Opportunity Management

February 25, 2013

Opportunity Management Overview

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Opportunity Creation Opportunity

Progression

Opportunity

Closure

New Account

Generate Opportunity and

associate the same to an

Account

Create an

Opportunity

against an Account

Opportunity Account

Stage progression

Track client

communications and

commitments by means

of Activity(

task/event/email)

Opportunity won

/ /Lost or Abort Opportunity

Existing Account

Activity

Closed Lost / Abort

Closed Won

Opportunity Transfer Opportunity Share &

Opportunity

Collaboration

Stages of an Opportunity

L3, L2 and L1 is the Qualified Funnel –

your revenue projections will come from

these.

In some cases (like

Non-RFP/ Non RFI or

sole –sourced

opportunities), some

stages can be

skipped.

L4, P0 is the Unqualified Funnel

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Stages & Sub Stages

Opportunity Stage Stage Description Sub Stage

P0 Opportunity Identified Opportunity Identified

L4 Opportunity Defined / RFI Stage RFI Received/ RFI

responded

L3 RFP RFP Received/ RFP

responded

L2 Shortlisted Shortlisted

L1 LOI -Contract Negotiation –Handshake LOI -Contract Negotiation -

Handshake

L0 Won / Contact Signed MSA with firm value /

Contract with no Firm value

P1 Lost Lost

P2 Aborted Aborted

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Skipping Stages

Start @

P0 or L4

ALWAYS

L3 – Direct

RFP

L2 – Direct

Shortlist

L1 – Sole

Sourced (EN)

Sole-sourced

Direct L1

Applicable only for

EN category

If P0 then L4

can be

skipped

Start @ P0 Skip

L4 and L3

Or Start @L4

Skip L3

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WOW factors of Excalibur’s opportunity

Legacy Excalibur

Opportunity Collaboration

Every team wants to reflect their own share of Multi service delivery

deal

When a hybrid opportunity is created, it only updates the funnel

of the primary sales manager. Because of it, every sales manager involved in the deal has to create

their own share of funnel.

No information to other teams which involve single service line, thereby

creating duplicate opportunities.

SOLUTION

Hybrid case 1: Vertical 1 User logged in

Scenarios V1 creates H1 (SSDB) V1H1 H1H2 V1H1H2

Deal Value 10 M 10 4,6 4,6 2,3,5

V1 10M (O) 10M (DB) 4M(O) + 6M(DB) 10M (DB)

2M(O) + 8M(DB)

H1 10M (DB) 6M (DB) 4M (DB ) 3M(DB)

H2 6M (DB) 5M(DB)

DOUBLE BUBBLE

Not Applicable Applicable Applicable Applicable Applicable

DB Owner V1 V1 V1 V1

Terms:

V1- Vertical 1 user

V2 – Vertical 2 user

H1- Horizontal 1 user

H2 - Horizontal 2 user

SSDB - Single Sourced Double

Bubble

Vertical View

Horizontal View

Corporate View

Hybrid case 2: Horizontal 1 User logged in

Scenarios H1 H1V1

(SSDB) H1V1 H1H2 V1H1H2

Deal Value 4 10 4,6 4,6 5,2,3

H1 4M (O) 10M (DB) 4M (DB) 4M (O) 2M (DB)

H2 6M (O) 3M(DB)

V1 10M(DB) 6M(O) + 4M(DB)

5M(O) + 5M(DB)

DOUBLE BUBBLE

Not Applicable Applicable Applicable

Not Applicable Applicable

DB Owner V1 V1 V1 V1

Terms:

V1- Vertical 1 user

V2 – Vertical 2 user

H1- Horizontal 1 user

H2 - Horizontal 2 user

SSDB - Single Sourced

Double Bubble

Vertical View

Horizontal View

Corporate View

Case Based scenarios – No Hybrid

Case 1 – No Hybrid

P0 – Opp. Identified

L4 – Opp. Defined

Perform an activity and mark the same

as task, event, email change stage

Case 2 – No Hybrid + No RFI

P0 - Opp. Identified

L4 – Opp. Defined

Perform an activity and mark the same as task,

event, email move directly to L3 Direct

RFP

Perform an activity and mark the same as task, event, email change stages subsequently

Case 3 – No Hybrid + No RFI or RFP

P0 - Opp. Identified

L4 - Opp. Defined

Perform an activity and mark the same as task, event, email and move directly to L2 Direct

Shortlist

Perform an activity and mark the same as task, event, email change

stage subsequently

Case 4 – No Hybrid but Sole Sourced

P0 - Opp. Identified

L4 - Opp. Defined

Move to L1 after 1 activity

Conduct another Activity

and then proceed to L0

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Opportunity Creation

The most important function of any sales force automation is creation and management of

opportunities

New opportunity back dated entry is allowed for 7 days

Each opportunity created has an opportunity ID in the system and ALL opportunities by default are

private.

