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SOLUTION FROM SALESMETRIX
You’re about to learn about a unique solution that we have built for organizations that use Microsoft Dynamics CRM as their front
office tool but manage accounts, materials and orders in SAP.
❶ Solution Overview
❷ Functionality in Detail
❸ Implementation Approach
❹ How to Purchase
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SOLUTION OVERVIEW
Our solution takes important sales data from SAP and makes them available to Dynamics CRM users.
Dynamics CRM
CUSTOMERS
MATERIALS
PRICES
ORDERS
INVOICES
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KEY BENEFITS
You’re one company. Have a single customer and product list. Accurate. Up-to-date. In SAP, Outlook, and your mobile device.
CUSTOMERS PRODUCTS
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KEY BENEFITS
Our solution covers the sales process end-to-end and leverages each system at what it is best known for.
INVOICE ORDER QUOTE OPPORTUNITY
SALES ORDER FULLFILMENT
Excellent front-office solution Great back-office platform
Flexible and easy to use Accurate and rigid
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KEY BENEFITS
Unleash the flexibility of Dynamics CRM to produce great looking yet accurate quotes and proposals.
QUOTE FEATURES
Quick Quote Enter products and prices using fast Excel-like editable grid.
Integrated Pricing Retrieve accurate prices and discounts from SAP in real time.
1-Click Submittal Generate and submit PDF quotes in a single button click.
Quote Copy Create reusable quote templates = speed up quote creation.
PDF Templates Give your proposals a professional look.
Approval Process Protect your company margins using discount approvals.
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SO, HOW DOES IT EXACTLY WORK?
The solution consists of several components.
❶ We integrate your customer and material master with CRM. This way, sales will have access to key customer and product data.
❷ We configure state-of-the-art quoting solution for you in CRM. You will get amazing features like Quick Quote, Quote Copy, and more.
❺ We can bring summarized orders and invoices from SAP to CRM. So you can have the information available on your CRM dashboards.
❸ We allow CRM to query SAP for accurate pricing. To make sure that you quote customers the same price in CRM and SAP.
❹ We enable users to create sales orders in SAP from won CRM quotes. It won’t take more than a few mouse clicks.
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INTEGRATION POINTS AT A GLANCE
The solution integrates the following records with SAP.
CUSTOMERS CUSTOMER MASTER
SAP DYNAMICS CRM
PRODUCTS MATERIAL MASTER
QUOTES PRICING
ORDERS ORDERS
INVOICES INVOICES
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CUSTOMER MASTER INTEGRATION
Customer master integration transports SAP customer accounts to CRM and keeps them up-to-date.
CUSTOMERS Addresses
CUSTOMER MASTER Sold-To, Ship-To, Bill-To
SAP DYNAMICS CRM
The integration usually involves sold-to, ship-to and bill-to customers. They are typically associated with CRM customers using 1:N relationship. The following data is part of the standard integration: account name and
number, address and contact details, sales area, billing and shipping terms. To ensure data integrity, SAP account details cannot be modified from CRM.
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CUSTOMER MASTER INTEGRATION
The following topics are client-specific and our consultants will cover them with you in depth throughout the design phase.
Can you elaborate on how you represent SAP accounts in CRM? The solution depends on your customer master. If your sold-to accounts accurately represent your customer base and there are no duplicates, we can bring them over as CRM customers. However, that is a rare case so we usually bring them as child records to ensure clean customer list in CRM.
How do you set up customer hierarchy? We usually do not integrate SAP account hierarchy with CRM customers but we will review your requirements and confirm the approach upfront.
Do you have a solution for new account creation process? Yes, we have a semi-automated solution that can be tuned to your needs.
Does your solution support SAP partner functions? Yes.
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CUSTOMER MASTER INTEGRATION
This is ACME Company in
Dynamics CRM.
Users can view important customer
details that are stored in SAP.
Any changes are
always synchronized to CRM so the data is
always accurate.
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MATERIAL MASTER INTEGRATION
Material master integration transports SAP materials and list prices to CRM and keeps them up-to-date.
PRODUCTS List Prices
MATERIAL MASTER
SAP DYNAMICS CRM
We usually integrate only complete salable materials, not parts. We can restrict the data set based on specific SAP sales organization. The following data is part of the standard integration: material name,
material number, description, material group, unit, list price. To ensure data integrity, materials and prices are read-only in CRM.
