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Oracle Quoting Implementation Case Study. Jim Peters Manager, Web Systems Dionex Corporation. About Dionex. Designs, manufactures and sells chemical analysis equipment Approximately 1000 employees worldwide Revenue $296 million for FY06
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Oracle Quoting Implementation Case Study Jim Peters Manager, Web Systems Dionex Corporation
About Dionex • Designs, manufactures and sells chemical analysis equipment • Approximately 1000 employees worldwide • Revenue $296 million for FY06 • Uses Oracle E-Business Suite (11.5.10.2) in North America • Manufacturing, Finance, Service modules
Original Quoting Method • Sales reps used Excel spreadsheet that had inventory items and pricing in it • Actual quote was done in Word • Approvals were a manual process requiring several pages that were faxed to the approvers
Project Scope • Oracle Quoting for North America only • Standardize approval process within Oracle • Eliminate errors in pricing/part numbers/data entry • Better tracking of quotes
What worked well • Pricing • Customer Master integration (sort of) • HTML Quoting does not allow for leading wild card search for customer data • OM integration • Tracking quotes • Getting the appropriate approvals
What was rough • Approvals required significant customizations to handle our discounting rules • Discounts have different approval limits by product line by operating unit • FOB and Payment Terms non-standard (non-default) • If the Sales Person is New • Sales Person Technical review required • Total Quote Price is $0 • Verify quote total is not less than GSA total • Remove Service Agreement items from quote/discount totals • Approvals go no higher than VP of Sales • These AME setups will be reviewed in more detail in John Peters presentation 3.09
What was rough • Workflow notifications: Can’t easily use a BlackBerry to approve/reject quote • Switched approvers to Treos • Customized approval notification
What was rough • Service contracts on quotes are not handled easily • Applying or changing service to multiple lines is time consuming • Solutions • Pre-apply service to templates • Use dummy part numbers. These have to be converted to service contract items by OA prior to booking order
What was rough • Promotional discounts without Advanced Pricing not easily implemented • Not supported by Dionex implementation, all discounts over standard must go through approval
Current issues • Open TAR on Territory Manager • Not assigning sales reps correctly • Locks correct sales rep out of quote • Issue appeared only with multiple users logged into quoting simultaneously • Will add Territory Manager feature later after issue is resolved