‘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 March 22, 2016
Quot Qu ote e to Cas ash h Process ess Order Invoice Payment Quote Shipment X 1 X 3 X 4 X 2 X 5 + + + + Key y Performance ormance In Indica dicator or Qu Quot ote e to Cas ash h Cycle cle
iQ iQuot uote ™ So Solu lution ion Focus: cus: Qu Quot ote e to Or Order er Order Quote x 1 x 2 + By By re reducin ucing g the e tim ime e re requ quire ired d for r compo omponents nents of the e Qu Quot ote e to Cas ash h Process, ess, the e Qu Quot ote e to Cas ash Cycle cle is is re reduced. ced.
Sa Sale les s Qu Quot ote e Chal allenges lenges Impro proving ing Quot ote 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
Sa Sale les s Qu Quot ote 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
Sa Sale les s Qu Quot ote 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
Sa Sale les s Qu Quot ote 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
Sa Sale les s Qu Quot ote e Chal allenges lenges Improving Quote turnaround time Real-time, accurate pricing Requires input from multiple people within organization Finished product configuration revisions Con onne nectiv ctivity ity bet betwee ween n qu quoting oting too ool and nd QAD EA Obtaining required approvals Quote standardization Quote visibility
Sa Sale les s Qu Quot ote 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
Sa Sale les s Qu Quot ote 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 ote stand ndardization ardization Quote visibility
Sa Sale les s Qu Quot ote 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 ote visibi bility lity
Process cess Dig Digit itiz izat ation ion ™ Methodology • Le Leveraging eraging 21 st st Century Technology to facilitate the 3 C’s C omm mmunica unication tion C ollab abor orati ation on C onnec nectivi tivity ty
More specifically… Connectin nnecting g Peo eople ple an and Processes esses via ia th the Clo loud, ud, Mob obile 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
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 orat 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
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
Red eduction uction in Cy in Cycle cle Tim ime “The iQuote platform enables us to connect to QAD EA and ot other er external ernal pric icing ing too ools ls whic ich h hel elped ped us us re reduce uce ou our qu quot ote e time to a couple of days!”
Im Improved ed Pric ricing ing Contr ntrol ol “With iQuote we finally have control over pricing for our sales quoting…We have reduced our sales turnaround time from weeks to days… ”
Sea ean n Bro rown wn Senior Business Process Analyst TM
His istor ory Ev Evol olut ution ion of of at at f for orme mer r Em Emplo loyer er (l (lar arge ge QAD User) ser) TM • Beginnings of iQuote • Globalizations and Standardizations across all business units • Increased communications and efficiencies in a disperse multi-language environment Ev Evol olut ution ion of of at at So Somer mero o En Enterp erprises rises TM • The redesign o Real – Time quoting over mobile devices o Real time quoting right in front of the customer…
Object jectiv ives es Real al-time, ime, accurate e quot otin 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 onalities • 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
Why y iQ iQuot ote ™ ? Impro roved d Pricin ing g Contr trols ols 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 ort Highly ly Customiza omizable le
Im Implem lementation entation Tim imel elin ine e & Chal allen lenges ges o 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! o Team size ize : 3 Somero members, 1 ISSG member o Cha halleng llenges es ● Hard deadline of 2.5 months to implement and go Live, which ISS Group beat!
Ben enef efits its Quot ote accuracy Captur uring ing Customer omer commitme itment nt (sig signatur nature) e) in real-time time Im Impro roved d qu quot ote tu turn rnaround round Impro roved d pricing ng contro rol Pro rocess ess standar dardiz dizat atio ion Impro roved d quot ote visibilit sibility
De Demonstr nstration ation TM
Copy y of Pre rese sentati ntation on A do downl nload oad of of th this is prese esent ntatio ation n is is avai aila lable ble on on the e IS ISS S Grou Group p Blo log g pag age at: at: www.is .issgr sgroup.com/ne oup.com/news
Qu Ques estions? tions? Con ontact tact Andy y Wein inst stein ein at: at: awein inst stein ein@iss @issgr group.ne oup.net or or sa sales@issgr les@issgroup. oup.ne net or or via ia phon one e at at 9 973 73-879 79-60 6077 Tha hank nk You ou!
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