Quote to Cash - Identifying & Driving Value
-
Upload
capgemini -
Category
Technology
-
view
606 -
download
0
Transcript of Quote to Cash - Identifying & Driving Value
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016
Quote to Cash – Identifying & Driving ValueSharik Dhiman
2
Agenda• Quote to Cash – Problem Statement• Common Business Challenges• Preparing for a Quote to Cash Implementation• Capgemini Methodology• Expected Benefits from Quote to Cash Implementations• Vendor Selection Criteria• Why Capgemini?• Q & A
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 3
Quote to Cash – Problem Definition
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 4
Common Business Challenges
Inability to Scale
Technology across
Channels
Average Quote
Turnaround Time
Inaccurate Quotes & Contracts
Rogue Discounting
Inconsistent Processes
across regions
Inconsistent Customer
Experience across Sales
Channels
Ramp-up time for
new Sales Reps
Salesperson Time Spent
on Administrativ
e Tasks
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 5
Preparing for a Quote to Cash Implementation
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 6
Capgemini Methodology
Scan & Define 6 – 12 Weeks
Pilot Implementation4-8 Months
Global Rollout
Key ActivitiesBusiness Process Review Define Unified Catalog HierarchyDefine Discount FrameworkData Migration/Integration ApproachDeployment & Release PlanningPilot Scope Definition
Key ActivitiesDetail Requirement VerificationIterative functional design with Pilot Users
Iterative build, Configuration & customization
Data Migration & Data Integration SIT, UAT & Deployment, Support/Feedback
Key ActivitiesUnderstand Localized RequirementsRequirements based solution localization
Iterative build, Configuration & customization
Data Migration & Data IntegrationCOE Planning
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 7
Expected Benefits from Quote to Cash Implementations
Reduction in Contract and Quote Error
Rates
Higher MarginsIncreased Customer Retention
Higher Quota Attainment Larger Deal Size Shorter Sales
Cycle
Improved Lead Conversion Rate
Ability to Scale Systems and Processes
Reduced Cost to On-board Reps
Capgemini’s Quote to Cash offering is focused on enabling companies to transform the customer and employee experience during the sales cycle and setting up systems
to support growing businesses.
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016 8
Vendor Selection Criteria
Functionality Usability Scalability & Performance
Integration Capability Maintainability
Product & Pricing
Modeling Capability
Technical Architecture
Vendor Credentials &
Support Model
Copyright © Capgemini 2016. All Rights Reserved
Capgemini at Dreamforce 2016
Our CPQ Capability is focused on:
Configure Price Quote
Contract Lifecycle
Management
CRM & ERP Integration
• Identify Business Goals & Value Drivers• Vendor Evaluation• Deployment Roadmap
Assess
• Business Process Analysis• Product & Price Modeling• Technology Implementation
Execute
• Scale to additional business units• Scale to additional geographies• Enhance capabilities
• Establish a COE for central governance• Track KPI’s to drive business valueMaintain
Alliances
Why Capgemini?• Vendor Agnostic Approach
• Battle Hardened Consultants
• Dedicated CPQ/CLM Resources
• Utilization of Quote to Cash Accelerators to speed delivery, lower costs and reduce risk
• Focus on organizational change management
• CPQ Certification Process• Internal Training – CPQ Fundamentals• External Training – Tool Specific• Implementation Hours
Expand
Why Capgemini?
The information contained in this presentation is proprietary. © 2016 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini.
www.capgemini.com
About CapgeminiWith more than 180,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2015 global revenues of EUR 11.9 billion. Together with its clients, Capgemini creates and delivers business, technology and digital solutions that fit their needs, enabling them to achieve innovation and competitiveness. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business Experience™, and draws on Rightshore®, its worldwide delivery model.