Session 8: Earned Credit, De-Booked Orders and SplitsFrom our orginal goals: Establish SFDC as the system of record for team earned credit.
Current Process for Team Earned Credit
- Sales credit tracked in INVOICE CURR for AL sales and renewals
- Shrinkwrap
- Encore system for US
- Data from local finance everywhere else
- E-learning – GIDB for international; Education system for US
- E-learning only gets credit if on original software order
- Commissions SAS table from Jon
- Table that lives on JMPSMD will reflect EC
- Dependency on JOI to get opportunity level data via keying on Orion opp. ID
- Subject to change with Oracle Fusion
- No credit for Academic OnTheHuborders
- EC in SFDC is longer term projects; commission data into Workday from commissions application is higher short-term priority. Multiple systems around the globe.
- Commission values against comp plan rules
- Carol: in case of splits only have primary opportunity, not secondary
- Primary sales driver and opportunity owner is not always the person with the most users
- Need workflow for secondary split amounts
- Information from SAS EC table published to SharePoint for sales people to review (weekly)
- Individual commission reports published for each sales person
- Jon: instances where opp. is marked closed-won before opp. creation date
What is system of record? – Currently a table living on secure SAS server
Jon’s table publishes to Sharepointcurrently. Short-term: move to JMP Share
Sales reps look at report and compare to Salesforce
Splits
Move split rules to front end (Salesforce)
Some splits aren’t known until after the fact
Need to tighten up processes
Split amounts entered with percentages;
Would need a way to make sure forecasts are accurate
Where would people be logging activities in case of split opportunities
Need: accounts > sites > user locations
Rule: if split not identified when deal is done it goes through as-is.
Makes reps more accountable for asking the splits question
Can be disputed after the fact
De-booking
- Opportunity ID would not come through with a de-booking
- Usually same invoice number, except in AP where it is different. This will change with Fusion
- De-booking only affects EC
- Need way to reflect in SFDC
- Canceled orders = de-booked (customer initiated)
- Failed collections = de-booked
- Do new DP unpaid invoices go to collections? (Kate to check on.)
- “Posthumous split” is not de-booking
Earned CreditSalesforceSplitsRe: Session 8: Earned Credit, De-Booked Orders and SplitsCarol, Kate, Valencia, & I have reviewed the notes and here are our comments:
In our opinion each one of these subjects need to be revisited.
From our orginal goals: Establish SFDC as the system of record for team earned credit.
Current Process for Team Earned Credit
- Sales credit tracked in (not in INVOICE CURR this database is the Source data for Commission/Sales Credit) for AL sales and renewals
- Shrinkwrap
- Encore system for US – There will be no commercial shrinkwrap in 2019. The Encore System is being decommissioned.
- Data from local finance everywhere else
- E-learning – GIDB for international; Education system for US
- E-learning only gets credit if on original software order – this is not true. They get credit as long as it is an Annual License.
- Commissions SAS table from Jon
- Table that lives on JMPSMD will reflect EC
- Dependency on JOI to get opportunity level data via keying on Orion opp. ID
- Subject to change with Oracle Fusion (this is a project that is bringing in all worldwide invoicing expected to be done in 2019 so we will be on 1 invoicing system)
- No credit for Academic OnTheHub orders
- EC in SFDC is longer term projects; commission data into Workday from commissions application is higher short-term priority. Multiple systems around the globe.
- Commission values against comp plan rules
- Carol: in case of splits only have primary opportunity, not secondary (have all of the split information on the one Primary Opportunity since we have one invoice)
- Primary sales driver and opportunity owner is not always the person with the most users
- Need workflow for secondary split amounts
- Information from SAS EC table published to SharePoint for sales people to review (weekly)
- Individual commission reports published for each sales person
- Jon: instances where opp. is marked closed-won before opp. creation date
- What is system of record? – Currently a table living on secure SAS server The latest is the Commission Database will be the official data source for Earned Credit instead of SalesForce. For more details talk to Jon Weisz.
- Jon’s table publishes to Sharepoint currently. Short-term: move to JMP Share
- Sales reps look at report and compare to Salesforce
Splits
- Move split rules to front end (Salesforce)
- Some splits aren’t known until after the fact
- Need to tighten up processes
- Split amounts entered with percentages;
- Would need a way to make sure forecasts are accurate
- Where would people be logging activities in case of split opportunities
- Need: accounts > sites > Territory > user Counts
- Rule: if split not identified when deal is done it goes through as-is.
- Makes reps more accountable for asking the splits question early in Sales discussions
- Can be disputed after the fact – this causes a lot of work and is very de-motivating for people
De-booking (New Cancellations)
- Opportunity ID would not come through with a de-booking
- Usually same invoice number, except in AP where it is different. This will change with Fusion
- De-booking only affects EC
- Need way to reflect in SFDC
- Canceled orders = de-booked (customer initiated)
- Failed collections = de-booked
- Do new DP unpaid invoices go to collections? (Kate to check on.) Yes, DP invoices go thru Collections the same as normal annual licenses.
- “Posthumous split” is not de-booking
Re: Session 8: Earned Credit, De-Booked Orders and SplitsE-mail from Tina DuBois regarding opportunity age:
Hi all,
After our meeting with Jon yesterday, I thought it might be helpful to understand the details around Jon’s statement regarding opportunities where the close date is prior to the creation date. In Salesforce, these appear with an “age” of zero.
I created a report to show the detail in these situations, worldwide. https://na79.salesforce.com/00O1O000009DlUx
In review, here are some notable facts:
- YTD, there are 1,520 worldwide opportunities with an age of zero. (45% of total 3,376 opportunities, or $2.5M)
- Americas accounted for 65% of these deals
- Europe at 14%
- Japan at 13.75%
- China at 7%
- The average amount for these deals is $1,520, so these are small deals.
- The breakdown for the types of deals is as follows:
- Shrinkwrap: 22%
- Upgrades: 60%
- New Annual Licenses: 18%
- 80% of the NAL with Age = 0 is based in the Americas
- 82% of NAL in Americas are ecommerce orders
- The Gulf Coast had the bulk of the Americas opportunities at 40%, Southwest coming in 2nd with 13%. We can pinpoint the bulk of the transactions to companies like ExxonMobil and Qualcomm + Illumina
If you have any business cases to support this type of opportunity creation pattern, it would be most welcome. There may not be a point to “correcting” this behavior if it is standard business reality. Please let me know your thoughts.
Thanks,
Tina
