Global Partner Portal
Opportunity Management Training
Global Partner Portal
© 2010 IBM Corporation
Topics
 Home Page and message of the day
 Creating a new opportunity
– Selecting an account
– Creating an account
– Required fields
– Entering detailed revenue data
– Recalculating revenue
– Adding Sales Team members
– Adding a marketing campaign to a new opportunity
– Restriction levels
– Opportunity creation fast path
– Closing an opportunity
 Opportunity key fields to update
 Opportunity Pipeline views/export
 Opportunity classification
 Creating, executing, and saving queries
– Finding opportunities that are associated to a marketing campaign
 Interface with IBM CRM System
– How to recognize an opportunity from IBM CRM system
– Accepting an opportunity
 Hints and tips
 Global Partner Portal – OM in Latin America
 Where to find help
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Global Partner Portal
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© 2010 IBM Corporation
Home page and message of the day
1. After you log in to Global Partner Portal, you see the message of the day on the Home
page.
2. To view the list of opportunities, click the Opportunities tab.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
3. The list of opportunities that include you on the sales team is displayed.
4. To create a new opportunity, click New.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Selecting an account
1. Click the select icon in the Account field.
Account field select icon
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Selecting an account
2. The Pick Account applet is displayed. It contains a list of accounts that are already
associated with Business Partner.
3. If the account for the new opportunity is included in this list, scroll down the list, find
the account record, and then select it.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Selecting an account
4. Always try to find an account before creating a new one in Global Partner Portal. If
the account for the new opportunity is not in the Pick Account applet list, click Query
to search for the account in the IBM database.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Selecting an account
5. Enter the account name in the Account field. You can refine your query by including
additional account information, such as city and zip code.
You must enter at least the first two (2)
characters of the account name.
Notes:
• Use ~ like to remove case-sensitivity,
for example, ~like rob.
The country defaults to the country of the
person running the query.
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Global Partner Portal
• The asterisk (*) serves as a wildcard
that allows you to find all accounts that
begin with Rob.
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© 2010 IBM Corporation
Creating a new opportunity
Selecting an account
6. The query results are displayed. Select the account, and then click OK.
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Global Partner Portal
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Creating a new opportunity
Creating an account

If the account is not found in the query or in the list of accounts, you may create a new
account.
7. Click New.
Note: You must create an account from the Opportunities screen.
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Creating a new opportunity
Creating an account
8. Complete the mandatory fields (marked with *), and save your data. The new account
is now displayed in the Pick Account applet, and you can select it.
9. Save the account record after you enter the mandatory data.
Note: The account name must be the legal name, not an abbreviated entry. The
Account field is also case-sensitive.
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© 2010 IBM Corporation
Creating a new opportunity
Required fields
Required fields with no default values:
 Account
 Description
 Sales Stage
Saving before you complete the Description field or Sales Stage field causes an
error.
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Creating a new opportunity
Required fields
Required fields with default values:
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Global Partner Portal opportunity field
Default value
Opportunity Number
System-generated
Decision Date
90 days after date opportunity is created
Revenue
$0.00
Probability
0%
Opportunity Currency
USD
Sales Team
E0900000X1W
GPP Oppty Accept Status
Accepted
Opportunity/Source-Co Marketing Codes
Solution Provider - Core BP
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Creating a new opportunity
Required fields
The Opportunity number is systemgenerated.
The default for the Decision Date field
is 90 days after the creation date.
Note: Required fields are indicated by a red asterisk (*).
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Creating a new opportunity
Required fields
If you select Sales Stage 4, the Revenue details are required.
Note: Global Partner Portal has only 5 Sales Stages; IBM’s CRM system has 11 Sales Stages.
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Creating a new opportunity
Required fields
 Global Partner Portal has fewer Sales Stages than IBM’s CRM system.
 An opportunity at Sales Stage 04 - Validated in Global Partner Portal, depending on
Probability selected, can map to a different Sales Stage in IBM’s CRM system.
 Use the Probability % field in the Opportunity header.
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Global Partner Portal
Sales Stage
Customer situation
Select percentage from the
Probability % field in Global
Partner Portal
Sales Stage in
IBM’s CRM system
Sales Stage 4
The customer is assessing
solutions from multiple sources;
some uncertainty exists.
25%
Sales Stage 4
Sales Stage 4
The customer is leaning toward
the IBM solution and the proposal
has been submitted.
50%
Sales Stage 5
Sales Stage 4
The customer indicates a
preference for an IBM solution.
75%
Sales Stage 6
Global Partner Portal
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Creating a new opportunity
Entering detailed revenue data
1. To enter revenue data, click the Detailed Revenue Data field icon in the Opportunity
header.
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Creating a new opportunity
Entering detailed revenue data

