SALES MANAGER PIPELINE

Process Overview

Field Details
Process Name Sales Manager Pipeline
Segment REL
Process Family Lenovo India
Process User(s) Wyzmindz solutions pvt ltd
Process Purpose To systematically enrich and cleanse pipeline data by mapping sales ownership, RSM, segment, and offering attributes from multiple reference files, ensuring data accuracy and consistency.

Version History

Version Tag Prepared By Date of Update/Revision Validated by Reviewed by Approved by Revision Details
v1.0 Sharanya J 20-12-2025 Navneeth Sushruth Vasista Vishwanath Mosale SOP Document Creation

Distribution and Access List

Designation Read Write Approval
Analyst Yes No No
Team Lead Yes Yes No
Manager Yes Yes Yes

1.1 Purpose

To ensure accurate and consistent preparation of the India Pipeline report by mapping correct ownership, segment, RSM, and offering details from multiple source files. This process supports reliable pipeline visibility and decision-making through standardized filtering, validation, and summary reporting.

1.2 Scope

  • Geographic Scope: India.
  • Business Segment: REL
  • Process Frequency: Every Friday
  • Core Activity: Pipeline Data Standardization
  • Key Distributors Covered: Lenovo

1.3 Business/Segment Overview

This process supports sales and business teams by organizing pipeline data in alignment with the sales hierarchy, including segments, RSMs, and opportunity owners. It provides a structured view of pipeline performance to help leadership track progress, prioritize opportunities, and make informed business decisions.

1.4 Responsibility and authority

  • Analyst : Sharanya J
  • Process Owner : Navaneeth
  • Process Manager : Dayanand
  • Escalation Manager : Sushruth Vasista
  • Approval Authority : Vishwanath Mosale

1.5 Escalation matrix: (Wyzmindz and Lenovo)

Escalation Matrix – WyzMindz Solutions Pvt Ltd India

Sl No. Name Designation Email ID
1 Sushruth Vasista Manager sushruth.vasista@wyzmindz.com
2 Vishwanath Mosale Director Vishwanath.mosale@wyzmindz.com

Escalation Matrix – Lenovo India Pvt Ltd

Sl No. Name Designation Email ID
1 Anand M Lanka Head - India Order Fulfilment & Order Center analanka@lenovo.com
2 Saurabh Agarwal Ops Director asaurabh@lenovo.com

1.6 RACI Matrix:

RACI Matrix – WyzMindz Solutions Pvt Ltd India

Report / Process Responsible Accountable Consultation Informed
Sales Manager Pipeline Sharanya J Sharanya J Navaneeth K Lenovo Ind Pvt Ltd, Wyzmindz – Lenovo Process Team

1.7 Access Required:

  • Outlook - For receiving reports and communications.
  • Access to MS Office Suite
  • Coperation Share Point access

1.8 Overview of Tools

Sl No Tool Name URL Description
1 Codata https://codata.lenovo.com/ It’s a website used to extract funnel.

1.9 Legends

  • ST– Sell thru
  • SO - Sell Out
  • NA – Not Available
  • FCrad – Future Crad
  • GRP – Gross Retail Price

1.10 Data Dependencies

  • Funnel Dump

1.11 Schedule of Reporting

  • Frequency: Every Friday.

1.12 Process Flow Chart

PROCESS FLOW CHART

1.13 Steps of Procedure

STEPS OF PROCEDURE

  • Click on D365 Opportunity Details.

STEPS OF PROCEDURE

  • Filter Business Group field with IDG.

STEPS OF PROCEDURE

  • Filter Region field with INDIA.

STEPS OF PROCEDURE

  • Filter Fiscal Quarter field with Current Quarter and next 3 Quarters.

STEPS OF PROCEDURE

  • Right click on table and select Option (3dots icon).

STEPS OF PROCEDURE

  • Click on Download as…

STEPS OF PROCEDURE

  • Then Again click on Data.

STEPS OF PROCEDURE

  • Then Click on Export.

STEPS OF PROCEDURE

  • Then click on Click here to download your data file.

STEPS OF PROCEDURE

  • Open the file once downloaded.
  • Next the Transaction Indicator column there is a Manager Forecast 2 and, in this column, apply a formula for bring the data of Manager Forecast column.
    • =Manager Forecast
  • Open Funnel Tagging file.
  • Map Updated Opp Owner next to the Manager Forecast 2 column using Field Sales column with Sales Manager column from Funnel Tagging file and named this column as Updated Opp Owner.
    • =IFERROR(VLOOKUP(Field Sales, ‘Sales Manager’ : ‘Updated Name’,5,0), “-”)
  • Map RSM next to the Updated Opp Owner column using Updated Opp Owner column with Sales Manager column from Funnel Tagging file and named this column as RSM.
    • =IFERROR(VLOOKUP(Updated Opp Owner, ‘Sales Manager’ : ‘RSM’,4,0), “-”)
  • We have SBU_Code along with Segment based on that SBU_Code.
  • Map Segment next to the RSM column using Sbu_Code column with Sbu_Code column from segment table of Funnel Tagging file and named this column as Segment.
    • =VLOOKUP(Sbu_Code, ‘Sbu_Code’ : ‘Segment’,2,0)
  • Open Services Offerings sheet from the Base file.
  • Map OH L1 next to the Segment column using MTM column with PN column from Services Offerings file and named this column as OH L1.
    • =IFERROR(VLOOKUP(MTM , ‘PN’ : ‘Services Offering Category’,3,0), “-”)
  • Map OH L2 next to the OH L1 column using MTM column with PN column from Services Offerings file and named this column as OH L2.
    • =IFERROR(VLOOKUP(MTM , ‘PN’ : ‘Services Offering Category’,4,0), “-”)
  • Select Device as a Service in Solution Area column and Update DAAS column as “DAAS”.
  • Remove the filter.
  • Map Offering Bucket column using OH L2 column from Services Offerings sheet and named this column as Offering Bucket.
    • =IFERROR(VLOOKUP(Services Offering Category , ‘Services Offering Category’ : ‘Offering Bucket’,4,0), “-”)
  • Select all the REL segment in Segment column and select “-” in Updated Opp Owner column.
  • Check Field Sales and Inside Sales column. If we are getting any Field Sales, then update that name in Updated Opp Owner column.
    • = Field Sales
  • Then, Check Inside Sales column. If we are getting any Inside Sales, then update that name in Updated Opp Owner column.
    • = Inside Sales
  • Remove the filter.
  • Select “EA” & “SA” segment in Segment column and check whether we are getting “NA” in RSM or not. If we will get NA, then select NA in RSM column and update it based on Updated Opp Owner.
  • Remove the filter.
  • Deselect “-”, “EA” , “SA” & “SMB” and check whether we are getting any name in RSM column. If we will get any name, then we have to select that name and change it as NA.

