Professional Documents
Culture Documents
DNSO
Discover New Service Opportunity
DNSO UKI Opportunity Owner
Education Pack
Contents
Introducing Myself
DNSO rules
DNSO Eligibility
Searching Leads
Award Process
Process Diagram
Areas to Improve
Useful Links and contacts who to contact for help and advice
DNSO Rules
The Rules of Engagement detail when a lead is not valid. If the lead meets any of
The Following criteria it should not have been logged into DNSO. If a lead is
logged and meets any of the criteria set out below it should be rejected:
Non GTS OPPORTUNITES
Leads submitted in retrospect
Any known or existing pipeline (e.g. business already identified and tracked via
Siebel).
Leads where IBM are already aware of the opportunity are excluded (e.g. all
contract renewals)
Leads will be treated on a first come, first served basis. Duplicate leads will be
rejected
Opportunities where it is unclear whether the eligibility criteria is being satisfied
will be considered on a case by case basis by the DNSO Country Administrator
and Sales Management
DNSO Eligibility
DNSO
Discover New Service Opportunity
Qualifying employees:
- All GTS business lines not on a Sales or Commission Plan
- Employees must be active IBM employees throughout the cycle
Excluded employees:
-
Employees on any form of Sales or Commission Plan, DNSO Focal Points, and opportunity
Owners (separation of duty conflict)
SPL10
SPL10
https://w303.sso.ibm.com/services/salesone/default.wss?perspective=GTS&menuid=1&pagefrag=/Global/html/mtss
globalsales_portal.html#1
https://w3-connections.ibm.com/communities/service/html/communityview?communityUuid=6c4326ea73a9-413b-8339-053b581a77f6#fullpageWidgetId=W0b6c75b46521_4a29_8de0_4f7b0f0bd0b1
HW STG LEADS
You may also log leads for anything HW STG
-
DNSO Rules 2
HINTS and TIPS to get the lead through the DNSO process as quickly as possible
All machine and Serial numbers must be provided on the tool and these will be
used to verify the opportunity is WON, eg. Just saying that new MA contract is
not sufficient
We must have a CHIS contract number where the opportunities have been
added so that Customer Fulfilment can approve the lead
Provide copies of signed contracts, bid details, customer acceptance emails and
inventory lists to get the lead through the validation process as quickly as
possible
DNSO bonus payments will only be made once CF have accepted the contracts
uploaded onto the tool are valid and auditable.
For all MTS maintenance leads only, DNSO bonus payments will be
made against the 1st years revenue of the Total Contract Value (TCV).
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Search Leads
You can check on leads for updates and progress information that the OO
has included
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Afterwards, you need to search for DNSO lead again and assign to CF approver as below:
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-Rejection reason box will appear and you are required to give a
valid reason why the DNSO lead is being reject
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Issue
Lack of Progress and Updates from the OOs on the Logged Lead
Working Progress Solution
I am working on setting up a weekly review call with the OOs
Noticers will also be invited onto the call but as many are in the Field they may
not be free to attend
The purpose of the call will be to discuss the lead and gain agreement from the
OO that this is a valid lead and that it will be progressed in a timely manner
Where the Noticer is also available to join the call it will join up the Noticer and
OO and start a dialogue to be continued through to closure
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With our growth needs clearly in mind, we are delighted to announce a change to the
DNSO incentives rates for all new leads generated from 1st April 2012. The payment
structure has been simplified and increased in some areas to benefit users
These are:
for <$250k deals the current DNSO incentive of 0.5% of TCV per transaction is raised to 1% of TCV
for successful leads >$250k,up to $1m rises from 0.5% to 0.75% , with a maximum $3k bonus
for >$1m TCV deals the bonus is raised to a maximum of $4k. bonus
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