FUNNEL TRACKER AND CHART

Process Overview

Fields	Description
Process Name	Funnel Tracker
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

The report consolidates opportunity pipeline details, open funnel, weighted and unweighted revenue, close-lost analysis, customer counts, and region/PAM/CM-wise performance. The finalized outputs are used by reporting teams, and management to monitor funnel health and sales movement across regions and segments. Provide a comprehensive weekly view of sell-thru funnel performance. Track open, weighted, unweighted, and close-lost opportunities across regions.

1.2 Scope

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

1.3 Business/Segment Overview

The Funnel Tracker Weekly Report process involves the systematic extraction, transformation, validation, and reporting of sell-thru funnel data for Lenovo India. The process is executed on a weekly basis using data sourced from D365/Co-Data, internal mapping files, and tracker base files.

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
• ROL Calendar
• LEMB ST DSR
• Funnel tracker Base file

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
• Now select all from Relationship Owner apart from #NA Change it to MM3540
• Then select #NA Change it to MMROU
• 1.10.21 Now select only Mapped Region East, West , North, South
• 1.10.22 Select all from stage
• 1.10.23 Select all weeks from the current Qtr Exclude Blanks
• 1.10.24 Copy to new sheet.
• 1.10.25 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
• 1.10.26 Open Funnel Tracker file with renamed for previous week.
• 1.10.27 Go to Dynamic dump sheet, copy header and add it into our funnel data (which copied to new sheet) and realign as per the header.
• 1.10.28 Delete data in Dynamic dump sheet.
• 1.10.29 Copy realigned data from funnel dump and paste it in Dynamic dump.
• 1.10.30 Check for last row number.
• 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 Go to Sheet6, filter Week with upcoming weeks and filter Stage with Develop, Execute, Propose and Qualify.
• 1.10.33 Filter CA with Y and keep Lost reason as it is.
• 1.10.34 Don’t change any filter in Lost reason, (Selected parameters- In Progress, Won, Price, Competitor, Delivery Commitments (Time for Delivery), Deal Structure / Ts&Cs, Customer Relationship, Product Portfolio Gap, In Approval)
• 1.10.35 Move Probability into row, Region in columns and Field1 (Quantity/1000) in values.
• 1.10.36 Filter Region to only East, North, South and West.
• 1.10.37 Check the total value with Total Open Funnel from PAM&CM Summary sheet.
• 1.10.38 Copy data from Pivot.

• 1.10.39 Paste it in PC_MM sheet as per Stage wise Pipeline (UnWtd Full Q3) and Region and Segment wise (Probability)wise.

• 1.10.40 Similarly, replace Field 2 (Qty (Wtd)/1000) instead of Field1 in Sheet6 and move Probability to filters.
• 1.10.41 Copy data region wise and paste in PC_MM sheet RTG Pipeline (Full Q3) and Weighted Funnel – Actual wise.

• 1.10.42 Again, replace Field 2 with Field1.
• 1.10.43 Move Regions and Account Name in row.
• 1.10.44 Filter Account name by removing “-” and blanks.

• 1.10.45 Count Account names and update in # Customers segment (Stage wise Pipeline (UnWtd Full Q3)) regionwise.

• 1.10.46 Remove Account name from rows and move Regions to column, select all weeks and select Close Lost in stage (in filter), Value as Filed 1

• 1.10.47 Update the values in PC_MM sheet.

• 1.10.48 Go to Sheet 6 in Funnel Tracker and Filter Week for upcoming weeks, Stage with open funnel only and move regions to row and add Brand to column and Value as Field 1.

• 1.10.49 Update the above values in 3X3 sheet i.e., DTWS and MWS (NBWS).
• 1.10.50 For visuals select all in CA from filter and update.
• 1.10.51 Replace Field 1 with Field 5 (Quantity/1000000) and update Service (CA selected all).
• 1.10.52 Filter CA with ‘Y’ and update SMO.
• 1.10.53 Update Unweighted Funnel - C2C Change with previous week’s Unweighted Funnel – Actual subtracted from current week’s Unweighted Funnel – Actual. Similarly, Update Weighted Funnel - C2C Change with previous week’s Weighted Funnel - Actual subtracted from current week’s Weighted Funnel – Actual.
• 1.10.54 Open LEMB ST DSR (previously shared).
• 1.10.55 Put the data to pivot and convert it to Classic pivot.
• 1.10.56 Add region to column and add calculated field (=CA/1000).
• 1.10.57 Update the values in PCC_MM sheet (CA Target).

• 1.10.58 Add ISR to filter and remove blanks and update the value in ISR Engine column of PCC_MM sheet.
• 1.10.59 Remove ISR from filter, add week to column and remove region from row.
• 1.10.60 Copy values and update in CA Track of Funnel Movement Chart sheet.

• 1.10.61 Remove week from column, add PAM to rows and update the values (CA) in PAM wise ST Actuals in PAM&CM Summary sheet.

• 1.10.62 Remove PAM and add CM in rows in LEMB ST DSR and update the CA in ST Actuals of PAM&CM Summary sheet.
• 1.10.63 Share it from Smb Ops id

To Recepients:

Marlene Pinto mpinto4@lenovo.com; T Renganathan trenganathan@lenovo.com; Ashish Sikka ashsikka@lenovo.com; Pankaj Gupta1 pgupta1@lenovo.com; Abhishek Chaudhary achaudhary@lenovo.com; Arvind Shivakumar ashivakumar@lenovo.com; Dejo Mathew dmathew@lenovo.com; Sampada Joshi sjoshi6@lenovo.com; Arvind Chabra achabra@lenovo.com; Pranjal Priyadarshi ppriyadarshi@lenovo.com; Saqib Jameel sajameel@lenovo.com; Kishore Kumar V3 kv3@lenovo.com; Vinayak Sogi2 vsogi2@lenovo.com; Ankur Arora3 aarora3@lenovo.com; Rohit Midha rmidha@lenovo.com; Piyush Modi pmodi1@lenovo.com; Pankaj Harjai pharjai@lenovo.com

CC Recepients:

Kuhel Chowdhury1 kchowdhury1@lenovo.com; 'fulfillment.c@wyzmindz.com'; Dayanand U du@lenovo.com; 'jospha.jeevitha@wyzmindz.com'