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Overview
Siebel Proposals
A proposal is a suggested offer of products or services with a set of terms and conditions.
A proposal may be long or short, simple, or complex. Even a simple proposal contains
sections, such as a cover letter, an executive summary, and a price quotation.
Siebel Proposals automatically creates proposals. It takes the details you have recorded
about an account or opportunity and combines them with a predefined template to create a
document specifically tailored to the customer’s needs. The template defines the initial
formatting and structure of your proposal and can include predefined components, such as
text, tables, and diagrams. It can also be set up to include files from a Proposal Library,
such as product descriptions and standard terms and conditions. After generating a
proposal, you can modify it to meet your customer’s requirements.
Use the Proposals views in the Accounts and Opportunities screens to create and modify
proposals. Use the views in the Proposal screens to view all your proposals and to view the
contents of the proposal library.
Business Scenario
Siebel Proposals automates the process of creating proposals, allowing sales
representatives to create proposals tailored to their customers’ requirements.
For example, suppose Acme, Inc., has submitted a Request for Proposal to Performance
Computing Systems (PCS) for outsourcing some of its information service functions.
Suppose also that you are the sales representative responsible for creating the proposal.
In your Siebel application, you go to the Opportunity screen, select the Acme, Inc.,
opportunity, and add a new record in the Proposals view. Then, you enter a name, select a
proposal template, and click the Generate Draft button. The system generates a draft of
the proposal.
After printing the draft, you see it’s already formatted to your company’s standards and
contains the sections you need, such as a cover letter, executive summary, proposal body,
PCS company background, and references. Acme’s name has been included in the
appropriate places throughout the text. Opportunity details, such as the customer’s
contact information and a diagram of the project team’s structure, is also included.
To meet the requirements outlined in the request for proposal, you need to modify your
proposal. First, you navigate through the structure of the proposal and change the order of
the sections. Then, you add a section where you will respond to each one of Acme’s
evaluation criteria. From the Proposal Library, you pull the latest information about your
service offerings and include them in the proposal body. Without having to spend time
formatting and researching information, you are able to create a proposal for Acme that is
formatted to your company’s standards and is focused on Acme’s interests and issues.
Siebel
Presentations
Siebel Presentations automatically creates presentations. It takes details you’ve recorded
about an account or opportunity and combines them with a predefined template to create a
Microsoft PowerPoint presentation. The template defines the initial formatting and
structure of the presentation and includes predefined components, such as text, tables, and
diagrams. It can be set up to include product literature and predesigned slides that address
specific issues. After generating a presentation, you can modify it to meet your customer’s
requirements.
Use the Presentation views in the Accounts and Opportunities screens to create and
modify presentations. Use the views in the Presentation screens to view all your
presentations and the Presentation Library.
Siebel Presentations automates the process of creating presentations, allowing sales
representatives to quickly create high-quality presentations tailored to their customers’
requirements.
For example, suppose the IT manager from Acme, Inc. has asked you to deliver a
presentation about your company’s service offerings to Acme’s executive steering
committee. Since you’ve been working with Acme for the past several weeks, you’ve
already recorded the opportunity and its related details in your Siebel application,
including Acme’s number one decision issue: price.
To create the presentation, you go to the Opportunities screen and select the opportunity
for Acme, Inc. After you select the Auto Presentation button, a new presentation record is
created. Because you have identified price as the number one decision issue, the
presentation is based on a template that includes slides that specifically address price
issues.
Next you click the Generate Draft button. Microsoft PowerPoint opens and a presentation
Potential
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Application
is generated. You see that it’s already formatted to your company’s standards and
contains the slides you need. The formatting looks good and most of the information is
just what you want. But you decide to rearrange the structure and add some additional
content. First, you navigate to the Presentation Table of Contents view and change the
sequence numbers of the sections. Then, from the Presentation Library, you pull in
summaries of your service offerings.
Without having to spend time formatting and researching information, you are able to
create a presentation for Acme that is formatted to your company’s standards and is
focused on Acme’s interests and issues.
Correspondence
Siebel eBusiness Applications makes it easy to correspond with your contacts. You can
access Microsoft Word and correspond with contacts without leaving Siebel eBusiness
Applications.
Use the correspondence views to:
_ View a list of all your correspondence
_ Create or modify a letter
_ Create new correspondence from an existing template
_ Select enclosures to send with the correspondence
_ Mail merge correspondence templates and contact information
_ Preview your mail-merged documents
_ Print correspondence
_ Submit correspondence requests for fulfillment
Imagine you are a sales representative for a fast growing manufacturing company. One of
your daily challenges is managing your correspondence. You rely on an automated
process for writing letters, sending out literature, and keeping track of the correspondence
you have sent. For example, one of your customers, Harlan Alvarez of Acme, Inc., leaves
you a voice message requesting that you send him product literature about a product you
sell.
In your Siebel application, you open the Correspondence view and create a letter based
on a template called Thank You for Your Interest. After you indicate Mr. Alvarez will be
the recipient of the letter, you browse through the available product literature to find the
appropriate brochure and data sheet to include.
When you click the Edit button to review the letter, a document is generated in your word
processor. Because Mr. Alvarez’s contact information is already recorded in your Siebel
application and linked to the Acme account, his name and address are merged into the
letter. The letter thanks Mr. Alvarez for his interest, tells him a little bit about your
company, and lets him know that someone will be following up with him soon.
Satisfied with the letter, you click the Submit button to notify your company’s fulfillment
center of the pending correspondence. They will print the letter, gather the product
literature, and send it out to Mr. Alvarez.
A record of the correspondence appears in the Contacts view of your Siebel application.
You can look back at Mr. Alvarez’s contact record to see all the correspondence you
have sent him.
Literature
Your Siebel application makes it possible for you to access sales and marketing literature.
The Literature views present a list of product brochures, white papers, data sheets, and
other types of literature. This literature is available to view online using the application
that created it (for example, Microsoft Word, Lotus Word Pro, Adobe Acrobat, and so on).
Literature can be associated with a product, account, or competitor. It can also be grouped
into logical sets called literature kits. This helps you find what you need. For example, you
can use the Product Literature view to find all literature items associated with a particular
product.
Users access the Literature views to review sales and marketing information. Typically,
content experts at an organization maintain the literature repository, updating files,
adding new ones, and removing old ones. This provides users, such as sales
representatives, access to the most up-to-date information when they need it.
For example, suppose you are a sales representative at a company that sells a wide range
of products. You rely on having immediate access to current literature, such as sales
brochures, white papers, and data sheets, to keep yourself and your customers informed
of all your product and service offerings.
Use the Literature views to:
_ View a list of the available marketing and sales literature, including a description
of each document.
_ Drill down into a literature record to display a document in the application with
which it was saved.
_ View, print, or send a document by email or fax using the commands in the
application that the document was saved in.
_ Copy sections of a document to the clipboard so that you can paste them into
other documents.
_ Send a document by email from within your Siebel application.
_ View literature available for products.
_ Send literature with your correspondence.
Suppose a customer calls to ask you about a new product that you are unfamiliar with.
You go to the Product Literature view in your Siebel application. With the customer on
the phone, you navigate through the Product Literature Explorer view to find the product.
In the literature folder, you find that several literature items are available: product
brochures, a data sheet, a favorable review from a trade magazine, and a summary of
related service packages.
You open the Product brochure and go over the product’s key features with your
customer. You ask the customer if you can send her the other literature items as email
attachments, and, before you hang up the phone, you can confirm that she received them.
Having immediate access to sales and marketing literature keeps you and your customers
apprised of the most current information.