Each opportunity is hard-linked to an account in the system – the owner of the account is typically

the owner of the opportunity as well

Each AM may be handling multiple opportunities at a time

For Vertical Sales Only in your industry account

For Horizontal or Geo Sales In any industry account

When an account is shared by one AM with another, the second AM can also create his own

Opportunities in the account.

In this case, the opportunity owner will be the AM who created the Opportunity and not the

account owner

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Opportunity Progression

All opportunities start at Po/L4

Opportunities progress stage wise that reflect the current status from start to finish

Opportunities without RFP can be directly moved from P0 stage to L2 stage using the “Direct

RFP” check box

Opportunities without RFI and RFP can be directly moved to “Direct Shortlist” stage

The stage of an opportunity cannot be Rolled Back for any type of account

For EN category:

Sole sourced – move directly to L1

Competitive – progress as per the case

All interactions with a customer are captured through activity entered specifically against the

opportunity

An AM can change the stage of Won opportunity (L0) to C0 or C1 without entering the activity

details, if provided with a project code

Activity entry is not required at Co/C1 stage or here after

Co and C1 are a part of project and not opportunity stages

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Opportunity Creation

Create Opportunity

Create an opportunity for specific accounts

defined in the system

Opportunity breakup – Horizontal, Sub horizontal,

Micro horizontal and Nano-horizontal

All opportunities by default start at P0/L4

Selection of country, TCV and currency is

mandatory to progress ahead

Opportunity can be made hybrid at any level

Create an Opportunity specific to the horizontal

when a new project is identified

Chase the Opportunity and perform activity

Make New activity entries and change the Opportunity stages as

the opportunity progress

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Hybrid

Multiple LOB‟s joining together to accomplish an opportunity.

You can select multiple service lines ONLY while creating HYBRID opportunity

Entering hybrid details is mandatory for deals ≥ 10M TCV

Total of all LOB‟s shall be 100%

IP/CE

Ready solutions owned by HCL

Price auto populates

Add TCV associated with that IP/CE

Partner

HCL would be able to track any partnerships solutions

Partnering for either a product or service.

Add other details like: revenue stream, tag partner CRM, license number in case it is a product.

FLSL

Ready products in GTM phase. AM‟s have to chose:

LOB

FLSL Name

FLSL Value (K $)

Saved FLSL information can be modified during any stage till L1.

Total contract value >= FLSLs + Partner + IPs

Related Entities

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Opportunity progression

Opportunity Progression

For opportunity progression to any stage, Task/Event/Email

mandatory for every stage.

System checks if the opportunity is greater than USD 10 million in

value:

If yes, then large deal team is involved.

System will send notifications to large deal SPOCS.

System will allow the account manager to take “Task/Event/Email”

as an activity.

L4 Stage onward Opportunity Description will be mandatory.

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Additions Solutions to SFA issues

Opportunity

Transfer

Opportunity

Share

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Opportunity Transfer and Share

Transfer:

It is required in case the person wants to

assign a particular opportunity to someone

else without giving full access to account.

Once the opportunity is transferred then

Account would be visible as read only to the

person to whom the opportunity has been

transferred.

In case of Hybrid, only child opportunities can

be transferred.

Share:

Only child opportunity should be shared.

Sharing possible through Opportunity Team

concept.

Sharing possible with people who have license

to SFDC and Chatter (both).

Annexure

Business Rules - L3

When the opportunity is moved to L3 stage, mandatory fields:

TCV (Total Contract Value) becomes Mandatory, however MUST for hybrid cases

At L3 stage, Bid Manager will be mandatory.

Competitor will be mandatory.

Billing (till end of FY) and Gross Margin value cannot be greater than TCV.

Billing Model will be mandatory at L3 stage

In case RFI is involved in an opportunity, then the opportunity can only be moved to L3 stage from RFI

responded stage.

