Basic System Setup

Regions

Concepts

You have perhaps already divided your customer territory into different regions and have different people managing different regions. If so, please provide us with your Region hierarchy in an excel spreadsheet. Please keep the following concepts in mind:

  • Regions can consist of multiple leaf level regions. There can be multiple super level regions e.g Northern California => NA West => NA => Worldwide. Note that Accounts (Customers) by definition belong to leaf level regions, while Users can belong either to lead level regions, or to super regions to control data visibility.
  • You can specify a Region Mapping that maps Country, State, Zip Code range to a particular region. You can also associate the Regional Manager, Rep Firm and Distributor to a particular Region in the Region Mapping. If you have such a region mapping already in place, please provide us the mapping details in an excel spreadsheet. Occasionally customers will have split regions (such as Northern California and Southern California). Please let us know the details if you have this situation.

 

How to setup Region Mapping in NEHANET?

To setup Region Mapping you need to have Administrator privileges. Please follow the steps below:

  1. Go to Admin -> System Configuration -> Region Mapping
  2. Once you edit the Region Mapping section, you will see all these headers.
    Country, State, City, Start Zip Code, End Zip Code, Region, Rep Firm, Disti Firm, Account Manager
  3. Fill in the data as needed and save it.
  4. Then while creating Accounts in Accounts module, the data which are already saved will be auto-picked.

 

Note:

Keep in mind that Country, State, Citry, Start Zipcode and End Zipcode is the unique key. So if you export the current Region mapping and enter a new row or modify one of the above fields for the current row, it will create a new record in the Region Mapping table.

While defining your regions, keep in mind that security and access control is often defined by a combination of regions and roles. For example, Reps and RSMs are typically region based, whereas Marketing Managers may be Business Unit or Product Family based etc.

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Roles

Concepts

Roles are used to control who sees what, both for application/module visibility and data accessibility. Roles define a given users privileges in the system. For example, a user in Sales Rep role may not have Export or Delete privileges. Please define your Role Hierarchy in Excel while keeping the following concepts in mind:

  • Each user in NEHANET will be assigned a Role in the system in the Users module.
  • Roles can be hierarchical with a parent-child relationship. Child roles DO NOT inherit permissions from their Parent role, allowing for greater flexibility in the role definition process.

Scoping Rules/Account Teams

  • Roles are associated with a Scoping Rule — such as Scope By Region. The scoping rule controls the data access for all users in that role. For example,Users in a Role scoped by Region will see all Accounts (and related Opportunities/Forecasts/Quotes/Samples, etc in their region, and therefore see all opportunities, forecasts, samples etc for the accounts in their region.
  • Account Teams: In addition to seeing Accounts in your Region, you can give selective access to Accounts in other Regions by making users Teams members to the Account. It requires Admin privilege to assign Team Members to Accounts. Once Team Members are added to an Account, the list of Team Members for that Account is visible in the corresponding Account details page. Once an Account is visible to a user, the corresponding Opportunities, Forecast, Quotes, Samples, etc. are visible to the user. This feature is useful for sharing Global Accounts with your Regional users without needing to assign multiple Regions to the Regional users.

Users in Admin/SysAdmin role will see all Accounts and related Opportunities, Quotes, Samples, etc. There is no need to set User Region Mapping for users in Admin/SysAdmin role.

Users in Rep role will only see those Accounts where their Company is marked as the Rep Firm. Similarly Users in Disti role will only see those Accounts where their Company is marked as the Distributor for the Account. There is no need to set User Region Mappings for users in Rep and Disti role.

Advanced Considerations

NEHANET can be set up to control access control along several additional dimensions, which are useful in managing large complex organizations:

  • Users belonging to a particular Business Units will only see opportunity and other data for parts belonging to that Business Unit.
  • Users belonging to particular Rep locations or Distributor branches will only see opportunity and other data for accounts belonging to them. However, Users associated with the Rep or Disti Head Office will see opportunity and other data for all branches/locations of that particular Rep or Disti office.

