1. Opportunity Management Training
Global Partner Portal
Opportunity Management Training
Global Partner Portal

2. Topics Business Partner Express Home Page and message of the day
Creating a new opportunity
Selecting an account
Creating an account
Required fields
Entering detailed revenue data
Recalculating revenue
Adding Sales Team members
Adding a marketing campaign to a new opportunity
Restriction levels
Opportunity creation fast path
Closing an opportunity
Opportunity key fields to update
Opportunity Pipeline views/export
Opportunity classification
Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
Interface with IBM’s CRM System
How to recognize an opportunity from IBM’s CRM system
Accepting an opportunity
Hints and tips
Global Partner Portal – OM in Latin America
Where to find help
Global Partner Portal

3. Business Partner Express
Save time! You can perform many tasks using far less steps using Business Partner Express instead of the Global Partner Portal web interface.
See the Business Partner Express page on PartnerWorld for information and education on Business Partner Express:
Business Partner Express Overview Demo
Getting started with Business Partner Express
Business Partner Express User Guide
Global Partner Portal

4. Home page and message of the day
After you log in to Global Partner Portal, you see the message of the day on the Home page.
To view the list of opportunities, click the Opportunities tab.
Global Partner Portal

5. Creating a new opportunity
The list of opportunities that include you on the sales team is displayed.
To create a new opportunity, click New.
Global Partner Portal

6. Creating a new opportunity
Selecting an account
Click the select icon in the Account field.
Account field select icon
Global Partner Portal

7. Creating a new opportunity
Selecting an account
The Pick Account applet is displayed. It contains a list of accounts that are already associated with Business Partner.
If the account for the new opportunity is included in this list, scroll down the list, find the account record, and then select it.
When you click the select icon in the Account field, you are automatically presented with a list of customer records that the Business Partner has used previously. These records are local to Global Partner Portal. Notice that the Local Record field is checked.
Global Partner Portal

8. Creating a new opportunity
Selecting an account
Always try to find an account before creating a new one in Global Partner Portal. If the account for the new opportunity is not in the Pick Account applet list, click Query to search for the account in the IBM database.
Global Partner Portal

9. Creating a new opportunity
Selecting an account
Enter the account name in the Account field. You can refine your query by including additional account information, such as city and zip code.
You must enter at least the first two (2) characters of the account name.
Notes:
Use ~ like to remove case-sensitivity, for example, ~like rob.
The asterisk (*) serves as a wildcard that allows you to find all accounts that begin with Rob.
The country defaults to the country of the person running the query.
Global Partner Portal

10. Creating a new opportunity
Selecting an account
The query results are displayed. Select the account, and then click OK.
Global Partner Portal

11. Creating a new opportunity
Creating an account
If the account is not found in the query or in the list of accounts, you may create a new account.
Click New.
Note: You must create an account from the Opportunities screen.
Global Partner Portal

12. Creating a new opportunity
Creating an account
Complete the mandatory fields (marked with *), and save your data. The new account is now displayed in the Pick Account applet, and you can select it.
Save the account record after you enter the mandatory data.
The Account Name must be entered in upper and lower case, and be the Legal Name and not an abbreviated entry ensuring correct behavior up front.
In DBCS countries, the Account Name must contain the account name in local language. The Alternate Name field may be used to store the account name in English.
Note: The account name must be the legal name, not an abbreviated entry. The Account field is also case-sensitive.
Global Partner Portal

13. Creating a new opportunity
Required fields
Required fields with no default values:
Account
Description. Note: The maximum number of characters that can be typed into this field is 255.
Sales Stage
Saving before you complete the Description field or Sales Stage field causes an error.
Global Partner Portal

14. Creating a new opportunity
Required fields
Required fields with default values:
Global Partner Portal opportunity field
Default value
Opportunity Number
System-generated
Decision Date
90 days after date opportunity is created
Revenue
$0.00
Probability 0%
Opportunity Currency
USD
Sales Team
E X1W
GPP Oppty Accept Status
Accepted
Opportunity/Source-Co Marketing Codes
Solution Provider - Core BP
The required fields with default values are shown. The default for the Opportunity Num field is generated by GPP, and the default date in the Decision Date field is 90 days after the opportunity is created.
Some of the fields in the Global Partner Portal opportunity fields have default values for new opportunities. The Opportunity Number in the Opportunity Num field is system-generated, and the Decision Date default is 90 days after the date that the opportunity is created.
Global Partner Portal

15. Creating a new opportunity
Required fields
The Opportunity number is system-generated.
The default for the Decision Date field is 90 days after the creation date.
The Opportunity page with the default values is shown. The default for the Revenue field is $0.00, the Probability default is 0%, the Opportunity Currency is USD, the Oppty Source/Co-Marketing Codes default is Solution Provider – Core BP, and the GPP Oppty Accept Status field defaults to Accepted.
Note: Required fields are indicated by a red asterisk (*).
Global Partner Portal

