Upload
vuongdien
View
224
Download
0
Embed Size (px)
Citation preview
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Centralize Pricing in CPQ Cloud
Baylee Miller – Consulting Solution Lead Oracle CPQ Cloud Consulting Julia Kriner – CPQ Applications Manager NextGen Healthcare Information Systems April 1st, 2015
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
3
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Why CPQ?
Efficient Pricing Selection
Oracle CPQ Cloud and Pricing
Success Story: NextGen
1
2
3
4
4
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Mission critical sales process
Oracle CPQ Cloud
Channel Partners
Customers
5
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
PRESENT & PROPOSE
ORDER & FULFILL
REPORT & ANALYZE
PRICE & QUOTE
SELECT & CONFIGURE
+ - X =
Mission critical sales process
Oracle CPQ Cloud
Dir
ect
Sal
es
Channel Partners
Customers
6
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Leaky Pipe Margin & revenue erosion
Inaccurate Proposals
Inconsistent Collaboration
Difficult to Sell across Channels
Not Enough Rep Selling Time
Configuration and Pricing Errors
Missed Cross-sell / Upsell
Stifled Differentiators
Long Quote / Order Cycles
No Discounting Controls / Compliance
Low Customer Satisfaction
Potential Margin
Realized Margin
7
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Key to a Quick Sandwich: The Assembly Station
8
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Ham Tomatoes Mayo Cheddar
Turkey Lettuce Mustard Swiss
Sandwich Assembly Station
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
SKU Account /
Region Tiered Promotions
Maintenance Opportunity Conditions
Volume Financing
Oracle CPQ Pricing Interface
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Building Prices Without CPQ
SKU
Maintenance
Product Spreadsheet
Account / Region
Opportunity Conditions
CRM
Tiered
Volume
Discount Matrix
Promotions
Quarterly Email
Financing
Finance Team
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
A Slow Sandwich Shop
Ham
Turkey
Meat Slicer
Tomatoes
Lettuce
Cutting Board
Mayo
Mustard
Sauce Station
Cheddar
Cheddar Spot
Swiss
Swiss Team
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Building Prices Without CPQ
SKU
Maintenance
Product Spreadsheet
Account / Region
Opportunity Conditions
CRM
Tiered
Volume
Discount Matrix
Promotions
Quarterly Email
Financing
Finance Team
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Centralized Pricing in Oracle CPQ Cloud
SKU Account /
Region Tiered Promotions
Maintenance Opportunity Conditions
Volume Financing
Oracle CPQ Pricing Interface
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Why CPQ?
• Situated between CRM and ERP
– Use account, product, and other relevant pricing data directly
– Generate per-quote prices in a dedicated environment
– Distribute relevant pricing information to systems that need it
• Simplified quote generation
– Single system to configure products, prices, and outputs
– Consistent interface between product & price configuration
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Why Oracle CPQ Cloud?
Craft targeted prices using the strength & guidance of a product configurator
Generate dynamic internal & external outputs with content tailored to the recipients’ needs
Pull pricing influence data from multiple systems to minimize input burden during quote creation
Understand & update functionality with tools that allow non-coders to make real functional changes
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Success Story: NextGen Healthcare Information Systems Julia Kriner – CPQ Applications Manager NextGen Healthcare Information Systems
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS
NextGen Healthcare Information Systems, LLC, a wholly owned subsidiary of Quality Systems, Inc., provides integrated clinical, connectivity and financial solutions, including revenue cycle management services for ambulatory, inpatient and dental provider organizations.
3,000 employees and growing
HQ: Irvine, CA, USA
(Irvine, CA, USA - QSI)
Industry: Software
Manual quoting in Excel spreadsheets
Sales Reps using old/outdated versions
No Guided Selling
No integration to CRM or ERP
No consolidated/integrated Parts Master
No approvals/validation processes
No discount rules for specific Clients/scenarios
Different tools across 4 Business Units
Different Client-facing Proposal Documents
Proven customer references during the selection process
Packaged CRM integration Ease of use and flexibility Training provided Product Support is excellent Customer Success Advisors visit quarterly
and provide with updates All system updates are communicated
properly and on time Support is willing to adjust to our schedule
with System Version Upgrades
More stable and scalable sales process
Guided Selling, Approvals, Documents
Consolidated Parts Master
High error rate improved to near 100% order accuracy
>80% reduction in time from quote inception-to-close
Exceptional adoption from the Sales Reps and upper management
Improved SOX compliance
CPQ Cloud is essential in daily operations
NextGen Faster, Error-Free Quotes and Orders
Live
- Software Configuration - Guided Selling - Pricing - Contracts - Workflow approvals
- Accounts - Contacts - Leads - Opportunities - Reporting & Dashboards
- Billing and Order Management
SAP
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Complexity of NextGen Pricing Requirements
Pricing Influences
Product Class/Line or Specific SKUs
Attribute-based Pricing
Account & Opportunity
Specifics
Promotions & Pricing
Campaigns
Pricing Types
% and $ Discount
Volume/Tiered Pricing
Built-in Discounts
Maintenance Discounts, &
Caps
Pricing Sources
CRM Account & Opportunity
CPQ Product Master
CPQ Data Tables
Utility and BML Libraries
Output Documents
Customized by Opportunity
Type and Business Unit
Editable Terms and Conditions
Templates
Tailored, Attractive
Content With Hyperlinks
Order Form & Contract Across Business Units
Other Features
Approval Bypass
Situations
Customized Approval
Templates
Hard-Stop data constraints and
validations
Financing & Leasing Options
Flexibility of Oracle CPQ Cloud to handle various options