Sie sind auf Seite 1von 151

Hewlett Packard Enterprise: Deal

Registration & Channel Quick Quote


End-to-End Training Material

For Resellers
Section 1 : Deal Registration

For Resellers
Module 1: Deal Registration
Overview

Provide an overview of the Deal


Registration

Provide the key benefits of using


At the end of this Deal Registration
module you will
be able to… Recognize the importance of a
streamlined Deal Registration
process

Provide an overview of the Deal


Registration End-to-End process
COURSE PROGRESS

What is Deal Registration?


Overview:
Deal Registration is the process to register a deal with Hewlett Packard Enterprise to gain deal
protection and authorization for additional discounts, rebates, and benefits to help win the
deal.

Deal Registration offers a consistent, standardized, and streamlined process to deliver value
and easy-to-understand criteria.

Deal registration:
1. Lets you submit deals from partner-led
opportunities to Hewlett Packard Enterprise in
order to secure exclusivity in the deal and to
benefit from marketing program incentives.

2. Provides a standard process across multiple


Business Groups and product lines.
Deal Registration Benefits for Partner

• By registering a deal, there is a system of record that


shows the partner involvement of the deal and HPE
Deal Opportunity
Won Creation
Channel team can ensure that deal is protected for the
Deal Protection partner

• Simple and quick partner online deal registration with ease


Deal Deal Deal of customer validation and automatic unique ID creation
Extension Registration Registration
• Single Point of entry. Seamless integration with
Enhance Partner opportunity management and quoting E2E to eliminate
repeat data entry
Experience
Deal Deal
Management Approval • Greater efficiency in tracking of all partner source deals
based on partner’s online deal registration
• Consolidated deal registration information and enhanced
Better Visibility reporting

5
COURSE PROGRESS

Deal Registration: High-Level Process


Below are the steps and roles involved in each stage of the Deal Registration process

1 2 3 4 5 6

Program Setup Register Deal Review & Manage Deal Create Quote Win/ Loss Deal
Approve

Sales HPE Resellers HPE Resellers


HPE Resellers HPE Approver HPE Resellers HPE Distributors
Operations HPE Distributors
HPE Distributors HPE Distributors Sales Operation
Administrator HPE Approver
Module 2: Registering a Deal

Create a new opportunity and


edit an existing opportunity

Add existing and new customers

At the end of this Add Distributor and Add


products
module you will
be able to… Apply program and submit a
deal for approval
Recall Deal Registrations
pending approval

Clone an existing opportunity

20 min

Module Length
COURSE PROGRESS

Deal Registration: Register Deal Revisit this slide to check


the threshold information

1 2 3 4 5 6

Program Setup Register Deal Review & Manage Deal Create Quote Win/ Loss Deal
Approve

Sales HPE Resellers HPE Resellers


HPE Resellers HPE Approver HPE Resellers HPE Distributors
Operations HPE Distributors
HPE Distributors HPE Distributors Sales Operation
Administrator HPE Approver

1 2 3 4 5 6

Manage Submit the


Add Complete
Create an Products & Apply for a Deal and Deal Registration is mandatory for
Customers the
Opportunity Services Program Receive deals above USD15,000
Opportunity
Notification
COURSE PROGRESS

System Demonstration

This demonstration will cover…


• Creating an opportunity

• Submitting a New Deal Registration Go to


Go into
Salesforce
• Recalling a submitted Deal Registration Salesforce
• Cloning an opportunity
COURSE PROGRESS

Accessing Deal Registration on the Hewlett Packard Enterprise


Partner Ready Portal (https://partner.hpe.com/login)

1. Enter

2. Click My Workspace then


Register Deals under deal menu
column

3. Click
‘Go
COURSE PROGRESS

4. Completing the Opportunity


Add distribution partner(s) to the opportunity.
Add Distributor is mandatory for
Reseller buy from Distributor

2. Click
1. Click
Partner notification upon deal submit - Reseller
COURSE PROGRESS
Module 3: Managing a Deal

Track the status of your Deal


Registrations and view a
summary

At the end of this Update and resubmit a deal after


it has been approved
module you will
be able to…
Request a program extension

Access Deal Registration


support
COURSE PROGRESS

Deal Registration: Manage Deal

1 2 3 4 5 6

Program Setup Register Deal Review & Manage Deal Create Quote Win/ Loss Deal
Approve

Sales HPE Resellers HPE Resellers


HPE Resellers HPE Approver HPE Resellers HPE Distributors
Operations HPE Distributors
HPE Distributors HPE Distributors Sales Operation
Administrator HPE Approver
COURSE PROGRESS

Reseller partner notification


You will receive notification upon review completion

Supported
COURSE PROGRESS

Reseller partner notification


You will receive notification email when the final status of the deal is revised by Hewlett Packard Enterprise
COURSE PROGRESS

System Demonstration

This demonstration will cover…


• Tracking the status of your Deal
Registrations
Go to
• Requesting a program extension Go into
Salesforce
Salesforce
• Partner support
COURSE PROGRESS

Checking Deal Status


You can view updated status of your deals once approved or rejected.

Deal Statuses:
1. Submitted
2. Approved
3. Rejected
View Deal 4. Partially Approved
Registration Status 5. Expired
in the Status field
COURSE PROGRESS

Program Extensions
Overview:
You can request a program extension for Partially Approved and Approved Deal
Registrations. The ability to extend deals depends on the program details and HPE’s
approval.

Partners can request deal extension


• The validity of each deal registration is 90 days
• The program rules allow the extension up to 3 times
• You can submit deal extension request within 30 days
before deal is expired

Approved
Deal Expiring Notification
You will receive this email 30 days before deal registration expiry date
COURSE PROGRESS

Reseller partner notification


You will receive a notification email when an extension request is approved/rejected
COURSE PROGRESS

Partner “Get Support” link

1. Click
Partner “Get Support” – Summary of Case logged

46
COURSE PROGRESS

Partner Deal Registration User Rights


Overview:
Updates to Partner Deal Registration Administrator access rights enable you to manage
deals within your location &/or across your company.

Key Functionality:

1. Extend the rights of the existing partner user


administration access levels from read-only to full-
access.
2. The administrator will have the same abilities as if
they were on the account team to enable deal
management.
COURSE PROGRESS

Extended partner user administration rights


Administrator access level enabling you to manage deals

Role Description User Right


Access
Partner user Create and manage own deals Partner User
Complete user training

Partner deal registration Read/Write to all deals at your location Partner User + Partner Admin
(previously read-only) Complete user training
administrator

Partner deal registration Read/Write to deals across locations of your Partner User + Partner Company Admin
account (previously read-only) Complete user training
company administrator

All user will be granted with “Partner User” access. Please contact country
Partner Account Operation Manager (PAOM) if you wish to change your
access.
Module 4: Channel Quick Quote

At the end of this


Have basic introduction to
module you will Channel Quick Quote (CQQ) **
be able to…
** Refer to Channel Quick Quote material
for detailed information on Channel Quick
Quote (CQQ)
COURSE PROGRESS

Deal Registration: Create Quote

1 2 3 4 5 6

Program Setup Register Deal Review & Manage Deal Create Quote Win/ Loss Deal
Approve

Sales HPE Resellers HPE Resellers


HPE Resellers HPE Approver HPE Resellers HPE Distributors
Operations HPE Distributors
HPE Distributors HPE Distributors Sales Operation
Administrator HPE Approver
COURSE PROGRESS

Introduction to Channel Quick Quote (CQQ)


Overview:
Integration between Deal Registration and CQQ enables improved user experience. From
a Deal Registration opportunity within Salesforce, you can create a new quote or edit an
existing one without having to log into a quoting tool separately.

For more information about CQQ, please refer to the End-to-End CQQ training material in
the upcoming slides

Key Functionality:
1. Within a new quote, some of the fields are auto-
populated based on the information available on
the Opportunity.

