Category: Business

9 Aspects through which ‘Quote to Cash’ can turn the business game for you!

If you think about the most important business processes today, ‘Quote-to-Cash’ is certainly at the top because it is through the quote to cash process only that you can make driving revenue for your organization easy. You would never want to miss your potential customers by leaving any minor faults in the sales process as being a business, converting a prospect into a satisfied and happy customer is what really matters and this is followed by strong partnership and ongoing trust between you and your customers, right from sales to service.

Understand the quote to cash flow –

Here are the 9 aspects that can change the way you look at the business –

1. Pricing:

Pricing in ‘Quote-to-cash’ terminology, is understood as a set of rules that decides the most appropriate and suitable price of a deal. Not only the price, but this also includes deciding the right incentives to attract the customers. In today’s time, you cannot just limit to only deciding

the correct price, but to drive revenue and win customers, you also have to identify the appropriate discounts, promotions and incentives. Once you understand that what pricing and promotion strategy is working right for your business, you can apply the same strategy for the future deals to win customers and maximise deal size.

2. Configuration:

When you create the most appropriate combination of products and services, it is termed as configuration. Already with the increased product and deal complexity, it has become very difficult to identify the right combination of products and services to recommend to the customers in order to win deals. Automatically provide recommendations of best configuration to your sales reps to ensure that all your sales reps are now configuration experts – and can crack the best deals!

3. Quoting:

Once done with configuration and pricing, next comes Quoting. Based on the pricing and configuration, a quote is generated and approved which is further sent to the end customer. Quote is the first impression that you share with your customers and is considered as one of the most important stages of your sales cycle. Winning or losing a customer depends on the way you are presenting the quote. Presenting a precise, simple yet quick quote increases your chance to win a deal, while delayed, riddled and complicated quotes often end up losing your customers. So, its very important that the quote you present is error-free and is presented in no time. This creates great impression on your customers and increases your chance to have them onboard.

4. Contract Creation and Negotiation:

Without an agreement on the right set of terms and conditions, no deal can be closed. To avoid any situation that might impact your revenue streams, you have to be very careful about the agreement. These agreements usually come with hidden risks and thus to protect your business you should have even the minute details of the agreement. To ensure the security, you need to have experts who are well aware of the built-in clauses like renewal clause or termination clause during the time when contract is created.

After this comes contract negotiation where the terms and conditions can be redefined and altered based on the negotiations. As the agreement document undergoes through multiple iterations, it becomes difficult to keep a track the on-going changes.

5. Executing the Contract

The deal is considered final after it is approved and signed. It is recommended to enable an e-signing tool which is very helpful in reducing the time spent in finalising contracts. This tool also can also be a guideline for any existing roadblocks and parties that have yet to sign.

6. Order Accomplishment:

This process includes the complete order cycle; starting from receiving the order, its processing to the successful delivery. After the deal is done and the contract has been signed, the processing starts, and it’s taken into priority that the products are delivered on time and to the appropriate customers. The advantage of having a Quote to cash solution ensures that the end customer is has agreed on the quotes, pricing and other terms and conditions.

7. Billing and Invoicing:

Accurate billing is done where calculations of final charges is done, and a copy of invoice is sent to the customer. The otherwise critical billing process is made easy with the help of integrated Quote-to-Cash process. The ‘Quote-to-cash’ solutions ensure that the exact quotation and contract details are provided to the finance team so that the customer gets accurate billing.

8. Revenue Recognition:

Revenue recognition helps in understanding that the cash from the customer’s end has been received. Here, you cannot afford to go wrong and thus the correct details of the contracting terms like quotes, pricing, payment modes, net payment terms and delivery calendars etc. is passed on to your finance team. ‘Quote-to-cash’ solution is the best way to recognise the revenue correctly.

9. Renewal:

While the revenue recognition is done, your next focus should be on the renewals. This helps in managing customers retention and also the recurring income. If it is the SaaS model, its sure that a huge percentage of revenue is derived in the form of repeated, already existing and subscribed customers.

Quote-to-cash is the most important part of your business and will also help you in getting advances in big data and machine learning so that the sales reps are happy, and you can deliver more intelligent sales!

SAP Entitlement Management – Benefits and Key Features

Why is SAP Entitlement Management important for a business? In this world of ever-changing technologies and rapidly growing businesses, it has become important to remain prepared to deal with any complexity that might occur in the way.

