Account Manager Design Wins

UpdatedJuly 8, 2023

ByKrystyana Greaves

AccountManager provides the ability to create and manage Design Wins. Design Wins have several uses and based on your configuration you may have access to use some or all of these features.

Manage design wins for internal metrics
Manage production forecasting
Manage design win requests and the process of approvals with your principals
Manage unique internal splits with a mix of accounts, part numbers and product lines
Manage design win commission when used in conjunction with SalesAnalysis

Design Wins are part of a group of documents in AccountManager referred to as Business Documents, or “BizDocs.” Other BizDocs include Opportunities, RFQ’s, Quotes, Samples, and Registrations. BizDocs can be used to “Copy Into” other BizDocs to save time, and link documents from one program or project together. While Design Wins can be shared by all the users of an AccountManager database, your AccountManager Administrator may have set certain restrictions in place, such as allowing field sales people to only see their own Design Wins.

Design Wins can be used to manage Internal Splits in SalesAnalysis by checking the “Use As Default Internal Split in SalesAnalysis” checkbox. By enabling this feature on a Design Win you can then search for it as the basis for a matching internal splits during an import or entry of a booking, billing or commission. If a match is found it will apply the split found on the Design Win to the booking, billing or commission. See SalesAnalysis help for more information.

Creating Design Wins

1. Open the AccountManager database and go to the “Design Wins” view. Click “New”> “Design Win/Split Request” on the top bar.

2. A Design Win form will be displayed with a Principal window. Select the Principal this design win is for.

3. The form will show a system generated Design Win Number, your name as the Owner (can be changed), the current date, and a follow up date.

4. In the Header area, select the End Customer this design win is associated with. (You may also select a Distributor and CEM if appropriate).

5. Select a Design Win Type and Design Win Status from by clicking the respective hyperlinks (choices populated by your AccountManager administrator).

6. On the “Main” tab/”Program” sub-tab, fill in the basic information such as Program, Application, Annual Units, and Production Date.

7. If you’d like to add line items or part numbers to this design win now, click the “Line Item” button and the “Add Line Item” choice under that. Fill in the pertinent information for that line item, and repeat as needed.

8. You may now “Save” and “Close” the design win at this point, or continue adding additional information on the Detail Tabs as defined below.

9. To email the design win to your Principal, make sure there is a contact listed in the “Contact 1” field of the “Principal” detail tab. Clicking the “Email” action button will generate a new email pre-addressed to that contact with an attached copy of the design win (entitled “split commission request”) in Microsoft Excel format.

“Copying Into” Design Wins from Other BizDocs

Another method for creating Design Wins, is to use an existing BizDoc (such as an Opportunity, Quote Sample or RFQ) pertaining to this sales project, to “copy into” the Design Win. The recommended method, and most common, is to use an existing opportunity profile, with at least one line item marked as “Won” to copy into a design win. This saves time and links the two documents together. Additionally, it will only bring over line items that have been marked as “Won” since the last design win was created. This way, you would not inadvertently submit multiple split commission requests to your principal for the same part numbers and programs.

10. Open an existing opportunity profile, where at least one part number has been qualified by the end customer.

11. Click “Edit”, open the qualified line item, mark it as “Won”, click “OK” and then “Save”.

12. Click the “Copy Into” button, and then on the “Design Win” choice underneath.

13. A Design Win/Split Commission Request will open pre-populated with the common information from the opportunity but only the “Won” line items that have not already been copied into Design Wins.

14. Fill in additional details on the Design Win as desired.

15. “Save” and “Close” or Email the Design Win/Split Commission Request.

Design Win Field Descriptions:

(Note: The content and/or arrangement of fields on your Design Wins may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

[Design Wins Screenshot 1]

Internal Splits Overview (used by SalesAnalysis)

Internal Splits are managed at several search levels using default values in both AccountManager and SalesAnalysis.

1. Account Level splits are managed to best determine the split among accounts when one or more accounts are on a booking or billing. This level of split can be seen on the splits tab of a booking or billing and is set by default based one the split scenarios on the “Splits Tab” of the SalesAnalysis configuration profile.