2. The quote will be returned and displayed on the


opportunity through quote sync back.
Click
3. The returned quote is a consolidated quote
displaying special pricing and approved front-end
deal registration benefits.

Only proceed to create new quote with approved Deal


Registration Status.
Module 5: Won/Lost Deals

At the end of this


Describe the concept of Lost
module you will and Won Deals
be able to…
COURSE PROGRESS

Deal Registration: Win or Loss Deal

1 2 3 4 5 6

Program Setup Register Deal Review & Manage Deal Create Quote Win/ Loss Deal
Approve

Sales HPE Resellers HPE Resellers


HPE Resellers HPE Approver HPE Resellers HPE Distributors
Operations HPE Distributors
HPE Distributors HPE Distributors Sales Operation
Administrator HPE Approver
COURSE PROGRESS

System Demonstration

This demonstration will cover…


• Update Sales Stage (Won)

Go to
Go into
Salesforce
Salesforce
Opportunity Sales Stage
Steps to update sales stage in opportunity
3. Update
sales stage

3. Select
1. Select

2. Select 4. Select

55
Module 6: Reporting

View and run reports on closed


At the end of this
or won deals
module you will
be able to…
Export reports to Microsoft Excel
COURSE PROGRESS

System Demonstration

This demonstration will cover…


• Deal Registration Reports

Go to
Go into
Salesforce
Salesforce
Quick summary of Information required to complete Deal
Registration submission

1. End Customer Name


2. End Customer contact name, email and contact number
3. Opportunity name
4. Close date (Shipment or Installation date)
4. Add Distributor (for Reseller buying from Distributor)
5. Add Product Line
Next Step : Getting Started (Pilot)

Go Live Date : 4th July, 2016


LRS Sunset: 4th July, 2016

How to Get Support :


 Contact Partner Support using the “Get Support” button available on
the HPE Partner Ready Portal
 Contact your respective Hewlett Packard Enterprise Partner Account
Operation Manager (PAOM)

61
Section 2 : Channel Quick Quote

For Resellers
Channel Quick Quote Training

Describe Channel Quick Quote and


how it will benefit Hewlett Packard
Enterprise Partners.
Navigate throughout the Channel
Quick Quote system.
At the end of this Describe the assistance types
module you will available to Partners and how to
be able to… resolve the assistance requests.
Explain the basics of the Special
Pricing Communication Tool.

Describe how to leverage the


reporting functions.
Channel Quick Quote: General Process Steps

Given below are the high level steps a Partner will take in order to create an orderable quote using the Channel Quick Quote
tool.
E2E Partner Experience

Deal Reg
(part of the Build Generate Accept
Get OPG
GetPrice Accept
Create AcceptPrice Generate Accept
Quote
Login AcceptOppy
Price AcceptPartner
Price Build Price Quote Created
Ready Price Quote Quote
Accept Price Platform)

• Login to • Create • Register for • Add • High visibility • Review • Quote is • Review • Receive
Partner opportunity in programs products or to list price pricing generated quote quote
Ready Salesforce configs to and program for preview document
Portal quote incentives • Confirm • Accept
• Manage pricing quote • Provide
opportunity • Complete quote to
and/or Distributor
import for
configs purchase
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Linking the Opportunity to a Quote


After the opportunity has been created successfully, all
programs applied & Deal Registration (ROE) is
APPROVED, click CREATE QUOTE to begin the Channel
Quick Quote experience. There are several places where
you can find the CREATE QUOTE button.

1 Click CREATE QUOTE from the end of the 1


OPPORTUNITY tab.

2 Click CREATE QUOTE from the DEAL


REGISTRATIONS tab when it’s clickable.

3 Click CREATE QUOTE from the QUOTES tab.

2
Training Tip: Do not refresh the page from the
browser during the Channel Quick Quote process. If
the page is refreshed during the Channel Quick 3
Quote process, Partners will have to go back to the
opportunity and search for the previous quote they
were working on when the refresh occurred.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Landing Page Layout


There are several options to help the Partner build 1
configurations and add products to a quote within the
Channel Quick Quote start page.

1 Users can request assistance at any time using the


REQUEST QUOTE ASSISTANCE tab. 2
3
2 The Quote Status is viewable and updated
during the Quoting Process.

3 Quote details will be displayed under tabs after


4
expanding the Quote Details panel.

4 Users can choose from several options to add


configuration or products to a quote.

5 The user can also use the quick key function to


add a product to the quote.
6 In the Cancel Quote panel, users are able to 5
cancel a quote easily.
7 To return to the quote list, click the BACK TO
QUOTES button. 6
7
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Partner Tab Overview

The information available in each of the Partner tabs:

OPPORTUNITY INFORMATION QUOTE SETTINGS CUSTOMER tab Partners tab Quote Output
tab includes Quote, Opportunity, tab includes deal includes all includes Reseller tab*:
and Deal Details: details and price customer contact and Distributor • Quote export
• Quote Title descriptors: information: details: options
• Quote Creation Date • Deal Type • Customer • Reseller Name (PDF,.DOC,.XM
• Last Modified Date • Country Details and Address L, or.XLS)
• Opportunity Name • Currency • Customer • Reseller ID • Supporting
• Opportunity ID • INCO Terms Contact • Primary Contact document
• Customer Sales • Quote for Information name and Address
Representatives Internal Use • Sold To • Additional Reseller *The tab overview
• Deal registration, Program (flag) Address Email for Quote Output
name • Ship To • Distributor Name can be found after
• Deal Expiration Date address and Address GET PRICE.
• Deal registration status • Distributor ID
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: OPPORTUNITY INFORMATION Tab Layout

The OPPORTUNITY INFORMATION tab contains details


regarding the quote and opportunity, Hewlett
Packard Enterprise sales support contact, and deal
registration details.

Training Tips:
• Information within this tab is prepopulated from the opportunity.
• Important data will be pulled directly from the opportunity into the
quote; therefore, there will not be a need to re-key data.
• Deal Registration Details section contains the Deal Registration
ID that are displayed once they are approved.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: QUOTE SETTINGS Tab Layout

Complete all relevant fields under the QUOTE SETTINGS


tab and click APPLY (optional):

1 The Deal Type includes Partner exceptions and regional


1 India
programs and is set to Standard by default. To select other
3
deal type, click the dropdown icon and choose from the list. 2 Indian Ruppee

Once it’s changed from Standard, there will be no pre-


approved price after clicking GET PRICE and the Partner 4
needs to wait for approval.

2 If it’s a Quote For Internal Use, Partners need to


select the check box.

3 The Country, Currency and INCO Terms are auto-populated


based on user profile setup. They can be changed from here,
but products and prices may be affected.

4 Click Apply.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: CUSTOMER Tab Layout

Customer details, the customer contact information and sold


to and ship to details are available on the CUSTOMER tab.

Training Tips:
• Information within this tab is prepopulated from the
opportunity.
• Important data will be pulled directly from the
opportunity into the quote; therefore, there will not be a
need to re-key data.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Partners Tab Layout

The Reseller details and Distributor details are auto-


populated from Salesforce to the Partners tab.
Partners can enter additional Reseller emails under
Additional Contact.

Training Tips:
• Important data will be pulled directly from the
opportunity into the quote; therefore, there will
not be a need to re-key data.
• The Reseller name may not exactly match the
Reseller name on the opportunity.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Customer/Reseller Contact Information Overview

In order to reduce redundant steps and duplication of content population in both opportunity
and quote, customer and Reseller contact information is populated from Salesforce to the
quote automatically.

• The Reseller contact information is auto-populated from the opportunity to the quote under the Primary Contact
section within the Partners tab.

• If additional Reseller contacts have been selected in the SALES TEAM tab under the Additional information
section, the first contact information is passed to the Additional Contact field. Emails for the rest of the Reseller
contacts are populated in the Additional Reseller Emails section.