The Detailed Revenue Data field icon is displayed in the Revenue applet.
2. To enter the revenue details, click New in the Revenue applet.
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Creating a new opportunity
Entering detailed revenue data
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Global Partner Portal
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Creating a new opportunity
Entering detailed revenue data
Required fields with no default values:
 Type
 Brand Family
Note: Brand Family is associated with Type.
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Creating a new opportunity
Entering detailed revenue data
3. Click the Type field icon, select a value, and then click OK.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Entering detailed revenue data
4. Click the Brand Family field icon, select a value, and then click OK.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Entering detailed revenue data
5. To update the revenue, enter the quantity in the Quantity field.
6. Enter the price per quantity in the Price field.
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Creating a new opportunity
Entering detailed revenue data
7. After entering the price and quantity, click anywhere in the applet and the Revenue
field is updated.
8. Click Save.
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Creating a new opportunity
Entering detailed revenue data
The revenue details are also available in the Revenues tab, where you can update
existing records and create new revenue records.
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Creating a new opportunity
Entering detailed revenue data
 Keep Decision Date and Bill Date updated.
 Decision Date is located in the Opportunity header.
 Decision Date is 90 days after the creation date.
 Bill Date is available in the Opportunity header (via Detailed Revenue Data field) and in
the Revenues tab.
 Bill Date must be >= Decision Date.
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Creating a new opportunity
Recalculating revenue

If you create or update revenue data, the Revenue field in the opportunity header is
not automatically updated.
1. To update the Revenue field, click Recalculate Revenue in the Revenues tab.
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Global Partner Portal
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Creating a new opportunity
Recalculating revenue
The Revenue field is updated.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding sales team members
1. Click the Sales Team field icon to open the sales team applet.
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Global Partner Portal
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Creating a new opportunity
Adding sales team members

The list of existing opportunity Sales Team members is displayed.
2. To add sales team members, click Add.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding sales team members
3. Select the Sales Team member search criteria in the Find field.
4. Type the criteria in the Starting with field.
5. Click GO. The query results are displayed.
Notes:

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The search is case-sensitive.
Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding sales team members
6. Select the record(s) from the query results, and then click OK.
7. To close the Sales Team applet, click OK again.
Note: You cannot use the Sales Team tab to add sales team members.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding sales team members
Additionally, you can create and save a list, and automatically populate that list into your
new opportunities. This makes the process of creating opportunities more efficient for
you, especially if you create multiple opportunities using the same sales team. You can
only create one default list.
To create a list of default sales team members:
1. Click Site Map-User Profile-Opportunity Defaults.
The Opportunity defaults screen displays.
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Global Partner Portal
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Creating a new opportunity
Adding sales team members
2. Click the field control for Sales Team Member1.
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Creating a new opportunity
Adding sales team members
3. Click the desired sales team member and click OK. Note: You can add up to eight default
sales team members.
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Creating a new opportunity
Adding sales team members
4. Click Save when you are done.
Each time you create a new opportunity, all of the sales team members specified in your
opportunity defaults will be on the sales team of the opportunity. You can then add other
sales team members as you would normally or delete any of the default sales team
members from the sales team.
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Global Partner Portal
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Creating a new opportunity
Adding other Business Partners to your opportunities
To collaborate with other Business Partners and work with them to close deals, add them to
your opportunities.
• Add a sales team member from another Business Partner firm to an
opportunity
• Give them visibility to the opportunity so that they can add additional sales
team members
• Allow them to set things up so that you can be added to some of their
opportunities
Note:
• Only a Primary (Opportunity Owner) can add a Business Partner from another firm to
the sales team of the opportunity.
• A Business Partner Administrator must explicitly agree to collaborate on opportunities.
They do this by checking the Enable Oppty Collaboration checkbox on the Partner
information applet and designating your company’s collaboration contact.
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Global Partner Portal
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Creating a new opportunity
Adding other Business Partners to your opportunities
Note: If you are creating a new opportunity, you must save the opportunity before attempting to add
a collaborating Business Partner to the sales team.
To add a sales team member from another firm:
1. Click the Opportunities screen tab. The Opportunities screen, My
Opportunities view, which displays a list of opportunities, displays.
2. Find the opportunity or click Query.
3. To select the opportunity, click the blue hyperlink in the Opportunity Num
field.
4. Click the Sales Team control icon on the right side of the opportunity header.
The Team Members applet displays and lists your current sales team members.
5. Click the Add Another Business Partner button to add a new sales team member.
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Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
6. Click Query or do a Find to locate the Business Partner that you want to add to
the sales team. Only Business Partners who have checked the Enable Oppty
Collaboration flag will be available for display.
Note: If you click the Go button to the far right without entering any criteria into the
Starting with field, you will see a list of all the Business Partners who have agreed to
share opportunities.
7. To complete your search:
•
If you do a Find, then enter criteria into the
Starting with field.
•
If you do a Query, then enter criteria into the
fields in the Query dialog box.
8. Click Go.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
9. When the list displays, click the check box
beside the name of the sales team member
that you want to add to the opportunity.
You can select more than one.
10. Click OK.
11. When the Team Member view displays,
click OK again.
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Global Partner Portal
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© 2010 IBM Corporation
Creating a new opportunity
Adding other Business Partners to your opportunities
To add a sales team member from another firm:
12. Click Save to save the opportunity record. An email message is then sent to the new
sales team member from the other firm notifying them that they have been added to
the sales team. Nothing is required on their part. The opportunity is automatically
“accepted.”
Notes:
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•
Only the Primary can add other Business Partners to the sales team.
•
Once added, the Primary can make the other Business Partner the new primary by clicking
the Sales Team field icon and clicking the Primary checkbox for that Business Partner.
•
The new primary must accept the opportunity in order to become the opportunity owner.
Global Partner Portal
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Creating a new opportunity
Adding sales team members – IBM employees
Note: If you are adding users of IBM’s CRM system to a new opportunity, you must first
save the opportunity in order for the IBM users to appear in the list of potential sales
team members.
1. Click the Sales Team field icon to open the sales team applet.

The list of existing opportunity Sales Team members is displayed.
2. To add sales team members, click Add.
3. Select Email Address in the Find field.
4. Type the criteria in the Starting with field. Note: If you don’t know the IBM
employee’s e-mail address, see the IBM Employee Directory.
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Creating a new opportunity
Adding sales team members – IBM employees
5. Click GO. The query results are displayed.
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Global Partner Portal
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Creating a new opportunity
Adding sales team members – IBM employees
6. If you find the IBM employee you are looking for:
a. Click the check box beside the record associated to the IBM employee that you want to
add to the opportunity. If multiple records are returned for the same IBM employee,
click the check box beside all of the records associated to that employee. Note: Always
select all the positions that appear for the IBM employee to ensure that users of IBM's
CRM system see the opportunity, regardless of which position they sign in with.
– Note(s):
– IBM employees with a Position that begins with “IBM Channel Rep Plus” will be able to
update and progress your opportunities once they are added to the sales team.
– If you do not find the IBM employee you are looking for, contact PartnerWorld Contact
Services.
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Creating a new opportunity
Adding sales team members – IBM employees
b. Click OK. The Team Members view is displayed with the new sales team member.
c. Click Save.
d. Click OK. The new sales team member is added to the sales team.