16. Creating a new opportunity
Required fields
If you select Sales Stage 4, the Revenue details are required.
Note: Global Partner Portal has only 5 Sales Stages; IBM’s CRM system has 11 Sales Stages.
Global Partner Portal

17. Creating a new opportunity
Required fields
Global Partner Portal has fewer Sales Stages than IBM’s CRM system.
An opportunity at Sales Stage 04 - Validated in Global Partner Portal, depending on Probability selected, can map to a different Sales Stage in IBM’s CRM system.
Use the Probability % field in the Opportunity header.
Global Partner Portal Sales Stage
Customer situation
Select percentage from the Probability % field in Global Partner Portal
Sales Stage in IBM’s CRM system
Sales Stage 4
The customer is assessing solutions from multiple sources; some uncertainty exists.
25%
The customer is leaning toward the IBM solution and the proposal has been submitted.
50%
Sales Stage 5
The customer indicates a preference for an IBM solution.
75%
Sales Stage 6
Global Partner Portal

18. Creating a new opportunity
Entering detailed revenue data
To enter revenue data, click the Detailed Revenue Data field icon in the Opportunity header.
Global Partner Portal

19. Creating a new opportunity
Entering detailed revenue data
The Detailed Revenue Data field icon is displayed in the Revenue applet.
To enter the revenue details, click New in the Revenue applet.
Global Partner Portal

20. Creating a new opportunity
Entering detailed revenue data
Global Partner Portal

21. Creating a new opportunity
Entering detailed revenue data
Required fields with no default values:
Type
Brand Family
Note: Brand Family is associated with Type.
Global Partner Portal

22. Creating a new opportunity
Entering detailed revenue data
Click the Type field icon, select a value, and then click OK.
Global Partner Portal

23. Creating a new opportunity
Entering detailed revenue data
Click the Brand Family field icon, select a value, and then click OK.
Global Partner Portal

24. Creating a new opportunity
Entering detailed revenue data
To update the revenue, enter the quantity in the Quantity field.
Enter the price per quantity in the Price field.
Global Partner Portal

25. Creating a new opportunity
Entering detailed revenue data
After entering the price and quantity, click anywhere in the applet and the Revenue field is updated.
Click Save.
Global Partner Portal

26. Creating a new opportunity
Entering detailed revenue data
The revenue details are also available in the Revenues tab, where you can update existing records and create new revenue records.
Global Partner Portal

27. Creating a new opportunity
Entering detailed revenue data
Keep Decision Date and Bill Date updated.
Decision Date is located in the Opportunity header.
Decision Date is 90 days after the creation date.
Bill Date is available in the Opportunity header (via Detailed Revenue Data field) and in the Revenues tab.
Bill Date must be >= Decision Date.
Global Partner Portal

28. Creating a new opportunity
Recalculating revenue
If you create or update revenue data, the Revenue field in the opportunity header is not automatically updated.
To update the Revenue field, click Recalculate Revenue in the Revenues tab.
Global Partner Portal

29. Creating a new opportunity
Recalculating revenue
The Revenue field is updated.
Global Partner Portal

30. Creating a new opportunity
Adding sales team members
Click the Sales Team field icon to open the sales team applet.
Global Partner Portal

31. Creating a new opportunity
Adding sales team members
The list of existing opportunity Sales Team members is displayed.
To add sales team members, click Add.
Global Partner Portal

32. Creating a new opportunity
Adding sales team members
Select the Sales Team member search criteria in the Find field.
Type the criteria in the Starting with field.
Click GO. The query results are displayed.
Notes:
The search is case-sensitive.
Global Partner Portal

33. Creating a new opportunity
Adding sales team members
Select the record(s) from the query results, and then click OK.
To close the Sales Team applet, click OK again.
Note: You cannot use the Sales Team tab to add sales team members.
Global Partner Portal

34. Creating a new opportunity
Adding sales team members
Additionally, you can create and save a list, and automatically populate that list into your new opportunities. This makes the process of creating opportunities more efficient for you, especially if you create multiple opportunities using the same sales team. You can only create one default list.
To create a list of default sales team members:
Click Site Map-User Profile-Opportunity Defaults.
The Opportunity defaults screen displays.
Global Partner Portal

35. Creating a new opportunity
Adding sales team members
Click the field control for Sales Team Member1.
Global Partner Portal

36. Creating a new opportunity
Adding sales team members
Click the desired sales team member and click OK. Note: You can add up to eight default sales team members.
Global Partner Portal

37. Creating a new opportunity
Adding sales team members
Click Save when you are done.
Each time you create a new opportunity, all of the sales team members specified in your opportunity defaults will be on the sales team of the opportunity. You can then add other sales team members as you would normally or delete any of the default sales team members from the sales team.
Global Partner Portal

