Oracle Quoting Implementation Case Study

Jim Peters

Manager, Web Systems

Dionex Corporation

About Dionex

• Designs, manufactures and sells chemical analysis equipment

• Approximately 1000 employees worldwide

• Revenue $296 million for FY06

• Uses Oracle E-Business Suite (11.5.10.2) in North America– Manufacturing, Finance, Service modules

Original Quoting Method

• Sales reps used Excel spreadsheet that had inventory items and pricing in it

• Actual quote was done in Word

• Approvals were a manual process requiring several pages that were faxed to the approvers

Project Scope

• Oracle Quoting for North America only

• Standardize approval process within Oracle

• Eliminate errors in pricing/part numbers/data entry

• Better tracking of quotes

What worked well

• Pricing

• Customer Master integration (sort of)– HTML Quoting does not allow for leading wild

card search for customer data

• OM integration

• Tracking quotes

• Getting the appropriate approvals

What was rough

• Approvals required significant customizations to handle our discounting rules

– Discounts have different approval limits by product line by operating unit

– FOB and Payment Terms non-standard (non-default)– If the Sales Person is New– Sales Person Technical review required– Total Quote Price is $0– Verify quote total is not less than GSA total– Remove Service Agreement items from quote/discount totals– Approvals go no higher than VP of Sales

• These AME setups will be reviewed in more detail in John Peters presentation 3.09

What was rough

• Workflow notifications: Can’t easily use a BlackBerry to approve/reject quote– Switched approvers to Treos– Customized approval notification

What was rough

• Service contracts on quotes are not handled easily– Applying or changing service to multiple lines

is time consuming– Solutions

• Pre-apply service to templates• Use dummy part numbers. These have to be

converted to service contract items by OA prior to booking order

What was rough

• Promotional discounts without Advanced Pricing not easily implemented– Not supported by Dionex implementation, all

discounts over standard must go through approval

Current issues

• Open TAR on Territory Manager– Not assigning sales reps correctly– Locks correct sales rep out of quote– Issue appeared only with multiple users

logged into quoting simultaneously

• Will add Territory Manager feature later after issue is resolved

Demo