Component documentationOpportunity Management Locate this document in the naviga tion structure

Opportunity Management is a part of Customer Relationship Management, which enab les you to control your sales process. You can also do this in CRM Mobile, Partn er Channel Management and the Interaction Center. An opportunity is a recognized possibility for an enterprise, for example, for s ales of products or services. An opportunity can, for example, result from a tra de fair, a sales deal or a bid invitation. The Opportunity describes the sales prospects, their requested products and serv ices, the sales prospects' budget, the potential sales volume and an estimated s ales probability. This information becomes concrete in the course of the sales c ycle, and can be displayed and evaluated in the system. Opportunity Management provides the framework for presenting sales projects from the very start, and tracking their progress. In this way, it provides the basis for an analysis and optimization of your enterprise. It is particularly recommended that you use Opportunity Management if: Many sales representatives work for you Large sales order values are distributed The sales cycle spans a long time period of time Opportunity Management allows you to construct a sales methodology to suit your sales processes. Your sales employees are coached through the steps of an ideal sales process from identifying the lead to closing the sale. For more informatio n, see the documentation for Sales Methodology. You can insert documents into an opportunity, and manage them. For example, prod uct presentations which you have received for the opportunity, correspondence or material such as sketches, building plans and so on. You can use integrated Con tent Management here. Integration To process opportunities directly using the sales organization, and for the sale s control to work efficiently, it is important that you also have access to a fr ont end solution for offline business. SAP offers such a solution with CRM Mobil e. An exchange between the two systems takes place through interfaces. Opportunity Management works with SAP Business Partner and is integrated into CR M Partner Processing and CRM Organizational Management. The following is contained in the CRM documentation: Business Partners Organizational Management Partner Processing Example A lead has been created by an employee in Marketing, as a result of a campai

gn, for example, an e-mail campaign. This lead has been designated as a hot lead by a sales representative. The lead is forwarded by workflow to the sales emplo yee responsible, such as the sales representative or sales manager. You receive the lead in your workflow and then check it and accept it. The s ystem creates an opportunity automatically, and copies the data from the lead ac cording to the copying control defined in Customizing. This data could include, for example, a description for the new opportunity and a business partner. You contact the prospect, and enter further data relating to the opportunity , such as the estimated date of close, expected sales revenue, status, products, and members of the sales team. The system creates an activity plan according to the Customizing settings, w hich proposes specific activities for the different phases of the opportunity. F or more information, see the documentation for Sales Assistant. You activate the required activities, and add new ones as required. You put together a specific activity plan for this opportunity. For opportunities which last over a long period of time, you plan the distri bution of the expected sales revenue and order quantities, for the following mon ths or the next quarter. You qualify the opportunity using the Opportunity Assessment, together with the chance of success calculated by the system resulting from the assessment. Ba sed on this, you decide whether the project can be continued: Go/No Go Decision . You work with other elements of the Sales Methodology, such as the Buying Ce nter, Project Goals and Competitor Information. You present the solution to the sales prospect, and create a quotation. After successful sales negotiations, you create an order. You set the status of the opportunity to won. For the analysis of the completed sales projects, you can carry out an asses sment based on won or lost opportunities in SAP NetWeaver Business Intelligence.

Object documentationOpportunity Locate this document in the navigation structure Function documentationClassification of Opportunities Locate this document in th e navigation structure

To use opportunities to perform evaluations or global analyses in the sales area , you can classify opportunities according to the following criteria: Opportunity group This allows you to display various business areas or enterprise initiatives by using different methods. Example Example You can perform an evaluation of all opportunities belonging to the New Cust

omers or Existing Customers group. This can be performed even if you work global ly; for example, if different transaction types are used in the USA and Europe. Source (origin) of the opportunity (for example, trade fair) This classification offers the basis for analyses, such as the expected perc entage of sales volume from trade fairs. Priority of the opportunity for your organization Prerequisites You can predefine these classification criteria for document processing in Custo mizing for CRM. The values defined in Customizing are then offered for the relev ant fields in the document in the input help. For more information about setting the classification criteria opportunity group , origin and priority, see Customizing for CRM by choosing Customer Relationsh ip Management Transactions Settings for Opportunities .