2. Account Manager splits are managed to best determine the split among salespeople on an account. This level of split can also be seen on the splits tab of a booking or billing and is set by default based on the splits tab of the account profile associated with the account. You can navigate to the account profile by clicking on the name of the account.

3. Unique internal splits can be managed in Design Wins and then applied to SalesAnalysis. Accounts, account level splits, account managers, account manager splits, part numbers, etc can all be stored in the Design Win and if checked as “Use as Default Internal Split in SalesAnalysis” it will be used to set the default splits in bookings, billings and imports. This is very beneficial if you have special splits and do not wish to set them every time you enter or import.

4. Finally a manual overrides can be set on a specific booking, billing or import. Internal splits on the splits tab can be changed after the defaults are set, if required. Simply open the document if it is not already open, click on the splits tab and change the values as necessary. If importing, several utilities exist to set more than one split at time.

[Design Wins Screenshot 2]

Applying Splits from Internal Split Design Win

SalesAnalysis can apply the internal splits (splits tab) directly from a Design Win to imports. Splits can be stored in Design Wins by checking “Use as Default Internal Split in SalesAnalysis” checkbox in a design win you wish to use as a default split. Checking this will make the splits on a design win available for use in SalesAnalysis. Depending on the setting in your configuration profile, the splits from this design win will be applied automatically, it may warn you it is about to apply a split or you may have to apply splits manually by selecting “Apply Internal Splits”.

When applying internal splits from Design Wins SalesAnalysis will search for matching Design Wins in AccountManager comparing the accounts on the booking or billing to the accounts on the Design Win. It is important to remember that all the accounts or wild card accounts match or in order for it to be considered a potential match. It then searches for matching part numbers or wild card part numbers and if it finds that all of the part numbers on an entry match a design win it will use the internal splits (split tab) from that design win. If a design win does not exist you can create one directly from the document you are on so the next time it will set the split for you.

It is possible to create a design win so that the split will applies to a set of bookings, billings or imports. For example you can add a Design Win with out line items and that split will then be applied to any import regardless of the part numbers or product line as long as the accounts match. This is used when you want to assign an account level split for any mix of part numbers and product lines.

Wild card accounts can be created then used to match any account. If not already created, create an account with the name in the format of “[Any AccountType]” with out the quotes, such as [Any Distributor] or [Any Customer] or even [Any Principal]. Be sure to set the Account Type on the account. Once you create an account with a name in that format you can then choose that account on a Design Win and it will act as a wild card, matching any account of that type if one is on the booking, billing or commission. For example a Design Win with Principal=”[Any Principal]” and Customer=”ABC Company” and Distributor=”[Any Distributor]” would be a match for and booking, billing or commission with a customer of ABC Company and any Distributor and any Principal. The matching document must have a principal and a distributor but can be any principal or distributor.

Also when adding Line Items to a design win you can place a wild card (*) in the Manufacturer Part Number field a wild card (*) in the Customer Part Number Field and populate the Product Line field so that any part number with that product line will use that split. This is used when you want to assign a split for a product line.

In the event SalesAnalysis finds more than one Design Win that meets the most stringent match it will use the one last modified. So a hypothetical search for a matching Internal Split Design Win might look like the table below:

All Design Wins	1,201
With matching wild card accounts	210
With exact matching accounts	105
With matching product lines	53
With matching part numbers	2
Last Modified	1

If you are not configured to automatically assign internal splits from Design Wins use the “Apply Internal Split from DW (selected)” action to search for design wins to apply the splits. Use the “Reset Internal Split from Accts (selected)” action works on selected documents (checkmarks) to set the splits back to the defaults based on the configuration profile and accounts’ splits tabs. Use the Open Internal Split to open the Design Win that was used to apply a split if you want to review the source of a split.

The Split Level column identifies the level of the match for the matching internal split/design win.

Type of Match	Level
Matching accounts	ATL
Matching product lines	PLL
Matching part numbers	PNL

If you want to override or no match is found then you can assign splits manually on the splits tab.

The Design Win/Split is the only business document in AccountManager that allows you to change the AccountManager. This can be used when you wish to assign the split to someone other than the Account’s Account Manager.

