Revision

H3CBiddingandPresalesContractBusinessSolutionServicesFSBRDBusinessRequirementsVer.Ver.1H3CBRD–BiddingandPresalesSupport–ContractBusiness–SolutionServicesBusinessBusiness維持和更新投標/TSSContract業(yè)務需求總覽（BusinessRequirementContractBusiness中的解決方案（SolutionServices）的商機（Opportunities）InstalledBasePipeline/Opportunities的了解客戶（Understandthe標示商機（Identifythe確認商機（Qualifythe開發(fā)解決方案（DevelopandPropose談判進單（Negotiateand實施保證（Implementand擴充擴展（Expandand在這里的理解，所謂商機管理，就是貫穿始終的一套流程方法，從市場上/InstalledBase中，發(fā)現(xiàn)商機，形成Pipeline（不帶OrderSize估算），進而形成Forecast列表（包括、deal信息、解決方案信息、各產品線組成、OrderSize的估算、RevenueSize的估算等）。所謂Pipeline，在這里的語境中，表示粗略的、 太多投入的、具有潛在商機的有關。通常的業(yè)務，相對于最終目標，維持3倍數(shù)量的Pipeline是一個安全的閾值；各個銷售團隊的下列數(shù)據(jù)（目前分為北區(qū)1、北區(qū)2、東區(qū)、南區(qū)、SMB、PWCP共六 Subject Subject 123CurrentQ45=Budget–CurrentQ6%=CurrentQCommit/7Changed89CurrentChangedChangedCurrentQChangedMABudget+HPEBudget+TSCurrentQMACommit+HPECommit+TS=Budget–CurrentQ%=CurrentQCommit/Changed商機列表-DealProfile–AccountBriefandForecast Head Q1,Q2,Q3,OrderEntryJan–1–CommittedorYesorRisk,Risktonextmonth,Upside,Won,ContractStartContractEndEndUserL15EndUser(ShiptoSalesRep.SalesRep.Backup ephoneSalesTeamBelongSalesConversionAmountRenewAmountSolutionAmountNewServicesinContractTotalAmount=17+18+ConversionAmountRenewAmountContractEquipmentAmount=21+ProactiveServiceChargeAmountProactiveServiceAmountProactiveServiceTotalAmount=24+Multi-venderServicesNetworkSupportServicesIndustryStandardServerServicesEducationTechnicalServicesGrandTotal=20+30+OpportunityCityAboutCustomerBusinessOverviewandITValueProvidedtoBusinessPrimaryDecisionITTechnicistAboutUnisUnisTSSupportTSSupportSales-DistrictASMDM-EGAccountSolutionIBRegionalContractAdmin-DalianGBSAboutServiceTotalContractServiceExpiredStartEndAbout3rdParty3rdPartyAboutNewServicesinContractLastYearForecastValue($k)forTotalPLBringbyWhichMissionCriticalandTechnical enter000BusinessLastCurrentConerDiscountOffForecastRenewalRateHPTechnologySoftware00BusinessCriticalServer00IndustryStandardServer00Storage003PAR00InsallationandDeployment00MissionCriticalandTechnical00Denter00Moonshot00Network00Multivendor00Recement0000000000000000Education0Other0Grand0000000000000各個銷售團隊的下列數(shù)據(jù)Contract、Education、TechnicalServices、PWCP、TotalwithoutPWCP、TotalincludePWCP共六個模塊； Subject Subject 1235=Budget–CurrentQ6%=CurrentQCommit/7Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed=Budget–CurrentQ%=CurrentQCommit/Changed人商務文檔（標書/合同銷LegalO-銷CreditO-(銷FollowEUVApproval報&1STlineBuMgr.+FinanceSOARDeliveryApprovalMatrix;Delivery&BU相關的非標1STlineBuMgr+DeliveryApprovalMatrix;3rdPartySOAR&BidFollowSOARApprovalLowMargin&Finance相關非標條BU2ndLineMgr.+FinanceMgr.andcontroller；Approval保證金流程/PerformanceFollow保證金/保函Approval(CustomerContractReviewECOFinal標書&CO針對付款/帳期條款申請CreditReview負責項目的報價/成本/EGM的核定ProposalSOARBidAssurance（SOW、Risk）負責項目里面第成本的審核SolutionOpportunityApproval&Review是整合意見，對項目情況全面溝通規(guī)劃及審核的流程Bidding重要的申請SOARSolutionOpportunityApprovalReviewWhat’sAstructuredapprovalprocesstoauthorizecommitmentofHPresourcesforcustomservicesAppliestoallcustomservicesApprovalprocessinvolvesdifferentmanagementlevelsandbusinessesbasedonscopeandcomplexityofdeal.SOARToestablishaconsistentandprocessfortheapprovalofHPcustomerbusinessopportunitiesandprograms(includingpricing)inordertoeffectivelymanagerisk,achieveprofitabilitygoals,andtoequipthebusinessdecisionmakerswithinformationtoefficientlymakeeffectivebusinessdecisions.TypeofSOAROpportunityAssessment(OA)ApprovalrequiredpriortoproceedingtotheDevelopment&BidBidApproval(BA)requiredpriortoproceedingtotheNegotiateandCloseTerms&Conditions(Ts&Cs)ApprovalmayberequiredtoproceedtotheDeliveryScopeChange(SC)ApprovalisrequiredduringtheDeliverystagetoproceedwitharevisedCustomerDrivenSalesMethodology(CDSM)RaodmapandOpportunityValidateInitiateQualifyBidDevelop&ParticipateinapprovalT&CNegotiate&ScopeChangeWon&Won&RiskRatingMinorimpacttocustomersatisfactionand/orachievingprojectNoticeableimpacttocustomersatisfactionand/orachievingprojectgoalswithintheexistingprojectnandSignificantimpacttocustomersatisfaction.Resolutionmayrequireresourcesinadditiontothoseintheexistingprojectn.ChangeordersmayberequiredforVeryUnlikelytoachievesuccessfulcompletion.Customersatisfactionwillbedamagedwithlikelyimpactonotherbusinesswiththecustomer.FunctionalOpinionRiskVeryOverallRisk1orVery02or01Atleast002or000orLoworSOARRequirements–FinancialCheck1Primeorsub2FirmorROMFirmpricing:FullSOARROM(RoughOrderofMagnitude):noSOARapprovalbybusinessmanagersafterfullreview3Creditrating&paymentMustbereviewedandapprovedbyStandardpaymentterm:30days4PaymentIndependentandclearpaymenttonemust5TermsandNonstandardT&Cmightimpactrevenuerecognition.OpinionsfromLegalteamandRevRecteammustbeNonstandardT&CUnlimitedIndirect/ConsequentialIndemnity(claimson3rdpartyTermination(noticeperiodandStep-inMFC(MostFavoredPerformanceBond/Bank6TotalandYearlyTCV,EGM,GMandOPTCV,GMorEGMdictateslevelofapproval7CashPricingtool(E3T)mustbefurnishedwithpaymenttones(inflowandoutflow)Paybackperiod:whencashflowturnsBackloadedinvoicing(67%ofpaymentinthelastthirdofproject)mayimpliesrevrecimpact8MasterServiceAgreementHighlyriskyifadealisclosedbeforeMSAissignedifAnyT&Ccontradictsone93rdParty%ofHPand3rdpartycostratio(dealwithmorethan75%of3rdpartycostshouldberatedhighriskwithexceptiontoCFSdeal)3rdpartymustbereviewedandratedbyprocurementteam(opinionformmustbesubmitted)ForFirmpricing,quotationandteamingagreementmustbeobtained/Backtobacktermwith3rdpartyCOLDAppliedtomulti-yearcontractonly.WarrantymustbeincludedinprojectdurationCumulativeCOLA%applied.Marginerosionimpactonmulti-yeardealMEA(MultipleElementRevenueforeachelementisbasedonfairvalueratherthancontractpriceEachelementshouldbeaccountedseparaybyrelevantguidelinesHPFS(directorembeddedEmbeddedleasingmustbereviewedandapprovedbyRevRecteamLeasingforSupport/Services–eligibleservicesrefertoRiskLow3%-5%/Medium5%-7%/High7%-10%oraboveoftotaldirectcostRisklogmustbeRevRecDispositionisrequiredforalldealswithnon-standardTs&Cs,and/orincludecomplexitieslikeLeasing,MEA,報價流程（Quotation1AccountName2-345-6Province省（區(qū)7City-8TSIB9TSIBSalesFSIBPWSpre-Code-HPLabor123456789ProactiveISSISSISSISSISSISSVirtualizationISSISSProactiveMVSProactive00000000TSPricingSolutionLabor數(shù)、3rdPartyLabor&SubcontractorPlsPlsfillblueTSPricingQuickSimulationProposedQuotePriceexcludeForSimulationProposedEGM%excludeQuoteForTotalEngineer