Quoting
Why is opportunity management at 20% stage important?
Keeping pipelines clean, more accurate and better forecasting, better product build planning (reducing the chance of backorders)
What date should you use as the first Target Date for the Year 1 payment?
The Target Date for the Year 1 Payment should be the same date as the Requested Ship Date. All remaining annual payments should be the annual contract date.
While customizing your fusion quote, what might a yellow hazard symbol mean?
A yellow hazard symbol could be alerting to incorrect scaling within a bundle or that items require further configuration.
What is best practice for naming your opportunities?
AGENCY- PRODUCT(S)- QUANTITY
Are you able to generate a quote in “draft” status?
Yes! However this will be a budgetary quote until the quote is in “Approved” status
If your quote document does not show the correct Payment Plan lines, how can you resolve?
Your invoice plan is likely not saved. You can resolve by going to the invoice plan on the quote in Salesforce and checking to ensure it saved, then saving.
What are the steps to create a new quote?
Navigate to an Opportunity record, (If you need to change a Pricebook (due to co-op), navigate to the Finance Information on the Quote Detail’s page. Click the pencil icon next to Pricebook. Search for the correct Pricebook. Save. Net new domestic quotes should use 21_TAS_LE_USD)
Click New Quote on Opportunity page
Fill in required fields; Quote Name, Start date and End date
Click Save
When adding in percentages or dollars to the Invoice Plan, is it better to start from the bottom line or the top line?
Adding in your percentages or dollars from the bottom will allow the system to auto-calculate the remaining lines above.
On which page can you review discounts applied and discount reason, introduction notes, and elected discount?
This can all be found on the Quote Details page
What are two ways to calculate tax?
1) Click the Vertex Quote Tax Call on the quote and
2) submit the quote for approval and tax will auto calculate.
Where do you customize your quote document?
In the Quote Options section on the quote in Salesforce. Scroll down below the Address Information section.
If your (sales reps’) phone number and address are not pulling onto the quote document, how do you resolve?
Enter in the information on your profile in Salesforce by clicking on your picture and hitting settings. The Phone field on the quote pulls from the Mobile Phone field in your settings.
How do you quote hardware items that are not in a bundle?
Build the quote by first adding the dynamic bundle then adding the hardware items.
How should professional services be handled for payment and why?
Professional services can be handled in 2 ways. The best practice is to include in the Year 1 payment dollar amount to be billed at the start of their contract. Another option is to leave unlinked and unassociated with an invoice plan so they bill upon fulfillment.
WHY: Installation services need to be billed upfront instead of being spread among out years so Axon can be paid for those services upon completion. The exception is milestone billings for DRS.
When creating your own quote, what should you input for Requested Ship date and Requested Start date?
Quotes can start on the 1st or 15th of the month.
Requested ship date must be 30 days before the Requested Start Date (ex: 10/15/2021 quote start = 9/15/2021 ship date)
Navigate to the orders on the opportunity. Select an order and then the product you are interested in. The product will have a series of Fulfillment Events to show when it was released to the warehouse for packing, shipped and delivered. The shipping event will have the tracking numbers in it.
How can you attach multiple documents and merge into one? Example: quote document and Fleet SOW
Click on Generate Document, then click Select Multiple, select the quote template (TAS-EN) followed by the next document (Fleet SOW), click the Merge and Download button.
The Customer is listed in Salesforce but not D365 and they do not have an AX account number - how can you create an AX account number?
Move an open opp for that customer into “Negotiate” stage. This will trigger the customer to sync to D365 and create an “AX account number”. It is critical to move the opportunity back to the correct stage once the customer has the AX account number.
On a bundle quote, what is the difference between List Price and Net Price on each line item?
Bundle lines are now broken out into their list price and net price which displays the item price with the inherent bundle discount. The list price is the price of purchasing the product a la carte and the net price is the price of purchasing within a bundle to encourage agencies to purchase a bundle. Having the bundle items include their price allows the system more flexibility to display those prices to customers who need to see a price for each item in a bundle for reasons like tax, compliance, funding, etc.
How do I know if items will bill upon fulfillment versus as part of an Invoice Plan? (Hint: Where to I see this in a quote)
Any combo of these 3 options:
1) If the Invoicing Plan total < Total Quote Value; then some items will invoice upon fulfillment. Double-check that this is intent!
2) Check is to open Associated Quote Lines on the invoice plan to check what lines are linked to the Invoice Plan.
3) Click Link/Unlink Invoice Plan to view all quote lines. If a line is blank in the Invoice Plan column, it is not linked to a plan.
How do you apply terms and conditions from a cooperative contract to your quote?
In the “Terms and Conditions” section of your opportunity, in the cooperative contract field - enter your correct Cooperative Contract and save. This will transfer the terms and conditions from the co-op to your quote output document.
Show us how to find an invoice document for the customer in Salesforce.
Navigate to the order on the Opportunity that you would like to see the Invoice for.
Click the INV number in the Invoices section
The PDF will appear in Notes and Attachments under the SF invoice number
If you select “Executive Summary” on the quote document output, what will this show?
This will show a high level overview of the quote including: total cost of the program(s), the length, and total savings (including bundle discount)
What is the reason for this common error when trying to save a quote “List has more than 1 row for assignment to Subject“
This error is occuring because there is more than one quote marked as primary for the opportunity. Deselect one of the primary quotes, refresh, and try again.
When discounting a hardware item, what is the difference between using the “USD” and “Unit” discounting options?
USD: Dollar amount discounted per quantity
Unit: Makes the product the price you enter
True or False - you can link the same line/product to multiple invoice plans. Explain why or why not.
False- you cannot link the same line to multiple invoice plans.
When do I used “direct” and “multiple” behavior while creating your quote?
“Direct” should be used when the item quantity should NOT be multiplied by the quantity of the bundle. “Multiple” follows inherent scaling rules based on quantity within bundle.
What is the difference between a legacy contract (old SFDC contract) and a migrated contract (contract thats been migrated over to Fusion)? How can you tell which is which?
1) Legacy contract - everything intact from today’s world (Pre-Fusion) including original attachments
2) Migrated contract - this is the object we want to use for all add-ons and contract rewrites. Migrated contracts allow us to easily downsell, cancel and upgrade in the Fusion system.
A migrated contract will have an opportunity named “Shell for (Agency)” and will also have “Created by Vish Iyer.” You can also open the associated primary quote and the migrated quote will have all of the products in a Dynamic bundle. The migrated contract will have the same start and end dates as the legacy contract.
How can you rename the Dynamic Bundle and what is an example of a new name for it?
On the Dynamic Bundle line within Edit Lines, click the arrow all the way to the right of the screen on the line to open up the drawer. Enter in the new name in the Product Name Override free text box. Example: A La Carte Items, Custom Bundle etc
Within Edit Lines, what do the yellow hazards on a quote line mean and how do you resolve them?
The yellow hazard symbol means the line must be reviewed and edited to revert to a green check mark before submitting for approval. The hazard symbols usually appear due to scaling rules within a bundle not being followed. To resolve, change the quantity of the line to follow the scaling rule and add any remaining quantity outside of the bundle.