How to improve the Qu Quot ote e to Cas ash Proc ocess ess - - PowerPoint PPT Presentation

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How to improve the Qu Quot ote e to Cas ash Proc ocess ess - - PowerPoint PPT Presentation

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How to improve the Qu Quot ote e to Cas ash Proc ocess ess Presented by: Andy Weinst nstein, ein, CEO, , ISS Gro Group Sean Bro rown wn, Senior r Business ness Pro rocess ess Analyst, lyst, Somero o Enterp rpris ises es

slide-1
SLIDE 1

‘How to’ improve the Qu Quot

  • te

e to Cas ash Proc

  • cess

ess

March 22, 2016

Presented by:

Andy Weinst nstein, ein, CEO, , ISS Gro Group Sean Bro rown wn, Senior r Business ness Pro rocess ess Analyst, lyst, Somero

  • Enterp

rpris ises es

slide-2
SLIDE 2

Qu Quot

  • te

e to Cas ash h Process ess

Order

Shipment

Invoice Payment Quote

X1 X2 X3 X4 X5

+ + + +

Qu Quot

  • te

e to Cas ash h Cycle cle

Key y Performance

  • rmance In

Indica dicator

  • r
slide-3
SLIDE 3

iQ iQuot uote™ So Solu lution ion Focus: cus: Qu Quot

  • te

e to Or Order er

Order Quote

x1 x2

+

By By re reducin ucing g the e tim ime e re requ quire ired d for r compo

  • mponents

nents of the e Qu Quot

  • te

e to Cas ash h Process, ess, the e Qu Quot

  • te

e to Cas ash Cycle cle is is re reduced. ced.

slide-4
SLIDE 4

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Impro

proving ing Quot

  • te turn

rnar around und time

  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quote standardization
  • Quote visibility
slide-5
SLIDE 5

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time

time, accurat curate e pr pricing ing

  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quote standardization
  • Quote visibility
slide-6
SLIDE 6

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires

res inpu put from rom multiple iple pe peopl ple wi within n org rganizatio nization

  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quote standardization
  • Quote visibility
slide-7
SLIDE 7

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Fi

Finished d pro produ duct ct confi figuratio guration n re revisions ions

  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quote standardization
  • Quote visibility
slide-8
SLIDE 8

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Con
  • nne

nectiv ctivity ity bet betwee ween n qu quoting

  • ting too
  • ol and

nd QAD EA

  • Obtaining required approvals
  • Quote standardization
  • Quote visibility
slide-9
SLIDE 9

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obt

btaining ning re required red app ppro roval als

  • Quote standardization
  • Quote visibility
slide-10
SLIDE 10

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quot
  • te stand

ndardization ardization

  • Quote visibility
slide-11
SLIDE 11

Sa Sale les s Qu Quot

  • te

e Chal allenges lenges

  • Improving Quote turnaround time
  • Real-time, accurate pricing
  • Requires input from multiple people within organization
  • Finished product configuration revisions
  • Connectivity between quoting tool and QAD EA
  • Obtaining required approvals
  • Quote standardization
  • Quot
  • te visibi

bility lity

slide-12
SLIDE 12

Process cess Dig Digit itiz izat ation ion™ Methodology

  • Le

Leveraging eraging 21st

st Century Technology to facilitate the 3 C’s

 Comm

mmunica unication tion

 Collab

abor

  • rati

ation

  • n

 Connec

nectivi tivity ty

slide-13
SLIDE 13

More specifically… Connectin nnecting g Peo eople ple an and Processes esses

via ia th the Clo loud, ud, Mob

  • bile

ile De Devices, ices, So Soci cial al Media dia

wit ith Appr proval al Routi uting ng an and Workf kflo low w Tec echnology hnology

slide-14
SLIDE 14

Su Suppor portin ting g Res esea earch

Data collected by Aberdeen indicate that Best in Class ass businesses are digitizing their business for the following reasons:

  • 46% to pro

romote collab abor

  • rat

atio ion between business processes and business units

  • 29% to manage cases based on goals rather than rigid processes
  • 29% to create more intellige

lligent t wo workflo rkflows ws

  • 21% to remap and re

re-engine ngineer er business iness pro rocess esses es to be more efficient

  • 21% to decrease response times to internal and external events
  • 17% to digitize

itize pro rocesse sses

Source: ‘Don’t Be Left Behind: The Time for Digital Transformation is Now’, October 2015

slide-15
SLIDE 15

Res esul ults ts ac achie ieved ed by our ur Cli lien ents ts

 Global process standardization  Reduced process cycle time/costs  Improved process visibility/tracking  Elimination of redundant data entry  Reduced auditing costs  Improved process controls  Elimination of paper forms

slide-16
SLIDE 16

Red eduction uction in Cy in Cycle cle Tim ime

“The iQuote platform enables us to connect to QAD EA and

  • t
  • ther

er external ernal pric icing ing too

  • ols

ls whic ich h hel elped ped us us re reduce uce ou

  • ur qu

quot

  • te

e time to a couple of days!”

