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CPQ B2B – For EMEA Private Showroom
Scenario ID: 10561
Date of last update: April 10, 2015
Version: 1.1
Author: I303820
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CPQ B2B Demo Script
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Table of Contents
1 Demo Script Overview .....................................................................................................................31.1 Objective ..................................................................................................................................................................... 31.2 Business Pain Points ................................................................................................................................................ 31.3 Key Message and Value Proposition ...................................................................................................................... 31.4 Story Flow Summary ................................................................................................................................................. 3
2 Technical Requirements .................................................................................................................52.1 Showroom ................................................................................................................................................................... 52.2 Demo Users and Role Information .......................................................................................................................... 52.3 Scenario Localization ................................................................................................................................................ 6
3 Step-by-Step Guide..........................................................................................................................73.1 MegaMachines Storefront ........................................................................................................................................ 73.2 Cloud for Customer ................................................................................................................................................. 133.3 Dealer’s App ............................................................................................................................................................. 183.4 ECC ............................................................................................................................................................................ 21
3.4.1 Logging in to ECC ........................................................................................................................................... 213.4.2 Changing Sales Order, Creating Production Order ....................................................................................... 223.4.3 Creating Goods Receipt .................................................................................................................................. 273.4.4 Creating Delivery Note .................................................................................................................................... 303.4.5 Creating Billing Document............................................................................................................................... 32
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1 Demo Script OverviewThis demo presents a whole CEC flow for the CPQ B2B industry.
1.1 ObjectiveThanks to this demo you will be able to show seamless integration of hybris storefronts,dealer application, C4C, and ECC.
1.2 Business Pain PointsList the pain points the presented application addresses and describe them briefly.
§ Delivering a Consumer Experience
§ Increasingly customers are frustrated that the B2C tools widely available for yearshave not been applied in their industry.
§ Customers are tired of inaccurate information especially when it's tied to anemergency order or get it trying to get a piece of equipment back online. Time ismoney and decisions are made based on the information given.
§ Transforming the Selling Process
§ Many companies have Enterprise initiatives to standardize ERP across regionsand brands. These efforts absolutely make sense, however they take many yearsto complete. Very often, sales and marketing can't afford to wait to implement themuch needed channel tools required to support their markets.
§ Self-service tools play an invaluable role, allowing customers to purchase andbuy on their terms, on their schedule. Effectively, by offering these tools, the storeis open 24x7 saving time and offering convenience.
§ Increasing Channel Collaboration
§ Relationship selling is a vital part of the selling process with distributors anddealers. When information is wrong it reflects poorly on the distributor andsometimes can impact their personal integrity. “People sell people” and whenmistakes are made it hurts the trust shared between the customer and distributor.
1.3 Key Message and Value PropositionThis demo shows how combined hybris & SAP solution answers key pain points, by:
§ Providing fast and accurate product and price information 24/7
§ Delivering self-service functionality to better serve customers and reduce supportcosts
§ Proven integration to SAP ERP & SAP CRM, & to other backend systems for quickintegration of acquired companies
§ State-of-the-art B2C experience and B2B functionality on the same commerceplatform
1.4 Story Flow SummaryThis demo script helps to demonstrate how the SAP platform can be leveraged to support theconfigure price quote process. A process that requires Enterprise class tools to truly deliver apersonalized experience throughout the unique journey of a customer.
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1. The MegaMachines storefront enables its users to configure their own machine. In thisdemo script we use John smith as the example user. He is a small business owner. Heclicks into the configuration tool and begins to build out his machine. The machine itselfhas many features and options and he easily selects what he needs. He decides to sendhis quote to a dealer.
2. Dave works at a Mega Machines dealership. He's the sales manager and supports theregion Rob lives in. At regular intervals, Dave gets a feed of C4C, summarizing all leadsfrom online, off-line and tradeshow activities. Dave reviews the list and he sees John'slead.
3. Dave contacts John and they agree to meet at his construction site. There Dave and Johndiscuss the machine. Dave walks John through the finer points of the configuration on hisiPad, using integrated dealer’s app. Finally, they agree to add a warranty and the order issent to manufacturer, Mega.
4. Mike from Mega sees the order hit SAP as a valid configuration. The order is immediatelyscheduled and queued for manufacture, thanks to integration with ECC.
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2 Technical RequirementsTechnical requirements include:
§ Showroom information
§ Demo users and role information
§ Scenario localization
2.1 ShowroomCurrently the scenario is also available for trying out in regional shared environment.
In order to get access, please contact Peter Johansson.
