Configure Opportunity Sync in the Salesforce - NetSuite Connector

As part of the setup process, Opportunities in Salesforce are automatically (or manually) synced with NetSuite Sales Orders. A ‘Sync to NetSuite’ button is automatically installed in the Salesforce Opportunity forms. You can click the button manually to start the sync.

Auto Sync: Select this checkbox if auto sync option is preferred. Selecting this checkbox, auto syncs both systems (NetSuite and Salesforce) whenever an Opportunity is created or updated in either system.

Only when the Salesforce Opportunity stage reaches: Select the checkbox to configure Opportunity stage that triggers Sales Order creation in NetSuite.

Sync if stage is: You can also select options for syncing the systems when the Opportunity reaches a particular stage.

Multiple options can be selected. Options available are:

• Prospecting
• Qualification
• Needs Analysis
• Value Proposition
• Id Decision Makers
• Perception Analysis
• Proposal / Price Quote
• Negotiation Review
• Closed Won
• Closed Lost

When the Opportunity is synced to NetSuite, the Opportunity Stage can be updated to any of the values in the drop down list for: When Synced, Update Opportunity to. By default the stage is set to Closed Won. You can choose any value based on your business need.

When Synced, Update Opportunity Stage to: After creating a Sales Order in NetSuite, update Salesforce Opportunity to selected status. Options available are:

• None
• Prospecting
• Qualification
• Needs Analysis
• Value Proposition
• Id Decision Makers
• Perception Analysis
• Proposal / Price Quote
• Negotiation Review
• Closed Won
• Closed Lost

Allow updates to approved sales orders: Select this checkbox, if you want to allow updates to Sales Orders in NetSuite even after they are approved. This will update the existing Order. If the checkbox is not selected and a change is made to the Opportunity and synced with NetSuite, the Connector displays an error stating that the Approved Order cannot be modified or synced.

Sync Discount Line Item: Support for Discount line item in Salesforce Opportunity – You can add Discount items from NetSuite to Salesforce Opportunity.

Team Selling

Team selling feature must be enabled in NetSuite. Opportunity Teams feature must be enabled in Salesforce.

In Salesforce, an opportunity team is a set of users that often work together on sales opportunities. A typical opportunity team might include the account manager, the sales representative, and a pre-sales consultant.

There are two types of opportunity splits.

• To credit team members who are directly responsible for opportunity revenue, use splits that total 100% of the opportunity amount. (These splits are called Revenue splits by default.)
• To credit supporting team members, use splits that can total any percentage of the opportunity amount, including percentages over 100%. (These splits are called Overlay splits by default.)

Enable team selling: Enabling team selling (in Salesforce) provides users with the options to create and use Opportunity teams.

Syncing Revenue Splits (NetSuite Sales Rep role): When Salesforce user is synced with NetSuite, the user comes into NetSuite with a Sales Rep role. In Salesforce, an Opportunity revenue can be split between many sales reps with division within a 100 percentage total. When sync happens, Salesforce Opportunity Revenue split members are moved into NetSuite as Sales Reps with revenue sharing enablement on Sales Orders.

Syncing Overlay Splits (NetSuite other roles): Sync Salesforce Opportunity Overlay Split team members to NetSuite as sales roles mapped per Sales Orders. Sync Overlay splits does not restrict only to sales rep role, but allows other roles to share revenue opportunity. Percentage limit can be more than 100 percent.

Sync all team members: Sync all Salesforce Opportunity team members to NetSuite Sales Order team, even if they are not split members, however, you need to select at least one type of split in Advance Settings so that it will import 100% contribution as NetSuite will not allow with 0% contribution. If an Opportunity has many team members associated with it and if you want to bring all of them into NetSuite, even if they are not sales reps, this option is suitable.

