How to create a Bill of Materials · 2019-08-21 · Leverage CPQ appetizer presentation to...

1 © Nokia 2017

How to create a

Bill of Materials

Nokia Internal Use

• Edmond Osstyn EMEA partner business development

• Recording July 12, 2019

2 © Nokia 2017

The Configure, price, quote tool is a critical to our plan to increase the autonomy of our partners

Without this tool, partners are forced to use only a pricebook to generate offers. This process is cumbersome and will often lead to errors in the offer

The Configure Price Quote tool is designed to allow trained presales resources to

• Generate offers by simply replying to simple questions

• Automatically adds the “complex” maintenance pricing

Results offers without errors

Additionally the tool allows the PSM to easily control gate bypass or gate processes

The CPQ tool

Nokia Internal Use

Ideally all partner presales teams should use this tool

3 © Nokia 2017

Configure, price, quote tool basics

Nokia Internal Use

4 © Nokia 2017

The CPQ tool

Nokia Internal Use

Intuitive tool to allow (partner) presales to generate quotes for anopportunity

Based on latest pricelist withdiscounts as current for specificpartner and opportunity

Tier discount DOD

Maintenance discounts

Ability for partner to develop alternative quotes for sameopportunityAnd chose the active Quote

Ability for partner to request quote approvalAutoapproval for quotes using standard pricing and approvedpartner discounts if quote is set up correctly by PSMAbility for partner to generate offer once quote is approved

5 © Nokia 2017

Working with quotes

Nokia Internal Use

Opportunity created for a project

Partner can use CPQ to generatedifferent quotes for the opp (usignthe predefined pricing

Partner can select any quote as “prime”

Partner submitsquote for approval

Once approvedhe cangenerate BOM

Moved by PSM to passed gate G3 soopp is ready for quote.Prepared by PSM for autoapproval ifrequired

6 © Nokia 2017

Preconditions for users to access CPQ tool

Nokia Internal Use

User needs to have access to the CPQ tool (check by going to user contact and checking related, addtional resources)

User needs to be given access to opportunity for which he needs to generate a quote (member of account team with read/write access

Option to upgrade key presales resource to PRM. That way user is automaticallyadded to opportunity team for all partner lead opportunities (deals entered by anypartner user)

7 © Nokia 2017

Where to go to access CPQ tool

Nokia Internal Use

Go into opportunity for whichyou wish to generate a quote using CPQ tool

Make sure you have access to the opportunityMake sure you have access to the CPQ tool

To note: CPQ access is also a prerequisite for people who wish to be able to download pricebooks

8 © Nokia 2017

Current scope of CPQ tool

Nokia Internal Use

Configurator Export for pricebooks from CPQ

IP/MPLS

Fixed access

POL

WIFI

IP/MPLS

(Fixed access)

POL

WIFI

Optics

Nuage

High runner products

All products

9 © Nokia 2017

Optimal CPQ users have a presales profile

And should have been certified as “sales engineer specialist”

For consideration

Nokia Internal Use

This is not a “hard precondition”

But a strong recommendation

Even though the CPQ configurator is highly intuitive to use, you need to know which things to pick from theoffered options.The required level of product knowledge is captured in thecorresponding sales engineer specialist certification

10 © Nokia 2017

Part of an end-to-end “coaching concept”

Nokia Internal Use

11 © Nokia 2017

End-to-end CPQ coaching concept

Nokia Internal Use

Step 1: prepare theground

Set up users with access to CPQ toolCreate workspace opportunityGive user access to workspaceopportunity

Leverage CPQ appetizer presentationto introduce user to CPQ tool and pricebook export

Intermezzo: User leverages workspace to become familiar with configurator and functions such as product upload

Step 2: Prepareserious users to buildreal offers

CPQ deep dive session by CPQ subject matter expert for partner user, PSM and local RBC support

Assign RBC support to coach and support concrete offer creation

Early applications: keep on using workspace in cases where more tries are needed. Start generating initial quotes in real opportunities with support of PSM to prepare opportunity and local RBC. Access to full set of functions in real oppincluding creation of BOM

12 © Nokia 2017

Creating a quote for a project

Nokia Internal Use

13 © Nokia 2017

The opportunity has to be set up and you need read accessFinding the opportunity

Nokia Internal Use

Click on opportunities

If you do not see opportunity, click and change list view to my opportunities (for partners)

Select opportunity

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How to create a new quote inside an opportunity?

