training FOR TRAINER Sales Force Automation Selasa, 22 April 2014

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1 training FOR TRAINER Sales Force Automation Selasa, 22 April 2014
Customer Assistant Through Automated, Lean & Integrated System Sales Force Automation Selasa, 22 April 2014 Hotel Tentrem, Jogjakarta

2 Agenda Training BAB 1 : SFA Overview BAB 2 : Lead and Prospect Management BAB 3 : Opportunity Management BAB 4 : Quote Management BAB 5 : Inquiries

3 BAB1 Sales Force Automation Overview

4 Objektif Modul Setelah menyelesaikan modul Lead and Prospect Management, anda dapat melakukan : mencatat informasi prospect pelanggan mengelola data lead yang diperoleh dari third party kualifikasi lead setelah prospect diverifikasi

5 Lead and Prospect Management Overview
Mass Loader Tools 2.1 Prospect Creation Manual Creation on UI 2.2 Lead Creation 2.3 Lead Qualification Tele Verification Rejected Retired Converted Refused Recall-No Answer, Busy Tone Not Valid Valid OK Recall- Long Tone Contact Person Prospect Opportunity Account Executive

6 BAB 2 – Lead and Prospect Management
2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

7 2.1 Prospect Creation Prospect adalah target sales yang berisi contact dari calon pelanggan maupun existing pelanggan yang berpotensi untuk berlangganan service Indosat Prospect creation bertujuan untuk mencatat informasi: - contact person prospect - Nama CCA dan CA - Address CA - CA Type, Customer Segment, Total# employee, dan Line of Business - Sumber data prospect

8 2.1 Prospect Creation – Contoh Kasus
Deskripsi Kasus - Tele Verification menerima data lead dari vendor atau third party - Terdapat PT Phintraco Consulting sebagai CA, dan PT Phintraco Group sebagai CCA prospect, dengan Dewi Safitri sebagai contact person

9 2.1 Prospect Creation – CATALIST Process
Login Aplikasi CATALIST Navigasi ke Screen Prospect Klik Tombol “New” Input Informasi Prospect Tele Verification

10 2.1 Prospect Creation – CATALIST Process (UI)
Navigasi ke Screen List Management Klik Link Bar Prospects Klik tombol New untuk membuat prospect baru Input informasi prospect, dan simpan informasinya Klik Prospect Name untuk drill down detail prospect 6. Tekan Ctrl+S untuk menyimpan data

11 2.1 Prospect Creation – CATALIST Process (UI)

12 BAB 2 – Lead and Prospect Management
2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

13 2.2 Lead Creation Lead dapat di-create melalui: - mass loader tools
- UI lead screen Lead berisi informasi: - contact person/prospect yang akan dilakukan kualifikasi - lead status - sales team - owner - informasi company - Informasi lead qualification

14 2.2 Lead Creation – Contoh Kasus
Tele Verification menginput lead atas Prospect Name : Dewi Safitri, dengan : - CCA : PT Phintraco Group - CA : PT Phintraco Consulting Lead akan ter-create dengan status “Qualified” untuk selanjutnya dilakukan lead qualification

15 2.2 Lead Creation – CATALIST Process
Login Aplikasi CATALIST Navigasi ke Screen Lead Klik Tombol “New” Asosiasi Prospect Pada Lead Tele Verification

16 2.2 Lead Creation – CATALIST Process (UI)
Navigasi ke Screen Lead Klik Link Bar My Leads Klik tombol New untuk membuat lead baru Input informasi lead, asosiasikan dengan prospect , lalu simpan informasinya Klik Description untuk drill down detail lead Tekan Ctrl+S untuk menyimpan data

17 2.2 Lead Creation – CATALIST Process (UI)

18 BAB 2 – Lead and Prospect Management
2.1 Prospect Creation 2.2 Lead Creation 2.3 Lead Qualification

19 2.3 Lead Qualification Lead Qualification adalah proses di mana Tele Verification melakukan validasi dan verifikasi data lead

20 2.3 Lead Qualification – Proses Bisnis

21 2.3 Lead Qualification Lead Status Life Cycle meliputi :

22 2.3 Lead Qualification Qualified
Status ketika lead pertama kali dibuat, baik melalui mass loader tools maupun UI Screen Lead Rejected Status rejected dikategorikan menjadi 3 rejected reason code: 1. Rejected Refused 2. Rejected Recall – Busy Tone 3. Rejected Recall – Long Tone

23 2.3 Lead Qualification Retired Setelah dilakukan verifikasi, data prospect tidak valid Converted Data prospect valid, dan sesuai dengan kriteria prospect segment sebagai non-Large Enterprise untuk kemudian dilanjutkan menjadi opportunity

24 2.3 Lead Qualification Kategori kualifikasi lead dengan lead status sbb:

25 2.3 Lead Qualification – Contoh Kasus
Tele Verification melakukan verifikasi lead atas prospect PT Phintraco Consulting dengan menghubungi Dewi Safitri sebagai contact person PIC Corporate Setelah lead diverifikasi, data valid dengan customer segment bukan sebagai Large Enterprise, maka lead dapat dikonversi menjadi opportunity Setelah lead dikonversi: - Lead status berubah dari “Qualified” menjadi “Converted” - CCA Name PT Phintraco Group ter-create dengen status “Prospect” - CA Name PT Phintraco Consulting ter-create dengen status “Prospect” - Dewi Safitri sebagai Prospect Name pada prospect berubah menjadi contact atas CA tsb