Setting Up Roles

For each role, please specify in Excel the scoping rule you desire for that role. NEHANET Services will set your system up as closely as possible to your requirements; and will get back to you for clarifications or to ask you to adjust your requirements to match the system’s capabilities. Do note that NEHANET will create your Roles to get you going and will be glad to setup the security for each role if you can provide us with your requirements, however, it is your responsibility to edit each role and make sure that the permissions for each role are correct.

Please let us know if either the Business Unit or the Rep/Disti Branch setup are of interest to you while setting up the system.

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Accounts

Concepts

Accounts are one of the pillars of your NEHANET system. Please keep the following concepts in mind.

  • Accounts can be Customers or your Reps and Distributors. This is controlled by the Type of the Account. Valid values for Type are: Direct Customer (Accounts managed Directly), Disti Customer (There is a Disti involved in managing the Account), Rep Customer (There is a Rep involved in managing the Account), Rep, Disti, Contract Manufacturer and Chipset Manufacturer.
  • Accounts can also be categorized into different tiers using the Sub Type field. You can create groups like Strategic or Key Accounts. This will help you model Strategic Account Analysis.
  • All Accounts are associated with an Account Manager, who is one of your HOST company Users or Contacts, typically the Regional Sales Manager (RSM) for that account. If an account is of type Rep Customer or Disti Customer, then you need to specify the associated Rep and/or Distributor. You also have the option of specifying the contact at the Rep or Disti firm who is managing the account for you.
  • Accounts can have both Users and Contacts associated with them. Contacts can be promoted to Users if required.
  • Accounts are tied to leaf level Regions. Regions can be manually entered when the Account is created or set automatically via Region Mapping. Your system can also be set up to autofill the regions if you have provided a region mapping as mentioned earlier.
  • You can create any number of Custom Fields for Accounts. These fields can be arranged in a Custom Layout in the Account Edit page.
  • You can attach documents like NDA, Contract pricing Agreement, etc to the Account record allowing for an easy way to share additional information with your users.

Capabilities

Customer Type drives global information sharing and visibility

NEHANET supports several Customer Types out of the box which serve a key role in sharing and controlling access to information. For examples, customers can be categorized as Direct Customers, Rep Customers or Disti Customers. Partners can be categorized as Reps, Distributors, Contract Manufacturers etc.

If an account is categorized as a Rep Customer, then NEHANET recommends that a Rep be associated with that account (either manually or automatically using the Region Mapping). NEHANET will then restrict access to that account only to that Rep. Similarly, if an Account is categorized as a Disti Customer, associating a Distributor to that Account, restricts the visibility that that Account only to that Distributor.

If an Account is categorized as a Direct Customer, NEHANET recommends that neither a Rep nor a Distributor be assigned to that Account. NEHANET then restricts access to this account to the Account Manager or Team Members for that account. None of the Rep or Disti Users can see this Account.

Export Control

There is a System Field in Accounts called “Export Control”. This is a pick list with two values: “Cleared Party” and “Denied Party”. You can set a default value for this during Account creation and set permissions for this field so only certain roles have access to modify this field. This is useful for identifying which Accounts are cleared for working with restricted parts. Additional Business rules can be added as needed.

Rollout Steps

Please provide a spreadsheet with a large enough subset of your current customer data, so that our Services team can either use that to configure your Accounts module properly and load in your sample data, or review and get back to you for any clarifications. Do also note that NEHANET can import your entire accounts data from Excel, or we can migrate the accounts data directly from the database server underlying your current customer master.

Advanced Considerations

We can set your system up such that you can keep your Custom Master in your ERP, and have it updated in NEHANET automatically every so often. At the same time, you can allow users to create new accounts in NEHANET and keep them separate from the accounts in your customer master. A typical example is that reps will create sample requests for new customers, which typically might not be in the ERP. Therefore the Rep can create a new account, and this account is differentiated from the accounts already in your Customer Master. Please specify in your Requirements document if this is indeed your immediate or long term requirement, and we will keep that in mind during your rollout.

