c67 Crm703 Bpd

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EHP3 for SAP CRM 7.0

April 2014

English

Pipeline Performance Management(C67)

SAP SEDietmarHoppAllee 1!!"1"0 #all$orf %erman&

'est S(ript

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SAP Best Practices Pipeline Performan(e Management )C!7*+ 'est S(ript

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Icon Meaning

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-ote

Typographic Conventions

Icon Meaning

Example text #or$s or (hara(ters that appear on the s(reen. 'hese in(l,$e fiel$ names s(reen titles p,sh/,ttonsas ell as men, names paths an$ options.

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<Example text> aria/le ,ser entr&. Pointe$ /ra(ets in$i(ate that &o, repla(e these or$s an$ (hara(ters ithappropriate entries.

Document RevisionsRevision Change Date Description

3

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Copyright

2014 SAP A% or an SAP affiliate (ompan&. All rights reser5e$.-o part of this p,/li(ation ma& /e repro$,(e$ or transmitte$ in an& form or for an& p,rpose itho,t the epress permission of SAP A%. 'he information (ontaine$herein ma& /e (hange$ itho,t prior noti(e.

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Contents

1 P,rpose.............................................................................................................................................................................................................. .. 9

1.1 P,rpose of the Do(,ment.............................................................................................................................................................................. 9

1.2 P,rpose of Pipeline Performan(e Management.......................................................................................................................................... .. 9

2 Prere:,isites......................................................................................................................................................................................................... !

2.1 S&stem A((ess.............................................................................................................................................................................................. !

2.2 Roles........................................................................................................................................................................................................... .. !

2.3 Master Data ;rgani<ational Data an$ ;ther Data..................................................................................................................................... .. !

2.4 =,siness Con$itions...................................................................................................................................................................................... 7

3 Pro(ess ;5er5ie 'a/le......................................................................................................................................................................... ............. . >

4 'esting the Pro(ess Steps........................................................................................................................................................................ ............ "

4.1 E$it =asi( Settings......................................................................................................................................................................................... "

4.2 Che( an$ E$it Sales ?,otas...................................................................................................................................................................... 14

4.3 Anal&<e the Sales Pipeline.................................................................................................................................................................. ........ 1!

4.4 Anal&<e the 'arget to Date........................................................................................................................................................................... 21

4.9 Anal&<e the Closing Date............................................................................................................................................................. .............. . 24

4.! @$entif& an$ Monitor ;pport,nit& Changes )Sim,late*.............................................................................................................................. ... 27

4.7 @$entif& an$ Monitor ;pport,nit& Changes )Sales Pipeline Change*...........................................................................................................30

9 Appen$i............................................................................................................................................................................................................. 33

9.1 Pro(ess Chains............................................................................................................................................................................................ 33

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Pipeline Performance Management

1 Purpose

11 Purpose of the Document'his $o(,ment pro5i$es a $etaile$ pro(e$,re for testing the s(ope item Pipeline Performance Management after sol,tion $eplo&ment refle(tingthe pre$efine$ s(ope of the sol,tion. Ea(h pro(ess step is (o5ere$ in its on se(tion pro5i$ing the s&stem intera(tions )i.e. test steps* in a ta/le5ie. Steps that are not in s(ope of the pro(ess /,t are nee$e$ for testing are mare$ a((or$ingl& )see (ol,mn Test Step*. C,stomer proe(tspe(ifi( steps m,st /e a$$e$.

-ote for the (,stomer proe(t team+ @nstr,(tions for the (,stomer proe(t team are highlighte$ in &ello an$ sho,l$ /e remo5e$ /efore han$ o5erto proe(t testers. 'he appen$i is in(l,$e$ for internal referen(e in parti(,lar to s,pport A2; an$ sho,l$ also /e $elete$ /efore han$o5er to the(,stomer ,nless $eeme$ helpf,l to eplain the larger (ontet.

1! Purpose of Pipeline Performance ManagementPipeline Performance Management (PPM) i s a highl& intera(ti5e anal&ti( appli(ation $esigne$ to help sales managers plan :,otas an$ managepipeline a(ti5it& to a(hie5e targets.

Presenting opport,nit& $ata in (ontet ith pipeline anal&ti(s allos eas& i$entifi(ation of gaps an$ (riti(al opport,nities resol5ing iss,es in time.Sales managers (an prioriti<e reassign or mo$if& opport,nities to $ri5e imme$iate a(tion an$ help sales emplo&ees to fo(,s on the right $eals.Sim,lation (apa/ilities pro5i$e the a/ilit& to r,n hatif s(enarios an$ 5is,ali<e the o,t(ome itho,t affe(ting the ,n$erl&ing $ata.

Sales managers (an monitor an$ anal&<e opport,nities on the folloing pages+

• Target to Date

• Closing Date

• Sales Pipeline

• Sales Pipeline Change

Sales managers ith appropriate a,thori<ations (an manage :,otas an$ opport,nit& (h,rn rates on the Options page.

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! Prere"uisites

'his se(tion s,mmari<es all prere:,isites nee$e$ to (on$,(t the test in terms of s&stem ,ser master $ata organi<ational $ata an$ other test$ata an$ /,siness (on$itions.

