Pega Configure Price Quote for Communications 7.31 Product ...

Pega Configure Price Quote for Communications

PRODUCT OVERVIEW 7.31

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Pega Configure Price Quote for Communications

Document: Product Overview

Software Version: 7.31

Updated: December 2017

CONTENTS

Product overview............................................................................................ 1-1 About Pega Configure Price Quote for Communications............................. 1-1 Where is it applicable? ................................................................................ 1-2 Who benefits from Pega Configure Price Quote for Communications? ....... 1-2

High-level functionality .................................................................................. 2-1 Quote management .................................................................................... 2-1 360° view .................................................................................................... 2-1 Mobile access ............................................................................................. 2-1 Quote-based collaboration .......................................................................... 2-1 Integration with Pega Sales Automation ..................................................... 2-1 Integration with Pega Marketing for Communications ................................. 2-1 Integration with Pega Fulfillment Control Center for Communications ......... 2-2 Pega Configure Price Quote for Communications reporting ........................ 2-2 Pega Cloud ................................................................................................. 2-2

Standard case types ....................................................................................... 3-1

Data model ...................................................................................................... 4-1

Roles and portals ........................................................................................... 5-1 Roles .......................................................................................................... 5-1 Portals ........................................................................................................ 5-3

Case Manager Portal ............................................................................ 5-3

Quote process ................................................................................................ 6-1 Quote to contract screenshots .................................................................... 6-1

Select a customer ................................................................................. 6-1 Customer details and the option to start a quote ................................... 6-1 Select contract terms ............................................................................ 6-2 Add products ......................................................................................... 6-2 Add location details ............................................................................... 6-3 Product configuration ............................................................................ 6-3 Quote review screen ............................................................................. 6-4 Manager approval ................................................................................. 6-4 Customer approval email ...................................................................... 6-5 Customer approval ................................................................................ 6-5 Check site serviceability ........................................................................ 6-6 Feasibility study .................................................................................... 6-7 Site survey ............................................................................................ 6-8 Third-party analysis ............................................................................... 6-8

Solution design ..................................................................................... 6-9 Solution preferences ........................................................................... 6-10 Margin calculation ............................................................................... 6-11 Final contract capture/validation .......................................................... 6-12

Pega Configure Price Quote mobile screenshots ...................................... 6-13 Dashboard .......................................................................................... 6-13 Customer list ....................................................................................... 6-14 Customer profile ................................................................................. 6-15 Select contract terms for quote ........................................................... 6-16 Add product ........................................................................................ 6-17 Add location ........................................................................................ 6-18 Configure products .............................................................................. 6-19 Quote summary .................................................................................. 6-20 Digital signature .................................................................................. 6-21

Pega Configure Price Quote for Communications 7.31 Product Overview 1-1

Pega Configure Price Quote for Communications enables Communication Service Providers (CSPs) to efficiently create and manage quotes as a part of their quote-to-order process. It is designed to improve quote quality, enable solution creativity, and improve sales team productivity. This application can be delivered in the cloud and on-premise. The application is easily integrated into an IT ecosystem to simplify the sales process and includes industry-specific features, such as multi-site products, subscription-based services, and support for configurable products by using a product catalog.

The Pega Platform unites process, case management, rules, interfaces, integrations, data, and analytics in a unified platform that promotes business-IT collaboration. Pega Configure Price Quote for Communications is easily configured to work with Pega Sales Automation, Pega Fulfillment Control Center for Communications, and Pega Marketing for Communications. When implemented as a complete suite, CSPs gain a connected customer journey from lead to delivery, unprecedented business agility, rapid time to market, end-to-end visibility, and an omni-channel experience.

Communication Service Provider organizations can leverage Pega Configure Price Quote for Communications to:

Create complex as well as tailor-made business-to-business (B2B) quotes with flexible contract terms for multi-site and site-independent products

Simplify and accelerate the digital quote process to improve sales effectiveness

Enable guided selling to recommend relevant product offers in the Quote process by using the Pega Marketing for Communications decisioning feature

Manage the entire sales process with an integrated Pega Sales Automation and Configure Price Quote solution

Capture manager and customer approvals during a quote

Enable a mobile sales force to provide an over-the-shoulder customer experience to increase deal win rates

About Pega Configure Price Quote for Communications This application comes with Product Catalog for Communications, which provides feature-to-launch functionality and manages complex multilevel products, pricing, and discount scenarios. For more information, see the Product Catalog for Communications Product Overview on the Pega Foundation for Communications product page.

