales processes Managing the sales forecast depending on the decision, date, etc Managing the sales forecast depending on the decision, date, etc

16 OMS functionalities (cont.) provides reports about: provides reports about: –Opportunity Pipeline –Expected sales volume (by date, phase, sales rep., region, etc.) –Win/Loss-Ratio (by status reason, sales rep., region, etc) –Forecast Reliability (probability, closing date)

17 SAP CRM solution

18 SAP OM Processes Opportunity Planning Opportunity Planning Stores planning figures directly in an opportunity, enabling detailed sales revenue planning for the coming weeks, months, quarters, or, if appropriate, years. Creates planning figures for the complete opportunity. e.g., sales revenue, market share, and sales quantity, as well as for individual products, e.g., sales revenue or number of pieces. Bases opportunity planning on SAP Strategic Enterprise Planning (SAP SEM) and is fully integrated with SAP Business Warehouse (SAP BW).

19 SAP OM Processes (cont.) Sales Team Sales Team Allows for flexible definition and extension of sales teams, which should drive the opportunity Competitors Competitors Employees can track competitor information, and easily analyze the competitor involvement in other opportunities within the company. Product Notes Product Notes Maintains additional information of the proposed product to the customer

20 SAP OM Processes (cont.) Individual Sales Individual Sales Defines and adapts customer specific sales cycles and phases for a sales cycle Automatic Partner Determination Automatic Partner Determination Finds and enters the partners involved in a transaction automatically. Allows the user to manually one or more partners, and enters the others automatically through partner determination.

21 SAP OM Processes (cont.) Automatic Organizational Data Determination Automatic Organizational Data Determination Determines responsible organizational units automatically according to predefined rules. Pricing Pricing Determines and calculates prices, taxes and discounts.

22 SAP OM Processes (cont.) Follow-Up Documents Follow-Up Documents Generates follow up documents and leads to next step in document flow processing, e.g., from activity to opportunity. Product Configuration Product Configuration Compiles a product variant from many variants. Assigns values to the identifying characteristics of the underlying standard product.

23 SAP OM Processes (cont.) Expected Product Value Expected Product Value 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. Attachments Attachments Attaches unstructured data such as documents or graphics to a transaction, which can be exchanged between the different channels, e.g., Enterprise Sales/Field Sales.

24 SAP OM Processes (cont.) Competitor Products Competitor Products Allows a sales employee to search for competitors’ products corresponding to his firm’s own products in the opportunity, and can transfer 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 Project Milestones Project Milestones Defines project milestones (Integration Date Management).

25 SAP OM Processes (cont.) Lead to Opportunity Workflow Lead to Opportunity Workflow Delivers workflow with the standard system. Generates an opportunity automatically for the responsible sales employee when a lead is qualified as hot. Allows the sales employee to accept or reject the opportunity or forward it to a colleague.

26 SAP OM Processes (cont.) Status and Reason Status and Reason Evaluates the result of an opportunity (won, lost), and, depending on the result, documents and evaluates the reasons in order to achieve a quality analysis of opportunities. Uses the reason for status of the opportunity at header or item level Buying Center Buying Center 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 your solution and personal value proposition

27 SAP OM Processes (cont.) Assessment (Survey) Assessment (Survey) Helps the sales employee to qualify the opportunity via an opportunity assessment questionnaire, which identifies risks proactively. Estimates the chances of winning a sale by weighting the questions individually., Calculates the chance of success based on the answers via my SAP CRM, which helps the sales employee make his decision. Competitor Analyses Competitor Analyses Records competitive information within the opportunity on header and on item level to help the sales employee define an effective counter strategy

28 SAP OM Processes (cont.) Sales Assistant Sales Assistant Leads the sales employee through a structured sales process, and supports him in planning his sales activities. Provides the sales employee with a checklist of recommended activities and tasks that he should execute in this phase. Project Goals Definition Project Goals Definition Records both the customers’ goals and the user’s goals in predefined formulas, which all employees involved in the sales process can access.

29 SAP OM Processes (cont.) Sales Project Management Sales Project Management 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. Opportunity Hierarchies Opportunity Hierarchies Enables opportunity hierarchies to break down huge opportunities into smaller, easier manageable parts.

30 SAP OM Processes (cont.) Document Flow Document Flow Displays interlinkages, for example, preceding and subsequent documents for a selected transaction in the form of a list. Opportunity Plan Opportunity Plan Combines all the key information about a sales opportunity. Can be printed and provides the sales employee with an extensive overview of the current status of the project. Serves as a basis for presentations or discussions during internal project meetings.

31 SAP OM Processes (cont.) Opportunity Pipeline Analysis Opportunity Pipeline Analysis Provides an overview of the current status of the opportunities, displays how many opportunities are in which phase, and what the planned closing date is. Monitors current and planned business development. Win/Loss Analysis Win/Loss Analysis Analyzes the cause of a win or loss, and displays all the won and lost opportunities, as well as the exact reasons for the success or failure.

32 SAP OM Processes (cont.) Expected Sales Volume Analysis Expected Sales Volume Analysis Enables sales managers to view the predicted sales volumes that should result from opportunities created by employees in their sales or service organizations. Displays the sales volumes as monthly total values. Forecast Reliability Analysis Forecast Reliability Analysis Provides an important basis for planning the entire sales and future product strategies. Reports how much of the estimated sales volume has been won, and how reliable the sales volume estimations have been

33 SAP OM Processes (cont.) Opportunities Results Analysis Opportunities Results Analysis Lists the opportunities that have been closed or completed within a certain time period. Includes the status of the opportunity so that users can see, for example, whether the opportunity was won or stopped. Gives sales professionals a 360-degree view into a sales opportunity by providing complete visibility into an opportunities history, milestones, progress, and key decision makers.

34 SAP OM activities

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