slide-17
SLIDE 17

Im Improved ed Pric ricing ing Contr ntrol

  • l

“With iQuote we finally have control over pricing for our sales quoting…We have reduced our sales turnaround time from weeks to days… ”

slide-18
SLIDE 18

Sea ean n Bro rown wn

Senior Business Process Analyst

TM

slide-19
SLIDE 19

His istor

  • ry

 Ev

Evol

  • lut

ution ion of

  • f

at at f for

  • rme

mer r Em Emplo loyer er (l (lar arge ge QAD User) ser)

  • Beginnings of iQuote
  • Globalizations and Standardizations across all business units
  • Increased communications and efficiencies in a disperse multi-language

environment

 Ev

Evol

  • lut

ution ion of

  • f

at at So Somer mero

  • En

Enterp erprises rises

  • The redesign
  • Real – Time quoting over mobile devices
  • Real time quoting right in front of the customer…

TM TM

slide-20
SLIDE 20

Object jectiv ives es

  • Real

al-time, ime, accurate e quot

  • tin

ing g anytime/an ime/anywher where

  • 100% Web-based
  • Real-time integrated with QAD EA
  • Sta

Standard rdiza ization ion

  • A well defined and systematized work flow for pricing approval process
  • Use of quote templates
  • Shared Data sets
  • Standard definitions and processes
  • Impro

prove ve user r functi nctionalitie

  • nalities
  • Visibility of all active quote / pricing for the customer
  • Automatic conversion of quotes to QAD Sales Orders
  • Automatic Calculation of Taxes
  • Customer signature capture on quotes
slide-21
SLIDE 21

Why y iQ iQuot

  • te™?

 Impro

roved d Pricin ing g Contr trols

  • ls

 Integrat

rated d wi with QAD

 Configur

nfigurable able ru rules/Ap es/Approval al ro routi ting ng

 Cost

st Effectiv ive

 Quick

k implement ementation ation

 Ea

Ease e of use

 Ease

e of suppor

  • rt

 Highly

ly Customiza

  • mizable

le

slide-22
SLIDE 22

Im Implem lementation entation Tim imel elin ine e & Chal allen lenges ges

  • Imple

lementat mentation ion timeline line ?

 WOC Example – We took iQuote live at one of Las Vegas’s biggest

conventions called World of Concrete… We not only took it live there, but produced a record number of quotes at the convention…. It was so easy to learn, the salespeople were learning how to use iQuote while talking to the Customer….

 In addition, by allowing the Customer to see the quote in real-time

and then capturing their signature (commitment), we sold more products than previous years at the conference!

  • Team size

ize : 3 Somero members, 1 ISSG member

  • Cha

halleng llenges es

  • Hard deadline of 2.5 months to implement and go Live, which ISS

Group beat!

slide-23
SLIDE 23

Ben enef efits its

 Quot

  • te accuracy

 Captur

uring ing Customer

  • mer commitme

itment nt (sig signatur nature) e) in real-time time

 Im

Impro roved d qu quot

  • te tu

turn rnaround round

 Impro

roved d pricing ng contro rol

 Pro

rocess ess standar dardiz dizat atio ion

 Impro

roved d quot

  • te visibilit

sibility

slide-24
SLIDE 24

De Demonstr nstration ation

TM

slide-25
SLIDE 25

Copy y of Pre rese sentati ntation

  • n

A do downl nload

  • ad of
  • f th

this is prese esent ntatio ation n is is avai aila lable ble on

  • n the

e IS ISS S Grou Group p Blo log g pag age at: at:

www.is .issgr sgroup.com/ne

  • up.com/news
slide-26
SLIDE 26

Qu Ques estions? tions?

Con

  • ntact

tact Andy y Wein inst stein ein at: at:

  • awein

inst stein ein@iss @issgr group.ne

  • up.net
  • or
  • r sa

sales@issgr les@issgroup.

  • up.ne

net

  • or
  • r via

ia phon

  • ne

e at at 9 973 73-879 79-60 6077

Tha hank nk You

  • u!