Design Win/Splits can be marked to never be updated by Systems Maintenance. The System Maintenance process typically updates documents such as Design Wins when account information changes such as an account name, address, account assignment or account manage splits. By checking the “Do Not Update in System Maintenance” checkbox this design win will retain its setting and account information regardless of the changes made to the accounts on the Design Win.

Action Buttons:

(Note: The dropdown choices on your Action Buttons may vary depending upon your company’s configuration. See your AccountManager administrator with any questions).

Button Name	Usage
Close	Closes the Design Win.
Save / Edit (toggles between)	Edit – Enables the ability to edit Design Win. No changes can be made until the Edit button is clicked. Save – Saves the Design Win.
Print Preview	Prepares a Microsoft Excel version of the Design Win.
Email	Generates the Microsoft Excel version of the Design Win, saves it and attaches it to the body of an email address to the person listed as “Contact 1” on the “Principal” detail tab.
Line Item	Add Line Item – Opens a new Line Item dialog box for capturing information on one part number. Repeat as needed for each additional part number. Insert Line Item – Opens a new Line Item dialog box after prompting the user for the point of insertion into the list of previously generated line items. Delete Line Item – Deletes an Line Item after prompting the user to select the corresponding line item number.
New	Account – Opens a new, blank Account profile. Contact – Opens a new, blank Contact profile. Opportunity – Opens a new, blank Opportunity profile. Sample – Opens a new, blank Sample request. Quote > Quote – Opens a new, blank Quotation. > Quick Quote – Opens a new, blank Quick Quote. RFQ – Opens a new, blank Request For Quotation. Registration – Opens a new, blank Registration. Design Win / Split Request – Opens a new, blank Design Win.
Copy Into	Your AccountManager administrator can set a configuration option to copy Line Item “Notes” into other BizDocs along with the default information noted below. Opportunity – Opens a new Opportunity pre-populated with common fields and information from the Design Win. Sample – Opens a new Sample request pre-populsted with common fields and information from the Design Win. Quote – Opens a new Quote pre-populated with common fields/information from the Design Win. Quick Quote – Opens a new Quick Quote pre-populated with common fields/information from the Design Win. RFQ – Opens a new Request for Quote pre-populated with common fields/information from the Design Win. Registration – Opens a new Registration pre-populated with common fields/information from the Design Win. Design Win / Split Request (New Principal) – Opens a new Design Win pre-populated with common fields/information from the original Design Win, but Principal and Line Item information is left blank, so new information can be added.
Link to Opportunity	Allows you to link the Design Win to an existing opportunity. (Click the hyperlink to select from a list).
View*	Emailed Items – In the embedded view, displays the emails created and sent by using the “Email” button described above. Line Items – Returns the embedded view to displaying the line items. Forecasts – Displays forecast information for this design win in the embedded view. *(This button may not be visible if your organization does not use the Forecasting feature)

Header Section:

(Note: The content and/or arrangement of fields on your Design Win headers may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

Field Name	Description
Design Win Number	System generated design win number. (This cannot be modified).
Status	Status of design win (Open, Closed, On Hold).
Principal Opp Number	A reference to the Principal’s Opportunity, used primarily to coordinate with the Principal’s CRM software.
End Customer	End Customer associated with this design win. (Click the hyperlink to select. Choices are a list of your End Customer account profiles).
Distributor	Distributor associated with this design win. (Click the hyperlink to select. Choices are a list of your Distributor account profiles).
Date	Date the design win was created (defaults to current date, but can be changed).
Design Win Status	Status of the design win. (Click the hyperlink to select. Choices populated by your AccountManager administrator).
Design Win Type	Type of design win this is. (Click the hyperlink to select. Choices populated by your AccountManager administrator)
Principal	Principal associated with this design win. (Click the hyperlink to select. Choices are a list of your Principal account profiles).
CEM	CEM associated with this design win. (Click the hyperlink to select. Choices are a list of your CEM account profiles).
Use as Default Internal Split in SalesAnalysis	When checked this design win can be used to search against while importing or entering a Booking or Billing in SalesAnalysis. Based on your configuration you may not see this check box, it is made viable by enabling the Splits Tab in the Design Win section of the Design tab in the configuration profile.
Retain original Account Managers (do not set from Internal Split)	When checked the original account managers are retained on the Booking or Billing. This is particularly useful when using [Any Account] feature and you want to retain the account manager but adjust the account level splits. By checking this you are only setting the account level splits on the booking or billing based in the Internal Split.
Do Not Update in System Maintenance	When checked the design win will retain its settings and account information regardless of the changes made to the accounts on the Design Win.
Opportunity Profile (hyperlink)	If displayed, this hyperlink will open the linked opportunity profile when clicked on.

