A Quoting solution between SAP CRM and SFDC

Transcription

1 A Quoting solution between SAP CRM and SFDC Nicholas L Jackson, IT Director North America and Emerging Markets, Stanley Security Solution Ashis Baral, Solution Architect, GyanSys Inc SESSION CODE: CM792

2 About this Presentation Stanley is world s largest producer of hand tools and accessories as well as a leading provider of commercial security solutions 300+ Users Supporting Day to Day Operations in SAP CRM for Business Functions of Customer Services (Customer Complaint, Order Entry, Returns), Credit Management, and Field Services SAP CRM / ECC Implemented for Order to Cash. Need Integration of Quote into SAP CRM for Quote to Cash in SAP CRM / ECC with Integration to Lead and Opportunity Management in SFDC Solution Set Focuses on Intuitive, Customer Centric, User Friendly Design Presentation will focus on: Stanley s Quote tool implementation using SAP CRM and SFDC Challenges in the implementation Value and performance driven solution by GyanSys Snapshots from the live system

3 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

4 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

5 About Stanley Black and Decker Who We Are Stanley Black & Decker is a world-leading provider of tools and storage, commercial electronic security and engineered fastening systems, with unique growth platforms and a track record of sustained profitable growth Since 1843, our goal has been simple: provide tools and solutions that make life easier Whether it s a hammer that punches above its weight while going easy on your elbows, a door that unlocks for you at a glance or a toolbox smart enough to find a missing socket anywhere in an airplane hanger, our products have a way of making a big impact on your daily life No matter where you live, what car you drive, what stores you shop at, or what building you work in, you can bet that we had a hand in making it work. And you can guarantee that we ll keep making it work.

6 Stanley Black and Decker-Brands

7 Stanley Security SAP Initiatives SAP CRM / ECC Supports Following Business Processes Order to Cash Plan to Produce Procure to Pay Service Management Finance Business Desired to Removed Finally Legacy System which was Quoting Lead / Opportunity Management Resides in SFDC Upon Completion US Operations 100% on SAP Canada 100% Supported on SAP by July 2015

8 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

9 Stanley Business Process Saleforce.com Campaign Lead Opportunity SAP CRM R/3 Order R/3 CSR takes order Order entry Quotation Order fulfillment Picking Packing Warehouse Transport Scheduling Execution BI Confirmation Billing

10 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

11 Business Requirement for Quote Tool A quote solution which can do discounting in multiple ways It should be tightly integrated with existing order management in SAP CRM Discounts should flow from Quote to Order Quote solution should seamlessly talk to SFDC for opportunity data Quote which will cater both product as well as install order Quote approval should be managed by workflow with approval

12 Quote Process

13 System Architecture

14 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

15 Implementation Challenges Yet another SAP CRM Quotation Implementation What s the big deal? Seamless integration between SAP CRM and SFDC Multi dimensional discounting Quote Revision Process Quote approval by s Labor worksheet integration with quote Nomenclature parsing on Item grid Workflow simulation tool

16 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

17 Gyansys Overview GyanSys Brief Overview Offices Global headquarters Indianapolis, IN US Offices - NJ and TX. International - Netherlands, Philippines and India WBE Certified Partnership SAP & Microsoft SAP s National Services Partner SAP Ramp-Up PPM 5.0, PLM 7.01, SRM 7.01 SAP Co-Innovation Lab Partner In-House System for POC/Conference Room Pilot Our Services Assessment and Evaluation, Implementation and Development Testing, Training, and Support System Optimization Mobility Engagement Model 500+ consultants globally Part-time Pooled blended hours Onsite, Near-Shore and Offshore SLA driven and Metrics reporting

18 Gyansys Solution Seamless integration between SAP CRM and SFDC This was achieved by exposing web service both from SAP CRM and SFDC Biztalk was used as the middleware platform Web servers hosted outside firewall were used to host the masked end points Web services were using SOAP protocol

19 Gyansys Solution

20 Gyansys Solution Multidimensional Discounting Items get their base discounts ( tier1/tier2 ) from the condition records A header discounting field is made available which can override the 2 nd tier discount Product family and series level discounts are provided by a custom assignment block User can override the each tier discount at the item level Two adders at the provided at the header which only adds to 2 nd tier discount Manual pricing overrides all the above discount mechanism

21 Gyansys Solution

22 Gyansys Solution

23 Gyansys Solution Quote Revision Process Quote Revision process creates a quote of same transaction type which is revision of the original Its a custom process different than copy We created a custom version management mechanism for this Once a quote is revised, original quote can t be used for order creation Revised quote is linked to the original quote through doc flow

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26 Gyansys Solution Quote Approval by s ERMS was used to achieve this A custom inbound processing routine extracts the information from s This routine also gets the corresponding step in workflow and moves the status accordingly Using this all our sales executives approve the quotes by

27 Gyansys Solution

28 Gyansys Solution Labor worksheet integration with Quote We wanted to give our users a standardized way to calculate labor Calculated labor was inserted in the quote as a labor item on click of a button Labor worksheet assignment remains in tight sync with the labor item on the quote This provides a unique, credible and auditable way of labor quoting

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30 Gyansys Solution Nomenclature Parsing on Quote This is custom process which takes the nomenclature of the material and parses to a product ID Nomenclature is entered in the item description field and can be of length up to 93 characters It allows partial parsing of the nomenclature This helps in generic quoting where end user doesn t know the full configuration of the product

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32 Gyansys Solution Workflow Simulation tool This is a completely custom tool we created It simulates the workflow process before even its triggered It shows the list of approvers with triggering reasons

33 Gyansys Solution

34 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

35 Lessons Learned Strong Business Partners and Implementation Partner Critical Determine What Success Looks Like and Be Realistic Simplicity Wins the Game SAP CRM Quoting vs Quoting with SFDC SAP CRM Leverages Quote to Order Conversion SAP CRM Eliminated Need for 3 rd Party VC Product SFDC Custom Development Easier then SAP CRM Leveraging SFDC allows Sales Associates NOT to be on VPN Quote Entry Done By Centralized Function; SFDC Used as Data Capture Tool Middleware Required (BizTalk) for Integration with On Premise SAP CRM Solution Be Cautious of Performance with Real-time Sync vs. Batch Processing

36 Agenda About Stanley Stanley Business Process Quoting Tool Overview Implementation Challenges Gyansys Solution Lessons Learned Q & A

37 Questions

38 Contact Information GyanSys Inc Woodfield Crossing Blvd., Suite #290 Indianapolis, IN 46240, USA O: (+1)

39 Disclaimer SAP, R/3, mysap, mysap.com, SAP NetWeaver, Duet, PartnerEdge, and other SAP products and services mentioned herein as well as their respective logos are trademarks or registered trademarks of SAP AG in Germany and in several other countries all over the world. All other product and service names mentioned are the trademarks of their respective companies.

40 THANK YOU FOR PARTICIPATING Please provide feedback on this session by completing a short survey via the event mobile application. SESSION CODE: CM792 For ongoing education on this area of focus, visit