Fortinet CRM Workflow Process
- Customers are quoted from relevant Fortinet End User pricelist on CRM and quotes are mailed to customer. Cc the relevant sales account manager.
- Take care in quoting the right customer (i.e., Check if the customer is a reseller and choose the correct customer account)
- Check on the Fortinet partner Portal which pricing to give to the partner (i.e. Advocate, Select, Advanced, Expert pricing.) https://partnerportal.fortinet.com/English/EMEADistributor/home.aspx
Click on VIEW POS, Resellers, type in the reseller and click on search
- Timing is very important. Do the quote fast and make sure that the quote is done correctly. The turnaround time is 1 hour max!
1. Login to CRM
2. Create a new Opportunity
Click on the green plus sign in the right-hand corner and select New Opportunity
3. Complete Opportunity details
- Add the Company, Person, Description and relevant Territory.
- VERY IMPORTANT: For the Description add the following
- N_FORTI_40F FW1yrUTP_PietPompies (N – refers to NEW / then the Brand / then product / then End User name)
- This is important for the BM’s view on their Dashboard
- AGAIN IMPORTANT: When completing the DETAIL box – copy the DESCRIPTION details into the DETAIL BOX too – this again is for the BM’s view
- This information should be preloaded. Click save
- All fields with an asterisk * must be completed before saving.
4. Create a new quote
- Click on Quotes and then on New to start a fresh quote and complete relevant details
- All fields with asterisk * must be completed before saving.
- Select CS Fortinet for Cyber Security or NW Fortinet for Networking as the brand depending on what you are quoting
- Select the end user. Pls refrain from selecting TBC – rather pls load the End User via Create a Code Team, this takes 5 minutes. if time is of essence, select TBC – however it needs to be updated to reflect for forecasting purposes (this is actually the salespersons’ role to ensure the details are loaded)
- Set ROE to 1 for USD customer and current ROE + 20c for ZAR (i.e., 17.30 + 0.20c)
- Select the End User Country
- Choose what type of quote you are creating (i.e., Runrate, Project, Tender)
- Select CJB as the location – Fortinet stock are kept at the Centurion Branch
- Save with Next
- You will now see all the details that you have entered.
5. Adding STANDARD New Line Items/SKUs to quote
- Click on the new line item in the right-hand corner
- The following screen will appear where you will be able to select an item to be added to the quote
- All Fortinet codes start with the number 11.
- Select the product by typing in the SKU or the product name.
- You can copy the SKU form the Forti PL, remove all “dashes” & change DD to the term, either 12/24/36
- Once you select the product, list price will be retrieved from Accpac from a preloaded SKU module. The $ price will be calculated based on the ROE that was filled in on the Quote Header. (Please ignore the R sign on this screen, they will not appear on your quote template)
- Click on the exclude system Margin to exclude the preloaded partner discount and add your own on Discount % on top of the Client discount.
- Add the quantity that you are quoting and click Save or Save & New when you are quoting more items
6. Adding MANUAL New Line Items/SKUs to quote
- When quoting on a priceless SKU, use the same method as above and complete the USD Custom List Price field with your own price.
- After saving the line item the following screen will be presented with the Quote Header at the top and the line items at the bottom.
- Click on the “Calculate Quote” button when all the line items are added. This action will apply the partner discount and any additional discount (if added) to each line item. Order Cost and GP will also be auto-calculated.
- When all items are added to the quote, click Accept to complete the workflow on the quote.
- VERY IMPORTANT: Click Manual Quote Update values to enter your quote total vendor cost if it is not auto-calculated.
7. Print/Save Quote or Proforma
- You can print your documents by clicking on the “Print Quote” and Print Proforma buttons
- Click on Print quote for a quote
- Click under the file on the quote highlighted in green
- Click on View Attachment
- You will see your quote and be able to save it
- Print/save a Proforma in case the customer is COD and first needs to pay
- Click on Print Proforma
- Click under the file on the Proforma highlighted in green
- Click on View Attachment
- You will see the Proforma Invoice and be able to save it
8. Sales Process
- Sales will follow the sales workflow from here by validating, qualifying, and forecasting the deal. It is important to note that the workflow is now on the quote screen and no longer on the summary screen.
- Click on the green Accept at the bottom right
- Accept 5% (Please ensure you add a tracking note, will not save without one)
- Identified 10% (Please ensure you add a tracking note, will not save without one)
- The relevant Sales Account Manager is responsible for validating, qualifying and forecasting the rest of the quote
9. Sync Quote as order to Accpac
- Once the client accepts the quote the “Sync Quote to ERP300” workflow step can be actioned.
- This will add the quote to the Sync queue ready to be processed.
- Use your Initials and quote number to create the Sales Order number
- Type in the customer’s PO number
- Once the sync process executes, the quote will be updated with the relevant information from Accpac
- At this point, the Quote is successfully synced from CRM into Accpac as an Order
- When your order is Invoiced in Accpac, CRM will fetch the Invoice number and then CLOSE the opportunity.
DONE!