1. Tool process flow: An Overview
A module in the S2 education series
IBM
| January 2012 |

2. Tool process overview presentation
This presentation provides an overview of the process flow and tools and includes the following topics:
Overview
Opportunity to Order
SalesOne Solution Finder (S1SF)
IBM Configurator for e-business (e-config)
e-Pricer
Simplified Services Contracting Tool for Small Deals (S2)
Contracts On Line (COL)
Contract registration

3. Overview
There are various tasks that need to be performed to define the services a customer needs.
Those exact tasks may vary by service and service type.
IBM is working to integrate the tools to perform those tasks to minimize duplicate data input. Note: These tools can be used as an integrated set or individually, as needed per proposal.
This presentation provides a high-level overview of these tools, as well as links for more information and education on the tools.
The next slide provides a visual representation of the flow and where the tools fall in the process.

4. Process flow of tools
This chart shows where the tools fall in the overall Opportunity to Order process flow. Each tool will be discussed on the following slides in this presentation. Again, these tools can be used as part of an integrated toolset or can be used individually, on a project by project basis.
Note: Use of S2 and COL is optional since the seller can manually create the SOW/contract using localized templates and manually get signatures

5. Opportunity to Order (O2O)
Opportunity to Order (O2O) provides IBM a consistent, worldwide process framework for opportunity management, design the solution, pricing, proposal development, contract development, obtaining a customer decision, and managing credit risk.
The Opportunity to Order process begins when an opportunity is noticed and ends when an order is placed. It includes progression through the Opportunity Management sales stages, the creation of the technical solution, the establishment of a price in Price / Finance the Solution, the creation of a proposal in Develop Proposal, the completion of the contracts in Develop Contacts, gaining of customer agreement along with order hand off in Obtain Customer Decision, and the management of credit in Manage Credit Risk.
The O2O process provides orders to Fulfillment and Solution Delivery processes.
By incorporating list priced service products into a quote, O2O process participants can be more efficient and effective in their sales efforts.
Purpose of Opportunity to Order:

6. SalesOne Solution Finder (S1SF)
S1SF is a powerful tool that makes it easier for you to:
Find the right GTS services for your clients.
Enables you to search, sort, and filter the GTS services portfolio based on your clients’ priorities.
Enables you to link to high value local and global sales and delivery content found in the associated Engagement Portfolios Note: A new spreadsheet which includes feature code to BCC mapping is being added to the “coding” page on the Engagement Portfolios.
You can access S1SF through a web interface.
You can select a specific country or language.
You can download a spreadsheet with a rich set of product information, determined by filters that you set.
You can find more information and education at these links:
Link to S1SF page:
A 10 minute overview and demo of S1SF 
A webcast detailing S1SF information and demo

7. Sample screenshots from S1SF
Services and Products Catalog The right hand panel shows the catalog of services in the Portfolio. Each twistie shows a deeper level of services that are available to sell within the Service Product Line. The selection box at the top of the panel allows you to see the entire portfolio, your analysis results, or services that you have selected (by checking the box next to the service product line name).
Marketing Views The left panel enables you to view the portfolio based on selecting specific views. When you select a category (such as sales plays, industry, or brand) a submenu displays to let you choose criteria related to that issue. Once a selection is made the "analysis results" are changed to identify the appropriate services in priority order. The categories of Marketing View include:
Active Priorities and Filters - currently set priorities/ filters.
Segmentation – analyses based on client overall goals
CIO Strategies for an Uncertain Time – timely wants and needs of the IT client
Dynamic Infrastructure - services related to helping a client build a dynamic IT and business infrastructure.
Industry solutions - industry initiatives and objectives.
Pain points - Marketing View for IT and business pain points.
Brand - services cross-sell opportunities.
Criteria search results - shows Marketing View based on a search of all Marketing View .

8. IBM Configurator for e-business (e-config)
The e-config tool is a PC-based hardware and software configurator that enables you to configure multiple product lines, view all of your selections from a main view, verify product availability, view the system diagram, and price the system.
The benefits of the IBM Configurator for e-business include:
Saves configuration and customer data in a unique portfolio
Works in disconnected mode
Configures most systems and subsystems
Provides fast configurations
Enables simple editing of feature code selection
Imports Configuration Reports (CFReports)
Creates output in multiple formats (CFReport, XML, CSV, RTF, and HTML)
You can find more information and education at these links:
WorkSmart link
Learning to use e-config

9. Sample screenshot about getting started with e-config
Install the IBM Configurator for e-business (e-config) application using the e-padm download utility available from the e-config WorkSmart page.
Follow the instructions on the screen to install e-config.
As shown, click to select the:
Current e-config package
Required Base Packages
POWER Systems [rack/tower and blades], and GTS/ISS [US English].
Expand the list and select the appropriate price list for your country
Click Install/Update. This will install the e-config tool to your desktop.
After installing e-config, a new e-config folder will be on your Windows desktop. You can access e-config by opening the e-config folder and opening the application
Note: The price lists for Canada and LA countries are “Combo” files for all models at the bottom of the list.