!1 #ystem $ccess'he test sho,l$ /e (on$,(te$ ith the folloing s&stem an$ ,sers+

'&pe of Data Details

S&stem S&stem BPro5i$e $etails on ho to a((ess s&stem e.g. s&stem (lient or R

Stan$ar$ ser FGSSGM%RM ser SALES_DIR

passor$ welcome

!! Rolesor nonstan$ar$ ,sers the folloing roles m,st /e assigne$ to the s&stem ,sers testing this s(enario+

=,siness Role =,siness Role @D Process #tep Sample $ata

FGSSGM%RM I=PGSSGMA- See Pro(ess ;5er5ie 'a/le

Melanie Ri(har$ser SALES_DIR passor$ welcome

%ote that user #$&'#DIR is create *ith the assignment of the role of the #ales Manager +o*ever, the sales irector is

positione ifferently *ithin the organi-ational moel. therefore an o*n user is create for this scenario

!/ Master Data, 0rgani-ational Data, an 0ther Data'he organi<ational str,(t,re an$ master $ata of &o,r (ompan& as (reate$ in &o,r s&stem $,ring implementation. 'he organi<ational str,(t,rerefle(ts the str,(t,re of &o,r (ompan&. 'he master $ata represents materials (,stomers an$ 5en$ors for eample $epen$ing on the operationalfo(,s of &o,r (ompan&.

se &o,r on master $ata to go thro,gh the test pro(e$,re. @f &o, ha5e installe$ an SAP =est Pra(ti(es =aseline pa(age &o, (an ,se thefolloing =aseline pa(age s(enario $ata+

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Data Sample al,e Details Comments

BPR;SPEC' 100000

BC;MPE'@';R APRA

BDA'E form+ $$.mm.&&&& Date sho,l$ mae sense in (ontet.BPAIER 100000

BPR;DC' H10

BC;-'AC'PERS;-

Conta(t person of the sol$topart& sele(te$ a/o5e

BD@REC';R ;SAES

SALES_DIR

! 2usiness Conitions=efore this s(ope item (an /e teste$ the folloing /,siness (on$itions m,st /e met.

=,siness Con$ition Comment

1 Io, ha5e (reate$ se5eral opport,nities. or more information see s(ope item C!3 J CRM OpportunityManagement an$ the (onfig,ration g,i$e C32 CRM OpportunityManagement

2 B S(ope@temG=,sinessCon$ition

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/ Process 0vervie* Ta3le

'he s(ope item Pipeline Performance Management (onsists of se5eral steps pro5i$e$ in the folloing ta/le+

Process step 2usiness conition 2usiness role '4pecte results

'it 5eneral #ettings Sales Dire(tor %eneral settings a$,ste$ to /,siness nee$s

#et 0pportunity Churn Rates Sales Dire(tor ;pport,nit& (h,rn rates spe(ifie$

#et Iniviual 0pportunityChurn Rates

Sales Dire(tor ;pport,nit& (h,rn rates spe(ifie$ in$i5i$,all&

Chec an eit #ales uotas Sales Dire(tor Sales :,otas e$ite$

$naly-e #ales Pipeline ;pport,nities in $ifferent phases eist Sales Dire(tor Stat,s anal&<e$ f,rther a(tions initiate$

$naly-e Target to Date Sales Dire(tor Sales res,lts anal&<e$

$naly-e Closing Date Sales Dire(tor Anal&sis of epe(te$ sales 5ol,mes (ompare$ith targets

Ientify an Monitor0pportunity Changes(#imulate)

Sales Dire(tor Changes sim,late$ to fin$ o,t effe(t an$ $ra(on(l,sions

Ientify an Monitor0pportunity Changes (#alesPipeline Change)

Sales Dire(tor ;pport,nitiesK progress (he(e$ (riti(alopport,nities i$entifie$

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Testing the Process #teps

'his se(tion $es(ri/es test pro(e$,res for ea(h pro(ess step that /elongs to this s(ope item.'he test sho,l$ tae approimatel& 1.9 to 2 ho,rs.

1 'it 2asic #ettings

Prere"uisites

Mae s,re that &o, are logge$ on as Sales Dire(tor )ser sales_ir *.

11 5eneral #ettings

Purpose'he folloing steps are prepare$ to a$,st the settings a((or$ing to &o,r /,siness nee$s.

Proceure

'estStep 8

'est Step -ame @nstr,(tion ser Entries+iel$ -ame+ al,e

Epe(te$ Res,lt Pass ail Comment

1 0pen 0ptions @n the na5igation /ar (hoose

Pipeline Performance → Target to

Date→ More → Options

@n this 5ie man& options (an /ea$,ste$. 'he folloing to stepsgi5e a /rief $es(ription of the fiel$meanings. A$,st the 5al,esa((or$ing to &o,r /,siness nee$s.

'he Target To Date page appears.

'he Options page appears.

2 $8ust Progress#tatus #ettings

!e" + 'he setting in$i(ates that theopport,nit& as (reate$ re(entl&.

Slo" + 'he setting in$i(ates thatthe opport,nit& is not progressing

Progress Status Settings area$,ste$.

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'estStep 8



at a reasona/le spee$. 'hemo5ement of the opport,nit&Ksprogress is meas,re$ in $a&s.

Stalle + 'he setting in$i(ates thatthe opport,nit& is progressing at aslo rate o5er a spe(ifie$ n,m/erof $a&s. 'his time perio$ is longerthan the n,m/er of $a&s for theSlo" setting.

O# + 'he setting in$i(ates that theopport,nit& is progressing at ana5erage rate.

3 $8ust #pee

#tatus #etting

Spee Status+ 'he spee$ stat,s

setting allos &o, to fi theminim,m length of time that anopport,nit& sho,l$ sta& in onespe(ifi( sales stage. 'his ena/les&o, to $etermine hether some of&o,r sales emplo&ees are sippingo,t spe(ifi( sales stages orr,shing them thro,gh the salespipeline.

