Camos quotation configuration with SAP CRM (pdf, 455 kB) - movento

Easy sales of products with many different
models in manufacturing industry
Customer relationship management with
integrated quotation configuration

Initial situation
You are an internationally-active company in manufacturing industry and you assert yourself
in your sector through technical innovation, the outstanding quality of your products at
market-appropriate prices, and corresponding service.
Your customers value your expertise and your reliability; you acquire new customers thanks
precisely to this reputation. Your technical sales force plays an essential role in the success
of your company. Their knowledge of products, confi gurations, and last but not least of the
customers differentiates you from the competition.
In this context, you are frequently confronted with the following questions:
How do you handle your customers‘ special desires:
Does the sales force offer functions that are diffi cult to implement technically or only at costs that put
pressure on your margins?
Does the internal clarifi cation process take too long sometimes?
Would you like to coordinate mechanical and electronic functions (mechatronics) better and thus gain
valuable time when it comes to agreement and feasibility?
Does the sales force have the necessary product knowledge and the transparency in order to create the
quotation so that it is technically and commercially correct?
Do the sales force employees work in many different systems in order to retrieve all the information
for a quotation?
Are the quotations always assembled so that they suit the customer and they are easily comprehensible?
Do the sales force employees often have to expend a lot of time and effort in order to create or
change a quotation?
Does a lack of communication prevent you from creating extensive and overarching evaluations that
you need for the control of your company?
Are these questions familiar to you?
Then you should read on, we have an answer for you!
The solution: SAP ® CRM with camos quotation confi guration
We offer you an extensive solution for your customer relationship
management with integrated quotation confi guration
and calculation on the basis of SAP CRM, camos
Quotation, and camos Confi gurator that leaves no desires
unfulfi lled. Applicable worldwide, in all necessary languages
and currencies. Here, we take your previous investments
in SAP ERP into account. We optimize your processes
and your 360° view of the customer.
The camos quotation confi guration and creation has arisen
from many years of project experience, especially in mechanical
and plant construction. It is especially well-suited
for all requirements for quotation confi guration for complex
products and time-consuming calculations.
Thanks to the integration of the camos solution into SAP
CRM, we also offer your sales force employees a userfriendly
work experience on a central platform. All necessary
information about the customer and for the quotation
creation is available immediately. This way, we bring
together the tested and the proven. Ideally, SAP CRM becomes
the leading system, which provides all relevant
data from your ERP system, as well as the information for
and results of the calculation and the quotations managed
from camos. In a central location, visible and available
for evaluation to all authorized employees of the company,
we thus offer an extensive view of your customers.

SAP ® CRM – do not leave your business success to chance!
SAP ® CRM offers you a continuous platform for the optimal support of your customer-relevant
processes in sales, marketing, and service. From the acquisition of information to process control
to the evaluation for your business success.
Sales control
While your ERP system manages only the data for customers
with whom you already have a business relationship,
SAP CRM supports the entire sales cycle and thus
also sales control. The process begins early on with the
recording of a possible sales opportunity (e.g. a trade fair
contact) and it comes into focus with the qualifi cation
that the sales force employees undertake through conversations
and contacts. In the course of time, a lead becomes
an opportunity with an actual quotation on through
to commissioning, as well as the subsequent support of
the customer in service as the basis for new business opportunities.
Within this sales cycle, you always maintain
an exact overview of status and sales activities. Additional
sales force activities and the activities of inside sales can
also be added and traced everywhere. You maintain a
view of the whole process and the document fl ow at all
times and these can be evaluated according to various criteria.
Insights from the sales process can fl ow into marketing
actions or be used in after-sales (service, spare parts).
Relationships at a glance
However, SAP CRM does not focus solely on the actual
sales process. Many kinds of information about the customer
help to prepare optimally for discussions and to
assess contact people correctly. Thus, for example, a buying
center can be mapped, in which all people at the
customer are stored with the roles that they play in the
sales process. You can also store the internal sales and
project team relevant to a sales opportunity at your own
company. Here it does not matter where you colleagues
are located physically; thanks to their assignment to a
particular sales process, everybody has access to all information
and documents. Differentiated authorization concepts
allow exact control of read and write rights.
The organizational consolidation of virtual project teams
lays the basis for collaborative engineering.
Support of service processes
In SAP CRM, you can maintain the installed base for each
customer. This way, you and your service employees maintain
an overview of what has been installed for the customer.
This also applies for release versions of software-controlled
components. Targeted service actions with a view of
the preventative upgrade of the software or the exchange
of components, notes about expiring service contracts, etc.
can be implemented without a lot of effort, and they help
to increase customer satisfaction and to keep the service
business lively.
Analyses and evaluations
The Pipeline Performance Management, another integral
component of SAP CRM, delivers valuable insights for sales
control. Through documentation of the competing
companies as well as from the point of view of the loss
or success of a sales opportunity, you can conclude, for
example, how high your success rate is, how many quotations
must be made on average in order to receive a
commission, for what reasons orders are lost, and against
which competitors you win or lose on which markets.
SAP CRM has its own tool for evaluations; with it, you
can access all data that is kept directly in CRM.
Integration of SAP ® CRM in SAP ® ERP
SAP CRM communicates in real time with your SAP ERP
system. You decide when in the process SAP CRM
should deliver to the ERP. As soon as you have implemented
the quotation creation in ERP, the sales opportunity
is kept in CRM, but the quotation and all follow-up
processes are kept in the ERP. The document fl ow as well
as all relevant information is displayed in CRM and can
be called up from there, changed, and also evaluated.

