1. No category

How to create a Special Bid on Avaya
with focus on IP Office
Linda Gray, Business Development – Special Bids | Westcon
Issues that hold up submittal for
Enterprise & IPO
1.
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7.
#1 problem – EC quote source
1. For product need EC quote.
2. Has to be in ready to order status
3. Has to be created with Westcon as the disty in APM
4. EC quote locked by previous SB can’t use again
5. EC quote was run for promo
NO Avaya quote # in the “Opportunity”
Matrix tab – requested incremental discount % must be filled out
Sell price to customer – HDW, SFT & 1 yr. of Upgrade Advantage –if selling
UA- sell price should include the incremental % you are requesting
Attach the design output from EC in the SSR .Required for Maintenance or
Services – MSQT, SUS , SOW
If resubmittal –make sure new EC/design # - design not expired. – previous bxxxxxxxx is included
IP Office – need EC quote
Special Bids Process for SMEC – joint
create
0
PREREQUISITE:
• EC Quote for
Product
• Services
Quote/Scope of
Work
1
1.0
1.1
2
3
4
PRM
PRM
PRM
Email, CRM
CRM, SBA
CRM, SBA, DSM
Select predefined
SMEC
Opportunity with
correct
District / Partner
combination
Prepare
Special Bid
and
Handover to
Distributor
Review,
finalise &
send Special Bid
for endorsement
Review &
Endorse request
submitted by
Channel Partner
Complete
Special Bid
Summary
Package
Analyse Deal
&
Make
Recommendation
Reseller
Reseller
Distributor
CAM
Global Deals Desk
Global Deals Desk
This process flow
• Covers all theater
• Covers SMEC portfolio
• Covers T2 Business – joint create model
5
6
7
CRM, Email
CRM/SBA
Email
Evaluate & Make
Approval
Decision
Process
Approval
Package
Receive
Approval
Notification:
Approved or
Not Approved
Approver
Global Deals Desk
Distributor / CAM
IPO Special bid request
Before you start creating a special bid request
• Please check
• Choose Westcon as Distributor
• Is the EC quote created in Westcon ‘s Sub – Region?
– Partner on quote and Opportunity must be the same!
• What is the EC QRN (quote reference number) ? AUSxxxxxx or
ACAxxxxxx in Canada
• Is the quote in a “ready to order status” and “shared”?
Special bid request
Where is my Special bid?
• A special bid contains also historic information;
time stamps and status changes for the main events are documented in
the „Special Bids SSR History section“
Westcon Ownership
Linda Gray
Westcon SBA Program Manager
Linda.Gray@westcon.com
402-334-4551
Pierina Macchia
Pierina.macchia@westcon.com
914-829-7752
Avaya help
Onesourcehelp@avaya.com
720-444-5800
Escalations
• Your Avaya CAM for priority
MIGRATION OF THE SME BUSINESS TO
APM/ ONE SOURCE
Creation of a Special Bid for a Midmarket
solution in an APM environment
Agenda
• Migration of the SME Business to APM / One
Source
• Prerequisites for Special Bid creation
• Necessary too access
• EC quote creation
• Opportunity
•
•
•
Process Overview
Review, finalize and send Special Bid for endorsement
Notifications / Approvals
• Where find Special bids
• Status of Special bids
•
What if
•
• Something went wrong
• I don’t know how to proceed
Back up
Migration of SME Business to APM / One
Source
General
• The SBR tool which was used up to date for the special
pricing process will be retired on January 20st
• All approved special bids via the SBR tool must be resubmitted per the process discussed today
• Prior to Jan 20, 2014 please be sure you have
•
•
•
•
A Single Sign-on (SSO)
Access to OneSource
Access to PRM
Have taken the training on how to get a EC Quote number, share
it and put it in ready to order status
– ASD EC Quoting & Reports for T2 Partners
https://weconnect.avaya.com/l14er3jjuhs/
– Merchandise quote EC & OC Data, IPO for Distributors, T2 Resellers
https://weconnect.avaya.com/l669419hqqo/
– SMEC / IP Office Quote and Order Process for all:
https://weconnect.avaya.com/l5ygdeaglk2/
Recorded Training
• A separate training / documentation “Merchandise quote EC &
OC Data, IPO for ALL” has been created for further details
This can be found here https://weconnect.avaya.com/l669419hqqo