• The customer contacts information from the Opportunity details section are synced to the quote in the Customer
Contact Information field under the CUSTOMER tab.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Customer/Reseller Contact Information (1 of 3)

When Distributors create opportunities on behalf of Resellers, they


select a primary Reseller contact in the opportunity. 1

1 The primary Reseller Contact selected under the Channel


Partners section becomes the owner of the opportunity.

2 Under the Partners tab, Reseller and Distributor information


is populated under Reseller Details and Distributor Details.
Reseller Primary Contact details are also passed from the
opportunity.

1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Customer/Reseller Contact Information (2 of 3)

Additional Reseller contacts can be added to the opportunity


and then synced to the quote.

1 Add additional contacts under the Channel Partners


1
section. They will show in the CONTACTS tab under
Additional information.

2 After creating a quote, the first contact details from the


list will be populated in the Additional Contact section.

3 If there is more than one contact, emails from the rest


of the contacts will be populated in the Additional 1
Reseller Emails field.

Training Tips:
• All contacts within the Additional Contact and Additional
Reseller Emails fields will receive the same quote notification
emails.
• Additional Reseller Email domains must match the opportunity
owner’s domain in order for the email to transfer to the quote.
• To manually add additional emails in the Additional Reseller
Emails field, after the last listed email, enter a ‘;’ and then the
email address. Separate additional manual emails with a ‘;’. 2 3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Customer/Reseller Contact Information (3 of 3)

Customer contact information is also populated in the quote


if it is available in the opportunity.

4 Add customer contact information when creating the


opportunity. The info will show under the
Opportunity details section.

5 On the quote page, click the CUSTOMER tab to


view the Customer Contact Information section
that was pre-populated from the opportunity. 4

5
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Add Configuration and Products Overview


Overview:
There are five different ways a Partner can begin adding configurations and products to
quotes using the Channel Quick Quote tool.

Partners now have the option to upload or build configurations and add or search products when creating a quote
within the Channel Quick Quote tool.

Import Options Build Options


1. Upload Configuration 3. Create Configuration
2. Upload Products 4. Search Product Options
5. Quick Key Capability
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Exploring the Options to Add Configurations and Products

Details of the add configuration and product options are described


below:

1 Click UPLOAD under Configurations to import a file 1 2


containing Configured Products or a mixed file containing
both configured and loose products.
3 4
2 Click UPLOAD under Products to import a file containing
ad hoc parts/accessories. It does not validate
configurations.

3 Click CREATE under Configurations to create a


configuration using the self service configuration tool.
5
4 Click SEARCH under Products to search for and add ad
hoc parts/accessories.

5 Click the + button to use the Quick Key capability to add product
directly by SKU.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Single Configuration (1 of 4) Update how to load multiple


configs

Configurations can be uploaded by using the


UPLOAD button under Configurations which
supports the import of a configured system or a
mixture of configured system and standalone parts.
To upload a single configuration:
1
1 Click UPLOAD under Configurations.

2 Browse to the file with a single configuration.


Supported file formats include WWB, SDD,
XML, XLS and XLSX.

3 Click Upload.

Training Tips:
• For Configurations extracted from SBW, We
request you to upload ONLY the XLS / XLSX
file format in Quick Quote
• Compatibility of Configuration is not
checked for uploads using wwb, sdd & xml 2 3
file formats
• Users cannot import multiple files at once, and
must import configuration files separately if
they have multiple to a quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Single Configuration (2 of 4)

After the file content appears, view or edit the


content before importing the configuration:
1 2
1 The uploaded file will appear under the File
5
Content tab.

2 You can customize how the system imports


your file by clicking EDIT DATA MAPPING.

3 Specify the spreadsheet, part and quantity


columns, start row, and end row.

4 3
Click RELOAD DATA.

5 Click PROCEED WITH IMPORT once


satisfied with the displayed file content.

Training Tip: The Edit Data Mapping


button is visible for editable files only.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Single Configuration (3 of 4)

After clicking Proceed With Import, the system


will validate each line of imported configuration file
and provide validation result with icons and notes. 7

5 • The check mark sign indicates a valid and


imported part.
• The trashcan sign indicates the part is
5
obsolete and will not be added to the
configuration items grid. 6
• The plus sign indicates that the part is not
included in the import file provided but is
included in the items grid as an add-on.

6 For a product with a trashcan icon, you can


perform an eligibility check override if the
override check box is available (for details,
please refer to the Manage Product Fall
Out topic in later slides).
7 You can click RE-CONFIGURE to modify the
configuration in Bill of Material page. And then
add the modified configuration to the quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Single Configuration (4 of 4)

If there is no validation error: 8

8 Click SAVE.

9 Click NEXT when the success


message appears.

10 Click ADD TO QUOTE. The single


configuration will be added to the line
item grid.
9

10
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Hewlett Packard Enterprise SW Configuration

Partners cannot search for Hewlett Packard Enterprise


SW products in the Channel Quick Quote configuration
tool, as these products are not currently covered in the
tool. The options to add Hewlett Packard Enterprise 1
SW products/configurations are:
3
1 Click Upload under Configurations to import
Hewlett Packard Enterprise SW configurations.

2 Click the + (Plus) icon to add a Hewlett


Packard Enterprise SW product directly to
the quote.
2
3 Hewlett Packard Enterprise SW products
cannot be searched out through SEARCH
under Products.

Training Tip: Details of how to import Hewlett


Packard Enterprise SW configurations are the
same as uploading other products. Please refer
to the previous four slides.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Products (1 of 3)

Ad hoc products/accessories can be uploaded


through the UPLOAD button under Products.

1 Click UPLOAD under Products.

1
2 Browse to the file. Supported file formats
include XLS and XLSX.

3 Click UPLOAD.

Training Tip: The product lists uploaded using the


Upload Products functionality are not validated by any
configuration tool. The products are subject to a series of
eligibility checks for quoting.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Products (2 of 3)

After the file content appears, view or edit the content


before uploading the products: 4 5 8

4 The uploaded file will appear under the File


Content tab.

5 You can customize how the system imports


your file by clicking EDIT DATA MAPPING.

6 Specify the spreadsheet, part and quantity


columns, start row, and end row.

7 Click Reload Data.

8 Click PROCEED WITH IMPORT once


satisfied with the displayed file content. 6

Training Tip: The Edit Data Mapping


button is visible for editable files only.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Uploading Products (3 of 3)

If there is no validation error:


9
9 Click SAVE.

10 Click RETURN TO QUOTE after


successfully added the products.

10
Managing Product Fallout

Partners can now perform manual override on several types of product eligibility checks to avoid having to request quote
assistance on certain scenarios of product fallout. Below are some eligibility checks Partner can vs. cannot override.

Can Override Cannot Override

• Product Lifecycle milestone dates • List Price not available


(start and end date) • Product number cannot be found
• Pricing validations other than List • Product number included in a
Price (pricing date is valid, price flag Product Line that requires an xml file
is active, delete flag = false) for factory build
• Product number not in one of the
included Product Lines
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Managing Product Fallout: Eligibility Check Override (1 of 2)

Partners can now perform manual override on 2


certain eligibility checks that cause product upload
failure, instead of requesting quote assistance for
product fallout issues every time.

1 Select the check box in the OVERRIDE


column.

2 Click APPLY OVERRIDE. 1

3 Click OK in the Alert pop-up box.

Training Tips:
• The APPLY OVERRIDE button is grayed out
before selecting any product to override. 3
• Prior to performing a manual override, Resellers
should confirm with Distributors to ensure
Distributors indeed have the products in stock.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Managing Product Fallout: Eligibility Check Override (2 of 2)

After clicking APPLY OVERRIDE, Partners can


continue importing the products onto the quote by 4
clicking SAVE.

