HP Special Pricing Tool (Smart Quote) · PDF fileHP Special Pricing Tool (Smart Quote) End to...

© Copyright 2011 Hewlett-Packard Development Company, L.P. The information

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HP Special Pricing Tool (Smart Quote) End to End Reseller Training Nilay Aydin Channel Business Support Manager

26 December 2012



Smart Quote Overview

Smart Quote is the exclusive tool

offered to HP Resellers to request

special pricing

Smart Quote’s easy-to-use web

interface is available when you

need it…24 X 7!

With Smart Quote, HP can

respond to your special pricing

request in as little as 4 hours,

increasing your chance to win

deals!

To ensure the best performance of the Smart Quote tool, please use one of the following web browsers: Internet Explorer 7 Internet Explorer 8

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Access the Tool

• How to access the Smart Quote Tool via the HP Smart Portal

Home Page Activities

• How to navigate the Home Page

• How to Search and Filter for specific requests

Create a New Request

• How to create and submit a New Request, using 6 easy steps

Editing and Copying Quotes

• How to change the status of a request to WON

• How to make other changes and resubmit a request

• How to Copy an existing request

Managing Expiring Quotes

• How to identify quotes which are Expiring soon

• How to request an extension to the validity date of your expiring quote

Training Topics



Accessing the Tool via HP Smart Portal



Accessing the Smart Quote Tool

Link to EMEA Partner Portal:

http://h20375.www2.hp.com/portal/site/publicsmartportal/landing

1. Enter your User ID

2. Enter your Password

3. Click Sign-in>>

Via the HP Partner Portal

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4. Navigate to the Smart Quote Jump page:

4a. Click on the Product & Price link located on the left navigation bar, and then the Smart Quote link Product & Price page

4b. Or click the direct link to Smart Quote under the “Most Popular Tool” menu

Navigate to the SQ Jump Page

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When you reach the Smart Quote Jump Page you can view localized information around Smart Quote

5. Click on the Access Now button to access the tool

Enter the Smart Quote Tool

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Home Page Activities

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Home Page Features

The Home Page is the first you will see when entering the Smart Quote tool. This screen contains 4 sections:

The Quick View Section enables you to enter an existing quote number and jump directly into that quote

The Search and Filter Section enables you to find specific quotes

The Quote List Section contains your existing quotes. You may specify which quotes appear here by using the Search and Filter Section.

The Other Actions Section enables you to Create a New Quote or Copy a quote

Home Page

Quick View Section

Search and Filter Section

Quote List Section

Other Actions Section

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Quick View Section

By entering an existing quote number in the Quick View field, you will be taken into that quote in Edit Mode.

From here, you can make any changes needed.

If the request has already been approved and quoted by HP, you can also set the status to Won

Home Page

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Search and Filter Section

In the Search and Filter Section you can define which requests you wish to see in the Quote List

1. Search for an existing quote by entering the quote ID and clicking on Search.

2. Filter the list by quote status/type by clicking the corresponding check box and then Search. See next page for a description of each filter.

3. Advanced Search enables you to specify which requests you want to see on a detailed level. You may then choose to export these results to Excel format, or view in the Quote List

Home Page

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Search and Filter Section > Quote Status Filter

The Status filters will show quotes having the following Status:

Status Default View All requests except

Rejected, Cancelled, and Expired

All Quotes All quotes in all

statuses

Active All quotes that have been submitted and

are still active

Won Only quotes with

status Won

Action Required Quotes requiring an

action by the Partner

Not Submitted Quotes not yet

submitted to HP

Not Submitted / Draft

Submitted to HP

In Progress

Approved

Rejected

Cancelled

Resubmitted

Won

Lost

OPG Created

Expiring

Expired

Home Page



Search and Filter Section > Advanced Search

Home Page

You can access the advanced search function using the following steps:

1. Click on Advanced Search on the Home page.

2. Once the Advanced Search page is displayed, type in/select the search criteria as necessary.

3. Click on Retrieve to view the search results.

4. To export the search into abn.xls file, click on Export.

5. Click on Clear to clear the search input.

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In this section you will be able to view all quotes, depending on which filters / search criteria have been applied

1. Quote ID is a hyperlink, which takes you into a request in Edit Mode. This is how you can set the status to Won, or make other changes and resubmit the request.