Note:

Please do not use Customer name “*Unknown*” in the system. That is a NEHANET reserved word and will not show up in the grid.

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Users

Concepts

Please provide us with an excel spreadsheet consisting of your Users. Please keep the following concepts in mind when providing us with this list.

  • Users are associated with Roles, which you have already specified in your Requirements document earlier. The User’s data access rules are controlled by the Scoping Rule specified for that Role.
  • Users are associated with Regions, which you have also already specified in your Requirements document earlier. Note that Users can be associated with leaf level Regions or Super Regions. For example, Reps and RSMs will be associated with leaf level regions, while RSD and Marketing/Sales Executives will be associated with high level super regions.
  • Users are associated with Accounts, which can be either the Host Company if they are work for your Company, one of your Business units, or your Reps and Distributors.

Please provide us with the login name, desired initial password and email address for each user as well. Note that it is your responsibility to get each user to change their password upon initial login.

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Parts

Concepts

Parts can be grouped under Part Families. They can also be associated with Business Units.

  • When deciding the list of Product Families, please keep in mind that you can have different feature/attribute sets for different Part Families. These are used to drive functionality off the Parts database. For each attribute, such as Voltage, Package etc, you can have different attribute values.
  • When deciding the list of Business Units, please keep in mind that this is often used to control Marketing access to Sales information. For example, marketing users in one business unit can see all opportunities, forecasts, samples etc for the products in their business unit, but not for the products in a different business unit. Please see Users section to learn how to associate Users with Business Units.

Do keep in mind that you can set up custom fields in the Part module and have them drive high level business processes. Several examples are:

  • Specifying whether a given part should be Forecasted, Sampled and/or Quoted etc.
  • Specifying MOQ at the part level and having it used in the Quoting approval process.
  • Specifying Cost at the part level and using it for margin calculations in the Quotes module or POS and Sales Order modules.
  • Specifying Inventory levels at the part level and using it in stock rotation.

Rollout

As a first step, please provide us with the list of Part Families, and the list of Feature (attributes and their values) for each Part Family. Please also provide the list of business units. Once this information is provided and your system is setup, the NEHANET Services team can provide you with a set of templates for each Part Family. You can use these templates to provide part data to NEHANET for import, or you can do the import yourself. Note that NEHANET can migrate parts data from your existing system if you so require.

Advanced Considerations

NEHANET can also setup your system such that the Part Master in kept in your ERP system and updated automatically to NEHANET on a periodic basis. Please provide more details on this point in your Requirements document if this is an immediate or possible long term need for you so we can optimize your system accordingly.

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Business Rules

Concepts

The NEHANET Business Rules Engine is one of the most advanced yet flexible and easy to use fully integrated business rules engines available today. The Rules Engine provides unprecedented flexibility in cross linking business processes and information flows, and in setting up and managing business processes in NEHANET. Please keep the following concepts in mind.

  • Business Rules tie Objects or Entities to each other. To be more precise, Business Rules tie specific attributes or fields of objects or entities to each other. For example, if a customer is marked Inactive, then all Quotes for that customer should be marked Invalid. Or, if a new account is created in the system, the new account should be placed into a certain workflow Q for review and approval by the right people.
  • Business Rules link all major Objects in NEHANET to one another. This includes Custom Objects as well. So Accounts, Parts, Opportunities, Quotes, Samples, Debits, Sales History, POS, Escalations etc all can be linked thru the Business Rules Engine.
  • Futhermore, as a special note: Objects can be linked to themselves, in what is called Self-Referential Rules.
  • The Business Rules Engine provides support for standard conditional operations. For example, set the Account Status to reassign if the account is assigned to an User who has now been marked Inactive. In addition, the Rules Engine provides support for custom logic. This allows you to implement complex business logic for a given rule and make it part of your NEHANET system.
  • Rules can be flagged as Active, Development or Inactive. Rules in Development status are executed as though they are Active Rules. However, the actual data update is NOT trigged, allowing you to test the Rule properly prior to activating it.
  • The Business Rules log keeps detailed track of which rule was executed, at what time, why, and on what objects.