38. Creating a new opportunity
Adding other Business Partners to your opportunities
To collaborate with other Business Partners and work with them to close deals, add them to your opportunities.
Add a sales team member from another Business Partner firm to an opportunity
Give them visibility to the opportunity so that they can add additional sales team members
Allow them to set things up so that you can be added to some of their opportunities
Note:
Only a Primary (Opportunity Owner) can add a Business Partner from another firm to the sales team of the opportunity.
A Business Partner Administrator must explicitly agree to collaborate on opportunities. They do this by checking the Enable Oppty Collaboration checkbox on the Partner information applet and designating your company’s collaboration contact.
Global Partner Portal

39. Creating a new opportunity
Adding other Business Partners to your opportunities
Note: If you are creating a new opportunity, you must save the opportunity before attempting to add a collaborating Business Partner to the sales team.
To add a sales team member from another firm:
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which displays a list of opportunities, displays.
Find the opportunity or click Query.
To select the opportunity, click the blue hyperlink in the Opportunity Num field.
Click the Sales Team control icon on the right side of the opportunity header. The Team Members applet displays and lists your current sales team members.
Click the Add Another Business Partner button to add a new sales team member.
Global Partner Portal

40. Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
Click Query or do a Find to locate the Business Partner that you want to add to the sales team. Only Business Partners who have checked the Enable Oppty Collaboration flag will be available for display.
Note: If you click the Go button to the far right without entering any criteria into the Starting with field, you will see a list of all the Business Partners who have agreed to share opportunities.
To complete your search:
If you do a Find, then enter criteria into the Starting with field.
If you do a Query, then enter criteria into the fields in the Query dialog box.
Click Go.
Global Partner Portal

41. Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
When the list displays, click the check box beside the name of the sales team member that you want to add to the opportunity. You can select more than one.
Click OK.
When the Team Member view displays, click OK again.
Global Partner Portal

42. Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
Click Save to save the opportunity record. An message is then sent to the new sales team member from the other firm notifying them that they have been added to the sales team. Nothing is required on their part. The opportunity is automatically “accepted.”
Notes:
Only the Primary can add other Business Partners to the sales team.
Once added, the Primary can make the other Business Partner the new primary by clicking the Sales Team field icon and clicking the Primary checkbox for that Business Partner.
The new primary must accept the opportunity in order to become the opportunity owner.
Global Partner Portal

43. Creating a new opportunity
Adding sales team members – IBM employees
Note: If you are adding users of IBM’s CRM system to a new opportunity, you must first save the opportunity in order for the IBM users to appear in the list of potential sales team members.
Click the Sales Team field icon to open the sales team applet.
The list of existing opportunity Sales Team members is displayed.
To add sales team members, click Add.
Select Address in the Find field.
Type the criteria in the Starting with field. Note: If you don’t know the IBM employee’s address, see the IBM Employee Directory.
Global Partner Portal

44. Creating a new opportunity
Adding sales team members – IBM employees
Click GO. The query results are displayed.
Global Partner Portal

45. Creating a new opportunity
Adding sales team members – IBM employees
If you find the IBM employee you are looking for:
Click the check box beside the record associated to the IBM employee that you want to add to the opportunity. If multiple records are returned for the same IBM employee, click the check box beside all of the records associated to that employee. Note: Always select all the positions that appear for the IBM employee to ensure that users of IBM's CRM system see the opportunity, regardless of which position they sign in with.
Note(s):
IBM employees with a Position that begins with “IBM Channel Rep Plus” will be able to update and progress your opportunities once they are added to the sales team.
If you do not find the IBM employee you are looking for, contact PartnerWorld Contact Services.
Global Partner Portal

46. Creating a new opportunity
Adding sales team members – IBM employees
Click OK. The Team Members view is displayed with the new sales team member.
Click Save.
Click OK. The new sales team member is added to the sales team.
IBM users of Global Partner Portal that are added to the sales team will see the opportunity immediately. IBM employees who are users of IBM’s CRM system will see the opportunity when it is passed to IBM's CRM system. If you want the IBM employee to see the opportunity before it is closed, make sure Work in GPP is unchecked.
Global Partner Portal

47. Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
You can add both co-funded marketing campaigns (campaigns that are on the Co-Marketing Tool (CMT) on PartnerWorld) and marketing campaigns (not on the CMT tool) to an opportunity. The process differs depending on which type of campaign you are adding.
Note: For co-funded marketing campaigns, you will need the UCID. If you don’t remember the UCID, go to the IBM Co-funded Marketing Web site and look under the heading “Status of 20xx Marketing Campaigns.”
To add a co-funded marketing campaign to a new opportunity, perform the following steps:
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains a list of opportunities, is displayed.
Click New to create a new opportunity.
Complete the required fields.
Click the UCID field control.
Global Partner Portal

48. Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
Click the chevron next to the record with the desired UCID and Activity Description.
Click OK. The UCID appears in the UCID field.
If you don’t see the desired record in the list:
In the Starting With field, type the UCID.
Click Go. The UCID appears in the UCID field.
Note: If you don’t see your UCID in the list and can’t find it by querying, add it to the Description field in the Opportunity header record. Use the format in this example (NEUK is the UCID number): UCID: NEUK Make sure Work in GPP is unchecked.
Global Partner Portal

49. Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
If you want this opportunity to flow to IBM’s CRM system and be visible to IBM, make sure the Work in GPP box is unchecked.
In the Opportunity record, click Save. The UCID that you added appears in the Oppty Source/Co-Marketing Codes field as a secondary source.
Note: Once you save the record, you cannot change the UCID. If you need to change the UCID, contact PartnerWorld Contact Services.
Notes:
You should only add one marketing campaign to an opportunity.
Because of business controls, you cannot delete a marketing campaign. If you do need to delete a marketing campaign from an opportunity, contact PartnerWorld Contact Services.
Global Partner Portal

50. Creating a new opportunity
Viewing the UCIDs for your firm
Opportunity Focal Points and Business Partner Administrators:
To view the UCIDs for your firm, perform the following steps:
Click the Opportunities screen tab.
Click the Show field arrow.
Click Co-Marketing UCIDs.
The UCIDs for your Business Partner firm are displayed.
For more information on co-funded marketing, see the IBM Co-funded Marketing Web site.
Global Partner Portal

51. Creating a new opportunity
Adding a marketing campaign (not on the CMT tool) to an opportunity
To add a marketing campaign to an existing opportunity, perform the following steps:
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains a list of opportunities, is displayed.
Find the opportunity or click Query.
To select the opportunity, click the blue hyperlink in the Opportunity Num field. The opportunity details are displayed.
Click the Oppty Source/Co-Marketing Codes field control.
Click Add.
With Source Name selected in the Find field, in the Starting with field, type the Tactic Code followed by an asterisk, for example: 107DD13M*.
Click Go.
Check the box next to the desired tactic code. If you see multiple results, select the one pertaining to your country.
Click OK. The marketing campaign appears in the Lead Sources window.
Click OK.
Click Save.
Global Partner Portal

52. Creating a new opportunity
Restriction levels
Select Is Restricted for partial restriction, which means the opportunity is available in IBM reports, but customer account information is not visible
Select Work in GPP for full restriction, which means the opportunity is only visible in Global Partner Portal, and it is not available in IBM reports until it is closed.
When you create an opportunity, you can decide to share an open opportunity fully (Full Disclosure), partially (Is Restricted), or not share with IBM's CRM system (Work in GPP) and direct sales team. You can select the Work in GPP or Is Restricted settings only for opportunities that you create. The Work in GPP check box can only be selected at the time of opportunity creation; however, it can be turned off at any time. Opportunities that IBM users enter and assign to you cannot be set to either of these settings.
Notes:
Only the Business Partner user who enters the opportunity and saves it in Global Partner Portal the first time can select the restriction level.
The Work in GPP restriction is ignored when the sales stage of the opportunity is in a closed sales stage.
Global Partner Portal

53. Creating a new opportunity
Restriction levels
Opportunity Creation
Restriction level
CRM visibility results
Created in Global Partner Portal by the Business Partner
Is Restricted - unchecked Work in GPP - unchecked Note: Defaults to Full Disclosure
Global Partner Portal Opportunity record ID fully visible in IBM’s opportunity management system throughout sell cycle.
Is Restricted - checked Work in GPP - checked
Global Partner Portal Opportunity record becomes fully visible in IBM’s opportunity management system once the Global Partner Portal opportunity has been coded as Sales Stage of 07-Won/Implementing or 11-Lost, but the customer name and contact is blocked from view.
Is Restricted - checked Work in GPP - unchecked
Global Partner Portal Opportunity record is visible in IBM’s opportunity management system throughout sell cycle, but customer name and contact is blocked from view.
Is Restricted - unchecked Work in GPP - checked
Global Partner Portal Opportunity record becomes fully visible in IBM’s opportunity management system once the Global Partner Portal opportunity has been coded as Sales Stage of 07-Won/Implementing or 11-Lost.
Note for BCC users: Created by the Business Partner in response to BCC certification review request
Is Restricted - unchecked Work in GPP- unchecked
Global Partner Portal Opportunity Record will be moved over to IBM’s opportunity management system.
Created in IBM’s CRM system by IBM employee and passed to the Business Partner
Global Partner Portal Opportunity record is fully visible in IBM’s opportunity management system throughout the sell cycle.
Global Partner Portal