2. Request Status shows which phase of the sales process the request is in. See table to the right for more details

3. Expiry is only populated for request which will expire within a week, and will show you the Expiry Date.

Quote List Section

Home Page

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Status Definition

Not Submitted Request has not been submitted to HP – it is still in DRAFT form

Submitted Request has been Submitted to HP

In Progress HP is working on the request

Approved The request has been Approved and Quoted

Rejected There is an issue with the request and it could not be approved as is. The request should be updated and resubmitted

Resubmitted The request has been updated and resubmitted for approval

Won The deal has been WON – this status kicks off OPG Creation

Lost The deal was LOST

Cancelled The Reseller has cancelled the request, normally due to project cancellation

OPG Created The deal was WON, and OPG has been created. You may now place orders!

Expiring The deal has been Approved and Quoted, but not yet set to WON. The quote will expire soon, and should either be set to WON/LOST if appropriate, or an extension should be requested

Expired The deal has expired and may no longer be used. It is possible to make a copy of this request, but any approvals will be lost

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Other Actions Section

From Create New Quote enables you to create a quote in six easy steps. This process will be covered in more detail as separate topic.

You can copy an existing quote by clicking on the Copy button.

All data from Reseller, Distributor, End customer and Product list tabs are copied and is editable.

Click on the Edit hyperlink in each section (as necessary) to make the necessary changes.

Home Page



New Quote Request Creation

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Features

By clicking on the New Quote Request Button on the Home Page, a new quote will be generated.

Once inside the new quote, each page contains a header:

1. Navigational Path - indicates the exact page that the user is on. Provides linkages back to parent pages for quicker access.

2. Section tabs - these tabs represent the logical flow to guide the user in creating/editing quotes. The tabs are broken down into 5 sections, plus the Review & Submit button.

3. Quotes header – summarized high level information about the quote

New Quote Request



New Quote Request Reseller Page

Upon clicking on the New Quote Request Button, the reseller page will be auto populated with your details. You can edit the Partner Contact details if necessary.

1. Make changes to your Partner Contact details (if necessary).

2. You may add additional email addresses to receive Reseller Notifications. Each email address should be separated by a comma, eg., [email protected], [email protected]

3. The Reseller Info section is not editable.

4. You may change the partner location (if applicable) by clicking on the Partner Name

5. Once completed, click on Next to Customer.

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New Quote Request Customer Page

There are 3 options for you to detail the customer:

1. You can select a customer from the Previously Selected Customer list by clicking on the customer name link.

2. You can search for an existing customer by filling in the search criteria fields and clicking on Search

3. You can click on the New Customer button to add a new non-existing customer

Once a customer has been selected you will be required to fill in the Customer Contact details

4. Once completed, click on Next to Products

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New Quote Request Product Page

There are 3 options for you to detail the products on the Products page:

1. Product Search and Select: You can search for a product by detailing the search criteria, and selecting the desired products.

2. Product Import: You can import Product(s) or Configurations from Excel or XML file. Import function screen will be displayed

3. Attachment: You may select the either the “Product(s)” or “Configurations” radio button, add the files as attachments and manually select the correct BU checkbox for your attachment.

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New Quote Request Product Page > Product Search and Select

On the search page, you can search for the correct products and select them accordingly:

1. Enter your search criteria

2. Select the correct checkbox corresponding to the product.

3. Once completed, click on Add Product(s) to the List.

This is the preferred method of adding products to a request, if you have a small number of products, or if you do not know the Part Number of the products you plan to include in the request.

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New Quote Request Product Page > Add Requested Buy Price (RBP)

The selected products will appear in a separate table. RBP can be set in 3 ways:

1. Type in the RBP value in the fields corresponding to the product

2. Type in the requested discount percentage in the % RBP field and then Select All. This will calculate and populate the RBP for all line items

3. Enter a discount % on the line item level. This will calculate and populate the RBP for that line item.

You can reset the changes made by selecting the line item(s) and clicking on Reset. You can delete a product by selecting it and clicking on Delete.

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New Quote Request Product Page > Import Functionality

You can Import Products or Configurations, which pulls them into the Smart Quote tool so they can be managed in the same way as if you used Product Search and Select

Browse for the file containing the Products or

Configurations, and click Upload

This is the preferred method if you have a larger number of products to include, and if you know the Part Number of the products.