26 2.3 Lead Qualification – CATALIST Process
Klik Tombol “Reject” Navigasi ke Screen Lead Pilih Lead Record yang akan dilakukan kualifikasi Klik Tombol “Retire” Tele Verification Klik Tombol “Convert” CCA Auto-Assignment Manager Prospect Info: CCA CA Prospect Name Opportunity CA Convert CA Contact Account Executive

27 2.3 Lead Qualification – CATALIST Process (UI)
Qualified  Converted Navigasi ke screen Lead Pilih lead record yang akan dilakukan lead qualification Klik Tombol “Convert” jika prospect valid

28 2.3 Lead Qualification – CATALIST Process (UI)
2. Qualified  Rejected Navigasi ke screen Lead Pilih lead record yang akan dilakukan lead qualification Klik Tombol “Reject” Pilih Reject Reason Code : Recall – Long Tone, atau Recall – No Answer, busy tone, atau Refused Klik tombol OK

29 2.3 Lead Qualification – CATALIST Process (UI)
3. Qualified  Retire Navigasi ke screen Lead Pilih lead record yang akan dilakukan lead qualification Klik Tombol “Reject” Pilih Reject Reason Code : Not Valid, dan input retire comment Klik tombol OK

30 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

31 Objektif Modul Setelah menyelesaikan modul Opportunity Management, anda dapat: memahami setiap sales stage pada sales method Short Sales Cycle dan Long Sales Cycle mengetahui activity template dan mencatat sales activity di setiap sales stage mengelola dan tracking opportunity sales memahami quote creation melalui opportunity

32 Opportunity Management Overview
2.3 Lead Qualification Tele Verification Sales Method: Short Sales Cycle 3.2 Opportunity Sales Stage 3.4 Upload Opportunity Attachment Account Executive 3.3 Opportunity Activity Order Management 3.1 Opportunity Creation Sales Method: Long Sales Cycle 3.2 Opportunity Sales Stage 3.4 Upload Opportunity Attachment Mass Loader Tools Manual Creation on UI 3.3 Opportunity Activity Quote Management Order Management

33 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

34 3.1 Opportunity Creation Opportunity dapat di-create melalui:
- mass loader tools - UI Opportunity screen Sebelum opportunity creation, CCA, CA dan Contact sudah di-create sehingga CCA dan CA tsb akan diasosiasikan dengan opportunity

35 MIDI , Iphone, Convergence
3.1 Opportunity Creation Short Sales Stage Long Sales Stage Solution Design Product Mobile MIDI , Iphone, Convergence Quote to Order Direct Order

36 3.1 Opportunity Creation Opportunity dikategorikan sebagai Long Sales Cycle jika membutuhkan solution design melalui quote, berlaku untuk product MIDI, dan Iphone Opportunity dikategorikan sebagai Short Sales Cycle jika tidak membutuhkan solution design, sehingga dapat diproses langsung menjadi order, tanpa melalui quote. Hal ini berlaku untuk product mobile

37 3.1 Opportunity Creation – CATALIST Proses
Navigasi ke Screen Opportunity Klik Tombol “New” Input Mandatory Field Asosiasi CCA dan CA Pada Opportunity Account Executive

38 3.1 Opportunity Creation – CATALIST Proses (UI)
Navigasi ke Screen Opportunity Klik Opportunity List Link Bar Klik Tombol “New” Input mandatory field : Opportunity Name, Currency (IDR, USD) Pilih Sales Method: Long Sales Cycle, atau Short Sales Cycle Asosiasi dengan CCA jika customer type : Corporate, SME Formal 7. Asosiasi CA tanpa CCA jika customer type: SME Entrepreneur, Corporate Reference 8. Tekan Ctrl+S untuk menyimpan data

39 3.1 Opportunity Creation – CATALIST Proses (UI)

40 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity

41 3.2 Opportunity Stage Opportunity stage merupakan proses sales yang dibedakan berdasarkan sales method. Sales stage untuk Short Sales Cycle:

42 Untuk Sales Method Short Sales Cycle Opportunity Probability
3.2 Opportunity Stage Matrik Sales Stage vs Opportunity Probability Sales Stage Untuk Sales Method Short Sales Cycle Untuk Sales Method Long Sales Cycle Opportunity Probability / Sales Stage Progress 01 – Roadline 01 – Lead and Prospect 10% 02 – Prospect 02 – Opportunity Assessment 40% 03 – HotList 03 – Solution Design 60% 04 – Pipeline 04 – Negotiation 80% 05 – Closed WON 95% 06 – Closed LOST 0% 07 – Opportunity Closed 100%

43 3.2 Opportunity Stage – Short Sales Cycle
Sales Stage Description 01 – Roadline Account Executive melakukan approach/ follow-up dan penawaran kepada customer melalui: - Call - - Visit - Fax - Others 02 – Prospect Setelah customer tertarik dengan penawaran tsb, Account Executive kembali melakukan follow-up untuk mendapat konfirmasi bahwa customer setuju berlangganan service Indosat

44 3.2 Opportunity Stage – Short Sales Cycle
Sales Stage Description 03 – HotList Setelah konfirmasi customer setuju berlangganan, Account Executive memberikan penjelasan detail kepada customer mengenai product yang ditawarkan 04 – Pipeline Account Executive meminta customer melengkapi dokumen yang dibutuhkan untuk proses administrasi (SIUP, NPWP, KTP, Business Card, FAB) dan delivery SimCard kepada customer