4 Click SAVE.

5 Click RETURN TO QUOTE after successfully


added the products.

6 A disclaimer will display indicating that the


quote contains products which failed eligibility
checks.

6
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Searching Product (1 of 3)

To search for products and add them to the quote, we


can use the SEARCH function under Products:

1 Click SEARCH under Products.

2 If you know the exact part number, check the


radio button before Find by Part Number.

3 Enter the part number and click the search icon. 1

4 The product information will be displayed in a


table. Enter the QTY. 2

5 Click FINISH AND VIEW DETAILS. 3

5
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Searching Product (2 of 3)

Check the product details in the Product List and


save it to the quote
7
6 To delete the product, click the trashcan icon
to remove it and then click UPDATE to save
the change. Click SEARCH PRODUCTS to
6
add other products.

7 Click SAVE if the product is ready. 6

8 Click RETURN TO QUOTE after successfully 8


added the product.

Training Tip: The UPDATE button will be


clickable after modifying the products in the
Product List.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Searching Product (3 of 3)

If users know the product description / the two


character product line: 1

Select the radio button before Find by 2


1
Description And Product Line. 3
2 Enter at least 4 characters in the first text
box and choose a product line from the
drop-down menu, if necessary. Click the
SEARCH button.

3 In the search result table, select the


products by adding a QTY

4 Click FINISH AND VIEW DETAILS.


Steps after this will be similar to Find 4
by Part Number.

Training Tip: If no product can be searched


out, an error will show: Search Results:
Product Not Found. This applied to both of the
search methods.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration Overview

To create a product configuration, user can click


CREATE under Configurations. The New
Configuration page will show. From here, we have
several options to build a configuration:

1 Choose a model from the product categories.

2 Click Help me choose the Solution…link.


2

3 Enter a product name in the Search for


Model bar and click the Search icon. 3

4 Select Product List under the product


categories, to search for and build an ad
hoc parts/accessories-only configuration. 2

1
4
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration − Choose From Products (1 of 3)

If choosing a product, select a product category from the New Configuration screen
product list.
1 Click the suitable link to select a product model.

2 Click a specific product until you arrive at the last page.


1
3 Click the product name link to open the Bill of Material (BOM) page.

Training Tip: To change the default configuration and make your


own choice, click the CUSTOMIZE button.

3
2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration − Choose From Products (2 of 3)

After clicking the product link, the product configuration


details or Bill Of Material page will show.
5
4 All default components and pricing information
are shown in a table.

5 Define configuration titles by clicking the pencil icons. 6

6 Click the pencil icon before Multiply This


Configuration Qty to modify the component quantity. 4

7 Click the product name link under Manage My


Solution to show all option details of the product.
7
Click the specific link for a part to see options for it.

Training Tips:
• To add ad-hoc products/accessories, click the Product List tab and then SEARCH PRODUCTS.
• Click ADD PRODUCTS to choose other products to add to BOM. MAY WE RECOMMEND.. will
provide you with services that can be added to the configuration.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration − Choose From Products (3 of 3)

On the component options page, users are able 13


to check and modify the default selection for 10
each component.
10 Select the component to view details.

11 Default options will display. Check the


radio button to select the desired option. 12

12 Edit configuration properties by clicking


the drop-down link for a product.
11
13 Click SAVE.

14 Click NEXT and then FINISH to add


the configuration to the quote.
14
Training Tips:
• Navigation buttons can be used to move forward or
backward.
• To go back to the BOM page, click OVERVIEW.
• Upon SAVE, configuration Id will be finalized from a
temp one.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration − Help me choose the Solution

To build a configuration by using a guided solution


wizard: 1

1 Click Help Me Choose from the initial quoting


page or Help me choose the Solution…
from the New Configuration page.

2 Select an application and then follow 1


the guided solution wizard to select
desired options.

3 Click FINISH to go to the BOM page. The


following steps are similar to Choosing From
Product, please refer to the previous topic.

Training Tip: The corresponding product


description appears when you hold a cursor
over a solution wizard selection option.
3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Building Configuration – Search by Model

If searching by model, launch the New Configuration screen


by clicking CREATE under Configurations.

1 Enter the product name in the top right search bar and
hit the Search icon. 2
2 Click the product name from the search results.

3 Review and modify the configuration once directed to the


BOM details page.
3

1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Creating Configuration − Product List Only Configuration(1 of 2)

Partners can add ad hoc parts to a new product list only BOM:
1 Click the Product List link from the New Configuration screen to open the
accessories search/filter page.

2 User one of the search options to search out the products.


1
3 Select products by modifying their quantity.

4 Click FINISH AND VIEW DETAILS to open the BOM page.


2

4
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Building Configuration − Product List Only Configuration(2 of 2)

Partner will be directed to the BOM page after


clicking Finish & View Details.
8
5 Partners can edit a product's quantity by
clicking the quantity number in the Qty
column, and delete a product by clicking
7
the Trashcan icon. Then, click UPDATE to
save the changes.
6 To add additional parts to the BOM, click 5 6
SEARCH PRODUCTS.
5
7 To add additional configuration to the
BOM, click ADD CONFIGURATION.

8 Once satisfied with the BOM, click SAVE,


NEXT, and FINISH to add the accessories
to the quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Building Configuration − Selecting Default Services Do we keep this


slide?
From the New Configuration screen, you can
select a default service type and recommended
solutions in User Settings, including a choice 1
between Fixed and Flexible Care Pack Services.
1 Click User Settings.

2 Select a service type and subsequent


configuration.

3 Click SAVE.

Training Tip: The type of services you


are able to select is dynamic and based
on the user settings to avoid dirty orders.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Building Configuration − Modifying Default Services

Once a configuration is chosen, a Hewlett Packard


Enterprise-recommended solution is pre-selected. The
service solution will automatically be included in the quote.

Partners can change or decline recommended services:

1 Click Services and Support Center under the


1
Manage My Solution section.

2 Select one recommendation under Global Support 2


Choice. Optimized/Standard/Basic recommendations
typically include: support, installation, startup, and 3
optional services such as upsell.

3 Click the Select Your Own option for more 4


customized services.

4 Click No Service and choose a reason to decline


default services.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Building Configuration − Cross-Sell/Upsell Services

Partners can access a guided Cross-Sell/Upsell experience


with the MAY WE RECOMMEND… button.

1 Click MAY WE RECOMMEND… to view and select 1


from cross-sell or up-sell service recommendations.

2 Set the quantity next to a service you want to include.

3 Click ADD TO CONFIG to add the recommended


services to the BOM.

2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Adding Ad hoc Parts with Quick Key

Partners can add ad hoc parts the line item grid by


directly entering the part number in Items grid with
the quick key function. 2
1

1 Click the white/gray + (Plus) icon to add an


editable line to the Items grid.

2 Enter a part number and then select desired


product from the dynamic drop-down menu.

3 Click SAVE from the sticker bar.


3
4 Product description will be retrieved.

Training Tips:
4
• The Partner must know the product SKU or part
number when using the quick key function. Partner
may encounter errors when applying pricing if a
part added is incompatible with the quote.
• If a part Partner wishes to add is obsolete, clicking
SAVE will remove the line from the items grid and
display an error message on top of the quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Understanding the Quick Key Capability

How it • It does not require any configuration steps, file upload, or search.
works • Minimal product validation; user goes directly from input field to product grid.

Business • User can quickly add specific SKUs directly to a quote.


value • Speed and fewer clicks for the user relative to product upload, search, or configuration process.
proposition

• Primary use case: add one or two products to an existing quote.


• Ideal for the experienced or power user.
Use case • User must know the exact Hewlett Packard Enterprise product number (no lookup, search, partial string
matching).
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Line Item Grid after Adding Configurations and Products

Products and configurations appear in the Line Item Grid


for pricing after they have been successfully added.
1 The minus/plus icons collapse/expand
configuration components.

