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1 AMDOCS SALES QUOTE ORDER AMDOCS > CUSTOMER EXPERIENCE SYSTEMS INNOVATION AMDOCS SALES QUOTE ORDER

2 IS YOUR BUSINESS SKIPPING A BEAT? Orders are the heartbeat of your business, and no business can afford to skip a single beat or lose an order. But how do you ensure that the correct ordering process is triggered with every sale and keep track of the many parameters associated with each order to ensure that it s delivered correctly? Especially when the order is for a high-value business customer? This is where Amdocs Sales Quote Order shines. We combined Amdocs Sales with Amdocs Ordering to help you nurture your business customers and ensure that your sales pipeline evolves to cashable orders. Bridging your business support systems (BSS) and operations support systems (OSS), we gather what your customers need, and dig deep in the network to ensure that you deliver what you promised your customer. AMDOCS SALES QUOTE ORDER

3 A TRAIL OF BROKEN PROMISES What is the value of a customer to you? Undoubtedly, each customer is very valuable, but the value of each one is different, and should be handled accordingly. Your business-to-business (B2B) customers, for example, should not be treated as just transactional customers. They are highvalue clients, to be nurtured as you build the relationship. But completing orders for these high-value customers is not easy, resulting in long lead times for orders, broken promises, violations of service-level agreements (SLAs), penalties, and unhappy clients. Why this disconnect? A recent report from Light Reading (March 2009) shows that the industry standard for order fallout is 40%. Why is it so difficult to complete these orders? There are a few reasons: First, the sales people who serve corporate customers are experts in the sales process, not in generating quotes or finding the right product for the order. Second, most sales force automation systems don t have the product catalog or configuration tools that can incorporate the requirements of complex B2B products and the resulting product dependencies. Corporate customers require products that are complex, with multiple dependencies that must be checked for compatibility and eligibility. As a result, sales teams often generate quotes that are either inaccurate or unprofitable, or both. MAKE ORDER ERRORS A THING OF THE PAST The Amdocs Sales Quote Order solution is specifically designed to address the challenges of servicing your business customers, and to turn new sales into cashable orders. Combining sales force automation with an order interaction and handling engine designed to handle complexity, this solution helps your B2B business by taking the fulfillment risk out of the sales process. Furthermore, it prevents order errors by ensuring that sales are transferred into the order handling engine as quotes, and processes them from there through fulfillment. The Amdocs Sales Quote Order solution can help you to: > Reduce costs by automatically generating accurate quotes which are rapidly converted to orders upon customer approval > Shorten time to market for launching new products and services for your business customers > Reduce lead time to deliver B2B orders for faster time to revenue > Minimize lost revenue by delivering on the sales promise and avoiding penalties due to SLA violations Third, even when the order is placed correctly, sales teams don t have visibility into the end-to-end ordering process, so they cannot track the status of the order. How do you solve these problems? Is there a solution that manages the sales process and pipeline at the front end, yet integrates with the ordering and back-end systems? One that generates automated quotes with the correct price and accurate product configuration to minimize errors? And that integrates with the network so that you can track order status at all times? AMDOCS SALES QUOTE ORDER