Being a business, you cannot be confined to just delivering the product or software to the customers and consider transaction to be completed. Rather, businesses today have entered a new era of selling where new experiences are being introduced to the market and the customers rapidly. Subscriptions, bundling and embedding software/services together along with the products are being provided by the businesses so that the customers get better and attractive deal.

Gone are the days when companies had their focus only on physical products. Today, businesses believe in offering ‘usage rights’, where they do not rely merely on initial sale, but the ongoing relationship with the customer and their satisfaction even after delivering the physical product to them. But, understanding and managing what the customer is entitled to is not an easy task as each of these products can have one or more entitlements that might require the tracking and potential adjustments throughout their life-cycles. And, here is when SAP Entitlement Management comes in picture!

What is SAP Entitlement Management?

SAP Entitlement Management is intended to abridge the entitlement management processes and operations in a way that the requirements of rapidly growing and increasingly complex businesses are streamlined and automated, to deliver better customer experience.

With SAP Entitlement management, you can create innovative and advanced business models and solution bundles to meet the requirements of the all the time more smarter customers. This includes entitlement modeling, managing workflows, integration, life-cycle management, reporting, and monitoring etc. Here’s how SAP Entitlement Management supports intellectual business scenarios:

  • Increases transparency into entitlements
  • Automates processing of a high volume of entitlements
  • Enhances Sales and Revenue
  • Accelerates Innovation
  • Increases Customer Satisfaction
  • Improves Customer Service

Key Features –

Entitlement Modeling – This feature can help businesses in freely defining their new entitlement models and assigning entitlement models to offerings. Not only this, but it also helps in maintaining custom sets of attributes like business categories, rights, distribution channels and geo-location etc.

Integration and Migration Support – Can be integrated with S/4 HANA on-premise order management and can also utilise migration support tools to start the implementation. SAP entitlement management provides you a special set of API services that can be integrated with other SAP or non-SAP systems.

Entitlement Lifecycle management – With the help of entitlement lifecycle management you can define the procedure of events effecting entitlements and maintain statuses on entitlements throughout the lifecycle and define custom alerts. Also, simplifies and provide support to up-sell, renewal, return, upgrade processes and operations.

Realtime Reporting and Analysis – Provides custom reports as per the requirement of the customers, products or entitlements and also helps customers with insights on current, past and nearing expiration entitlements with the help of user-friendly dashboard.

Sales, Support and Self-services – SAP entitlement management automates renewal processes by using co-termination logic and simulates entitlement at quotation level. It also helps in enabling self-service scenarios and custom views for sales support and customers with APIs

Helps with a Central Repository – Assists in enabling up-to-date visibility of entitlements and as defined in modelling and related product assignments. With the help entitlement management by SAP you help your business grow and adjust by utilizing highly scalable central repository provided.

Advantages of using SAP Entitlement Management

An intelligent way to increase sales and revenue

The intelligent entitlement management system allows businesses to grow by boosting sustainable and recurring revenue streams with the support of subscription-based business models.

Innovative and Better Deliveries –

When it comes to deliver better outcomes, SAP entitlement management could be the best choice. This can help teams in enabling teams with faster deployment of latest offers and related entitlements. Further, it can also assist with the tracking process of the performance to inform and repeat as per requirement.

Deliver the most value from entitlements –

Let your customers get most value from the entitlements and provide them transparency of their entitlements. Range of relevant self-services, alerts, and reminders are offered to the customers to maintain the transparency.

How to get Maximum Value and Revenue from SAP Entitlement Management?

As this is deployed in the cloud, it is available as software as a service (SaaS) on the basis of subscription and the number of users. Businesses need a solid entitlement management system because at times the back-office operations might become more complex. It maximise value and revenue by assuring that:

  • Your sales reps and channel partners have clear visions of the entitlements of their customers, so that you never miss any opportunity for renewal, cross or upsell.
  • Your sales teams can deploy proposed bundles faster, and at the same time can track and assess market performance with surety.
  • Your IT and license administrators are equipped with the important tools to deploy, manage and report on any type of entitlement.
  • Your customer service executives are well aware of exactly what the customer is entitled to and provides them the tools so that they can properly assist the customer and engage in any upsell or cross opportunity.
  • Your customers are provided complete transparency into their entitlements, they will also receive entitlement related alerts and reminders, and are restricted from unauthorised usage, that might result in revenue leakage and other such unethical outcomes.

