Internal

Sale & Fulfilment of a 3rd Party Configured Item QUICK REFERENCE

Import a Lead The lead lifecycle

ends when a lead is
converted to a sales
opportunity
Leads are generated
from different sources
Create an Account
such as Eloqua

1 Sales lead for an existing

customer generated and
Leads are assessed
by qualification
questionnaires and The Lead Life
Cycle
1 2customer
Account Types are: Prospect and Customer. The
is built in three levels. The top level is the
4 The Salesperson will
associated to CX-Account as
be Mandatory fields Customer
VAT #*
assessment
templates

qualified in Eloqua by the Leads are qualified

Leads are associated
with a sales account
Party, Customer or Sales Account and Account site. ‘Owner’ using the Salesperson’s DUNS (all levels)*
& it’s associated
Employee counts (all levels)
marketing team. email ID.
through standard territory
questions

SIC
Customer Account will be created when
The lead is imported into CX Sales and assigned to the relevant
Sales Representative
2 Orders/Invoices need to be created part of Finance.
5 One customer can be connected Industry

to several Customer Accounts, as Turnover

RU Number
well can one Customer Account
Customer Sites are created for the purpose Language/Currency
3 contain several Sites (Bill to/Ship
Create an Opportunity - Sales stage of Delivery of Goods / Services. There are
to).
Territory

Bill to and Ship to Site. Sales Representative

2 Sales qualifies and converts the lead to an opportunity, before creating a

quote in CPQ from based on the opportunity.
OPP_SALES_STAGE

Qualify (10%)
IPM

PIPELINE 1
SalesProfileStatus
Open
Phase Description
A - Qualification and Discovery Comprehensive assessment of
Sales prospect to acquire
your current sales opportunity
Open B - Working the deal Gathering Detailed Requirements
Design (30%)
PIPELINE 2 / 3
Open B - Working the deal Building Case for ROI with our
Propose (50%) Sponsor. Prepare Presentation,
PIPELINE 4 Deliver Proposal
Negotiate (70%)
UPSIDE
Open

Open
B - Working the deal

B - Working the deal

Mutual agreement on Proposal

Reaching Agreement on Terms

6 Quotes can be created
from an opportunity as
7 Sales representative while
working on an opportunity
8 Sales can indicate the Product
Group in which the customer has
Contract (90%) STRONG UPSIDE / and Conditions
COMMIT part of a deal and seen can create, update, duplicate, interest and to track the
Won C - Closing Verbal Agreement on all Terms
Closed (100%) and Conditions directly from an account. and version quotes. estimated revenue and margin
WON (100%)
Lost D - Lost deal Verbal Agreement on all Terms
Closed (100%) and Conditions
LOST (100%)
Credit checks Proposal & Customer Contract
9 Zoot is a system used as
credit decisions. 10 Sales Representative requests Standard T&C’s based on the deal type and
includes them into the Quote before creating the Proposal document.
Create a Forecast • The credit reference
• Open opportunity with a Win Probability >=70% are included in the must be entered into Proposal approved is associated 2 level authority and can be auto-
3 Forecast figures. CPQ prior to any order
auhorizated depends of the amount.
• Sales territories define the jurisdiction that salespeople have over management creation Sales Representative will create the Proposal document. This would be sent
accounts, contacts, partners, and associated transactions. • The credit check is to the Customer, to sign and return.
• Revenue lines are associated to the Forecast territories. performed by Credit When a quote is configured during the proposal creation, CPQ creates a
• Sales Forecast can be submitted always from higher level. If the Sales Team for all customer. proposal and contract and generates the Contract ID from the initial quote
Forecast is not submitted by users, the system sends the data to EPBCS. number.
 Internal