10. Sample steps in e-config
Select Add Initial Order under Portfolio
Next select ITS Service Product Lines under 4. Services.
Select OK.
Then select ITS Service Product Lines Products GTS… 1.
2.. 3. 4.

11. Sample steps in e-config - continued
Select SPL8 – Server Services.
Next Add Product then Edit Product.
Modify Quantity (Qty).
You can then view configured file. 1.
2.. 3. 4.

12. e-Pricer
e-Pricer is a delegated pricing tool that provides a method of price quoting at list price or below and flags price quotes that require exception approval. e-Pricer is part of the ongoing effort to move toward a unified pricing process with a single set of worldwide tools enabling consistency.
e-Pricer benefits include:
An end-to-end mechanism for field delegated pricing
Pricing approval for transactions beyond delegation
One pricing tool that provides cross-brand bid support and solution pricing
Trusted-source linkage to customer information database
A consistent interface to worldwide promotions
Price at proposal time that is equal to invoice
Tracking of transactions in the Information Warehouse for more accurate price-point validation
Ensuring we quote the best price to customers with the highest profit for IBM
You can find more information and education at these links:
WorkSmart link

13. Sample screenshot from e-Pricer
Create Quotes
To create a new GTS quote, you need to create an e-config CFReport (.cfr file), and upload it to e-Pricer.
You can view pricing and you can apply any promotions to see how the promotions affect the opportunity.
Finally, if promotional pricing does not close the opportunity, then you can create a special bid.
In the Welcome to e-Pricer page, click Create a quote in the left navigation menu. The Manage configuration and solution components page opens.

14. Simplified Services Contracting Tool for Small Deals (S2)
S2 is a comprehensive Web based solution that:
Provides a list of selected pre-approved, pre-priced service products
Empowers each seller to generate the contract documents for the service products requested by the customer within minutes.
Using S2
Use by itself – no need to use ISA, load e-config; you can use S2 as a standalone tool
Use in conjunction with the integrated toolset
Upload product configurations from e-config put configured products in the S2 cart
Accept a request from S1SF/ISA to process a specific product
Retrieve an approved quote from e-Pricer and put quoted products in the S2 cart
Send contract documents to COL (Contracts OnLine) to process approval
More education and information:
S2 General Information page
S2 QRC:
S2 Overview and Step-by-step process presentation

15. Sample screenshot from S2
The My Cart page in S2
The cart shows the offering you selected as well as the offering information that was uploaded from the .cfr file.
Then there are four options available to continue: - Update selected - Remove selected - Add new offering(s) This allows you to add new offreings. Note: Do not use New Contract to add new offerings; you will lose the data that is currently stored. - Generate contract This option will take you to the Checkout page

16. Contracts Online (COL)
COL is an IBM web-based tool to provide approval of contracts. Contracts can be:
2-party contracts (IBM Direct, end customer) or
3-party contracts (IBM, IBM BP, and end customer).
What is the role of COL in this flow? There are two parts:
For S2 generated contracts: S2 loads contract documents and the e-config (.cfr) file into a draft transaction in COL – which a COL user then drives through approval in the standard manner.
For non-S2 generated contracts: you can manually upload contract documents.
The use of COL is optional, and it requires set-up, such as:
Workflow
Organizations
Users (end customers, Business Partners, etc.)
An organizational decision to start using COL needs to be made which involves setup process – this varies country to country
You can find more information and education at these links:
Internal wiki
introduction information  

17. Sample screenshot from COL
Reduce the costs of processing contracts by:
Eliminating the need for faxing, mailing, copying and printing documents
Minimizing the costs of tracking, searching, retrieving and managing contracts
Using the web and capability for transactions and communications
Shortens end-to-end execution time of processing contracts by:
Providing better access (anytime, anywhere) to contracts via the Web-Prompting users to approve/sign contracts via automatic notifications and reminders
Facilitating contract negotiations via Request Changes and the Negotiations module
Improve ease of executing contracts by:
Supporting Contract Simplification to produce smaller, simpler contracts in one format
Providing approval workflow support to enforce business process-Providing Real time status tracking of contracts via the application

18. Contract registration
Contract approval enables contract registration, which enables IBM to deliver the services.
The current processes, tools, and procedures for contract registration continue to be used, and these vary country by country.
Note: There is a plan for future integration of S2 with CFT/S. S2's role will be to supply the data that it has, to reduce duplicate data input and maximize automation.
Note: The OO/Seller (or Sales assist Rep) will be able to use S1SF to access the “coding” page on the Engagement Portfolios to locate the new BCC mapping spreadsheet which is used to map the feature codes in the e-Config and e-Pricer output to the BCC codes and offering code used in CFT/s.

19. Summary
This presentation provided an overview of the process flow and tools and includes the following topics:
Overview
Opportunity to Order
SalesOne Solution Finder (S1SF)
IBM IBM Configurator for e-business (e-config)
e-Pricer
Simplified Services Contracting Tool for Small Deals (S2)
Contracts On Line (COL)
Contract registration
Thanks for your time and attention!