Easy sales of complex products
Today, individual products are in demand. Standard products are fi nding fewer sales markets.
Hower, products with many different models mean more effort in production and order handling.
Usually, technical experts must support Sales when it comes to project planning and confi -
guration. With the camos Confi gurator, camos has developed a solution that assists Sales with
the sale of complex products. The result is exactly-calculated quotations, which are technically
correct and error-free.
Convincing solutions in next to no time
The camos product confi gurator is the most technologically-advanced
software tool for the confi guration of
complex products with many different models and
services. camos Confi gurator helps users wherever they
require high-performance product confi guration:
with quotation creation, with order explanation and specifi
cation, with the project planning and design of complex
machines and systems, in variant construction, with
parts lists and work plan creation, and also in e-business.
The confi gurator asks the user purposeful questions in
order to determine the customers‘s needs for the product
(need analysis). On this basis, suitable product
variants are suggested. In addition, the user receives
information about the advantages of the products and
technical details about possible product alternatives
and expansions.
The suitable product is depicted clearly with all components
and features. The user can change or add components
and features in any sequence at any time. The confi
gurator shows which selection is possible or forbidden
in which context. This way, the customer gets the product
that best fulfi lls his needs. Confi guration errors
and confl icts are displayed immediately with a meaningful
explanation.
The confi gured product is depicted in the form of sketches,
pictures, or diagrams. In case of changes to the
confi guration, the graphic is adapted automatically. The
components can also be changed directly in the visual
display. camos Confi gurator automatically checks the
plausibility and adapts the components if necessary. The
price determination takes place on the basis of price lists
and/or a manufacturing costs calculation. Additional product
information (picture, video, technical data) rounds
out the individual components.
Create quotations quickly and easily
The solution also offers quick entry into future-oriented
quotation creation. Especially in companies with complex
products and systems with many different models, the
quotation process is speeded up. This high-performance
quotation tool was developed on the basis of experience
with more than 150 international projects, and it therefore
offers a broad functional scope even in the standard
version. The product variant is confi gured with the camos
Confi gurator or the user selects the products and components
relevant for the quotation from SAP-compliant item
catalogs or price lists.
User-specifi ed quotation items, descriptive texts, and cost
positions can be inserted into the quotation at any time
with appropriate authorization. In addition, as many options
and alternatives as desired can be created for all
price items.
The quotations created can be checked out on the notebook
of the sales force employee and can thus even be
edited offl ine while visiting the customer.
Integration in SAP ® with certified interface
The data for material and prices, as well as the relationship
knowledge and the models can still be maintained
in SAP. camos offers the appropriate, certifi ed SAP interface
for this.
Derived from the variant confi gurator from SAP (SAP VC),
the relationship knowledge is diverted and imported into
multi-level, structured camos models. This import procedure
into the camos knowledge base is supported by a
high-performance mapping tool. Features, values, and
the relationship knowledge can be mapped from SAP
onto the objects, features, and rules in camos. Models
from SAP that are bound to individual material numbers
can be transferred to an overall model. This enables a
need, sales-oriented confi guration.
This way, your customers get convincing solutions in the
shortest possible time thanks to the product confi gurator.
And your engineers can concentrate on the development
of new products.