Rollout Steps

  • Properly defined and implemented business rules can give your system a lot of flexbility and power. However, badly designed business rules can have adverse and often unforeseen effects. We recommend, as a first step, to discuss and provide our Services team with your requirements and have them configure and test the initial set of rules for you. Once that is done, and you become more familiar with the power and flexibility of NEHANET, you can manage and create additional business rules yourself through the Business Rules administration interface.

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NEHANET Hardware Requirement

NEHANET  is available for deployment in two ways:

A. Cloud Solution:

NEHANET runs as a Cloud application and is available 24×7 without the customer having to install or purchase any additional software or hardware. The NEHANET Cloud is hosted at Rackspace (www.rackspace.com), a reputable managed hosting provider.

B. In-house Solution:

Unlike many other Cloud providers, NEHANET is also available for deployment on-premise at the Customer’s facility. If the Customer selects this option, they are responsible for providing the hardware and software described below. They are also responsible for administrative tasks such as security firewalls, database backups etc.

  1. Servers: The hardware should be sized proportionally depending on the Customer’s size and deployment scenarios.
  2. Software:
    • Operating System: Windows 32-bit, 64-bit
    • Web Server: Tomcat 5.5 or later. Apache Tomcat can be downloaded for free from http://www.apache.org. NEHANET Services can download and install it if needed.
  3. Database: Microsoft SQL Server 2008 or later The customer will need to provide this.
  4. Java™ 5.0. This is free from http://java.sun.com

Estimated Setup Time: Up to 10 hours (NEHANET services billable hours).

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Rollout

CRM Module Flow

Early Stage/Pre-Revenue

For any organization in the early stages of evolution, the important thing is to organize the list of Customers and Contacts that they would like to target or market to. These Customers can be organized into different categories: Employee size, Revenue, Industry segment, etc. This will help target specific messages/communication tailored for that category using the NEHANET Campaign Module, which is integrated with popular Email Marketing tools like MailChimp for easy delivery and tracking of the messages. It is also a good idea to integrate your public website with the NEHANET Leads Module to capture Leads coming in from your public website, Landing pages, etc. The Leads module will also enable you to import Contacts from Trade Shows/Industry Conferences for processing/follow-up. Leads once processed/validated can be converted into Account and Contacts.

Pre-Release Stage

As you ramp up your Engineering efforts and get ready to ship Samples of your Product to your Customers, NEHANET provides a Sample Tracking Module to easily track these for follow-up by your Reps and RSMs. The Samples can be tied to a Customer Opportunity, which in turn helps you build an Opportunity Funnel for your Management/BOD meetings. Opportunities are categorized into specific Sales Stages (configured for your specific business). As your Reps and RSMs follow-up on these Opportunities, they can move the Opportunity up the funnel towards Design Win/Production stage. it is also very important that for organizations which rely on a long Design Win cycle to get on the Customer’s AVL, it is important that you track all your Customer requests using the NEHANET Escalations module. These issues can be routed to FAEs and AEs who in turn can drive the issue to a resolution and communicate the outcome back to the Customer using the built in NEHANET email alerts.

Shipping Stage

Once you start shipping, you will find the need to respond to RFQs. Quotes can be generated using the NEHANET Quotes Module. Quotes are tied to Customer Opportunities. Quotes are eventually converted to an Order. Theses Orders can be tracked in NEHANET in the Sales Order Module. If you use the Distribution channel for fulfillment, then you can upload the POS in the NEHANET POS Module, which will enable you to get visibility to the Distributor Inventory.

Growth Stage

Once you are in a steady Shipping Stage, there are tools available in the NEHANET CRM to help drive Growth and Competitive Advantage by tracking your Annual Operating Plan and Key Accounts Plan.