2 To delete single product/configuration, click the


trashcan icon.
1
3 To delete multiple products/configurations, 2
select the related check boxes and then click 4
Delete Selected. 3

4 To modify the configuration, click the re-


configure icon.
3

Training Tips:
• After adding products to the quote, the build options will show above the line item grid as a easy-
navigation row.
• The QTY column is editable. For configurations, changing the header level quantity will not affect the
component quantities.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Technical Services Attach Overview


• As a quote is being built within the Channel Quick Quote tool, the system will automatically attach technical
services (TS) to the quote for specific products.
• If the Partner does not desire the TS that are automatically attached during quoting, he/she may remove the
services manually.

Benefits of the TS Auto Attach to Partners process include:

• Saving the Partners’ time as the TS auto attach allows Partners to add services for their products without having
to search for related services.

• Reminding the Partner that support services are required for specific products being included within the quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

How the TS Auto Attach Works

If the Partner selects a product that offers services, those services will be
automatically attached. If attached services are not wanted, the Partner
can easily remove them from the Line Item Grid.
Auto Attach occurs under the UPLOAD and SEARCH function for 1
Products. Let’s take the search process as an example:

1 Search out the desired product, specify a QTY and click FINISH
AND VIEW DETAILS.

2 In the Product List tab, services are auto-populated under the


product.
2
3 To remove the services here, click the trashcan before the first
service and click UPDATE to save the changes.
3

4 After adding the product and services to the line item


grid, Partners can remove services by selecting the
check box before them and click Delete Selected.

Training Tip: Automated TS Attach does not work with


the Quick Key Capability.

4
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Introduction to Selecting a Preferred Distributor


Overview
• Enforcing a single Distributor provides assurance that a Distributor’s investment in pre-sales resources on
configuration solutions, product consultancy, multiple quotation cycles, and inventory provisioning is protected.
• When enabled in a country, Partners will be required to select a single Distributor, if more than one Distributor
has been selected in the opportunity.

If a Partner wants to change the Distributor who has been locked for a quote, they need to go back to the Product
Pending status first:

• If the quote status is Pricing Pending, click the Back button.

• If the quote status is Processing Price Request, click Cancel, and then click the Back button.

• If the quote status is Quote Review, click the Revise button.


Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Select A Preferred Distributor (1 of 3)

When preferred Distributor logic is enabled and more


than one Distributor has been added to the opportunity, 2
an error message will appear upon clicking GET PRICE.

1 Click GET PRICE after adding


products/configurations.

2 The quote status remains as Product Pending 3


and an error message displays.

3 Click the Quote Details panel.


1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Select A Preferred Distributor (2 of 3)

Select a preferred Distributor from the Partners tab.


4
4 Click the Partners tab from the expanded Quote Details panel.

5 Select the Set Single Distributor radio button before the desired
Distributor. And, then click GET PRICE again.

5
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Select A Preferred Distributor (3 of 3)

An eligibility check is performed upon GET PRICE.

6 When the Distributor eligibility check fails, an error 6


message appears.

7 If the eligibility check passes and the price returns, a


message appears.

7
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Introduction to Pricing
Overview

The new Channel Quick Quote pricing approach offers Partners real-time market relevant pricing without the need
for assisted pricing reviews or to request special pricing. The new Channel Quick Quote pricing logic allows for
more visibility into the pricing approach and discounts applied through the Line Item Grid.

Benefits of the New Pricing Structure

• Improved quote TAT by enabling automated customer and opportunity specific pricing
• More efficient Partner experience
• Program benefits applied to the initial price
• Less time required from Hewlett Packard Enterprise to provide pricing assistance
• High touch pricing requests expected to decline
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Get Price


1
After building the quote, get pricing information by clicking the
GET PRICE button.
1 The quote status changes to Price Pending after adding
products/configurations.
3
2 To add a single product or delete a
product/configuration, select the related add or delete
2
button.

3 Click GET PRICE.


> If Special Pricing is eligible, you will be led to an auto
escalation form
> If Special Pricing is not eligible, please place your
request via MOQ motion

Training Tip: To delete multiple line items, select the check


boxes for the lines and click Delete Selected.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Line Item Grid – Reseller View

This table explains the Reseller view for the Line Item Grid
together with the field and description.

1 The component pricing is generally hidden by default,


but may be shown depending on the country settings. 1

Line Item Field Description


Reseller Net Discount The Reseller’s total net discount of a line item or bundle based on a sum of applicable discounts
Recommended Price The Reseller’s recommended price based on a Distributor’s net price + IBP uplift
When the Partner is not satisfied with the Instant Pricing and uses Escalate Pricing or when the request
Reqt Disc
is escalated automatically by the system, the RBP fields including Reqt Disc and Reqt Type will appear
Reqt Type A user selected drop-down that denotes the Reqt Disc method (i.e. % off, $ off, requested buy price)
If there is a Deal registration approved for the respective request, the discount value determined by a
Program Benefits
certain program will show under Program Benefits
Programs The Deal Registration programs associated with a line item
Recommended Price with
The Reseller’s net price plus benefits from Deal Reg
Benefits
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Exceptions and Escalations

Overview
The new Channel Quick Quote pricing approach now offers Partners self-service
pricing; however, Partners are still able to request assistance if they want or need
special pricing assistance from Hewlett Packard Enterprise.

Examples of Pricing Exceptions or Escalations include:


Pricing for new customer accounts

Partner selected exceptions

Pricing information is missing

Changing price descriptors

Special requests that are made via the Escalate Price hyperlink
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing for New Customer Accounts (Exception 1 of 3)

If a Partner creates a new customer before the customer is verified:

• Quote created for the customer will be priced with budgetary pricing.
• Partners will have to re-price once the customer is verified.

If ACCEPT PRICE or ESCALATE PRICING is clicked before the customer is verified, a message will display:
Please note that we will need some time to verify (or create) the end customer details. You will be notified once the
process is complete.

Test for new customer with LRS


Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Partner Selected Exceptions (Exception 2 of 3)


1
If a Deal Type value is selected, the quote will be auto-escalated upon
GET PRICE. 2
1
1 Click Quote Details.

2 Select a Deal Type from the Deal Type drop-down menu or


select the Quote for Internal Use check box. 3

3 Click GET PRICE after adding products/configurations.

4 Complete required fields in the auto-appearing Request 4


Pricing Escalation form.

5 Select Reseller Reqt Type in the Reseller REQT TYPE


column and enter a Reseller Reqt Disc value in the 5
Reseller REQT DISC column for each ad hoc
part/accessory and for at least one row of a configuration.
RBP can also be setup at quote level from the Auto
Allocation section.
6 Click SUBMIT.
6
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Changing Price Descriptors (Exception 3 of 3)

Changing currencies or incoterms could cause products to


become invalid on the quote. Products must be reconfigured and
validated within the Line Item Grid before clicking GET PRICE.

1 Change currency or INCO term values in the Currency 1


or INCO Term fields.

2 Click APPLY. 2

3 Click GET PRICE. Products may become invalid after


changing price descriptors. In this case, the Partner needs to
reconfigure the Line Item Grid before clicking GET PRICE.
3

Training Tips:
• Products that are not able to be priced under the new price
descriptors will revert back to 0.
• Partners can only select Price Descriptors based on the valid
set of Descriptors for a country. After clicking GET PRICE,
Partners would not be able to change the Price Descriptor
unless they return to the Products Pending quote stage.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Partner Pricing Escalation

Partners can request pricing assistance by using the


Escalate Pricing link.
1
1 Click Escalate Pricing.

2 Complete required fields in the auto-appearing


Request Pricing Escalation form.