Map team roles: When Salesforce teams associated with an Opportunity, move into NetSuite, appropriate roles must be assigned to the team in NetSuite. This feature allows you to choose how you want to bring your team members from Salesforce to NetSuite. For example, if the Salesforce user role is an Opportunity Owner and when the person is imported into NetSuite, you can assign the person the role of a ‘Sales rep’ or a ‘Sales admin’. Sales rep from Salesforce comes in as sales rep in NetSuite. The other roles need to be mapped.NetSuite allows only ‘sales rep’ or ‘any sales rep’ roles to be associated with a sales order. (may also be a sales admin, based on the settings in the NetSuite account).

Click Add to add the role on the left side (Salesforce) and select the role on the NetSuite side (right side) to map the two. Click Done to save the mapping.

Channel Sales Sync

This feature is part of the Opportunity to Sales Order Flow. In Salesforce, Partners can be added to an opportunity. When the sync is done, the Partner associated with the Salesforce Opportunity is synced as a Customer in NetSuite and can be set as an End User on a Sales Order. More than one Partner can be associated with an Opportunity.

Enable Channel Account Sync: Select the checkbox to enable channel sales features.

Salesforce Channel Account Sync Role: The Channel sync role uses the default partner setting on Salesforce. If there is more than one partner, identify the primary partner (as per Salesforce). Only one primary partner can exist. If a primary partner is set, the partner can be brought in as a Customer. If there is no primary partner, and there is more than one partner associated with that Account, choose the role of the partner you want to bring into NetSuite.  For example, Partners who are System Integrators can be brought in to NetSuite. If two roles of System integrator exist, alphabetical precedence is configured.

If default Channel Partner is not defined, select the roles as per the options available:

• Broker
• Supplier
• System Integrator
• Advertiser
• Agency
• VAR/Reseller
• Institution
• Distributor
• Lender
• Contractor
• Dealer
• Developer
• Consultant
• None

To view the current list, click the ‘Refresh’ button.

The Salesforce Partner and Opportunity Account, both get synced to NetSuite as Customers. In the Sales Order, the Salesforce Partner comes in as Sales Order Customer and the Salesforce Account comes in as End User.

Set Shipping Address to NetSuite End User: Default NetSuite functionality will mark both billing and shipping address in the Sales Order as that of the Customer (Salesforce Partner). If this checkbox is selected, then the Connector will set Billing Address as that of the Customer (Salesforce Partner) and Shipping Address as that of the End User (Salesforce Account).

NetSuite Channel Sales Customer field ID: Select the NetSuite field from the drop down list to bring in the Salesforce Account. The Account from Salesforce comes into NetSuite as End User and Partner comes in as the customer. Refresh to get the latest list of values.

Reverse Sync

Reverse sync allows syncing from NetSuite back to Salesforce.

Enable NetSuite Originating Order to Salesforce Opportunity: Create Opportunities for Sales Orders initially originating in NetSuite. A new sales order created in NetSuite is synced to a sales order in Salesforce. If the sales order is created in NetSuite and you want an opportunity to be created in Salesforce (based on the NetSuite order), enable this checkbox. This enablement creates Salesforce Opportunities for sales orders initially originating in NetSuite. If this Order is updated in NetSuite, the corresponding Salesforce Opportunity is also updated.

When NetSuite Order updates, update Salesforce Opportunity: Select this checkbox to update the Salesforce Opportunity when the NetSuite Sales Order Changes. Whenever a NetSuite Opportunity is updated, the associated Salesforce Opportunity is updated.

Enable NetSuite Originating Order to Salesforce Order: Select this checkbox to create Orders in Salesforce when Sales Orders are originated in NetSuite. When a sales order is created in NetSuite, the sales order is created in Salesforce. Native Order object of Salesforce is used, not a custom object.

Update Splits on Reverse Sync: Update Salesforce Opportunity Revenue Splits based on NetSuite Sales Rep revenue splits on new NetSuite Sales Orders. If revenue splits are decided on the NetSuite side, the same splits are updated in the corresponding Salesforce Opportunity side.

Delete Salesforce Order on Deletion of NetSuite Sales Order: If checked will delete Salesforce Order whenever corresponding NetSuite Sales Order is deleted.

Click Save Settings to complete the Opportunity Sync Configuration settings.