An opportunity is a recognized possibility for an enterprise, for example, for s ales of products or services. An opportunity goes through a sales cycle which is divided into various sales st ages. The sales cycle is defined according to time, from the start date to the e stimated end date of an opportunity. A sales stage is a section of the sales pro cess, in which specific activities are carried out. A phase could be, for exampl e: preselection , first contact , presentation , quotation phase , or contract phase . The sales process ends with a sales order or a rejection. The Opportunity describes the customers (sales prospects), their requested produ cts and services, the total volume of the customer project, the potential sales volume, and an estimated sales probability. This information becomes more and mo re concrete throughout the sales course, and is to be updated regularly by the s ales employee.

An opportunity provides the framework for presenting sales projects from the ver y start, and tracking their progress. Structure The following sales information can be recorded in an opportunity: Partner information Customer (sales prospect), employee responsible In the Parties Involved assignment block, other internal and external partne r functions, such as sales representative and ship-to party. Note Note You can change a party involved by clicking Edit List, selecting the party t o be changed and clicking Propose Alternatives. If a suitable alternative is ava ilable, you can select it from a dropdown list of results.

Buying center This comprises the contacts who influence the buying process and the relatio nships between them. Information about the sales cycle Sales cycle Start date and estimated end date of the sales project Current sales stage within the sales cycle and date on which this phase bega n Estimated sales probability within the current stage Status of the opportunity and the date from when the opportunity has had thi s status Reason for status (won, lost) Forecast Data Expected (estimated) sales volume for opportunity Expected net value of products or services (this is the cumulated, expected product value from the items) Budget that the customer (sales prospect) has access to for the project In each stage of the sales cycle, you can decide whether or not the data for the expected sales volume is to be entered for the sales volume forecast. You set t he indicator for forecast relevance only if you are sure that the opportunity is likely to be completed successfully. Information about classification of opportunities The following data is used for classifying opportunities, and provides the basis for global analyses and evaluations. Opportunity group This allows you to display various business areas or enterprise initiatives using different methods. Example Example You can carry out an evaluation of all opportunities belonging to the New cu stomers or Existing Customers group. This can be performed even if you work glob ally; for example, if different transaction types are used in the USA and Europe . Origin of the opportunity (for example, trade fair) Priority of the opportunity for your sales Texts In the opportunity, you can create, change, or display different text types for your own use or for your correspondence with business partners. Organizational data

Opportunity Management is integrated into CRM Organizational Management. Here, y ou can define the data for the sales organization. Products In an opportunity, you can enter information about several products or services. This means that you can create your own item per product or service. You can en ter the name of a product category that is maintained in the system. If you do not know the exact product name or product category, you can enter a r ough product name first. You then receive an error message related to this in th e message log. In this case, you can only save the opportunity as incomplete. You can enter the product quantity and expected product value at item level. If a product that has been maintained in the system is entered, the system creates the exact value from pricing. Managing attachments You can insert documents into an opportunity, and manage them. For example, prod uct presentations that you have received for the opportunity, correspondence or material such as sketches, building plans, and so on. Other Information In addition, you can also maintain the following information relevant to opportu nities: Competitors and their products Planned and completed activities for the opportunity Notes, attachments and milestones relevant for the opportunity Subopportunities In a product suboverview page, in the Subopportunities assignment block, you can link a subopportunity directly to the product in the master opportunity rat her to the opportunity itself. Opportunity maintenance also allows you to Redetermine Parties. Note Note Partner redetermination depends on the settings you have made in Customizing for CRM by choosing Basic Functions Partner Processing Define Partner Determi nation Procedure. For more information, see the documentation for this Customi zing activity. Function documentationMapping of the Sales Cycle Locate this document in the nav igation structure

