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Sales – Quote to Order Process
KT to WIPRO
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SIILEAD OPPTY
QUOTE ORDER
SIEBEL ORACLE
ORDER
SELECTICA NSP SWB SAT
Process Flow – High Level
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Quote to Order Process Flow
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System of Records
• Products/ Pricelists – Oracle
• Sales reps – Oracle
•
Distributors – Oracle• Resellers – JPAS
• Opportunities – Siebel
• Quotes – Siebel, Internal Quoter• Orders - Oracle
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Opportunities
• Potential revenue generating event.
• Direct Opportunities, Lead Promoted Opportunities
• User groups:- sales reps, account managers
• Sales Team:- inherited from end user account
• Channel Type:- Direct, Indirect VAR, Indirect Distributor
• Close Date :- last date of the current quarter
• Assignment rules:- Dynamic
• Auto Quote – Creates a Quote for the Opportunity
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Funnel Values
• Potential revenue record.
• Unrecognized revenue ( probability > 0% and < 100%)
• 100% - Fully recognized revenue 0% - Lost revenue
• Manual / Update Opportunity Creation
• Created for each product line at the Quote line item when created through‘Update Oppty’ functionality
• Cascading attributes – Close Date, Probability, NNS Stage
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Quotes
• Types:- Sales/Service Renewal
• Sales Quotes – Always created manually
• SR Quotes – Created manually and systematically before the expiration of thecurrent service renewal .
• Quote Status :- Open, Closed, Booked, Problem w/PO
• Quote Approval Status :- Status of the Quote/Deal on the NSP side
• Approval History
• Sales Team :- Gets carried over from the Opportunity.
• Quote Entity has its own set of assignment rules.
• Quote Discount Fields – Product suggested discount/ Service Suggested
Discount• Partner Administration
• Product Administration
• Pricing Administration
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Quote Details
• Revise Functionality
• 7 digit decimals
• Upfront Discount
– An attribute at the distributor level which specifies whether the distributor is eligible for
upfront discount or not.
– Gets defaulted at the header level based on the distributor selected on the Quote.
– All the line items inherit the upfront discount flag from the header.
– Theater Sales Ops have the ability to modify the flag at the header/line item level.
• Disti /Reseller margins
– APAC Disti Matrix for deriving distributor margin
• Based on End User Price and Reseller Discount range
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Quote Details -Pricing
• Products – Pricing based on Product Category and the End User Country
– CORPORATE (or) CHINA based on end user country
• Services – Pricing based on End user Country
Standard Pricing – Pricing with standard discounts. (37% / 22%)
Non Standard Pricing – Pricing with non standard discounts. Needs approval
from deal desk for the deal to go through.
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Quote Details - Discount Calculations
• Differs for each Theater
• Driven based on the Channel type
Discount Calculation for AMERICAS
• Reseller Price = (1-[Suggested Reseller Discount] / 100) * (List Price) *(Total Quantity)
• Distributor Margin = Distributor Margin for the corresponding line type
• Distributor Discount = ((( (1-((1-([Suggested ResellerDiscount]/100))*100*(1-(Distributor Margin/100)))/100) /0.0001))*0.0001*100)
• Distributor Price = ((1-[Distributor Discount] / 100) * (List Price) * (TotalQuanity)
• Total Quantity - #per Config * #Spares/Config Requested.
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Quote Details -Update Opportunity
• Creates revenue records for the product lines in the Quote line items
• This functionality is available only for Active Quotes.
• It is NOT a mandatory step from the system point of view. However, from
the process point of view, it is mandatory.
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Selectica ( Product Configurator)
• Interface to add configured products to Siebel.
• Invoked by clicking on ‘Add Configuration’ from Quote.
• Configured products modified by clicking on the ‘Edit Configuration’ from
Quote.
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NSP (Non Standard Pricing)
• Interface to submit the non standard pricing Quote for Deal desk approval
• Valid Booking Rep, Request Type and Justification are required to submit
the Quote to NSP.
• Request type values are specific to Org
•Booking Rep’s Position’s Org drives the values for the request type.
Siebel NSP
---------------------------------------------------------
Organization Theater
Quote Deal
Territory Region
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SWB (Scheduling Work Bench)
• Interface to schedule quote line items.
• Only product line items are scheduled; service line items NOT scheduled.
• Checking the RM flag at the Quote level triggers this interface.
• Conditions for the RM flag to be enabled;
– Funnel value probability = 95% – Compliance set at the opportunity level.
– Log in as Theater Sales Ops
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EDI Interface
•
Interface to send Siebel Quote Information to Oracle staging tables.• EDI Orders that come to Oracle are compared against these Quotes for
order validity
• Any updates to the Quote in Siebel are sent to EDI.
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Orders Interface
•OM Creates the Siebel Orders in Siebel through ‘Auto Order’ functionality
• OM Validates the Quote to match with the PO before creating the Siebel
Order.
• OM submits the Siebel Order to Oracle by clicking on the ‘Submit to
Oracle’
• On Clicking ‘Submit for Approval’ , – a synchronous validation call is sent to oracle to validate all the account information on
the Siebel Order
– A booking call sends the Siebel Order information to Oracle for booking.