What is new for IBM Business Partners in Global Partner

Portal – Opportunity Management (OM)

12 July 2010

Below are the changes to Global Partner Portal –

Opportunity Management, which includes the
changes that affect Bid Certification Center (BCC)
and the Software Value Incentive (SVI).

This document includes changes for both the Global

Partner Portal user interface and Business-to-
Business (B2B) users.

What is new for IBM Business Partners in Global Partner Portal – Opportunity Management (OM)........... 1
You are now able to easily collaborate with other Business Partners on your opportunities, enabling
you to work with other Business Partners to close deals. ..................................................................... 2

When closing opportunities, you can now set the Decision Date and Bill Date in the past, enabling
you to provide more accurate date information about when an opportunity was actually closed. ........ 6

You can now save a list of sales team members and have that list automatically populated into new
opportunities, saving you time. .............................................................................................................. 6

Sales Stage 11 has changed from “Lost to Competition” to “Lost,” allowing for a broader definition of
what has occurred.................................................................................................................................. 8

You can now add comments when closing an opportunity to improve the quality of your own records
or to inform IBM. .................................................................................................................................... 9

Business Partner Administrators and Opportunity Focal Points only: You can now control which
Opportunity Focal Points receive Lead Pass emails, giving you more flexibility in planning coverage
for your opportunities. ............................................................................................................................ 9

BCC only: The VAE Justification field name has changed to CV/VAE Justification. This field is located
on the Opportunities tab, under the Bid Certification Detail view tab, and on the Activities tab.......... 13

SVI only: Key SVI fields have been added to the Opportunity Revenue Pipeline views, so you can
sort on these fields and export the results to a spreadsheet. .............................................................. 13

B2B Users Only: ...................................................................................................................................... 15

Using B2B, you are now able to perform SVI functions. This provides B2B users with more
functionality and alternatives for SVI opportunity management. ......................................................... 15

Using B2B, you are now able to register opportunities for incentives. This provides B2B users with
more functionality................................................................................................................................. 15

B2B Business Partners can now easily add IBMers to the opportunity sales team when IBM users
have more than one position. .............................................................................................................. 15

What's New for Global Partner Portal - OM 1

You are now able to easily collaborate with other Business Partners on
your opportunities, enabling you to work with other Business Partners to
close deals.

You can easily collaborate with other Business Partners on your opportunities, enabling you to work with
other Business Partners to close deals.

You can add a sales team member from another Business Partner firm to one of your opportunities,
giving them visibility to the opportunity. Then, they can add other sales team members from their firm to
that opportunity. Also, they can set things up so you can be added to one of their opportunities, giving you
visibility to it

Before a sales team member from another Business Partner firm can be added to one of your
opportunities, your Business Partner Administrator must explicitly agree to collaborate on opportunities.
They do this by checking a box on the Partner information applet and designating your company’s
collaboration contact. Then, other Business Partners can selectively add your collaboration contact to
one of their opportunities. Your collaboration contact can add you as a sales team member to the same
opportunity.

The Primary (Opportunity Owner) of the opportunity can add a Business Partner from another firm to the
sales team of the opportunity.

For Business Partner Administrators:

1. Click the Partner screen tab.
2. Click Edit.

3. Click the Enable Oppty Collaboration checkbox.

4. Click the Company Contact Last Name field control.

5. Click the desired last name.

What's New for Global Partner Portal - OM 2

 6. Click Pick.

7. The remaining fields: Company Contact First Name, Company Contact Email, and Company
Contact Position are completed for you.

8. Click Save. The Enable Oppty Collaboration field is set to Yes.

Now you are ready to collaborate on opportunities. The Primary (Opportunity Owner) of the opportunity
can add a Business Partner from another firm to the sales team of the opportunity.
To add a sales team member from another firm:
Note: If you are creating a new opportunity, you must save the opportunity before attempting to add
a collaborating Business Partner to the sales team.
1. Click the Opportunities screen tab.
The Opportunities screen, My Opportunities view, which contains a list of opportunities, is
displayed.
2. Find the opportunity or click Query.

What's New for Global Partner Portal - OM 3

3. To select the opportunity, click the blue hyperlink in the Opportunity Num field.
The opportunity details are displayed.
4. Click the Sales Team control icon on the right side of the opportunity header.
The Team Members applet is displayed and your current sales team members are listed.
5. Click Add Another Business Partner to add a new Sales Team member.

6. Click Query or do a Find to locate the Business Partner that you want to add to the Sales Team.
Only Business Partners who have checked the Enable Oppty Collaboration flag will be
available for selection.

Note: If you click Go without entering any criteria in the Starting with box, you will see a list of all
the Business Partners who have agreed to share opportunities.
7. Click Go.