@f the length of a sales stageperio$ of an opport,nit& lies /elothis minim,m length of time it isassigne$ the stat,s $ast a,tomati(all&. 'he $ast stat,sin$i(ates hether the opport,nit&has progresse$ 5er& :,i(l&thro,gh the pre5io,s sales stageor e5en sippe$ o,t the last salesstage.

Spee Status Setting is a$,ste$.

4 #ave Choose Sa%e an$ go /a(. Io, ha5e e$ite$ the settings forPipeline Performan(e

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'estStep 8



Management a((or$ing to &o,r/,siness nee$s.

'o translate the Progress Status(!e"& Slo"& Stalle& O') in (asethis is not a5aila/le ith stan$ar$translation &o, nee$ to e$it ta/leCRMC_PPM_OPSPD_T either5ia transa(tion SM30 or SE1!.

1! #et 0pportunity Churn Rates

Purpose

%enerall& a per(entage of &o,r total n,m/er of sales opport,nities is lost from one sales stage to the net. #hen an opport,nit& fails to /e(ome asale it is (onsi$ere$ to ha5e 6(h,rne$6. Io, nee$ to tae &o,r (h,rne$ opport,nities or &o,r sales teamLs an$ in$i5i$,al sales emplo&eesK (h,rne$opport,nities into (onsi$eration hen planning sales :,otas an$ total sales targets. 'he rate at hi(h opport,nities (h,rn is meas,re$ is aper(entage 5al,e of the total n,m/er of opport,nities. Io, (an manage the opport,nit& (h,rn rates /& entering them as per(entage 5al,es forea(h sales stage an$ ea(h sales emplo&ee.

;pport,nit& (h,rn rates are in$epen$ent of the (han(eofs,((ess fa(tor in opport,nities.

;pport,nit& (h,rn rates (annot /e (al(,late$ a,tomati(all& from pre5io,s sales histories. D,e to the $&nami( nat,re of salesorgani<ations &o, (annot ,se histori(al $ata to (al(,late opport,nit& (h,rn rates for ea(h sales emplo&ee. 'herefore &o, nee$ to/ase &o,r opport,nit& (h,rn rates on &o,r strategi( planning an$ nole$ge of the /,siness.

Proceure

'estStep 8



1 %avigate to @n the na5igation /ar (hoose 'he Options page appears.

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'estStep 8



0ptions page Pipeline Performance → Target to

Date→ More → Options

@n this 5ie e$it the settings forthe opport,nit& (h,rn rates. 'heoptions are $es(ri/e$ /elo.

2 'it Default0pportunityChurn Rates

n$er Default Opportunity ChurnRates e$it the re:,ire$ 5al,es.

Default Sales Cycle Duration(Months)+ 'ime 5al,e thatin$i(ates ho long a sales (&(lelasts from the first sales stage ,pto an$ in(l,$ing the final salesstage. 'his is a general 5al,e ,se$

for all opport,nities for the(omplete sales (&(le.

Planne ro"th ()+ 'he in(reasein re5en,e &o,r (ompan& ororgani<ational ,nit is aiming at. @tis (al(,late$ as a per(entage5al,e of the pre5io,s &earLs res,ltsan$ is ,se$ for maing sales fig,refore(asts for the net fis(al &ear.

Opportunity Churn Rates for Each *nalysis Stage

+ualification (), Per(entage ofopport,nities that in a5erage $ropithin the :,alifi(ation stage.

+uotation (), Per(entage ofopport,nities that in a5erage $ropithin the :,otation stage.

Decision (), Per(entage ofopport,nities that in a5erage $rop

Default Sales Cycle

Duration (Months)

Planne ro"th ()

Io, ha5e e$ite$ the DefaultOpportunity Churn Rates-

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'estStep 8



ithin the $e(ision stage.

3 'nter

0pportunityChurn Rates for each analysisstage

n$er Opportunity Churn Rates

for Each *nalysis Stage enter theper(entage of opport,nities that ina5erage $rop ithin ea(h of theanal&sis stages.

Io, ha5e entere$ the Opportunity

Churn Rates for ea(h anal&sisstage.

4 #ave Choose Sa%e an$ go /a(. Io, ha5e ma$e the settings forthe opport,nit& (h,rn rates.

1/ Iniviual 0pportunity Churn Rates

Purpose

n$er .ni%iual Opportunity Churn Rates& enter the epe(te$ opport,nit& (h,rn rates for ea(h of &o,r sales emplo&ees for ea(h sales stage. 'hisena/les &o, to fo(,s on ea(h sales emplo&eeKs in$i5i$,al performan(e.

Proceure

'estStep 8



1 0pen0pportunityChurn Rates

@n the na5igation /ar (hoose

Pipeline Performance → Sales

Pipeline→ More, Opportunity

Churn Rates2 'nter Iniviual

0pportunityChurn Rate foreach salesemployee foreach salesstage

@n the ,pper 5ie &o, see theorgani<ational hierar(h& an$ in theloer part the opport,nit& (h,rnrates. As a sales manager &o, (anenter &o,r on in$i5i$,alopport,nit& (h,rn rates an$ thoseof &o,r team mem/ers /&sele(ting the spe(ifi( fiel$ an$(hanging the 5al,e.

Io, ha5e entere$ in$i5i$,al opport,nit& (h,rn rates.

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'estStep 8



3 #et the churnrates 3ac toefault

'o set the (h,rn rates /a( to$efa,lt sele(t a line an$ (hooseReset to Default . 'he settings ill/e reset itho,t an& other $ialogs(reen.

4 '4port ata toMicrosoft '4cel

'o eport &o,r $ata to Mi(rosoft

E(el (hoose Export toSpreasheet .

9 #ave Choose Sa%e an$ /ac# . Io, ha5e entere$ all opport,nit&(h,rn rates.

