Collaborative Design Opportunity Management 

Purpose

This process allows you to support your channel partner (or internal field application engineer - FAE) in establishing your product as an approved component in a product that an original equipment manufacturer (OEM) is designing.

You can:

·        Maintain the structure and details for a design project, the assemblies it comprises, and the components (registrations) under each assembly.

·        Mandate a unique channel partner to work on a component registration opportunity.

·        Follow the entire opportunity management life cycle; aggregate sales volume and claims paid if the opportunity is won.

Process Flow

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       1.      You maintain the design registration attributes for your products and their validity periods.

For more information, see:

Maintain Design Registration Attributes for Products

       2.      You send the product catalog to your channel partners.

The system also extracts and sends the design registration attributes for the registrable products.

       3.      The channel partner learns of a design project at OEM. The channel partner logs on to your partner portal and creates a new design registration request, or sends the information by EDI which is uploaded to your system.

The system creates the project structure, determines the field application engineer (FAE) based on the project information, and replicates the opportunity to lap top of this FAE.

       4.      The FAE collects more information regarding the design project, and qualifies the opportunity with this information.

       5.      The FAE creates an activity for regional distribution manager (RDM) to review whether this opportunity should be supported.

The system replicates the changes and tasks in the online system.

       6.      The RDM reviews the opportunity, and approves it for the channel partner to work on by setting the status to Approved.

The channel partner now has the exclusive mandate to work on the design opportunity. If the opportunity is successfully realized, then this partner will get the associated benefits, such as Ship-and-Debit Contract to sell lower to the OEM concerned, and/or later the incentives and commissions for achieving the target level of resale with the OEM.

       7.      The channel partner discusses with the OEM’s design team the product that they are planning, assesses the suitability of your product as a component in the OEM’s product, and pushes for your product with the design team.

       8.      The OEM informs the channel partner that your product is now approved as a component in their product. The channel partner relays the news to you.

       9.      You change the status of the design opportunity to Design In.

   10.      Sale to channel partner and resale and claim message processing take place in the normal course of business.

   11.      The first sale/resale of this product to the OEM updates the status of the design opportunity to Design win.

You can write your own action to change the criteria for update to design win say, if you want this status update only when the cumulative resale linked to a design opportunity has crossed a certain thresh hold amount.