What's New for Global Partner Portal - OM 4

8. Select the check box beside the sales team member that you want to add to the opportunity.
Note: You can check more than one Business Partner.

9. Click OK.
10. The Team Members view is displayed with the new sales team member. Click OK
again.

11. Click Save to save the opportunity record. An email message is sent to the new sales team
member from the other firm notifying them that they have been added to the sales team. No
action is required on their part. The opportunity is automatically "accepted".
Notes:
 Only the Primary can add other Business Partners to the sales team.
 Once added, the Primary can make the other Business Partner the new Primary by clicking
the Sales Team field icon and clicking the Primary checkbox for that Business Partner.
 The new Primary must accept or reject the opportunity in order to become the opportunity
owner.

What's New for Global Partner Portal - OM 5

The Business Partner that is added is the company contact for collaboration. This company contact can
then add individual Business Partners from their firm to the sales team of the opportunity.

The Opportunity Focal Point sees any opportunity where a member of their firm is on the sales team in
their All Opportunities view. This enables the Opportunity Focal Point to act as a backup for the Company
Contact.

If the opportunity is owned by their firm (someone in their firm is the Primary on the opportunity), the
Opportunity Focal Point will see their own organization in the Organization field of the Opportunity. If
another Business Partner organization is showing in the Organization field, it means that opportunity is
owned by another company. Note: This functionality will not work for collaborations that have been set up
in prior releases of Global Partner Portal (using the Collaborate button}.

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When closing opportunities, you can now set the Decision Date and Bill
Date in the past, enabling you to provide more accurate date information
about when an opportunity was actually closed.
Previously, when closing opportunities, the Decision Date and Bill Date had to be the current date or a
future date. Now, to enable you to accurately reflect these dates, you can set the Decision Date field (in
the opportunity header record) and Bill Date field (in the Revenue record) in the past. You can only set
these dates in the past for Sales Stage 07 and Sales Stage 11 opportunities.

Note(s):
 You must close the opportunity before you set the Decision Date and Bill Date in the past.
 There is a 45-day limit on Sales Stage 07-Won opportunities.
 IBMers who are updating and progressing your opportunities for you can also set decision dates
and bill dates in the past for closed opportunities.

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You can now save a list of sales team members and have that list
automatically populated into new opportunities, saving you time.

In the past, you would have to select each individual sales team member for a new opportunity. Now, you
can create and save a list, and automatically populate that list into your new opportunities. This makes
the process of creating opportunities more efficient for you, especially if you create multiple opportunities
using the same sales team. You can only create one default list.

To create a list of default sales team members:

1. Click Site Map-User Profile-Opportunity Defaults.

What's New for Global Partner Portal - OM 6

 2. Click the field control for Sales Team Member1

.
3. Click the desired sales team member and click OK. Note: You can add up to eight default sales
team members.

The sales team member name appears in the list:

What's New for Global Partner Portal - OM 7

 4. Click Save.
Each time you create a new opportunity, all of the sales team members specified in your opportunity
defaults will be on the sales team of the opportunity. You can then add other sales team members as
you would normally or delete any of the default sales team members from the sales team.

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Sales Stage 11 has changed from “Lost to Competition” to “Lost,” allowing

for a broader definition of what has occurred.
In the past, Sales Stage 11 was labeled as “Lost to Competition.” IBM realizes that there are many
reasons why might want to close an opportunity as “lost.” “Lost to competition” is only one of those
reasons. Therefore the label of this Sales Stage has been changed to “Lost” in Global Partner Partner -
OM.

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What's New for Global Partner Portal - OM 8

You can now add comments when closing an opportunity to improve the
quality of your own records or to inform IBM.
Previously, you could only select from a list of reason codes to notate why you were closing an
opportunity. Now, you can add more information to describe why you are closing an opportunity, either for
your own records or if you want to provide IBM with more information. IBMers who are updating and
progressing your opportunities for you can also add comments.

To add comments to a closed opportunity:

1. After you have closed the opportunity, click the Notes view tab.
The Notes view is displayed.
2. Click New.
The Notes form is displayed. The Type field defaults to BP Closing Comments.
3. Click the Type field list arrow.
4. Click the Description field.
5. Type the note.
Note: Do not delete the information in brackets in the Description field. This information
identifies you to the IBM team.

6. Click Save.
The note is displayed in the Notes view tab.

 Note: When the opportunity note is saved, it becomes read only. To preserve the integrity of the
history that notes provide, once you save a note, it cannot be updated or deleted. If you want to
add additional information to an existing note, create a new note, and refer to the original note.

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Business Partner Administrators and Opportunity Focal Points only: You

can now control which Opportunity Focal Points receive Lead Pass emails,
giving you more flexibility in planning coverage for your opportunities.
You can control and change which Opportunity Focal Points receive Lead Pass emails. This gives you
more flexibility in planning coverage for your opportunities.

