Vendor Selection Checklist - For Sales and Product Configurators

1. Vendor Selection Checklist
For Sales and Product Configurators
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2. Executive Summary K Global presence – Look for an established global
vendor that is well-capitalized.
Choosing the correct sales and product configurator can
be a daunting task. Complex products, services, and K Vertical domain expertise – The configurator vendor
processes can contain hundreds of thousands of that you choose should have expertise in your industry.
possibilities. To be effective, the sales and product Ask about best-practice templates so you can glean
configurator solution needs to: from the experiences of others in your industry.
K Horizontal expertise – Some smaller best-of-breed
• Simplify and streamline the front-office processes
providers only have expertise in the front office. Make
• Empower the knowledge worker and channel partners sure to choose a configurator provider that has
• Be flexible enough to model your products and expertise in both the front office and back office.
processes K Analyst recommendations – Seek the advice of analyst
• Enable your customers by being “easy to buy from” firms such as AMR Research, Gartner Group, Forrester
and others, yet do not rely on a single analyst
The decision to buy a sales and product configurator recommendation to make the decision. Ultimately
should be examined from the following perspectives: customer references matter most in your specific
industry.
Configurator Company Viability
Implementation Methodology
The configurator market is divided into two main groups:
large vendors (such as SAP or Oracle) and smaller best-of- Software implementation alone does not guarantee
breed companies. After numerous acquisitions, the larger business results. Ensure that the vendor can help you
vendors will often have a dizzying array of configuration, through the following critical stages of deployment:
quoting, and workflow management tools. These
technologies may or may not integrate with the parent K Transformation planning – Define a cohesive quote-
company’s tools. to-order strategy and ensure organizational alignment
required to streamline processes and sales tools across
Best-of-breed vendors have the advantage of being able the enterprise, and create a roadmap to
to go deep into process areas and excel at providing implementation.
solutions to them. In summary, the sales and product
K Transition planning – Establish a comprehensive
configurator provider should have the following
project plan that delivers a predictible return on
characteristics:
investment and mitigates risk prior to implementation.
K Implementation – Templated services offerings that are
tailored to your specific project needs ranging from
training and support and resource augmentation to
turnkey project delivery.
Project Management
Phase Planning Definition Analysis Design Develop Test Implementation Close
Deliverables Project Plan Requirements Functional Detailed Installation Final User
Specification Design Code, Conversion
Specification Configured Verification Documents
Specification Scripts
System and
Model
Library
System Design Support System Test Final Support
Training Conversion Training Configuration
Specification Results
Class Document System Test Classes Documents
Plan
Conversion Final Test Post Project
Training Plan Specification Results Review
Minutes
Customer
Acceptance
Test Plan
Figure 1: Sales and Product Configurator Implementation Methodology

3. Technology Choices K Multiple mode deployment – The sales and product
configurator should be able to deploy the same
Never before have there been so many technology and configuration model in multiple modes at the same
deployment options. The technology choice needs to time (web, mobile, hosted, on-premise, or SaaS).
support the future strategic direction of your company and
needs to be flexible to easily adjust to changes. K Flexible modeling environment with hybrid rules
engine – This will handle the most complex ETO
The application features and application architecture will products and processes without requiring expert
determine how easy the sales and product configurator is programmers.
to use and especially how easy the changes are to make.
K Support for nested configuration constraints –
Some vendors have an inflexible, “get it all right the first
Companies that deliver engineer-to-order solutions or
time and forever” architecture. If the business model
systems require the ability to define constraints of
changes, programmers will need to spend significant time
subassemblies as part of a broader project. Check to
rebuilding the model.
make sure this has been delivered as part of an actual
In reality, there is no “one and done” approach to customer implementation.
implementing a sales and product configurator. Your K Pre-emptive compatibility rules that prevent the user
business model will change, and you need to have an from making an invalid selection. A robust constraint
architecture that will “flex” and be agile enough to keep engine can represent thousands of business rules with
up with your changing business model requirements. a minimal number of constraints.
Below are items that should be considered in the
technology. K Knowledge gaps – The modeling environment should
automatically highlight missing and incorrect rules.
K Easy integration with CRM/ERP – The technology
should provide out-of-the-box integration with your K Dynamic data and process integration with existing
CRM, ERP, CAD and other systems. Look for systems, databases, and web services as configuration
technologies such as XML and Web Services expertise. models execute.
K Easy integration with line-of-business applications – K Graphical view of knowledge (figure 2) that allows an
The technology should have easy integration with the inexperienced user to easily make changes and
user’s applications. For Microsoft users, this includes visualize the missing knowledge!
MOSS (Microsoft Office SharePoint Server) and
Microsoft Office. Training will be minimal, and user
adoption rates will be high.
Figure 2: A graphical view of knowledge allows an inexperienced user to easily make changes and to visualize the missing knowledge!

4. Conclusion About Cincom
In summary, a sales and product configurator is a powerful Cincom and its partners deliver and support innovative
enabling technology to achieve competitive advantage. software and services to simplify complex business
Careful consideration of the following criteria will help you processes. Cincom Quote-to-Order Solutions simplify
avoid unnecessary risk and ensure that you position your complex selling by delivering critical product, pricing, and
project for success. process knowledge to the point of sale. For 40 years,
Cincom has empowered thousands of clients worldwide to
• Vendor viability transform their businesses and outperform the
• Implementation experience and methodology competition by providing ways to increase revenue,
control cost, minimize risk, and achieve rapid ROI.
• Technology
For a free, 12-question assessment of your quote-to-order Cincom serves clients on six continents including
infrastructure, go to www.cincom.com/fobo. American Power Conversion, Air Products, BMW, Boeing,
Cooper Power, Ericsson, Rolls-Royce, Rockwell
Automation, Siemens, and Trane. For more information
about Cincom’s products and services, contact Cincom at
1-800-2CINCOM (USA only), send an e-mail to
info@cincom.com, or visit the company's website at
www.cincomacquire.com.
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FORM CMUS0901035 12/08
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