Annual Operating Plan/Key Accounts Plan

NEHANET Annual Operating Plan eliminates earnings surprises. By involving everyone in the planning process from day one, to ensuring that daily, weekly, monthly and quarterly activities drive the plan, and to showing real-time actual vs plan numbers, the Annual Operating Plan keeps everyone laser focused on making the plan numbers.

Account plans drive team alignment and allow Reps and RSMs to achieve their goals in a predictable value. By executing their Plan systematically, Reps and RSMs discover value in their accounts that an adhoc process would not achieve. Executives can easily review accounts, monitor performance and help Reps and RSMs on an as-needed basis achieve their goals.

Annual Operating Plan in NEHANET is developed by Territory, by Account and by Opportunity. A Territory Annual Operating Plan is developed per top level Territory and per each sub-level and leaf level territory. Once you reach the leaf level territory, you can click through to the key accounts in that territory and develop the Account Annual Operating Plan for those accounts. You can then further click through to the Opportunities for that account and develop the Opportunity Annual Operating Plan for those opportunities. The interface is hierarchical and you can iterate up and down through the levels, allocating and adjusting numbers and reconciling the numbers for that level and the aggregate from all lower levels. At each level, you will have visibility to last year’s performance for that level to help plan for the current year.

It is key to have a Strategic Plan for every level. A clear owner is also assigned for each level. Each owner is supposed to align their plan with the plan for the level above and the level below their own level. A territory plan is typically developed once per year. Account Plans are typically reviewed on an annual or quarterly basis. Opportunity Plans are typically reviewed on a weekly basis. Plan numbers are entered Quarterly for a duration of 5 years.

Account Plans are per Account, so you have multiple plans. Plans numbers are entered Quarterly for a duration of 5 years. The system gives you Actual Versus Budget Variance by Quarter and Year to Date for each level of the hierarchy. The system also provide QOQ/YOY trending reports.

Beyond just the financial plans, both account and opportunity plans can facilitate better discovery, drive communication and relationship building with the right levels in the customer organization, and drive coordinated account focus. Doing so involves using the Contacts, Activities, Call Reports and Channels in NEHANET as well as the use of custom field and layouts to capture customer-specific discovery and sales information.

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Rolldown Methodology

Rolldown Methodology for Enterprise Customers

The primary objective is to make our Enterprise customers aware of the comprehensive functionality of the NEHANET solution and to serve as a road map for a rapid and efficient on boarding of new users to the NEHANET system. To achieve that we adopt an agile methodology to implement/deploy the NEHANET System.

We recommend that the Executives (CxO, VPs) be on boarded first. To achieve that, get the Annual Operating Plan (AOP) deployed. AOP sets target sales revenue for all regions/territories. All you need to input is the plan for the current and the upcoming fiscal year (if we are very close to the next fiscal year) and Sales History (shipments) for the prior two years. Sales History is optional but the benefit of having visibility to prior shipments will immensely benefit developing a plan for the upcoming year. This is then followed by Forecasting for the upcoming year. This need not be a detailed Forecast at the opportunity/part level, but going with the 80/20 rule, you could put in Forecasts for the 20% of the Customers who get you 80% of the revenue. This will give you visibility and help measure the performance by giving variance of the actual versus forecasted revenue. AOP addresses the following questions:

    How did we do last year?
    How much do we want to do this year?
    How do we meet the goals?
    Monitor and measure in real-time how you are performing against the stated goals.

AOP will automatically drive the implementation of the following modules: Accounts, Contacts, Activities, Call/Trip Reports, Products and Product Family, Sales History, Opportunity and Forecasting. Being goal driven, it will also drive adoption with your users.

Once the Annual Operating Plan is in place, the next set of users to on board are typically the Regional Sales/Sales Managers. These users will have visibility to their targets and enable them to plan how they intend to meet their target by allocating their target among their customers.

