SOLUTION OVERVIEW

Drive accurate product

configurations with automated
configure, price, quote

IBM Sterling Configure, Price, Quote

Executive Summary
To sell competitively in today’s multi-channel environment, you need a way to easily
manage product and service configuration and pricing rules that allow your prospects,
customers, sales staff, call center representatives, and partners to quickly find,
configure, and order the right products and services. IBM® Sterling Configure, Price,
Quote automates every step of the configure, price, and quote process to help you
generate more revenue, reduce costs associated with incorrect sales orders, lower the
cost of sales, and create a positive buying experience for your customers and partners
across all sales channels, including Web, call center, store, and field sales.

In this Solution Overview, Hides the complexity of managing and “For years, Haworth has focused on
you will learn about: selling complex products and services practicing supply chain effectiveness.
• How to make it easier for customers Sterling Configure, Price, Quote Now our focus is on the front-end of
and partners to buy from you automates the most complex multi- the business cycle, on our demand
• How to support centralized control channel selling processes—the chain. We selected Sterling Commerce
over pricing configuration of complex products, as the technology solution to drive
services, and bundles—while hiding this this objective, creating more effective
• How to create, negotiate, and approve
complexity from end users. Business product selection, configuration, and
quotes more easily
owners can manage product and pricing, as well as cleaner, faster orders.”
• How to create better cross-sell and
pricing data and use it to publish an Mike Moon
up-sell opportunities Vice-President, Global Information Services,
online catalog that helps customers and Haworth
partners find, compare, configure, and
Benefits of this solution: purchase the right products and services.
Lower the cost of sales through more
• Grow revenues through faster, more
Achieve cross-channel excellence effective selling
efficient sales processes
Sterling Configure, Price, Quote can be Managing a sales organization has never
• Lower costs and the number of errors
utilized across multiple selling channels, been more challenging, with multiple
through automated configuration
which include Web, call center, store, sales channels, multiple market segments,
• Increase customer and partner and field sales. Each of these channels and complex products and pricing. But
satisfaction through increased quote use Sterling Configure, Price, Quote to with Sterling Configure, Price, Quote, you
accuracy guide prospects, customers, partners, can cut through the complexity of your
sales, and call center representatives in selling processes to do business quickly
the selection and validation of products and accurately. The deep capabilities of
and services based on their specific Sterling Configure, Price, Quote work
needs. It enables business-to-business to improve every aspect of product and
(B2B), business-to-consumer (B2C), service selection and validation, and
and business-to-business-to-consumer convert leads into orders.
(B2B2C) sales models.
 Sterling Configure, Price, Quote helps wide and adjust price variables to
sales organizations: increase margins. In a self-service
• Configure complex products and environment, the pricing engine
services automatically applies pricing rules to
• Rapidly set and enforce complex list prices and takes discounts based on
pricing strategies coupon codes entered by users.
• Prepare accurate, professional quotes
• Manage the quote negotiation and Flexible quoting
approval process Sterling Configure, Price, Quote quoting
capabilities provide an easy way to
Powerful pricing engine create and negotiate professional quotes
Sterling Configure, Price, Quote provides and automate the quote approval
a centralized way to create, maintain, process. Sterling Configure, Price,
and manage pricing for your entire line Quote automates building quotes
of products and services—no matter based on pricing rules and selections
how complex your pricing policies may made during the configuration process.
be. This highly scalable and robust Quotes that used to take hours or days to
module integrates seamlessly with your prepare (through error-prone and labor-
enterprise systems and determines the intensive processes) can be generated
appropriate pricing based on customer, automatically in minutes. This not only
customer segment, region, contract, or saves valuable time, but increases
any other criteria you define. accuracy—which means you can increase
customer satisfaction even as you lower
Centralized pricing gives you more your cost of sale. You can also set up
control over your business, and enables a private workspace for any prospect,
you to respond more quickly to market customer or partner where they can
changes and shifts in demand. You can access shopping carts, order templates,
manage price promotions enterprise- and manage their quotes.