“Main” Detail Tab / “Program” Sub-Tab:

(Note: The content and/or arrangement of fields on this tab may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

Field Name	Description
Program	End Customer’s program name.
Application	Brief description of the application.
Competition	Competitors to your principal that are trying to win this opportunity.
Owner	Person responsible for updating this Design Win/Split Request (Defaults to person creating the design win, but can be changed).
Annual Units	The annual number of units (of the end product) to be produced by the customer. (Note: This is not necessarily the Estimated Annual Usage (EAU) of any one component).
Total	Calculated sum of line items’ totals.
Principal Design Win #	Principal’s internal Design Win number (or Split ID number).
Approved By	Person approving the Split Commission Request (at your principal).
Submitted Date	Date the Split Commission Request was submitted.
Approved Date	Date the Split Commission Request was approved by your principal.
Production Date	Date the end product is scheduled to go into mass production.
Expiration Date	Date the Split Commission Request expires
Split Total	Calculated sum of the line item’s split totals.
Current Reporting Status	Current status of the design win as it relates to production. This field is likely to be updated more often than most as new information becomes available. Clicking the hyperlink will preface your comments with a date and name-stamp, and move any previous comments to the “Status History” tab, so that only the most recent updates appear on reports.

“Main” Detail Tab / “Locations” Sub-Tab:

(Note: The existence, content, and arrangement of this tab may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

Field Name	Description
End Customer Split**	End Customer account’s share of the split.
CEM Split**	CEM account’s share of the split (only visible when a CEM is listed on the design win’s header).
Distributor Split**	Distributor account’s share of the split (only visibly when a distributor is listed on the design win’s header).
**	The total of any combination of the above three fields must equal 100%
Account Manager(s) Split	In each of the three account types, the salespeople and their split rates from the account profile display by default.
Effective Split	The results salespeople’s shares of the splits. All effective splits together must total 100%.

“Main” Detail Tab / “Splits” Sub-Tab:

(Note: The existence, content, and arrangement of this tab may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

Field Name	Description
“Locations” Sub-Tabs	Your AccountManager administrator can configure which types of company tabs appear in the “Locations” sub-tabs. Choices include, but are not limited to “Design”, “Purchase”, “Manufacturing”, “Ship To” etc. Each tab can be populated with the following information:
	Company – Click the hyperlink to select from a list of existing accounts. Company’s address and phone information displays to the right.
	Contact 1 – Click the hyperlink to select from a list of contacts at the above company. Contact’s phone and email information displays to the right.
	Contact 2 – Click the hyperlink to select from a list of contacts at the above company. Contact’s phone and email information displays to the right.
	Edit – Click the hyperlink to edit any of the Company or Contact information for just this opportunity.
	Representative – Click the hyperlink to select the rep firm associated with this company. (Your company may choose not to enter additional rep firms into AccountManager, therefore this field can be left blank).
	Split % – Split percentage associated with this company’s role in the opportunity.

“Main” Detail Tab / “Follow Up” Sub-Tab:

Field Name	Description
Enable Follow Up	Checking this box includes the design win in the appropriate Activities views, as well as on the daily follow up emails if you have enabled that feature on your AccountManager user profile.
Follow Up Date	Date follow up is required on this design win. Displays in the appropriate Activities views, and includes the design win on the daily follow up emails on and after this date, until the document is updated, and the follow-up date is moved forward. This field auto-populates to the number of days forward specified on your AccountManager user profile when creating the design win. Once the date has passed, and upon editing the design win, you will be asked if you’d like to move the date forward that default number of days again. This date can be modified at any time.
Scheduled For	User(s) responsible for following up on the design win. Defaults to the creator of the design win, this field can be modified to include other users as well. The people listed here will see the design win in the appropriate Activities views, as well as receive daily follow up emails including this design win as indicated above.

