Opportunity Management System (OMS)

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Opportunity Management System (OMS)

• Maryam Bakht
• ECE dep.
• University of Tehran

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Agenda

• Sales Management
• Sales cycle management
• Lead Management
• Opportunity
• Opportunity management
• OMS
• SAP OM

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Sales management

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

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Territory management

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

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Sales Cycle management

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

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Sales Cycle management (cont.)

• Sales pipeline ?continually done Sales cycle
  steps
• replenish the source of prospective customers
• qualify prospects to determine their eligibility
  as customers
• study the needs of each prospect and propose
  solutions to prospects problems

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Sales Cycle management (cont.)
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Lead Management

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

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Lead Management (cont.)

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

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Opportunity

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

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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 System

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

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Opportunity Management System

• The idea is to Close the sale as soon as the
  opportunity has been identified

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OMS functionalities

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

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OMS functionalities (cont.)

• Opportunity assessment and qualification
• Milestone management for sales processes
• Managing the sales forecast depending on the
  decision, date, etc

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OMS functionalities (cont.)

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

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SAP CRM solution
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SAP OM Processes

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

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

• Automatic Organizational Data Determination
• Determines responsible organizational units
  automatically according to predefined rules.
• Pricing
• Determines and calculates prices, taxes and
  discounts.

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

• Expected Product Value
• Provides the expected value of products that the
  employee hopes to sell once the opportunity has
  been won. Contains details about the products in
  the opportunity as well as their values, the net
  value of the opportunity and the average value of
  the products.
• Attachments
• Attaches unstructured data such as documents or
  graphics to a transaction, which can be exchanged
  between the different channels, e.g., Enterprise
  Sales/Field Sales.

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SAP OM Processes (cont.)

• Competitor Products
• Allows a sales employee to search for
  competitors products corresponding to his firms
  own products in the opportunity, and can transfer
  these competitors products with special
  indicators to the opportunity. Provides an
  overview of the firms own products and of all
  related competitors products in the opportunity
  for the competitor analysis
• Project Milestones
• Defines project milestones (Integration Date
  Management).

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

• Status and Reason
• Evaluates the result of an opportunity (won,
  lost), and, depending on the result, documents
  and evaluates the reasons in order to achieve a
  quality analysis of opportunities. Uses the
  reason for status of the opportunity at header or
  item level
• Buying Center
• Creates an extensive project organization chart
  by identifying all roles in the decision and each
  persons degree of influence, displaying the
  relationship network, and storing key attributes
  for each individual, e.g., the opinion of your
  solution and personal value proposition

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

• Sales Assistant
• Leads the sales employee through a structured
  sales process, and supports him in planning his
  sales activities. Provides the sales employee
  with a checklist of recommended activities and
  tasks that he should execute in this phase.
• Project Goals Definition
• Records both the customers goals and the users
  goals in predefined formulas, which all employees
  involved in the sales process can access.

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SAP OM Processes (cont.)

• Sales Project Management
• Carries out professional project and resource
  management for a sales project via cProject, a
  new application in CRM, by creating and
  structuring projects in phases. Integrates
  opportunities with a project to optimize the
  structure of sales projects and to assure
  effective project management.
• Opportunity Hierarchies
• Enables opportunity hierarchies to break down
  huge opportunities into smaller, easier
  manageable parts.

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

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

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SAP OM Processes (cont.)

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

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SAP OM activities
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