opportunity management system (oms) maryam bakht ece dep. university of tehran

Opportunity Opportunity Management System Management System

(OMS)(OMS)

Maryam BakhtMaryam BakhtECE dep.ECE dep.

University of TehranUniversity of Tehran

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AgendaAgenda

Sales ManagementSales Management Sales cycle managementSales cycle management

– Lead Management Lead Management OpportunityOpportunity Opportunity managementOpportunity management OMS OMS SAP OMSAP OM

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Sales managementSales management

PlanningPlanning Strategic planning Strategic planning Sales planningSales planning Marketing planningMarketing planning

Territory managementTerritory management Sales cycle managementSales cycle management Competency creation and Competency creation and

motivationmotivation Performance measurementPerformance measurement

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Territory managementTerritory management

managing a sales area by sales managing a sales area by sales representatives who are allocated representatives who are allocated therethere

There can be different criteria to There can be different criteria to form territories:form territories:

Product/ServiceProduct/Service CustomerCustomer Geographical locationGeographical location ……..

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Sales Cycle Sales Cycle managementmanagement The sales cycle of a product or service The sales cycle of a product or service

begins when a opportunity for sales is begins when a opportunity for sales is recognizedrecognized

The process ends with a sales order or The process ends with a sales order or a rejection from the customera rejection from the customer

Various sales activity such as :Various sales activity such as : Sending information material Sending information material customer visitscustomer visits product presentationsproduct presentations quotations and contractual negotiationsquotations and contractual negotiations

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Sales Cycle Sales Cycle management management (cont.)(cont.)

Sales pipeline Sales pipeline continually done continually done Sales cycle steps :Sales cycle steps :

replenish the source of prospective replenish the source of prospective customerscustomers

qualify prospects to determine their qualify prospects to determine their eligibility as customerseligibility as customers

study the needs of each prospect and study the needs of each prospect and propose solutions to prospects problemspropose solutions to prospects problems

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Sales Cycle Sales Cycle management management (cont.)(cont.)

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Lead ManagementLead Management

A component that does the pre-sales A component that does the pre-sales process and is a link between marketing process and is a link between marketing and sales and sales

Functionalities :Functionalities : Capture of Lead information like: Capture of Lead information like:

Lead source, Area of Interest, Contact details, Lead source, Area of Interest, Contact details, Capture details of all prospects Capture details of all prospects

interaction at the lead stage like:interaction at the lead stage like:Phone calls, Email, Meetings, etc Phone calls, Email, Meetings, etc

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Lead Management Lead Management (cont.)(cont.)

Lead Qualification based on some Lead Qualification based on some pre-determined rulespre-determined rules

processing leads and making sure processing leads and making sure they are passed to the right they are passed to the right people (Territory Management)people (Territory Management)

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OpportunityOpportunity

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.

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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.

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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 contactfirst contact– presentationpresentation– quotation phasequotation phase– contractual negotiationcontractual negotiation

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The idea is to Close the sale as The idea is to Close the sale as soon as the opportunity has soon as the opportunity has

been identifiedbeen identified

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OMS functionalities

capable of organizing and tracking the selling process

Pipeline management to track the opportunity life – sales quotationsales quotation – sales ordersales order– contract or lost opportunitycontract or lost opportunity

Proposal management Proposal management

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OMS functionalities (cont.)

Opportunity assessment and Opportunity assessment and qualification qualification

Milestone management for sales Milestone management for sales processes processes

Managing the sales forecast Managing the sales forecast depending on the decision, date, depending on the decision, date, etc etc

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OMS functionalities (cont.)

provides reports about:provides reports about:– Opportunity PipelineOpportunity Pipeline– Expected sales volume (by date, Expected sales volume (by date,

phase, sales rep., region, etc.)phase, sales rep., region, etc.)– Win/Loss-Ratio (by status reason, Win/Loss-Ratio (by status reason,

sales rep., region, etc)sales rep., region, etc)– Forecast Reliability (probability, Forecast Reliability (probability,

closing date)closing date)

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SAP CRM solutionSAP CRM solution

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SAP OM ProcessesSAP OM Processes

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

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SAP OM Processes SAP OM Processes (cont.)(cont.)

Sales TeamSales TeamAllows for flexible definition and extension of Allows for flexible definition and extension of sales teams, which should drive the sales teams, which should drive the opportunityopportunity

CompetitorsCompetitorsEmployees can track competitor information, Employees can track competitor information, and easily analyze the competitor involvement and easily analyze the competitor involvement in other opportunities within the company. in other opportunities within the company.

Product NotesProduct NotesMaintains additional information of the Maintains additional information of the proposed product to the customerproposed product to the customer

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Individual SalesIndividual SalesDefines and adapts customer specific Defines and adapts customer specific sales cycles and phases for a sales cyclesales cycles and phases for a sales cycle

Automatic Partner DeterminationAutomatic Partner DeterminationFinds and enters the partners involved in Finds and enters the partners involved in a transaction automatically. Allows the a transaction automatically. Allows the user to manually one or more partners, user to manually one or more partners, and enters the others automatically and enters the others automatically through partner determination. through partner determination.

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Automatic Organizational Data Automatic Organizational Data DeterminationDetermination

Determines responsible organizational units Determines responsible organizational units automatically according to predefined rules. automatically according to predefined rules.

PricingPricingDetermines and calculates prices, taxes and Determines and calculates prices, taxes and discounts. discounts.