45 3.2 Opportunity Stage – Short Sales Cycle
Sales Stage Description 05 – Closed WON Account Executive melakukan CCA, CA, BA creation berdasarkan FAB . Account Executive dibantu oleh Sales Support untuk melakukan proses Pre-Validation, check eligibility dan call verification 06 – Closed LOST Selalu ada kemungkinan suatu opportunity menjadi lost. Account Executive dapat mencatat lost reason sebagai lesson for learnt di masa mendatang 07 – Opportunity Closed Customer telah menjadi subscriber Indosat, dan service number sudah aktif

46 3.2 Opportunity Stage Sales stage untuk Long Sales Cycle:

47 3.2 Opportunity Stage – Long Sales Cycle
Sales Stage Description 01 – Lead and Prospect Initial sales stage di mana customer menginformasikan kepada Account Executive jika memiliki interest untuk berlangganan service Indosat, atau Account Executive melakukan approach kepada customer. Account Executive mencatat informasi customer dan contact pada aplikasi CATALIST 02 – Opportunity Assessment Account Executive melakukan penilaian/ scoring terhadap suatu opportunity melalui assesment template yang ada, misalnya menilai customer happiness, memahami customer requirement

48 3.2 Opportunity Stage – Long Sales Cycle
Sales Stage Description 03 – Solution Design Setelah memahami customer requirement, Account Executive melakukan koordinasi dengan Sales Engineering untuk mem-provide solution design. Pada stage ini, quote creation dapat dilakukan untuk mengajukan discount pricing 04 – Negotiation Quote dapat di-submit untuk request approval kepada atasan hingga diperoleh final pricing kepada customer setelah quote di-approve

49 3.2 Opportunity Stage – Long Sales Cycle
Sales Stage Description 05 – Closed WON Setelah konfirmasi bahwa customer deal dengan offering yang diajukan, quote dapat di-assign kepada Sales Operation untuk diproses menjadi order 06 – Closed LOST Selalu ada kemungkinan suatu opportunity menjadi lost. Account Executive dapat mencatat lost reason sebagai lesson for learnt di masa mendatang 07 – Opportunity Closed Setelah order fulfillment completed, Account Executive dapat mengubah sales stage menjadi opportunity closed

50 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity

51 3.3 Opportunity Activity Setiap sales stage pada opportunity terdapat sales activity yang dapat dicatat sebagai sales activity tracking Terdapat activity template berdasarkan sales stage dimana AE dapat mengupdate activity status setiap kali ada activity yang dilakukan di setiap sales stage

52 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 01 – Roadline Call – Outbound Visit – Outbound SMS Others Account Executive melakukan approach/ follow-up dan penawaran kepada customer melalui Call, , Visit, Fax, SMS, Others Optional 02 – Prospect Subscriber Number Account Executive mencatat package product yang ditawarkan dan total subscriber setelah customer interest dengan penawaran sebelumnya melalui Call, , Visit, Fax, SMS, Others 03 – HotList Account Executive mencatat /mengupdate package yang ditawarkan dan total subscriber setelah customer setuju untuk berlangganan melalui Call, , Visit, Fax, SMS, Others

53 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 04 – Pipeline 01 - Special Benefit Account Executive menawarkan special benefit pada package yang ditawarkan Mandatory 02 – Document Account Executive mengupload dokumen pendukung seperti: SIUP, NPWP, KTP/ID, Business Card 03 - Delivery Simcard Account Executive mengirimkan Sim Card kepada customer via kurir 04 – FAB Account Executive mengupload dokumen FAB setelah ditandatangani Subscriber Number Account Executive mencatat /mengupdate package yang ditawarkan dan total subscriber Other Account executive melakukan activity di luar activity template untuk melengkapi proses administrasi dalam sales stage ini

54 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 05 – Closed WON 01 –Retrieve Subscriber Data Account Executive input subscriber data berdasarkan dokumen FAB Mandatory 02 – Retrieve Supporting Document Account Executive mengecek dokumen yang telah diupload : a. Mandatory dokumen untuk customer type SME Formal: - SIUP - NPWP - KTP/ID b. Mandatory dokumen untuk customer type SME Entrepreneur: - Business Card 03 – Completing Subscribe Data Account Executive melengkapi informasi customer pada CCA, CA, BA

55 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 05 – Closed WON 04 –Pre Validation Process and Check Eligibility Sales Support melakukan validasi dan verifikasi dokumen: - Valid ID/KTP - Valid Signature Kelengkapan Data Sales Support melakukan cek eligibility. Cek eligibility untuk customer type SME Formal: - Valid SIUP - Valid NPWP Cek eligibility untuk customer type SME Entrepreneur: Valid KTP/ID - Valid Date of Birth Valid Mother's Maiden Name Mandatory

56 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 05 – Closed WON 05 – Call Verification Subscriber Number Sales support melakukan call verification terhadap subscriber setelah proses pre validation dan cek eligibility Mandatory Account Executive mencatat /mengupdate package yang ditawarkan dan total subscriber Other Account executive melakukan activity di luar activity template untuk finalisasi sales stage ini 06 – Closed LOST Others Account executive melakukan activity sehubungan dengan opportunity lost dan mencatat lost reason Optional

