1.sales_ quote to order

8/11/2019 1.Sales_ Quote to Order

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Sales – Quote to Order Process

KT to WIPRO



SIILEAD OPPTY

QUOTE ORDER

SIEBEL ORACLE

ORDER

SELECTICA NSP SWB SAT

Process Flow – High Level



Quote to Order Process Flow



System of Records

• Products/ Pricelists – Oracle

• Sales reps – Oracle

•

Distributors – Oracle• Resellers – JPAS

• Opportunities – Siebel

• Quotes – Siebel, Internal Quoter• Orders - Oracle



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



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



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



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



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.



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.



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.



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.



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



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



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.



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.

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