Competitor Information 

Use

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 what solutions they offer, and what strategies they are pursuing?

All this competitive information can be recorded clearly in Opportunity Management. This helps you to define an effective counterstrategy.

Functional Scope

A separate tab page exists for competitor analysis in the opportunity. You can create master data for competitors, and create texts for each competitor. Pre-defined templates are available to help you record this information.

Prerequisites

You can make the settings for text processing in the Implementation Guide (IMG) for CRM under Customer Relationship Management -> Basic Functions -> Text Management.

Further information on how to set the texts for competitor analysis is available in the IMG under Customer Relationship Management ® Transactions  ® Settings for Opportunities ® Sales Methodology ® Define Texts for Goals, Competitor Analysis and Buying Center.

In order that texts on the Competitor analysis tab page can be displayed and processed in the opportunity, you need to assign the corresponding text profile to the transaction type. Make this assignment in the implementation guide under Customer Relationship Management -> Transaction -> Basic Settings -> Define Transaction Types (Texts: Competitors field). You also need to 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 the Implementation Guide (IMG) for CRM under Customer Relationship Management -> Basic Functions -> Partner Processing. Further information on partner processing is available in the implementation guide and in the documentation for partner processing (Partner Determination Procedures).

Example

For example, you can offer the following texts as a description of competitors in the opportunity. These texts can be maintained by the user:

·        Strengths

·        Weaknesses

·        Strategy