Quotes and Contract Management - a248.g.akamai.neta248.g.akamai.net/n/248/420835/f6b40041910e48d646fc7904194a7724… · Quotes and Contract Management Executive Summary Solution Overview

Solution in Detail

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Transportation and Logistics

Quotes and Contract Management

Executive Summary Solution Overview Contact Us


2 / 27 © 2013 SAP AG or an SAP affiliate company.

All rights reserved.

Selling to the Connected Customer

The power has shifted in the sales arena.

Customers can get a wealth of information with

a few keystrokes and easily swap stories about

your company with other customers around

the globe.

Sometimes, customers have better insights

into a company than the company‘s sales

team does. This shift in the sales dynamic

has had a huge impact on sellers and sales

organizations.

Today’s customers expect a business to be

highly informed about them. To gain the inside

track on customer needs, a company must sift

through mounds of data – from inside and

outside the enterprise.

A company must be agile. It must respond

to customers in real time with a coordinated

effort across multiple decision points.

Visibility into processes, fast insight into

important data, and effective collaboration

can set a team apart.

Best-run cargo transportation and logistics

companies exceed customer expectations,

build loyalty, and grow revenue and profitability.

They achieve this with a streamlined order-to-

cash process that gives customers a perfect

order experience every time.

Today’s customers are socially empowered and digitally connected.

To succeed in the competitive, dynamic cargo transportation and logistics market,

the best sales leaders know they must adapt their selling systems to connect with

customers in the digital world. Sales teams must address today's challenges

with innovative solutions that enable holistic interaction with customers based

on real-time customer data.

Collaborate to Optimize

Sell to Connected Customers

SAP Innovations

Perfect Order Experience


11% Higher sales achievement

as a percentage of quota

for top 25% of organizations

compared to average

organizations

Source: SAP Performance

Benchmarking

https://valuemanagement.sap.com/disclaimer/



Real-time collaboration within and across

teams is essential for delivering a perfect order

experience. Sales, logistics, and finance are

among the teams that must collaborate well for

the business to understand and meet customer

needs. Otherwise, it’s difficult to eliminate

unexpected problems such as unsuccessful

credit authorizations or supply chain

disruptions.

What does it take to create a perfect order

experience for the customer? It takes an

accurate understanding of their needs and the

ability and commitment to meet those needs

at a stated price and time.

SAP software for the order-to-cash process

offers real-time collaborative capabilities that

enable cargo transportation and logistics

companies to create well-defined, attractive

customer contracts and deliver the perfect

order every time.

Collaborate to Optimize Order to Cash

When a cargo transportation and logistics organization uses an efficient,

collaborative order-to-cash process, it can meet – or exceed –its customers’ needs.

This type of process helps the organization build customer loyalty, which grows

revenue and increases profitability. Giving customers a perfect order experience

every time makes an organization the first choice for cargo and logistics.

Transportation and Logistics




SAP Innovations


http://www.youtube.com/watch?v=uMK9aMvoKRg



Best-run cargo transportation and logistics companies manage the order-to-cash

process flawlessly across all touch points, channels, and functions – from order

capture and logistics to invoicing and contract renewal. SAP solutions facilitate

this process by providing real-time data for timely, accurate pricing and contract

information. Best-run companies use this information to give customers a perfect

order-to-cash experience and reap business benefits.

Perfecting the Order-to-Cash Experience

Increase wallet share and improve sales-operating margin

Improve customer satisfaction and loyalty

Reduce processing costs per order

Reduce number of disputes per order

Boost the perfect order rate

Reduce order cycle time

Improve on-time delivery

Improve order accuracy

Improve order transparency

19% Fewer days sales outstanding

where customer relationship

management (CRM)

system integrates with

contract-to-cash cycle


Benchmarking




SAP Innovations





SAP software for collaborative order to cash

accelerates and gives real-time insight into the

order management process. The software

improves customer engagement with major

innovations in analytics, in-memory computing,

enterprise mobility, and managing Big Data.

The SAP HANA platform provides

groundbreaking technology that supports

real-time business processes and lets sales

organizations create new possibilities for order

to cash. A powerful in-memory computing

platform, SAP HANA delivers a next-generation

technology stack for analysis of the order

management process at the speed of thought.