Note

RSM is only for “EA” & “SA” apart from these two, RSM should be “NA” for other REL segments.

  • Save this file as India Pipeline and put the today’s date.
  • Now, Open India Pipeline today’s file.
  • Deselect all the REL segment in Segment column and delete the whole resultant data. (Ctrl + “-”)
  • Remove the filter.
  • Go to “Probability” column and change the data of this column into percentage.
  • Select only “0%” & “100%” and delete the whole resultant data. (Ctrl + “-”)
  • Remove the filter.
  • Deselect “DT”, “DTWS”, “NB”, “NBWS”, “PCG S&P”, “Service”, “SMO” & “Visual” in Brand column and delete the whole resultant data. (Ctrl + “-”)
  • Deselect current quarter and next three quarter and then, delete the whole resultant data. (Ctrl + “-”)

Note

We have to keep only current quarter and next three quarter.

1.14 Output Overview

  • Pivot table based on Data sheet and named this sheet as Summary

OUTPUT OVERVIEW

  • Pivot Selection should be.

    • Fiscal Quarter – Current Quarter
    • Probability – (All)
    • Brand – DT, DTWS, NB, NBWS
    • Segment – (All)
    • RSM – (All)
    • Updated Opp Owner – (All)
    • Week – Current week and all the weeks. (Deselect till last week)

  • You will see the pivot table below.

OUTPUT OVERVIEW

OUTPUT OVERVIEW

  • Pivot table based on Data sheet and named this sheet as 3X3.

OUTPUT OVERVIEW

  • Pivot Selection should be
    • Fiscal Quarter – Current Quarter
    • Segment – (All)
    • Brand – DTWS, Service, NBWS , PCG S&P & Visual
    • Updated Opp Owner – (All)
    • RSM – (All)
    • Customer Name EN – (All)
    • Probability – (All)
    • Week – Current week and all the weeks. (Deselect till last week)

OUTPUT OVERVIEW

  • Pivot table based on Data sheet and named this sheet as Options.

OUTPUT OVERVIEW

OUTPUT OVERVIEW

  • Pivot Selection should be.

    • Fiscal Quarter – Current Quarter
    • Probability – (All)
    • Brand – PCG S&P
    • Segment – (All)
    • RSM – (All)
    • Updated Opp Owner – (All)
    • Week – Current week and all the weeks. (Deselect till last week)

  • Pivot table based on Data sheet and named this sheet as Services.

OUTPUT OVERVIEW

OUTPUT OVERVIEW

  • Pivot Selection should be.

    • Fiscal Quarter – Current Quarter
    • Segment – (All)
    • OH L2 – Deselect only “-”
    • Brand – Service, PCG S&P
    • Updated Opp Owner – (All)
    • RSM – (All)
    • Customer Name EN – (All)
    • Probability – (All)
    • Week – Current week and all the weeks. (Deselect till last week)

  • Pivot table based on Data sheet and named this sheet as SSG RTG Pipeline.

OUTPUT OVERVIEW

  • Save this File as Sales Manager Pipeline and put the today’s date.

1.15 Validation checklist:

  • Ckeck the Segment, it should be updated as per SBU Code and some account list file which is only related to EA OL, EA Acq and GCC Acq.
  • Check the Updated Opp Owner, it should be updated as per Field Sales
  • Check RSM column, it should be updated as per Updated Opp Owner. RSM is updated only for EA OL, EA Acq and SA segments.
  • Check OH L1, OH L2, OH L1 and Offering Bucket column, these all are updated based on MTM from Services PN mapping file.
  • Check the DAAS, It should be updated only for Device as a Service which is in Solution Area column.
  • Check the Fiscal Quarter column, it should be Current Quarter with next three Quarters.
  • Check Probability column, it should be only 5%, 25%, 50% and 80%.
  • Check Brand column, it shoud be only DT, DTWS, NB, NBWS, PCG S&P, Service, SMO and Visual.
  • Check Segment column, only REL segment should be there in the "Segment" column.
  • Check the selections in all the Pivot table which is available in different sheets, Week selection should be current Week with last week of the current Quarter.

1.16 Communication:

1.17 Repository Details:

  • " D:\KT Videos\Funnel Sales Manager.mp4"