To view the opportunity focal points for your firm:

What's New for Global Partner Portal - OM 9

 1. Logon as the Business Partner Administrator for your firm.
2. Click Site Map.
3. Click Administration – Organization Explorer.
4. Click the + to expand the information for your organization.
5. Click the + to expand the Positions information.

There are three new fields on Position records:

 BP Opty Focal - If this field is set to Yes, this position is an opportunity focal point. You can have
one or more opportunity focal points in your firm. You cannot change this field. Contact
PartnerWorld Contact Services if you would like to add or remove an opportunity focal point.

 Primary BP Opty Focal - If this field is set to Yes, this position is the Primary Business Partner
Opportunity Focal Point. There can only be one Primary Business Partner Opportunity Focal
Point. You cannot change this field. Contact PartnerWorld Contact Services if you would like to
add or remove a Primary Opportunity Focal Point.

 Receive Lead Pass Emails - This field indicates whether the position will receive Lead Pass
Emails. This checkbox is editable and you can go to the Positions view and reset the Receive
Lead Pass Emails Flag to No if you don't want a particular position to receive mails.
Note: Opportunity Focal Points are automatically defaulted to receive Lead Pass e-mails.
However, you can stop the e-mails using the following procedure.

If you do not want a position to receive Lead Pass E-mails:

1. Logon as the Business Partner Administrator for your firm.
2. Click Site Map.
3. Click Administration – Organization Explorer.
4. Click the + to expand the information for your organization.

What's New for Global Partner Portal - OM 10

5. Click the + to expand the Positions information.

6. Highlight the record showing the position that you would like to stop receiving Lead Pass emails.
Note: Only BP Oppty Focal Point positions can be set to receive Lead Pass emails.
.

What's New for Global Partner Portal - OM 11

7. Click the checkbox in the Receive Lead Pass Emails field to uncheck it.

8. Click the Menu field arrow.

9. Click Save Record.

10. Click off the record. The Receive Lead Pass Emails field is now set to No. The procedure is
the same if you would like to start Lead Pass emails for this position.

What's New for Global Partner Portal - OM 12

Note(s):
 The Receive Lead Pass Emails checkbox cannot be set to Yes if the BP Opty Focal
checkbox is not set to Yes. You must be a Business Partner Opportunity Focal Point to
receive Lead Pass emails.

 The Receive Lead Pass Emails checkbox cannot be set to No if the Primary BP Opty
Focal checkbox is set to Yes. The Primary Business Partner Opportunity Focal Point must
receive Lead Pass emails.

BCC only: The VAE Justification field name has changed to CV/VAE
Justification. This field is located on the Opportunities tab, under the Bid
Certification Detail view tab, and on the Activities tab.

Type your customer value or Value Added Enhancements (VAE) in this field.

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SVI only: Key SVI fields have been added to the Opportunity Revenue
Pipeline views, so you can sort on these fields and export the results to a
spreadsheet.
In the past, key SVI fields were not viewable on the Opportunity Revenue Pipeline views. Since SVI
Business Partners use this view to manage their business, these key fields have been added to the
views:
 Submit Date for SVI Eligibility
 Submit Date for SVI Payment Request
 Overall SVI Status
 Passport Advantage Agreement Number
 Passport Advantage Site Number
 Sales Order Number
 Parent Opportunity as Parent Opty
 Incentive Fee Type as SVI Incentive Fee Type

What's New for Global Partner Portal - OM 13

  Payment Processing Status as SVI Payment Processing Status
 Create Date as Revenue Record Create Date
 Submit Date as Revenue SVI Submit Date
 SVI Status as Revenue SVI Status
 Brand
 Expiration Date
 Revenue Record Row ID

Currently, none of these fields are displayed as columns in your default view. Before viewing or exporting
an opportunity list, you may wish to add some of these fields as columns displayed. See the topic
Arranging the columns in your workspace.

Scroll down to see the rest of the fields:

What's New for Global Partner Portal - OM 14

You can query on any of the above fields. Additionally, you can query on the following fields:
 Type
 Brand Family

You can access opportunities directly from the pipeline views by hyperlinking on the:
 Opportunity Num field value
 Description field value

These hyperlinks take you to the Opportunity detail record.

In addition, the Created column has changed to Opportunity Created.

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B2B Users Only:

Using B2B, you are now able to perform SVI functions. This provides B2B
users with more functionality and alternatives for SVI opportunity
management.

Using B2B, you are now able to register opportunities for incentives. This
provides B2B users with more functionality.

B2B Business Partners can now easily add IBMers to the opportunity sales
team when IBM users have more than one position.
For more information, see the IBM Global Partner Portal Opportunity Management B2B Web page.

What's New for Global Partner Portal - OM 15

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