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Quote to Cash - Identifying & Driving Value

Quote to Cash - Identifying & Driving Value

By: Sharik Dhiman

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Quote to Cash - Identifying & Driving Value

  1. 1. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Quote to Cash – Identifying & Driving Value Sharik Dhiman
  2. 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 2
  3. 3. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Quote to Cash – Problem Definition 3
  4. 4. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Common Business Challenges 4 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
  5. 5. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Preparing for a Quote to Cash Implementation 5
  6. 6. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Capgemini Methodology 6 Scan & Define 6 – 12 Weeks Pilot Implementation 4-8 Months Global Rollout Key Activities Business Process Review Define Unified Catalog Hierarchy Define Discount Framework Data Migration/Integration Approach Deployment & Release Planning Pilot Scope Definition Key Activities Detail Requirement Verification Iterative functional design with Pilot Users Iterative build, Configuration & customization Data Migration & Data Integration SIT, UAT & Deployment, Support/Feedback Key Activities Understand Localized Requirements Requirements based solution localization Iterative build, Configuration & customization Data Migration & Data Integration COE Planning
  7. 7. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Expected Benefits from Quote to Cash Implementations 7 Reduction in Contract and Quote Error Rates Higher Margins Increased 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.
  8. 8. Copyright © Capgemini 2016. All Rights Reserved Capgemini at Dreamforce 2016 Vendor Selection Criteria 8 Functionality Usability Scalability & Performance Integration Capability Maintainability Product & Pricing Modeling Capability Technical Architecture Vendor Credentials & Support Model
  9. 9. 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?
  10. 10. The information contained in this presentation is proprietary. © 2016 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini. www.capgemini.com About Capgemini With 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.

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