! Chec an 'it #ales uotasPurpose

@f &o, are a $ire(tor of sales a((ess +uota Planning 5ia the Target to Date page. ;n the +uota Planning page &o, (an enter the sales :,otas for&o,r teams an$ emplo&ees for the net planning perio$. Io, (an then $efine the :,otas for the loer organi<ational le5els an$ also transfer theplanning to the responsi/le person on the loer le5els of the organi<ational hierar(h&.

#hen setting :,ota &o, (an also ha5e the s&stem generate :,ota a,tomati(all&. 'his is $one /& (al(,lating ne fig,res /ase$ on :,ota fig,resfor the pre5io,s &ear in(remente$ /& the planne$ groth rate.

;n the folloing pages these sales :,otas are shon as target lines+

• Target to Date

• Closing Date

• Sales Pipeline

;n these pages &o, (an (ompare the a(t,al sales ith the planne$ sales in the /ar (harts an$ ta/les.

Proceure

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'estStep 8



1 %avigate touota Planningpage



Date →

More→

+uota Planning

'he +uota Planning Management page appears ith theOrgani0ational 1ierarchy a,tomati(all& epan$e$ to &o,rle5el.

2 #elect the 9earfor uotaPlanning

rom the $rop$on /o 2ear& sele(t the &ear &o, ant to (he(an$ e$it.

'he page is refreshe$ ith thatspe(ifi( &ear $ata.

3 :ie* anchange theplanning list

'he Organi0ational 1ierarchy isa,tomati(all& epan$e$ to &o,rle5el. Io, (an 5ie an$ (hangethe planning list /elo for the le5el&o, /elong to an$ the loer le5els.

4 Do the uotaPlanning forsalesemployees;organi-ations

@n the +uota Planning 5ie &o,see the list of the organi<ational,nits an$ all emplo&ees in &o,r(hosen organi<ational ,nit.

'he first line shos the :,ota forthe (hosen organi<ational ,nit.'his :,ota is entere$ in theplanning list /& the responsi/lesales manager$ire(tor.

'he se(on$ line (ontains the totalof all :,otas (ontaine$ in the lines

that follo. 'hese are thein$i5i$,al :,otas that the salesmanager sets for theirorgani<ational ,nits an$emplo&ees. @n theor& this n,m/ersho,l$ mat(h the :,ota from thefirst line hoe5er a sales manager ma& $eli/eratel& ,n$erplan oro5erplan.

?,ota planning for salesemplo&eesorgani<ations $one.

9 Distri3ute the @n the folloing lines &o, plan the

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'estStep 8



"uotas organi<ational ,nits an$emplo&ees assigne$ to &o, /&$istri/,ting the :,otas from thefirst line. 'he responsi/le personon the net loer le5el $oes thesame for his or her organi<ational,nit.

'o a,tomati(all& generate sales:,otas (hoose the enerate+uota p,sh/,tton an$ (hoose a&ear an$ an organi<ational ,nit.

! '4port ata to

Microsoft '4cel

'o eport &o,r $ata to Mi(rosoft

E(el (hoose Export toSpreasheet-

7 #ave Choose Sa%e an$ /ac# . 'he sales :,otas ha5e /eenentere$ an$ (an /e ,se$ inPipeline Performan(eManagement.

/ $naly-e the #ales Pipeline

Purpose'he Sales Pipeline page shos the epe(te$ sales 5ol,me for ea(h anal&sis stage (ompare$ ith the a(t,al sales 5ol,me. 'he sales pipeline is aform of anal&sis that $ispla&s potential sales re5en,e /& gi5ing &o, an o5er5ie of &o,r (,rrent an$ f,t,re sales sit,ation. Io, (an ,se salespipelines to tra( :,antities of sales (ompare epe(te$ an$ a(t,al 5al,es or as a /asis for planning f,t,re sales pro(esses.

As a sales $ire(tor &o, (an 5ie &o,r on an$ &o,r sales teamLs epe(te$ an$ a(t,al sales 5ol,mes for ea(h stage of anal&sis. Io, (an also 5iethe total 5al,e of epe(te$ $eals an$ sales targets in &o,r sales pipeline.

'he Sales Pipeline report pro5i$es a snapshot of the (,rrent state of the pipeline. Sin(e this report is a snapshot in time the sales :,ota hi(h ist&pi(all& set for a time perio$ lie a &ear )or an& other $efine$ sales (&(le time perio$* nee$s to /e (on5erte$ into a target. 'herefore a (al(,lationis $one to transform the sales :,ota for a spe(ifi( time frame )for eample a &ear* into a sales target for the sales pipeline. 'he target for the sales

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pipeline is $ispla&e$ as a /la( line in the sales pipeline /ar (hart. @t is referre$ to as the target line. 'his target line hi(h is (al(,late$ for ea(hanal&sis stage is then ,se$ as a /asis for assessing the health of the pipeline.

'he Target line is (al(,late$ /ase$ on+

• A5erage sales (&(le $,ration

@t is important to ha5e a spe(ifi( time frame for the sales pipeline. or eample if the opport,nit& sales (&(le is 5er& long the salesrepresentati5e has to ha5e a larger n,m/er of potential $eals in the sales pipeline.

• %roth fa(tor

'he groth fa(tor also forms a /asis for (al(,lating the target line. @f the opport,nities sales (&(le is 5er& long the opport,nities illpro/a/l& (lose in another (alen$ar &ear in hi(h a higher target ma& /e rele5ant.