54. Creating a new opportunity
Restriction levels
If the opportunity is saved without a selected restriction level, the warning message is displayed.
When an opportunity is created, if you do not want the opportunity shared with IBM's CRM system, check the Work in GPP flag. If you have not checked the Work in GPP flag, you receive a warning message.
If you do not wish to restrict, click OK, the record is saved and the data is shared with IBM's CRM system.
If you would like to share the opportunity with the IBM's CRM system, but partially restrict it, click Cancel to set the Is Restricted flag. Again, you receive a warning message. Click OK to proceed.
Note on Attachments: The Is Restricted and Work in GPP fields do not impact attachments. If you want an attachment to be visible for IBM employees managing the SVI or BCC programs, you must select the Release to IBM check box.
If you click OK, the opportunity is saved with no restrictions.
Global Partner Portal

55. Creating a new opportunity
To save the new opportunity or any updates to an existing opportunity, click Save.
Global Partner Portal

56. Creating a new opportunity
Opportunity creation fast path
If you use the same accounts repeatedly to create opportunities, use the Accounts screen to quickly create new opportunities.
In the Accounts screen, you can view:
Accounts with account records, opportunities, or contacts that were created by someone in your firm
Accounts that have someone in your firm on the sales team
Global Partner Portal

57. Creating a new opportunity
Opportunity creation fast path
To find the account, click Query to run a query for the account, or click Previous or Next arrows to find the opportunity in the list of opportunities.
To select the account, click the hyperlink in the Account Name field.
Global Partner Portal

58. Creating a new opportunity
Opportunity creation fast path
Click the Opportunities tab in the Account details screen.
Click New to create a new opportunity.
Global Partner Portal

59. Creating a new opportunity
Opportunity creation fast path
A new opportunity is created, and the Account field is already completed
Enter the other mandatory information
To save the opportunity, click Save.
Global Partner Portal

60. Closing an opportunity
Tips to use when closing an opportunity
When closing opportunities, you can set the Decision Date and Bill Date in the past. This enables you to provide more accurate date information about when an opportunity was actually closed.
Use this feature for:
Sales Stage 07 – Won/Implementing
Sales Stage 11 – Lost
Close the opportunity before you set the Decision Date and Bill Date in the past.
An IBM who is advancing the opportunity for you can also set the Decision Date and Bill Date in the past for Sales Stage 07 and Sales Stage 11.
Global Partner Portal

61. Closing an opportunity
Tips to use when closing an opportunity
You can also add information to describe why you are closing the opportunity, either for your own records or if you want to provide IBM with more information. IBMers who are updating and progressing your opportunities for you can also add comments.
To add comments to a closed opportunity:
After you have closed the opportunity, click the Notes view tab. The Notes view is displayed.
Click New. The Notes form is displayed. The Type field defaults to BP Closing Comments.
Click the Type field list arrow.
Click the Description field.
Type the note. Note: Do not delete the information in brackets in the Description field. This information identifies you to the IBM team.
Click Save.
Global Partner Portal

62. Closing an opportunity
Tips to use when closing an opportunity
After you save the note, it displays in the Notes view tab.
When the opportunity note is saved, it becomes read only. To preserve the integrity of the history that notes provide, once you save a note, it cannot be updated or deleted. If you want to add additional information to an existing note, create a new note, and refer to the original note.
Global Partner Portal

63. Updating key opportunity fields
To include all key opportunity information and improve communication with IBM, ensure that you update the following fields in the opportunity:
Sales Stage
Bill Date
Decision Date
Probability %
Win Probability
Quantity
Price
The Business Partner, as Opportunity Owner, is responsible for managing the key fields that are indicated by a red asterisk (*).
Global Partner Portal

64. Opportunity pipeline views/export
For a complete view of the entire opportunity record that includes the opportunity header and revenue record, you can now use the My Opportunities Revenue Pipeline view.
The default view is All Pipeline.
Note: In order for you to see and use the My Orgs Opportunity Revenue Pipeline view, your Business Partner Administrator must have set up your profile with a responsibility of HQ Sales Manager or Oppty Focal Point. Typically, only a few users in your firm have access to that view.
Global Partner Portal

65. Opportunity pipeline views/export
Use the sort arrows in the column heading to sort the results in ascending or descending order.
Global Partner Portal

66. Opportunity pipeline views/export
Click the Menu list arrow.
Select Export from the list.
Note: The Export function is available in other screens.
Global Partner Portal

