Selling ERP The “BACK OFFICE”

What’s in the Back Office? Sales Force Automation Commissions Marketing Customer Support Web Site Intranet Publishing Self- Service Web Store Financials Order Fulfillment Time Tracking Inventory Purchasing Quotes & Orders Budgeting

What’s in our Back Office? Financials Order Fulfillment Inventory Management Purchasing & Vendor Management Employee Management & Payroll Time & Billing Fedex & UPS tools

Value Propositions – Order Process Business Pain NetSuite Solution NetSuite Value Proposition No Flexibility into Payment Methods No Visibility to Track Items Purchased by a Customer Payment Types Facilitates Payments Customer Record Holds All Customer Purchase Information …Increases Flexibility for Customer Payments …Reduces Time Spent Gathering Customer Items Purchased by Capturing all Customer Purchase Information Duplication of Efforts Between Accounting and Warehouse No Visibility over Audit Trail for Accounting and Warehouse Accounting and Warehouse Can Share Information through Roles Audit Trail Provides History for Accounting and Warehouse …Eliminates duplication of efforts between accounting and Warehouse through Roles …Provides Visibility over Accounting and Warehouse through an Audit Trail Warehouse staff have to Re-Key customer and order information into UPS. UPS Shipping Integration. ..Increase efficiency of the Fulfillment Staff and Provide Tracking Information to Staff and Customers.

Value Propositions – Order Process Business Pain NetSuite Solution NetSuite Value Proposition Time Spent Gathering Customer Information for Billing Duplication of Efforts in Creating Bills No Review Process Resulting in Errors Time Spent Reconciling Revenue Customer Record Holds All Customer Billing Information Bill Process Creates Automatically Creates Invoices Review Process Is Configurable Revenue Associated with Items Sold …Reduces Time Spent Gathering Customer Information for Billing by Capturing all Customer Billing Information …Eliminates Duplication of Effort by Automating the Billing Process …Reduces Errors by Enabling Reviews …Reduces Time Spent Reconciling Revenue by Tracking to Items Sold Lost Revenue from Collection Issues No Visibility into Customer Aging Bill Generation Facilitates Collection Receivables Aging Provides Outstanding Balances …Increases Revenue from Collections through Bill Generation …Provides Visibility to Customer Balances

Discovery Questions for Order Process Tell Me How Your Customers Buy From You? How Many Customers Do You Have? Do you have a Single Customer View for Order Management and Customer Inquiries? What Are Your Different Revenue Streams/Products? How Many Products/Services Do You Offer? How Do You Price Your Products and How is that Determined by the Sales/Customer Service Rep? How easy is it for your sales people to sell more things to existing customers?

Discovery Questions for Order Process Do you sales reps prepare forecasts, and how much time is involved in preparing that information. What are the Steps Taken with an Order before it is Sent to Your Fulfillment Team? Do You Allow Back Ordering? Do You Support Drop Shipments or Special Orders? Do you have a Warehouse that Picks Inventory, Packs It, then Ships the Inventory? What Carriers/Shippers do You use to Deliver Your Products/Goods? How Quickly does Your Inventory Levels Get Updated by the Activity of Your Warehouse Staff? Back Ordering is the process in which an order is taken for goods that are in a Stock Out position. Special Orders are sales orders that are tied to a specific purchase order to a supplier that commits the receipt of those goods to that and only that sales order.

Discovery Questions for Order Process What Drives Billing/Invoicing (Contracts e.g.)? How Do You Bill/Invoice Items (Up Front, Scheduled, in Arrears)? How Do You Recognize Revenue? How do Your Accountants Age Receivables? Do you have Trouble Forecasting Your Receivables? How Do Your Customers Pay for Products? Accounts Receivable aging is the process to report your outstanding receivables in time periods (eg, Current, 30 to 60 days, 61 to 90 days, >90 Days) from either the invoice date or invoice due date when they offer payment terms.

Discovery Questions for Order Process What Is Your Collection Process? Do You Have Collection Issues? If your Data Entry is Streamlined and Redundancies Eliminated, What is the Impact on Your Order to Cash? What Would the Effect be of Having Real Time Visibility into Inventory Levels, of Accounts Receivables, of Sales, etc..?