• SMEC / IP Office Quote and Order Process for all:
https://weconnect.avaya.com/l5ygdeaglk2
PROCESS OVERVIEW
JOINT CREATE FOR SME BUSINESS
Prerequisites for special bid creation
EC quote creation
• In Order to create a special bid for an IPO deal an EC
(Enterprise Configurator) quote is needed
• If a Partner uses a Distributors IPO Configuration tool, then a
merchandise quote needs to be created in EC by
• Uploading a bill of material into EC
• Manually add the product codes to EC
• Select product codes from GPPC
• The created quote must be
• in a “ready to order” status
• shared
• A separate training / documentation “Merchandise quote EC &
OC Data, IPO for ALL” has been created for further details
• This can be found here
https://weconnect.avaya.com/l669419hqqo/
Prerequisites for special bid creation
Opportunity
• To avoid the need of specific deal opportunities, the PRM Admin
team will create
• yearly SMEC – special Bid Opportunities on an the “SMEC Generic
Prospective Account” for each Distributor => Reseller relation by
country
• You can use the same Opportunity Number for all IPO deals with the
same Reseller
• The SMEC Opportunities will not be used forecasting and will be set to
omitted
• Westcon has visibility to all SMEC Opportunities for their partners
IPO Special bid request
Before you start creating a special bid request
• Login to PRM and look for the correct Opportunity
•
1
Open the Opportunity with Westcon
– Via double click on the Opportunity Name
– Enter the Opportunity # in the search field
1
Open the Opportuntiy
with the appropriate
Distributor
The Opportunity Name
will contain the
Distributor and the
Reseller Name
IPO Special bid request
Before you start creating a special bid request
• Add the quote number to the Opportunity
1
•
•
•
•
•
1
2
3
4
5
Within the opportunity go to the quote related list
Add your new EC quote number
Select quote source EC
Provide quote number in proper format
Save
2
5
4
3
EC (Enterprise Configurator)
must be selected for all APM
product quotes
Correct quote format:
- Letters must be CAPITAL
- don‘t type in spaces, leave 0
Correct Example: AUS0733352
Incorrect:aus 733352
IPO Special bid request
Creation of an IPO Special Bid
• On the Opportunity
•
•
•
1
2
3
Select Sales Support Request
Click Special Bid Request and continue with “next”
Select for all IPO deals the deal template “Small Deal”
1
and continue with “next”
1
2
3
IPO Special bid request
Creation of an IPO Special Bid
• Completion of the special bid template
• At least mandatory fields must be populated
• Request Header Section
John Public
Provide a meaningful request name
Administrative
information
Select from drop down menue
In case of a resubmission
Provide also previous
Special bid request #
T&Cs for special bids
must be accepted By the Distributor
Type of Request:
Select for SME deals
IP Office Solution ONLY
By when do you need
an answer?
Administrative
information
IPO Special bid request
Creation of an IPO Special Bid
• Completion of the special bid template
• Opportunity Profile / Opportunity Partner Information
FY14 SME Opp_Test Distributor + Test Partner
Company name
Provide proper Company Adress
including Street, Postal Code etc.
These fields will be mandotry,
If „IP Office Solution“ has been
selected as Type of Request
Administrative information
from Opportunity
Select one or multiple
Existing System Vendors
Test Partner, Inc.
Select appropriate
Partner Programm, if
this deal meets criteria
Test Distributor, Inc.
Type of Opportunity:
Pick the relevant choice
IPO Special bid request
Creation of an IPO Special Bid
• Completion of the special bid template
• Value Drivers & Differentiations / Solution Components
• Save SSR
Provide business justification
for the requested discount
Select competitor
Use this section to provide
any additional comments
Must be same than
Quote currency
If Product is included, select
Yes and tick the product type
At least one is mandatory!
If Services are included, select
Yes and tick the Services type
At least one is mandatory!