Reporting Server

We can setup a separate server for doing AOP and reporting if needed. As part of this we can also setup a data refresh/sync from the production server instance to the Reporting server. This refresh could be setup to do weekly, monthly or even daily if needed. The exact method chosen is a function of your user base and requirements.

Import Engine

NEHANET has a very powerful and flexible Import Engine which you can use to seed the data in the system. If you already have your data in Excel spreadsheets, it can be uploaded, mapped to System and Custom fields and Imported to the System. The Import Engine accepts files in XLSX, CSV and JSON file formats. Please make sure the Excel spreadsheets have only one tab, turn off row and column freeze and also disable any sort filters.

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Introduction

NEHANET provides 25+ application modules that cover all aspects of Sales, Marketing and Support operations for Manufacturers, Reps and Distributors on top of a generic platform that further allows for automation of custom processes.

Our customers have realized immediate tangible ROI by being up and running in days or weeks due to the deep domain expertise of our solutions and the committment of our team. Companies ranging from small pre-revenue startups to large enterprises across manufacturing verticals use NEHANET software and solutions.

From tracking design-wins and sample orders, to managing global pricing, quoting and contracts, to managing actuals and backlog, to improving forecast accuracy and demand planning, to managing debits and POS to managing reps, supporting customers and managing field and factory application engineers; to having a compelling web site and marketing program, to running a online training and certification program, our solutions will give you 360o visibility into all aspects of your business operations and help you drive competitive advantage.

Our modular architecture allows customers to select the applications of immediate interest to them and choose between a Software-As-A-Service (SAAS) on-demand service or deploy the applications in house. The applications are based on latest technologies to drive ease-of-use rarely seen in web applications and are fully integrated with leading CRM and ERP/MRP solutions.

Rollout Methodology

We combine deep domain expertise with an extensive set of software that is typically 80% out of the box for the majority of our customers, i.e: most customers can be rolled out by first configuring the software and then loading in their data. We have documented the basics of the systems and typical steps involved in our Rollout Methodology.

Business Services

NEHANET takes pride in our unique ability to provide an industry specific complete business solution to our customers, i.e: provide business services that maximize and optimize your investment in NEHANET software solutions. Please review the list of services we provide in Business Services.[/fusion_text]



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Rollout Methodology

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Rollout Methodology

Our primary objective here is to make customers aware of the comprehensive functionality of the NEHANET solution and to serve as a road map for a rapid and efficient roll out of the NEHANET system for their particular requirements and objectives. This guide is organized into different sections and is best read step by step from start to end, while skipping modules not of interest. As you read this guide, we recommend you create a new requirements document to capture your requirements as they relate to NEHANET. This guide will ask you numerous questions and will make specific suggestions. We recommend you answer the questions we pose as you go along and keep track of them in your Requirements document. At the end, you can forward your Requirements document to your NEHANET representative for an in-depth discussion of how the NEHANET system can best be set up for your requirements. Do note that one of the advantages of choosing NEHANET is that the system requires minimal customization to get it up and running; and a lot of the configuration changes can be done by you directly.

  • Basic System Setup
  • Module Specific Rollout
  • Integration
  • Analytics
  • Custom Applications
  • Post Rollout Refinement

Import Engine

NEHANET has a very powerful and flexible Import Engine which you can use to seed the data in the system. If you already have your data in Excel spreadsheets, it can be uploaded, mapped to System and Custom fields and Imported to the System. The Import Engine accepts files in XLSX, CSV and JSPN file formats. Please make sure the Excel spreadsheets have only one tab, turn off row and column freeze and also disable any sort filters.

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Module Specific Rollout

Key Account Plan

Key Account Plan

Account plans drive team alignment and allow Reps and Regional Sales Managers (RSMs) to achieve their goals in a predictable manner. By executing their Plan systematically, Reps and RSMs discover value in their accounts that an adhoc process would not achieve. Executives can easily review accounts, monitor performance and help Reps and RSMs on an as-needed basis achieve their goals.

