1. PTC sales force.com Training Section 2 Application Exercises PTC Sales Enablement

2. 2  Sales Process Overview  Opportunities  Quotes  Forecasting  VCE Activities Section 2 Application

3. 3 Workshop: Creating an Opportunity Step REMEMBER WE ARE WORKING IN THE LIVE APPLICATION COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPORTUNITIES 1 Search for one of your customers per the account workshops. You can do this through the search at the top of the screen, the Account Tab, or check your recent items section for an account you were previously viewing. 2 From the account screen, locate the Opportunity section and click New Opportunity. Contacts and the Business Shipping Address will be needed when creating a quote. If this quote is based on a new account or new business address, ensure the account has contacts associated to it, and the contact has both an email and phone number. 4 The opportunity screen will appear for you to create the shell of your opportunity. As you will notice, there are only a few key required fields to create an opportunity. Opportunity Name - {Account Name} – {Segment}. For example, Raytheon – PLM Opportunity Currency – This currency will tie to the currency of the products and quote License Amount – Only enter License Amount, 20% will automatically be added for maintenance Close Date – Select the date in which the deal will close Amount Distribution Section - Within each segment, define the high level percentage for each product segment. Note that the percentages must add up to 100 5 WIIFM? Eliminates manual pipeline reporting, saving time. Track your opportunities through your sales stages for quick and current visibility into your pipeline. Add your core Sales Team members within the Opportunities Tab to provide them visibility into that record. Workshop Scenarios Page 20

4. 4 Opportunities

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10. 10 Workshop: Adding Products to Opportunities StepAction: REMEMBER WE ARE WORKING IN THE LIVE APPLICATION COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPPORTUNITIES AND PRODUCTS 1 Within the opportunity, locate the Products section and click Add/Edit/Remove Products. 2 Select the Pricebook that matches the currency selected for the opportunity and click Save. 3 Within the search box, type in the Product name and hit space. Every time you hit the space bar, the search results will update. Search tips: Select SFT, TRN, or CNS to narrow your search results You can search across any of the fields displayed Enter the SKU if you know it Example - search “windchill site” to locate a site license for Windchill Click Select to add a product to an opportunity 4 5Repeat the process in step 1-4 to add any additional products on the same deal. Workshop Scenarios Page 22

11. 11 Opportunities

12. 12 Opportunities

13. 13 Opportunities

14. 14 Opportunities

15. 15 Opportunities

16. 16 Opportunities

17. 17 Opportunities

18. 18 Workshop: Creating a Quote StepAction: REMEMBER WE ARE WORKING IN THE LIVE APPLICATION COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPPORTUNITIES NEEDING A QUOTE 1 Identify the opportunity where you are in a position to send a quote. Contacts and the Business Shipping Address will be needed when creating a quote. If this quote is based on a new account, ensure the account has contacts associated to it, and the contact has both an email and phone number. 2 From that opportunity, scroll to the quote section, and click New Quote. 3 You will be directed to the quote creation page. It will be critical to populate the following fields: 1.Expiration Date 2.Payment Terms 3.Ship To Contact Name (ensure this contact has both an email and a phone) 4.Ship To Address 5.Shipping Terms 6.License Agreement Type Note – When selecting the Ship To Contact Name and the Ship To Address, you will need to click the magnify glass to look up the correct information. 4 The contacts and ship to addresses available are only the contacts and ship to addresses associated to the account the opportunity is being created against. When searching for ship to addresses, it is recommended to start by searching for the name of the account. After all the information is entered click Save and you will be brought to the Quote details. Make sure you click Start Sync and subsequent Sync button to connect the opportunity to the quote. Syncing the quote will ensure all updates the to opportunity products update your quote accordingly. WIIFM? End Users can create quotes directly from an opportunity and submit for an order; there is a feedback loop within salesforce.com with order information. Workshop Scenarios Page 30

19. 19 Quotes

20. 20 Quotes

21. 21 Quotes

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28. 28 Workshop: Forecast and Opportunity StepAction REMEMBER WE ARE WORKING IN THE LIVE APPLICATION COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPORTUNITIES 1Return to the opportunity that you just created. 2 Select a stage and forecast category that most appropriately represents the deal, and indicate an estimated amount for the selected products. The opportunity forecast category will default to “Pipeline,” “Best Case,” or “Commit” based on the stage of the opportunity. As you progress through the deal and learn more about the specifics, adjust the product quantities, close date, and you can manually change the forecast category. Note – An opportunity cannot have more than one forecast category or amount. Note – any time two different products have two different close dates, create two opportunities. 3 Click on the Forecast tab to view a roll up of your forecast. Workshop Scenarios Page 33

29. 29 New Sales Process ISS Account Mgr GAM Overlay RD (Coaching) - - - - - - - - - - - - Qualification Exec Sponsorship Resource Planning - - - - - - - - - - - Account Mgr GAM Overlay TAM BDM GSO-CM RD (Coaching) Account Team + Corp Resources Sales Mgmt TAM SMEs Account Mgr GSO-CM Sales Mgmt Legal Execs (if needed) - - - - - - - Account Mgr OA - - - - - - - - - - - - - - - - - - - Model Plan Govern - - - - - - - - - - -

30. 30 Forecasting Process ISS Account Mgr GAM Overlay RD (Coaching) - - - - - - - - - - - - - - - - - - - - - - - Account Mgr GAM Overlay TAM BDM GSO-CM RD (Coaching) Account Team + Corp Resources Sales Mgmt TAM SMEs Account Mgr GSO-CM Sales Mgmt Legal Execs (if needed) - - - - - - - Account Mgr OA - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Pipeline Best CaseCommitClosed - - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

31. 31 Forecasting

32. 32 Forecasting

33. 33 Forecasting Pipeline: Best Case: Commit: Closed: Pipeline Best Case Commit Best Case Commit Closed Segment your forecast by Product Family, such as SFT, MNT, CNS, or TRN Adjust the starting point of the time range you would like to view Adjust the number of visible periods in your forecast Opportunities are aggregated into Pipeline, Best Case, Commit, and Closed based on the diagram to the left. Click the Forecasts tab to view you or your direct reports forecast

34. 34 Forecasting

35. 35 Forecasting

36. 36 Forecasting

37. 37 Forecasting

38. 38 Forecasting

39. 39 Forecasting

40. 40 Workshop: Creating a Value Centric Engagement StepAction 1 Click the VCE Tab. 2 Click New. 3 Populate the following fields: VCE Name – {Account Name} – {Segment} Overall VCE Status Segment Account (Click the magnify glass and search for the account) Click Sav e. 4 The new VCE dashboard will appear. Drop down menus are available to identify the progress of each of the VCE components. Make sure to hit save after changing the value of a drop down. From the dashboard, you also have the ability to export to word. WIIFM? Ability to visually track account engagement health via the VCE Matrix of Outcomes Workshop Scenarios Page 34

41. 41 VCE

42. 42 VCE

43. 43 VCE

44. 44 VCE

45. PTC sales force.com Training