Select answer from drop down menue
Is mandatory for IP Office Special Bids
Provide
the price
the system
is sold to the
end customer
IPO Special bid request
Creation of an IPO Special Bid
• Once the Special bid has been saved, a menu bar will be displayed on
the Special bid
• 1 To provide discount requested, choose the View /Edit Deal Matrix
Section
• The visibility to the Deal Matrix Section is restricted to Resellers
1
John Public (change)
John Public
John Public@testpartner.com
IPO Special bid request
Creation of an IPO Special Bid
• View/Edit Deal Matrix Section
Enter the requested
discount as
INCREMENTAL
Discount as
percentage from List
on all required product
sections
1
1
2
Enter requested discount
Choose: Indirect – Incremental as Discount type
2
Choose Discount Type:
Indirect – Incremental
3
Approval will be
segmented by MPG
(Material Price Group)
1
•
2
1
2
1
2
4
4
Due to visibility
restrictions reseller will
never see approved
discounts on T2 deals
Save Deal Matrix
Section
IPO Special bid request
Creation of an IPO Special Bid
• Adding quotes to a special bid
•
•
1
2
Add quotes
Pick appropriate quote from pop-up menu
– Associated quotes (child quotes) will be added automatically
•
3
Add quotes
These will
be AUS or
ACA #’s
1
John Public (change)
John Public
John Public@testpartner.com
2
3
IPO Special bid request
Creation of an IPO Special Bid
• Handing over the Special bid to the Distributor
•
1
use the “Request Distributor Review” functionality to do so
– Westcon will get informed via an email that the SSR is waiting for his review
and has 2 options to proceed
– Endorse or Reject the request
– Can finalize the requested discount and send the request to Avaya
•
2
The status of the special bid will change to “pending Distributor Review”
1
John Public (change)
John Public
John Public@testpartner.com
John Public (change)
2
John Public
IPO Special bid request
Creation of an IPO Special Bid
• Handing over the Special bid to the Distributor
•
1
if Westcon rejects the Special bid request i.e. missing info
– The status will change to “Rejected by Distributor” and a rejection comment will
be provided
•
2
If Westcon approves the Special bid request, and hands this over
to Avaya
– The status will change to “Send for endorsement”
– The Owner will change to the Avaya Sales person who needs to endorse
1
If Disributor rejects
- Status = Rejected by Distributor
- Rejection comments are required
2
If Disributor processes bid
- Click [Send for Endorsement] button
- [Request Status] updates to Send for Endorsement
NOTIFICATIONS
HOW TO SEE CURRENT STATUS OF A B-SSR?
WHERE DO I FIND SPECIAL BID SSR’S?
Notifications
Creation of an IPO Special bid
• Automated email notifications throughout the
special bid process will be send to the requestor
of the special bid as well as to the Distributor
• Confirmation notifications
• Reminder notifications
• Status change notifications
• Approval notification will be sent to the Westcon
• Westcon sends approval xls. To Partner
requestor
• Avaya process takes 3 to 5 days depnding on
complexity and volume at bid desk.
Review, finalize, send special bid for
endorsement
• When a reseller sends a special bid SSR for Distributors Review
an email will be created
• containing the header “Pending Distributor Review”, SSR Number,
a link to the special bid
• Sender will be the request creator of the reseller
• Recipient is the email address [Special Bids Email], the Partner has
provided on the account record
• Status of the SSR will change from “Draft request – waiting to
submit” to “Pending Distributor Review”
• SSR can be opened via the provided link or the B-SSR number using
the standard search in PRM Partner View
IPO Special bid request
Where is my Special bid?
• Throughout the Special bid process you have actual information
concerning the request status and the current owner
• This information is either available on the
1 Report
3
2 Special Bid Record
Special Bid related list within the Opportunity
Special bid request
Where is my Special bid?
• A special bid contains also historic information;
time stamps and status changes for the main events are documented in
the „Special Bids SSR History section“
WHAT IF…
I need to re-submit a deal which was pre APM approved
in SBR Manager?
Re submission of special bids – approved prior to cutover to APM
• Information needed for re submissions
• Identify B-SSR as resubmission
• Provide previously approved
Special Bid number respectively
the SBR approval #
• Enter previous (in SBR) requested
incremental discount
• Discounts will be converted by
the Deals Desk Team
• All other fields require the same
input than a new creation
Westcon Ownership
Linda Gray
Westcon SBA Program Manager
Linda.Gray@westcon.com
402-334-4551
Pierina Macchia
Pierina.macchia@westcon.com
914-829-7752
Avaya help
Onesourcehelp@avaya.com
720-444-5800
Escalations
• Your Avaya CAM for priority
PREREQUISITES:
TOOL ACCESS
Prerequisites for special bid creation tools
Login Credentials - Avaya Single Sign On (SSO)
•
•
All Avaya Associates, Partners, Resellers and Distributors must have an Avaya ‘Single Sign
On’ (SSO).
