High tech firm uses Salesforce to automate, streamline channel partner order submission processes
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The client, a technology leader in flash storage solutions, was facing challenges with their quote-to-order process including outdated and error-prone Excel spreadsheets, lack of notifications and history tracking, and manual data entry and syncing. Mansa's solution leveraged Salesforce to allow quotes to be directly entered and converted to sales orders, submitted for approval, and bi-directionally synced with the client's Navision system. This streamlined the process, provided visibility, reduced errors and communication time, and gave over 200 reps access to consolidated data.
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High tech firm uses Salesforce to automate, streamline channel partner order submission processes
- 1. Background The client is a technology leader in flash storage solutions. It has over 6,200 customers in 50 countries and its average deal size has continued to increase. Challenges The client is considering creating a Sales Order (SO) submission and approval process for its Channel Partner using workflow and approval automation by leveraging the functionalities present in Quote Tools and Salesforce.com (SFDC). The clientโs existing processes gave rise to the following challenges: ๏ธ Quotes are made in an Excel spreadsheet called the Quote/SO Tool (QST) ๏ธ QST updates occur 1-3 times per quarter ๏ธ Multiple versions of the QST exist; standardizing to the newest version is difficult ๏ธ QST requires manual data entry from sales reps, which is prone to error ๏ธ Lack of notification to users who create invalid product configurations ๏ธ No available quotes history ๏ธ QST data has to be manually synced to SFDC by the sales team Copyright ยฉ 2015 Mansa Systems LLC. All rights reserved. High-tech Firm Uses Salesforce to Automate, Streamline Channel Partner Order Submission Processes
- 2. PARTNER PORTAL (partner mgmt) CUSTOMER PORTAL (Service Cloud) QUOTE TOOL (SteelBrick) SALES ORDER (custom object) Salesforce.com Sales Cloud (CRM)ST-7 ST-1 ST-5 ST-2 CUSTOMER PORTAL (Service Cloud) Microsoft Dynamic Navision Zetadocs CM Arena Service Logistic Provider INTEGRATION TOOL OT-1 OT-3 OT-4 OT-7 OT-5 ST-3 ST-4 ST-5 OT-6 OT-2 ST-1 Quote Tool in SFDC ST-5 Product Con๏ฌguration Engine ST-2 Capture SO in SFDC ST-3 Push Approved SO, SFDC to NAV ST-4 Push Con๏ฌrmed SO, NAV to Salesforce.com ST-6 Push Price List, NAV to SFDC ST-7 Partner Access to Quote Tool IT-1 Integration Tool OT-3 Push RMA Info, NAV to SFDC OT-5 Push RMA Info to Service/Logistics Providers OT-6 Push RMA Transactions/Ship Con๏ฌrm to NAV OT-2 Email noti๏ฌcations with Zetadocs OT-1 Push Support Entitlement/Asset, NAV to SFDC OT-7 Grant CM access to inventory transactions & ship con๏ฌrm in NAV OT-4 Push active SKU info, ARENA to NAV Copyright ยฉ 2015 Mansa Systems LLC. All rights reserved. High-tech Firm Uses Salesforce to Automate, Streamline Channel Partner Order Submission Processes The Solution Mansaโs team of experts leveraged Quote Tools and SFDC which allowed sales reps to convert existing quotes into SOs, enter additional information required to process the SOs, submit the SOs for approval, monitor their progression through the approval process and receive confirmation acceptance and submission into NAV. This has made a bi-directional sync between Salesforce and Navision allowing a complete data view in both systems and giving 200+ reps access to data in the ERP. It has also streamlined Channel Partner access to the Quote Tool. Mansa addressed the clientโs specific challenges and revamped its existing processes: ๏ธ Quotes are directly entered in SFDC through an online quote engine ๏ธ QST updates are done multiple times per quarter without interrupting the end users ๏ธ Availability of the latest version of the quote engine ๏ธ Application of configuration logic to warn users against invalid product configurations ๏ธ Centralized online repository for quotes ๏ธ Availability of the quotes history ๏ธ Automatic synchronization of QST data to SFDC
- 3. +1(415)729-1152 โข [email protected] โข www.mansasys.com 415 Jackson St, Suite B, San Francisco, CA 94111, United States High-tech Firm Uses Salesforce to Automate, Streamline Channel Partner Order Submission Processes Business Benefits With Mansaโs solutions, the client was able to gain the following benefits: Faster quote creation Minimal data error in submitted SOs Heightened visibility into the SO approval process Reduced communication time โ no more back and forth emails between order processing and sales About Mansa Mansa Systems is a San Francisco-based business and technology consulting firm that works with Fortune brands and other high- growth organizations to help them leverage the best-of-breed Cloud solutions in their modernization plans. These include Salesforce, ServiceNow, and Informatica consulting, development, integration, and implementation. Mansa also provides turnkey business solutions by delivering packaged business apps like MassMailer, Cloud Drop, and ServiceNow connector that help customers reduce time-to-market, better ROI, and higher user adoption.