Nokia Internal Use

Click here to start a new quote

At any one time a partner can have manyquotes for the same opportunity to explorealternatives

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Accessing an existing quote

Nokia Internal Use

Click on related

Look for section with quotesSelect the quote you wish to workon

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Editing a quoteGeneric part

Nokia Internal Use

Set info to drive maintenance offer part

Set info to drive SSP offer part

All quotes are generated withmaintenance. If no maintenance offer is required remove if from the cart lateron

17 © Nokia 2017

Entering the configurator and pricing

Nokia Internal Use

Scroll down to section “quote actions”Select “configure products/pricing

18 © Nokia 2017

Making a configuration

Nokia Internal Use

19 © Nokia 2017

Currently available for

Nokia Internal Use

IP/MPLS POL

FBA WIFI

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Enter configure products/pricing

Nokia Internal Use

Click xxx configurableproducts tab

If you do not see this option, please contact your partner sales manager

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Click on xxx configurable products

Nokia Internal Use

Pick product to confugurefrom list

Or scrolldown to findproduct

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Start configuration

Nokia Internal Use

Click “configure” to start configuration

23 © Nokia 2017

Configuration

Nokia Internal Use

Go through thetabs one by one

Go through allquestions and select

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Configuration

Nokia Internal Use

As you progress you will see a first price indication

Click expand all to see an overviewif needed

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Configuration

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As you progress the info changes

When complete: click validate ( to run check)

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To add more prioducts

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Click on cart

Or click on “go to pricing”

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Add another product

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Click “add more products”Repeat the process

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Changing quantities in cart

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Review and change quantities if required

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Check for errors in cart before going to next steps

Nokia Internal Use

Check small icon “ ifgreen” all is OK; If not click to find and correct errors

30 © Nokia 2017

Other actions

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Click “reprise” to request repricingafter changes

Click “finalize” to complete

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Maintenance (and SSO pricing) is added automatically

Nokia Internal Use

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Selecting your primary quote to submit for approval

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Reenter quoteClick “make primary”

34 © Nokia 2017

What?

Nokia Internal Use

Presales will need to become familiar with thisquoting tool

A dedicated workspace has been set up to whichall CPQ users have been set up as members of the opportunity team

This area will be shared but multiple quotes canbe created to allow easy sharing

Note: it is not possible to approve a workspaceopportunity and as a result it is not possible to create a BOM in the workspace. To create BOM you need to create a quote insidea real opportunity and get the quote approved

36 © Nokia 2017

The partner pricelists for the technologies mentioned on bottom right are generated from the CPQ

Nokia Internal Use

Configurator Pricing and quoting

IP/MPLS

(Fixed access)

POL

WIFI

IP/MPLS

(Fixed access)

POL

WIFI

Optics

Nuage

High runner products

All products

37 © Nokia 2017

Where to go to generate a product or maintenance pricelistClick on accounts and go to account of your partner

Nokia Internal Use

Change list view if you do notsee your partner account

38 © Nokia 2017

Enter account – click on related and go down to “accreditation and pricing”

Nokia Internal Use

Click on related

Go down to “acceditation and pricing”

Click title or view all to see all

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On next question reply “continue”

Nokia Internal Use

Click continue to proceedAnd wait for screen to change

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On new screen – click related and go down till you see files in notes and attachments

Nokia Internal Use

Click related

Go to list of files, the top left is thelatest one

43 © Nokia 2017

Pricelist sheet

Nokia Internal Use

Sellable items Global List Price Market price

Your curent tier discount

45 © Nokia 2017

End-to-end CPQ coaching concept

Nokia Internal Use

Step 1: prepare theground

Set up users with access to CPQ toolCreate workspace opportunityGive user access to workspaceopportunity

Leverage CPQ appetizer presentationto introduce user to CPQ tool and pricebook export

Intermezzo: User leverages workspace to become familiar with configurator and functions such as product upload

Step 2: Prepareserious users to buildreal offers

CPQ deep dive session by CPQ subject matter expert for partner user, PSM and local RBC support

Assign RBC support to coach and support concrete offer creation

Early applications: keep on using workspace in cases where more tries are needed. Start generating initial quotes in real opportunities with support of PSM to prepare opportunity and local RBC. Access to full set of functions in real oppincluding creation of BOM

How to create a Bill of Materials · 2019-08-21 · Leverage CPQ appetizer presentation to...

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