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IBM users of Global Partner Portal that are added to the sales team will see the
opportunity immediately. IBM employees who are users of IBM’s CRM system will see
the opportunity when it is passed to IBM's CRM system. If you want the IBM employee
to see the opportunity before it is closed, make sure Work in GPP is unchecked.
Global Partner Portal
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Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
You can add both co-funded marketing campaigns (campaigns that are on the CoMarketing Tool (CMT) on PartnerWorld) and marketing campaigns (not on the CMT
tool) to an opportunity. The process differs depending on which type of campaign
you are adding.
Note: For co-funded marketing campaigns, you will need the UCID. If you don’t
remember the UCID, go to the IBM Co-funded Marketing Web site and look under
the heading “Status of 20xx Marketing Campaigns.”
To add a co-funded marketing campaign to a new opportunity, perform the following
steps:
1. Click the Opportunities screen tab.
The Opportunities screen, My Opportunities view, which contains a list of
opportunities, is displayed.
2. Click New to create a new opportunity.
3. Complete the required fields.
4. Click the UCID field control.
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Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
5. Click the chevron next to the record with the desired UCID and Activity Description.
6. Click OK. The UCID appears in the UCID field.
7. If you don’t see the desired record in the list:
a. In the Starting With field, type the UCID.
b. Click Go. The UCID appears in the UCID field.
Note: If you don’t see your UCID in the list and can’t find it by querying, add it to the
Description field in the Opportunity header record. Use the format in this example
(NEUK0020108 is the UCID number): UCID: NEUK0020108. Make sure Work in GPP
is unchecked.
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Creating a new opportunity
Adding a co-funded marketing campaign to a new opportunity
8. If you want this opportunity to flow to IBM’s CRM system and be visible to IBM, make
sure the Work in GPP box is unchecked.
9. In the Opportunity record, click Save. The UCID that you added appears in the
Oppty Source/Co-Marketing Codes field as a secondary source.
Note: Once you save the record, you cannot change the UCID. If you need to change the UCID, contact PartnerWorld Contact
Services.
Notes:
• You should only add one marketing campaign to an opportunity.
• Because of business controls, you cannot delete a marketing campaign. If you do need to delete a marketing campaign from an
opportunity, contact PartnerWorld Contact Services.
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Global Partner Portal
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Creating a new opportunity
Viewing the UCIDs for your firm
Opportunity Focal Points and Business Partner Administrators:
To view the UCIDs for your firm, perform the following steps:
1. Click the Opportunities screen tab.
2. Click the Show field arrow.
3. Click Co-Marketing UCIDs.
 The UCIDs for your Business Partner firm are displayed.
For more information on co-funded marketing, see the IBM Co-funded Marketing Web site.
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Global Partner Portal
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Creating a new opportunity
Adding a marketing campaign (not on the CMT tool) to an
opportunity
To add a marketing campaign to an existing opportunity, perform the following steps:
1. Click the Opportunities screen tab.
The Opportunities screen, My Opportunities view, which contains a list of
opportunities, is displayed.
2. Find the opportunity or click Query.
3. To select the opportunity, click the blue hyperlink in the Opportunity Num field.
The opportunity details are displayed.
4. Click the Oppty Source/Co-Marketing Codes field control.
5. Click Add.
6. With Source Name selected in the Find field, in the Starting with field, type the
Tactic Code followed by an asterisk, for example: 107DD13M*.
7. Click Go.
8. Check the box next to the desired tactic code. If you see multiple results, select the
one pertaining to your country.
9. Click OK. The marketing campaign appears in the Lead Sources window.
10. Click OK.
11.Click Save.
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Global Partner Portal
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Creating a new opportunity
Restriction levels
1. Select Is Restricted for partial restriction, which means the opportunity is available
in IBM reports, but customer account information is not visible
2. Select Work in GPP for full restriction, which means the opportunity is only visible in
Global Partner Portal, and it is not available in IBM reports until it is closed.
Notes:
 Only the Business Partner user who enters the opportunity and saves it in Global
Partner Portal the first time can select the restriction level.
 The Work in GPP restriction is ignored when the sales stage of the opportunity is
in a closed sales stage.
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Global Partner Portal
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Creating a new opportunity
Restriction levels
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Opportunity Creation
Restriction level
CRM visibility results
Created in Global Partner Portal
by the Business Partner
Is Restricted - unchecked
Work in GPP - unchecked
Note: Defaults to Full Disclosure
Global Partner Portal Opportunity record ID fully
visible in IBM’s opportunity management system
throughout sell cycle.
Created in Global Partner Portal
by the Business Partner
Is Restricted - checked
Work in GPP - checked
Global Partner Portal Opportunity record becomes
fully visible in IBM’s opportunity management system
once the Global Partner Portal opportunity has been
coded as Sales Stage of 07-Won/Implementing or 11Lost, but the customer name and contact is blocked
from view.
Created in Global Partner Portal
by the Business Partner
Is Restricted - checked
Work in GPP - unchecked
Global Partner Portal Opportunity record is visible in
IBM’s opportunity management system throughout
sell cycle, but customer name and contact is blocked
from view.
Created in Global Partner Portal
by the Business Partner
Is Restricted - unchecked
Work in GPP - checked
Global Partner Portal Opportunity record becomes
fully visible in IBM’s opportunity management system
once the Global Partner Portal opportunity has been
coded as Sales Stage of 07-Won/Implementing or 11Lost.
Note for BCC users: Created
by the Business Partner in
response to BCC certification
review request
Is Restricted - unchecked
Work in GPP- unchecked
Global Partner Portal Opportunity Record will be
moved over to IBM’s opportunity management
system.
Created in IBM’s CRM system by
IBM employee and passed to
the Business Partner
Is Restricted - unchecked
Work in GPP - unchecked
Note: Defaults to Full Disclosure
Global Partner Portal Opportunity record is fully
visible in IBM’s opportunity management system
throughout the sell cycle.
Global Partner Portal
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Creating a new opportunity
Restriction levels
If the opportunity is saved without a selected restriction level, the warning message is
displayed.
If you click OK, the opportunity is saved with no restrictions.
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Creating a new opportunity
To save the new opportunity or any updates to an existing opportunity, click Save.
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Creating a new opportunity
Opportunity creation fast path
 If you use the same accounts repeatedly to create opportunities, use the Accounts
screen to quickly create new opportunities.

