20Quotes

This chapter contains the following:

Create quotes and orders from an opportunity as part of a deal or directly from an account using the automated opportunity-to-quote-to-order process. The quotes and orders feature lets you:

  • Create professional proposal documents.

  • Share quotes and collaborate with customers to close deals.

  • View quote summary information and drill down into quotes to view details.

  • Create product configurations in the integrated quoting application.

  • Perform automated pricing calculations.

  • Specify pricing and discounts.

  • Streamline approval processes.

Create Quotes

While working on an opportunity or account, you can create, update, duplicate, and version quotes. You can add and remove products and change pricing. When you're satisfied with a quote, you can save it and then mark that quote as active. When you create, edit, or version a quote, you navigate to the integrated quoting application, Oracle Configure, Price and Quote (Oracle CPQ). The application carries the opportunity ID and account ID into Oracle CPQ, and when you save the quote, Oracle CPQ creates the new quote. When you return to the sales application, the newly created quote displays there, associated with the opportunity or account it relates to.

Access Quotes

In the Sales work area, you access quotes by:

  • Searching for quotes using the global search.

  • Navigating to the Quotes and Orders landing page within the Sales work area. (Note: The Quotes and Orders page displays only opportunity-related quotes.)

  • Viewing and updating quotes from within an opportunity or an account.

For the quotes you have access to, the details include quote number, quote amount, status, and proposal document.

You can find quotes on these UIs in CX Sales:

  • In an opportunity, on the Quotes and Orders tab that displays only opportunity-based quotes.

  • In an account, on the Quotes and Orders tab that displays only account-based quotes.

  • At the top level on the Quotes and Orders page, that displays only opportunity-based quotes.

Synchronized Opportunity Products and Status

The application automatically synchronizes opportunity products and associated revenue in the quote lines. Marking a quote as active enables the automatic synchronization of the quote lines with the opportunity revenue lines that were the source of that quote.

Create quotes from an opportunity as part of a deal or directly from an account. From the Quotes and Orders landing page, get summary information like opportunity, account, and amount.

Get quick access to the quotes you need using the global search. For example, search on number, order total, status, and so on. Or, create your own personal lists. Let's say you want to list all quotes where an order has been submitted or quotes with amounts greater than $1 million. You simply enter the criteria in the search, and then save the search to access over and over.

From the landing page, drill into quote details. Modify quotes in real-time in the quoting application, Oracle CPQ. For example, in your servers quote, update the quantity, and the application immediately updates the relevant sales figures. In the quoting application, update the opportunity to sync your changes back to the sales application and then return to the sales application for further work.

To see your quotes in opportunities, from the Opportunities landing page, click on an opportunity and then click the Quotes and Orders tab. From here, create new quotes and new versions, edit quotes, or duplicate quotes.

You can create, view, and share quote information from the opportunities UI through integration with Oracle CPQ.

With opportunity quotes, you can:

  • Create professional proposal documents that include current product and pricing information within an existing opportunity.

  • Create multiple quotes and orders for an opportunity, including multiple versions for the same quote.

    Note: Only one quote can be active for an opportunity.

When you create or update a quote or sales order in the Oracle CPQ quoting application, the associated opportunity, if active, must be updated in your sales application with the same changes. Updates include additions, deletions, and updates to product (revenue) lines on the opportunity.

Other updates, such as issuing the quote to a customer and submitting it as a sales order, are performed only within Oracle CPQ.

Create a Quote from an Opportunity

When you create a quote from an opportunity in your sales application, Oracle CPQ automatically starts. The opportunity ID and account ID are copied to Oracle CPQ, and when you save the quote, Oracle CPQ creates the new quote. When you return to the sales application, the newly created quote is available for you and is associated with the opportunity or account it relates to.