Storefront:
MegaMachines storefront:http://mega-synch-cec.wdf.sap.corp:9001/yb2bacceleratorstorefront/en/
Other Systems/Applications:C4C:https://my308777.crm.ondemand.com
2.2 Demo Users and Role InformationThe following demo users are available in this demo script:
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Demo User Password UI
Dave Welcome1 C4C storefront
mike welcome ECC
2.3 Scenario LocalizationIf translation is available, the screenshots are displayed in the languages indicated below. Iflocalization is available, regional data sets are provided in the Data Section.
Language Translation Localization
English x
German
French
Spanish
Russian
Portuguese
Japanese
Simplified Chinese
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3 Step-by-Step Guide3.1 MegaMachines Storefront
What to Say
In the CPQ scenario the MegaMachines storefront is the place where a user can configure a needed machine. Thestorefront is running on hybris which is integrated with SAP ERP system in a synchronous order management mode.That means a quote is being created directly in ERP system, no cart is stored in the hybris system. At the same time aquote creates a new lead in the C4C system.John Smith enters the storefront as the anonymous user. Thanks to intuitive design he is able to configure a machineby himself.
Where to Click and What You Should See
1. Go to the MegaMachines storefront as the anonymous user.
2. Click Equipment.
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3. You see the available equipment grouped by types. Click Crawler Excavators.
4. You see the available products of type crawler excavators. You want to narrow your search. Click [NarrowResults] button. This functionality uses hybris facets, which are based on the classification system.
§ Select 8 m in the Shop by Arm facet.§ Select TIER-II in the Shop by Emission facet.
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5. You see the search results page. Click Configurable Excavator 500 from the product list.
6. Now you can see a configurator of the Configurable Excavator 500. The anonymous user does not see anyprices.
§ Select 100 in the Horsepower section.§ Select One Speed in the Transmission section.§ Select Tracks in the Drive section.§ Select Steel in the Track Options section.
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7. You can select additional options, such as for example Arm Length. These options are separate entries in theshopping cart.
§ Click Options section.§ Select 8 in the Arm Length section. You can see it as a separate entry in the Specification section
on the right.§ Click [Continue].
8. Now you can select Attachments to your crawler. The attachments are managed in the hybris Product Cockpit.§ Click Add to cart under the Excavator Clamping Jaw product.§ Click [Finish]. You will be redirected to the contact form page.
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9. You are now in the final Review step. Fill in the contact form:· Enter hybris in the Company Name box· Enter John in the Name box· Enter Smith in the Last NSmithame box· Enter [email protected] in the E-mail box· Enter 123456789 in the Phone box· Enter 1234 in the Zip code box. After entering a Zip code you can see the information in the Dealer
Near You section in the left.· Select United States from the drop-down list of Countries.· Enter hybris quote in the Description box.· Click [Send to Dealer].
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3.2 Cloud for Customer
What to say
Dave, the dealer for MegaMachines, likes the fact that Mega shares all of John's key contact and productinformation directly with his dealership. He was leery at first, but recognizes that they will need to worktogether to be successful. SAP understands that channel conflict is real and is working to provide flexible toolsto help Manufacturers and their channels establish new ways to engage customers and compete in today'schanging market.Dave enjoys a 360 view of the customer thanks to SAP. He is operating with all available customer andconfiguration information ensuring that his first interaction with Rob doesn't feel or sounds like a cold call.
Where to Click and What you should see
1. Log in to C4C as Dave.2. Go to Marketing -> Leads.3. Click the name of the customer, John Smith.
4. You can see the customer info that was filled in by the customer in the MegaMachines contactform. Click [Actions] in the bottom right corner of the application.
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5. Select Associate Account and Contact option from the menu.
6. The C4C Application suggest you an organization you can associate your contact with. You canalso add some more information if you like to.
Check hybris checkbox and click [Save].
7. Click [Edit] in the bottom right corner of the application.8. Change the customer status to Accepted.9. Click [Save].
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10. Click [Actions] in the bottom right corner of the application.11. Select the Convert to Opportunity option from the menu.
12. Go to the Sales tab and click Opportunities.13. Click the name of your customer, John Smith.
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14. A dealer can work on the opportunity, can contact a customer. In the CPQ scenario, a dealer has apossibility to navigate to a quote.
Click the […] symbol in the top right corner of the application.
15. Select the hybris Quote from the menu.
16. At the bottom of the new screen you can see a direct link to the dealer application, which has anew storefront for CPQ scenario.
Click the link, so that it opens in a new browser tab.
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3.3 Dealer’s App
What to say
SAP understands that customer engagement happens everywhere, and the tools that power your salesforcemust be mobile. The full CPQ platform can be delivered via tablet or smartphone online, offline, anywhere.