Sale & Fulfilment of a 3rd Party Configured Item QUICK REFERENCE

Create a Project QUOTES

PROJECT
CREATION
CONTRACT
APROVAL
MANAGE
PROJECT
PROJECT
COST & Order Management
BILLING
Just for Sales & Delivery of a project-based contract 13 The proposal is validated by a member of the back-office team
who then submit the Order to create the necessary subscription.
Mandatory fields Projects
11 After validation of the Quote a member of the back-office team clicks on the action
Project Header (Parent) Once the Order is received from CPQ, and the orchestration
submit the Order to create the necessary subscription and activate the Project.
Project Task (Child) process begins for each order line, including raising a purchase
Initiates a request to PPM to update the Project fields.
12 • Creates the Project Enterprise Contract Project Transaction Control
(Grand Child)
requisition for the item.
• The project is now available for transactions, and the Project Manager should The Buyer converts the approved requisition into an order and
Project Resources (Child)
be updated to the delivery PM. issues to the supplier, who delivers the item straight to the
• The Contract ID is passed to other transactions & used in other processes e.g. Project Classification (Child)
customers address via a drop shipment.
project activation, creating a subscription. Project Budget (Child)
Project Forecast (Child) Once delivered the services are receipted to facilitate the accounts
Installation task managed via ServiceNow Project Cost (Child) payable process.
14 Sales order will be updated for the installation status. The installation is required a
Service Request Category value of “Install” must be populated on the line in CPQ.
After the sales order line is fulfilled (shipped), an installation Service Request is Subscriptions
automatically created in B2B Service by Order Management. Extended Renewal
Amendment Bill
Included Warranty terms
Subscription Amendment Adjustment
Warranty of Add Renew
Billing & Trigger From Apply Hold
The B2B Service Installation Service Request is automatically interfaced to ServiceNow Invoicing
item Associate To
Asset in
CPQ To OSM
Trigger From
CPQ To OSM
on Billing
creating an Installation Incident which can be assigned to either an internal or OSM
external field engineer to be completed. The subscription is activated once the order is fulfilled. The Enterprise contract ID can be used
16 in reporting as it is found across different areas such as CPQ, Subscriptions, Projects &
Enterprise Contracts
Installbase The Subscription Specialist will then generate the subscription billing event and details to
To create included warranty is associated in the Product Data Hub and linked to accounts receivable, and the Billing Specialist invoices the customer.
15 Finished Goods with specific durations, such as 1, 2 or 3 years.
Invoice / Account Receivables
Included warranty start date will be calculated as Asset Shipment Date + Service Start
Delay (setup in Product Data Hub).
17 The invoice is created from the subscription lines via a regular basis a scheduled process which
takes the imported billing events and converts these to invoices, adding the appropriate tax.

Mandatory fields like Shipment Date, Installed address is found from backend tables. Accounts Receivable Manager runs the auto invoice process to create an invoice to the customer
based on the sales order. The Customer receives the respective invoices and processes accordingly
 Internal

Sale & Delivery of a Project based contract QUICK REFERENCE

5. Update 6. Import
1. Create 3. Create a 7. Define 10.
4. Set up a the costs from
an 2. Create a project to project 8. Approve 9. Capture Complete
project for estimated created
Opportuni quote support milestones quote time Project
estimating project project
ty the quote in CPQ Billing
costs into CPQ

Assigned a lead A quote is Sales The ‘Create In Oracle Sales Both a Sales Project Manager Project Budget Billing events
for a created in Representative Project’ Projects, the Representative Enterprise is created, and Project will then be
professional CPQ from create a action will Project Manager will create the Contract (for submitted and Forecast. created for
services the Sales Project via the then set up will then prepare Proposal terms and approved Forecast updated the Project
contract that Opportunity. ‘Project a ‘project’ a ‘task’ structure document. This conditions and including Contract,
was imported template’ within (for the two would be sent to tracking overall periodicity and allowing
into CX Sales, Project Start Project phases), and a the Customer, to profitability), submitted for future
and End date, Financial labour estimate sign and return. and Project approval invoicing to
Sales and Project Manageme for the internal Billing Contract take place
Representative Manager nt (PFM) to and external (for initiating and revenue
creates a Sales (usually the use in resources to be invoicing and to be
Opportunity. Aft relevant Pre estimating used against revenue) will be recognized.
er adding the Sales the labour each task. created from
associated Consultant) are requiremen CPQ.
service selected. t.
items, and
expected Invoice to Invoice to Cash:
revenues
OSCAR Process Scenario Marketing: Sales:
Quote to Source to Schedule to
Store to Order to
Cash: Cash & Cash to Plan to Request to
Target to Prospect Fulfil Invoice: Project
Cash Pay Produce Fixed Treasury Report Perform Resolution
Lead to Acquire Management
Assets Management

Sale & Delivery of a Project based

contract
X X X

Marketing: Sales: Store to Order to Invoice to Invoice to Cash:

OSCAR Process Scenario Target to Prospect to
Quote to Source to Schedule to
Fulfil Invoice: Project Cash: Fixed Cash & Treasury
Cash to Plan to Request to
Cash Pay Produce Report Perform Resolution
Lead Acquire Management Assets Management

Sale & Fulfilment of a 3rd Party

Configured Item
X X X X X X