In the Accounts screen, you can view:
− Accounts with account records, opportunities, or contacts that were created by
someone in your firm
− Accounts that have someone in your firm on the sales team
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Creating a new opportunity
Opportunity creation fast path
1. To find the account, click Query to run a query for the account, or click Previous or
Next arrows to find the opportunity in the list of opportunities.
2. To select the account, click the hyperlink in the Account Name field.
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Creating a new opportunity
Opportunity creation fast path
3. Click the Opportunities tab in the Account details screen.
4. Click New to create a new opportunity.
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Creating a new opportunity
Opportunity creation fast path
A new opportunity is created, and the Account field is already completed
5. Enter the other mandatory information
6. To save the opportunity, click Save.
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Closing an opportunity
Tips to use when closing an opportunity
When closing opportunities, you can set the Decision Date and Bill Date in the past. This
enables you to provide more accurate date information about when an opportunity was
actually closed.
• Use this feature for:
− Sales Stage 07 –
Won/Implementing
− Sales Stage 11 – Lost
• Close the opportunity
before you set the Decision
Date and Bill Date in the
past.
• An IBM who is advancing
the opportunity for you can
also set the Decision
Date and Bill Date in the
past for Sales Stage 07 and
Sales Stage 11.
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Closing an opportunity
Tips to use when closing an opportunity
You can also add information to describe why you are closing the opportunity, either for your own records or
if you want to provide IBM with more information. IBMers who are updating and progressing your
opportunities for you can also add comments.
To add comments to a closed opportunity:
1.
After you have closed the opportunity, click the Notes view tab.
The Notes view is displayed.
2.
Click New.
The Notes form is displayed. The Type field defaults to BP Closing Comments.
3.
Click the Type field list arrow.
4.
Click the Description field.
5.
Type the note.
Note: Do not delete the information in brackets in the Description field. This information identifies
you to the IBM team.
6.
Click Save.
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Closing an opportunity
Tips to use when closing an opportunity
After you save the note, it displays in the Notes view tab.
When the opportunity note is saved, it becomes read only. To preserve the integrity of the
history that notes provide, once you save a note, it cannot be updated or deleted. If you
want to add additional information to an existing note, create a new note, and refer to the
original note.
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Updating key opportunity fields
To include all key opportunity information and improve communication with IBM, ensure
that you update the following fields in the opportunity:
 Sales Stage
 Bill Date
 Decision Date
 Probability %
 Win Probability
 Quantity
 Price
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Opportunity pipeline views/export
 For a complete view of the entire opportunity record that includes the opportunity
header and revenue record, you can now use the My Opportunities Revenue
Pipeline view.
 The default view is All Pipeline.
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Opportunity pipeline views/export
Use the sort arrows in the column heading to sort the results in ascending or descending
order.
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Opportunity pipeline views/export
1. Click the Menu list arrow.
2. Select Export from the list.
Note: The Export function is available in other screens.
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Opportunity pipeline views/export
Additional queries have been set up by your IBM System Administrator and are available to help you
analyze your pipeline:

All Pipeline (IBM Query) (default query): Shows revenue from all opportunities in open ( 03 or 04),
won (07), or lost (11) sales stages

All Revenues : All revenue associated with opportunities

Bill Date earlier than Decision Date (IBM Query) : All revenue where the Revenue Bill Date is prior to
the Opportunity Decision Date

Draft Pipeline (IBM Query) : All revenue associated with opportunities in a Sales Stage 01-Noticing

Lost Pipeline (IBM Query) : All revenue associated with opportunities in Sales Stage 11-Lost

Open Pipeline (IBM Query) : All revenue associated with opportunities in Sales Stage 03Identified/Validating and Sales Stage 04-Validating/Qualifying

Opportunities with Software Revenue (IBM Query) : All revenue associated with opportunities that
have one or more revenue records of Type = Software.

