The Storyline
So far, we have run a very successful Campaign Management with Channel Partners that have generated several Lead Management with Channel Partners. The partner sales teams have been successful in converting a lot of these leads into concrete recognized sales opportunities and therefore increased revenues.
SAP CRM Partner Channel Management provides a comprehensive and integrated solution to manage opportunities. It gives brand owners and partners a 360-degree view of sales opportunities by providing complete insight into an opportunity's history, milestones, progress and key decision-makers.
Opportunity Management with Channel Partners
Once the partner organization confirms that that a lead is concrete and that a sales project can be initiated, they can create an opportunity and manage its progress.
Step 1)
The lead created by the partner has been “Won”. The partner creates an opportunity as a follow up document from within the lead. Alternatively, the partner can create the opportunity directly.
Step 2)
Partner manages the status of the Opportunity.
The opportunity management includes
a) Sales methodology framework
- Opportunity plan
- Sales objectives
- Competitors
- Opportunity qualification
- Project milestones
- Action plan
b) Opportunity classification
Note:
Brand owners can create the opportunity and distribute them to partners as in the case of leads.
Next Blog
In the next blog we will look at how partners can create orders for a successful opportunity.