57 3.3 Opportunity Activity – Short Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 07 – Opportunity Closed 01 –Activation Account Executive melakukan aktivasi : 1. Batch Console/Input FAB to SIEBEL for Activation 2. Siebel Checking a. Bad Debt - Willing to Pay - Refuse to pay b. Black List c. Error d. Activated 3 Physical Document Check a. Received - Increase Usage Limit b. Unreceived - Asset Suspended Mandatory Others Account Executive melakukan activity untuk melengkapi opportunity closed

58 3.3 Opportunity Activity – Long Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 01 – Lead and Prospect <activity dapat ditambahkan pada activity view tab> Account Executive melakukan approach kepada customer, mencatat informasi customer dan contact pada aplikasi CATALIST Optional 02 – Opportunity Assessment 01 – Opportunity Assessment Account Executive melakukan opportunity assessment dengan template yang ada 02 – Opportunity / Order Review Account Executive mereview history opportunity/ order atas customer tsb 03 – Trouble Ticket / Customer Happiness Review Account Executive mereview history trouble ticket atas customer tsb 04 – Eligibility Check for Customer Account Executive melakukan check eligibility pada aplikasi CATALIST

59 3.3 Opportunity Activity – Long Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 03 – Solution Design 01 – Quote and Proposal Generation Account Executive membuat quotation terhadap product yang ditawarkan Account Executive berkoordinasi dengan Sales Engineering mem-provide dokumen solution design (HLD/MLD) Mandatory 04 – Negotiation 01 – Negotiation Process Account Executive mengajukan quotation untuk request approval kepada atasan hingga diperoleh final pricing kepada customer setelah quote di-approve Account Executive meng-create Billing Account dan Service Account untuk melengkapi informasi customer

60 3.3 Opportunity Activity – Long Sales Cycle
Sales Stage Activity Type Activity Description Mandatory / Optional Activity 05 – Closed WON <activity dapat ditambahkan pada activity view tab> Account Executive assign quote ke Sales Operation untuk melengkapi proses quote to order Optional 06 – Closed LOST Account executive melakukan activity sehubungan dengan opportunity lost dan mencatat lost reason 07 – Opportunity Closed Sales Operation mengupload dokumen BALAP untuk finalisasi opportunity

61 3.3 Opportunity Activity – CATALIST Proses
Note: - Agar dapat berpindah ke sales stage berikutnya, tidak boleh ada activity status yang statusnya “Open” - Setiap sales stage memiliki kemungkinan untuk menjadi sales stage 06 – Closed LOST, selama belum mencapai sales stage 07 – Opportunity Closed

62 3.3 Opportunity Activity – CATALIST Proses
Klik Tombol “New” Untuk Menambahkan Activity di Luar Activity Template Navigasi ke Screen Opportunity Drill Down Opportunity Record Klik Activity View Tab Account Executive

63 3.3 Opportunity Activity – CATALIST Proses (UI)
Sales Method: Short Sales Cycle Navigasi ke Screen Opportunity Klik Link Bar Opportunity List Klik View Tab Activities Klik tombol “New” (untuk menambahkan activity di luar activity template) Input activity record: - Description (jika tidak ada activity template pada sales stage tsb) - Activity Type - Start Date activity - End Data activity - Status - Activity Status

64 3.3 Opportunity Activity – CATALIST Proses (UI)

65 3.3 Opportunity Activity – CATALIST Proses (UI)
Sales Method: Long Sales Cycle Navigasi ke Screen Opportunity Klik Link Bar Opportunity List Klik View Tab Activities Klik tombol “New” (untuk menambahkan activity di luar activity template) Input activity record: - Description (jika tidak ada activity template pada sales stage tsb) - Start Date activity - End Data activity - Status

66 3.3 Opportunity Activity – CATALIST Proses (UI)

67 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

68 3.4 Upload Opportunity Attachment
Selama proses sales berlangsung, Account Executive dapat mengupload dokumen sebagai attachment dalam opportunity tsb Dokumen dapat langsung di-upload sebagai file maupun berupa URL

69 3.4 Upload Opportunity Attachment
Klik Tombol “New File” Untuk Mengupload atau “New URL” Navigasi ke Screen Opportunity Drill Down Opportunity Record Klik Attachment View Tab Account Executive

70 3.4 Upload Opportunity Attachment

71 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

72 3.5 Copy Opportunity Agar memudahkan opportunity creation, existing opportunity dapat di-copy menjadi opportunity baru dengan meng-copy informasi : Opportunity Name Corporate Customer Account Information Customer Account Information, termasuk Name, Contact and Addresses Currency Description Competitor Info

73 3.5 Copy Opportunity – CATALIST Process
Navigasi ke Screen Opportunity Pilih Opportunity Record Klik Tombol “Copy Opportunity” Account Executive

74 3.5 Copy Opportunity – CATALIST Process (UI)
Navigasi ke Screen Opportunity Klik Link Bar Opportunity List Pilih opportunity record Klik Tombol “Copy Opportunity”

75 3.5 Copy Opportunity – CATALIST Process (UI)
Setelah tombol “Copy Opportunity” diklik :

76 BAB 3 – Opportunity Management
3.1 Opportunity Creation 3.2 Opportunity Stage 3.3 Opportunity Activity 3.4 Upload Opportunity Attachment 3.5 Copy Opportunity 3.6 Update Opportunity Revenue