Order Processing Value Propositions Reduces Time Spent Gathering Customer Information for Billing by Capturing all Customer Billing Information Eliminates Duplication of Effort by Automating the Billing Process Reduces Errors by Enabling Reviews Reduces Time Spent Reconciling Revenue by Tracking to Items Sold Increases Revenue from Collections through Bill Generation Provides Visibility to Customer Balances Increases Flexibility for Customer Payments Reduces Time Spent Gathering Customer Items Purchased by Capturing all Customer Purchase Information Eliminates duplication of efforts between accounting and Warehouse through Roles Provides Visibility over Accounting and Warehouse through an Audit Trail Increase efficiency of the Fulfillment Staff and Provide Tracking Information to Staff and Customers.

Discovery Questions for Procurement Process Tell me about your inventory management decision making? Describe your Purchase to Pay Process? How many vendors do you have? Do you have 1099 vendors? What % of your items sold are drop shipped? Do you do a match from your Purchase Orders to receipts to vendor invoice (3-way match)? Do You Issue requisitions for internal purchases? Are you getting a lot of inquiries from your vendors about PO’s and payments? 1099 is a US requirement only. It is an attempt by the US government to ensure that the revenue/sales a taxable entity reports to what their customers indicate they have paid through the 1099.

Value Propositions – Procurement Process Business Pain NetSuite Solution NetSuite Value Proposition Inventory Mismanaged from Lost Requisitions No Visibility Over Requisition Process Money Spent on Duplicate Items Ordered Requisitions Facilitate Inventory Management Requisition Process Has Reports Re-Order Points Tie Into Purchase Requisitions …Decreases Inventory Mismanagement by Providing Purchase Requisitions …Provides Visibility Over Requisition Process through Reporting …Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points No Visibility into 1099 Vendors Time Spent Gathering Vendor Information Time Spent Re-Entering Purchase Order Information from the Requisition No Audit Trail To Items Ordered Vendor File Holds 1099 Vendors Vendor File Contains Vendor Information Requisition Information Passed to Purchase Orders Audit Trail Contains Items Ordered …Vendor File Provides Visibility into 1099 …Reduces Time Gathering Vendor Information with the Vendor File …Reduces Time Spent Re-Entering Requisition Information into the PO …Provides Audit Trail Into Items Ordered

Value Propositions – Procurement Process Business Pain NetSuite Solution NetSuite Value Proposition Inventory Mismanaged from Lost Purchase Order No Visibility Over Purchase Order Process Time Spent Reconciling Items Ordered in the Warehouse Money Spent on Duplicate Items Ordered PO’s Facilitate Inventory Management Workflow Routes Purchase Orders Purchase Order Information Passed to Items Received in Inventory Re-Order Points Tie Into Purchase Requisitions …Decreases Inventory Mismanagement by Providing Purchase Orders …Workflow Provides Visibility into PO’s …Reduces Time Spent Reconciling Items in Warehouse by Automatically Passing Information …Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points No Visibility Over Payment Due Dates Money Spent on Late Fees No Flexibility Into Payment Methods A/P Aging Provides Payment Due Dates Payment Types Facilitates Payments …Increases Visibility Over Payment Due Dates …Reduces Late Fees through Due Dates …Increases Flexibility into Payment Methods through Payment Types

Procurement Value Propositions Decreases Inventory Mismanagement by Providing Purchase Requisitions Provides Visibility Over Requisition Process through Reporting Reduces Money Spent on Duplicate Items Ordered By Tying into Re-Order Points Vendor File Provides Visibility into 1099 Reduces Time Gathering Vendor Information with the Vendor File Reduces Time Spent Re-Entering Requisition Information into the PO Provides Audit Trail Into Items Ordered Decreases Inventory Mismanagement by Providing Purchase Orders Workflow Provides Visibility into PO’s Reduces Time Spent Reconciling Items in Warehouse by Automatically Passing Information Increases Visibility Over Payment Due Dates Reduces Late Fees through Due Dates Increases Flexibility into Payment Methods through Payment Types

ERP Data Sheets Where to find them