Transcription
SaaS and Subscription CommerceOctober Release - Purchase Order Process FlowsConfidential 2021 VMware, Inc.1
Direct RTM – Sales-led PurchaseOctober ReleaseConfidential 2021 VMware, Inc.11
CustomerInitial Purchase – Sales Led Process (SPF) Direct1. Customer isinterested in VMWSaaS service(s)2. VMW Sales RepOpportunity ManagementProv Req, Invite, Prov Ack, Activation - One per subscription10. Customerreviews quote &submits PO9. Quote ReleasedCustomer uses/managesservices in CSP11. Receive Order EBS Integration POmatched to Quote17. Customer receivesnotification to startusing the service21. Customer viewsinvoiceOverage Price Info passeddirect to SAP3. Sales rep DefinesAccount and CreatesQuote in CPQ 8. Quote Approval12. OM Book OrderVMwarePBI enablement forcustomers with PO#4.CPQ Add Productand Manage QuoteLines7. DMT Deal Review5.CPQ QuotePricing6. Deal Score & Submitfor Approval13. BO Subscription IDscreated in Pending Provstatus for servicespurchased, Provider Orderscreated in SAP BRIMUsage/Overagefeed from BU15. BU completesprovisioning & sendscustomer invite toonboard CSP & useservice14. Order info sent to CSP, CSPinitiates provisioning request to 1or more BUs16. BU sendsprovisioningacknowledgement toCSPConfidential 2021 VMware, Inc.20. Billing for servicespurchased(Prepaid, Recurring, Overage)19. BO Subscriptionactivated based on provack, Provider Contractscreated in SAP BRIM18. CSP sendsprovisioningacknowledgement toSaaS BO12
CustomerInitial Purchase – Sales Led Process (ELA) Direct10. Customerreviews quote &submits PO1. Customer isinterested in VMWSaaS service(s)21. Customer receivesnotification to startusing the service2. VMW Sales RepOpportunity Management9. Approve Quote3. Sales rep DefinesAccount & CreatesQuote in CPQ VMware16. Customer receivesinvoiceProv Req, Invite, Prov Ack, Activation - One per subscriptionCustomer uses/managesservices in CSP8. ELA ContractAgreement Created iIECMS11. Quote Released7. DMT DealReview4.CPQ Add Product& Manage Quote Lines15. Invoice forservices purchased(Prepaid)12. CPQ OrderCreatedOverage Price Info passeddirect to SAP24. Billing for servicespurchased(Overage)18. Order info sent to CSP,CSP initiates provisioningrequest to 1 or more BUs13. Receive Order EBS Integration QuoteLines interfaced20. BU completesprovisioning & sendscustomer invite toonboard CSP & useservice6. Deal Score &Submit for Approval5.CPQ QuotePricing23. BO Subscriptionactivated based on SIDprov ack, ProviderContract created in SAPBRIM14. OM Book OrderPBI enablement forcustomers with PO#Confidential 2021 VMware, Inc.25. Customerviews invoice(Direct RTM)17. BO Subscription IDscreated for servicespurchased, ProviderOrders created in SAPBRIM19. BU sends provisioningacknowledgement to CSP22. CSP sendsprovisioningacknowledgement toSaaS BO13
Add-on Purchase (Short Co-term) – Quote to Order ViewRepeat as Needed if the Customer’s Entitlement/Request Quantity changesCreate QuotePull PurchaseHistory based onSID Configure Increase quantity /add additionalfeatureFetch list price &Display embeddeddiscountAD & ChannelMargin applied asrequired*DiscretionaryDiscounting usingDiscountGuidance**Deal Scoring***NoSID UpdatedServiceProvisioningOrder BookedPO CreatedYesAR InvoiceGenerationStart Rev-RecBilling DocumentGenerationDeferralsConfidential 2018 VMware, Inc.BookingsAccepted?Release QuoteDeal ApprovalCommissionsKEY CALLOUTS:RevenueArrangement Will use the “Basecamp” defined parameters for account definition (e.g.Account Name, Domain, Country, SID) and retrieve Purchase History14
Initial Purchase – Sales Led Process (SPF) – Finance Data FlowsFinance Services FlowFinanceEBSSAP BRIMFinance Services LayerPayment Services LayerCommit SubscriptionEBS OM OrderCreate ProviderOrderBookings 2.0Oracle AR /VertexRevStream 5xCreate ArrangementCreate a bookingValidate IPR and createtransactionSuccessAllocate RevenueClean / EnrichSubscription ng CompleteCreate dCreate BillingdocumentConfidential 2018 VMware, Inc.Trigger RevRecCreate InvoiceCreate Deferrals15
Initial Purchase – Sales Led Process (ELA) – Finance Data FlowsFinance Services FlowFinanceEBSSAP BRIMFinance Services LayerPayment Services LayerBookings 2.0Oracle AR /VertexRevStream 5xCreate ArrangementEBS OM ELAOrderCreate ProviderOrderValidate IPR and createtransactionCreate a bookingSuccessAllocate RevenueClean / EnrichSubscription ng CompleteCreate dTrigger Revenue RecognitionCreate InvoiceConfidential 2018 VMware, Inc.Trigger RevRecCreate Deferrals16
More InformationVMware SSC Colleague SuccessSSC Confluence PageConfidential 2020 VMware, Inc.SSC Source PageSSC Enablement Hub SourcePage37
Thank YouConfidential 2020 VMware, Inc.38
SaaS service(s) 2. VMW Sales Rep Opportunity Management 10. Customer reviews quote & submits PO 12. OM Book Order 13. BO Subscription IDs created in Pending Prov status for services purchased, Provider Orders created in SAP BRIM 14. Order info sent to CSP, CSP initiates provisioning request to 1 or more BUs 20. Billing for services purchased
