PWin & PGo Configuration Guide

Change Summary

Overview

PWIN or a Probability of Win is one of the most critical numbers needed to build and maintain a growing pipeline. A strong PWIN is a vital indicator of Growth Opportunity success; and therefore, the calculation behind that PWIN needs to be strategic to your growth goals.

PGO or a Probability of Going after a Growth Opportunity is an indicator of whether or not it is worth pursuing a Growth Opportunity by putting in valuable resources and time into it. The calculation behind PGO (just as PWIN) is based on completely customizable control over Questions and Weightings.

This document explains how to install and configure the PWIN & PGO Modules for TechnoMile Suite Platform edition in your organization.

Audience

• Salesforce Administrators

• IT Support

About Weighting

The Weighting value you select for each Answer to a Question and the Weighting you specify for each Question will be used to calculate the Probability of Win percentage, once all Answers are received for a record.

A Score is defined in the back-end for each Answer's Weighting value as shown in the Set Weighting section.
This calculation occurs in the back-end using the following formula for every Question:
[Answer Weighting x (Question Weighting x 0.01)]÷Maximum Score possible for each Question's best case scenario Answer.

For instance, in step 7 of the PWIN: Set Weightings & Create Questions section, we can see all the Weightings associated with Answers. So, in this case, Excellent has the Maximum Score of 5. Hence, the formula used in this case will be: 
[Answer Weighting x (Question Weighting x 0.01)]÷5

The sum of resulting numbers is calculated for every Question. The sum is then multiplied by 100 to get the Probability of Win percentage.

Provide Access to Custom Profiles

1. Click the gear icon and select Setup.

2. Enter text Profiles in the search bar and click Profiles.

3. Click a Profile that you want to provide PWIN & PGO access to.

   NOTE

   In this document, permissions have been provided to ONE Profile. However, you can provide the same permissions to as many Profiles as per your requirements.

   

Enable Apex Class Access

1. Click Enabled Apex Class Access.

2. Click Edit.

3. Select and move the following eight Apex Classes from Available Apex Classes to Enabled Apex Classes using the Add arrow button and click Save.

Give Access to Custom Objects

1. Click Edit and scroll down to give Custom Object Permissions.

2. For Custom Object Permissions, ensure that you select the following checkboxes.

3. Click Save.

Give Access to Custom Fields

1. Scroll down to Custom Field-Level Security and click View to edit the following Custom Field-Level Security fields.

   NOTE

   Refer to the following table to give access to fields of Custom Objects.

   Object	Access Type	Field(s)
   Growth Opportunity	Read and Edit	All Fields
   Answer	Read and Edit	All Fields
   Growth Opportunity Answer	Read and Edit	All Fields
   PWIN Question	Read and Edit	All Fields
   Opportunity Stage Weight	Read and Edit	All Fields

   As an example, we have selected the field(s) required for the Growth Opportunity (Custom Object).

2. Click Edit.

   

3. Select the fields for defining the Growth Opportunity Field-Level Security and click Save.

   

4. Similarly, select the checkboxes of all fields as listed in the table above.

Customize Tab Settings

1. Go back to Profiles and click Edit.

2. Scroll down to Custom Tab Settings and select PWIN/PGO Admin as Default On.

3. Click Save.

Customize Record Type Page Layout

NOTE

For demonstration purposes, the configuration of only ONE Record Type has been shown in this document. Similarly, you can configure other Record Types as you may require.

The configuration done will be available only for the selected Record Type, in this case, Task Order.

1. Open App Launcher, enter the text Customize Growth Opp Layout in the search bar, and click Customize Growth Opp Layout in search results.

2. In Customize Growth Opp Layout page, select a Record Type such as Task Order and click Go.

Add Tab

Task Order Record Type page layout opens.

1. Click Add Tab.

2. Add tab details such as Label, choose Background Color, and click Add.
   

   NOTE

   If you are unsure of what Background Color to use, the following colors are recommended:

   • Purple:  #7861ed

   • Burgundy: #870500

   • Salesforce Brand Bright Blue: #1589ee

   • Salesforce Brand Dark Blue: #00396b

   • Error Red: #c23934

   • Success Dark Green: #027e46

   • Success Light Green: #4bca81

   • Burnt Orange: #844800

   • Pink: #ea8288
     Tab is added.

Rearrange Tabs

NOTE

You can customize the page layout for each Record Type as required. Refer to the Customize Opportunity Page Layout for more information.

1. Move the PWIN/PGO tab to a desired position by clicking Re-Arrange Tab.

2. Drag & drop the tab to a desired position and click Rearrange.
   Tabs are rearranged.

Add Page/Component

NOTE

You can also drag & drop the PWIN/PGO component (labeled as TM_PwinPGoMainComponent in step 2 of this section) onto the Growth Opportunity page layout using the Salesforce Lightning App Builder for Standard Page Layouts.

