1. Selling ERP The “BACK OFFICE”

2. What’s in the Back Office?
Sales Force
Automation
Commissions
Marketing
Customer
Support
Web Site
Intranet
Publishing
Self- Service
Web Store
Financials
Order
Fulfillment
Time
Tracking
Inventory
Purchasing
Quotes
& Orders
Budgeting

3. What’s in our Back Office?
Financials
Order Fulfillment
Inventory Management
Purchasing & Vendor Management
Employee Management & Payroll
Time & Billing
Fedex & UPS tools

4. Value Propositions – Order Process
Business Pain
NetSuite Solution
NetSuite Value Proposition
No Flexibility into Payment Methods
No Visibility to Track Items Purchased by a Customer
Payment Types Facilitates Payments
Customer Record Holds All Customer Purchase Information
…Increases Flexibility for Customer Payments
…Reduces Time Spent Gathering Customer Items Purchased by Capturing all Customer Purchase Information
Duplication of Efforts Between Accounting and Warehouse
No Visibility over Audit Trail for Accounting and Warehouse
Accounting and Warehouse Can Share Information through Roles
Audit Trail Provides History for Accounting and Warehouse
…Eliminates duplication of efforts between accounting and Warehouse through Roles
…Provides Visibility over Accounting and Warehouse through an Audit Trail
Warehouse staff have to Re-Key customer and order information into UPS.
UPS Shipping Integration.
..Increase efficiency of the Fulfillment Staff and Provide Tracking Information to Staff and Customers.

5. Value Propositions – Order Process
Business Pain
NetSuite Solution
NetSuite Value Proposition
Time Spent Gathering Customer Information for Billing
Duplication of Efforts in Creating Bills
No Review Process Resulting in Errors
Time Spent Reconciling Revenue
Customer Record Holds All Customer Billing Information
Bill Process Creates Automatically Creates Invoices
Review Process Is Configurable
Revenue Associated with Items Sold
…Reduces Time Spent Gathering Customer Information for Billing by Capturing all Customer Billing Information
…Eliminates Duplication of Effort by Automating the Billing Process
…Reduces Errors by Enabling Reviews
…Reduces Time Spent Reconciling Revenue by Tracking to Items Sold
Lost Revenue from Collection Issues
No Visibility into Customer Aging
Bill Generation Facilitates Collection
Receivables Aging Provides Outstanding Balances
…Increases Revenue from Collections through Bill Generation
…Provides Visibility to Customer Balances

6. Discovery Questions for Order Process
Tell Me How Your Customers Buy From You?
How Many Customers Do You Have?
Do you have a Single Customer View for Order Management and Customer Inquiries?
What Are Your Different Revenue Streams/Products?
How Many Products/Services Do You Offer?
How Do You Price Your Products and How is that Determined by the Sales/Customer Service Rep?
How easy is it for your sales people to sell more things to existing customers?

7. Discovery Questions for Order Process
Do you sales reps prepare forecasts, and how much time is involved in preparing that information.
What are the Steps Taken with an Order before it is Sent to Your Fulfillment Team?
Do You Allow Back Ordering?
Do You Support Drop Shipments or Special Orders?
Do you have a Warehouse that Picks Inventory, Packs It, then Ships the Inventory?
What Carriers/Shippers do You use to Deliver Your Products/Goods?
How Quickly does Your Inventory Levels Get Updated by the Activity of Your Warehouse Staff?
Back Ordering is the process in which an order is taken for goods that are in a Stock Out position.
Special Orders are sales orders that are tied to a specific purchase order to a supplier that commits the receipt of those goods to that and only that sales order.

8. Discovery Questions for Order Process
What Drives Billing/Invoicing (Contracts e.g.)?
How Do You Bill/Invoice Items (Up Front, Scheduled, in Arrears)?
How Do You Recognize Revenue?
How do Your Accountants Age Receivables?
Do you have Trouble Forecasting Your Receivables?
How Do Your Customers Pay for Products?
Accounts Receivable aging is the process to report your outstanding receivables in time periods (eg, Current, 30 to 60 days, 61 to 90 days, >90 Days) from either the invoice date or invoice due date when they offer payment terms.

9. Discovery Questions for Order Process
What Is Your Collection Process?
Do You Have Collection Issues?
If your Data Entry is Streamlined and Redundancies Eliminated, What is the Impact on Your Order to Cash?
What Would the Effect be of Having Real Time Visibility into Inventory Levels, of Accounts Receivables, of Sales, etc..?

