Current Process
- Ideally - attachments
- Deal sheet (currently a Word doc.)
- Approvals history
- How numbers were derive (calc. of fees)
- Attached to COMIT record
- Approval and justification for discounts
- Notes for how to execute NS terms
Approval Matrix for First-Year Fees (FYF)
Approvals Matrix: E-Learning, Renewal-Year, Non-Standard and License Assignment/Transfer
Challenges
- Outside the US – approvals not tracked in SFDC
- Non-standard deals/discounts (non-revenue)
- Multi-national
- SETINIT extensions
- Evals
- Evalextensions
- LBD changes
- Biz Ops – lack of clarity of what has been approved
- Change of discount terms after approval
- “Piece mill” information to Biz Ops
- End of quarter; circumventing approvals to expedite deal
- Sales reps sending “red-line” terms directly to Kelli instead of talking through with manager
Requirements
- Grouping of non-standard discounts
- Multi-national (requires country manager approval)
- If multi-national deal develops, country sales people should talk first, THEN goes for manager approval
- SETINIT extensions
- Evals
- Evalextensions
- LBD changes
- Renewal discounts
- Any change of terms and conditions should trigger re-approval request
- Term-level approval
- Approval history
Possible approach
- In Salesforce, up to three non-standard terms as text field
- Item-level approval of terms
- System supports intelligent routing based on requested discount
- Output of Salesforce special terms and related approval data as attachment to Orion opportunity – Conga?
Items for further discussion
- Process for sales management to review all outstanding NS deals.
- A systematic approach for discussion of NS deals between reps and manager so they can formulate the offer and necessary approvals