“Main” Tab / “Status History” Sub-Tab:

Field Name	Description
(Unlabeled field)	This field is auto-populated with historical “Current Status” updates, as they are superseded by more recent updates on the Program tab. Nothing is directly entered into this field.

“Main” Tab / “Comments” Sub-Tab:

Field Name	Description
Internal Comments	Additional comments for internal use only. Will not display on reports.
Comments	Additional comments regarding this Design Win. These do display on the Split Commission Request when printing or emailing.
Attachments	Files attached to this design win.

Account Detail Tabs (i.e. “End Customer”, “Principal”, “Distributor”, and “CEM”):

(Note: The existence, content, and arrangement of these tabs may vary depending upon your company’s configuration. See your AccountManager administrator with questions).

The account detail tabs allow you to store additional details about each company involved in this Design Win/Split Request. Each tab auto-populates with the company name when those companies are selected in the Header area. The field names and structure of each tab is identical as described below:

Field Name	Description
Company (labeled by Account Type)	Auto populates with selection made on Header (i.e. End Customer company name is populated on “End Customer” tab, Principal company name is populated on “Principal” tab, etc). Account’s address and phone information is displayed to the right.
Account Manager	Field/Outside salesperson/people assigned to this account. Can be changed directly on the Design Win/Split.
Contact 1	Primary contact at this account associated with the design win. Click the hyperlink to select. Contact’s phone and email information displays to the right.
Contact 2	Secondary contact at this account associated with the design win. Click the hyperlink to select. Contact’s phone and email information displays to the right.
Territory	Auto-populates with the Territory specified on this company’s Account profile.
Category	Auto-populates with the Category specified on this company’s Account profile.

“Representative” Detail Tab

Field Name	Description
Representative	Auto-populates to your company’s information. Phone and address information displays to the right.
Prepared By	Auto-populates to the user creating the design win. Phone and email information displays to the right. (This field can be changed to another user, if desired).

Design Win “Line Items”:

[Design Wins Screenshot 3]

Field Name	Description
Mfr Part Number	Manufacturer’s part number. (If your company uses the Part Number Look-up database, this could be a clickable hyperlink, allowing you to select the part number from a list, and populate the Product Line and Description fields. See your AccountManager administrator with questions).
Product Line	Product Line or category, often as designated within your principal’s organization.
Description	Description (often technical) of this part number.
Cust Part Number	End Customer’s internal part number.
QTY/Unit	Quantity of this component to be used on each unit produced by the end customer. (Note: This is not the Estimated Annual Usage (EAU) of any one component. This number will be multiplied with the “Annual Units” on the Program tab to calculate Line Totals and other figures).
ASP	Average selling price. (Your organization or principals may have internal policies regarding the actual pricing used on design wins, such as Book Costs, Resales, etc.)
Line Total	Calculated value of “Qty/Unit” x “Annual Units” x “ASP”.
Split %	Percentage of the Line Total that would be credited to your organization used when shared with another rep firm. Defaults to the ‘default external split rate’ from the principal account profile, if empty then inserts 100%.
Split Total	Calculated value of “Line Total” x “Split %”
Notes	Additional notes pertaining to this line item. (Your AccountManager administrator can enable a configuration option to copy these notes into other BizDocs using the “Copy Into” button).
Won Date	Date the part number on this line item was won. If the design win is copied from an opportunity this field is copied as well.
Forecasted Commission Paid Date	Date you expect to begin receiving commissions for this part number. Used in populating the “Design Wins > Commission” views.
Commission Paid Date	Date you began receiving commissions for this part number. Used in populating the “Design Wins > Commission” views.

Embedded View:

The embedded view displays either the line items for this design win, the forecast information, or the emails that have been sent from the design wins (using the “Email” action button). Use the “View” action button to switch between Emailed Items, Forecasts and Line Items.

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