Past Due Bill Date (IBM Query) : All revenue with a bill date that is before today's date

Past Due Decision Date (IBM Query): All revenue associated with opportunities whose opportunity
decision date is before today's date

Won Pipeline (IBM Query) : All revenue associated
with opportunities in Sales Stage 07-Won/Implementing
Note that the results of the above queries may
contain revenue associated with BCC Opportunities
which can not be updated. You can identify these
type of opportunities because the BCC Certification
Stage field on the opportunity is not equal to ‘Open’
and the date in the Created field on the opportunity
is prior to November 24, 2008.
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Opportunity classification

Use the opportunity Classification ID field to associate your internally meaningful codes to
opportunities.

Use it as criteria in queries for specific opportunities.

Only the Business Partner Administrator or Focal Point can create a Classification ID record.

After the Classification ID is created, any Business Partner can use it.
1. To create a Classification ID, click the Partner tab, and then click New.
For more information about Classification IDs, click Global Partner Portal Online Help, scroll down
to Viewing Opportunities in the left navigation pane, and then click Using opportunity
Classification ID.
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Opportunity classification
2. In the Classification ID field, type the Classification ID.
3. In the Description field, type a description.
4. Click Save.
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Opportunity classification
Global Partner Portal users can now select the Classification ID.
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Opportunity classification
To select a Classification ID in an opportunity:
1. Open the sales team applet.
2. Scroll horizontally to the Classification ID field.
3. Click the Classification ID field icon.
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Opportunity classification

The Opportunity Classification applet with a list of available Classification IDs is
displayed.
4. Select the Classification ID record.
5. Close the Opportunity Classification applet.
6. To save the opportunity, click Save.
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Opportunity classification
The Classification ID is visible in the opportunity list and the My Opportunities
Revenue Pipeline views.
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Creating, executing, and saving queries

You can create and save queries in Global Partner Portal. For example, to save a query
to show only open opportunities.
1. Click the Opportunities tab.
2. Click Query.
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Creating, executing, and saving queries
3. Click Query Assistant. The Query Assistant applet is displayed.
4. Click the <Select Field> list arrow.
5. Select the field from the list. In this example, the Sales Stage field is selected.
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Creating, executing, and saving queries
6. Select the additional query criteria in the other fields to identify open
opportunities.
7. Click Save Query.
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Creating, executing, and saving queries
The Save Query As applet is displayed.
8. Select a name for the saved query from the list.
9. Click OK.
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Creating, executing, and saving queries
10. Click Go to execute the query.
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Creating, executing, and saving queries
The saved query is now available in the Queries list.
Notes:
 You can create and save personal queries.
 Standard global queries are also available.
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Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
1. Click the Opportunities tab.
2. Click Query.
3. Click the Oppty Source/Co-Marketing Codes field.
4. Type exists ('source name'). For example, if you want to search for a marketing
campaign with a source name of 107A70HM - NA - DTA 07 RSDC Conference,
type exists ('107A7*').
Notes:
– The exists ( ) operator searches for values where there are multiple values in a
field.
– If you do not know the Source Name, contact the IBM team that passed you the
opportunity.
For more information on co-funded marketing, see the IBM Co-funded Marketing Web
site.
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Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
5. Click Go.
The opportunities that are returned have a primary or secondary source in the
Oppty Source/Co-Marketing Codes field with a source name that matches the
criteria.
Note: Only the primary source code shows in the Oppty Source/Co-Marketing
codes field. If an opportunity with a secondary source (marketing campaign)
matches the criteria and is displayed, you will not see the secondary source in
this field.
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Creating, executing, and saving queries
Finding opportunities that are associated to a marketing campaign
6. To see the marketing campaign that you queried for, click the Oppty Source/CoMarketing Codes field control. The Lead Sources window appears.
Note: Queries for multiple secondary source codes (marketing campaigns) can be
done by using an or statement in the exists query. For example, if you want to
find all opportunities that had a primary or secondary source code that started
with N or a primary or secondary source code that starts with T, you would type
the following query: exists ('N*' or 'T*'). An and operand does not return proper
results.
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Creating, executing, and saving queries
Exporting your results