• ;pport,nit& (h,rn rate fa(tor

E5er& sales representati5e has an in$i5i$,al opport,nit& (h,rn rate fa(tor for ea(h sales stage as not all opport,nities transition from onestage to the net. 'he opport,nit& (h,rn rate fa(tor taes this into a((o,nt.

'he Target line (an /e (al(,late$ as 3eighte or 4n"eighte .

<n*eighte target line=

or the 4n"eighte Target line the total :,ota for the sales (&(le is $i5i$e$ e:,all& a(ross all anal&sis stages )the (h,rn rates are not taen intoa((o,nt*. or eample if the :,ota for one &ear is 2000000 the sales (&(le $,ration is ! months an$ there are to anal&sis stages the targetline for ea(h anal&sis stage is 900000 )the ann,al :,ota of 2000000 (on5erts to a :,ota of 1000000 for the si month (&(le hi(h is then$i5i$e$ /& the to anal&sis stages*. Sin(e the Sales Pipeline report is assessing f,t,re opport,nities it is important to (ompare it to theappropriate :,ota /aseline. Hen(e an& ann,al groth rate is a,tomati(all& applie$ )ass,me$ to /e <ero in this ill,stration*. @t is important to notethat hen the 3eighte Target /o is not (he(e$ the target line is ,neighte$ /,t the opport,nit& 5al,es $ispla&e$ in the /ar graph areeighte$ /& their pro/a/ilit& of s,((ess.

>eighte target line='he eighte$ target line (al(,lation taes into a((o,nt the (h,rn rate for ea(h anal&sis stage. 'his (al(,lation refle(ts the realit& that not allopport,nities mo5e from one sales stage to the net an$ that this (h,rn rate of opport,nities per stage ma& /e $ifferent for ea(h salesrepresentati5e. 'he higher the (h,rn rate for the sales stage the higher the eighte$ target has to /e in or$er to a(hie5e a :,ota. @n the a/o5eeample letKs ass,me the (h,rn rate for stage 1 an$ stage 2 is 20 an$ !0 respe(ti5el&. 'his means that from stage 1 >0 of opport,nitiesill pass to stage 2 an$ from there 40 of opport,nities ill pass. -ote that the ,neighte$ target for stage 2 as 900000 /,t sin(e onl& 40 of opport,nities (lose from stage 2 the eighte$ target for stage 2 is 1290000 )N9000000.4*. An$ the (orrespon$ing eighte$ target for stage 1 is19!2900 )N12900000.>*. astl& it sho,l$ /e note$ that if the 3eighte Target /o is (he(e$ then the target line is eighte$ /& the (h,rn rateas shon in the eample a/o5e /,t opport,nit& 5al,es are -;' eighte$ /& their pro/a/ilit& of s,((ess.

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-ote that onl& the opport,nities that are rele5ant for the target are taen into a((o,nt for the sim,lation of the sales pipeline. 'he filterfiel$ Rele%ant for Target is ,se$ to in$i(ate that the filter res,lt shall onl& (ontain opport,nities that are rele5ant for the targeta(hie5ement. An opport,nit& is targetrele5ant for a sales team if this sales team or one of the sales teams that is lo(ate$ /elo that

team in the organi<ational mo$el is set as the organi<ational ,nit of this opport,nit&. An opport,nit& is targetrele5ant for a salesrepresentati5e if he or she is the oner of this opport,nit& an$ his or her sales team is the organi<ational ,nit of that opport,nit&.'hese r,les ens,re that opport,nities for target a(hie5ements are not (o,nte$ more than on(e.

Proceure

'estStep 8



1 %avigate to#ales Pipeline



Pipeline

Io, are on the Sales Pipeline *nalysis page.

Here &o, (an (ompare &o,rteamLs epe(te$ sales 5ol,me forea(h sales stage ith the a(t,alsales 5ol,me ,sing the (hart/elo. Io, (an also see the5al,es for the in$i5i$,al (losingmonths in ea(h sales stage in the:,i( info.

2 #ee etails*ithin a specificanalysis stage

Choose My Team5s Pipeline in thefiel$ My $ilters- @n the SalesPipeline (hart &o, (an (he(

hether &o, ha5e rea(he$ &o,rtargets in ea(h anal&sis stage. 'omae orientation easier theinformation /elo shos ho theanal&sis stages are mappe$ to theopport,nit& stat,s /& $efa,lt.

?,alifi(ation

• @$entif& ;pport,nit&

• ?,alifi(ation

'he s&stem $ispla&s $etails of aspe(ifi( anal&sis stage.

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?,otation

• ?,otation

De(ision

• De(ision

• Close

3 Change filteroptions

'o (hange &o,r filter options(hoose Sho" $ilter in the SalesPipeline 5ie. rom the $ilter /y fiel$ (hoose &o,r filter (riteria. 'oa$$ more filters (hoose Copy6ine. Sele(t 3eighte Target inor$er to ,se estimate$ salestargets. Choose *pply . Enter aname in the Sa%e to My $ilters fiel$ an$ (hoose Sa%e. -o &o,rne filter is also a5aila/le in theMy $ilters $rop$on list.

@t is important to note that henthe 3eighte Target /o is not(he(e$ the target line is,neighte$ /,t the opport,nit&5al,es $ispla&e$ in the /ar graphare eighte$ /& their pro/a/ilit& of s,((ess.

4 :ie* theinformation of a3ar;colore3loc

#hen &o, mo5e &o,r (,rsor o5era /ar or a (olore$ /lo( in a /ar ofthe /ar (hart the :,i( info shosthe ea(t fig,re in terms ofepe(te$ target sales 5ol,me orthe $ifferen(e /eteen theepe(te$ an$ target sales 5ol,mes

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'estStep 8



for that anal&sis stage.

