Quote Management Made Easy Through Salesforce and the AppExchange

Quote Management Made Easy Through Salesforce and the AppExchange Harpreet Ahluwalia, Salesforce.com Kevin McHugh, Symbol Technologies, Inc. Benjamin Taft, Foundry Networks, Inc. Ryan Borders, PlantCML Track: Sales Executives

Safe Harbor Statement ,[object Object],[object Object],[object Object],[object Object]

Common Quoting Challenges Customer Experience Product Complexity ,[object Object],[object Object],[object Object],[object Object],Sales Efficiency ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Results… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ I have a problem” “ I don’t have a solution”

Quote Management with Salesforce and AppExchange ,[object Object],[object Object],[object Object],[object Object],Opportunity Quote Quote Quote Quote Order Forecast

Kevin P. McHugh Director, Worldwide Sales Operations [email_address]

Symbol Technologies ,[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Manufacturing EMPLOYEES: 5,000 GEOGRAPHY: Global PRODUCT(S) USED: Sales Force Automation, AppExchange API, Briefcase Client, MS Outlook Client, MS Office Client and Sandbox # USERS: 900

Key Challenges with Previous CRM System ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Symbol CRM – The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],DEPLOYMENT DETAILS

Symbol CRM Intuitive, Easy to Use and Fast Online, Offline or Mobile Real Time Forecasting Territory Management Tool Robust Out of Box Features Managed by the Business Easy to Extend and Integrate Legacy Product Configurator Guided Selling – 6,000+ Products Complex Quoting Scenarios Real Time SAP Pricing Deal Desk Workflow Approval Audit Trail Custom Solution AppExchange API

Symbol CRM – Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Launching Solution Builder Comergent (Solution Builder) Login Data Migration Using AppExchange API Link to Product Catalog Configurator

Selecting Products – Guided Selling 6 Divisions 200 Product Families 6,000 Part Numbers Drill Down Product Catalog Starting at Product Division

Building a Quote Rules Based Product Family Top Down Approach Build Product List for Quote Technically Accurate Quotes

Real Time Pricing & Discounting Multiple Quote Iterations Real Time SAP Pricing Call Override Standard Pricing

Price Approvals Submit a Price Exception for Approval Notes & Attachments Sales Team Retrieval using AppExchange API Generate HTML Print Views of accurate and approved quotes

Updating the Opportunity for Accurate Forecasting Timed Update Using AppExchange API No Forecast Amount Override

Symbol CRM – In Summary ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Benjamin Taft Vice President, Marketing Foundry Networks, Inc.

Foundry Networks ,[object Object],[object Object],[object Object],[object Object],[object Object],INDUSTRY: Manufacturing EMPLOYEES: 900 GEOGRAPHY: Global PRODUCT(S) USED: SFA, Service & Support # USERS: 200+

Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

The Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Solution Snapshot ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Launching Quote Tool Link to Quote Tool From Opportunity Detail Page

Screenshots Quote Header Multiple Quotes Per Opportunity Offline Availability

Final advice (Lessons) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Ryan Borders Sales Operations Manager [email_address]

[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],PlantCML INDUSTRY: Software Development EMPLOYEES: 525 GEOGRAPHY: North America PRODUCT(S) USED: SFDC, Service & Support, Firepond CPQ OnDemand, Project Management application downloaded from AppExchange # USERS: 148

Key Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

PlantCML – The Solution ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

PlantCML – Results ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Launching Application and Selecting Products Launch Firepond Quoting Application Select Product lines with Multiple Branches and Products Underneath

Configuration Wizard - Making Complex Simple ,[object Object],Wizard Driven Configuration Questions

Advanced User Editing User Alerts for Incompatible Items

Automated Pricing and Configuration Updates Automatic Pricing Updates

Quote Development Included Products

Proposal Generation Select Quote Proposal Content

Automatic Opportunity Updates Products and Prices are Automatically Populated Opportunity Value is Updated for Accurate Forecasting Proposal is Automatically Attached to Opportunity

Salesforce & Firepond ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Kevin McHugh Director, Worldwide Sales Operations Benjamin Taft Vice President, Marketing Ryan Borders Sales Operations Manager QUESTION & ANSWER SESSION

Session Feedback Let us know how we’re doing! ,[object Object],[object Object],[object Object],[object Object],[object Object],Save time! Use your cell phone or mobile device to send Feedback via SMS/Text Messaging! Send a message to 26335 In the message body: Session 189, #### For example, “ Session 123, 5555 ” Session ID: 189 Session ID # Scores for 4 categories SMS Voting powered by:

Quote Management Made Easy Through Salesforce and the AppExchange

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Quote Management Made Easy Through Salesforce and the AppExchange