An opportunity needs to be created in Salesforce for each possible deal. These are created by the Sales person. The following guidelines should be followed:
1. An opportunity must be created in Salesforce as a Direct Standard opportunity
2. Opportunity type depends on the agreement type
- Loaner agreement = Standard Sale
- Rental agreement = Rental Instrument
- Reagent Rental agreement = Standard Sale
- Any agreement in Tender = Tender
3. Use the following naming convention: System_ Type of Capital Support Product_Account_Customer name
4. Opportunities should NOT have a $ value. Apply 100% discount on instruments, but refrain from submitting the quote
5. Opportunities need to have quantity 1
6. Opportunities should be managed through the sales process as any other standard opportunity.
7. Once the Capital Support product is shipped, a notification is sent to Sales Ops to check if the Salesforce opportunity has closed automatically. If not, we should close the opportunity by adding the PO number and PO date and close/won the opportunity.
For Reagent Rentals, the Quotes department also createsan agreement in Salesforce: Special Programs – Reagent Rental. Thisagreement contains the consumables with pricing that are part of the proposal. Once the agreement is signed by the customer and Illumina, this Salesforceagreement will be activated and pricing will be available in SAP. Customer Carecan select the agreement in ASOP to bring in the correct Reagent Rental priceswhen the customer sends a PO.
The Reagent Rental Calculator is a self service tool to help sales with scenario modelling for reagent rentals.
The Rental Calculator is a self service tool to help sales with scenario modelling for rentals.
vFast can be used to model a new Reagent Rental agreement. In a nutshell, vFast allows you to select the capital products and consumables that you want to include into the proposal, fill in the expected number of samples per year and the duration of the agreement. Based on these details vFast will calculate the price for the consumables.
Look at the ‘Tutorials And Workflows’ tab in vFast for more information.
To track and trace Capital Support products, EMEA maintains the Quickbase app “Europe Capital Support Management System”. For each agreement, a record needs to be created in the app. This will allow us to track all steps in the process and gain approvals. For detailed work instructions, please view: Europe Capital Support_QuickBase App_WI
Europe Financial Services maintains the app and manages small improvements. If substantial changes are required, we can ask the Europe Analytics Team for support.
Reagent Rental agreements include a minimal commitment on consumable sales for the customer. In order to track if the customer is living up to this commitment, we have created a Tableau dashboard. More information on the purpose of this dashboard can be found here.
Default currency when opening the tracker is the Local Currency. As agreements are signed in Local Currency, we should also be tracking them as such. In the filter menu you can switch to USD.
Default target is set to the “Expected Spend At End of Quarter”. The vertical lines shows where we expect shipments to be by the end of the current quarter. In the filter menu you can switch to the “Expected Spend Today”.
Clicking on the results bar of a particular agreement will bring you to a detailed page.
This Tableau dashboard shows the Financial results over time for Europe Financial Services. Different tabs and filters are available to enable looking at the data from different angles.