SSO is Avaya’s security application that allows a user to establish a secure ID and
password to gain access to the Avaya Partner Portal and many online tools and technical
resources.
There are 2 ways to Request an Avaya Ingle Sign On (SSO)
At the SSO login page
• select “Sign Up” under Don’t have a
login?
• Complete the form – note the “What’s
This” options to help you
• Press the Submit button at the bottom of
the form.
Or: Go to
http://support.avaya.com/css/appmanager/pu
blic/support
and click on `register now‘
Prerequisites for special bid creation tools
Login Credentials - One Source Login
•
Once you have a valid SSO you can then register for access to the One
Source Landing Page and Tools. To begin the process, log in to the following
URL using your SSO: www.avaya.com/uae
•
•
•
You can register for Enterprise Configurator, Global Product and Pricing Catalogue,
Order Center Status
A guidance how to complete the One Source Registration can be found here:
https://avaya.my.salesforce.com/sfc/servlet.shepherd/document/download/069a00
00003QoPKAA0?doc_type=Knowledge%20Transfer%20Kit%20(KTK)
As soon as the access for One Source has been setup you will be able to
access the One Source Landing Page and Tools
•
•
www.avaya.com/ebizn
– for North America and APAC
www.avaya.com/ebizu
– for EMEA
Prerequisites for special bid creation tools
Login Credentials - PRM Partner View
• If your company has not yet access to PRM Partner View
• please address to the Partner Helpdesk
• If your company has access to PRM Partner View, you have 2
options to request access for new users
• Creating a case in PRM
Partner View
– Go to your PRM homepage
– Select “create a case” from the
Partner Custom link section
– Complete questionnaire and submit
the request
Prerequisites for special bid creation tools
Login Credentials - PRM Partner View
• Option 2 to request PRM access for new users is to go to your
company contacts
1 Open Contact Record
2 on the contact record
select appropriate custom link
3 complete questionaire
and submit the request
Prerequisites for special bid creation tools
Get familiar with PRM Partner View
• There is a series of PRM Partner View training
available, which covers different aspects
• Topic Overview
•
•
•
•
•
•
New to PRM Partner View
Marketing Development Funds Overview and Claims Process
Professional Services Quoting Tool & Process Training
Special Bids Sales Support Requests
Partner Lead and Opportunity Management
Reports and Other Sales Support Requests
• The current schedule is listed here:
https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?c=a3d30000000LAWXAA
4&Id=a3j30000000L6jFAAS
Login Credentials: Where to get help?
Americas/EMEA Partner Helpdesk
The Avaya Connect Partner Helpdesk facilitates the partner onboarding process, makes Avaya easier to do business with, and
enables partners to close revenue faster. Serving over 130 countries, in seven different languages, the Avaya Connect Partner
Helpdesks provide a “front door” to Avaya, and delivers quick answers to non technical business related queries.
Answering Partners’ Questions about…
• PRM Partner View Tier 1 Support for
Partners (user enablement, SSRs, MDF
Funds & Claims, Business plans, Leads &
Opportunities, New Partner Portal etc...)
CONTACT DETAILS
U.S. and AI Regions: +1 720-444-5800
EMEA Region: +44 1483 308300 (prompt 6)
E-Mail (language of choice)
•Link ID look-ups
English: partnerhelp@avaya.com
• Avaya Connect Program
German: departnerhelp@avaya.com
• Onboarding Program
• Services Support ( Support website
navigation, Web Ticketing etc…)
French: frpartnerhelp@avaya.com
Portuguese: popartnerhelp@avaya.com
Spanish: espartnerhelp@avaya.com
•And many more…
Russian: rupartnerhelp@avaya.com
Featuring…
•Telephone & E-mail Support
• Multi-Lingual Capabilities
• In-region Hours of Operation
Visit our website for hours of operation and more details…
https://avaya.my.salesforce.com/apex/sp_ViewDetailPage?Id=a3j30000000L7l
2AAC
Special bid request
Where is my Special bid?
• A special bid contains also historic information;
time stamps and status changes for the main events are documented in
the „Special Bids SSR History section“