The sales cycle of a product or service begins when an opportunity for sales is recognized. This can arise by chance, for example, if a sales employee finds out about a worthwhile investment project during a conversation. The process ends with a sales order or a rejection from the customer. In the mea ntime, various sales activities, such as sending information material, customer visits, product presentations, quotations or contractual negotiations, take plac

e. An opportunity goes through a sales cycle that is characterized by different stages. Specific sales activities are carried out in these stages. Prerequisites You have defined sales cycles and the relevant stages in a sales cycle in Cu stomizing, to suit the needs of your company. You have also defined a sales cycl e for new- or existing customers. The sales cycle for new customers can incorpor ate stages such as initial contact, brochure dispatch, presentations or quotatio ns. If necessary, other sales stages can be used in the sales cycle for existing customers. You can find information about setting up sales cycles and sales stages for Opportunity Management in the Implementation Guide (IMG) for Customer Relationsh ip Management by choosing Transactions Settings for Opportunities . Function documentationSales Methodology Locate this document in the navigation s tructure

The quality of the sales process has a huge impact on success. A structured sale s methodology enables you to manage your sales projects optimally, and thus to i ncrease the effectiveness of the sales process. Opportunity Management allows you to construct a sales methodology tailored to s uit your sales processes. Your sales employees are coached through the steps of an ideal sales process from identifying the lead to closing the sale. Communication in the sales team in enhanced, and key problems can be easily iden tified. This increases your probability of winning the deal. A best practice example is supplied with the standard configuration, which you c an enhance or change. The solution can be adapted to support your specific business requirements. That is, you can implement the sales methodology most effective for your customers, products and your sales team. Prerequisites The relevant elements of sales methodology (sales assistant, project goals, buyi ng center, competitor analysis, opportunity assessment) are represented as assig nment blocks in an opportunity. These assignment blocks are displayed when the corresponding Customizing has bee n maintained for the relevant transaction type. For example, the Assessments ass ignment block is displayed if a template is defined for the opportunity assessme nt in the corresponding transaction type. You Customize for sales methodology in SAP CRM by choosing Customer Relationshi p Management Transactions Settings for Opportunities Sales Methodology . Features Sales methodology is incorporated in the following elements within Opportunity M anagement: Sales assistant Project goals

Buying center Competitor analysis Opportunity assessment Opportunity plan

Function documentationSales Assistant Locate this document in the navigation str ucture

The sales assistant leads sales employees through a structured sales process, an d supports him in planning his sales activities, without restricting his freedom . The sales assistant provides the sales employee with a checklist of recommende d activities and tasks that he should execute during this phase. This feature is also available in CRM Mobile. You can adapt the sales assistant to suit the specific sales processes of your e nterprise. If you work with different sales cycles, you can define different act ivity guidelines for each in the system. For example, you can define one activit y guideline for business with existing customers and another for business with n ew customers. This graphic is explained in the accompanying text. Integration The activity plan is closely linked to CRM Activity Management. All activities a nd tasks from the personal activity plan (for example, sales calls, phone calls, e-mails and conversations) can be referred to and processed at any time in SAP CRM. Partner data (for example, customer, customer contact person and the respon sible employee) or texts and notes are automatically copied from the opportunity into the activity of task. This saves time and makes all the sales activities f or the opportunity transparent and comprehensible. Prerequisites The Sales Assistant is displayed only if you have made the required settings in Customizing. The recommended activities for each phase are defined as actions in Customizing. Define an action profile in Customizing, and assign the required activities and actions to it. Then, assign the action profile to the corresponding transaction type. Further information on this is available in Customizing for CRM by choosi ng Customer Relationship Management Transactions Settings for Opportunitie s Sales Methodology Sales Assistant . Information on actions is available under mySAP Customer Relationship Manageme nt Components and Functions Basic Functions Actions in CRM Enterprise . An action profile with activities and tasks is delivered for the sales assistant in the standard configuration. Functional Scope You can display the recommended activities and tasks for each phase, and copy th

