Cincom In-depth Analysis and Review

Vendor Selection Checklist

For Sales and Product Configurators

WHITE PAPER

SIMPLIF ICATION THROUGH INNOVATION®

Executive SummaryChoosing the correct sales and product configurator canbe a daunting task. Complex products, services, andprocesses can contain hundreds of thousands ofpossibilities. To be effective, the sales and productconfigurator solution needs to:

• Simplify and streamline the front-office processes

• Empower the knowledge worker and channel partners

• Be flexible enough to model your products andprocesses

• Enable your customers by being “easy to buy from”

The decision to buy a sales and product configuratorshould be examined from the following perspectives:

Configurator Company ViabilityThe configurator market is divided into two main groups:large vendors (such as SAP or Oracle) and smaller best-of-breed companies. After numerous acquisitions, the largervendors will often have a dizzying array of configuration,quoting, and workflow management tools. Thesetechnologies may or may not integrate with the parentcompany’s tools.

Best-of-breed vendors have the advantage of being ableto go deep into process areas and excel at providingsolutions to them. In summary, the sales and productconfigurator provider should have the followingcharacteristics:

� Global presence – Look for an established globalvendor that is well-capitalized.

� Vertical domain expertise – The configurator vendorthat you choose should have expertise in your industry.Ask about best-practice templates so you can gleanfrom the experiences of others in your industry.

� Horizontal expertise – Some smaller best-of-breedproviders only have expertise in the front office. Makesure to choose a configurator provider that hasexpertise in both the front office and back office.

� Analyst recommendations – Seek the advice of analystfirms such as AMR Research, Gartner Group, Forresterand others, yet do not rely on a single analystrecommendation to make the decision. Ultimatelycustomer references matter most in your specificindustry.

Implementation MethodologySoftware implementation alone does not guaranteebusiness results. Ensure that the vendor can help youthrough the following critical stages of deployment:

� Transformation planning – Define a cohesive quote-to-order strategy and ensure organizational alignmentrequired to streamline processes and sales tools acrossthe enterprise, and create a roadmap toimplementation.

� Transition planning – Establish a comprehensiveproject plan that delivers a predictible return oninvestment and mitigates risk prior to implementation.

� Implementation – Templated services offerings that aretailored to your specific project needs ranging fromtraining and support and resource augmentation toturnkey project delivery.

Project Plan

TrainingClass

RequirementsSpecification

FunctionalSpecification

System DesignSpecification

Training Plan

CustomerAcceptance

Test Plan

DetailedDesign

Specification

SupportConversionDocument

ConversionSpecification

Code,ConfiguredSystem and

ModelLibrary

System TestPlan

ConversionScripts

System TestResults

InstallationVerification

TrainingClasses

Final TestResults

Final UserDocuments

Final SupportConfigurationDocuments

Post ProjectReviewMinutes

Phase Planning Definition Analysis Design Develop Test Implementation Close

Project Management

Deliverables

Figure 1: Sales and Product Configurator Implementation Methodology

Technology ChoicesNever before have there been so many technology anddeployment options. The technology choice needs tosupport the future strategic direction of your company andneeds to be flexible to easily adjust to changes.

The application features and application architecture willdetermine how easy the sales and product configurator isto use and especially how easy the changes are to make.Some vendors have an inflexible, “get it all right the firsttime and forever” architecture. If the business modelchanges, programmers will need to spend significant timerebuilding the model.

In reality, there is no “one and done” approach toimplementing a sales and product configurator. Yourbusiness model will change, and you need to have anarchitecture that will “flex” and be agile enough to keepup with your changing business model requirements.Below are items that should be considered in thetechnology.

� Easy integration with CRM/ERP – The technologyshould provide out-of-the-box integration with yourCRM, ERP, CAD and other systems. Look fortechnologies such as XML and Web Services expertise.

� Easy integration with line-of-business applications –The technology should have easy integration with theuser’s applications. For Microsoft users, this includesMOSS (Microsoft Office SharePoint Server) andMicrosoft Office. Training will be minimal, and useradoption rates will be high.

� Multiple mode deployment – The sales and productconfigurator should be able to deploy the sameconfiguration model in multiple modes at the sametime (web, mobile, hosted, on-premise, or SaaS).

� Flexible modeling environment with hybrid rulesengine – This will handle the most complex ETOproducts and processes without requiring expertprogrammers.

� Support for nested configuration constraints –Companies that deliver engineer-to-order solutions orsystems require the ability to define constraints ofsubassemblies as part of a broader project. Check tomake sure this has been delivered as part of an actualcustomer implementation.

� Pre-emptive compatibility rules that prevent the userfrom making an invalid selection. A robust constraintengine can represent thousands of business rules witha minimal number of constraints.

� Knowledge gaps – The modeling environment shouldautomatically highlight missing and incorrect rules.

� Dynamic data and process integration with existingsystems, databases, and web services as configurationmodels execute.

� Graphical view of knowledge (figure 2) that allows aninexperienced user to easily make changes andvisualize the missing knowledge!

Figure 2: A graphical view of knowledge allows an inexperienced user to easily make changes and to visualize the missing knowledge!

ConclusionIn summary, a sales and product configurator is a powerfulenabling technology to achieve competitive advantage.Careful consideration of the following criteria will help youavoid unnecessary risk and ensure that you position yourproject for success.

• Vendor viability

• Implementation experience and methodology

• Technology

For a free, 12-question assessment of your quote-to-orderinfrastructure, go to www.cincom.com/fobo.

About CincomCincom and its partners deliver and support innovativesoftware and services to simplify complex businessprocesses. Cincom Quote-to-Order Solutions simplifycomplex selling by delivering critical product, pricing, andprocess knowledge to the point of sale. For 40 years,Cincom has empowered thousands of clients worldwide totransform their businesses and outperform thecompetition by providing ways to increase revenue,control cost, minimize risk, and achieve rapid ROI.

Cincom serves clients on six continents includingAmerican Power Conversion, Air Products, BMW, Boeing,Cooper Power, Ericsson, Rolls-Royce, RockwellAutomation, Siemens, and Trane. For more informationabout Cincom’s products and services, contact Cincom at1-800-2CINCOM (USA only), send an e-mail toinfo@cincom.com, or visit the company's website atwww.cincomacquire.com.

Cincom, the Quadrant Logo, and Simplification Through Innovation areregistered trademarks of Cincom Systems, Inc. All other trademarks belong totheir respective companies.

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