Where to Click and What you should see
1. A dealer can now see the quote.2. Click [Edit Quote] to edit.
3. A dealer can change the configuration.· For example during a call with a customer, a customer changes his mind and he wanted to
have Two speed transmission instead of One speed.a. Select Two Speed option.
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4. A dealer can also see additional sections, not visible for a customer, such as Warranty.b. Select Warranty for 12 months in the Regular Warranty section.
5. Click [Save the configuration] button.
6. You are back to the main page of the dealer app.a. Click [Place the Order] button.
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7. The order has been created. It gets a unique order number in the ECC system.8. Click [Sales Order Management] button to be redirected to ECC system, where you can check or
change the prices.
9. Note down the order number.
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3.4 ECCWhat to say
Dave places the order on the manufacturer, Mega. He's able to work from the original quote and send it to themanufacture as a finished order. Mike from Mega sees the order hit SAP as a valid configuration. The order isimmediately scheduled and queued for manufacture.
SAP provides the front office and back office tools to operate your enterprise and has an ambitious vision to fullyintegrate the two. Systems of engagement and systems of record should seamlessly work together withoutcompromise or tradeoffs. SAP wants to fully realize the potential of both to help you deliver the best customerexperience possible.
3.4.1 Logging in to ECC
Where to Click and What you should see
1. Go to SAP Logon
2. Double-click the EC3 (ECC) application.
3. Log in to the application:· User: mike· Password: welcome
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3.4.2 Changing Sales Order, Creating Production Order
Where to Click and What you should see
1. In the ECC application, enter the transaction code va02.
2. Enter the sales order number, in this case 16603, press Enter.3. Double click the first item on the list – the crawler.
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4. Go to the Schedule Lines tab.· Confirmed quantity is zero. That means we need to produce that item. In order to do that a
Production Order needs to be created.
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5. First, you need to the availability check
· Click the Item availability button· You see the “availability OK” message.
· Click the Back button .
6. Now, you see the Production Order Change: Component Overview screen.
· Click the Release Order button .
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· Click the Back button .· A pop-up window Release Order appears.· Click [Release Order].
7. Click the Back button two times.
8. You are back at the hybris Sales Order – Avalibility Control screen.· Click [Continue].
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9. You can see that the confirmed quantity is still zero.
10. Click Save button to save this sales order.
11. Click the Create New Session button .12. You are back to the main screen of ECC application.
13. In order to display the stock, enter the md04 transaction code. Press Enter.
14. You should see the stock check screen for CE_EXC_500
· Place the cursor in the Material entry field and press Enter.
15. You can see the sales order and the production order that were created in the backlog.
16. Copy the purchase order number, in this case 60004875.
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3.4.3 Creating Goods Receipt
Where to Click and What you should see
1. Click the Create New Session button2. You are back to the main screen of ECC application.3. Enter the migo transaction code. Press Enter.
· Now you will receive stock against the production order.
4. You see the Goods Receipt Order screen.
5. Enter the number of purchase order copied from the previous session, in this case 60004875.
6. Press Enter.· Now all the information (e.g. material number, stock) is copied from the purchase order.
7. Check the Item OK checkbox at the bottom.
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8. Click [Check] at the top.
9. Click [Post].
10. Now, you have received the stock.
11. Go back to the Sales Order session.
12. Paste the sales order number, press Enter.
13. Double click the first item on the list – the crawler.
14. Go to the Schedule Lines tab.
· Click Item availability button .· You can see the Availability Check screen.
· Click the Back button two times.· You can see the Item Data screen. The Confirmed Quantity changed to one (1).
,
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15. Click the Back button .
16. Click the Save button .
17. Click the Exit button .
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3.4.4 Creating Delivery Note
Where to Click and What you should see
1. Enter the vl01n transaction code. Press Enter.2. Select a Shipping Point: 3000.3. Be aware that the Selection date must be the same as specified in the Schedule Lines tab in the
Sales Order. (refer to section 3, point 14).
4. Place the cursor in the field with the order number and press Enter.
5. Go to the Picking tab.
· Enter 1 (one) in the Picked Qty column for each item.
· The overall Picking Status changes to Fully Picked.
6. Click [Post Goods Issue] button at the top. It means that the goods will be out of system now.
7. You get a notification· Copy the delivery number from this notification.
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3.4.5 Creating Billing Document
Where to Click and What you should see
1. Enter the vf01 transaction code. Press Enter.
2. You can see Create Billing Document screen.
3. Enter the delivery number in the Document column.
4. Press Enter.
5. You can see Invoice: Overview of Billing Items screen.
6. Click the Save button .· The billing document is being created. You can see a pop-up window with this notification.
7. Go to the top menu.
8. Click Billing Document
9. Select Display.
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10. Click Display Document Flow button .
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11. You can see the whole document flow.
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