The SAP Customer Relationship Management

application (SAP CRM), powered by SAP

HANA, allows enterprises to reduce IT

complexity by using a single database to run

and analyze order management.

Finally, enterprise mobility software from SAP

lets organizations empower their workforces to

sprint ahead of the competition. An enterprise

can transform its order-to-cash process with

state-of-the art mobile apps from SAP.

SAP Innovations




SAP Innovations


Order management is a complex process that can be difficult to manage. Solutions

from SAP use the latest innovative technology to help companies simplify order

management through improved insight and analysis, real-time business processes,

and increased mobility.



Deliver the Perfect Order Every Time

Collaborative Pipeline and Lead Management

Cargo transportation and logistics companies use SAP solutions for the entire sales

process including pipeline activities, opportunities, leads, and quotes.

Price and Margin Management

SAP software for price and margin management lets companies optimize the entire

pricing lifecycle to drive revenue and increase margins.

Contract and Order Management

SAP software captures quotes, contracts, and orders from multiple channels and

provides accurate pricing and delivery data.

Integrated Freight and Forwarding Settlement

The freight cost management capabilities in SAP Transportation Management help

companies manage contracts as well as internal costs and invoicing.


Pipeline and Lead Mgmt.

Solution Overview

Contract and Order Mgmt.

Price and Margin Mgmt.

Sales, Marketing, and

Customer Service

Freight and Forwarding

Why SAP?



Enterprises can increase

customer satisfaction and

boost revenue by delivering

a perfect order experience

every time.

Quote and Contract Management



Solution Overview




Customer Service


Why SAP? Field Sales

Logistics

Front Office

Sales Operations

Marketing

Finance

Pipeline

Monitoring

Lead

Management

Collaborative

Pipeline- and

Lead Mgmt.

Account and

Contact

Planning

Sales

Collaboration

Activity and

Visit

Planning

Contract

and Order

Management

Price and Margin

Management

Billing Credit

Management

Contract

Management

Quote

Management

Order

Capture

AP/AR

Processes

Freight

Settlement

Price

Management

Integrated Freight

and Forwarding

Settlement



Pipeline and lead management software from

SAP helps organizations streamline selling

processes, accelerate buying decisions,

and make their pipeline more predictable.

These improvements help companies move

deals through the sales cycle more efficiently.

Sales professionals can share opportunities

and manage key activities, customer quotes,

and account information.

In addition, lead management provides

a streamlined link between marketing and sales

to shorten the time between a prospect’s initial

interest and decision to buy. Supported with

an automated pre-sales process, sellers have

access to complete information about potential

customers.

Best-run cargo transportation and

logistics companies use solutions from

SAP for collaborative pipeline and lead

management that streamlines the entire

sales process, from managing pipeline

activities, opportunities, and leads

to providing timely quotes.

Solutions from SAP enable collaborative pipeline

and lead management

Greater pipeline capacity

for top 25% of

organizations compared

to average organizations


Benchmarking

38%

Capabilities

Benefits

SAP Innovations

Solution Overview






SAP software for collaborative pipeline and

lead management lets organizations manage

the sales process with deep visibility into

activities, leads, quotations, orders, and

document flow.

Organizations can monitor opportunities via

the pipeline performance management tool.

Using this tool, companies get the current

status of each opportunity and follow

opportunities as they evolve over time.

This view allows companies to find out how

revenue develops. Sellers can view tables

and bar charts that show won deals, expected

deals, and sales targets.

SAP software shows the difference between

won and expected deals and identifies critical

opportunities or errors. Simulation capabilities

allow companies to predict the impact of

changed opportunities by depicting what-if

scenarios. Sales professionals can access

all this information in real time, which enables

them to take corrective actions to resolve

issues and meet quotas.

Decrease in average sales

cycle time and 8% to 10%

increase in opportunity close

rates by focusing on the right

customers and opportunities


Benchmarking

Manage Leads, Prospects, and Quotes

10% to 20%


Capabilities

Benefits

SAP Innovations

Solution Overview





SAP software for collaborative pipeline and

lead management gives sales organizations

visibility, real-time data, and analytics to

increase planning efficiency. Using these tools,

a sales organization can identify pipeline gaps

by simulating opportunity changes and what-if

scenarios.