PR00 Price Condition
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MATERIAL MASTER INTEGRATION
The following topics are client-specific and our consultants will cover them with you in depth throughout the design phase.
How do you handle multiple sales organizations in SAP? Our solution can restrict the integration dataset only to a specific sales organization, or we can bring the information for each sales organization separately.
Can I view current stock levels for all materials? While it is not part of the standard solution, we can work with you on bringing this information to CRM and have it available for your sales force.
Can I determine lead time (ATP; available-to-promise) for all materials? While it is not part of the standard solution, we can work with you on bringing this information to CRM and have it available for your sales force.
We maintain all our prices in SAP as before but our sales guys have them readily available in Outlook and mobile devices. Finally!
Joe, Product Manager
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QUOTE PRICE INTEGRATION
Price integration allows CRM to query SAP real-time to retrieve correct price for a given quote product.
CRM knows the product list price due to the material master integration. However, the list price does not include any discounts or pricing rules.
Therefore, when a salesperson selects a product to quote, CRM passes key information to the SAP price engine (material number, sold-to account number, quantity and sales organization) and immediately retrieves the recommended price that includes all applicable discounts.
The salesperson can then finalize the quote.
Product, Account, Qty
Recommended Price
QUOTE PRODUCT
SAP DYNAMICS CRM
PRICE ENGINE
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QUOTE PRICE INTEGRATION
The following topics are client-specific and our consultants will cover them with you in depth throughout the design phase.
How exactly do you find out the correct price? We use sales order simulation in SAP.
Isn’t it slow to request the recommended price from SAP real-time? No, our solution is very light-weight. It typically does not take more than 1-2 seconds to retrieve the price.
Do you allow users to change the recommended price? This depends on your existing process. If we allow them to modify the price, any additional discount can require an approval process.
It used to be challenging to protect our margins if the discount policy was available only to SAP users. Our sales force needs to quote on the road…
Lisa, Finance Director
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QUOTE-TO-ORDER INTEGRATION
Once the quote is accepted by the customer, order entry staff can quickly convert it into a new sales order in SAP.
QUOTE Products
SALES ORDER Products
SAP DYNAMICS CRM
The integration is a two-step process: 1. First, the quote is closed in CRM. This can be done either by the sales
person or by the order entry staff. 2. Then, the quote can be transformed into an order and pushed to SAP.
The integration is fail-proof: the sales order in SAP is put on block until it is completed and reviewed by the order entry staff.
I was afraid I would have to retype all order details in SAP manually but this solution automates 80% of the work. Love it!
John, Customer Service
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ORDER & INVOICE INTEGRATION
The sales team often needs to see sales revenue in CRM. We can bring summarized sales data from SAP.
SALES ORDERS
SAP DYNAMICS CRM
There is a number of different ways how we can accomplish this requirement: from full integration as shown above to integrating your existing reports into CRM dashboards.
We can restrict the data set based on specific SAP sales organization. To ensure data integrity, this information read-only in CRM.
INVOICES
ORDERS
INVOICES
I no longer need to wait for the weekly report that finance prepares – I check the numbers myself every morning on the sales dashboard in my Outlook!
Paul, Sales Director
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TECHNICAL DETAILS
REQUIREMENTS
DYNAMICS CRM Versions 4.0 and 2011. On-premise only.
SAP SAP ECC 6.0 and newer.
How was the solution developed? Our solution is highly modular and lightweight. We built it using standard SDK and APIs on both Dynamics CRM and SAP side.
Do I need any special software or infrastructure in place? No. The solution does not require any middleware or third party products (unless you prefer to use a dedicated integration platform).
What about network and data security? We’ll cover this and more in detail before we begin the implementation.
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Start by contacting us at [email protected] or +1 (877) 77-MSCRM and let us know about a good
time to reach you.
Our consultant will set up a short call to learn about
your requirements and answer any questions you
may have.
If the solution is a good fit for your needs, we will
arrange a product demo session and present you with a solution proposal.
HOW TO PURCHASE
Contact us at [email protected] and we’ll be in touch.
Contact Us Discovery Call Demo
+ Proposal
Our clients love working with us and so will you.
ABOUT SALESMETRIX
We are a renowned business technology consultancy with focus on Dynamics CRM implementations for sales, marketing, and service.
• Microsoft Dynamics CRM implementation, training, and development. • Sales and marketing methodology, planning, and management strategies. • Streamlining & automating business processes and operations. • System integrations and application development.
www.salesmetrix.net