77 3.6 Update Opportunity Revenue
Account Executive dapat mencatat revenue dari suatu opportunity melalui Revenue View Tab di dalam Screen Opportunity Ada 3 cara untuk mengupdate opportunity revenue: 1. Klik tombol “New” pada Revenue View Tab di dalam screen opportunity, jika sales method Short Sales Cycle 2. Klik tombol “Update Opportunity” pada Screen Quote, jika sales method Long Sales Cycle 3. Klik tombol “Auto Order” pada Screen Quote , jika sales method Long Sales Cycle

78 3.6 Update Opportunity Revenue – CATALIST Process

79 3.6 Update Opportunity Revenue – CATALIST Process (UI)
A. Update Opportunity Pada Revenue View Tab Opportunity Navigasi ke Screen Opportunity Klik Link Bar Opportunity List Klik Revenues View Tab Klik Tombol “New” Input revenue record : product, qty, price, dan revenue Tekan Ctrl+S untuk menyimpan data

80 3.6 Update Opportunity Revenue – CATALIST Process (UI)
A. Update Opportunity Pada Revenue View Tab Opportunity

81 3.6 Update Opportunity Revenue – CATALIST Process (UI)
B. Update Opportunity Melalui Tombol “Update Opportunity” Pada Screen Quote Navigasi ke Screen Quote Klik List Link Bar Klik Tombol “Update Opportunity”

82 3.6 Update Opportunity Revenue – CATALIST Process (UI)
B. Update Opportunity Melalui Tombol “Update Opportunity” Pada Screen Quote

83 3.6 Update Opportunity Revenue – CATALIST Process (UI)
B. Update Opportunity Melalui Tombol “Auto Order” Pada Screen Quote Navigasi ke Screen Quote Klik List Link Bar Klik Tombol “Auto Order”

84 3.6 Update Opportunity Revenue – CATALIST Process (UI)
C. Update Opportunity Melalui Tombol “Auto Order” Pada Screen Quote

85 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

86 Quote type vs trigger creation
4.1 Quote Creation Quote adalah proses offering suatu product pricing oleh sales kepada customer dalam proses sales Quote type vs trigger creation Quote Type Trigger Creation New Registration Opportunity (Sales Stage: 03 – Solution Design) Relocation CA Installed Asset Reconfiguration Change Package Add Redundant Link Modify

87 4.1 Quote Creation Quote Status:

88 4.1 Quote Creation – Contoh Kasus
Satu quote bisa terdiri dari satu atau lebih product promotion/ offer, dengan Billing Account yang sama

89 4.1 Quote Creation – Contoh Kasus
Jika dibutuhkan Billing Account yang berbeda, maka quote creation dibuat sesuai dengan masing-masing Billing Account

90 4.1 Quote Creation – Contoh Kasus
Jika dibutuhkan Billing Account dengan currency yang berbeda, maka quote creation dibuat sesuai dengan masing-masing Opportunity currency dan Billing Account currency

91 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

92 4.1.1 Quote Type New Registration
Quote creation dapat dilakukan jika sales stage sudah mencapai stage Solution Design Berikut langkah – langkah quote header creation untuk type New Registration : Navigasi ke opportunity screen Klik Link Bar Opportunities Klik View Tab Quote Klik Tombol “New”

93 4.1.1 Quote Type New Registration

94 4.1.1 Quote Type New Registration
Setelah klik tombol “New”, akan otomatis ternavigasi ke Screen Quote

95 4.1.1 Quote Type New Registration
Setelah quote header ter-create, dapat dilanjutkan quote line item creation. Berikut langkah – langkah quote line item creation: 1. Klik View Tab Catalog 2. Pilih product pada catalog 3. Klik Tombol “Add Item”

96 4.1.1 Quote Type New Registration

97 4.1.1 Quote Type New Registration
Setelah quote line item ter-create, input informasi quote pada line detail. Berikut langkah – langkahnya: 1. Klik View Tab Line Items 2. Klik Detail View Tab Line Details 3. Pilih record promotion component 4. Input informasi detail quote: a. Project Information b. Site A dan Site B c. Product Detail d. Customer Information 5. Ctrl+S untuk menyimpan data

98 4.1.1 Quote Type New Registration

99 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

100 4.1.2 Quote Type Relocation Quote creation untuk quote type relocation dilakukan pada installed asset customer account Berikut langkah-langkah quote header creation untuk quote type relocation: 1. Navigasi ke CA Customer Portal 2. Pilih Billing Account 3. Pilih record promotion component (MQLI) pada installed asset 4. Pilih “Relocation” pada menu list installed asset 5. Klik Tombol “Create”

101 4.1.2 Quote Type Relocation

102 4.1.2 Quote Type Relocation 6. Setelah tombol “Create” diklik, akan ternavigasi ke Screen Quote. Kemudian tambahkan product “Relocation Fee” untuk chargingnya dengan klik “Customize”

103 4.1.2 Quote Type Relocation

104 4.1.2 Quote Type Relocation 7. Input Relocation Fee pada field Manual Price Override

105 4.1.2 Quote Type Relocation 8. Modify Site A dan Site B jika diperlukan perubahan lokasi

106 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

107 4.1.3 Quote Type Reconfiguration
Quote creation untuk quote type reconfiguration dilakukan pada installed asset customer account Berikut langkah-langkah quote header creation untuk quote type relocation: 1. Navigasi ke CA Customer Portal 2. Pilih Billing Account 3. Pilih record promotion component (MQLI) pada installed asset 4. Pilih “Reconfiguration” pada menu list installed asset 5. Klik Tombol “Create”