Companies can track performance based on a

range of metrics including churn rates, quotas,

and expected yearly growth.

Businesses can trigger the right actions to

resolve anticipated issues, ensuring that the

sales force is properly aligned across territories

and collaboration with marketing identifies

customers with the highest propensity to buy.

Also, businesses can keep stakeholders fully

informed and ensure that sales targets are met.

Companies can save time by quickly deciding

to abandon less-valuable opportunities and

pursue high-value prospects.

Best-run cargo transportation and

logistics companies use SAP software

to help their salespeople increase

productivity by targeting the right

customers and opportunities.

Sellers can identify critical issues in

the opportunity lifecycle and act upon

them immediately.

Gain Full Lead and Opportunity Transparency

in Real Time

Higher sales forecast

accuracy rate for

organizations with

highly mature territory

management process


Benchmarking

19%


Capabilities

Benefits

SAP Innovations

Solution Overview





In-Memory Computing, Big Data, and

Analytics

SAP software delivers major innovations in

in-memory computing, management of Big

Data, and analytics – including SAP HANA – to

support sales organizations with collaborative

pipeline management. This technology gives

cargo transportation and logistics companies

real-time insights into changes and opportu-

nities in the sales pipeline.

The sales pipeline is dynamic and in

a constant state of change. It is the

birthplace of opportunities. To take

advantage of them before it is too late,

real-time analytics and transactional

functionality are required to capture

opportunities and provide full pipeline

transparency at all times.

Innovations for Collaborative Pipeline Management

SAP HANA

Because SAP HANA offers groundbreaking

technology that supports real-time business

processes, it empowers a sales organization

to discover new possibilities in pipeline

management.

Higher percentage of field

salespeople achieve quota

where the sales pipeline is

optimized to ensure proactive

pursuit of cross-sell and

add-on opportunities


Benchmarking

17%


Capabilities

Benefits

SAP Innovations

Solution Overview





In today's uncertain economy, companies in

the cargo transportation and logistics industry

cannot afford to focus only on programs intended

to grow top-line revenue. Bottom-line profit is

equally important – and it is more challenging to

manage than ever before.

While organizations implement many initiatives

to improve profitability, one aspect is often

overlooked despite its promising potential:

SAP software for price and margin

management enables cargo

transportation and logistics companies

to optimize the entire pricing lifecycle.

With this software, enterprises gain

insight into the profitability of global

pricing practices, target areas for

improvement, and ways to drive

revenue and increase margins.

Price and Margin Management


management helps organizations manage

and optimize the entire pricing lifecycle.

With a combination of enterprise software,

pricing science, and best practices, this

software drives improvements in every stage

of the pricing process – and that can lead to

game-changing increases in profitability.

Higher revenue per employee

where the majority of users

are enabled with mobile CRM


Benchmarking

8%

Capabilities

Benefits

SAP Innovations

Solution Overview






Cargo transportation and logistics companies

use comprehensive price analytics for insight

into opportunities to improve sales margins.

With SAP software for price and margin

management, these organizations can identify

negative margin deals, ensure that discounting

and cost to serve align with customer value,

and gain visibility into global pricing practices.

Specialized segmentation functions combined

with business-to-business pricing allow

companies to continuously refine pricing

practices.

Convenient, robust price and policy

maintenance functions help organizations

to be agile through rapid deployment of the

latest pricing practices. Deal-negotiation

functionality connects planning and sales to

ensure adherence to price-setting strategies.

Pricing guidance within the quoting process

equips sales teams to negotiate effectively

in real time.

Capture More Value Through Pricing

12% Higher sales achievement

with optimal coverage for all

regions, including the proper

distribution and management

of sales reps


Benchmarking


Capabilities

Benefits

SAP Innovations

Solution Overview






management enhances the value of existing

investments in SAP quote-to-cash software.

With SAP software, transportation and logistics

organizations can pinpoint and reduce margin

leakage with deep insight into their sales

history, specialized reporting, and playbook

functionality.


management helps cargo transportation

and logistics companies manage the

complete business-to-business pricing

lifecycle from strategy to execution.

The software provides tools that help

companies achieve profitability goals

at each stage of the pricing process.

