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CRM_PD_WIZARD - Create Characteristics Groups and Ratings

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A wizard in this activity leads you through the steps required to create characteristics, and to organize them into characteristics groups. Then, in transaction processing, end users can select these characteristics to describe members of partner teams, or the relationships between members. Characteristics to describe team members could include technical knowledge or influence on the budget, for example.

Once you complete this activity, you assign the characteristics groups to partner functions and relationships.

• To assign characteristics groups to partner functions see Define Partner Determination Procedure.

• To assign characteristics groups to relationships, see Define Relationships.

Then, when an end user creates a transaction, she can select characteristics and ratings from the assigned groups to describe the team members performing the partner functions, or to describe relationships between members. She can ignore characteristics that are not relevant, even if they are part of the group.

Characteristics groups defined as generally validare automatically valid for all partner functions, and therefore, in transactions, you can select any characteristic from a generally valid group to describe a team member. However, generally valid groups are not automatically valid for relationships, and you cannot assign them to relationships.

You must assign characteristics to characteristics groups, because only groups, not single characteristics, can then be assigned to partner functions and relationships. Also, only groups can be defined as generally valid.

• In this activity, you create characteristics group 1, with the following characteristics:

• influence on the budget with the ratings significant, some and none

• involved in projects with us before with the ratings frequently, occasionally and never.

• experience in this field with the ratings 5 years or more, 2 - 5 years and less than 2 years.

• In Define Partner Determination Procedure, you assign characteristics group 1 to the partner function Contact partner.

• You create an Opportunity with Johnson Pharmaceuticals as the sales prospect. On the Buying Center tab you enter, along with other team members, David Wilson as your contact partner at this company.

• You know David has significant influence on the budget, but have never worked with him before and do not know how much experience he has in the pharmaceutical industry.

• You assign the characteristic influence on the budget to him and rate it as significant.

• You assign involved in projects with us before and rate it as never.

• You do not assign the characteristic experience in this field.

• Then, as you and your colleagues develop a sales strategy, you use this information to plan effectively and to communicate appropriately with David.

Use this wizard to initially define characteristics and their ratings, and to organize the characteristics into groups. If you need to make changes later, use the activities under the heading Change Settings for Partner Teams.

For more information, see documentation for Partner Teams.

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