108 4.1.3 Quote Type Reconfiguration

109 4.1.3 Quote Type Reconfiguration
6. Setelah tombol “Create” diklik, akan ternavigasi ke Screen Quote. Kemudian tambahkan product “Reconfiguration Fee” untuk chargingnya dengan klik “Customize”

110 4.1.3 Quote Type Reconfiguration

111 4.1.3 Quote Type Reconfiguration
7. Input Reconfiguration Fee pada field Manual Price Override

112 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

113 4.1.4 Quote Type Change Package
Quote creation untuk quote type reconfiguration dilakukan pada installed asset customer account Berikut langkah-langkah quote header creation untuk quote type relocation: 1. Navigasi ke CA Customer Portal 2. Pilih Billing Account 3. Pilih record bundled promotion (product offer) pada installed asset 4. Pilih “Change Package” pada menu list installed asset 5. Klik Tombol “Create”

114 4.1.4 Quote Type Change Package

115 4.1.4 Quote Type Change Package
6. Setelah tombol “Create” diklik, akan ternavigasi ke Screen Quote

116 4.1.4 Quote Type Change Package

117 4.1.4 Quote Type Change Package

118 4.1.4 Quote Type Change Package
7. Tambahkan product offer baru pada View Tab Catalog dan klik “Add Item”

119 4.1.4 Quote Type Change Package
8. Input informasi detail quote: a. Project Information b. Site A dan Site B c. Product Detail d. Customer Information

120 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

121 4.1.5 Quote Type Add Redundant Link
Quote creation untuk quote type reconfiguration dilakukan pada installed asset customer account Berikut langkah-langkah quote header creation untuk quote type relocation: 1. Navigasi ke CA Customer Portal 2. Pilih Billing Account 3. Pilih record bundled promotion (product offer) pada installed asset 4. Pilih “Add Redundant Link” pada menu list installed asset 5. Klik Tombol “Create”

122 4.1.5 Quote Type Add Redundant Link

123 4.1.5 Quote Type Add Redundant Link
6. Setelah tombol “Create” diklik, akan ternavigasi ke Screen Quote. Tambahkan product offer baru pada View Tab Catalog dan klik “Add Item”

124 4.1.5 Quote Type Add Redundant Link
8. Input informasi detail quote: a. Project Information b. Site A dan Site B c. Product Detail d. Customer Information

125 BAB 4 – Quote Management 4.1 Quote Creation
4.1.1 Quote Type New Registration 4.1.2 Quote Type Relocation 4.1.3 Quote Type Reconfiguration 4.1.4 Quote Type Change Package 4.1.5 Quote Type Add Redundant Link 4.1.6 Quote Type Modify

126 4.1.6 Quote Type Modify Quote creation untuk quote type reconfiguration dilakukan pada installed asset customer account Berikut langkah-langkah quote header creation untuk quote type relocation: 1. Navigasi ke CA Customer Portal 2. Pilih Billing Account 3. Pilih record promotion component (MQLI) pada installed asset 4. Pilih “Modify” pada menu list installed asset 5. Klik Tombol “Create”

127 4.1.6 Quote Type Modify

128 4.1.6 Quote Type Modify 6. Setelah tombol “Create” diklik, akan ternavigasi ke Screen Quote. Kemudian klik tombol “Customize” untuk mengubah

129 4.1.6 Quote Type Modify 7. Pilih plan baru, lalu klik tombol “Done”. Plan “Dom IP Transit - Premium - 1 Mbps – IDR” diubah menjadi “Dom IP Transit - Premium - 5 Mbps – IDR”

130 4.1.6 Quote Type Modify

131 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

132 4.2 Quote Attachment Submission
Di dalam proses quote, Account Executive juga melibatkan Sales Engineering untuk mem-provide dokumen solution design berupa HLD, MLD Quote akan di-assign oleh Account Executive kepada Sales Engineering Staff, kemudian Sales Engineering akan mengupload dokumen tsb untuk request approval ke Sales Engineering Manager

133 4.2 Quote Attachment Submission – CATALIST Proses

134 4.2 Quote Attachment Submission – CATALIST Proses (UI)
A. Quote Assignment Klik Pick List Assign To Query user Sales Engineering Pilih record, lalu klik OK

135 4.2 Quote Attachment Submission – CATALIST Proses (UI)

136 4.2 Quote Attachment Submission – CATALIST Proses (UI)
Sales Engineering dapat mengupload dokumen setelah menerima notifikasi quote assignment dari Account Executive B. Attachment Submission Berikut langkah-langkah upload dan submit attachment: 1. Navigasi ke quote screen, view tab Line Items 2. Klik Detail View Tab Attachment 3. Pilih record promotion component (MQLI) 4. Klik tombol “New” 5. Browse file yang akan diupload 6. Klik Tombol “Add” 7. Pilih document type: HLD, MLD, Others 8. Klik tombol “Submit”

137 4.2 Quote Attachment Submission – CATALIST Proses (UI)

138 4.2 Quote Attachment Submission – CATALIST Proses (UI)

139 4.2 Quote Attachment Submission – CATALIST Proses (UI)
Setelah attachment disubmit, attachment status berubah menjadi “Request for Approval” . Notifikasi request approval akan dikirimkan ke Sales Engineering Manager

