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Effective Sell of Advanced Network Services and Solutions

Sales Management and Solution Management to Optimize Your Sales processes

The objective of this catalyst is to create a framework, consistent with TMForum‘s Application Framework (TAM), to streamline the sales process for solutions. An expected outcome is the creation of an accurate and orderable quote, facilitating a much smoother Order to Cash process.

Business Proposition
For an industry that exists to move data efficiently, the IP networking industry’s own marketing, sales, design and operational data is not always well stored and used. This is especially true in the design and selling process for network services. Not only are many of the process steps not automated, but vital data is often produced using labor-intensive methods, then stored in multiple locations with no systematic method for sharing and version control. Worse yet, the hand-off from the sales department to the operations department often involves re-keying which long ago became obsolete in the IT world.


TM Forum Standards in Use
for Development
TAM (Application Framework) – The joint solution is consistent with “Corporate Sales Management” shown in the TAM standard release 3.0 as Application ID 03.05. The areas of “Corporate Sales Workflow Management” (Application ID 03.05.01) and “Solution Management” (Application ID 03.05.02) are addressed by Salesforce.com and Netformx DesignXpert as they provide Workflow Management, Design and Pricing functionality.



Project Results
Effective Sell of Advanced Network Services & Solutions

Solution Architecture Overview

Team Member Contributions
 Champion
 
Project Champion		          

Participants
 
Solution Management for automated discovery, design, quoting and proposal IP-based network solutions.
 
 
Sales Management best of breed solutions for sales force automation.
    

Demonstration Scenarios
Integrated Salesforce.com SFA and Netformx DesignXpert®

End-to-End Lead to Order workflow
  • Opportunity Management in Sales Force Automation
  • Salesforce.com triggers a Solution Design request
  • The Solution is created in DesignXpert® and uploaded to a shared Solutions Repository
  • The Quote can now be completed and shared with the customer 
  • The system is ready to quickly run adjustments cycles as needed






Forumville
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More Information & Downloads
Coming soon

[Open Quote]In today's market for converged services, Qwest knows that capturing detailed design insights during the sales cycle offers valuable pricing and time-to-market benefits. By working with TM Forum, Qwest, Salesforce.com and Netformx are capitalizing on opportunities to demonstrate and evaluate these concepts.
[Close Quote]
– Donald Toland, Chief Business Architect Product Operations, Qwest