Drive More Profits Through Pricing Insight

and Guidance

Organizations can make their global sales

operations more agile and capture more

revenue with convenient, flexible price and

policy maintenance functions. They can

ensure greater sales margins and improved

pricing consistency by giving sellers deep

insight into every customer negotiation.

Organizations can close deals faster and

improve win rates through collaborative

deal-processing functionality that supports

fast pricing approvals.

Lower churn when customers

and territories are aligned to

strategy, objectives, and

organizational sales quotas


Benchmarking

49%


Capabilities

Benefits

SAP Innovations

Solution Overview






management provides the latest

innovations in analytics, integration,

and managing Big Data. For cargo

transportation and logistics companies,

these innovations give insight into sales

activity for effective price management

and improved profitability.

Innovations for Price and Margin Management

Big Data and Analytics

Gaining valuable insight into sales histories

often involves processing large volumes of

data. That is why an in-memory data store is

essential. A data store provides sophisticated

analytics that enable businesses to transform

data into improved revenue by improving

pricing practices.

Integration

The substantial rewards for investing in a

price and margin management solution can

be realized only if that solution is integrated

into quote-to-cash processes. By leveraging

a flexible framework and complete integration,

SAP enables organizations to quickly transform

their pricing processes.


Capabilities

Benefits

SAP Innovations

Solution Overview




In today’s markets, it is critically important to

nurture long-term relationships and optimize

the order-to-cash process. With SAP software

for quote and contract management,

businesses can create and execute sales

agreements, then monitor contracts throughout

the lifecycle.

Global product and service catalogs

standardize the product portfolio, which can

be the basis for customer- and contract-specific

pricing.

SAP software captures quotes,

contracts, and orders from multiple

channels while providing accurate

pricing and delivery information.

Basing contracts on a product and

service catalog helps to standardize

a logistics service portfolio. Automated

order fulfillment means zero-touch

or low-touch processing.

Contract and Order Management

In the order execution phase, services can

be connected to standard operating procedures

which helps a company deliver on committed

service levels.

With products and contracts as a single source

of truth, customers receive accurate information

about pricing and availability. Companies can

successfully execute logistics and fulfillment

even in highly complex supply networks.

Streamlined order management means

improved customer satisfaction, revenue,

and profitability.

Fewer customer complaints

for organizations that expand

invoicing and billing

capabilities to meet

customer needs


Benchmarking

27%

Capabilities

Benefits

SAP Innovations

Solution Overview






SAP software for contract and order

management helps organizations create

an end-to-end process that easily

accommodates unique customer data and

industry-specific requirements.

With SAP software, organizations can quickly

capture data for sales quotes, contracts, and

orders from multiple channels. Accurate,

consistent pricing and delivery information is

available throughout the order-to-cash process.

Enterprises can negotiate and approve

long-term sales agreements with special

conditions for pricing or products. SAP software

integrates with order processing and other

back-office activities to ensure efficient order

management across sales, manufacturing,

logistics, and finance.

Automated capture and processing of

complaints triggers logistical, financial, and

service-related follow-up. Companies can

manage simple and complex rebates and

track rebate accruals for settlements with

customers.

Streamline the Order-to-Cash Process

20% Lower invoice error rate for

organizations that streamline

order flow through automation


Benchmarking


Capabilities

Benefits

SAP Innovations

Solution Overview





Companies spend much more to acquire new

customers than to retain existing ones. SAP

software for quotes and contract management

helps enterprises create and execute sales

agreements that meet customers’ needs while

providing incentives to do more business.

With a collaborative order-to-cash process,

businesses can enhance customer satisfaction

and grow revenue.

For efficient order management, companies

can create a zero-touch or low-touch order

process and accelerate the order-to-cash cycle.

Organizations can achieve zero-touch or

low-touch order processing to improve

contract and order management. Less

human interaction improves compliance

rates and increases revenue and

profitability from multiple sales channels.

Standard operating procedures provide

a reliable audit track.

Give Customers the Perfect Order Experience

Using cross-selling and up-selling, businesses

can increase order size and value. Providing

reliable pricing and order activities can boost

customer satisfaction and lead to increased

and repeat business.

Integrating credit checks in the order

management process can reduce financial

risk and non-payment and provide rebates and

volume incentives.

