PTC salesforce.com TrainingSection 2 Application Exercises

PTC Sales Enablement

2

Sales Process Overview

Opportunities

Quotes

Forecasting

VCE Activities

Section 2 Application

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Workshop: Creating an OpportunityStep REMEMBER WE ARE WORKING IN THE LIVE APPLICATION

COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPORTUNITIES

1Search for one of your customers per the account workshops . You can do this through the search at the top of the screen, the Account Tab, or check your recent items section for an account you were previously viewing.

2From the account screen, locate the Opportunity section and click New Opportunity. Contacts and the Business Shipping Address will be needed when creating a quote. If this quote is based on a new account or new business address, ensure the account has contacts associated to it, and the contact has both an email and phone number.

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The opportunity screen will appear for you to create the shell of your opportunity. As you will notice, there are only a few key required fields to create an opportunity. • Opportunity Name - {Account Name} – {Segment}. For example, Raytheon – PLM• Opportunity Currency – This currency will tie to the currency of the products and

quote• License Amount – Only enter License Amount, 20% will automatically be added for

maintenance • Close Date – Select the date in which the deal will close• Amount Distribution Section - Within each segment, define the high level

percentage for each product segment. Note that the percentages must add up to 100

5Click Save. Please note- Opportunities within the current quarter are required to have products. You will receive a daily email until you add them and will be unable to edit.

WIIFM?Eliminates manual pipeline reporting, saving time. Track your opportunities through your sales stages for quick and current visibility into your pipeline. Add your core Sales Team members within the Opportunities Tab to provide them visibility into that record.

Workshop Scenarios

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Opportunities

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Workshop: Adding Products to Opportunities

Step Action:REMEMBER WE ARE WORKING IN THE LIVE APPLICATION

COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPPORTUNITIES AND PRODUCTS1 Within the opportunity, locate the Products section and click Add/Edit/Remove Products.2 Select the Pricebook that matches the currency selected for the opportunity and click Save.

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Within the search box, type in the Product name and hit space. Every time you hit the space bar, the search results will update. Search tips:• Select SFT, TRN, or CNS to narrow your search results• You can search across any of the fields displayed• Enter the SKU if you know itExample - search “windchill site” to locate a site license for WindchillClick Select to add a product to an opportunity

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• After clicking Select, the product is added to the Select Products section at the top of the screen. • You must enter the Quantity, Discount Type, and Discount % before saving. • For the Discount Type you have the option to make it a Percent (%) or an actual dollar amount. In

our case, apply a 10% discount. • The quantity field represents the number of seats for both software and training products. For

consulting products, the quantity represents the total cost. • If you add a software product to your opportunity, the associated maintenance product will

automatically be added for you with the associated MNT VSOE compliance default populated.

5 Repeat the process in step 1-4 to add any additional products on the same deal.

Workshop Scenarios

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Opportunities

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Opportunities

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Workshop: Creating a Quote

Step Action: REMEMBER WE ARE WORKING IN THE LIVE APPLICATIONCOMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPPORTUNITIES NEEDING A QUOTE

1Identify the opportunity where you are in a position to send a quote. Contacts and the Business Shipping Address will be needed when creating a quote. If this quote is based on a new account, ensure the account has contacts associated to it, and the contact has both an email and phone number.

2 From that opportunity, scroll to the quote section, and click New Quote.

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You will be directed to the quote creation page. It will be critical to populate the following fields:1. Expiration Date2. Payment Terms3. Ship To Contact Name (ensure this contact has both an email and a phone)4. Ship To Address5. Shipping Terms6. License Agreement TypeNote – When selecting the Ship To Contact Name and the Ship To Address, you will need to click the magnify glass to look up the correct information.

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• The contacts and ship to addresses available are only the contacts and ship to addresses associated to the account the opportunity is being created against.

• When searching for ship to addresses, it is recommended to start by searching for the name of the account.

• After all the information is entered click Save and you will be brought to the Quote details.