10. Order Processing Value Propositions
Reduces Time Spent Gathering Customer Information for Billing by Capturing all Customer Billing Information
Eliminates Duplication of Effort by Automating the Billing Process
Reduces Errors by Enabling Reviews
Reduces Time Spent Reconciling Revenue by Tracking to Items Sold
Increases Revenue from Collections through Bill Generation
Provides Visibility to Customer Balances
Increases Flexibility for Customer Payments
Reduces Time Spent Gathering Customer Items Purchased by Capturing all Customer Purchase Information
Eliminates duplication of efforts between accounting and Warehouse through Roles
Provides Visibility over Accounting and Warehouse through an Audit Trail
Increase efficiency of the Fulfillment Staff and Provide Tracking Information to Staff and Customers.

11. Discovery Questions for Procurement Process
Tell me about your inventory management decision making?
Describe your Purchase to Pay Process?
How many vendors do you have?
Do you have 1099 vendors?
What % of your items sold are drop shipped?
Do you do a match from your Purchase Orders to receipts to vendor invoice (3-way match)?
Do You Issue requisitions for internal purchases?
Are you getting a lot of inquiries from your vendors about PO’s and payments?
1099 is a US requirement only. It is an attempt by the US government to ensure that the revenue/sales a taxable entity reports to what their customers indicate they have paid through the 1099.

12. Value Propositions – Procurement Process
Business Pain
NetSuite Solution
NetSuite Value Proposition
Inventory Mismanaged from Lost Requisitions
No Visibility Over Requisition Process
Money Spent on Duplicate Items Ordered
Requisitions Facilitate Inventory Management
Requisition Process Has Reports
Re-Order Points Tie Into Purchase Requisitions
…Decreases Inventory Mismanagement by Providing Purchase Requisitions
…Provides Visibility Over Requisition Process through Reporting
…Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points
No Visibility into 1099 Vendors
Time Spent Gathering Vendor Information
Time Spent Re-Entering Purchase Order Information from the Requisition
No Audit Trail To Items Ordered
Vendor File Holds 1099 Vendors
Vendor File Contains Vendor Information
Requisition Information Passed to Purchase Orders
Audit Trail Contains Items Ordered
…Vendor File Provides Visibility into 1099
…Reduces Time Gathering Vendor Information with the Vendor File
…Reduces Time Spent Re-Entering Requisition Information into the PO
…Provides Audit Trail Into Items Ordered

13. Value Propositions – Procurement Process
Business Pain
NetSuite Solution
NetSuite Value Proposition
Inventory Mismanaged from Lost Purchase Order
No Visibility Over Purchase Order Process
Time Spent Reconciling Items Ordered in the Warehouse
Money Spent on Duplicate Items Ordered
PO’s Facilitate Inventory Management
Workflow Routes Purchase Orders
Purchase Order Information Passed to Items Received in Inventory
Re-Order Points Tie Into Purchase Requisitions
…Decreases Inventory Mismanagement by Providing Purchase Orders
…Workflow Provides Visibility into PO’s
…Reduces Time Spent Reconciling Items in Warehouse by Automatically Passing Information
…Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points
No Visibility Over Payment Due Dates
Money Spent on Late Fees
No Flexibility Into Payment Methods
A/P Aging Provides Payment Due Dates
Payment Types Facilitates Payments
…Increases Visibility Over Payment Due Dates
…Reduces Late Fees through Due Dates
…Increases Flexibility into Payment Methods through Payment Types

14. Procurement Value Propositions
Decreases Inventory Mismanagement by Providing Purchase Requisitions
Provides Visibility Over Requisition Process through Reporting
Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points
Vendor File Provides Visibility into 1099
Reduces Time Gathering Vendor Information with the Vendor File
Reduces Time Spent Re-Entering Requisition Information into the PO
Provides Audit Trail Into Items Ordered
Decreases Inventory Mismanagement by Providing Purchase Orders
Workflow Provides Visibility into PO’s
Reduces Time Spent Reconciling Items in Warehouse by Automatically Passing Information
Increases Visibility Over Payment Due Dates
Reduces Late Fees through Due Dates
Increases Flexibility into Payment Methods through Payment Types

15. ERP Data Sheets
Where to find them