3 Select Reseller Reqt Type in the Reseller REQT


TYPE column and enter a Reseller Reqt Disc 2
value in the Reseller REQT DISC column for
each ad hoc part/accessory and for at least one
row of a configuration. RBP can also be setup at
quote level from Auto Allocation section. 3
4 Click SUBMIT.

5 To cancel the escalation, click the CANCEL button.

4 5
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Auto Escalations

If the system is unable to automatically apply pricing after


the Partner clicks GET PRICE, the quote will be auto-
escalated and the status changes to Pricing Request.
Partners need to complete all the required fields and 1
submit the request.

Complete required fields in the auto-appearing


1
pricing escalation form.
Select RESELLER REQT TYPE and fill in a 2
2
RESELLER REQT DISC value for each ad
hoc/standalone part and for at least one row of a
configuration. RBP can also be setup at quote level
from Auto Allocation section
3 Click SUBMIT to proceed or CANCEL to cancel
pricing escalation. 3

4 The status will get updated after the Escalation


Request is submitted.
4
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Escalation Detail Retention (1 of 3)

When a Partner revises an approved quote which was


escalated previously, and adds new products without
changing the existing products, the previously approved
pricing will be retained if the quote qualifies, after clicking
GET PRICE.

1 Click REVISE QUOTE.

2 Quote Status changes to Products Pending. Deal 1


Type, Internal Use flag will be retained.
2

3 Partner adds new products. Existing products


remain the same.
2
4 Click GET PRICE

4
Training Tip: Newly added products don’t trigger
auto escalation, if the quote qualifies.

3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Escalation Detail Retention (2 of 3)

If a Partner decides to escalate pricing again, all information from the 5


last escalation will appear.
5 Approved price from last version remains. Instant price returns
for newly added product.

6 Partner reviews the pricing and then clicks Escalate Pricing.

7 Escalation request information from last escalation shows up.


6
8 Partner requested type and discount remains.

9 Previous Auto Allocation data is also visible if there is any.


7

10 Partner modifies the information and clicks SUBMIT.


8

10
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Escalation Detail Retention (3 of 3)

When the escalation is finally approved, quote status


changes to Quote Review and the expiry date shows.

11 Newly calculated quote expiry date. 11


Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Price Request Status

Price Request is an intermediate status between Products


Pending/Price Pending and Processing Price Request. Let’s take
Partner Escalation as an example:

1 Click Escalate Pricing when the Quote Status is Price


Pending, and then the status will transition to Price Request.

2 Quote Status changes to Price Request. Partner needs to


fill in the escalation form and desired discounts, and then
click Submit. After it has been successfully submitted, the
status will change to Processing Price Request.
1
2

Training Tip: Auto escalation shares similar


process. Upon clicking GET PRICE, when
auto-escalation criteria is met, the quote status
will change to Price Request.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Partner Escalation Note

Upon clicking Escalate Pricing after getting price


on a set of configuration, Partner might see the 1
following error message: A price for your quote
has been approved. Please contact your Hewlett
Packard Enterprise Representative for further
information if required.

1 This message indicates that the pricing


provided in the line item grid is the best for the
products and it’s not eligible for escalation.

2 Partner can then click ACCEPT PRICE to proceed.

3 If Partner gets further concerns, they should


contact their HP representative.

2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Pricing Exception Conditions

Some quotes do not qualify for special pricing, due to


specific conditions tied to the opportunity. If further
clarification is required, Partners can contact their
Hewlett Packard Enterprise representative.

1 Partner clicks GET PRICE.

2 A message appears: Your request does not 1


qualify for special pricing. Please contact
your HP Sales Representative for
clarification.

2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Introduction to Quote Revision and Cloning


Overview:

The quote revisions are managed differently depending on when the Partner wishes to revise the
quote during the Channel Quick Quote Process.

Cloning is a feature available within the Channel Quick Quote tool, which allows the Partner to
copy a quote and reuse the data within the copied quote as the foundation for a new quote.

Revising a Quote Before the Quote is Locked:


• Partners can make quote modifications themselves up until they ACCEPT QUOTE.

Revising a Quote After the Quote is Locked:


• If a Partner has already accepted a quote, this means the quote is now locked and they will need to
Request a Quote Revision from the Locked Quote page. Partner will need to contact Sales Ops to assist
in making quote modifications.

Points of Consideration for Cloning:


• Cloning capabilities are available at any time within the Channel Quick Quote system.
• Users cannot clone a configuration independently of the quote.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Revision and Clone Overview

Revise

System creates new Quote ID remains


User Creates Quote Eclipse Deal XYZ is
Eclipse Deal User Clicks Revise the same
Quote ID 123-01 updated to V2
ID XYZ V1 Quote ID 123-01

Clone Quote

System creates new


User Creates Quote User Clicks Clone System creates new System creates new
Eclipse Deal
Quote ID 123-01 Quote Quote ID 456-01 Eclipse Deal ABC
ID XYZ V1
V1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Revision and Clone Implications

Revise Clone Quote

• Quote ID remains the same 123-01. • System creates new Quote ID 456-01.
• Eclipse Deal ID XYZ remains the same • Configuration of the cloned quote is
but the version is updated to V2. saved.
• Salesforce Hewlett Packard Enterprise • Prices of the cloned quote are wiped out.
Quote List will display Quote ID123-01. • System creates new Eclipse Deal ID
ABC V1.
• Salesforce Hewlett Packard Enterprise
Quote List will display Quote ID123-01
and Quote ID 456-01.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Revising Quote

The REVISE QUOTE option is available in the following


quote statuses:
• Quote Review
• Quote Rejected
We’ll take the first scenario as an example:

1 Click the REVISE QUOTE button when quote status is


Quote Review.

2 The quote status changes back to Products Pending.


1
3 Click GET PRICE again after modifying products.
2

3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Cloning Quote (1 of 2)

In this quote example, the status is Price Pending.


2
2
1 The header references the previous quote.

2 Click Clone Quote. After clicking the Clone


1
Quote button, a new quote will be created.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Cloning Quote (2 of 2)

The original products and configuration is saved 1 2


onto the cloned quote. However, prices are
cleared out. The Quote ID was updated to a new
number and the status of the quote becomes
Products Pending.

1 This is the new Quote ID.

2 The new Quote Status is Products


Pending.
3 These are the products from the previous
quote.

3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Revising Quote After the Quote is Locked (1 of 3)

After the quote has been accepted and is locked, the


Partner can only revise the quote by using the
REQUEST REVISION button. 1

1 The quote status is completed and locked.

2 Click REQUEST REVISION. A request


assistance form will open in a new window.

Training Tip: Revisions that take place after the quote is locked will not
be immediately updated within the Channel Quick Quote system but will
be reflected in the Special Pricing Communication Tool.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Revising Quote After the Quote is Locked (2 of 3)

In the request assistance window,


3
complete the request assistance form
and click Submit Request.
1 Select Request Category
1
from the Request Category
drop-down menu.

2 Attach any supplemental


information (optional).

3 Click Submit Request.

Training Tip: After the request


form is submitted, a Hewlett
Packard Enterprise representative
receives the request and contacts
the Partner after the request is
resolved.
2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Revising Quote After the Quote is Locked (3 of 3)

After the Web form has been successfully submitted,


the quote status changes to Revised. And Partners
should reference the Special Pricing Communication 1
Tool for the latest information on their quote.

1 After the revision is complete, the status will


be marked as Revised to indicate changes
have been made.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Viewing the Opportunity Dashboard (After the Quote is Locked)

After submitting the quote revision request, Partners can view the quote status within the Opportunity page under the QUOTES tab. To see
any revisions, Partners must use the Special Pricing Communication Tool.

1 The Quote Status column entry will be updated to Pending or Revised within the opportunity.

1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Accept Price

After clicking GET PRICE, the Partner can review and accept
the price by clicking the ACCEPT PRICE button if they are
satisfied with the pricing. 1

1 The Quote Status field changes to Price Pending


after GET PRICE.