1. Go to the PWIN/PGO tab and click Add Page/Component.

2. Enter Label as PWIN/PGO Calculation, Component Name as TM_GovSuite:TM_PwinPGoMainComponent, Width as 1100, and Height as 800, and click Add.Page/Component is added onto tab.

3. Click Save to save all the changes made to this Page Layout.

4. Go to a Growth Opportunity record page using App Launcher.

5. Go to the Details tab and then go to the PWIN/PGO sub-tab, where you can view the newly added PWIN/PGO Calculation component on it.

PWIN: Set Weightings, Change label, Create Questions & Change Views

PWIN: Set Weightings

1. Go to PWIN/PGO Admin using App Launcher.

2. Click Set Weighting.

3. Choose PWIN and click Next.

4. Click Add Option.

5. Enter details such as Weight Option, Weight (In Numbers), and Weight Description and click Save.

6. Click OK.
   Weighting is successfully added.

7. Click the pencil icon against an Option Name.
   You can also delete an Option, if it is not in use in a Question, by clicking the delete icon.

8. You can edit Weight (In Numbers) and Weight Description and click Update.

   NOTE

   Once an Option is in use in a Question, its Option Name is disabled and cannot be either edited or deleted.

   

9. Click OK.
   Weighting is successfully updated.

PWIN: Create Questions

The Questions created in this section will be used to calculate the Probability of a Win depending on its Answers.

NOTE

These Questions are Sample Questions. We have created one Question of each type .i.e. Yes/No and Picklist. You can however, create as many Questions of any kind, as you may require.

1. Choose PWIN and click Continue.

2. Select a Stage and click Continue.

PWIN: Sample Question 1

1. Click Add Question.

2. Enter Question text as Do not know many of our competitors, along with Weighting for Question.

3. Select Question Type as Yes/No and Weighting value for each Answer.

4. Select the Is Active checkbox and click Save.

PWIN: Sample Question 2

1. Click Add Question.

2. Enter Question text as How well do we understand the customer's requirements?

3. Select Question Type as Picklist.

4. Click Add Option to add multiple Answers such as:

   • Have a good understanding based on reliable sources

   • Thoroughly understand, documented, and validated

   • Have some understanding based on limited resources

   • Have little or no idea

5. Enter Weighting for Question and Weighting value for each Answer.

6. Select the Is Active checkbox and click Save.

PWIN: Change Views

1. In PWIN/PGO Admin, choose PWIN and click Continue.

2. Select a Stage and click Continue.

3. From this screen, you can view and modify the configured Questions and Weightings.

4. Click Change View.
   Change Questions View popup window opens.

5. Choose Enhanced and click OK.

   NOTE

   Here, you can either choose Default View that displays all Questions or an Enhanced View that displays Questions based on the selected Record Type.

   

6. Click Add Question for a selected Record Type.
   Add Question popup window opens.

   NOTE

   Here, you can click the Associated Record Type drop-down menu to select a Record Type and view its Questions.

7. Enter required* details such as Question, Weighting, Question Type, etc., select a Record Type in the Associated Record Type drop-down menu, and click Add.
   

8. Click Save.
   

9. Go to an Opportunity Record page using App Launcher that is of your selected Record Type - Regular.

10. Go to the PWIN/PGO tab, select PWIN, and select Stage as Interest.
    Here, you can view the Questions as configured for this Stage.
    

PWIN: Clone Questions

Optionally, you can also clone all Questions created for a Stage into another Stage.

NOTE

Please contact TechnoMile Support or email support@technomile.com to add standard Questions and Answers.

1. Go back to PWIN/PGO Admin, choose PWIN, and click Continue.
   

2. Select a destination Stage you want to clone Questions into and click Continue.
   

3. Click Clone.

4. A popup window opens, select a source Stage that you want to clone Questions from and click Clone.

5. A confirmation message displays, click OK.Questions are cloned into the destination Stage.

6. Similarly, you can go back to Questions to clone Questions for other Stages.

PWIN: Deleting Answers

Delete answers related to inactive questions by using the Salesforce Inspector Reloaded tool. Follow these steps to delete answers in PWIN:

1. Go back to PWIN/PGO Admin, choose PWIN, and click Continue.

2. Click the Stage drop-down menu, select a stage, and click Continue.
   

   Ensure that the question associated with the answers you want to delete is not active.
   

3. Click the  icon to open the Salesforce Inspector Reloaded Chrome extension.

   NOTE

   Ensure that the Salesforce Inspector Reloaded extension is installed on your system.

   

4. Click Data Export.
   

   The Export Query page opens.
   

5. In the box, enter the query below:
   Name: TM_FedCap__Pwin_Answer__c

   Select ID From TM_FedCap_Pwin__Answer__c Where TM_FedCap_Pwin__Question__r.TM_FedCap_Pwin__Stage__c = 'Interest' AND TM_FedCap_Pwin__Question__r.TM_FedCap_Pwin__isActive__c = false

   NOTE

   The stage name in the query (TM_FedCap_Pwin__Stage__c = 'Interest') and API name (TM_FedCap_Pwin__Answer__c) may vary for your environment.

