Leveraging CPQ Cloud for Channel Enablement Self Service Quoting for One and Two Tier Networks

Copyright © 2014 Deloitte Development LLC. All rights reserved. 1 Objectives

Copyright © 2014 Deloitte Development LLC. All rights reserved. 2 Overall Objectives Improve T2 experience when doing business with the Manufacturer Obsolete local tools while ensuring key functionalities are provided by the standard solution Reduce Transaction TAT from special price request to publication process Increase Market share Reduce the channel Turn Around Time of E2E indirect special pricing process while improving partner experience and increasing consistency and pricing control

Copyright © 2014 Deloitte Development LLC. All rights reserved. 3 Overall Project Considerations Mom Still Likes Apple Pie Standardize Business Process You likely have variation across channel, product, and geography Pay Attention to User Experience Partners don’t work for you Maintenance – Make it Data Driven System problems are pretty public now Think About the Data Model Failed orders or extra interfaces await if you aren’t thoughtful

Copyright © 2014 Deloitte Development LLC. All rights reserved. 4 Typical Selling Motions

Copyright © 2014 Deloitte Development LLC. All rights reserved. 5 Direct Sales Manufacturer Customer 1. Provide Quote 2. Intent to Purchase 3. Place Order 4. Delivery Goods

Copyright © 2014 Deloitte Development LLC. All rights reserved. 6 Channel Selling – Tier 1 Manufacturer Customer Distributor 1. Provide Quote 3. Intent to Purchase 5. Provide Order# 4. Place Order 6. Delivery Goods 7. Confirm Delivery 8. Claim Rebate 2. Deal Management

Copyright © 2014 Deloitte Development LLC. All rights reserved. 7 Channel Selling – Tier 1 with Tier 2, Traditional Manufacturer Reseller Customer Distributor 4. Provide Quote 5. Intent to Purchase 2. Provide Assistance 6. Place Order 1. Discovers Demand 7. Provide Order# 8. Delivery Goods 9. Confirm Delivery 10. Claim Rebate 3. Deal Management

Copyright © 2014 Deloitte Development LLC. All rights reserved. 8 Channel Selling – Tier 1 with Tier 2, Variations Manufacturer Reseller Customer Distributor 4. Provide Quote 5. Intent to Purchase 3. Provide Assistance 6. Place Order 1. Discovers Demand 7. Provide Order# 8. Delivery Goods 9. Confirm Delivery 10. Claim Rebate 2. Engage Partner

Copyright © 2014 Deloitte Development LLC. All rights reserved. 9 Channel Specific Design Considerations

Copyright © 2014 Deloitte Development LLC. All rights reserved. 10 Overall Partner Experience Create Opportunity Register Deal Configure Product Determine Price Manage Quote Generate Quote There Are a Couple Extra Steps $

Copyright © 2014 Deloitte Development LLC. All rights reserved. 11 Workflow Considerations Who Can See What When? Use Case Scenarios Special Pricing Requests Tier 1 Distributor Only Tier 2 Reseller Only Quote Collaboration Access Controls for both CPQ and CRM systems Pipeline and funnel management across opportunity, quote, and deal registration

Copyright © 2014 Deloitte Development LLC. All rights reserved. 12 Interface Considerations Partner Portal Customer/Partner Accounts Partner User Provisioning Contracts Installed Base Master Data Product Pricing ERP Order Creation Rebate Entitlement Revisions/Returns Custom Integrations Pricing Web Service Error Handling Performance Reporting Where Does All This Data Come From?

Copyright © 2014 Deloitte Development LLC. All rights reserved. 13 Product / Configuration Considerations MAKE IT EASY. THEY DON’T WORK FOR YOU AND AREN’T ENGINEERS Where’s the Beef?

Copyright © 2014 Deloitte Development LLC. All rights reserved. 14 Pricing Considerations Standard pricing Market Relevant Pricing Contract Pricing Handling for Special Pricing Requests What’s it Worth to You?

Copyright © 2014 Deloitte Development LLC. All rights reserved. 15 Quoting Considerations Security Access Document Views Outputs Reseller Proposal to Customer Distributors Quote to Reseller Enterprise Confirmation to Distributor Notification of order confirmation to End Customer Interfaces Order entry submission to ERP Order to Enterprise Claim System Order Interface between Distributor and Enterprise Where Do I Sign?

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