2 If Partners would like a new price or would like to


request a price revision, the Escalate Pricing
link should be clicked.

3 The Partner should review the Terms and


Conditions before accepting the price.

4 Partners can modify the quote and edit


configurations and products, by clicking the
REVISE PRODUCTS button. 5

5 If user is OK with the pricing, click ACCEPT 4


PRICE. Quote status will change to Quote 2
Review, Partner can accept quote from there. 3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Quote Output Tab

The QUOTE OUTPUT tab is enabled after GET PRICE.


You can download a copy of your quote from the
QUOTE OUTPUT tab in QUOTE DETAILS.
1
1 The Include Cover Sheet check box is defaulted.

2 Select a file type and click the corresponding 2


EEPORT or EMAIL button.

3 Click to attach relevant documents, and optional 2


fields provided to include additional information.

4 The user can double-click either of the Cover


Sheet or Summary Comment text boxes to edit 4
the cover sheet or summary comment content.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Eclipse Deal Creation Failure

If one or more line items in a quote fail as the result of bad


data, Eclipse will prevent the deal creation or visioning, and
an error message will display in BMI.
Let’s take the create new deal scenario as a example.

1 Click ACCEPT PRICE after pricing returns for all


products.

2 An error message will show if one or more line items fail. 1

3 No deal will be created and no Deal ID will show in the


line item grid.

3
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Requesting Quote Extension (1 of 2)

Email notifications will be sent out to Partners seven days


before the quote expiry date.
Partners need to open the quote with Quote Review status
and take actions.

1 Click REQUEST EXTENSTION.

2 The quote status changes to Processing


Price Request.
1

Training Tip: REQUEST EXTENSTION only


applies to escalated requests.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Requesting Quote Extension (2 of 2)

After the request is approved, the quote status


changes back to Quote Review with the new
expiry date. 3

3 The quote status changes back to Quote


Review. 4

4 The new expiry date returns.

Training Tip: Quote expiry date will be in


local date and time.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Accept Quote

After the Partner is comfortable with the pricing, the quote


should be accepted by clicking the ACCEPT QUOTE button. 1

1 The quote status changes to Quote Review in the Quote


Review stage.

2 Review the Terms and Conditions before accepting the


quote.

3 A warning message displays and reminds you to check


deal registration status if you have any: If you have any
Pending Hewlett Packard Enterprise Unison Deal
Registration Benefits that are not Approved, they may
be lost if you Accept Quote prior to their Approval.

4 Click ACCEPT QUOTE.

3
4 2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Accept Quote for Expired Quotes

If Partners click ACCEPT QUOTE for expired 2


quotes, an error message will appear.

1 Partner clicks ACCEPT QUOTE for an


expired quote.

2 Error message says: We are unable to


proceed as your quote has expired.
Please create a new quote.

1
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: OPG Created

After the Partner has officially accepted the quote, the


quote becomes orderable and locked.
2 1
1 The quote status changes to Orderable.

2 The Deal ID field displays the Deal ID.


3
3 The quote is complete and locked.

Training Tip: All Quote information is communicated in


Special Price Communications from this point forward.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Cancel Quote (1 of 2)

You are able to cancel any old, draft, abandoned or test quotes that you will not use
again from the Cancel Quote panel . Only the quotes that are not in the Orderable
status can be canceled. 1

1 After expanding the Cancel Quote panel, select a cancel reason from the 2
Cancel Reason drop-down menu.

2 Optionally, you can enter a cancel comment in the Cancel Comments field. 3

3 Click CANCEL QUOTE.

4 Quote is locked and status changes to Cancelled.

Training Tips:
• Once the quote is canceled, it cannot be resumed and the only
action you can do with the quote is to clone it.
• Deals associated with canceled quotes will be canceled
automatically.
• The Cancel Reason drop-down menu, Cancel Comments
field and Cancel Quote button will not show for quotes in the
Quote Rejected status.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Channel Quick Quote: Cancel Quote (2 of 2)

By default, the canceled quotes are hidden in the


Salesforce QUOTES section; however, you can
click SHOW ALL to view all quotes including
canceled ones, which you can identify from the 1
STATUS column.

1 Click the SHOW ALL button to view


the canceled quotes.

2 Cancelled quote shows in the quote list.

3 To hide a canceled quote, the user


should select the check box before it
and click HIDE.
3

2
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Quote Status Notification

Partners will receive email notifications when the


quote status changes from Processing Price 1
Request to Quote Review and when the quote
transitions to Orderable.

1 An email notification is sent when quote status


changes from Processing Price Request to
Quote Review.

2 An email notification is sent when the quote


status changes to Orderable. 2

Training Tips:
• Both the sender of quote notifications and the
sender of special pricing tool notifications will
be changed to:
NoReply.HPEIntegratedQuoting@hpe.com.
• Partners need to add this e-mail address to
their address book to ensure e-mails do not
get filtered into spam folders.
User Support Overview
Overview:
There are now four types of user assistance options available to help Partners as they
create quotes and navigate throughout the new quoting environment.

General User Support Quoting User Support


1. General Assistance 2. Quote Assistance
3. Pricing Assistance
4. Quote Revision Assistance
(Note: This has been covered in
the Quote Revision section.)
Requesting User Support Availability

Users may request assistance at any point during the Channel Quick Quote Process.

Overall Channel Quick Quote E2E


Experience

Create Deal Reg Build AcceptPrice Generate


Generate Accept
Accept OPG
Login Accept Price Accept Price Build Get
GetPrice
Price Accept Quote
Oppy (Optional) Price Quote
Quote Quote Created

• Login to • Create • Register • Add • High • Review • Quote is • Review • Receive


the opportunity for products visibility to pricing generated quote quote
Partner in programs or configs list price for preview document
Ready Salesforce (optional) to quote and • Confirm • Accept
Portal program pricing quote • Provide
• Manage • Complete incentives quote to
opportunity and/or Distributor
import for
configs purchase
Assistance Hierarchy for Resellers and Distributors

Users may request assistance at any point during the Channel Quick Quote Process. Resellers and Distributors should
follow the hierarchy described below when requesting assistance.

Resellers Support Options Distributors Support Options

1. Seek self-help resources 1. Seek self-help resources

2. Contact Distributor 2. Contact Hewlett Packard


Enterprise Sales Business
Manager
3. Contact Hewlett Packard
Enterprise Sales
Representatives

4. Contact Global Support


Solutions Team
1. General Assistance Overview
Overview:
• For general system and user assistance, the Partner will use Request Assistance
form in a window that is launched from the Partner Ready Portal.

• If operating in Salesforce, the Partner will need to go back to the overall Partner
Ready Portal to access this support option.

Benefit of using Unison Quoting


• General system or Portal assistance

• Tool and browser assistance

EMEA

Training Tip: General Assistance is located outside • Secure (after log in) EMEA Form
of the Channel Quick Quote System.
• Public (before log in) EMEA Form
Requesting General Assistance

From the Partner Ready Portal window, navigate to and fill


out the related assistance form.
1
1 Click GET SUPPORT.

2 Select options for your ticket.

3 Click Submit a support case.

Training Tip: General Assistance is located


outside of the Channel Quick Quote System.

3
Completing the General Assistance Support Request

Select Integrated Quote from the support category. Complete all fields in the
assistance Web form and click SUBMIT.
1 Select Quoting Tools as the reason.

2 Select a scenario from the drop-down menu.

3 Include details in the Subject and Description fields.

4 Click SUBMIT..
1
2
2

Training Tips:
• The portal page should remain open while users are working in 3
Salesforce and Channel Quick Quote.
• User selects BMI from the support category and the appropriate
Reason.
• Some webform information will be prepopulated if you are already
logged into the Partner Ready Portal.

