PWIN and PGO Configuration Guide

Change Summary

Overview

PWIN, or 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 Opportunity success, and therefore, the calculation behind that PWIN needs to be strategic to your growth goals.

PGO or Probability of Going after an Opportunity is an indicator of whether or not it is worth pursuing an Opportunity by putting 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 configure PWIN and PGO in your system.

Audience

• Microsoft Dynamics Administrators

• IT Support

Prerequisites

• Ensure that TechnoMile Growth Suite is already installed and configured. The version of this package must be 2024.2 or higher.

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.

As shown in the Set Weighting section, a Score is defined in the back end for each Answer's Weighting value.

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.

The formula used is as follows: 
[Answer Weighting x (Question Weighting x 0.01)]÷5.

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

PWIN: Viewing Questions Page

The Questions created in this section are used to calculate the Probability of a Win (PWIN) depending on the selected Answers.

NOTE

This section includes sample questions. You can create any number of questions and select any question type as per your requirements.

1. Go to the Change area and choose Growth Configurations from the list.
   

2. Click PWIN Admin.

3. Select Regular for the Group, select the required Stage, and then click Continue.

   Note

   As an example, we select the Regular group and the Interest stage. You can select any group and stage based on your requirements.

   
   The questions page appears for the selected group and stage.
   

PWIN: Creating Questions

Follow these steps to add PWIN questions for any group and stage.

1. Click Add Question.
   

2. Enter the Question text, for example, (How well-versed are you in this product space?), and specify the weighting for the question.

3. Select Question Type as Picklist.

4. Click Add Option to add answers, and assign a Weighting to each Answer.

   NOTE

   For information on how to set Weighting for answers go to PWIN: Set Weightings.

   

5. Select the Is Active checkbox and click Save.

   

Similarly, you can perform the above steps to create questions for other groups, such as Federal or Commercial.

PWIN: Viewing Questions for Opportunity

The PWIN question added in the previous section appears to users as:

NOTE

In the following example, a new Opportunity of group Regular is created.

PWIN: Clone Questions

Optionally, you can clone all the 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. Click Clone.
   
   

2. In the dialogue box, select the destination Stage, and then click Clone.
   
   The Questions are cloned to the destination Stage, and the following confirmation message appears.
   
   Similarly, you can repeat these steps to clone questions for other stages.

PWIN: Set Weightings

Follow these steps to set the weightage values used in the questions.

1. Go to Weighting Config and select PWIN Answer Weighting.
   

2. Click New.
   The New Weighting Configuration page opens.

3. Enter the required information, such as Weight, Value, Weighting for, etc., click the Save button, and then click the Back arrow icon.
   Weighting is added to the PWIN Answer Weighting list.

   NOTE

   Similarly, you can add more PWIN Answer Weightings including Weightings with a negative value also.

   

PGO: Creating Questions & Set Weightings

The questions created in this section are used to calculate the Probability of Going after an Opportunity (PGO) based on the selected answers.

NOTE

This section includes sample questions. You can create any number of questions and select any question type as per your requirements.

1. In the navigation pane, click PGO Admin.

2. Select Regular for the Group, and then click Continue.
      

3. Perform the same steps as shown in the PWIN: Creating Questions section to create a Question.

4. Go to Weighting Config and select PGO Answer Weighting.

5. Perform steps 2 - 3 as shown in the PWIN: Set Weightings section to set PGO Answer Weightings.

Importing PWIN and PGO Questionnaires with Answers

Instead of manually creating PWIN and PGO questions and answers, you can import them using predefined Excel files provided by TechnoMile.

Note

Ensure that you have received the following files from TechnoMile and that they are saved locally on your system:

• PWIN Questions.xlsx

• PWIN Answers.xlsx

• PGO Questions.xlsx

• PGO Answers.xlsx

Importing PWIN Questions

Follow these steps to import PWIN questions using a predefined Excel file.

1. Click the Settings icon and select Advanced settings.

   

2. From the System settings, click Data Management.
   

3. On the Data management page, click Imports.
   

4. Click Import data. 
   

5. In the Import data window, click Choose file. 
   

6. Select PWIN Questions.xlsx, and then click Next.
   

7. Click Next again.

8. On the Map record types page, click Next.
   

9. On the Review and Finish page, click Finish.

   

   The PWIN Questions are imported successfully.
   

Importing PWIN Answers

Follow these steps to import PWIN answers using a predefined Excel file.

1. Perform steps 4 through 9 from the Importing PWIN Questions section.

2. When prompted to choose a file, select PWIN Answers.xlsx.

   
   The PWIN Answers are imported successfully.
   

Importing PGO Questions

Follow these steps to import PGO questions using a predefined Excel file.

1. Perform steps 4 through 9 from the Importing PWIN Questions section.

2. When prompted to choose a file, select PGO Questions.xlsx.
   
   The PGO Questions are imported successfully.
   

Importing PGO Answers

Follow these steps to import PGO answers using a predefined Excel file.

1. Perform steps  4 through 9  from the Importing PWIN Questions section.

2. When prompted to choose a file, select PGO Answers.xlsx.
   
   The PGO Answers are imported successfully.
   
   All PWIN and PGO questionnaires, along with their corresponding answers, are now imported and available for use.