em to your personal activity plan for the relevant sales project. You can enhanc e your activity plan with your own activities at any time. For each activity, you can refer to tips or background information based on best selling practices. For example, a tip for an initial prospect visit could contain key questions to ask and topics to mention during the visit. In the activity plan, you can specify by what date an activity should be execute d, who is responsible for it, and whether an activity is already completed. If a n activity is overdue or not yet completed, SAP CRM automatically displays an ic on as a reminder. You can use a selection box to restrict the display of recommended activities fo r a specific phase. The default value is the current phase in the opportunity. All the activities that you have defined in Customizing for the individual phase s are displayed as recommended activities. Each line contains a recommended acti vity. The following data is taken from the opportunity: Partner (for example, employee responsible from the activity plan) Comment (description of activity) Texts (for example, note, if text determination has been set up accordingly) Date (completed by) from sales assistant as a proposal for the actual/planne d date of the activity Reason for activity (reason for activity: opportunity) If an activity is generated from the sales assistant and copied into the activit y plan, this activity is linked with the opportunity, that is, the document flow is updated. Activities The Sales Assistant option is in the opportunity overview page. You can generate required activities here. These are then copied automatically to the Planned Ac tivities assignment block. The activity is also linked with the opportunity here , that is, the document flow is updated.

Function documentationProject Goals and Notes Locate this document in the naviga tion structure

You can create, change or display texts for your own use, or for your correspond ence with business partners. The Notes assignment block allows you to choose text types, and to enter your te xts. You can create the text type Internal note in the standard. This text can be assigned to a specific language. Texts can be transferred automatically into SAP CRM from master data records, reference documents, or from a text processing sy stem. You can also store project goals here within the framework of sales methodology. In order to clearly establish how the customer could benefit from your solution

, and to position your product strategically, it is important that you really un derstand customers' requirements and expected results. Only by doing so can you really sell from the customers' view point. You also need to clearly define the short and long-term objectives you hope to a chieve. Both your customers' goals and your own goals can be recorded in predefined temp lates under Notes, and are accessible to all employees involved in the sales pro cess. Prerequisites You have made the settings for text processing in Customizing for SAP CRM by choosing Customer Relationship Management Basic Functions Text Management . You have displayed the Notes assignment block in the opportunity by assignin g the corresponding text profile to the transaction type. You have made this ass ignment in Customizing for SAP CRM by choosing Customer Relationship Managemen t Transactions Basic Settings Define Transaction Types (Definition of tr ansaction types Profiles Text Det. Procedurefield). Note Note Further information on Customizing is available under Customer Relationshi p Management Transactions Settings for Opportunities Sales Methodology D efine Texts for Goals, Competitor Analysis and Buying Center . Example You can define the following texts, for example, when entering project goals: Our own goals Sales prospects' goals Comments In the sales prospects' goals text, you can, for example, specify questions that t he sales employee is to answer in the opportunity. For example: Why is the sales prospect searching for a new solution? Which solution is the sales prospect currently using? What are his exact requirementsFunction documentationBuying Center Locate th is document in the navigation structure

To win, you need to know how your customer is organized and who is involved in t he buying process. Many sales processes fail because sales personnel underestima te the importance of this success factor, and do not come into contact with the right people. Early in the sale, it is particularly important that you recognize gaps and realize where further action is required. Key questions to ask are: Who makes the final decision?

