CGBU Sales Resources

Ted Mead - Oracle-Oracle · Apr 11, 2017 1:35PM

Sales Stages

Sales Stages	Definition
Assessment and Qualification	There has been NO DISCUSSION with the customer
Discovery	The customer has NOT DECIDED to buy anything
Solutions Development	Customer MAY buy something from someone
Solution Presentation	Customer IS going to buy from SOMEONE
Resolution	Customer IS going to buy from ME
Closed	PO in and Booked

Scorecard Summary Link

Pipeline Rules.PNG

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Here is the URL for the Systems Approval Matrix (SAM). This approval matrix governs Hardware. You want to look at p. 7 of 44.
http://esource.oraclecorp.com/portal/page/portal/ROOTFOLDER/POLICIES_APPROVALS/APPROVALS/SYSTEMS/SAM.PDF

Add the CGBUENT Tag in DAS to help the team since they do both ENT and SP
You can submit a DAS from WebQuote or Q. You would do it from WebQuote if you just want pricing approval, but if you initiate from Q, you don't need a quote associated with it as this would be useful for contractual issues.
SAM = Systems Approval Matrix (Hardware)
GAM = Global Approval Matrix (Software, primarily). GAM is all encompassing and SAM is a subset for our hardware business
DAS Codes are in the documents above. An RFP may need an approval duration that needs longer than 90 days and when you create the DAS you should reference that.
Confirm all Quote Lines on Pricing Tab Show LOB AS CGBU
Re-calculate and SAVE FREQUENTLY
Respond to Request for Information (RFI) - this is a 2 step process: first answer the question(s) asked by the approver; second click the "Resubmit RFI" button under "actions"
Use Your Resources - eSource, SAM, GAM, Policy Docs, DAS Help button, etc.
Tips from Mandy
- " Requesting a blended discount of X for a net reveue of Y" and "the net revenue should exclude support"
"Sell everything through Westcon at 40% off";)!

from Jon Jackson (Generic): WWFS13063482MPP001C001

Broadsoft: 79WNX

BAE: 79WS8