9 ?ilter the

opportunity list

Io, (an easil& filter the

opport,nit& list /& (li(ing on a roof $ata or the anal&ti( stagen,m/er in the (hart. 'o enter thefilter (riteria man,all& (hoose theSho" $ilter lin in theOpportunities 5ie an$ (hoose&o,r filter (riteria from the fiel$s$ilter /y . 'o a$$ more filters(hoose Copy 6ine. Choose

*pply . Enter a name in the Sa%eto My $ilters fiel$ an$ (hooseSa%e. Io,r ne filter is no also

a5aila/le in the My $ilters $rop$on list.

! 0pen the3riefing car

'o 5ie information on a parti(,laropport,nit& &o, (an also open the3riefing car of an opport,nit& /&(li(ing the arro in front of a ro.@n the /riefing (ar$ &o, (an 5iethe most important information onthe opport,nit&.

7 Change thecolumns of the

opportunitieslist

Io, (an (hange the (ol,mns$ispla&e$ in the opport,nitiesK list

/& (li(ing the Personali0ation /,tton an$ (hoosing the (ol,mns&o, ant to $ispla& from the

*%aila7le Columns ta/le. Cli( theright arro to mo5e it into theDisplaye Columns ta/le. ChooseSa%e.

> '4port ata toMicrosoft '4cel

or f,rther $ata anal&sis in

Mi(rosoft E(el (hoose Export to Spreasheet .

Io, anal&<e$ ea(h single anal&sisstage. rom the res,lts &o, (an$ra (on(l,sions for f,rther

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a(tions.

$naly-e the Target to Date

Purpose

'he Target to Date page shos the re5en,e that &o, ha5e a(hie5e$ ,p ,ntil an$ in(l,$ing to$a&Ls $ate in the form of a /ar (hart an$ ta/le. Io,also see a list of opport,nities that mae ,p the $eals fig,res. Io, (an manage &o,r sales pipeline /& (hanging information on these opport,nities$ire(tl& in the list an$ 5ieing the res,lts imme$iatel& in the /ar (hart an$ ta/le at the top of the page. Sales managers (an monitor their salesteamLs targets. 'he Target to Date page is an important part of &o,r Pipeline Performan(e Management for tra(ing of+

• #on $eals

• Epe(te$ $eals

• Sales targets

• 'he remaining $ifferen(e /eteen on an$ epe(te$ $eals an$ sales targets

Proceure

'estStep 8



1 %avigate toTarget to Datevie*



Date

'he s&stem $ispla&s the Target toDate 5ie.


Io, (an (hange &o,r filter optionsan$ $efine &o,r on filter+

• Choose Sho" $ilter in the

Target to Date 5ie. rom the$ilter /y fiel$ (hoose &o,rfilter (riteria.

• 'o a$$ more filters (hoose

Copy 6ine.

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• 'o ,se the estimate$ 5al,es

that is the epe(te$ sales5ol,me eighte$ /& the(han(e of s,((ess of itsopport,nit& sele(t the(he(/o 3eighte Sales8olume.

• 'o ,se the nominal non

eighte$ 5al,es of theepe(te$ sales 5ol,mes of theopport,nities $esele(t the(he(/o 3eighte Sales8olume-

Choose *pply . Enter a name inthe Sa%e to My $ilters fiel$ an$(hoose Sa%e. Io,r ne filter isno also a5aila/le in the My$ilters $rop$on list.

Io, (an ,se the /ar (hart on theTarget to Date page to see theSales Pipeline *nalysis res,lts ata glan(e an$ then ,se the ta/le too/tain a more $etaile$ 5ie of&o,r :,arterl& fig,res.

3 ?ilter theopportunity list

Io, (an easil& filter theopport,nit& list /& (li(ing in the(hart on a ro of $ata or a :,arter.'o enter the filter (riteria man,all&(hoose the Sho" $ilter lin in theOpportunities 5ie an$ (hoose&o,r filter (riteria from the fiel$s$ilter /y . 'o a$$ more filters(hoose Copy 6ine. Choose

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4 0pen the3riefing car

'o 5ie information on a parti(,laropport,nit& &o, (an also open the/riefing (ar$ of an opport,nit& /&(li(ing the arro in front of a ro.@n the /riefing (ar$ &o, (an 5iethe most rele5ant information onthe opport,nit&.

9 #imulatechanges

@n a$$ition &o, (an also sim,late(hanges ithin the sim,lationmo$e to pre5ie (hanges to either the Closing Date page or theTarget to Date page /efore &o,sa5e. 'o start the sim,lationpro(ess (hoose Simulate on theTarget to Date *nalysis s(reen.

! Moify anopportunity

;n the Target to Date Simulation *nalysis s(reen &o, (an mo$if& anopport,nit& from the shon list /&for eample simpl& o5ert&ping the5al,e in the Expecte Sales

8olume (ol,mn. After pressingEnter &o, ill see the (hanges,p$ate in the (hart imme$iatel&.

@f &o, ant to eep the ne 5al,e(hoose Sa%e Changes then thenel& entere$ 5al,e ill /e sa5e$.;therise (hoose Cancel to ret,rnto the Target to Date s(reen.

7 '4port ata to or f,rther $ata anal&sis in

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'estStep 8



Microsoft '4cel Mi(rosoft E(el (hoose Export to Spreasheet-

> Change thecolumns in theopportunitieslist

Io, (an (hange the (ol,mns$ispla&e$ in the opport,nities list/& (li(ing the Personali0ation /,tton an$ (hoosing the (ol,mns&o, ant to $ispla& from the


Io, (an ,se the /ar (hart on theTarget to Date page to see thesales pipeline anal&sis res,lts at aglan(e an$ then ,se the ta/le too/tain a more $etaile$ 5ie of&o,r :,arterl& fig,res.

