how to create a bill of materials · 2019-08-21 · leverage cpq appetizer presentation to...
TRANSCRIPT
1 © Nokia 2017
How to create a
Bill of Materials
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• Edmond Osstyn EMEA partner business development
• Recording July 12, 2019
2 © Nokia 2017
The Configure, price, quote tool is a critical to our plan to increase the autonomy of our partners
Without this tool, partners are forced to use only a pricebook to generate offers. This process is cumbersome and will often lead to errors in the offer
The Configure Price Quote tool is designed to allow trained presales resources to
• Generate offers by simply replying to simple questions
• Automatically adds the “complex” maintenance pricing
Results offers without errors
Additionally the tool allows the PSM to easily control gate bypass or gate processes
The CPQ tool
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Ideally all partner presales teams should use this tool
3 © Nokia 2017
Configure, price, quote tool basics
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4 © Nokia 2017
The CPQ tool
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Intuitive tool to allow (partner) presales to generate quotes for anopportunity
Based on latest pricelist withdiscounts as current for specificpartner and opportunity
Tier discount DOD
Maintenance discounts
Ability for partner to develop alternative quotes for sameopportunityAnd chose the active Quote
Ability for partner to request quote approvalAutoapproval for quotes using standard pricing and approvedpartner discounts if quote is set up correctly by PSMAbility for partner to generate offer once quote is approved
5 © Nokia 2017
Working with quotes
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Opportunity created for a project
Partner can use CPQ to generatedifferent quotes for the opp (usignthe predefined pricing
Partner can select any quote as “prime”
Partner submitsquote for approval
Once approvedhe cangenerate BOM
Moved by PSM to passed gate G3 soopp is ready for quote.Prepared by PSM for autoapproval ifrequired
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Preconditions for users to access CPQ tool
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User needs to have access to the CPQ tool (check by going to user contact and checking related, addtional resources)
User needs to be given access to opportunity for which he needs to generate a quote (member of account team with read/write access
Option to upgrade key presales resource to PRM. That way user is automaticallyadded to opportunity team for all partner lead opportunities (deals entered by anypartner user)
7 © Nokia 2017
Where to go to access CPQ tool
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Go into opportunity for whichyou wish to generate a quote using CPQ tool
Make sure you have access to the opportunityMake sure you have access to the CPQ tool
To note: CPQ access is also a prerequisite for people who wish to be able to download pricebooks
8 © Nokia 2017
Current scope of CPQ tool
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Configurator Export for pricebooks from CPQ
IP/MPLS
Fixed access
POL
WIFI
IP/MPLS
(Fixed access)
POL
WIFI
Optics
Nuage
High runner products
All products
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Optimal CPQ users have a presales profile
And should have been certified as “sales engineer specialist”
For consideration
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This is not a “hard precondition”
But a strong recommendation
Even though the CPQ configurator is highly intuitive to use, you need to know which things to pick from theoffered options.The required level of product knowledge is captured in thecorresponding sales engineer specialist certification
10 © Nokia 2017
Part of an end-to-end “coaching concept”
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End-to-end CPQ coaching concept
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Step 1: prepare theground
Set up users with access to CPQ toolCreate workspace opportunityGive user access to workspaceopportunity
Leverage CPQ appetizer presentationto introduce user to CPQ tool and pricebook export
Intermezzo: User leverages workspace to become familiar with configurator and functions such as product upload
Step 2: Prepareserious users to buildreal offers
CPQ deep dive session by CPQ subject matter expert for partner user, PSM and local RBC support
Assign RBC support to coach and support concrete offer creation
Early applications: keep on using workspace in cases where more tries are needed. Start generating initial quotes in real opportunities with support of PSM to prepare opportunity and local RBC. Access to full set of functions in real oppincluding creation of BOM
12 © Nokia 2017
Creating a quote for a project
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The opportunity has to be set up and you need read accessFinding the opportunity
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Click on opportunities
If you do not see opportunity, click and change list view to my opportunities (for partners)
Select opportunity
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How to create a new quote inside an opportunity?
