| Title: | The Digital way of working |
| Moderator: | QUARK::LIONEL ON |
| Created: | Fri Feb 14 1986 |
| Last Modified: | Fri Jun 06 1997 |
| Last Successful Update: | Fri Jun 06 1997 |
| Number of topics: | 5321 |
| Total number of notes: | 139771 |
Hi!
Do we have a compulsory corporate-wide policy on booking of sales made
by a SBU VAR/ISV/SI partner at a key account, handled by ABU, or it
depends only on the decision of the CM/CMT?
To put it more clear: customer A is a key account where DEC-somewhere
can't make a direct sale, but partner B (contracted SBU partner, present
at customer A long time ago) can, using the exclusive SBU discounts.
How and where should this sale be booked to? (Supposing that we respect
the corporate policy.)
Does this revenue count for:
- the SBU PM's goal-sheet, handling partner B;
- the ABU AM's goal-sheet, handling customer A;
- both;
- is it split between the SBU PM and ABU AM?
Who covers the costs of the presales activities, events, loaned demo
configuration, etc. promoting this sales?
GyJ
| T.R | Title | User | Personal Name | Date | Lines |
|---|---|---|---|---|---|
| 4316.1 | It's kinda like this.... | MPOS01::BJAMES | I feel the need, the need for SPEED | Thu Dec 14 1995 17:34 | 26 |
In the USA the Business Partner (VAR/ISV/Reseller) can sell the Digital
content of an order in concert with their value add, namely a software
application, SI engagement, or other demonstrated value added element.
The ABU account person who is formally listed in the CBA table (the
certs table if you will) can claim 80% of the credit of the MLP or the
order against his/her goals within that account. If there is no
account rep. assigned and there is a new business account person
working within this territory, they can claim the credit against their
goal sheet.
The answer is, it depends on what is going on within the account, what
partner they are working with, if they have a direct Digital sales rep.
assigned to them or not, and what the scenario is being worked on. The
SBU account rep. receives the revenue credit assocaited with this sale
through their partner. This looks like:
MLP- discount - allowances- other adjustments = net operating rev.
All SBU rep.'s are measured and paid on NOR or the net of the sale into
and through their partner. So, in essence on a sale where the ABU rep.
is in the account influencing and helping with the sale they get their
credit and the SBU rep. who is working with their business partner they
receive their respective credit.
Mav
| |||||