4 HOW DOES IT WORK? Amdocs Sales Quote Order simplifies the configure, price and quote process by launching the ordering process within the sales force automation system, without requiring the salesperson to change screens or log into multiple systems. At any stage of the sale, the salesperson can initiate multiple quotes and proposals that are generated at the back end by the ordering system. This process ensures that the complex products are correctly configured through compatibility and eligibility checks, the pricing is accurate, and the quotes are serviceable. Once your business customer approves a quote or accepts a proposal, that quote is automatically converted to an order without any additional manual intervention. 1. SALES TEEM ENTER LEADS Qulity to opportunity LEAD MANAGEMENT > Create, assign & dispatch leads > Merge duplicate data > Promote lead to contact GENERATE QUOTE OFFER SELECTION > Check customer eligibilty > Check user eligibilty > Check produc compatibility OFFER SELECTION OPPORTUNITY MANAGEMENT > Transfer lead ownership > Create, update forecast > Promote opportunity MANAGE TERRITORY FORECAST MANAGE DEPENDENICE PRICING PRODUCT CONFIGURATION > Quote price > configure offer > Quote and commit Qulity to SOLUTION SOLUTION MANAGEMENT > Track & manage sales > Configure sales quotes > Promote to closure PLACE ORDER Generate Quote > Provide summary > Customer Information > Product information/ bundle offer PRODUCT CONFIGURA- TION 4. CLOSE! PLACE ORDER The Amdocs Sales Quote Order solution includes Amdocs Sales, a comprehensive sales force automation solution designed to automate the work of sales reps using a customer-centric approach, so that they can offer the highest level of service. It provides a 360-degree view of the customer, with up-to-date account information and easy-to-use tools for planning and executing your sales strategies. In addition, it leverages your business processes consistently throughout all of your sales channels field sales, corporate sales, telemarketing, telesales, dealers, and other channel partners. Amdocs Sales optimizes the accuracy of your forecasts by importing leads from a variety of sources, and managing them together with your pipeline. In addition, an intuitive graphical user interface is easy to use by even your most technophobic sales person, quickly improving their productivity, efficiency, and ability to sell. Amdocs Sales improves all of the following capabilities: > Lead management: Sales reps can consolidate and track leads from multiple sources and associate them with their primary source, enabling you to measure and refine your strategy throughout the sales cycle. You can prospect and evaluate potential opportunities by creating and assigning leads to the appropriate call center or sales team. > Opportunity management: Once a lead is captured, Amdocs Sales helps reps to identify the most profitable accounts, execute salesrelated activities, and provide accurate forecasts. An up-to-theminute customizable dashboard makes status checks by your sales force easy, and it also supports global team selling practices. > Selling tools: Powerful tools to generate sales plans, track and manage selling opportunities, and configure sales quotes and orders. > Sales management and operations: From territory management to creating lead sources, Amdocs Sales addresses quota and compensation plans, while providing forecasting and reporting information to ensure your business runs profitably. AMDOCS SALES QUOTE ORDER

5 TURN QUOTES INTO CASHABLE ORDERS In addition to Amdocs Sales, the Amdocs Sales Quote Order solution includes Amdocs Ordering. The ordering solution ensures that the quote offered to the customer reflects an accurate combination of products and services that can be turned into a cashable order, automatically reducing your lead-to-cash cycle. A typical quote-to-order process has three stages: 1. Offer selection stage: The ordering system identifies the customer from information provided by the sales force automation system and checks offer eligibility. This includes checking customer type, profile, and location as well as the installed products at the customer. The system also checks for compatibility, to define correct product configuration. 2. Product configuration stage: The system gets the price quote from the product catalog and determines the correct product configuration so that an accurate quote can be generated for the customer. 3. Summary stage: At the end of product configuration process, a single XML message is sent out with a full order summary, including all bundled products within the request. Amdocs Sales Quote Order solution supports all three stages of the quote-to-order process: The offer selection stage provides the sales team and business customers the flexibility to find the right offer to meet their needs. Based on eligibility, the sales rep can provide more than one offer, mixing and matching products, including sub-products outside the defined bundled offer. This flexibility allows the sales rep to cross-sell and up-sell the original offer. The compatibility checks ensure that the correct combination is offered to the customer. The product dependencies and eligibility rules are defined in the Amdocs Enterprise Product Catalog and are used to determine the combination of products that the customer can select. The product catalog supports whatever products and services you offer, automating offer presentation, order negotiation and handling. It supports any kind of service voice, data, IP-based services such as IP-VPN, VoIP, IPTV, as well as valueadded services all from within a single environment. The quote-to-order process concludes with an order summary that includes the customer information, product configuration information, pricing, and other details. This information is sent as an XML request downstream to external systems such as third-party billing, fulfillment, provisioning, delivery, activation etc. If you are using Amdocs products, you will have full visibility into the order status at all times, from order entry to activation, billing, etc. Because the Amdocs Sales Quote Order solution is built on the core Amdocs product portfolio, it brings the advantages of a service-oriented architecture and communicationsspecific industry standards. AMDOCS SALES QUOTE ORDER