Quotation layout and product selection
Screen shot of camos Quotation and quotation created with camos Quotation in the company‘s own design

Your added value
For the easy sale products with many different models, you need a solution that supports Sales
from the fi rst inquiry through the creation of the quotation on through to the evaluation. The
combination of SAP® CRM with the camos quotation confi guration offers you all relevant information
from a single source. The sales employees work only in one system and thus gain valuable
time.
Your customer inquiries will be answered more quickly, the quality of the quotations will increase,
and the likelihood of a customer placing an order will increase. This increases the productivity
of your Sales worldwide.
The quick way to get information
A system without media breaks ensures a continuous sales
and service cycle. The sales employees have the relevant
information in one system and they thus gain valuable
time. Time that you can use to support your
customers. They will convince customers thanks to their
quick reaction to inquiries, your customers will feel well
cared-for and important.
Transparency
Thanks to the wide variety of evaluation possibilities, you
will gain transparency early on; you will be able to see
what topics Sales is focusing on, which requirements and
inquiries are formulated by customers, and much more.
Early detection of potential problems allows you to take
countermeasures, preferably even before a binding quotation
has been written.
Extensive product knowledge available at any time
All relevant product information is stored in the camos
product confi gurator. This reduces the number of incorrectly-confi
gured quotations and inappropriate solutions
for which you might have to „pay dearly.“ Time-consuming
communication and the cooperation of other departments
are no longer necessary. Sales employees can
react independently and immediately to customer desires
on the basis of the needs analysis and they can create
technically-correct quotations. Possible special solutions
can be avoided if Sales is familiar with all of your
company‘s standard components and advises accordingly.
Used consistently, this leads to a portfolio cleansing,
at the very least to a reduction of the variants.
You can make technical innovations and new products
available right away in the product confi gurator. At the
next customer meeting, at the latest upon creation of
the next quotation, Sales can rely on it -- all at the same
time and worldwide. Perhaps it is precisely this function
that will be the decisive criterion for encouraging a potential
customer to place an order!
Integration into SAP ® CRM
The integration of this high-performance quotation tool
into SAP CRM speeds up the entire process chain and
reduces the effort required for quotation creation signifi -
cantly. A precise price determination in which the customer
data and conditions are taken into account and the
display of the meaningful quotation in a uniform layout
improve the quality of the quotations.

Overall process
Evaluations
(Pipeline
Performance
Management)
Fulfi llment
and Service
SAP CRM
Recognition of a
sales opportunity
(Leadmanagement)
SAP CRM
and / or ERP
Follow-up processing
of the quotation/
order management
SAP
CRM/
camos
Qualifi cation of the
sales opportunity
(Opportunity
Management)
Creation
of a quotation
(SAP CRM document)
and quotation
confi guration

We bring the tested and the proven together:
Customer relationship management with SAP CRM and camos quotation confi guration.
Best practice of the industry on the basis of proven products, implemented by an experienced joint project team!
Further informationen / contact
movento GmbH
Willy-Brandt-Platz 1-3 T +49.621.39 17 70
68161 Mannheim F +49.621.39 17 75 00
Germany
www.movento.com info@movento.com
© 2010 movento GmbH. All rights reserved. movento and the movento logo are marks or registered
marks of movento GmbH and movento Schweiz AG. All other names of products and services are
marks of the respective companies. SAP CRM, SAP R/3, SAP NetWeaver, and other SAP products and
services mentioned in the text as well as the respective logos are marks or registered marks of SAP AG
in Germany and other countries worldwide.
camos Software und Beratung GmbH
Friedrichstraße 14 T +49.711.78 066 0
70174 Stuttgart F +49.711.78 066 60
Germany
www.camos.de info@camos.de
For many years, movento has been a SAP Service Partner with expertise in the areas of customer relationship management (CRM),
Web Channel, Enterprise Mobility, and Business Intelligence (BI). The company‘s spectrum of services includes strategic management and process
consulting as well as complete implementation with SAP Business Suite and SAP NetWeaver.
We offer you slim yet custom-tailored solutions for optimizing customer-relevant processes in marketing, service, and sales and we show you
how you can establish profi table customer relationships through the use of the latest technologies. Holistic strategies for internal and external
optimization, corporate performance management, and SAP BI round out our offerings. Even after the implementation, we will assist you with
extensive support services. If necessary, the highly-qualifi ed specialists in our development and support center in Bulgaria are available to you.
Proof? Well-known companies as well as specialized and dynamic medium-sized companies have successfully
implemented more than 60 projects with movento. With more than 60 employees, movento has locations
in Mannheim, Stuttgart, St. Gallen (Switzerland), and Plovdiv (Bulgaria).
camos has been devloping knowledge-based software for industry since 1986. Today, camos is one of the leading technology companies in
the area of quotation creation and product confi guration. More than 300 well-known, mostly international customers with variant-rich, complex
products in more than 30 countries place their trust in the expertise of this Stuttgart IT company.