New Quote Request Product Page > Import Functionality > Import Products

After you have Uploaded the file, check eligibility and add to the request:

1. Ensure the correct sheet of the uploaded file is active. If you change it, click the Update button

2. Ensure the Column mapping is the same between the uploaded file and the results table. Adjust if needed.

3. Once completed, click on Check Eligibility to screen the product list.

All eligible products will be marked as “Y” in the “Eligible” column. Ineligible products (not eligible for special pricing) are marked as “N”.

4. Click Add eligible products to the quote to complete the import process.

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New Quote Request Product Page > Import Functionality > Import Configurations

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After you have Uploaded the file, check eligibility and add to the request:

1. Ensure the correct sheet of the uploaded file is active. If you change it, click the Update button

2. Ensure the Column mapping is the same between the uploaded file and the results table. Adjust if needed.

3. Once completed, click on Check Eligibility to screen the product list.

All eligible configurations will be marked as “Y” in the “Eligible” column. Ineligible products are marked as “N”.

4. Click Add eligible products to the quote to complete the import process.

Note: The “Add eligible products to the quote” button will only be enabled if ALL products are eligible. If there are ineligible products, you will have to click on the “Cancel” button and repeat the process with a valid configuration file.

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New Quote Request Product Page > Eligible Products / Configurations Imported

Eligible products / configurations will appear in a separate table. You may still adjust Quantity or RBP

after import is complete



New Quote Request Product Page > Attachments

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If you cannot search and select or import your products, you may include them as a product attachment

This method will require a longer turn around time to process the request.

1. Select either the “Product(s)” or “Configuration” radio button.

2. Locate the Attachment by clicking on Browse.

3. Once the file has been selected, click on Upload

4. Select the appropriate BU checkbox relating to the attachment.

5. Uploaded attachments will be displayed in the table.

6. To delete an uploaded attachment, click on the cross icon corresponding to the uploaded attachment

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New Quote Request Product Page > IPG Product

Regardless of how products were

added to the request, if IPG

products were included, it is

necessary to identify the as:

IPG Contractual, or

IPG Transactional

Select the corresponding radio button,

and continue with the request

The IPG selection box can be found in the yellow box at the bottom of the screen



New Quote Request Distributor Page

You can provide the distributor details

using the following steps:

1. Select the distributors from the dropdown list. The number of distributors which may be selected varies by country.

2. Selected distributors will be listed in the distributor field in the “distributor details” section. To view the distributor’s detail, select the distributor from the dropdown list.

3. Add additional e-mails if necessary. additional e-mails must have the same domain as the assigned e-mail. Additional emails must be separated with a comma.

4. Click on Next to Quote Core Data.

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New Quote Request Quote Core Data Page – Section 1

The Quote Core Data page completes the information needed to process your request.

1. Competitor Products: You can select competitors and detail the HP and competing products.

2. Once completed, click Add.

3. Timeline: You must (mandatory) select the “Expected Customer Decision Date” and “Order Delivery Date (From/To) using the date-picker buttons provided”

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4. Justification: It is mandatory to provide justification. A high level Justification must be selected from the drop down list, and more details must be provided in the Business Justification field.

5. HP Primary Sales Rep: Please enter the name of the HP Sales Rep you are working with on the deal, if applicable.

6. PfG ID: If this is a Partner for Growth request, enter the PfG Reference ID.

7. Comments: you may enter comments relevant to the deal here – click on Save and Update Comments to complete the action.

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8. Non Product Attachments: You can add attachments with additional information in this section. This section must not be used to include product attachments. Locate the file by clicking on Browse, and the click on Upload.

9. You can delete uploaded attachments by clicking on the cross icon corresponding to the attachment.

10.Additional flags: You can provide additional information on the quote request by selecting the corresponding additional flags. Additional flags vary by country.

11.Once completed, click on Next to Review and Submit.

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New Quote Request Review & Submit Page

You can click on the “Edit” link in each section to make changes.

If there is mandatory information missing, the error message will be displayed (in red) at the respective data point for easy user reference. It will not be possible to “Submit” the quote if there are errors on the page.

Once validation is complete:

1. Click on the I accept HP’s End-User Special Negotiated Discount Terms on HP’s Partner Portal checkbox.

2. Click on Submit.

Upon submission, e-mail notification will be sent to you.

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New Quote Request Confirm Submission

Successful submission will be confirmed with a message.