Lower receipt-to-ship time for

organizations that integrate

the order-to-cash process

with operational processes


Benchmarking

35%


Capabilities

Benefits

SAP Innovations

Solution Overview





SAP software for contract and order

management supports the latest

innovations in mobility and analytics,

including SAP HANA and SAP CRM.

These innovations help companies

gain real-time insight into the order

management process and improve

customer engagement.

Innovations for Contract and Order Management

Lower dispute resolution time

for organizations that develop

a fully automated, integrated,

comprehensive

process for order to cash


Benchmarking

10% Analytics

Analyze contract and order-to-cash processes

at the speed of thought. SAP HANA provides

in-memory computing technology that offers

real-time insight into contract and order

performance. SAP CRM allows businesses

to run and analyze the sales process with

a single database.

Mobile

SAP leverages leading-edge mobile

technology to help companies accelerate

the order management process and engage

with customers. Sales representatives can

execute the lead-to-cash process on any

mobile device or use mobile apps from SAP

to provide order-change notifications while

on the go.


Capabilities

Benefits

SAP Innovations

Solution Overview





SAP TM helps organizations manage contract

forwarding and freight agreements with

business partners and internal business units.

These businesses can effectively create

customer-specific contracts and manage

standard tariffs and charges.

A fully integrated product and services master

list lets companies create customer-specific

contracts for transportation and logistics

By using the complete freight cost

management capabilities in the SAP

Transportation Management (SAP TM)

application, companies can manage

buying and selling contracts and tariffs

as well as internal costs and invoicing.


services. Releases and approved contracts

are automatically used for order pricing.

Companies can integrate these capabilities

with financial software for freight auditing,

carrier payment, customer invoicing, and cost

distribution. This level of integration enables

accurate costing and timely settlements which

reduce freight costs and improve service levels.

Greater rate reductions when

there is the ability to structure

freight charge agreement

terms with customers


Benchmarking

25%

Capabilities

Benefits

SAP Innovations

Solution Overview






SAP TM helps organizations manage simple

and complex forwarding, freight agreements,

and calculation rules for carriers and

customers. It also helps companies precisely

calculate freight costs, revenue, and profits.

The application enables companies to create

quotes and contracts and calculate charges.

It integrates with corresponding processes in

financials and invoicing. Calculated results and

details for analytical reporting are available in

auditable business documents.

SAP TM also enables charge management

to be inherited from order management and

integrates workflow techniques into approval

processes.

The application allows manual changes and

adjustments and leverages logistical data for

charge calculations.

SAP TM also supports planning, carrier

optimization, and tendering processes.

Efficient Contract Management, Pricing, and Settlement

13% Fewer freight invoices with

erroneous charges when

costs are automatically

calculated and analyzed

for matching


Benchmarking


Capabilities

Benefits

SAP Innovations

Solution Overview





The ability to precisely negotiate, calculate, and

define freight prices is essential for productive

customer relationships in the cargo

transportation and logistic service business.

With SAP TM, organizations can set up flexible

contract and tariff management as well as

integrated billing for timely settlement of freight

contracts. Efficient freight settlement reduces

costs and improves carrier relations and

service levels.

Effective contract management and

pricing requires advanced charge

maintenance tools and versatile

calculations to accurately determine

freight prices. With SAP software,

companies can implement customer-

specific contract requirements including

product catalogs and general tariffs.


for Effective Contract Management and Pricing

Being able to tie freight revenues back to

financial accounts, cost centers, and orders

helps companies determine the full cost and

revenue of an order and calculate profitability.

This capability gives an understanding of how

shipment costs impact the bottom line.

Of companies do not accept

updates of carrier charges

electronically


Benchmarking

56%


Capabilities

Benefits

SAP Innovations

Solution Overview





Integration with the SAP ERP

application supports cost calculation,

accounting and controlling, and financial

visibility. Integration with the SAP Billing

and Revenue Innovation Management

solution allows highly flexible billing with

customer care and efficient dispute and

collection management.

Innovations for Freight and Forwarding Settlement

SAP TM integrates with the SAP ERP

Financials solution and SAP Billing and

Revenue Innovation Management for freight

auditing and auto-payment as well as invoicing

to customers. SAP TM provides integrated

enhancements that verify invoices for materials

management.

