Bundling your products into a commercial offer

Speed up the quoting process and make sure your sales reps sell the right products together by creating bundles they can use in quotes. As an admin, you create the bundles your sales reps choose from. As you will see, creating bundles is about as easy as packing a lunch.

Commercial Offers Basics

A bundle is really just a group of products that we know should be sold together. A bundle in Opencell is referred to as a “Commercial Offer”. For example, you might want to sell a power supply subscription, a gas supply subscription and an internet access subscription. Those are all just products, the magic happens when the Catalog Manager knows they’re supposed to be sold as a set when they are part of a Commercial Offer.

Creating a commercial offer

Ryan, My Demo Company catalog administrator would like to create a Commercial Offer to the SME client segment bundling the User training and the Licence for SMB products.

From Catalog Manager’s Main Menu, select Commercial Offers
Click on the Add New icon
Enter Code: OF0010
Enter Name: SMB My Demo Package 10
Enter Valid From: 01/01/2021 and Valid To: 31/12/2021
Save

If you have defined “Offer Categories” in the Administration Portal, you may select a value from the Category’s picklist.

You may limit the sales of your Commercial Offers to some Channels or Sellers. The list of your available Channels or Sellers are to be configured through the Administration portal.

Now that you have created your commercial offer SMB My Demo Package 10, you may start bundling your products and define various parameters.

Commercial offer parameters

Media

Commercial Offers can have their Medias. To add Media to a Commercial Offer, go to the MEDIA tab and PICK from the available Media library.

Subscription Term

When it comes to defining a subscription term, you may first define an Initial Term that your customer subscribes to and the Renewal Conditions after the end of the Initial Term.

Initial Term

The Initial Term Type can be either Recurring or Fixed.

When the Recurring option is selected, the purpose is to define a term Subscription period and a term unit Initially active for unit. For example, if your subscription runs for 12 months:

In the INITIAL TERM tab, set:

-Subscription period: 12

-Initially active for unit: MONTH

As for the Fixed option, it means that Initial Term has a custom subscription end date that can be defined either in the Quote, the Order or the Subscription.

Renewal Conditions

Subscription renewal conditions are controlled in the RENEWAL CONDITIONS tab. You may decide to end or renew the subscription by the end of the subscription’s Initial Term, this option is controlled by the Renew after initial term toggle.

In case of renewal, you should define the renewal terms like you did for the Initial Term, with the difference that only the Recurring option is possible. Opencell gives you also the option to set a notification to send to your client to inform him of the renewal of the subscription. You may define the number of days before the end date of the initial term for sending the notification in the field Notify before renewal (days).

In case of no renewal, you may define the action to perform on your subscription in the field Action if no subscription renewal, it can be either to SUSPEND or TERMINATE. In case of termination, Termination reason should be defined.

Engagement

The commitment of the client to the agreement is defined by “Engagement”.

There are 3 options:

No engagement
Engagement only for the initial term and no engagement in case of renewal
Engagement for both initial term and renewal term in case of renewal

For option 1: Set the toggles End engagement after initial term in INITIAL TERM tab and Extend end agreement date to subscription end date in RENEWAL CONDITIONS tab to FALSE

For option 2: Set the toggle End engagement after initial term in INITIAL TERM tab to TRUE and Extend end agreement date to subscription end date in RENEWAL CONDITIONS to FALSE

For option 3: Set the toggles End engagement after initial term in INITIAL TERM tab and Extend end agreement date to subscription end date in RENEWAL CONDITIONS tab to TRUE

Adding products to your offer

Let’s add the the User training and the Licence for SMB products to the SMB My Demo Package Offer.

In the PRODUCTS tab, click on PICK
Select from the picklist the product: User Training 10
Click on PICK again
Select from the picklist the product: Licence for SMB 20
Save

Now that you added the Products to your Offer, you may define the Products Parameters specific to this offer.

You can define the following parameters:

Default quantity: In the Quote, it is the quantity that would be defined by default to this product in this offer.

Minimal quantity: In the Quote, it is the minimal quantity that sales rep can select for this product. If you define a minimal quantity with no default quantity, the quantity by default for this product in the quote will be the minimal quantity.

Maximal quantity: In the Quote, it is the maximal quantity that sales rep can select for this product

Sequence: Imagine that you have 10 products in your offer, you may want to define the order in which they appear. You can do that by defining a sequence for each product

Mandatory: if selected, the product is preselected in the quote and deselecting it is disabled, else the product is optional and should be manually selected within the offer. If no default or minimal quantity is defined, the quantity that appears by default for this product in the quote is 1.

The minimal quantity for the User Training Product is 5 days and the recommanded is 10 days (Default quantity) and it is an optional product. As for the Licence for SMB, it is a mandatory product. Set the parameters for these products in the SMB My Demo Package Offer.

Commercial Rules

Like most of us, you have probably had the experience of buying a toy for your child on his birthday, only to realize that he cannot play with it right away as no batteries were included in the box, which you obvisously did not expect… It is all turning out into a huge disappointment!

Unfortunately, this sort of thing can also happen when businesses buy from other businesses. Sales reps are only human, and they sometimes forget to include necessary products when they are raising a quote. Worse yet, they might include products that are incompatible with one another. Erroneous quotes turn into erroneous orders. Not only is this frustrating for the customer, it costs everyone time and energy to make it right.

The Catalog Manager and its Commercial Rules are designed to help sales reps get the right products on the quote the first time around especially when navigating complex combinations of products and services. As an Admin, putting a small amount of effort into creating Commercial Rules can save huge amounts of time and money for your business, while keeping your customers happy.

Commercial Rules relate to Products or Product Attribute and they can be limited to certain offers because you may apply different rules for a Product when it is part of Offer A and Offer B.

Configuring Commercial Rules can be accessed through an Offer, a Product or an Attribute. Depending on the access path, some information are prefilled.

Commercial Rules are not yet exposed in the quoting process. This will is roadmapped.

Offer Activation

When you first create your offer, it is created with in a DRAFT status. Your offer can be selected in a quote only when it iactivated. An activated offer has a PUBLISHED status.

Although you can select DRAFT products in your Offer, you cannot activate it unless all of its Products are activated.

Make sure to add the related Discounts to your Offer before activation.

Once the Offer is activated, no changes can be done.

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