67. Opportunity pipeline views/export
Additional queries have been set up by your IBM System Administrator and are available to help you analyze your pipeline:
All Pipeline (IBM Query) (default query): Shows revenue from all opportunities in open ( 03 or 04), won (07), or lost (11) sales stages
All Revenues : All revenue associated with opportunities
Bill Date earlier than Decision Date (IBM Query) : All revenue where the Revenue Bill Date is prior to the Opportunity Decision Date
Draft Pipeline (IBM Query) : All revenue associated with opportunities in a Sales Stage 01-Noticing
Lost Pipeline (IBM Query) : All revenue associated with opportunities in Sales Stage 11-Lost
Open Pipeline (IBM Query) : All revenue associated with opportunities in Sales Stage 03-Identified/Validating and Sales Stage 04-Validating/Qualifying
Opportunities with Software Revenue (IBM Query) : All revenue associated with opportunities that have one or more revenue records of Type = Software.
Past Due Bill Date (IBM Query) : All revenue with a bill date that is before today's date
Past Due Decision Date (IBM Query): All revenue associated with opportunities whose opportunity decision date is before today's date
Won Pipeline (IBM Query) : All revenue associated with opportunities in Sales Stage 07-Won/Implementing
Note that the results of the above queries may contain revenue associated with BCC Opportunities which can not be updated. You can identify these type of opportunities because the BCC Certification Stage field on the opportunity is not equal to ‘Open’ and the date in the Created field on the opportunity is prior to November 24, 2008.
Global Partner Portal

68. Opportunity classification
Use the opportunity Classification ID field to associate your internally meaningful codes to opportunities.
Use it as criteria in queries for specific opportunities.
Only the Business Partner Administrator or Focal Point can create a Classification ID record.
After the Classification ID is created, any Business Partner can use it.
To create a Classification ID, click the Partner tab, and then click New.
For more information about Classification IDs, click Global Partner Portal Online Help, scroll down to Viewing Opportunities in the left navigation pane, and then click Using opportunity Classification ID.
Global Partner Portal

69. Opportunity classification
In the Classification ID field, type the Classification ID.
In the Description field, type a description.
Click Save.
Global Partner Portal

70. Opportunity classification
Global Partner Portal users can now select the Classification ID.
Global Partner Portal

71. Opportunity classification
To select a Classification ID in an opportunity:
Open the sales team applet.
Scroll horizontally to the Classification ID field.
Click the Classification ID field icon.
Global Partner Portal

72. Opportunity classification
The Opportunity Classification applet with a list of available Classification IDs is displayed.
Select the Classification ID record.
Close the Opportunity Classification applet.
To save the opportunity, click Save.
Global Partner Portal

73. Opportunity classification
The Classification ID is visible in the opportunity list and the My Opportunities Revenue Pipeline views.
Global Partner Portal

74. Creating, executing, and saving queries
You can create and save queries in Global Partner Portal. For example, to save a query to show only open opportunities.
Click the Opportunities tab.
Click Query.
Global Partner Portal

75. Creating, executing, and saving queries
Click Query Assistant. The Query Assistant applet is displayed.
Click the <Select Field> list arrow.
Select the field from the list. In this example, the Sales Stage field is selected.
Global Partner Portal

76. Creating, executing, and saving queries
Select the additional query criteria in the other fields to identify open opportunities.
Click Save Query.
Global Partner Portal

77. Creating, executing, and saving queries
The Save Query As applet is displayed.
Select a name for the saved query from the list.
Click OK.
Global Partner Portal

78. Creating, executing, and saving queries
Click Go to execute the query.
Global Partner Portal

79. Creating, executing, and saving queries
The saved query is now available in the Queries list.
Notes:
You can create and save personal queries.
Standard global queries are also available.
Global Partner Portal

80. Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
Click the Opportunities tab.
Click Query.
Click the Oppty Source/Co-Marketing Codes field.
Type exists ('source name'). For example, if you want to search for a marketing campaign with a source name of 107A70HM - NA - DTA 07 RSDC Conference, type exists ('107A7*'). Notes:
The exists ( ) operator searches for values where there are multiple values in a field.
If you do not know the Source Name, contact the IBM team that passed you the opportunity.
For more information on co-funded marketing, see the IBM Co-funded Marketing Web site.
Global Partner Portal

81. Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
Click Go. The opportunities that are returned have a primary or secondary source in the Oppty Source/Co-Marketing Codes field with a source name that matches the criteria.   Note: Only the primary source code shows in the Oppty Source/Co-Marketing codes field. If an opportunity with a secondary source (marketing campaign) matches the criteria and is displayed, you will not see the secondary source in this field.
Global Partner Portal

82. Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
To see the marketing campaign that you queried for, click the Oppty Source/Co-Marketing Codes field control. The Lead Sources window appears.
Note: Queries for multiple secondary source codes (marketing campaigns) can be done by using an or statement in the exists query. For example, if you want to find all opportunities that had a primary or secondary source code that started with N or a primary or secondary source code that starts with T, you would type the following query: exists ('N*' or 'T*'). An and operand does not return proper results.
Global Partner Portal