To export the results:
1. Click the Menu field arrow.
2. Click Export.
3. Select your Export options:
– Under Rows to export, click All Rows in Current Query to export all rows or
click Only Current Row to export a specific row.
– Under Columns to Export, click All to export all available columns or click
Visible Columns to export only the columns you see on the screen.
– Under the Output Format, select the appropriate output format.
4. Click Next.
5. Click Save to save your file to your hard drive or click Open to view it
immediately. Note: You will not see the secondary source code name in the file.
Therefore, name the file something that identifies the marketing campaign you
searched for. For example, for a query on the source name 107A70HM - NA - DTA
07 RSDC Conference, you could name the file RSDC Conference.csv.
6. Click Close to close the Export window.
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Interfacing with IBM’s CRM system
Recognizing an opportunity from IBM’s CRM system
The opportunity number for IBM’s CRM system opportunities does not start with 1JF-.
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Interfacing with IBM’s CRM system
Accepting an opportunity
1. Access the My Opportunities list.
2. In the GPP Oppty Accept Status field, sort the entries to display Pending Acceptance.
Notes:
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
You can only accept or reject opportunities with Pending Acceptance status.

You must accept the opportunity by the date in the Accept/Reject Due Date field in the Opportunity
header record or the opportunity will be withdrawn. Note: For the United States, Canada, and Latin
America: You must take action before the end of business on that date.
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Interfacing with IBM’s CRM system
Accepting an opportunity
3. Select the opportunity from the list of opportunities.
4. Click the Accept Status field icon. The list of Accept/Reject status choices are displayed.
5. Select Accepted from the list.
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Interfacing with IBM’s CRM system
Accepting an opportunity
6. Save the opportunity.
Note: If you move off the record without saving, the opportunity is not accepted.
Click Cancel and save the record.
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Hints and tips
The hints and tips are collected from IBM Business Partners to help you work
more effectively in Global Partner Portal – OM.
Did you know that a browser setting in Internet Explorer affects performance in Global Partner Portal and
other applications?
1. Click Tools-Internet Options.
2. Click the Advanced tab.
3. If the checkbox for Do not save encrypted pages to disk is checked, confirm with our IT support team that
it is OK and clear the check box.
4. Click Apply.
5. Click OK.
6. Close Internet Explorer and open a new session.
Use ~like to make a search case insensitive.
You can type ~like in any field that you can query in except for fields that have a List of Values or field
control, such as Decision Date or Sales Stage. For example, in the Account field, type ~like Smi*, which
will find all records in which the query field starts with Smi, regardless of case.
Other query tips:
 You can search on a partial company name using "*" after the partial company name. For example, to find
Westpac Banking Corporation, type Westpac Banking*
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
Replace non-alphanumeric characters such as apostrophe (‘) with the wild card ”*”. For example, to find
O’Brien Glass, type O*Brien Glass, or O*Bri*.