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Business Rules - L2

When opportunity is moved to L2 stage „Project duration‟ becomes mandatory.

In case RFP is involved in an opportunity, then the opportunity can only be moved to L2

stage from RFP responded stage.

Business Rules - L1

• RMS details pop up (if available via RMS system)

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Business Rules - L0

When stage of opportunity is moved to L0 or moved from L0 to C0/C1 then below mentioned fields

will also be applicable.

Actual Close Date is mandatory

Actual TCV (K) in the same Currency with which the opportunity was created (Mandatory)

Reason for Win: Mandatory

Win against: Mandatory

Actual GM % Mandatory

Assessment of the case is mandatory

Capturing hybrid details is mandatory*

• *Hybrid details not mandatory in case the Opportunity is of single service line

Actual Close Date cannot be greater than current date and not less than opportunity open date.

PM details at C0/C1

Actual GM cannot be greater than Actual TCV.

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Business Rules – Further stages

At P1 stage or At P2 stage:

If stage of opportunity is moved to P2 aborted or P1 lost, then opportunity is considered as

abort/lost and below mentioned fields will also be applicable:

• Actual Close Date : Current date which can be over written

• Reason for Lost/Drop

• Lost To (Only for lost opportunities): All the competitor select in earlier stage should be

available

• Description for Lost/Drop

• Capture hybrid details mandatory

C0 and C1 will come with Project Details flowing from PI, and this information will be available in

Project Tab, you can select stages against this projects..

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Descriptive Opportunity Cycle

P0

•Default stage of a new opportunity

•Most opportunities begin at this stage

•This is an unqualified stage – all absolute values are not known about this opportunity

L4

•Can be first or second stage of an opportunity

•At this stage, we would have received an RFI from the client and/or responded to the same

•This is also an unqualified stage

L3

•Third stage of the opportunity

•At this stage, you would have received the RFP from the client and/or responded to the same

•This is the first qualified stage – we would have a better understanding of TCV, Close date and other particulars

L2

•Fourth stage of the opportunity

•The client would have shortlisted us for this opportunity among several other RFP participants

•Also a qualified stage

L1

•Fifth stage of the opportunity – last stage before closure

•Client would have given us the LOI to work with him on this opportunity

•Also a qualified stage

L0 •Final stage – opportunity has been won and contract has been signed

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Source wise description

Source Description

Advisor/Consultant Here the source for leads are the advisory firms or consultants with

whom HCL works.

Analyst Here the source for leads are the analyst firms with whom HCL works.

Website (www.hcltech.com) Leads coming through HCL's wesbite

Campaigns Leads coming through different marketing campaigns

Connector/RainMaker Leads coming through the influencers impacting the lead. This

includes thought leaders or top executives of any enterprise.

Cold Call Leads coming through cold calls, mostly hunters use this for bringing

business

A need to select right source for an opportunity as marketing ROI is dependent on leads coming

through different marketing programs.

Entering right source will enable tracking the spend on marketing & return coming from it.

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Source wise description contd.*

Customer Reference Leads coming from one customer referring HCL services to another customer

Employee Lead Leads coming through LeadGen portal. This is for the delivery folks getting leads for HCL

Events & Conferences Leads coming through different events or conferences either organized by HCL or where

HCL is participating.

Industry Forums Leads coming through different industry forums where the top notch leaders meet. Example

W.E.F- World Economic Forum

GIS / Inside Sales Leads coming through global inside sales' folks, working with various accounts managers

Partners & Alliances Leads coming through various HCL's partners like Microsoft, SAP, Oracle etc

Professional Services Leads coming through Professional Relations of sales' folks

Private Equity Leads coming through Private Equity firms influencing any deal from HCL's side

Propositions Leads coming through different HCL's propositions like Cloud Computing, Mobile Apps

Direct Marketing Leads coming through Direct Marketing folks, who are part of HCL's Marketing Unit

Remote Account Mgmt Leads coming through offshore sales folks assisting onsite sales people

Straight Talk This is one of the platforms wherein HCL invites CIOs from different industries, build

relationship with them and use them as reference for generating business

Tender Portal Leads coming through 'Tender Portal' of HCL. It is one of the internal tools developed by

HCL

Webinar Leads coming through different webinars organized by HCL

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Thank you !

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