The Accenture Approach to Quote to Order Orchestrating the sales spectrum for excellence By the time your customers speak with a salesperson, there’s a strong chance that the prospect’s homework is done. They’ve evaluated various vendors and are ready for a quote. Welcome to today’s new reality of educated buyers that are far along in their selection process. Regardless of how complex the purchase is, your customers don’t want to wait a few days for the price quote. They want it yesterday. That’s a real challenge for companies that sell thousands of products that can be configured in millions of possible combinations. For their salespeople, configuring the right product mix, applying all the right bundle discounts and preparing a quote can be difficult and timeconsuming. As a result, salespeople often fall back on the same old song. They use familiar combinations and pricings that they’ve sold before, instead of arranging something that’s finely tuned to the customer’s exact needs. And oftentimes, sales reps are quick to provide a discount off a list price, instead of considering the profitability the deal. Taking this path to proposals and quotes can derail revenue opportunities, causing: • Lost sales productivity (time spent working on quotes vs. selling) • Less profitable quotes and contracts • Lower lead-to-contract conversion and win rates • Longer sales cycles • Drawn-out approval processes • Increased re-work and/or error costs • Reduced customer satisfaction To quickly deliver a quote that’s accurate and includes the right upsell and cross-sell opportunities, businesses are orchestrating sales processes around a “configure, price and quote” (CPQ) system. These businesses enjoy significant improvement: salespeople meet quotas, average deal size goes up, proposal volume improves and more leads are converted to contracts. Sales organizations are also implementing advanced price management tools that work in concert with CPQ to optimize prices and ensure profitability. These quote to order (QTO) systems capture vital data–such as a customer’s willingness to pay–helping salespeople propose winning deals that are most beneficial to a business’s bottom line. Accenture’s approach: Delivering QTO systems with pace and certainty Exceptional Customer Relationship Management leadership brings it all together A holistic approach and an integrated, end-toend QTO system can create quotes that provide optimal profit margins, while reducing human error and improving time-to-value. Accenture developed a unique QTO framework that helps salespeople create the perfect quote. We bring functional, technical and program delivery and management skills that support large enterprise QTO project implementations. We help customers improve sales representative productivity by 25 percent to 30 percent and operating profit by 7 percent to 15 percent. Accenture can greatly reduce the time required to get a new QTO system up and running. We have been implementing Customer Relationship Management (CRM) solutions for more than 30 years. Along the way, we’ve developed global QTO expertise to help our clients sustain and extend business improvements. We have proven methodologies in catalog and pricing management and product configuration. Our team includes more than 100 QTO specialists around the world, which enables us to work on client projects 24/7. Our team has the experience and expertise required to fully integrate QTO with front-office (customer relationship management) and back office (enterprise resource planning) systems for true end-to-end solutions. We have extensive knowledge of all best-of-breed QTO software packages and we have particular strengths in integrating external systems with Salesforce.com. Our 27,000 skilled CRM personnel operating in 54 countries help hundreds of clients each year achieve high performance in their marketing, sales and service operations. For example, we help clients pursue a growth strategy across a variety of dimensions: Our approach to QTO is a phased one. Each phase is composed of activities, grouped logically into activity groups. Before implementation begins, we help clients develop a complete QTO business case that accurately demonstrates the value the company will receive. • Re-inventing traditional approaches to improve their effectiveness. • Harness the power of emerging markets and technologies. • Improve internal capabilities to get more with less. In addition to installing and configuring software, Accenture’s business experts help clients simplify product catalogs by reducing rules, tiers and variants. We also help with catalog rationalization, which involves removing low-volume and low-revenue products. In addition, we help clients create product lines that are clear to customers and easy to sell, with simple product comparisons, standardized negotiation, quoting and contracting, order to bill clarity and consistency across channels. Phase Description Target & Deliver Value Working hand-in-hand with clients, we gain an in-depth understanding of the client’s market, business, opportunities and sales performance challenges to understand and validate sales processes, list process objectives and build a formal contract and project plan. Diagnose & Explore Our team of experts analyzes the dynamics of clients’ existing sales processes by gathering data and identifying deficiencies and gaps. We then develop guidelines and descriptions for go-to processes to drive sales performance. Blueprint We bring clarity, order, and shape to our clients’ objectives by creating new processes and associated key performance indicators. We chart the road map for the journey and describe the transformation program(s) required. Copyright © 2013 Accenture All rights reserved. Accenture, its logo, and High Performance Delivered are trademarks of Accenture Accenture’s approach to QTO case study: Moving a leading technology provider from issue to outcome The challenge An Accenture client in the technology industry was using a macro based spread sheet to create a quote. The process of creating a quote was time consuming and error prone due to limitations of the spreadsheet and manual errors. The users needed to look up information in multiple systems and documents in order to calculate the correct price to quote to customer. Accenture delivers Accenture helped the company define business process map and streamline processes. Our team of QTO professionals implemented an end-to-end solution to reduce new product quote creation time from four hours to 15 minutes. We also improved quote-to-contract time from over a week to a few days. We helped the company to optimize price and eliminate unprofitable products from its portfolio. We also redefined performance metrics and developed a comprehensive waterfall model through a sequential design process to help them realize their true profit. Contact us Let us help you orchestrate an exceptional QTO solution. For more information please contact: Anthony Milani Managing Director, Accenture Quote to Order Practice [email protected] About Accenture Accenture is a global management consulting, technology services and outsourcing company, with approximately 275,000 people serving clients in more than 120 countries. Combining unparalleled experience, comprehensive capabilities across all industries and business functions, and extensive research on the world’s most successful companies, Accenture collaborates with clients to help them become high-performance businesses and governments. The company generated net revenues of US$28.6 billion for the fiscal year ended Aug. 31, 2013. Its home page is www.accenture.com.
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