On whom does the approval of the project depend? Who benefits from your solution? What does the relationship network look like? That is, who influences whom, a nd in what way? What are the strengths and weaknesses from a customer view point? What do we need to do to establish positive relationships with the right peop le? The buying center functions in Opportunity Management provide you with optimal s upport to answer these questions. Functional Scope You can create a comprehensive buying center. That is, you can: Identify those persons involved in the buying process, and determine their d egree of influence Display the relationship network of those persons involved in the sales proc ess, and Enter key attributes for each individual, for example, their opinion of your solution and personal value proposition Identifying the key people The standard delivery contains a set of predefined partner functions that repres ent the most important people in the sales process at the customer, for example: Endorser: The endorser is the person who gives final approval and can increa se or decrease the budget. Decider: The decider recommends which of the alternative solutions is to be purchased to the endorser. The decider is responsible for the project and for ke eping to budget. User: The user is the person who benefits from the decision to buy. The user judges the offered solution, based on how operations are impacted. Assessor: The assessor evaluates the alternative solutions, from a technical point of view. The user tends to block access to the decider or endorser. Coach: A coach is not necessarily an employee of the customer. The coach sup ports and guides you through the sales cycle, providing advice and information i mportant for your success, for example, whether you have overlooked any key play ers. You can, of course, also define customer specific roles that are specially tailo red to fit your business. Understanding the relationship network What type of relationship do the people involved in the buying process have with each other? Knowing this relationship network which goes beyond understanding t he official hierarchy is a deciding factor for your success. You can define the following relationships at the customer:

Formal relationships, based on the structure of the organization (person A r eports to person B) Informal relationships, based on personal relationships and influences (pers on B influences person A) Through Customizing, you can define these relationship categories depending on y our business requirements. Establishing personal value propositions Once you have identified the key players and their degree of influence on the bu ying process, the next step is to define and communicate the value of your solut ion. A common mistake is to substitute product features and benefits for specifi c value propositions. Important attributes for building convincing value propositions are: Being aware how each person perceives the importance and urgency of the proj ect Understanding the business objectives, buying criteria, and personal goals o f each individual Knowing how each individual perceives your solution You can record all of these attributes for each person relevant to the opportuni ty, helping you to identify gaps and required actions early in the sale. You can , of course, define further attributes important in your selling environment. Yo u can easily highlight risks and missing information using warning signs. Based on this information, you can tailor your sales campaign to the customer an d the specific individuals involved. For example, knowing the business objective s and criteria helps you to prepare individual product presentations. Prerequisites For more information about defining texts, see Customizing for SAP CRM by choosi ng Customer Relationship Management Transactions Settings for Opportunitie s Sales Methodology Define Texts for Goals, Competitor Analysis, and Buying Center . Make the settings for the buying center in Customizing for partner processing. F or more information, see Customizing for CRM by choosing Customer Relationship Management Basic Functions Partner Processing Partner Teams . The attrib utes, attribute values, relationships, and relationship categories can be predef ined here. You can create notes for the individual roles/people in the buying ce nter. Notes can also be predefined in Customizing, from which the sales employee can then choose. You can create additional texts for each person in the buying center. For exampl e, this could be the person's value proposition or criteria for reaching a decis ion. For more information about partner teams, see Partner Teams. You can make the settings for text processing in Customizing for CRM by choosing Customer Relationship Management Basic Functions Text Management. So that these texts appear and can be maintained in the buying center for the op portunity, you need to assign the corresponding text determination procedure to the transaction type. Make this assignment in Customizing for CRM by choosing

Customer Relationship Management Transactions Basic Settings ction Types (In Customizing header; Field: Texts: BC Partners)

Define Transa

To use this function, you must activate the business function Sales and Service (CRM_SLS_SRV_1). Activities The business user can maintain the buying center in graphical or tabular form. More Information Specifics for Mobile Sales (laptop): Opportunities Function documentationCompetitor Information Locate this document in the navigat ion structure