At the /ottom of the Target toDate page &o, (an also see a listof opport,nities that mae ,p the$eals fig,res.

@ $naly-e the Closing Date

Purpose

'he (losing $ate is the estimate$ $ate on hi(h &o, plan to ha5e /ro,ght an opport,nit& to (ompletion thro,gh a s,((essf,l sale. 'he ClosingDate page shos &o,r epe(te$ sales 5ol,mes (ompare$ ith &o,r on targets on a month /& month an$ sales stage /asis. Sales managers (an5ie their sales teamLs epe(te$ sales 5ol,me (ompare$ ith their target.

Proceure

'est

Step 8

'est Step -ame @nstr,(tion ser Entries+

iel$ -ame+ al,e

Epe(te$ Res,lt Pass ail

Comment

1 %avigate toClosing Datevie*


Pipeline Performance → Closing

Date


Io, (an (hange &o,r filter optionsan$ $efine &o,r on filter.

• Choose Sho" $ilter in the

Target to Date 5ie. rom the

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'estStep 8



$ilter /y fiel$ (hoose &o,rfilter (riteria.

• 'o a$$ more filters (hooseCopy 6ine.

• 'o ,se the estimate$ 5al,es

that is the epe(te$ sales5ol,me eighte$ /& the(han(e of s,((ess of itsopport,nit& sele(t the(he(/o 3eighte Sales8olume.

• 'o ,se the nominal non

eighte$ 5al,es of the

epe(te$ sales 5ol,mes of theopport,nities $esele(t the(he(/o 3eighte Sales8olume-

Choose *pply . Enter a name inthe Sa%e to My $ilters fiel$ an$(hoose Sa%e. Io,r ne filter isno also a5aila/le in the My$ilters $rop$on list.

Here &o, (an (ompare &o,rteamLs epe(te$ sales 5ol,me forea(h (losing month an$ salesstage ,sing the (hart /elo. Io,(an also see the 5al,e for onopport,nities in an& gi5en month inthe :,i( info.

-ote that onl& the opport,nities

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'estStep 8



that are rele5ant for the target aretaen into a((o,nt for the (losing$ate anal&sis. 'he filter fiel$

Rele%ant for Target is ,se$ toin$i(ate that the filter res,lt shallonl& (ontain opport,nities that arerele5ant for the targeta(hie5ement. An opport,nit& istargetrele5ant for a sales team ifthis sales team or one of the salesteams that is lo(ate$ /elo thatteam in the organi<ational mo$el isset as the organi<ational ,nit ofthis opport,nit&. An opport,nit& istargetrele5ant for a sales

representati5e if he or she is theoner of this opport,nit& an$ hisor her sales team is theorgani<ational ,nit of thatopport,nit&. 'hese r,les ens,rethat opport,nities for targeta(hie5ements are not (o,nte$more than on(e.


Io, (an easil& filter theopport,nit& list /& (li(ing the(hart or the la/els for ea(h month

or /& entering the filter (riteriaman,all&. 'herefore (hoose theSho" $ilter lin in theOpportunities 5ie an$ (hoose&o,r filter (riteria from the fiel$s$ilter /y . 'o a$$ more filters(hoose Copy 6ine. Choose


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'estStep 8




4 0pen the3riefing car

'o 5ie information on a parti(,laropport,nit& &o, (an open the/riefing (ar$ of an opport,nit& /&(li(ing the arro in front of a ro.@n the /riefing (ar$ &o, (an 5iethe most rele5ant information onthe opport,nit&.




! Change the

columns in theopportunitieslist

Io, (an (hange the (ol,mns

$ispla&e$ in the opport,nitiesK list/& (li(ing the Personali0ation /,tton an$ (hoosing the (ol,mns&o, ant to $ispla& from the


Io, (an 5ie &o,r sales teamLs

epe(te$ sales 5ol,me (ompare$ith their target on a month /&month an$ on a sales stage /asis.

6 Ientify an Monitor 0pportunity Changes (#imulate)

PurposeIo, (an sim,late (hanges of the Target to Date or Closing Date fig,res.

Proceure

'estStep 8



1 %avigate toTarget to



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Date;ClosingDate vie*

Date9Closing Date


'o (hange &o,r filter options(hoose Sho" $ilters in the ,pper5ie. rom the $ilter /y fiel$(hoose &o,r filter (riteria. 'o a$$more filters (hoose Copy 6ine.'o ,se the nominal noneighte$5al,es of the epe(te$ sales5ol,mes of the opport,nities$esele(t the (he(/o 3eighte-'o ,se their estimate$ 5al,es thisis ea(h epe(te$ sales 5ol,meeighte$ /& the (han(e of

s,((ess of its opport,nit& sele(tthe (he(/o 3eighte . Choose *pply . Enter a name in the Sa%eto My $ilters fiel$ an$ (hooseSa%e. Io,r ne filter is no alsoa5aila/le in the My $ilters $rop$on list.

3 Choose#imulate

Choose Simulate.


Io, (an easil& filter theopport,nit& list /elo /& entering

the filter (riteria man,all&.'herefore (hoose the Sho" $ilter lin in the Opportunities 5ie an$(hoose &o,r filter (riteria from thefiel$s $ilter /y . 'o a$$ more filters(hoose Copy 6ine. Choose

*pply .