Pega Configure Price Quote for Communications includes the following stages:

The Capture stage is the first stage of Quote process. This stage includes the steps to get customer and contract information to start the quote process, followed by product and installation site location selection. This stage also includes integration with Pega Marketing for Communications to suggest best offers based on customer needs.

Next is the configuration step, in which users can configure products to generate a tailor-made quote. Dynamic discounts, which are defined in the product catalog, are also applied on the final amount of the total quote, based on any selected

Product overview

https://pdn.pega.com/products/communications-industry-foundation


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configurations. This stage also provides integration points with Pega Sales Automation to get customer and opportunity information for the Quote process.

In the Site order stage, field tasks, such as feasibility studies, site surveys, and third-party analysis, are managed to design the customer solution for each location.

The Price stage includes the selection of solution preferences and the pricing that is included in the formal proposal.

The Quoting stage goes through margin calculation and final proposal approval.

The Contract stage is the final stage of the Quote process, and includes contract negotiations, final contract capture, and the creation of a customer order.

Where is it applicable? Pega Configure Price Quote for Communications enables sales organizations to automate and optimize the creation of quotes and order captures, and streamline the customer approval process. Pega Configure Price Quote for Communications uses the Product Catalog for Communications, which provides a flexible product structure to manage complex products, pricing, and discounts.

Who benefits from Pega Configure Price Quote for Communications? Pega Configure Price Quote for Communications is used by CSPs who want to reduce time to market for new products, services, and offers, and face challenges in getting complex B2B proposals ready and processed in less time to stay ahead of their competition. It offers an innovative, agile approach, enabling faster time to market, and provides improved operational efficiency and a superior customer experience. It can easily be integrated with sales and billing systems to manage end-to-end lead-to-cash processes.

Some of the benefits include:

Reduce the quote negotiation cycle by recommending best product offers by using Pega artificial intelligence

Increase sales win rate with mobile sales and a quoting application

Use the product catalog feature to provide flexible configurations for complex hierarchical offers

Accelerated implementations and time to value with a pre-integrated suite of communications products, such as a product catalog, sales automation, and fulfillment

Accurate quote capture and validation cycle

Ability to generate a quote with accurate pricing by using dynamic configuration-based pricing, pricing rules, and a quote discount

Pre-built forms for feasibility studies and site surveys based on industry standards

Dynamic discounting based on discounting rules that are defined in a product catalog

Margin analysis before finalizing a quote to ensure required profitability


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Reduced order fallout


Quote management The Pega Configure Price Quote for Communications application manages the quote to contract process. This includes the following stages: capture, configure, price, quote and contract. The application provides a budgetary quote, site order decomposition, feasibility studies, site surveys, third-party analysis, formal proposal templates, margin calculation, and capture quote approval to create an order from the quote.

360° view A customer profile is included with the Pega Configure Price Quote for Communications application that includes a 360° view of the customer. The customer profile provides a customer overview, summary of accounts, list of products owned, authorized contacts, billing profile, contact information, and site addresses. It also includes a view of all pending quotes for the selected customer.

Mobile access Pega Configure Price Quote for Communications comes with a mobile application that is optimized for account executives and sales engineers. This application accelerates the time to create a quote, which increases the sales win rate. From the mobile application, an account executive can capture digital signatures as per customer approval to close business and accelerate the time to order capture process.

Quote-based collaboration Pega Configure Price Quote for Communications comes fully integrated with Pega Social capabilities. This allows users to collaborate and have a fully documented conversation within the context of an order. This provides stakeholders end-to-end visibility into the quote lifecycle.

Integration with Pega Sales Automation Pega Configure Price Quote for Communications comes integrated with Pega Sales Automation. This includes a sample application that is implemented on Pega Sales Automation, Pega Marketing for Communications, and Pega Fulfilment Control Center for Communications to provide a complete lead-to-delivery process.

Pega Sales Automation provides an account executive dashboard, quote/sales order management, order visibility, and Pega Social capabilities that are specific to each quote. Quotes can be initiated by an account executive to accelerate the time to quote for an opportunity.

Integration with Pega Marketing for Communications Pega Configure Price Quote for Communications is integrated with Pega Marketing for Communications to use guided selling feature that enables sales engineers to recommend best product offers for a quote. The guided selling feature uses a questionnaire to understand customer’s business requirements and uses recommendation logic that is implemented in Pega

High-level functionality


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Marketing for Communications. The recommendation logic uses the customer’s response to the guided selling questionnaire, the customer’s data, their past interaction history, filters, and an analytical model to determine and suggest product offers with the highest propensity (percentage likelihood of this customer to accept the offer).