You will be able to edit quotes in the following statuses:

Not Submitted – unless you submit the request after making the changes, the status will remain Not Submitted

Submitted, In progress, Expiring, Rejected and Re-submitted, and Approved – after making changes the status will change to Resubmitted

Quote requests are not editable once you have marked the Deal Won

1. Use Search or Advanced Search to locate the required quote.

2. Click the quote ID hyperlink.

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Edit a Quote



Clicking on the Quote ID prior to status Won will automatically open the quote in Edit Mode – which is the same as the Review & Submit Page

On the Review & Submit Page, you will see the quote details in Respective sections (i.e. Reseller, Customer, Customer Affiliates, Products, Distributors and Quote Core Data).

1. Click on the Edit hyperlink in each section (as necessary) to make the necessary changes. Upon completion of the changes, save your changes by clicking the Save Button, and then return to the Review & Submit Page.

2. Click on the I accept HP’s End-User Special Negotiated Discount Terms on HP’s Partner Portal checkbox.

3. Click on Submit.

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Editing and Copying Quotes Edit a Quote



Editing and Copying Quotes Set Status to Deal Won / Lost

After the quote is approved, it needs to be updated to reflect the outcome of the deal – to indicate if the business was Won or Lost

When editing the quote, the Deal Won and Deal Lost links will be activated

1. To mark a deal a Won, click on Deal Won

2. Type in your comments

3. Click on Update Status. This will trigger creation of the OPG. Once the OPG has been created you will be informed via email. The OPG can be viewed in the Special Pricing Viewer (PComm).

4. If the deal was Lost, please click the Deal Lost link and provide the details requested.

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You can copy an existing quote by clicking on the Copy button. All data from Reseller, Distributor, End customer and Product list (including quantities and requested prices) tabs are copied and is editable.

System will automatically assign a new quote ID to the copied quote.

1. Use Search or Advanced Search to locate the required quote.

2. Tick the checkbox corresponding to the required quote.

3. Click on the Copy button. System will redirect you to the quote Review & Submit page.

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Editing and Copying Quotes Copy a Quote



On the Review & Submit page, you will see the quote details in Respective sections (i.e. Reseller, Customer, Customer Affiliates, Products, Distributors and Quote Core Data).

1. Click on the Edit hyperlink in each section (as necessary) to make the necessary changes. (for illustration, please refer to the “Edit a Quote” slides)

2. Upon completion of the changes, Click on the Terms and Conditions checkbox.

3. Click on Submit.

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Editing and Copying Quotes Copy a Quote

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Once a quote is set to Approved, the expiration period starts. Every effort should be made to close the deal before the quote expires.

Before the quote expires, the status will change to Expiring. Once a request reaches this status it must be managed before the expiry date or it will become Expired.

• You can see the Status and Expiry date in the Quote List. You will also receive an email reminder.

Once a quote has reached the status Expired it may no longer be used. However, you may copy it to create a new quote request.

Overview



If your deal is close to expiring, you may request an extension to give you additional time to win the deal.

Open the quote in Edit Mode, and navigate to the Quote Core Data section. You may do this by:

• Clicking on the Quote Core Data Tab, or

• Scrolling down to the Quote Core Data section and clicking the Edit link.

Managing Expiring Quotes Deal Extension Request

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1. Scroll down to the Deal Extension section and tick the “Request for Extension” checkbox.

2. Select the New Extension Date using the date picker button

3. Type in your comments in the Comments field

4. Once completed, click on Next to Review & Submit

5. Accept the Terms and Conditions by selecting the check box.

6. Click on Submit.

Upon submission, the status of the request will change to Resubmitted. When the request is re-approved you will see what extension has been granted.

Managing Expiring Quotes Deal Extension Request

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Final Thoughts…



Final Thoughts… Helpful Hints & Tips

Please Do… Please Do Not…

Include a Requested Buy Price for all products / configurations on the request

Search & Select or Import your products rather than attaching them whenever possible

Provide full business justification for the request (How was the price determined? Customer budget…)

Search thoroughly for customers before creating a new customer

Ask your HP Sale Rep if you have any questions

Submit a request which does not meet accepted criteria in your country

Mix products from different Business Units (e.g., PSG + IPG in same request)

Forget to tell us when you have Won the deal



When you reach Smart Quote Jump Page you can view key information

• Training Material (slides, videos)

• Quotation/ OPG Status; rejections

[email protected]

• Technical Help

Email: [email protected]

Final Thoughts Additional Resources

mailto:[email protected]



Thank You!

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