6 A WINNING COMBINATION By combining B2B sales automation with the ordering process, the Amdocs Sales Quote Order solution offers several advantages: > Gets orders right the first time > Shortens lead time to order by generating accurate quotes that can be converted to serviceable orders > Reduces order fallout caused by system or human error around incorrect pricing, offer, or product information and minimizes costs for fixing these errors > Provides full visibility into the status of the B2B order from the sales pipeline across all other systems such as order capture, resource allocation, provisioning, billing, and other external systems > Reduces operational complexity and ongoing IT costs > Minimizes order errors through out-of-the-box integration between sales and ordering > Checks compatibility and eligibility > Checks for product compatibility between items to ensure the customer gets the right product configuration > Checks to ensure that the customer is eligible for the offer, and that the sales user is eligible to sell that offer > Supports complex products for B2B customers > Relies on Amdocs core foundation products > Allows rapid integration with legacy and third-party systems and applications as a result of the Amdocs integration framework and architecture > Provides a single, converged product catalog for B2B and other lines of business, making administration easier > Leverage industry best-practices > Leverages Amdocs industry best-practices and knowledge libraries to minimize trial and error > Provides more than 75 products and processes specifically designed for service providers right out of the box to reduce implementation costs and total cost of ownership > Minimizes risk through rapid solution delivery from Amdocs Professional Services, with a track record of over 98% success for solution delivery Join other service providers in realizing hundreds of millions of dollars in cost savings while improving revenue and customer satisfaction. Ensure that your business customers get the care and service they expect, and deserve with the Amdocs Sales Quote Order solution. AMDOCS SALES QUOTE ORDER

7 ABOUT AMDOCS Amdocs is the market leader in customer experience systems innovation. The company combines business and operational support systems, service delivery platforms, proven services, and deep industry expertise to enable service providers and their customers to do more in the connected world. Amdocs offerings help service providers explore new business models, differentiate through personalized customer experiences, and streamline operations. A global company with revenue of $2.86 billion in fiscal 2009, Amdocs has approximately 17,000 employees and serves customers in more than 60 countries worldwide. For more information, visit Amdocs at Amdocs has offices, development and support centers worldwide, including sites in: THE AMERICAS: ASIA PACIFIC: EUROPE, MIDDLE EAST & AFRICA: BRAZIL CANADA MEXICA UNITED STATES AUSTRALIA CHINA INDIA JAPAN SINGAPORE THAILAND CYPRUS CZECH REPUBLIC FRANCE GERMANY HUNGARY IRELAND ISRAEL ITALY THE NETHERLANDS POLAND RUSSIA SOUTH AFRICA SPAIN SWEDEN TURKEY UNITED KINGDOM For the most up-to-date contact information for all Amdocs offices worldwide, please visit our website at Copyright Amdocs All Rights Reserved. Reproduction or distribution other than for intended purposes is prohibited, without the prior written consent of Amdocs. Amdocs reserves the right to revise this document and to make changes in the content from time to time without notice. Amdocs may make improvements and/or changes to the product(s) and/or programs described in this document any time. The trademarks and service marks of Amdocs, including the Amdocs mark and logo, Ensemble, Enabler, Clarify, Return on Relationship, Intelecable, Collabrent, Intentional Customer Experience, Cramer and Qpass are the exclusive property of Amdocs, and may not be used without permission. All other marks are the property of their respective owners. SLS_QUT_ORDR_BRO_01-10 AMDOCS SALES QUOTE ORDER

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