Concepts

NEHANET supports the majority of your design win/opportunity tracking requirements right out of the box. Please keep the following concepts in mind when you are itemizing the requirements for your opportunity tracking system.

• An Opportunity can have multiple parts; and you can specify the volume, ASP etc for each part. You can specify the Annual Board volume for each Contract Manufacturer, or alternatively, you can specify the Program Life and the Volume/Month at each Part Level.
• Opportunities are associated with multiple Accounts.
  • Typically an opportunity is associated with a Design Customer (and therefore a Design Region, Design Region RSM, Design Region Rep etc).
  • Opportunities can also be associated with multiple Production Customers, typically Contract Manufacturers (and therefore Production Region, Production Region RSM, Production Region Rep etc.)
  • You can also associate ODMs, ChipSet Manufacturers and Partners with an opportunity.
• Opportunities have a Status at the overall opportunity level and at the part level. Typical Values are Evaluation, Sampled, Design Win, Production, EOL, Loss, etc which can be changed per your requirements. You can optionally have the top level opportunity status be based on the status of each Part’s status in that opportunity. Similarly Confidence values can be associated with opportunities, both at a top level and at a part level. You can also set priorities for opportunities. The summary grid colors codes opportunities with different priorities (Red for critical, Green for High etc) for visual reference.
• You can have custom fields at both the top and part level, and can optionally use these fields for calculations. For example, you can track Competitor information and set the system up such that selecting a Competitor autofills certain Competitors Drop Down Lists. You can also set the system up such that the Opportunity Phase, or Confidence is calculated off other dropdowns that contain qualification criteria. Market Segment and Application Category are common fields. Win/Loss Reason and related information is also a common choice.
• You can access any account or part field in the opportunity and use this information in analytics. You can make any opportunity field visible in higher level modules such as forecasting, samples, quotes etc. Please consider this when deciding what information belongs to the opportunity versus belonging to account, part or forecast.
• Opportunities can be emailed out either based on email addresses added in the opportunity, or based on automatic email rules,. Please specify the email rules you require so that NEHANET Services can configure the system as close to your requirements as possible and advise you of any deltas.
• You can add ongoing notes to the Opportunities. These notes are archived in chronologically descending order and timestamped with the name of the user and the time the notes were entered.
• You can also attach documents such as schematics, etc to the Opportunity. This provides you a easy way to share Opportunity related documents with your Sales, FAE and other team members.

Capabilities

Rules for Opportunity visibility

A user sees a Opportunity and its corresponding forecasts if it meets one of the following criteria:

1. The user is the creator of the Opportunity
2. The End Customer Region is in his region
3. The Design Region is in his region
4. The Production Region is in his region

You can add these 4 fields to your Opportunity MyView.

Automatically set the Part Level Design Win Date when you set the Sales Stage

We now have a configurable option to automatically set the Part level design Win Date, when you set the sales stage.

There is a new attribute you can add to the “PartsInDesign states element. It is called setPartDesignWinDate. If you set it to false, the system will not autofill part design win date when you set the sales stage. If you set ti true, the system will auofill the part design win date. e.g.
<states id="5" name="PartsInDesign">
<state actual="5" display="LEAD" help="Web lead" labels="part_confidence" setPartDesignWinDate="false" values="10" />

Sales Stage Duration Report

In NEHANET, as you update the sales stage of the opportunity, we now automatically keep track of how the opportunity is aging in the system. You can then access and gain insights into your funnel along multiple dimensions such as Region, Market Segment, Account Manager and many others. The report shows the aging details for every customer opportunity and part and shows how long an opportunity spent at each stage. You can run the Opportuntiy Sales Stage Duration Report as follows:

1. Click on Oppportunites->Actions->Reports
2. Pick the Days in Phase Report (in Filters Drop down)
3. Select the column you want to pivot by.

If you are new to NEHANET, then loading in your historical staging data is as easy as organizing it in Excel and importing it into the system.

Module Presentation

Rollout Steps

As a first step, please give NEHANET Services a spreadsheet with the details of your Design Win/Opportunity funnel so that they can configure your system, load in your data, and advise you on any gaps between your requirements and the way your system has been configured. Note: once your Opportunity Module is setup, NEHANET services can provide you with an Excel template which contains the fields specific to your system. This template is used to import your data in quickly and easily.

If you have historical sales stage duration data, you can upload those as well.

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Back to Module Specific Rollout

If you wish to rereview prior information, please click on Basic System Setup.