Be it Service, support, or Security and Compliance, SAP entitlement management does it all! If you are looking for an effective and quicker way to transform your business, manage entitlements and deliver best to your customers, look no further and get complete information about this here –

Acuiti Labs at Mobile World Congress (MWC) – Experiences and Insights

Acuiti Labs recently participated in the Mobile World Congress (MWC) which took place from Monday 25th to Thursday 28th February, in the events center La Fira, Barcelona, Spain.This event brought leading-edge technologies from more than 2,400 leading companies from all around the globe together, all which displayed innovative solutions for a wide range of audiences from tech, automotive, manufacturing, publishing and marketing backgrounds.The most talked about tech during this event was Artifical Intelligence (AI) and 5G.

Acuiti Labs’ Products at MWC

Our technical team presented two unique products of our own which received an overwhelming response from the crowd at MWC 2019:

  • Acuiti Video Player
  • Captare

What are these products, and how do they work?

1) Acuiti Video Player

First of its kind, an Artificial Intelligence enabled video player. This product is a unique player which can be embedded onto the front end or back-end as per the use case. It operates on speech-based search, which finds video Neural Networks based on speech recognition, object and people recognition, making it one of the most forward-thinking innovations in the fiend of (AI).

Features which distinguish the Acuiti Video Player from any other video player in the market:

  • High quality of speech-based search and finding the video using Neural Networks based speech recognition.
  • You can directly pick up from any point in the video by simply using certain words or phrases which match objects or people.
  • This video player comes with play backwards and fast-backwards functions.

2) Captare Security

Captare is a security device which comes with a built-in video image capability.It takes images upon being triggered by some movement.The clicked imagery is then sent to cloud, where Artificial Intelligence runs preselected algorithms to determine the reason behind why the camera was triggered.Based on the conclusion, an alarm is immediately sent to a mobile device along with the clicked image.Yes, this security device will notify you about any suspicious movement directly on your mobile, and help you take any precautionary measures necessary.

Captare devices can be easily be set up using a mobile application, but for more sophisticated corporate systems, there will be a full pc interface for configuration and reporting.

Our favourite products at the event

The Huawei Mate X is certainly the most interesting device from amongst the all we’ve seen, and undoubtedly, the competition was fierce. Foldable phones might be viewed as futuristic for now, but by the end of this year, we might see these devices in the hands of ordinary people. Apart from Huawei Mate X, have a look at some other exciting products at the show:

  • Microsoft HoloLens 2
  • LG DualScreen
  • Nokia 9 PureView
  • Sony Xperia 1
  • Xiaomi Mi 9
  • Huawei Matebook X Pro
  • Energizer Power Max P18K Pop

MWC 2019 Highlights

The MWC 2019 was one of the largest mobile phone shows, packed with huge announcements from major companies operating within the smartphone space. Acuiti Labs witnessed some amazing innovations based on latest technologies such as new form factors (especially foldable designs), new chipsets, latest battery solutions and 5G.

Contact our technical team to know more about our tailor-made solutions and applications.

What is SAP BRIM’/ ‘SAP Hybris Billing’? and Business Transformation using BRIM

What is SAP BRIM?

To understand the importance of SAP BRIM, It is very important to have an idea about what SAP BRIM is and how it is helping businesses in transforming their billing procedure. Well, it is a high-volume usage-based solution that simplifies complex billing and invoicing processes. Industries like energy, telecom, utilities, etc. are already utilizing SAP billing services to ease their billing process. But, its usage is rapidly increasing in other similar areas too.

What is SAP BRIM? Let’s talk about a few real-life examples to understand this better. 

1. We all use credit cards, and we know that credit cards come with a predefined credit limit. Have you ever thought about what helps them know that you have exceeded the credit limit? Well, the answer is the SAP BRIM Solution.

2. Similar is the case when your operators know that you’ve already consumed the 1 GB data from your broadband quota. SAP based BRIM solution helps the company with the entire process and simplify the billing operations. Billing and Revenue Innovation Management or BRIM is basically an end-to-end cross-industry solution that is a combination of SAP Sales Order and Management, SAP Convergent Charging, SAP Convergent Invoicing, and SAP Customer Financial Management.

Transform your business with SAP BRIM

BRIM, with further innovations, has been transformed and given a new name as ‘Hybris Billing’. SAP  BRIM can speed up the billing process and also increases the transparency across the complete revenue management process. The process also includes customer engagement and revenue recognition.

SAP BRIM is an innovation that gives businesses the power to coordinate and work in a more profitable way with their partners/customers. It eases the entire process of selling and re-selling products and services. This also helps in sharing revenue in the most appropriate way. SAP Billing allows you to simulate the latest pricing models and thus help you to create targeted offers both for products and services. SAP BRIM also has the advantage of having proper control over distribution and fulfillment across the complete billing cycle. This means focusing on customer retention and innovation is more simplified now.