You know your competitors, and you know their strengths and weaknesses. But how does this relate to the specific project and customer? Who are your competitors and how does your customer view them? Do you know which solutions they offer, an d what strategies they are pursuing? All this competitive information can be recorded clearly in Opportunity Manageme nt. This helps you to define an effective counter strategy. Functional Scope You can display competitors and their products at both header and item level. Fo r more information, see Working With Competitor Products. You can create master data for competitors, and create texts for each competitor. Predefined templates are available to help you record this information. Prerequisites You can configure settings for text processing in Customizing for CRM by choosin g Customer Relationship Management Basic Functions Text Management . For more information about configuring texts for competitor analysis, see Custom izing for CRM by choosing Customer Relationship Management Transactions Se ttings for Opportunities Sales Methodology Define Texts for Goals, Competito r Analysis and Buying Center . To display and process texts in the opportunity on the Competitor analysis tab p age, you must assign the corresponding text profile to the transaction type. Mak e this assignment in Customizing for CRM by choosing Customer Relationship Man agement Transactions Basic Settings Define Transaction Types (Texts: Compe titors) . You must also assign a corresponding partner determination procedure containing the partner function category competitor at least once to the transaction type. You can make the settings for partner processing in Customizing for CRM by choos ing Customer Relationship Management Basic Functions Partner Processing . For more information about partner processing, see Customizing for CRM and the d ocumentation for partner processing (Partner Determination Procedures). Example You can offer the following texts as a description of competitors in the opportu nity:

Strengths Weaknesses Strategy These texts can be maintained by the user. Function documentationOpportunity Assessment/Questionnaire Locate this document in the navigation structure

You can assign several questionnaires to an opportunity that can be found accord ing to different criteria (status, priority, phase, opportunity group, origin, s ales organization, distribution channel, division). You make settings for determ ination and criteria for determination in Customizing. You can use questionnaire s in opportunities, for example, for project qualification, or to analyze won or lost opportunities. You can use questionnaires within the framework of sales methodology for opportu nity assessment. This kind of assessment can be used for project qualification. Project qualification is used primarily to assess the costs and values of a proj ect. Before considerable resources are invested in a sales project, it is necess ary to assess whether the expected sales revenue and chance of success balance a gainst the necessary investment. Through Customizing, you can define a threshold value for expected sales volume or expected total value. When this value is exc eeded, an assessment is automatically triggered enabling prompt qualification of an opportunity. You should decide with your sales team which questions must be answered for the opportunity to be correctly qualified. Asking these questions early in the sale helps you to identify risks and to defi ne corrective actions before embarking on an expensive sales project. Chance of success calculated by the system You can use one questionnaire to determine the chances of success as calculated by the system. Based on the weighting of the questions and answers, the system calculates the c hances of success. The sales employee can use this information as help to take a decision. You can specify various questions for each answer when defining the questionnair e in Customizing. You can also specify the same answers for all the questions. The questions must be weighted for the chance of success calculated by the syste m. Enter a weighting factor for each question (for example, 1 equals normal weig hting, 2 equals very important, high weighting). Specify a number of points for each answer: for example, yes equals 3 points, no equals 0 points. The system then calculates for each question: weighting factor x points. The res ult is calculated for all the questions, and is then compared with the ideal res ult to be reached. The sales employee then receives the following message in the opportunity assessment: 225 points were reached from a maximum of 250 possible points. This corresponds to 90 percent. That means that in this case the chance of success is 90 percent. This data is displayed as Calculated Chance in the Opp

ortunity Details Prerequisites The questionnaire is implemented with the CRM Survey Tool. You define questions, their answers and weighting in Customizing. Further information on the CRM Surv ey Tool is available under Survey Tool. Make the settings for the questionnaire in Customizing under Customer Relation ship Management Transactions Settings for Opportunities Sales Methodology Questionnaire for Opportunities Define Questionnaire. You also make settings for questionnaire determination in Customizing under: Customer Relationship Management Transactions Settings for Opportuniti es Sales Methodology Questionnaire for Opportunities Define Determination for Questionnaires . Customer Relationship Management Transactions Settings for Opportuniti es Sales Methodology Questionnaire for Opportunities Define Determination Criteria for Questionnaires . Caution Caution You can only use one questionnaire when the system calculates the chance of succ ess. You must not only define the determination in Customizing, but you must als o assign it to the required transaction type in Customizing. Example The following graphic shows an example of a questionnaire: This graphic is explained in the accompanying text. Function documentationOpportunity Plan Locate this document in the navigation st ructure