Make sure you click Start Sync and subsequent Sync button to connect the opportunity to the quote. Syncing the quote will ensure all updates the to opportunity products update your quote accordingly.

WIIFM?End Users can create quotes directly from an opportunity and submit for an order; there is a feedback loop within salesforce.com with order information.

Workshop Scenarios

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Quotes

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Workshop: Forecast and Opportunity

Step ActionREMEMBER WE ARE WORKING IN THE LIVE APPLICATION

COMPLETE THIS ACTIVITY WITH ONE OF YOUR ACTUAL OPORTUNITIES1 Return to the opportunity that you just created.

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• Select a stage and forecast category that most appropriately represents the deal, and indicate an estimated amount for the selected products.

• The opportunity forecast category will default to “Pipeline,” “Best Case,” or “Commit” based on the stage of the opportunity.

• As you progress through the deal and learn more about the specifics, adjust the product quantities, close date, and you can manually change the forecast category.

Note – An opportunity cannot have more than one forecast category or amount. Note – any time two different products have two different close dates, create two opportunities.

3 Click on the Forecast tab to view a roll up of your forecast.

Workshop Scenarios

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New Sales Process

IDENTIFY

(discovery)

DEFINE(scope)

SOLUTION(propose)

VALIDATE

(prove)

NEGOTIATE(win-win)

CLOSE(submit)

ISSAccount Mgr

GAMOverlay

RD (Coaching)

- - - - - - - - - - - -

QualificationExec SponsorshipResource Planning

- - - - - - - - - - -

Account MgrGAM

OverlayTAMBDM

GSO-CMRD (Coaching)

Account Team+

Corp ResourcesSales Mgmt

TAMSMEs

Account MgrGSO-CM

Sales MgmtLegal

Execs (if needed)

- - - - - - -

Account MgrOA

- - - - - - - - - - - - - - - - - - -

ModelPlan

Govern

- - - - - - - - - - -

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Forecasting Process

IDENTIFY

(discovery)

10%

DEFINE(scope)

25%

SOLUTION(propose)

50%

VALIDATE

(prove)75%

NEGOTIATE(win-win)

90%

CLOSE(submit)100%

ISSAccount Mgr

GAMOverlay

RD (Coaching)

- - - - - - - - - - - - - - - - - - - - - - -

Account MgrGAM

OverlayTAMBDM

GSO-CMRD (Coaching)

Account Team+

Corp ResourcesSales Mgmt

TAMSMEs

Account MgrGSO-CM

Sales MgmtLegal

Execs (if needed)

- - - - - - -

Account MgrOA

- - - - - - - - - - - - - - - - - - - - - - - - - - - - - -

Pipeline Best Case Commit Closed - - - - - - - - - - - -

- - - - - - - - - - - - - - - - - -

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Forecasting

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Forecasting

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Forecasting

Pipeline:

Best Case:

Commit:

Closed:

Pipeline Best Case Commit

Best Case Commit

Commit

Closed

Closed

Closed

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2 Segment your forecast by Product Family, such as SFT, MNT, CNS, or TRN

3 Adjust the starting point of the time range you would like to view

4 Adjust the number of visible periods in your forecast

5 Opportunities are aggregated into Pipeline, Best Case, Commit, and Closed based on the diagram to the left.

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1 Click the Forecasts tab to view you or your direct reports forecast

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Workshop: Creating a Value Centric Engagement

Step Action1 Click the VCE Tab.

2 Click New.

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Populate the following fields:• VCE Name – {Account Name} – {Segment}• Overall VCE Status• Segment• Account (Click the magnify glass and search for the account)

Click Save.

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• The new VCE dashboard will appear. • Drop down menus are available to identify the progress of each of the

VCE components. • Make sure to hit save after changing the value of a drop down. • From the dashboard, you also have the ability to export to word.

WIIFM?Ability to visually track account engagement health via the VCE Matrix of Outcomes

Workshop Scenarios

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VCE

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VCE

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VCE

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VCE

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