WKS 11a - Quote Model and Structure Part 1

Workshop on 22 May 2025 to cover the quote model and structure.

Participants

This workshop is to define the quote model and structure.

Topic

Document

Comment

CPQ tool

CPQ tool demo

Tool walkthrough to illustrate functionalities and assess alternatives

Valio specs

Understanding Valio-specific requirements

Quote model meeting to define template structure, exploring multiple quote types by category and product
Agenda includes discussing information display at quote level and quote line level
Team prefers single quote type capable of managing multiple selling processes
Quote type field can accommodate multiple values for different sales processes
Quote overview screen includes quote ID, title, creator, ERP ID, expiry date, and pricing details
Team to review and potentially remove unnecessary fields from quote screen
Team needs to clarify quote's expiry and effective dates in contract model
Omar suggests creating new or repurposing existing fields to capture contract start and end dates
Tomi emphasizes thinking in terms of agreement structure, not just quote
Define specific validity period for quote model
Teemu recommends adding optional extension period dates for contracts
Team considers tracking optional extension periods by number of years or months
Identified new fields to add: update frequency, notice period, first price update date

Payment terms to use existing CPQ field with predefined value set
Plan to create separate sheets for true bidding service and service charges
Values for quote model will be queried from a table in either price manager or CPQ
CPQ team considers pricing table implementation and reframing quote process as proposal-driven agreement
Rebate management solution to allow manual threshold setting by users in separate screen
Important to show end users which fields will be excluded from rebate payments
Rebates fields can be managed in one screen with different sections
Consistently approach quote model as proposal for agreement
Thresholds for sales rebates will be pre-populated from lookup tables
Yearly rebate payments typically processed after annual agreement period ends
Rebate payment date should be proposed but editable by users

Head office fees will represent product groups with assignable percentage values.
Head office fees are a method to transfer money by adding values to product prices during sales.
Team exploring ways to display head office fees table in CPQ system with Zilliant team.
Proposed solution: Manage product group discounts and fees as line items with different types.
Potential implementation: Add line item type column to determine calculation and lookup logic.
Consider creating multiple item pages with different views based on product type.
Sales allocations will come from system lookup tables, ensuring 100% allocation.
Total deal value will be calculated with net price products and remaining discounts
Multiple options for adding products to quote: product catalog, copying from other quotes, selecting product groups
System can add product bundles, with potential future improvements for collapsible line item grouping

Team to review and potentially remove unnecessary fields from standard quote screen
BCS and Valio to continue applying pressure on Zilliant to enhance product features and meet requirements
Valio to decide how ‘extension to contract period’ should be defined (eg specific date, number or years/ months…)

Develop one universal quote structure supporting multiple business cases
Deal Potential information will not be in the main quote overview screen, a specific tab will be created for it
Users to download/upload multiple Excel templates to update quote line item relevant information and, as a workaround for lack of ‘multiple views’ and ‘complex mass update’ capabilities
Implement 2 quote line item types: 1) product net price and 2) product group discount, since we can only have a single ‘Items’ screen.
Head-Office fees to be managed alongside the product group discounts

Quote main screen fields to be based on Valio excel Deal tab, except Deal Potential (create separate screen), and Customer info (managed at customer level)
Through Billing to be managed in separate screen
Charges – separate screen. List of fields is defined in Valio excel. S/T/F in lookup table in CPQ, Target will auto-populate the value
Quote line 'item type' is needed to allow multiple pricing modes and drive calculation logic
Net Prices to be managed in Items screen, with item type = ‘product id’
Product group discounts to be managed in Items screen, with item type = ‘product group’
Lookup table at Product Group granularity to maintain: Head Office fees, PG discounts, Sales Allocation, and other items at defined at PG level