-ote that onl& opport,nities that

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'estStep 8



are rele5ant for the target aretaen into a((o,nt for thesim,lation. An opport,nit& is

targetrele5ant for a sales team ifthis sales team or one of the salesteams that is lo(ate$ /elo thatteam in the organi<ational mo$el isset as the organi<ational ,nit ofthis opport,nit&. An opport,nit& istargetrele5ant for a salesrepresentati5e if he or she is theoner of this opport,nit& an$ hisor her sales team is theorgani<ational ,nit of thatopport,nit&. 'hese r,les ens,re

that opport,nities for targeta(hie5ements are not (o,nte$more than on(e.

9 Mae changesto opportunities*ithout saving

Io, ha5e the option of maing(hanges to &o,r opport,nitiesitho,t sa5ing them. @n theopport,nit& list &o, (an mae(hanges to the folloinginformation+ Expecte sales%olume Sales Stage ClosingDate an$ Status. =esi$es &o, (an

sele(t or $esele(t the 3eighte Sales 8olume (he(/o.

;n(e &o, ha5e ma$e (hanges tothe information on an in$i5i$,alopport,nit& or se5eralopport,nities the /ar (hart$ispla&s the res,lt.

! #ave thechanges

@f &o, mae (hanges to theinformation on in$i5i$,alopport,nities an$ &o, $e(i$e tosa5e these (hanges &o, still ha5ethe (han(e to re5ie these(hanges on the net page. A res,ltlist of (hange$ opport,nitiesallos &o, to see an$ a$opt them.

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'estStep 8



@f &o, still ant the (hanges(hoose Sa%e. ;nl& then ill &o,r(hanges /e(ome permanent.




Change thecolumns in theopportunitieslist

Io, (an (hange the (ol,mns$ispla&e$ in the opport,nitiesK list/& (li(ing the Personali0ation /,tton (hoosing the (ol,mns &o,ant to $ispla& from the *%aila7leColumns ta/le an$ (li(ing theright arro to mo5e it into theDisplaye Columns ta/le. ChooseSa%e.

'he sales manager sim,late$(hanges in the opport,nitiesseeing the effe(t the& ha5e on thefig,res. rom the res,lts the& (an$ra (on(l,sions for f,rtherne(essar& a(tions.

7 Ientify an Monitor 0pportunity Changes (#ales Pipeline Change)

Purpose

Sales Pipeline Change is an intera(ti5e report that helps &o, to $o the folloing+

• Anal&<e &o,r sales pipeline.

• @$entif& gaps an$ (riti(al opport,nities.

• @$entif& an$ monitor (hanges in the pipeline.

Io, (an monitor (hanges to the sales stage epe(te$ sales 5ol,me (losing $ate an$ progress.

@n Sales Pipeline Change &o, (an $ispla& all the opport,nities in &o,r sales pipeline that ha5e (hange$. 'he opport,nities are liste$ ith the mostrele5ant $etails s,(h as the prospe(t name the sales stage in hi(h the opport,nit& (an (,rrentl& /e fo,n$ an$ the opport,nit&Ks progress. Io,(an monitor opport,nities either ith eighte$ or ,neighte$ epe(te$ sales 5ol,mes. @n a$$ition &o, (an filter $ata an$ refine the res,lts inman& $ifferent a&s.

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'he report (ontains the opport,nities that mat(h &o,r filter (riteria $epen$ing on hether &o, ant to monitor an$ anal&<e opport,nities that foreample are high priorit& (losing soon or ha5e the stat,s Open.

Proceure

'estStep 8



1 %avigate to the#ales PipelineChange vie*



Pipeline Change


'o (hange &o,r filter options(hoose Sho" $ilter in the SalesPipeline Change 5ie. rom the$ilter /y fiel$ (hoose &o,r filter(riteria. 'o a$$ more filters(hoose Copy 6ine. Choose

*pply . Enter a name in the Sa%eto My $ilters fiel$ an$ (hooseSa%e. Io,r ne filter is no alsoa5aila/le in the My $ilters $rop$on list.

Io, (an see the opport,nities thatmat(h &o,r (riteria. @n theProgress (ol,mn &o, (an seeho the opport,nities $e5elope$in a spe(ifi( perio$.

3 5et moreinformationa3out anopportunity;prospect

Choose the respe(ti5e lin in theopport,nit& list to get moreinformation a/o,t a spe(ifi(opport,nit& or prospe(t. Io, (analso open the /riefing (ar$ of anopport,nit& /& (li(ing the arro infront of a ro. @n the /riefing (ar$

&o, (an 5ie the most rele5antinformation on the opport,nit&.




9 Change thecolumns in theopportunitieslist

Io, (an (hange the (ol,mns$ispla&e$ in the opport,nitiesK list/& (li(ing the Personali0ation /,tton an$ (hoosing the (ol,mns

'he opport,nitiesK progress in thesales pipeline is (lear an$ (riti(alopport,nities are i$entifie$.

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'estStep 8



&o, ant to $ispla& from the *%aila7le Columns ta/le. Cli( theright arro to mo5e it into the

Displaye Columns ta/le. Choose *pply .

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@ $ppeni4

@1 Process Chains'his appen$i is merel& for internal referen(e. Delete /efore han$o5er to (,stomer ,nless rele5ant for e.g. A2; reasons.

'he pro(ess to /e teste$ in this test (ase is part of a (hain of integrate$ pro(esses.

@11 Preceing Processes

Io, ma& first ha5e (omplete$ the folloing /,siness pro(esses an$ (on$itions /efore &o, start testingthis s(ope item+

Pro(ess =,siness Con$ition

;pport,nit& Management )C!3* ;pport,nities (reate$ as part of pro(ess C:; < Opportunity Management&(an /e anal&<e$ in the *naly0e Sales Pipeline step of pro(ess C:= <

Pipeline Performance Management-

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