   Retrieve the API name for Answer from Object Manager.

   

   NOTE

   For Platform users, use the following query:
   Name: TM_GovSuite__Answer__c

   SELECT Id FROM TM_GovSuite__Answer__c WHERE  TM_GovSuite__Question__r.TM_GovSuite__Stage__c='Interest' AND TM_GovSuite__Question__r.TM_GovSuite__isActive__c=false

6. Click Run Export.The export runs the query and displays the results.

7. Click Delete Records.

8. Click Skip for fields with errors.

9. Click Run Delete.

10. On the warning screen, click Delete.The Answers are deleted.

PWIN: Deleting Questions

Delete inactive questions by using the Salesforce Inspector Reloaded tool. Follow these steps to delete a question in PWIN.

1. Go back to PWIN/PGO Admin, choose PWIN, and click Continue.

2. Click the Stage drop-down menu, select a stage, and click Continue.

3. Make sure that the questions you want to delete is not active.

4. Click the  icon to open the Salesforce Inspector Reloaded Chrome extension.

   NOTE

   Ensure that the Salesforce Inspector Reloaded extension is already installed on your system.

   

5. Click Data Export.
   

   The Export Query page opens.
   

6. In the box, enter the query below:
   Name:TM_FedCap_Pwin__Question__c

   Select ID From  TM_FedCap_Pwin__Question__c Where TM_FedCap_Pwin__Stage__c = 'Interest' AND TM_FedCap_Pwin__isActive__c = False

   NOTE

   The stage name in the query (TM_FedCap_Pwin__Stage__c = 'Interest') and API name (TM_FedCap_Pwin__Question__c) may vary for your environment.

   Retrieve the API name for Question from Object Manager.

   

   NOTE

   For Platform users, use the following query:
   Name: TM_GovSuite__Question__c

   SELECT Id FROM TM_GovSuite__Question__c WHERE TM_GovSuite__Stage__c ='Interest' AND TM_GovSuite__isActive__c =false

7. Click Run Export.The export runs the query and displays the results.

8. Click Delete Records.
   

9. Click Skip for the fields with errors.
   

10. Click Run Delete.

11. On the warning screen, click Delete.The Question is deleted.

PGO: Set Weightings, Create Questions & Change Views

PGO: Set Weightings

1. Go to PWIN/PGO Admin using App Launcher.

2. Click Set Weighting.

   

3. Choose PGO and click Next.

4. Click Add Weight.
   To set Weightings, perform the same steps as shown in the Set Weightings section.

PGO: Create Questions

The Questions created in this section will be used to calculate the Probability of Going after a Growth Opportunity depending on its Answers.

NOTE

These Questions are Sample Questions. We have created one Question of each type .i.e. Yes/No and Picklist. You can however, create as many Questions of any kind, as you may require.

1. Choose PGO and click Continue.

2. Perform the same steps as shown in the PWIN: Sample Question 1 and PWIN: Sample Question 2 sections to create Questions and clone them.
   

PGO: Change Views

1. In PWIN/PGO Admin, choose PGO and click Continue.

2. From this screen, you can view and modify the configured Questions and Weightings.

3. Click Change View.

4. Choose Enhanced and click Save.

   NOTE

   You can either choose Default View that displays all Questions or an Enhanced View which displays Questions based on the selected Record Type.

   

5. Click Add Question for a selected Record Type.Add Question popup window opens.

   NOTE

   Here, you can click the Associated Record Type drop-down menu to select a Record Type and view its Questions.

6. Enter required* details such as Question, Weighting, Question Type, etc., select a Record Type in the Associated Record Type drop-down menu, and click Add.
   

7. Click Save.
   

8. Go to a Growth Opportunity record page using App Launcher that is of your selected Record Type - Regular.

9. Go to the PWIN/PGO tab and select PGO.
   Here, you can view the Questions as configured.
   

PWin/PGo: Modify Label

This section explains how to modify the PWin/PGo label as needed. If no modifications are made, the default labels are retained.

To change the PWin/PGo label:

1. Open the App Launcher, and use the search field to find and open PWin/PGo Admin.

2. Click ChangeLabel.

3. Enter the required label name in the PWIN and PGO fields, then click Save.The label appears on the record as shown in the image below:

Customize Stage Field Values

Optionally, you can also customize the values of the Stage field drop-down menu using Object Manager.

1. Go to Object Manager, enter the text PWIN Question in the search bar, and click PWIN Question.

2. Go to Fields & Relationships and click Stage.
   

3. Scroll down to the Values section where you can perform the following actions:

   • Click New to create a new Stage Field Value.

   • Click Reorder to change the order of Stage Field Values.

   • Click Replace to replace an existing Stage Field Value with any other Stage Field Value.

   • Click Del to delete an existing Stage Field Value.

   • Click Deactivate to deactivate an existing Stage Field Value.

4. You can also click Edit to edit an existing Stage Field Value.

   NOTE

   If you are editing an existing Stage Field Value, you MUST update both its Label and API Name fields as well.