Revenue or Benefits Transaction Capability

Lisa Martinez Copyright @ 2014 Wicked Design Solutions

Revenue Transaction Capability - Re use data definitions

Re-use of an opportunity

Sales forecast are reported to the senior leaders and often weekly touch points about the forecast give sales an opportunity to remove their forecast when lost or continue to keep its priority on the leaders watch for holding product delivery to their commitments.  

The data points which can be pushed to the following revenue transaction capabilities as follows;

1. Sales Forecast Header

2. Commission Credit Header

3. Quote Header

4. Sales Order Header

5. Sales Project Header 

6. Purchase Requisition Header

7. Packing  Slip Header

8. Shipment Label 

9. Customer Invoice Header

The fast lane on a highway when we talk about risk we must use the same language.   
Assume the maturity of the offer, a risk classification indicator type determines the low touch model described within this post and two other levels of maturity are described with up to 22 forms versus the majority of any companies who manage risk no more than 30% of revenue would be invested on innovation or improvements.   The 30% risk is an aggressive split which investors and shareholders are going to watch closely until they've earned confidence about the organizations ability to execute and transform in a high risk model. 

Opportunity create date 

SLA's for supporting sales and revenue should begin with the push from the CRM OM system,  customer expectation setting conversation promotes the opportunity registration.  

• Opportunity id

The opportunity id should be re-used in commission credit, project id, quote id, sales order id, purchase requisition id, packing slip, shipment label and customer invoice id.  

Rather than issue new unrelated numbers, the ideal state would push the number to all downstream required forms.  

• Total Opportunity Value (in which currency)

Pro-active deal approvals from the credit department saves everyone the grief of learning on the day you get the purchase order that some problem prevents the deal from shipping.   

Typically a country of origin default and/or other locations are translated and consolidated into the HQ currency.  

• Offer Type(s)

Business group or promotional items chosen would present the items allowed and any features or comparable items which can be substituted.  

Example; 

Virtual Servers are used in digital media centers the offer type should be applied to the appliance and offered like a menu of items with different storage capacity.  

If sales selects the digital media offer type, the product group must forecast and acquire or prepare the solution to be built and dropped shipped.  

• Allocation Percentage

• Each offer type may have an allocation split amongst the components, the allocation must be used to validate the commission credit.  The percentage offers the sales perspective on the split for their goal sheet retirement and higher compensation rates based on the goal objectives.  

• An allocation typically is only used in Advanced and Emerging offer types which are indicators of an expert sales supported model.  An allocation split may be applied to a different goal sheet and different sales type role commission credit.  

• A default should be acquired by the offer type setup by product managers, allowing the override is a pretty common process which some companies are willing to accept the overpayment on credit to sales but might not accept the partner credit in the same flexible manner.   

• Partner performance goals are typically not across offer types typically a partner specializes in one which would allow the partner credit for the type of offer or typically not be a factor or benefit for the partner.  Partners are offered rebates for performance goals met.  Allowing a partner to determine their own allocation would be a much more expensive risk.  

• Customer Name 

Typically identifies the bill to customer or financial lease company name

A partner led deal may name the partner 

• Customer Bill to ID

Bill to legal name

• Customer Branch location 

The branch location and ship to location associated with the company leasing

• Customer Country

The ship to destination country enables currency, language, buy sell entity, in country purchase for least damage and power requirements based on local requirements.  

Any limitations on encryption for China, as an example. 

• Customer Contact 

Person who met the BANT process warranting the registration of the opportunity. 

• Budget in the amount of the solution total

• Accountable decision maker on - board with the solution proposed

• Need your offer will meet 

• Timeline of the delivery

The person or end customer contact is the person sales works with and ideally the order management support person takes the deal from this point forward.   

Registration User Name 

Sales person opening the opportunity name 

May be a partner contact name 

• Registration User ID

User id for the person entering the opportunity any of the following may work depending on the territory hierarchy adherence to strong natural or complex rules in the source hierarchy.  

• Sales Territory Level 2

• Sales Territory Level 3

• Sales Territory Level 4

• Sales Territory Level 5