When searching for a Company Name like Australia and New Zealand Bank if you type in the whole name
it will not find anything. This is because “and” is considered to be a query operator so it reads the query as
name = Australia and name begins with New Zealand Bank and therefore returns no records. Instead, type
Australia and* or Australia *New Zealand*. Replace the “and” with *
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Hints and tips
Want to update opportunities with common characteristics without having to re-sort and by using fewer key
strokes? Use the thread history hyperlink!
You may want to query for opportunities or sort your opportunities in the Opportunity List view according to
Account Name, Decision Date, and so on, in order to update all opportunities with a common characteristic at
one time. For example, you may want to change the decision date for all opportunities at a specific customer
account. In the past, after you completed your update on one of the opportunities in the list, you may not
have known how to easily return to the sorted list. You may have clicked the Opportunities tab, and resorted
to access another opportunity in the list.
You can accomplish this in fewer steps:
1. Click the Opportunities tab.
2. Query or use the sort arrows to produce the desired list of opportunities.
3. Click the hyperlink in the Opportunity Num column for the first opportunity that you want to update.
4. Make the update.
5. Ensure you are at the top of the record and can see the thread history hyperlink (use the right scroll bar to
navigate to the top of the record).
6. Click the thread history hyperlink in the top left of the screen.
7. The same list of opportunities that was returned as a result of your query in step 2 displays.
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Hints and tips
Check out the My Opportunities Revenue Pipeline view for product detail fields for your opportunities. You
don’t see these fields on the My Opportunities view.
For example, you can see fields such as Brand and Bill Date from this view. These screen shots show you
some of the fields that are available in this view:
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Hints and tips
The hints and tips are currently posted in the Global Partner Portal – OM Update Bulletin. To access the
Update Bulletin:
1. Click Where to go for help in the left navigation pane.
http://sc4.ihost.com/gpp/permanent/update_bulletin/enu/gpp_bp_update_bulletin.pdf
2. Access Global Partner Portal online help.
http://sc4.ihost.com/gpp/2_0/prod/olh/enu/bp/gpp_pp.htm
3. Click the Update Bulletin hyperlink at the bottom of the page.
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Where to find help
 Global Partner Portal Online Help
– Click Help on any Global Partner Portal screen.
– The Welcome to Global Partner Portal online help page is displayed.
–
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Where to find help
 Global Partner Portal Support page in PartnerWorld
http://www.ibm.com/partnerworld/page/gpp_com_stl_home
 Business Partner Administrator’s Guide
http://sc4.ihost.com/gpp/2_0/prod/other/enu/gpp_bp_admin_guide.pdf
 PartnerWorld Profiling System (PPS) User Guide
http://www.ibm.com/partnerworld/pwhome.nsf/weblook/pwp_ug_index.html
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Where to find help
 PartnerWorld Contact Services (PWCS)
http://www.ibm.com/partnerworld/pwhome.nsf/weblook/cpw_index.html
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Global Partner Portal – OM in Latin America
 When Business Partners create an opportunity in Global Partner Portal – OM, IBM
validates the opportunity before it flows to IBM’s CRM system.
 In Global Partner Portal – OM, the role of access administrator is performed by a
Business Partner employee. This role in Global Partner Portal is known as the Business
Partner Administrator.
 Training for this role is located on the Global Partner Portal – OM support page, under
the Training tab at http://www.ibm.com/partnerworld/page/gpp_com_stl_edu.
 Complete training for Global Partner Portal – OM is also available on the Training tab.
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Global Partner Portal – OM in Latin America
Submitting a new opportunity for Latin American validation
1. Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains
a list of opportunities, is displayed.
2. Click New. The Opportunity applet is displayed.
3. Create the opportunity and complete the required fields.
4. Click the Validation Status field arrow. Note: The opportunity must be at sales stage 03 or higher
and have at least one revenue record to be submitted for validation.
5. Click Submitted. The opportunity is sent to IBM for validation. The IBM Latin American validation
sends you an e-mail advising you that your opportunity is approved, rejected, or if additional
information is required.
Important: All Latin America opportunities must be created and managed in accordance with your
local opportunity management guidelines. Contact your Client Representative for Business Partners
(CRBP) for more information.
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Global Partner Portal – OM in Latin America
Submitting an existing opportunity for Latin American validation
1. Click the Opportunities screen tab. The Opportunities screen, My Opportunities view, which contains
a list of opportunities, is displayed.
2. Find the opportunity or click Query.
3. To select the opportunity, click the blue hyperlink in the Opportunity Num field. The opportunity
details are displayed.
4. Click the Validation Status field arrow.
5. Click Submitted. The opportunity will be sent to IBM for validation. The IBM LA validation sends you
an e-mail advising you that your opportunity has been approved or rejected.
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Global Partner Portal – OM in Latin America
Viewing the status of an opportunity
1. Click the Opportunities screen tab. The Opportunities screen, My Opportunities view,
which contains a list of opportunities, is displayed.
2. Find the opportunity or click Query.
3. To select the opportunity, click the blue hyperlink in the Opportunity Num field. The
opportunity details are displayed.
4. The status (Approved, Rejected, or Expired) appears in the Validation Status field.
Note: If you update a previously approved opportunity and change the brand or delete the last
revenue record, the Validation Status returns to Draft.
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Where to find help
 Useful tips
 Using Keyboard shortcuts
 Using Queries
 Using the Query Assistant
 For more information, click Hints and tips and Where to find help.
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