The opportunity plan combines all the key information about a sales opportunity. It provides you with an extensive overview of the current status of the project , and you can use it as a basis for presentations or discussions during internal project meetings. Prerequisites The actions component provides the technique for output issue. An action is also used to print and display the opportunity plan. This action must be created in the action profile for the sales assistant. An action then appears in the opport unity in the sales assistant for the opportunity plan. Information on output control is available under Output Determination or in Cust omizing for output determination. You can make the settings in Customizing for C RM by choosing Customer Relationship Management Basic Functions Output Det ermination Define Action Profile . The action profile must be assigned to the corresponding transaction type. Make this assignment in Customizing for transaction types. An action profile is delivered for the sales assistant in the standard configura tion. This action profile already contains the action for printing and displayin g the opportunity plan.

Functional Scope You can display or print the opportunity plan at any time. You can define your o wn layouts. We offer various basic versions, from which you can choose. The opportunity plan contains the following information: Project overview (expected sales volume, customer budget, chance of success, phase in sales cycle, closing date, sales team, customer objectives and sales o bjective) Product overview (products, quantities, expected product value and net value ) Buying center (buying center of the customer or prospect and roles with desc ribed attributes, such as influence, opinion, decision criteria and value propos ition) Competitor analysis (strengths, weaknesses and strategy) Opportunity assessment (an estimate of the sales employee and the chance of winning calculated by system) Activity plan (an overview of all activities, the employee responsible, and the degree of completion) This graphic is explained in the accompanying text. Activities To display the opportunity plan, select the action for the opportunity plan on the Sales assistant tab page in the list of recommended activities, and choos e Preview. To print the opportunity plan, select the action for the opportunity plan an d choose Activate action. If you wish to print the opportunity plan for several documents, or you wish to print in background processing, use the action monitor. For further informat ion, read the action monitor section in the documentation for output determinati on. Function documentationOpportunity Planning Locate this document in the navigatio n structure

Sales projects that last for a long period of time require target-oriented, sche duled planning of sales. You can enter planned sales figures directly in an opportunity. This enables you to carry out detailed sales planning (sales split) for the coming weeks, months , quarters or, if necessary, years. You can enter planned figures (for example, sales volume, market shares, sales quantities) for both the opportunity as a who le and for the individual products (for example, sales volume, number of pieces) . Prerequisites You have SAP NetWeaver Business Intelligence (SAP NetWeaver BI) for opportun ity planning.

You have made settings in Customizing for SAP NetWeaver BI to define how pla nning is structured, and which rules should be used. This means that you have de fined the planning profile in SAP NetWeaver BI. Note Note You can find information on creating a planning profile in SAP NetWeaver BI in the SAP Library under SAP NetWeaver BI Content Planning Content CRM A nalytics Sales Planning Opportunity Planning . You have assigned the planning profile to the respective transaction type in Customizing for the CRM system, and have made settings for system communication . Note Note You can find information on settings for the CRM system for opportunity plan ning in Customizing for CRM under Transactions Settings for Opportunities Opportunity Planning . Functional Scope Opportunity planning is also available to you in CRM Mobile. Planning is based on SAP NetWeaver BI. The cumulated key figures can later be an alyzed in SAP NetWeaver BI , and can be used for sales planning and production p lanning. The same simple-to-use interface is available to you for planning in opportuniti es using CRM Server, and CRM Mobile. Planned sales figures are exchanged with CR M Mobile Sales. The key figures that you plan depend on the processes and products of your enter prise. The Business Content for planning, delivered in the standard, can be enha nced and changed according to customer requirements so that planning can be adap ted flexibly to the processes in your enterprise.

? What milestones has the sales prospect defined for his decision making proce ss?