Introduction
Objectives
Process Flow
Glossary
Raci

INTRODUCTION

PHASE 80. FINAL NEGOTIATIONS

Welcome to the Resolution Stage, which is Phase 80-90 of the Food & Beverage 180 portal. This phase concentrates on all the processes, steps and provides information to the relevant collateral required to deliver a Sales Resolution within the engagement.

OBJECTIVES

ORACLE OBJECTIVES

Ensure Customer has funding in place for the value of the deal
Confirm Customer Funding
Win Deal with Booked Order

FBGBU OBJECTIVES

Finalise Negotiations with Proper Approvals in place. To produce properly formatted Ordering Document and able to review with the customer through to a completed deal through to fully Booked Order:

Validate that the qualification is correct and this is a viable opportunity
Ensure Decision Maker is identified and in Support of the Offer
Signed and Agreed OMA in place to ensure the deal can progress
Follow the Express Pathway for deal, if possible, to ensure C2A available
Review Ordering Document and OMA (if necessary) with customer
All CEMLI’s identified contracted

PROCESS FLOW

Below describes the typical process flows including references to documents or actions that may need to be completed to support this phase:

Ensure Customer has funding in place for the value of the deal
Ensure Decision Maker is identified and in Support of the Offer
Signed and Agreed OMA in place to ensure the deal can progress
Follow the Express Pathway for deal, if possible, to ensure C2A available
Review Ordering Document and OMA (if necessary) with customer
All CEMLI’s identified contracted

GLOSSARY OF TERMS

Acronym:	Type:	Definition:
OMA	Document	Oracle Master Agreement
C2A	Process	Click to Accept
CEMLI	Document	Configuration, Extension, Modification, Localization, and Integration
DAS	Application	Deal Approval System
OD	Document	Order Document
POEF	Document	Purchase Order Exemption Form
PO	Document	Purchase Order
OIP	Application	Order Information Portal (Lite)
SLA	Document	Service Level Agreement
CRA	Application	Customer Request Application

Final Negotiations PHASE RACI

A RACI matrix as illustrated below will be used for each phase to help us define roles and responsibilities in every step of the FB180 process so everyone knows who's doing what.

This ensures standards in our approach whilst providing confidence and assurance to our customers!

Owner: Sales

PHASE SLAs & KPIs

Estimated and average 5-10 working days, dependant on deal complexity

POEF Acceptance – 2 working days (Collections SLA)

Order Booking – 8-24 Hours, Quarter Timing dependant

DOWNLOAD PDF:
PHASE 80-90. RESOLUTION.
Click here

Introduction Video

Here you’ll find an overview of the entire 180 process, each stage can be drilled into revealing all the documents, playbooks & content of each 180 phase. Before you jump in please listen to a few words from Mark Gausden, VP - EMEA Sales, Food & Beverage Global Business Unit.

Applicable Tiers

Output Checklist

Below list’s the key outputs as a checklist that would be required to be completed within this phase:
☐ POEF Form for Booking, if PO not available

Useful Links

Below list’s the links to the application portal described in this phase as well as some useful links to knowledge based collateral that may help you:
- eSource
- Credit Snapshot
- POEF Registration
- Credit Limit Increase
- DAS
- CRA

Training

Some recommended training courses/training material that are available that will help you in this phase:
- Negotiate to Yes
- Objection Handling
- Collaborative Influencer
- Advanced Deal Management for GBU

PHASE 80-90 RESOLUTION