Oracle Quoting Implementation Case Study

1
Oracle Quoting Implementation Case Study

• Jim Peters
• Manager, Web Systems
• Dionex Corporation

2
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

3
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

4
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

5
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

6
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

7
What was rough

• Workflow notifications Cant easily use a
  BlackBerry to approve/reject quote
• Switched approvers to Treos
• Customized approval notification

8
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

9
What was rough

• Promotional discounts without Advanced Pricing
  not easily implemented
• Not supported by Dionex implementation, all
  discounts over standard must go through approval

10
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

11
Demo