Here's how to create a quote from an opportunity:

  1. From the springboard or Navigator, click Sales > Quotes and Orders.

  2. From the Quotes and Orders landing page, edit an opportunity.

  3. From the Edit Opportunity page, click the Quotes and Orders tab.

  4. Click Create Quote, and the application automatically signs you in to Oracle CPQ.

  5. In Oracle CPQ, start creating the quote by clicking Add Line Item.

  6. Enter the remaining quote information.

    See the online help for Oracle CPQ for information about adding line items to your quote.

  7. When done, click the Update Opportunity tab to synchronize your changes back to your sales application.

    Note: You can create an order only from a Quote and not from an opportunity or account.
  8. Return to your sales application.

Update Opportunity Products and Status

You can automatically synchronize opportunity products and associated revenue with quote lines. If you're satisfied with a quote, save it, and then mark that quote as active. Setting a quote as active enables the synchronization of the quote line items with the opportunity revenue lines.

Here's how to update a quote from an opportunity:

  1. From the springboard or Navigator, click Sales > Quotes and Orders.

  2. From the Quotes and Orders List page, select an opportunity.

  3. From the Edit Opportunity page, click the Quotes and Orders tab.

  4. Locate the quote you want and click Edit from the Actions menu. You're signed in to Oracle CPQ.

  5. In Oracle CPQ, update the quote.

  6. Click the Update Opportunity tab to synchronize your changes back to your sales application.

  7. Return to your sales application.

For more information about using Oracle CPQ, see the Oracle CPQ online help.

While working on an account, you can create, update, duplicate, and version associated quotes to reflect the product and pricing configuration.

Here's how to create a quote from an account:

  1. From the springboard or Navigator, click Sales > Accounts > Quotes and Orders.

  2. From the Quotes and Orders landing page, select an account.

  3. In the Edit Accounts page, click the Quotes and Orders tab.

  4. Click Create Quote, and the application automatically signs you into Oracle CPQ.

  5. Click Add Line Item and start creating the quote

  6. Enter the remaining quote information.

  7. When done, click the Update Account tab to synchronize the changes.

    Note: You can create an order only from a quote and not from an opportunity or account.
  8. Return to your sales application.

For more information about using Oracle CPQ, see the Oracle CPQ online help.

You can set an inactive quote to active without navigating to Oracle CPQ. Here's how:

  1. In your sales application, edit an opportunity or an account.

  2. Go to the Quotes and Orders tab.

  3. In the Active column, click the tick icon against the quote you want to make active. It changes to a green tick, indicating that your quote is active.

    • Immediately, the sales application runs a revenue reconciliation process that reconciles your revenue lines from Oracle CPQ quote lines. The scope of the reconciliation process is based on the reconcile option (Root or Part) that your administrator has set.

    • Your opportunity is locked until the revenue reconciliation process ends. This means you can't make any changes to the opportunity during this time. Once the process ends, the opportunity lock is released.

  4. Click the quote name to see your new revenue lines and price type.

    Note: If the process is interrupted, your quote is set to its previous state. Click Active again after some time to restart the reconciliation.

Active and Inactive Quotes

If an opportunity has a single quote, that quote is considered active and you can't inactivate it.

If an opportunity has multiple quotes, only one of the quotes can be active at a time. So, when you make a quote active, the previously active quote becomes inactive. However, the information related to inactivated quote -- such as credit split, revenue schedules, and custom attribute information -- remains as is. When you set this inactive quote to active again, all of its information comes back.

Search Quotes and Quote Lines in Workspace

You can search quote header information and quote line item details in Workspace. Search for specific products and view the quotes that contain the specific products. You can also select a quote and view the quote details in Oracle CPQ.

Note: This search applies only to quotes created from opportunities.

Quotes created from opportunities can have multiple quote line items. When you create quotes from opportunities, you store line item details, such as product name, quantity, price, and discount percentage.

The Open Quotes and Orders summary box on the Account Overview page shows the number of all active quotes that are open or in-progress, associated with opportunities. If there are multiple versions of the same quote, then the last version of the quote that the application synchronized is calculated as an open quote.