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 Managing Customer Needs

Objectives & Values

Transactional Pricing aims at reducing price dispersion amongst similar customers, and can be applied to most most products.

Without Without transactional pricing, price increases are often focused on the same customers, with the risk of eventually losing them.

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Integration with Quote

Sales Reps commit to prices at Account/Product level. The aim is to provide commitment information to Sales Reps when they quote : if the combination Account/Product of the quote match an active commitment, the committed price will be automatically displayed on the Quote layout to help the Sales Reps set their prices.

 

Objectives & Values

A webform is the record of an interaction from a prospect/customer from the Web (Solvay.com). Customers or prospects can find Solvay Product Catalog on Solvay global website and submit a request for quotation, sample, documentation or any question. This request is then submitted to the CRM for further processing.

 

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Manage

Managing Commitments in the CRM will help you by :

• View the commitments you need to commit on as
As a Sales Rep
(Assigned and Rejected) in one place
• View the commitments you need to review as a Product Manager and take action in one place
• As a Sales Rep
you can :
  • View all the commitments on which
I
  • you need to commit
  • Commit for a price on an assigned commitment
  • Commit again on a rejected commitment

 

•
As a Product Manager you can :
  • View all the commitments
I
  • you need to approve or reject
  • Approve or Reject a commitment

 

•
As a pVelocity admin in Salesforce you can :
  • Edit any commitment regardless of its status and if it frozen or not

 

 

General Process

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Without transactional pricing, price increases are often focused on the same customers, with the risk of eventually losing them

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Transactional Pricing aims at reducing price dispersion amongst similar customers, and can be applied to most products

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Transactional pricing is a 5-step approach

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Why in pVelocity?

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pVelocity and Salesforce

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Commitments Security

All profiles can only read and edit records (except Salesforce admins).

All fields are read only except :

  • Reviewed Price
  • Effective date
  • Status
  • is Contract
  • Status of Negociation

Commitments Rules

Who can create?

Commitments are created by pVelocity

No commitment is created directly in Salesforce

Who can see?

A commitment is visible by its owner, the related product manager (provided by pVelocity)
Commitments can also be visible by the Sales Rep manager in the role hierarchy

Who can update?

A commitment can be updated by its owner, the related product manager (provided by pVelocity)
Commitments can also be updated by the Sales Rep manager in the role hierarchy

Who can delete?

As pVelocity admins can't delete commitments directly, commitments are flagged to be deleted by pVelocity

After that only System Administrators can delete them by DataLoader

Commitment marked for deletion are no longer visible by non admin users

Salesforce admins can delete Commitments at any time

New List views on Commitment

12 new list views have been created, to allow any user to access commitment. They are filtered on :

  • GBU
  • Status

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