140 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

141 4.3 Quote Attachment Approval
Sales Engineering Manager menerima notifikasi request approval atas attachment yang sudah diupload oleh Sales Engineering Staff Sales Engineering Manager dapat melihat dokumen solution design tsb, me-review kemudian melakukan approval

142 4.3 Quote Attachment Approval – CATALIST Proces

143 4.3 Quote Attachment Approval – CATALIST Proces (UI)
1. Navigasi ke quote screen, view tab Line Items 2. Klik Detail View Tab Attachment 3. Pilih record promotion component (MQLI) 4. Pilih record attachment yang akan dilakukan approval 5. Klik tombol “Approve” atau “Reject”

144 4.3 Quote Attachment Approval – CATALIST Proces (UI)
Setelah attachment diapprove

145 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

146 4.4 Last Mile Calculation Last mile calculation adalah fungsi perhitungan biaya last mile melalui product last mile, di antaranya sbb: No Last Mile Product Name 1 Dedicated Internet - Last Mile 2 Domestic Ethernet Link - Last Mile 3 Domestic IP Transit - Last Mile 4 Domestic IPVPN Link - Last Mile 5 Domestic Leased Circuit - Last Mile 6 International Ethernet Link - Last Mile 7 International IP Transit - Last Mile 8 International IPVPN Link - Last Mile 9 International Leased Circuit - Last Mile

147 4.4 Last Mile Calculation Perhitungan last mile pricing berdasarkan matrix: No Models Building Entity Revenue Sharing Inventory Entity Additional Price Fiber Optic Building Rent SitAq Cost Shaft Cable Cost BTS CPE Inventory FO Length MRC OTC MRC/OTC 1 POP Building Y - 2 POP Building (Shared) 3 PtoMP 4 PtoP 5 6 3rd Party

148 4.4 Last Mile Calculation – CATALIST Proces

149 4.4 Last Mile Calculation – CATALIS Proses (UI)
A. Menambahkan Last Mile Product Klik Tombol “Customize” pada promotion component (MQLI) Pilih product Last Mile, lalu klik tombol “Done”

150 4.4 Last Mile Calculation – CATALIS Proses (UI)

151 4.4 Last Mile Calculation – CATALIS Proses (UI)

152 4.4 Last Mile Calculation – CATALIS Proses (UI)
B. Menambahkan Last Mile Pricing Pilih line item last mile pada promotion component (MQLI) Klik Tombol “New” pada promotion component (MQLI) Pilih pricing model Pilih pricing detail Berdasarkan pricing Total OTC dan MRC, input nilai tsb pada field Manual Price Override line item OTC dan MRC

153 4.4 Last Mile Calculation – CATALIS Proses (UI)

154 4.4 Last Mile Calculation – CATALIS Proses (UI)

155 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

156 4.5 Discount Negotiation Account Executive dapat memberikan discount atas product yang ditawarkan kepada customer Ada 3 cara pemberian discount: 1. Manual Discount Amount 2. Manual Discount % : 5%, 10%, 15%,20%,25% 3. Manual Price Override

157 4.5 Discount Negotiation – CATALIST Proses

158 4.5 Discount Negotiation – CATALIST Proses (UI)
Navigasi ke View Tab Line Item> Discount Negotiation Pilih record line item OTC dan MRC yang akan diberikan discount Input discount Manual Discount Amount atau Manual Discount % atau Manual Price Override

159 4.5 Discount Negotiation – CATALIST Proses (UI)

160 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

161 Quote dapat di-submit jika :
4.6 Quote Submission Quote submission bertujuan untuk me-request approval atas quote yang diajukan Quote dapat di-submit jika : Attachment Status “Approved” Opportunity Sales Stage “04 – Negotiation” (hanya jika quote type “New Registration”)

162 4.6 Quote Submission – CATALIST Proses (UI)
Ubah sales stage dari “03 - Solution Design” menjadi “04 – Negotiation” pada Screen Opportunity Klik Tombol “Submit” pada screen quote

163 4.6 Quote Submission – CATALIST Proses (UI)

164 4.6 Quote Submission – CATALIST Proses (UI)

165 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

166 4.7 Quote Approval Setelah quote submission, status quote berubah dari “Open” menjadi “Awaiting Approval” Quote approval membutuhkan approval dari Account Manager sebelum approval ke posisi yang lebih tinggi tergantung pada besarnya discount yang diajukan

167 4.7 Quote Approval – CATALIST Proses

168 4.7 Quote Approval – CATALIST Proses (UI)
Login sebagai Account Manager Navigasi ke Screen Quote Klik “Approve All” pada quote header atau Klik “Approve” pada quote line item untuk approval per-line item Jika dibutuhkan approval yang lebih tinggi, login sebagai Division Head, Group Head, dan Pricing and Bundling Division Head untuk melakukan approval

169 4.7 Quote Approval – CATALIST Proses (UI)

170 4.7 Quote Approval – CATALIST Proses (UI)
Setelah quote di-approve oleh approver tertinggi, status quote menjadi “Approved”

171 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

172 4.8 CPE Inventory Booking Booking terhadap inventory diperlukan apabila terdapat kebutuhan inventory pada design document CPE Inventory Booking dilakukan oleh SE/ECE pada tahap sales stage 03 - Solution Design atau 04 - Negotiation

173 4.8 CPE Inventory Booking - HLD

174 4.8 CPE Inventory Booking-Status Cycle
Following are the CPE Inventory life cycle: Acquisition/Procurement (Stock In) This process is covering the procurement process for CPE Inventory from vendor, Resource Management team will do goods verification and input the data inventory into system. Booking This process is covering the CPE inventory booking process by sales division/ECE and booking confirmation, booking approval, booking notification and allocation after the order is finalization. Deploy / Movement (Stock Out) After the order is finalize it will do the inventory movement (Stock – Out) to customer location for the delivery Recycling (Stock In) This process is for inventory movement (Stock – In) back into the warehouse after customer contract is complete and there is no renewal. Retiring (Monitoring) Once the Goods status become Bad, these goods needs to be discarded / scraped from the warehouse.