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

Product ConfigurationProduct ConfigurationCompiles a product variant from many Compiles a product variant from many variants. Assigns values to the identifying variants. Assigns values to the identifying characteristics of the underlying standard characteristics of the underlying standard product. product.

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

AttachmentsAttachmentsAttaches unstructured data such as Attaches unstructured data such as documents or graphics to a transaction, which documents or graphics to a transaction, which can be exchanged between the different can be exchanged between the different channels, e.g., Enterprise Sales/Field Sales. channels, e.g., Enterprise Sales/Field Sales.

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

Project MilestonesProject Milestones Defines project milestones (Integration Date Defines project milestones (Integration Date Management). Management).

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Lead to Opportunity WorkflowLead to Opportunity WorkflowDelivers workflow with the standard Delivers workflow with the standard system. Generates an opportunity system. Generates an opportunity automatically for the responsible sales automatically for the responsible sales employee when a lead is qualified as hot. employee when a lead is qualified as hot. Allows the sales employee to accept or Allows the sales employee to accept or reject the opportunity or forward it to a reject the opportunity or forward it to a colleague. colleague.

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Status and ReasonStatus and Reason Evaluates the result of an opportunity (won, Evaluates the result of an opportunity (won, lost), and, depending on the result, documents lost), and, depending on the result, documents and evaluates the reasons in order to achieve and evaluates the reasons in order to achieve a quality analysis of opportunities. Uses the a quality analysis of opportunities. Uses the reason for status of the opportunity at header reason for status of the opportunity at header or item levelor item level

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

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Assessment (Survey)Assessment (Survey)Helps the sales employee to qualify the opportunity Helps the sales employee to qualify the opportunity via an opportunity assessment questionnaire, which via an opportunity assessment questionnaire, which identifies risks proactively. Estimates the chances identifies risks proactively. Estimates the chances of winning a sale by weighting the questions of winning a sale by weighting the questions individually., Calculates the chance of success individually., Calculates the chance of success based on the answers via my SAP CRM, which helps based on the answers via my SAP CRM, which helps the sales employee make his decision.the sales employee make his decision.

Competitor AnalysesCompetitor AnalysesRecords competitive information within the Records competitive information within the opportunity on header and on item level to help the opportunity on header and on item level to help the sales employee define an effective counter strategy sales employee define an effective counter strategy

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Sales AssistantSales AssistantLeads the sales employee through a Leads the sales employee through a structured sales process, and supports him in structured sales process, and supports him in planning his sales activities. Provides the planning his sales activities. Provides the sales employee with a checklist of sales employee with a checklist of recommended activities and tasks that he recommended activities and tasks that he should execute in this phase. should execute in this phase.

Project Goals DefinitionProject Goals DefinitionRecords both the customers’ goals and the Records both the customers’ goals and the user’s goals in predefined formulas, which all user’s goals in predefined formulas, which all employees involved in the sales process can employees involved in the sales process can access. access.

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

Opportunity HierarchiesOpportunity HierarchiesEnables opportunity hierarchies to break Enables opportunity hierarchies to break down huge opportunities into smaller, easier down huge opportunities into smaller, easier manageable parts. manageable parts.

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Document FlowDocument FlowDisplays interlinkages, for example, Displays interlinkages, for example, preceding and subsequent documents for a preceding and subsequent documents for a selected transaction in the form of a list. selected transaction in the form of a list.

Opportunity PlanOpportunity PlanCombines all the key information about a Combines all the key information about a sales opportunity. Can be printed and sales opportunity. Can be printed and provides the sales employee with an provides the sales employee with an extensive overview of the current status of extensive overview of the current status of the project. Serves as a basis for the project. Serves as a basis for presentations or discussions during internal presentations or discussions during internal project meetings.project meetings.

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Opportunity Pipeline AnalysisOpportunity Pipeline AnalysisProvides an overview of the current status of Provides an overview of the current status of the opportunities, displays how many the opportunities, displays how many opportunities are in which phase, and what opportunities are in which phase, and what the planned closing date is. Monitors current the planned closing date is. Monitors current and planned business development. and planned business development.

Win/Loss AnalysisWin/Loss AnalysisAnalyzes the cause of a win or loss, and Analyzes the cause of a win or loss, and displays all the won and lost opportunities, as displays all the won and lost opportunities, as well as the exact reasons for the success or well as the exact reasons for the success or failure. failure.

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Expected Sales Volume AnalysisExpected Sales Volume AnalysisEnables sales managers to view the Enables sales managers to view the predicted sales volumes that should result predicted sales volumes that should result from opportunities created by employees in from opportunities created by employees in their sales or service organizations. Displays their sales or service organizations. Displays the sales volumes as monthly total values. the sales volumes as monthly total values.

Forecast Reliability AnalysisForecast Reliability AnalysisProvides an important basis for planning the Provides an important basis for planning the entire sales and future product strategies. entire sales and future product strategies. Reports how much of the estimated sales Reports how much of the estimated sales volume has been won, and how reliable the volume has been won, and how reliable the sales volume estimations have beensales volume estimations have been

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

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SAP OM activitiesSAP OM activities

opportunity management system (oms) maryam bakht ece dep. university of tehran

Documents

sales pipeline

sales area

sales order

sales functionalities

sales representatives

sales cycle steps

customers sales prospects

presales process