4
Submitting the General Assistance Support Request

After the Partner has successfully submitted this Web form, the
Partner will receive an automatically generated message
containing a ticket number to track the request. A Partner can
also attach documents, if necessary.

1 The Unique Ticket# is generated.

Training Tip: Partners will receive a Case Closed notification once


their support request has been resolved. You can take the time to
provide feedback on your experience with the support you get from
Hewlett Packard Enterprise.
2. Quote Assistance Overview
Overview:
Quote assistance is used when the Partner needs any quote- or configuration-related
assistance. If Partners need general tool support, they must use the General Assistance
option in the Partner Ready Portal (*see assistance type #1).

• Benefit
When ofhas
a Partner using Unison
a question relatedQuoting
to their
quote.

• When a Partner has a question or needs Hewlett


Packard Enterprise assistance with a configuration.

• When the system instructs the user to use Request


Quote Assistance.

• When a Product Fallout has occurred.


Requesting Quote Assistance

Click the REQUEST QUOTE ASSISTANCE link at any 1


point during Quoting to access the Quote Assistance form.

1 Click REQUEST QUOTE ASSISTANCE.

2 Complete the Assistance form that appears.

Training Tip: The Quote Assistance and Quote


Revision Assistance forms are the same form. Users
will select different Request Types within the form.
Completing the Quote Assistance Request Form

Select Quote Assistance or Product Fallout from


the Request Category drop-down menu. Complete 2
the form and attach any related files and click
Submit Request.

1 Select Quote Assistance, Product Fallout, or 1


HP Configuration Support.

2 Click Submit Request.

Training Tips:
• Product fallout occurs when a product
cannot be added to quote. Users should
attach their upload file and a screenshot of
the error for product fallout assistance.
• The quote is not locked. Quote Status
does not change.
Generate
Login Create Oppty Deal Reg Build Quote Pricing Accept Quote OPG Created
Quote

Receiving Quote Assistance (Before the Quote is Locked)

After the quote assistance request has been successfully submitted, the following actions will occur:

Hewlett Packard Enterprise will receive an email with the request and all form information.

Once the request has been processed, the Partner will be notified.

The quote status will not change until the request has been addressed (status will remain Pending
until the issue is resolved).
3. Pricing Escalation Overview
Overview:
• Pricing escalation is available before Accept Price after the Partner clicks Get Price.

• Note: Partners are now initially offered the best possible market relevant price and
should not need to escalate pricing, which requires justification and increases TAT for
pricing response.

• ToBenefit of using Unison


validate pricing/self-service Quoting
pricing errors.

• When the system instructs the user to seek


pricing assistance.

• When pricing cannot be provided by the system.

• When the Partner chooses to escalate price for


a valid business reason.
Completing Pricing Escalation Requests

Complete all fields within the form including RBP and


click SUBMIT.

1 Complete required fields in the


auto-appearing pricing escalation form.

2 Select Reseller REQT TYPE and fill in a Reseller


REQT DISC value for each ad hoc/standalone part
1
and for at least one row of a configuration. RBP can
also be setup at quote level from Auto Allocation
section

3 Click SUBMIT. Quote status will change to


Process Pricing Request.
2

3
Resolving Escalate Pricing Requests

After the Escalate Pricing Request is successfully


processed, the Partner will receive an email notification.
At this point, the Partner should log back into their quote 1
to accept the quote to make it orderable.

1 When the Partner logs into the quote after the pricing
escalation has been addressed, Quote status
changes to Quote Review. The approved discount is
displayed and the quote is ready to be accepted.

Training Tips:
• The price escalation request might not be granted. If the
Price escalation request is not granted, no additional pricing
discounts will be included in the price offered.
• If the price escalation request is honored, the approved
discount amount value could differ from the original request.
Training Course Agenda
Channel Quick Quote Training topics will include:

1 The Benefits of Channel Quick Quote 10 min

2 Channel Quick Quote Overview 5 min

3 Process Overview 147 min

4 Support Overview 20 min Total: 3 hr. 22 min

5 Special Pricing Communications Tool 10 min

6 Reporting 10 min
Channel Quick Quote: Special Pricing Communications Tool

The Special Pricing Communications Tool is a vehicle


through which Resellers and Distributors can obtain
important quote specific communications and information
after a quote has been created and accepted.

1
1 Enter Login ID, Password and click Login.
Special Pricing Communications Tool: Landing Page Search

The Search deals page will show by default


after login.

1
1 Enter your search criteria.

2 Click Submit.

2
Special Pricing Communications Tool: Deal Search

Click a deal number for specific details on each


deal.
1 Click to modify search criteria.

2 Sort by columns.
1
3 Click the Deal Number to view individual
deals.
4 Select the lines to e-mail or export, and
click E-mail or Export.

3 2

4
Special Pricing Communications Tool: Downloading Search
Results
Download and export search results.

1 Select the lines to E-mail or Export, and


click E-mail or Export.

2 Click Submit.

2
Special Pricing Communications Tool: Deal Details

Click a deal number for specific details on each deal.


You may e-mail or export deal(s) or modify the
search criteria.

1 These are the options to download a list of


Partners or view the list of Partners.

1
Special Pricing Communications Tool: Managing Deals (1 of 2)

Partners can change deal version, pricing structure, and pricing


period.
1
1 Select deal version and click Change version.

2 Select new currency to convert to and click Translate.

3 Select pricing period and click Change date.


2

3
Special Pricing Communications Tool: Managing Deals (2 of 2)

Currency Conversion on Global Deals is described


below.

1 Select new currency to convert to and click


Translate. 1

2 This is the regional Remaining qty.

2
Special Pricing Communications Tool: User Support

For user support, click Contact Hewlett Packard 1


Enterprise Company or call your local support
number.

1 Click Contact Hewlett Packard Enterprise


Company.
Training Course Agenda
Channel Quick Quote Training topics will include:

1 The Benefits of Channel Quick Quote 10 min

2 Channel Quick Quote Overview 5 min

3 Process Overview 147 min

4 Support Overview 20 min Total: 3 hr. 22 min

5 Special Pricing Communications Tool 10 min

6 Reporting 10 min
Partner Ready Platform Salesforce Channel Quick Quote
Reports (1 of 3)
The Salesforce Channel Quick Quote reports can be pulled by following these
steps:
1 Log on to Partner Ready Portal with your credentials:
User ID and Password and click Submit.

2 Under My Workspace, click Register Deals.

3 Click the GO tab.


1

3
Partner Ready Platform Salesforce Channel Quick Quote
Reports (2 of 3)
The Salesforce Channel Quick Quote reports can be pulled by
following these steps:
4 Click Reports.
4
5 Select the folder PR - DR Partner Deal Reg Reports.

5
6 Select the desired report to run.

7 Once selected, click Run Report to view all available 6


fields or select Export Details to export the report into an
Excel Spreadsheet. 7
Partner Ready Platform Salesforce Channel Quick Quote
Reports (3 of 3)
The Salesforce Channel Quick Quote reports can be pulled by
following these steps:
7
7 Ensure Export File Encoding = Unicode and Export
File Format = Excel Format.xls and click the Export
button.
8 Click Open for the file to open in a spreadsheet. 8

9 Click Yes on the pop-up alert from Excel to open


the file.

10 Save the report with desired name. 9


Course Summary
You should now be able to…

Describe Channel Quick Quote and how it will benefit


Hewlett Packard Enterprise Partners.

Navigate through the Channel Quick Quote system.

Describe the assistance types available to Partners and


how to resolve the assistance requests.

Explain the basics of the Special Pricing Communication


Tool.

Describe how to leverage the reporting functions.


Congratulations!
You have completed the Channel Quick Quote (Resellers) training course!

Don’t forget all the resources available to you:

Quick Reference
Web-Based Training Guides and Job
Aids