The Transformation of SAP BRIM / SAP Hybris Billing

SAP focuses on giving its BRIM customer, an incorporated customer experience under the SAP C4C/CEC umbrella. CEC here means Customer engagement and commerce, and the products that come under this umbrella include Hybris Commerce Suite/Hybris Marketing & C4C.

SAP Hybris Billing aims at using ADT (Audience discovery and targeting) that is provided by Hybris Marketing

SAP is intended to provide an easy yet much more efficient user interface to existing/new BRIM Customers. It is also focusing on bringing BRIM to be on the HANA platform.

What are the Advantages of using BRIM Solution to simplify your billing procedure?

Here are a few practical use cases to make the concept of billing automation using BRIM clear:

Practical Use Case 1 –

Get Unified Customer Experience with BRIM

When a customer goes to a phone store to buy a phone and data plan and due to some reason, the purchase couldn’t be completed at the store. Now, the customer goes home, opens the website of the store (on which the user was already registered, as the account was created when the customer was in the store), logs in, finds the order that was left incomplete in the store, and finishes the order placement with the same offers. SAP Hybris Billing / SAP BRIM has made this possible.

Practical Use Case 2 –

Find, Reach, and Target Right Audience with SAP BRIM

A customer purchases a high-end smartphone online with his account. A few days later, when the customer logs in to his account on the internet, he/she sees an advertisement offering some discount, on the compatible accessory of the recent high-end phone that he/she purchased from the same account.

SAP BRIM is an advanced billing solution that eases and automates the entire billing and ordering processes from the cloud. It does that by combining various billing streams to produce a bill of a single invoice.

Transformation of SAP BRIM to SAP Hybris Billing

In today’s competitive world, customers demand products/solutions which are readily available and can be tailored to their specific business needs. Fast-growing industries like retail, telecommunication, logistics, utility, media, hospitality, manufacturing, and digital media need business systems that support their multi-fold growth and eliminate challenges like:

  • Managing a growing customer base consisting of high volumes of transactions
  • Handling diverse credit rating classes to minimize outstanding debt
  • Ability to handle multiple payments with business process workflows
  • Comply with complex national and international regulations

This is where SAP BRIM (Billing and Revenue Innovation Management) solution comes into the picture to manage the entire consume-to-cash business processes which include rating and charging of services (Convergent Charging) to creating invoices of services delivered (Convergent Invoicing) and handling payment collections (Customer Financials Management). In a recent event, SAP announced the transformation of its popular SAP BRIM (Billing and Revenue Innovation Management) to SAP Hybris Billing to elevate the traditional solution suite. SAP Hybris Billing brings in agility, more speed, flexibility with below features: A unified customer experience under the SAP C4C/CEC umbrella. CEC stands for Customer engagement and commerce and the products under this umbrella are Hybris Commerce Suite/Hybris Marketing & C4C Leveraging ADT (Audience discovery and targeting) provided by Hybris Marketing for BRIM customers

SAP Hybris Billing integrates with the following products:

  1. SAP CRM
  2. SAP C4C – Cloud for Customer
  3. SAP Hybris Marketing
  4. SAP Hybris Commerce
  5. SAP Convergent Charging
  6. SAP ERP (FICA) – Convergent Invoicing

Below is our customer success story where we successfully helped to implement Hybris for our retail end client serving more than 1 million customers.

Business Need:

  • Enhance customer/user experience
  • Improve speed to market
  • Improve cash flow
  • Improve operational efficiency

Technical Challenges:

  • The customer was already using ECC, and required an upgrade
  • Integrating both SQL Server & Oracle
  • Business process & data anomalies
  • Data normalization & reporting from multiple systems

Why SAP Hybris?

  • Can easily integrate with the ECC / S/4HANA infrastructure
  • Supports high volume transactions
  • Many out-of-the-box functionalities which meet the business requirement
  • Flexible, easy to configure the system

SAP Hybris Difference:

Acuiti Labs has been delivering business technology solutions & digital transformation since 2015. We solve business challenges using technology, build tech platforms and enable market-winning digital strategies with a clear focus on value realisation and monetisation. The development and execution of strategies are delivered by a group of experts, who are experienced at big four and other consulting firms, using a combination of Open Source technologies, SAP solutions and other enterprise applications. For more information about our SAP Hybris Billing Services,

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