Integration with Pega Fulfillment Control Center for Communications Pega Configure Price Quote for Communications is integrated with Pega Fulfillment Control Center for Communications. In Pega Configure Price Quote for Communications, when the final contract is submitted, a customer order is created in Pega Fulfilment Control Center for Communications. Pega Fulfilment Control Center for Communications comes with a technical catalog that maps fulfillment cases/plans to product specifications in the catalog. This reduces order fallout during fulfilment process.

Pega Configure Price Quote for Communications reporting Pega Configure Price Quote for Communications includes several reports to provide insight into quotes and their processing by stage.

Pega Cloud Pega Configure Price Quote for Communications is available on Pega Cloud as well as on-premises. Pega Cloud provides industry-leading infrastructure, enterprise-grade services, and operational excellence. Realize a faster time-to-value for your Pega investments and take advantage of the complete range of Pega Cloud services, from development and testing sandbox environments to fully managed production environments. CSPs can even migrate their applications from the cloud to their data centers as needed.


The following table lists the standard case types that are available in the Pega Configure Price Quote for Communications application. Based on your company’s business requirements, these case types can be extended or new case types can be created.

Case types Description Customer search Provides customer search capabilities by using various parameters. Quote Defines the opportunity to contract process This includes stages for product selection,

configuration, pricing, quoting and contracting. When a quote is completed, a Customer Order is created for fulfillment.

Site order Defines the various processes that are required to gather information from sites to design a solution for proposals.

Feasibility study Manages the process that is required to understand the work required at a site to fulfil the products/bundles that are mentioned in a proposal. The cost captured during this process becomes part of the formal proposal.

Site survey Manages the work for the validation process regarding whether a site can support a particular product, including the space, power, and HVAC requirements. The site survey includes an industry-standard site survey form.

Third-party analysis If a site is not an on-net location, a Communication Service Provider can engage with third-party vendors to provide a service. In this case type, third-party analysis and price information is captured for use with solution design.

Standard case types


Pega Configure Price Quote for Communications provides common data objects to manage quote data. Some of the object types expect data to be sourced from an external system of record.

The following matrix provides the key objects that are used in the application and their respective data pages:

Object type Description Data page

Quote The case that manages and defines the quote from the capture stage to the contract stage. The Quote case also calls site order subcases that are used for a site order flow.

N/A

Data model


Roles Pega Configure Price Quote for Communications supports key roles, which are generally associated with the quote process that is managed by CSPs.

This matrix describes each of the roles that are shipped with the application, their default portal, and key dashboard capabilities.

Roles and portals

Role Description Default portal

Key dashboard features

Account Executive The account executive starts the quote from an opportunity, then completes the work and monitors their quotes.

Account Manager Portal

- Dashboard

- My Quotes

- Worklist Sales Engineer The sales engineer manages the solution being quoted

for the customer and owns the end-to-end quote/proposal.

Sales Engineer Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist Sales Manager The sales manager requires quote visibility and the

ability to approve quotes before they are sent to the customer.

Sales Manager Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist Solution Engineer The solution engineer needs to review the solution

requirements and manage each of the site orders that are requesting feasibility studies, site surveys, and third-party analysis.

Solution Engineer Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist



Field Engineer The field engineer manages the feasibility study and site survey processes.

Field Engineer Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist Vendor Manager The vendor analyst manages the third-party processes. Vendor

Manager Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist Financial Analyst The financial analyst manages the pricing/margin

calculation process. Financial Analyst Portal

- Dashboard

- Calendar

- Customers

- My Quotes

- Worklist



Portals Case Manager Portal This portal is built for sales engineers and sales managers. The portal provides various reports related to quotes and customers on a dashboard. It also provides features to work on quotes.


Quote to contract screenshots Select a customer

Customer details and the option to start a quote

Quote process



Select contract terms

Add products



Add location details

Product configuration



Quote review screen

Manager approval



Customer approval email

Customer approval



Check site serviceability



Feasibility study



Site survey

Third-party analysis



Solution design



Solution preferences



Margin calculation



Final contract capture/validation



Pega Configure Price Quote mobile screenshots Dashboard



Customer list



Customer profile



Select contract terms for quote



Add product



Add location



Configure products



Quote summary



Digital signature

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