Sterling Configure, Price, Quote

is part of the Sterling Selling and
Fulfillment Suite

Selling Fulfillment
Selling Order Management Logistics Management
Web Store Call Center Field Sales
As-a-Service
On Premise

Catalog Configure, Warehouse Transportation Supply Chain

Order Management Management Visibility
and Offer Price,
Management
Management Quote

Mobility Enabled
Visibility
Sterling Configure, Price, Quote
Capability Description
Configurator Customize complex products and services based on multiple
options and item-specific business rules
Pricing Manage and update product and service pricing for all
market segments
Quotes Allow creation of multiple quotes, and allow negotiation and
conversion of accepted quote into an order
Catalog Deliver catalog information across the demand chain and
manage the selling of products, services, bundles, parts,
and accessories

More choice in deployment A variety of channel options

Sterling Configure, Price, Quote is You communicate with your customers,
available in a variety of deployment partners, and internal users in a number
and operational models to meet your of different ways. Sterling Configure,
business needs, and can be delivered Price, Quote supports all of the ways you
on premise or as-a-Service. As-a- interact with them—Web, field sales,
Service offers the additional option of store, and call center.
consuming the solution in a hosted,
managed service or Software as-a- Sterling Web
Service subscription model. With IBM® Sterling Web is a powerful
Sterling Commerce solutions, you have e-commerce engine for building and
more choice and the best opportunity managing electronic storefronts.
for optimization of your investment, Sterling Web allows you to launch and
with assured delivery of the right mix manage multiple Web storefronts,
of scalability, reliability, availability manage product pricing, enable self-
and security to support your business service ordering, and assist sales and
objectives. service representatives with powerful
guided selling tools. These tools help
Implement quickly and successfully your customers and partners find and
Sterling Configure, Price, Quote is based compare products and services. They
on a common application platform across also create a personalized buying
the entire IBM Sterling Selling and
®
experience, where your customers and
Fulfillment Suite. This secure platform partners can place orders based on
relies on a service-oriented architecture previous orders. You can use Sterling
(SOA) that enables you to leverage and Web to increase direct sales, by building
extend your existing back-end systems. any number of branded Web storefronts.
And you can use them to increase
Sterling Configure, Price, Quote can be indirect sales, by providing complete
implemented in 120 days or less. Once e-business capabilities to your channel
you’re up and running, your company partners.
will be able to manage and syndicate
complex products and services,
as well as price and configuration
information, across multiple systems and
organizations.
Sterling Field Sales Sterling Call Center
IBM Sterling Field Sales allows field
®
IBM® Sterling Call Center lets you
sales and service representatives to manage the various order capture
manage all aspects of order capture, and fulfillment processes in your call
quoting, and service fulfillment center. It provides task and role-based
processes, through use of a thin client user interfaces that help your customer
browser-based user interface. It provides service representatives enter, modify, and
field representatives with all the re-configure existing orders, determine
information they need, from product, the status of an order, check inventory, or
pricing, and configuration information manage the returns process.
to order status, inventory checking and
return processing, that can be accessed Realize the benefits of Sterling
anywhere by representatives in the field. Configure, Price, Quote now
Sterling Configure, Price, Quote is part
Sterling Store of the Sterling Selling and Fulfillment
With IBM® Sterling Store, you can Suite, a suite of modular applications
manage the various order capture and that provides you with complete visibility
fulfillment processes in a multi-store and control over your sales, fulfillment,
environment. It provides a single point of and logistics processes. Sterling Selling
visibility to enable order from anywhere, and Fulfillment Suite manages all steps
fulfill from anywhere capability for multi- of the order life cycle—from inquiry to
channel customer management from the cash—as a single, unified process across
store channel. the extended enterprise.

About Sterling Commerce

Sterling Commerce, an IBM® Company, helps organizations worldwide increase business agility
in their dynamic business network through innovative solutions for selling and fulfillment and for
seamless and secure integration with customers, partners and suppliers. More information can be
found at www.sterlingcommerce.com.

For all Sterling Commerce offices worldwide, ©2008 – 2010, Sterling Commerce, Inc.
All rights reserved. Sterling Commerce and the Sterling Commerce logo
visit www.sterlingcommerce.com are trademarks of Sterling Commerce, Inc. or its affiliated companies.
All products referenced are the service marks, trademarks, or registered
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