SAP database and technology solutions enable

users to handle large volumes of transportation

and logistics data for fast analyses and

data-intensive change management processes.

Analytics solutions from SAP, based on SAP

HANA, enable transparency and multi-

dimensional analysis of transportation costs.

Fewer freight invoices

duplicated when shipping

charges are calculated

based on attributes of

order and agreement


Benchmarking

40%


Capabilities

Benefits

SAP Innovations

Solution Overview





Sales, Marketing, and Customer Service

Streamline the contracting

and order management

process.

Marketing

Planning and

Program

Management

Real-Time

Offer

Management

Customer

Insight and

Segmentation

Multichannel

Campaign

Management

Social Media

Analysis and

Engagement

Marketing

Analytics and

Performance

Management

Sales Planning

and Monitoring

Territory

Management

Incentive and

Commission

Management

Sales

Performance

Management

Collaborative

Pipeline and

Lead

management

Price and

Margin

Management

Contract

and Order

Management

Integrated

Freight and

Forwarding

Settlement

Inbound

Contact

Center

Lite Mobile

Sales Solution

Customer

Activity

Planning

Order Capture

through the

Contact

Center

Comprehen-

sive Mobile

Sales Solution

Collaboration

Convergent

Invoicing

Financial

Customer

Care/Dispute

Management

Receivables

Management

and Payment

Handling

Credit and

Collections

Management

Complaints

Management

IT Service

Management

Marketing

Management

Customer Service

Sales Force

Support

Quote and

Contract

Management

Key Account

and Territory

Management



Solution Overview




Customer Service


Why SAP?



Why SAP?

SAP solutions improve order-to-cash processes, increase revenues and margins,

and improve customer satisfaction. SAP offers one of the world’s most-deployed

order-to-cash platforms that supports tens of thousands of companies around

the world.

A Single, Real-Time, Multichannel Order-to-Cash Platform

SAP software provides a single order-to-cash platform with real-time, multichannel support

and specialized functions for specific industries. The software enables new business models,

drives sales transactions for all offerings across all channels, and gives customers the

best-possible offers. Organizations can fulfill every order, from simple to sophisticated,

perfectly every time.

SAP software for order to cash, together with SAP solutions for sales effectiveness,

help organizations become strategic sellers, make fact-based decisions, and control the

process of selling and order management.



Solution Overview




Customer Service


Why SAP?



Benchmark Your Performance

Position your organization for dominance in this new economy with the business performance

benchmarking program from SAP – available free to SAP customers and select prospects.

The SAP benchmarking program has helped more than 3,000 organizations assess their

strengths, uncover areas for improvement, and identify best practices and IT strategies that

generate clear, tangible value – not someday, but today.

Go Live in Weeks

Here’s the fastest way to run your business better: our rapid-deployment solutions. In one

package, you get everything you need to be up and running quickly – including preconfigured

software and implementation services – in just weeks. With a defined scope and predictable

costs, there are no surprises.

Join Your Community of Practices

Every day, SAP Community Network (SCN) changes the way that thousands of SAP users work.

It lets members help one another solve problems, learn, and invent new ways to get things

done – faster. Find out how to connect with people, content, and resources.

Find Out More About How Your Organization Can

Become Best-Run

Visit valuemanagement.sap.com >>

Visit sap.com/solutions/rds >>

Visit scn.sap.com >>


https://websmp105.sap-ag.de/solutionpackages

https://valuemanagement.sap.com/

http://www.sap.com/solutions/rds

http://www.sdn.sap.com/irj/scn

Solution in Detail


Transportation and Logistics Services

Service Marketplace for Transportation and Logistics:

www.service.sap.com/tl

Social Media Channel for Transportation and Logistics

http://scn.sap.com/community/transportation-and-logistics

LinkedIn Group SAP Travel and Logistics:

http://www.linkedin.com/groups?gid=3966133&trk=myg_ugrp_ovr

CMP 26904 (13/07)



http://www.service.sap.com/tl






http://www.linkedin.com/groups?gid=3966133&trk=myg_ugrp_ovr


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Documents

Quotes and Contract Management - a248.g.akamai.neta248.g.akamai.net/n/248/420835/f6b40041910e48d646fc7904194a7724… · Quotes and Contract Management Executive Summary Solution Overview