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Effective Sell and Fulfillment of Advanced Network Services and Solutions
Integrating CRM, Solution Management and OSS to optimize sales and post sales processes

Enterprise networking solutions are composed of complex service offerings that change dynamically and are configured uniquely for each customer. This catalyst streamlines the sales to fulfillment process of complex enterprise network solutions enabling integration between Sales Management and OSS.

Business Proposition
  • Improved Lead-to-Order Process
    • Improved sales productivity through automation and collaboration
    • Improved sales accuracy and reduced time to revenue
    • Improved tools for sales, Sales Engineers and Network Engineers to collaborate on opportunities during the lead to order process
      • Result: Less fallout in the order to cash processes
      • Result: Customers benefit from faster time to value through the re-use of best practices
  • Streamlined Order-to-Cash Process
    • Sales Force Automation (SFA) “talks networking” with Ordering and Provisioning
    • Activation – Give the customer what they asked for, and do it right the first time:
      • As-intended -> as-designed -> as-built
    • Allow Account Managers to track their customers’ implementation status
    • Provisioning can update the solution with “as built” adjustments to keep the design ready for future growth

TM Forum Standards
in Use or Development
The TM Forum Applications Framework (TAM)
  • Phase 1 of this catalyst included
    • “Corporate Sales Management” shown in the TAM standard release 3.0 as Application ID 03.05
    • “Corporate Sales Workflow Management” (Application ID 03.05.01) and “Solution Management” (Application ID 03.05.02)
  • Phase 2 includes
    • Customer Order Management
Catalog Management
  • Builds on the work of the Catalog Management team of the TM Forum
Could also leverage eTOM and SID possibly
Project Results
Best Practices - Lessons Learned

Team Member Contributions
Champion
Qwest Logo
Service Provider Champion

Participants
Netformx Logo
Solution Management

Sales Force Logo
Sales Management

Subex Logo
Service Fulfillment and Provisioning

Demonstration Scenarios
  • Pre-Quote Process
  • Technical Solution/Quote Process
  • Approval Process
  • Ordering Process
  • Activation Process


Downloads

[Open Quote]Today’s telecommunications customers want simplicity from their complex and converged services. By improving the time it takes to deliver these in demand solutions, Qwest is staying ahead of our customers’ needs. Working with TM Forum and our catalyst partners helps Qwest streamline our sales-to-fulfillment processes and integrate our sales management and operations support systems (OSS),[Close Quote]
– Donald Toland, Chief Business Architect Product Operations, Qwest

Management World Americas 2010