175 4.8 CPE Inventory Booking - Step
1. Login dengan User ID = SE_USER_001 2. Masuk ke Screen Quote>Line Item>CPE Inventory Booking 3. Click ‘New’ pada Inventory Transcation (Form) Sales Engineering 4. Isi field priority = ‘P3-Request’ 5. Isi semua field yang required 6. Klik ‘Submit’ 7. Login dengan User ID = RM_USER_001 8. Query Transaction ID 9. Klik ‘Approve’/’Reject’ Resource Management

176 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

177 4.8 Network Capacity Booking
Booking terhadap Capacity diperlukan apabila terdapat kebutuhan capacity pada design document Network Capcity Booking dilakukan oleh SE/ECE pada sales stage 03-Solution Design atau 04 – Negotiation Jenis Form dan pengiriman notifikasi: IP = IP Policy TDM Access = ACSO/Jabodetabek/Regional IP TDF= IP Policy TDM Backbone = TBO/Jabodetabek/Regional 4 Form Booking Capacity: IP TDF IP TDM Access TDM Backbone

178 4.8 Network Capacity Booking - HLD

179 4.8 Network Capacity Booking – Status Cycle
Following are the CPE Inventory life cycle: Acquisition/Procurement (Stock In) This process is covering the procurement process for CPE Inventory from vendor, Resource Management team will do goods verification and input the data inventory into system. Booking This process is covering the CPE inventory booking process by sales division/ECE and booking confirmation, booking approval, booking notification and allocation after the order is finalization. Deploy / Movement (Stock Out) After the order is finalize it will do the inventory movement (Stock – Out) to customer location for the delivery Recycling (Stock In) This process is for inventory movement (Stock – In) back into the warehouse after customer contract is complete and there is no renewal. Retiring (Monitoring) Once the Goods status become Bad, these goods needs to be discarded / scraped from the warehouse.

180 4.8 Network Capacity Booking - Step
1. Login dengan User ID = SE_USER_001 2. Masuk ke Network Capacity Booking 3. Click ‘New’, pilih form 4. Isi field yang dibutuhkan 6. Klik ‘Submit’ SE 7. Login dengan User ID = RM_USER_001 8. Query Booking Order 9. Isi field, Klik ‘Submit’ RM 10. Login dengan User ID = TOI_USER_001 8. Query Booking Order 9. Isi field, Klik ‘Reject’/Approve TOI

181 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

182 4.10 Iphone Number Booking

183 4.10 Iphone Number Booking- Status Cycle
Following are the CPE Inventory life cycle: Acquisition/Procurement (Stock In) This process is covering the procurement process for CPE Inventory from vendor, Resource Management team will do goods verification and input the data inventory into system. Booking This process is covering the CPE inventory booking process by sales division/ECE and booking confirmation, booking approval, booking notification and allocation after the order is finalization. Deploy / Movement (Stock Out) After the order is finalize it will do the inventory movement (Stock – Out) to customer location for the delivery Recycling (Stock In) This process is for inventory movement (Stock – In) back into the warehouse after customer contract is complete and there is no renewal. Retiring (Monitoring) Once the Goods status become Bad, these goods needs to be discarded / scraped from the warehouse.

184 4.10 Iphone Number Booking - Step
1. Login dengan User BICL_USER_001 2. Masuk ke QLI> phone Number Booking 3. Klik ‘New’ 4. Masukkan Start Service Number dan Qty 5. Klik ‘Reserve’ 6. Pilih Start Service Number yang akan dibooking, klik ‘Apply to Line Item’ Sales Operation 7. Cek QLI apakah SN telah masuk

185 BAB 4 – Quote Management 4.1 Quote Creation
4.2 Quote Attachment Submission 4.3 Quote Attachment Approval 4.4 Last Mile Calculation 4.5 Discount Negotiation 4.6 Quote Submission 4.7 Quote Approval 4.8 CPE Inventory Booking 4.9 Network Capacity Booking 4.10 Iphone Number Booking 4.11 Quote to Order

186 Quote to Order adalah fungsi untuk order creation via quote
Quote to order dapat dilakukan jika : Quote Status “Approved” Opportunity Sales Stage “05 - Closed WON” (hanya jika quote type “New Registration”) CPE Inventory Booking, Network Capacity Booking, Iphone Number Booking Status “Approved”

187 4.11 Quote to Order – CATALIST Proses

188 4.11 Quote to Order – CATALIST Proses (UI)
Ubah Opportunity Sales Stage dari “04 – Negotiation” menjadi “05 - Closed WON” Klik Tombol “Auto Order” Setelah Tombol “Auto Order” diklik, maka akan ternavigasi ke Screen Sales Order

189 4.11 Quote to Order – CATALIST Proses (UI)

190 4.11 Quote to Order – CATALIST Proses (UI)

191