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Click here to start a new quote
At any one time a partner can have manyquotes for the same opportunity to explorealternatives
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Accessing an existing quote
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Click on related
Look for section with quotesSelect the quote you wish to workon
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Editing a quoteGeneric part
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Set info to drive maintenance offer part
Set info to drive SSP offer part
All quotes are generated withmaintenance. If no maintenance offer is required remove if from the cart lateron
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Entering the configurator and pricing
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Scroll down to section “quote actions”Select “configure products/pricing
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Making a configuration
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19 © Nokia 2017
Currently available for
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IP/MPLS POL
FBA WIFI
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Enter configure products/pricing
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Click xxx configurableproducts tab
If you do not see this option, please contact your partner sales manager
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Click on xxx configurable products
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Pick product to confugurefrom list
Or scrolldown to findproduct
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Start configuration
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Click “configure” to start configuration
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Configuration
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Go through thetabs one by one
Go through allquestions and select
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Configuration
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As you progress you will see a first price indication
Click expand all to see an overviewif needed
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Configuration
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As you progress the info changes
When complete: click validate ( to run check)
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To add more prioducts
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Click on cart
Or click on “go to pricing”
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Add another product
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Click “add more products”Repeat the process
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Changing quantities in cart
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Review and change quantities if required
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Check for errors in cart before going to next steps
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Check small icon “ ifgreen” all is OK; If not click to find and correct errors
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Other actions
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Click “reprise” to request repricingafter changes
Click “finalize” to complete
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Maintenance (and SSO pricing) is added automatically
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Selecting your primary quote to submit for approval
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Reenter quoteClick “make primary”
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The workspace opportunity
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What?
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Presales will need to become familiar with thisquoting tool
A dedicated workspace has been set up to whichall CPQ users have been set up as members of the opportunity team
This area will be shared but multiple quotes canbe created to allow easy sharing
Note: it is not possible to approve a workspaceopportunity and as a result it is not possible to create a BOM in the workspace. To create BOM you need to create a quote insidea real opportunity and get the quote approved
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Partner pricelists
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The partner pricelists for the technologies mentioned on bottom right are generated from the CPQ
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Configurator Pricing and quoting
IP/MPLS
(Fixed access)
POL
WIFI
IP/MPLS
(Fixed access)
POL
WIFI
Optics
Nuage
High runner products
All products
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Where to go to generate a product or maintenance pricelistClick on accounts and go to account of your partner
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Change list view if you do notsee your partner account
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Enter account – click on related and go down to “accreditation and pricing”
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Click on related
Go down to “acceditation and pricing”
Click title or view all to see all
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Click on export in chosen accreditation
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Click export to export pricelist
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On next question reply “continue”
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Click continue to proceedAnd wait for screen to change
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On new screen – click related and go down till you see files in notes and attachments
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Click related
Go to list of files, the top left is thelatest one
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Pricelist – sheet 1
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Pricelist sheet
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Sellable items Global List Price Market price
Your curent tier discount
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A first step
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45 © Nokia 2017
End-to-end CPQ coaching concept
Nokia Internal Use
Step 1: prepare theground
Set up users with access to CPQ toolCreate workspace opportunityGive user access to workspaceopportunity
Leverage CPQ appetizer presentationto introduce user to CPQ tool and pricebook export
Intermezzo: User leverages workspace to become familiar with configurator and functions such as product upload
Step 2: Prepareserious users to buildreal offers
CPQ deep dive session by CPQ subject matter expert for partner user, PSM and local RBC support
Assign RBC support to coach and support concrete offer creation
Early applications: keep on using workspace in cases where more tries are needed. Start generating initial quotes in real opportunities with support of PSM to prepare opportunity and local RBC. Access to full set of functions in real oppincluding creation of BOM