83. Creating, executing, and saving queries
Exporting your results
To export the results:
Click the Menu field arrow.
Click Export.
Select your Export options:
Under Rows to export, click All Rows in Current Query to export all rows or click Only Current Row to export a specific row.
Under Columns to Export, click All to export all available columns or click Visible Columns to export only the columns you see on the screen.
Under the Output Format, select the appropriate output format.
Click Next.
Click Save to save your file to your hard drive or click Open to view it immediately. Note: You will not see the secondary source code name in the file. Therefore, name the file something that identifies the marketing campaign you searched for. For example, for a query on the source name 107A70HM - NA - DTA 07 RSDC Conference, you could name the file RSDC Conference.csv.
Click Close to close the Export window.
Global Partner Portal

84. Interfacing with IBM’s CRM system
IBM’s CRM system is SalesConnect
You will see references in the Global Partner Portal online help and education to IBM’s Customer Relationship Management (CRM) system. This is SalesConnect.
IBM sales teams around the world use SalesConnect to manage their opportunities. .
Global Partner Portal

85. Interfacing with IBM’s CRM system
Recognizing an opportunity from IBM’s CRM system
The opportunity number for IBM’s CRM system opportunities does not start with 1JF-.
Global Partner Portal

86. Interfacing with IBM’s CRM system
Accepting an opportunity
Access the My Opportunities list.
In the GPP Oppty Accept Status field, sort the entries to display Pending Acceptance.
Notes:
You can only accept or reject opportunities with Pending Acceptance status.
You must accept the opportunity by the date in the Accept/Reject Due Date field in the Opportunity header record or the opportunity will be withdrawn. Note: For the United States, Canada, and Latin America: You must take action before the end of business on that date.
Global Partner Portal

87. Interfacing with IBM’s CRM system
Accepting an opportunity
Select the opportunity from the list of opportunities.
Click the Accept Status field icon. The list of Accept/Reject status choices are displayed.
Select Accepted from the list.
Global Partner Portal

88. Interfacing with IBM’s CRM system
Accepting an opportunity
Save the opportunity.
Note: If you move off the record without saving, the opportunity is not accepted. Click Cancel and save the record.
Global Partner Portal

89. Hints and tips
The hints and tips are collected from IBM Business Partners to help you work more effectively in Global Partner Portal – OM.
Did you know that a browser setting in Internet Explorer affects performance in Global Partner Portal and other applications?
Click Tools-Internet Options.
Click the Advanced tab.
If the checkbox for Do not save encrypted pages to disk is checked, confirm with our IT support team that it is OK and clear the check box.
Click Apply.
Click OK.
Close Internet Explorer and open a new session.
Use ~like to make a search case insensitive.
You can type ~like in any field that you can query in except for fields that have a List of Values or field control, such as Decision Date or Sales Stage. For example, in the Account field, type ~like Smi*, which will find all records in which the query field starts with Smi, regardless of case.
Other query tips:
You can search on a partial company name using "*" after the partial company name. For example, to find Westpac Banking Corporation, type Westpac Banking*
Replace non-alphanumeric characters such as apostrophe (‘) with the wild card ”*”. For example, to find O’Brien Glass, type O*Brien Glass, or O*Bri*.
When searching for a Company Name like Australia and New Zealand Bank if you type in the whole name it will not find anything. This is because “and” is considered to be a query operator so it reads the query as name = Australia and name begins with New Zealand Bank and therefore returns no records. Instead, type Australia and* or Australia *New Zealand*. Replace the “and” with *
Global Partner Portal

90. Hints and tips
Want to update opportunities with common characteristics without having to re-sort and by using fewer key strokes? Use the thread history hyperlink!
You may want to query for opportunities or sort your opportunities in the Opportunity List view according to Account Name, Decision Date, and so on, in order to update all opportunities with a common characteristic at one time. For example, you may want to change the decision date for all opportunities at a specific customer account. In the past, after you completed your update on one of the opportunities in the list, you may not have known how to easily return to the sorted list. You may have clicked the Opportunities tab, and resorted to access another opportunity in the list.
You can accomplish this in fewer steps:
Click the Opportunities tab.
Query or use the sort arrows to produce the desired list of opportunities.
Click the hyperlink in the Opportunity Num column for the first opportunity that you want to update.
Make the update.
Ensure you are at the top of the record and can see the thread history hyperlink (use the right scroll bar to navigate to the top of the record).
Click the thread history hyperlink in the top left of the screen.
The same list of opportunities that was returned as a result of your query in step 2 displays.
Global Partner Portal

91. Hints and tips
Check out the My Opportunities Revenue Pipeline view for product detail fields for your opportunities. You don’t see these fields on the My Opportunities view.
For example, you can see fields such as Brand and Bill Date from this view. These screen shots show you some of the fields that are available in this view:
Global Partner Portal

92. Hints and tips
The hints and tips are currently posted in the Global Partner Portal – OM Update Bulletin. To access the Update Bulletin:
Click Where to go for help in the left navigation pane.
Access Global Partner Portal online help.
Click the Update Bulletin hyperlink at the bottom of the page.
Global Partner Portal

