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Quote Management System

The document discusses a quote management system implemented by AppPoint Software Solutions for a leading telecommunications company. [1] The system automated the complex quote generation process which previously required manual configuration of thousands of components, complex pricing rules, and multi-level approvals. [2] Key benefits included improved efficiency, reduced errors, and maximized revenues by ensuring quotes adhered to contracts and regulations. [3] The solution integrated with SAP SCM and provided features like portfolio management, pricing rules, approvals workflows, and reporting dashboards.

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Venki Muthanna
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Download as PDF, TXT or read online on Scribd
150 views

Quote Management System

The document discusses a quote management system implemented by AppPoint Software Solutions for a leading telecommunications company. [1] The system automated the complex quote generation process which previously required manual configuration of thousands of components, complex pricing rules, and multi-level approvals. [2] Key benefits included improved efficiency, reduced errors, and maximized revenues by ensuring quotes adhered to contracts and regulations. [3] The solution integrated with SAP SCM and provided features like portfolio management, pricing rules, approvals workflows, and reporting dashboards.

Uploaded by

Venki Muthanna
Copyright
© Attribution Non-Commercial (BY-NC)
Available Formats
Download as PDF, TXT or read online on Scribd
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Executive Summary

Quote Management System


The Client
The Client A leading hi-tech company that manufactures and provides telecommunication equipment to over 50 countries across the globe.

Improve process efficiency to maximize revenues

A leading hi-tech company that provides solutions designed with a vision for the future. Their key processes are based on understanding and anticipating the needs of telecom customers and the ability to build adaptable telecommunication technology to meet current and future needs.

Customer Profile
The company is a dominant player in the telecom market, manufacturing and providing telecommunication equipment. Their products are developed based on a fully programmable platform providing a unique solution to future-proofing of carrier networks.

Business Need Automated quote generation Portfolio management involving complex pricing policies Rules based controlled and predictable discounting Automated multi-level approval process Technically Whet product Quoted

Business Situation
As a manufacturer of telecommunication equipment, the components involved were very large in number. Configuring these components was cumbersome as the available configurations with the components were exponential.Generating quotes without approvals needed to be checked. Monitoring the quote creation process was strenuous as the rates and discounts had to adhere to norms and regulations, with no deviations that may result in loss. Quotations created by non-technical personnel had to be scrutinized by technical approvers for their accuracy and precision, additional discounts had to be approved by financial approvers, and many such approvals had to be made before a quote could be dispatched to the customer. Given the complex sales cycle, each quote goes through various revisions and every quote, including a regeneration of an old quote had to be done from scratch as the process was done manually.

Key Challenges faced


Product comprises of numerous (1000s) of customizable

The Solution A Quote Management system as part of the CRM solution that automates and centralized the entire quote generation process

Product complexity

components each having varying configuration with varying level of warranty support requiring customized packaging for every customer.

Given the level of configuration, pricing of the product is

Pricing complexity

complex. Adding to this, management of rate contracts, customer specific pricing adds to the complexity of quote management.

Every quote requires approval from various authorities based

Quote Generation process

on territory, customer category, accounts, level of discount given etc Management of base line, margin levels were tedious and manual.

Client Speak
Integrated planning modules (sales goal setting, forecasting, inventory planning), pricing management, support module, RMA module ensured completeness of the solution and reduced errors introduced in moving data across systems. Further, integration with SAP SCM reduced manual intervention, improved visibility to all stakeholders & overall efficiency. CIO

THE SOLUTION - The solution arrived at was to leverage industry leading business application infrastructure BizAPP Studio from AppPoint Software Solutions to develop Quote Management system, delivered as a part of the comprehensive CRM solution.
The solution not only automated the process of creation, generation, approvals, and dispatch of standardized quotations to the customers, but also offered a unified interface to manage inventory, distribution as well as integrated with SAP SCM all through the planning and sales cycle. With this system the client was able to easily configure the components, get approvals, and generate the quotations for dispatch. Pre-configured quotations for rate contracts, automated multi-level approval process, rules driven discounting process, made it easy to configure the quotations. Versioning of quotations made it easy to pick old quotations and later edit them for regeneration. Compliance checks at each level ensured that the discount rules and rates fell within the norms. The system ensured that no quotation can be generated without approvals from each level, including Technical and Financial approvals.

Quotations could be generated for business partners across the globe. It also enabled the partners to order components on behalf of their end-customers.
The following extensive features completely automated the quote generation process.

About AppPoint
AppPoint is a leading provider of a suite of software infrastructure which simplifies the process of developing and delivering enterprise class business applications. The solution includes a model driven development IDE which accelerates the process of developing the applications as well as eliminates the dependency on highly skilled resources.
AppPoint Software Solutions #28, BHCS Layout, Bannerghatta Rd Bangalore India Phone: 080-41103673/5 EMail: [email protected] Web: http://www.apppoint.com http://www.appsonazure.com

Policy and customer-centric product pricing management Auto generation and management of quotes across the globe through a centralized system Roles, Responsibilities, and Rules based multi-level approval process

Portfolio management with integrated pricing and BOM


Dynamically configurable portfolio management supporting rapid personalization of products Integrated end-to-end flow from lead to invoicing Printable quotes in various formats Management dashboard SLA Enforcement Top-down goal setting, bottom-up forecasting, and tracking

Integrated planning and distribution tracking


Integration with SAP SCM

Benefits of the solution


The solution ensured a hassle-free automated quote generation process that saved time and maximized revenues. With it, a clear-cut and precise quotation could be generated that adhered to the norms and regulations of the contract. Results: Improved predictability & visibility into sales cycle, Improved response to customer needs Reduced operating costs Increased people and process efficiency

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