FUNNEL DUMP OPEN AND CLOSE FUNNEL- REGION WISE

Process Overview

Fields	Description
Process Name	Open & Lost funnel
Segment	SMB
Process Family:	Lenovo India
Process User(s):	Wyzmindz solutions pvt ltd
Process Purpose:	This report is instrumental in providing actionable insights, tracking performance, and supporting Lenovo’s sales strategies

Version history

Version Tag	Prepared By	Date of Update/Revision	Reviewed by	Approved by	Revision Details
V 1.0	Sanjay Gowda	12-12-2025	Sushruth Vasista	Vishwanath Mosale	SOP Document Creation

Distribution & Access List

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

1.1 Purpose

This process includes the weekly download of opportunity data from D365/Co-Data mapping of PAM/CM and regional details using approved mapper files, week-wise and stage-wise filtering of opportunity data, identification and reporting of open funnel and close-lost opportunities, preparation of region-specific reports for East, North, South, and West regions, and distribution of the finalized reports to the respective regional operations teams.

1.2 Scope

• Geographic Scope: India.
• Business Segment: SMB Segment
• Process Frequency: Weekly thrice
• Key Distributors Covered: PAM, CM & ISR

1.3 Business/Segment Overview:

The Open & Lost Funnel Weekly Report process focuses on the extraction, preparation, and reporting of sell-thru opportunity data to provide visibility into open and close-lost funnel positions for Lenovo India. On a weekly basis, data is downloaded from D365/Co-Data, enriched with PAM/CM and region mappings, and processed using standardized funnel templates.

1.4 Responsibility and authority:

• Analyst : Sanjay Gowda
• Process Owner : Nadeem Budihal
• Process Manager : Dayanand U
• Approval authority : Vishwanath Mosale

1.5 Escalation matrix: (Wyzmindz and Lenovo)

Escalation Matrix - Wyzmindz Solutions Private Ltd

Level	Name	Designation	Mail
1	Sushruth Vasista	Manager	sushruth.vasista@wyzmindz.com
2	Vishwanath Mosale	Director	vishwanath.mosale@wyzmindz.com

Escalation Matrix – Lenovo india Private Ltd

Level	Name	Designation	Mail
1	Marlene Pinto	Manager	mpinto4@lenovo.com

1.6 RACI Matrix:

RACI Matrix – WyzMindz Solutions Pvt Ltd India

Report / Process	Responsible	Accountable	Consultation	Informed
Funnel Tracker	Sanjay Gowda	Sanjay Gowda	Dayanand. U	Lenovo Ind Pvt Ltd, Wyzmindz Solutions pvt Ltd India

1.7 Access Required

• Outlook & Webmail Access
• Access to Ms Office Suite
• Access to smbops@lenovo.com

1.8 Legends

• Funnel dump (Downloaded from D365/Co-Data)
• PAM/CM Mapper
• CC T1 template file
• ROL Calendar
• Funnel Template for region

1.9 Flow Chart

1.10 Process description

• 1.10.1 Open Co-Data/D365 https://lenovo-wwops.eu.qlikcloud.com/.
• 1.10.2 Login.
• 1.10.3 Click on D365-AP Opportunity & Activity Data Details.

• 1.10.4 Click on D365 Opportunity Details.

• 1.10.5 You will see the below table.

• 1.10.6 Filter Country with INDIA .

• 1.10.7 Filter Fiscal Qtr Current Qtr Previous 4 Qtr & Future 4 Qtr

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

• 1.10.9 Click on Download.

• 1.10.10 Then Again click on Download in the new dialogue box.
• 1.10.11 Open the file once downloaded.
• 1.10.12 Open PAM/CM Mapper (We will receive it from T Renganathan/Kuhel) on every QTR beginning and ROL Calendar from Daya on every QTR ending.
• 1.10.13 Add a new column next to Opportunity owner i.e., Region.
• 1.10.14 Map region column using Opportunity Owner Email column with mail id column from PAM/CM mapping file.
  • =VLOOKUP (‘Opportunity Owner Email ‘, ‘mail id’: Region’,2,0).
• 1.10.15 Delimit Close Date column as the it’ll be in text format.
• 1.10.16 Add new column next to Close Date i.e., Week.
  • =VLOOKUP (‘Close Date’, ‘Date: Week’,3,0).
• 1.10.17 Filter Region with ‘East’, ’North’, ’South’ and ’West’.
• 1.10.18 Add a new column BP Category next to Partner MDM ID and update the BP Category of that partner as per the rebate list (from CC DSR Template).
  • =XLOOKUP (‘PARTNER MDM ID’, PC Managed, H:H, PC Managed, E:E,””).
• 1.10.19 Add a new column Relationship Owner in the last and map the L2 MDM ID name from column N,
  • =VLOOKUP (‘L2 MDM ID’, ASM|CM Mapping, A:B,1,0).
• 1.10.20 Then Select #NA From Relationship Owner change the column reference to Account Name, Customer name EN, alias_d365 for 3 times
• 1.10.21 Now select all from Relationship Owner apart from #NA Change it to MM3540
• 1.10.22 Then select #NA Change it to MMROU
• 1.10.23 Now select only Mapped Region East, West , North, South
• 1.10.24 Copy to new sheet.
• 1.10.25 Share it as a Funnel dump with the Current date

• 1.10.26 Delete Business Group, Parent Opportunity ID, Opportunity/Sub-Opportunity, Primary Partner Mdm, Primary Partner ISR, Primary Partner AE, Primary Partner ISR MGR, ZBOMCOMP, Vertical Segment, Vertical Sub Segment, Private Education, CPU Platform, CPU, CPU_Sipp_Vpro_Y_N and remaining all last columns from GA Vertical
• 1.10.27 Go to Dynamic dump sheet of Funnel Template for region and remove data (don’t delete rows).
• 1.10.28 Copy the data from funnel data.
• 1.10.29 Go to Dynamic dump sheet of Template and paste the funnel dump.
• 1.10.30 Check for last row number of Dynamic dump.
• 1.10.31 Go to last row number as of Dynamic dump in Current Qtr sheet, select till top formulated row and drag all data as its formulated in Dynamic dump.
• 1.10.32 Filter Week column only till Previous week including 0 (Except Previous QTR from 0).
• 1.10.33 Filter Stage with Qualify, Develop, Execute and Propose.
• 1.10.34 Change the Close Date column format to Red background and Yellow font.
• 1.10.35 Clear all filters.
• 1.10.36 Filter upcoming weeks and change Close Date to Normal format.
• 1.10.37 Filter Stage with Close won & Close Lost and change Close Date to Normal format.
• 1.10.38 Filter Org Segment column with East region and copy the data to new sheet and save it as East and send it to region ops from SMBOPS ID.

• 1.10.39 Similarly with North, South and West.