93. Where to find help Global Partner Portal Online Help
Click Help on any Global Partner Portal screen.
The Welcome to Global Partner Portal online help page is displayed.
Global Partner Portal

94. Where to find help Global Partner Portal Support page in PartnerWorld
Business Partner Administrator’s Guide
PartnerWorld Profiling System (PPS) User Guide
Global Partner Portal

95. Where to find help PartnerWorld Contact Services (PWCS)
Global Partner Portal

96. Global Partner Portal – OM in Latin America
When Business Partners create an opportunity in Global Partner Portal – OM, IBM validates the opportunity before it flows to IBM’s CRM system.
In Global Partner Portal – OM, the role of access administrator is performed by a Business Partner employee. This role in Global Partner Portal is known as the Business Partner Administrator.
Training for this role is located on the Global Partner Portal – OM support page, under the Education tab of the Global Partner Portal Web page.
Complete training for Global Partner Portal – OM is also available on the Education tab.
When Business Partners create an opportunity in Global Partner Portal – OM, the opportunity will be validated by IBM before it flows to IBM’s CRM system.
In Global Partner Portal – OM, the role of access administrator is performed by a Business Partner employee. This role in Global Partner Portal is known as the Business Partner Administrator. Training for this role is located on the Global Partner Portal – OM support page, under the Training tab.
Complete training for Global Partner Portal – OM is also available on the Training tab.
Moving to Global Partner Portal – OM will make it easier for Business Partners to do business with IBM, and IBM will be able to respond faster to Business Partners.
Global Partner Portal

97. Global Partner Portal – OM in Latin America
Submitting a new opportunity for Latin American validation
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains a list of opportunities, is displayed.
Click New. The Opportunity applet is displayed.
Create the opportunity and complete the required fields.
Click the Validation Status field arrow. Note: The opportunity must be at sales stage 03 or higher and have at least one revenue record to be submitted for validation.
Click Submitted. The opportunity is sent to IBM for validation. The IBM Latin American validation sends you an advising you that your opportunity is approved, rejected, or if additional information is required.
This procedure is for Latin America (LA) only:
Note: The information in the following slides provide procedural information only. More importantly, all Latin America opportunities must be created and managed in accordance with your local opportunity management guidelines. Contact your Client Representative for Business Partners (CRBP) for more information.
There is a step that you must perform that is unique to LA only. When or after you create an opportunity, you must submit the opportunity for validation. You can also view the status of your submitted opportunity from within the opportunity record. This is a required step for your opportunity to be considered “valid” in IBM.
Important: All Latin America opportunities must be created and managed in accordance with your local opportunity management guidelines. Contact your Client Representative for Business Partners (CRBP) for more information.
Global Partner Portal

98. Global Partner Portal – OM in Latin America
Submitting an existing opportunity for Latin American validation
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains a list of opportunities, is displayed.
Find the opportunity or click Query.
To select the opportunity, click the blue hyperlink in the Opportunity Num field. The opportunity details are displayed.
Click the Validation Status field arrow.
Click Submitted. The opportunity will be sent to IBM for validation. The IBM LA validation sends you an advising you that your opportunity has been approved or rejected.
Global Partner Portal

99. Global Partner Portal – OM in Latin America
Viewing the status of an opportunity
Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains a list of opportunities, is displayed.
Find the opportunity or click Query.
To select the opportunity, click the blue hyperlink in the Opportunity Num field. The opportunity details are displayed.
The status (Approved, Rejected, or Expired) appears in the Validation Status field.
Note: If you update a previously approved opportunity and change the brand or delete the last revenue record, the Validation Status returns to Draft.
Global Partner Portal

100. Global Partner Portal – OM in Latin America
Validation Status Date
The Validation Status Date field is updated every time the validation status of your opportunity changes. This field is updated with a new date and time when:
You first create the draft request
You submit the opportunity
When IBM approves or rejects it
The opportunity expires
Global Partner Portal

101. Global Partner Portal – OM in Latin America
Managing your opportunities
The Validate Status Date field helps you to manage your opportunities in the Opportunity List view. First, make sure the Validation Status Date field and the Validation Status field appears in the Opportunity List view. See the online help topic Arranging columns in your workspace to see how to add those fields.
To manage your opportunities from the Opportunity List view:
Click the Opportunities tab.
Click Query.
Click the Validation Status field arrow.
Click Approved.
Click Go. A list of all your approved opportunities appears.
Sort on the Validation Status Date field.
Update your oldest opportunities first.
Global Partner Portal

102. Where to find help Useful tips
Using Keyboard shortcuts
Using Queries
Using the Query Assistant
For more information, click Hints and tips and Where to find help.
For information and education on Global Partner Portal, see the Global Partner Portal page on PartnerWorld.
For information and education on Business Partner Express, see the Business Partner Express page on PartnerWorld.
Global Partner Portal