It is key to have an Account Plan for every level. A clear owner is assigned for each level. Each owner is supposed to align their plan with the plan for the level above and the level below their own level. A territory plan is typically developed once per year. Account Plans are typically reviewed on an annual or quarterly basis. Opportunity Plans are typically reviewed on a weekly basis. Plan numbers are entered Quarterly for a duration of 5 years.

Both Account and Opportunity plans can facilitate better discovery, drive communication and relationship building with the right levels in the customer organization, and drive coordinated account focus. Doing so involves using the Contacts, Activities, Call Reports and Channels in NEHANET as well as the use of custom fields and layouts to capture customer-specific discovery and sales information.

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Annual Operating Plan

Annual Operating Plan

Annual Operating Plan (AOP) is a detailed projection of forecasted sales revenue for the fiscal year. In other words, it is a plan to target for the upcoming fiscal year. It sets target sales revenue for all regions/territories, helps coordinate the activities to achieve the target and measure the performance by giving variance of the actual versus forecasted revenue. AOP addresses the following questions:

    How did we do last year?
    How much do we want to do this year?
    How do we meet the goals?
    Monitor and measure in real-time how you are performing against the stated goals.

NEHANET Annual Operating Plan eliminates earnings surprises. It is a planning tool that helps management to plan for the coming fiscal year by relying on data from the prior year and the trends for the upcoming year. By involving everyone in the planning process from day one, to ensuring that daily, weekly, monthly and quarterly activities drive the plan, and to showing real-time actual vs plan numbers, the AOP keeps everyone laser focused on making the plan numbers.

Three key terms to keep in mind:

    Target: This is the target revenue goal set for you by your immediate Manager.
    Plan: This is how you plan to achieve your target revenue goal by setting target revenue goals for your direct reports and/or with the Customers where you are the Account/Sales Manager.
    Commitment: This is the committed revenue for your direct reports and/or with the Customers where you are the Account/Sales Manager.

AOP is typically developed once per fiscal year. It is set in a top down approach. You as the CEO (or Management) will set targets for your direct reports, who in turn will set target for their direct reports. The leaf level employee, can click through to the key accounts in their territory and develop the AOP for those accounts. You can also click through to the Opportunities for that account and develop the Opportunities in detail. In addition, it gives you visibility to all the activities needed to meet the plan target. Plan numbers are entered quarterly for the entire fiscal year. A clear owner is also assigned for each level. Each owner is supposed to align their plan with the plan for the level above and the level below their own level. The AOP module relies on the user reporting hierarchy as configured in the user module. The interface is hierarchical and you can iterate up and down through the levels, allocating and adjusting numbers and reconciling the numbers for that level and the aggregate from all lower levels. At each level, you will have visibility to last year’s performance for that level to help plan for the current year. The plan once completed can be locked till the next fiscal year begins.

Any plan includes activities and tasks for everyone involved to meet the plan goals. These tasks can vary significantly in time and scope. Timely execution of the activities and measuring the plan actual with the target gives everyone with the visibility to what adjustments needs to be done within the organization. Account Plans are typically reviewed on an annual or quarterly basis. Opportunity Plans are typically reviewed more frequently to adjust to Customer demands. The system gives you Actual Versus Commit variance by Quarter and Year to Date for each level of the hierarchy.

Rollout Notes

  • Enable Orders/Sales History module if not already enabled. This is done in Advanced Configuration->Tabs
    Enable Permissions for this module in System Administration->Permissions.
    Once enabled, In NEHANET Only, click on Reset System View, so Orders module shows in My Module and Create Menu.
  • Enable Forecasts module if not already enabled. This is done in Advanced Configuration->Tabs
    Enable Permissions for this module in System Administration->Permissions.
    Once enabled, In NEHANET Only, click on Reset System View, so Forecasts module shows in My Module and Create Menu.
  • In NEHANET Only->Configuration-Forecasts, Set Default Duration to a minimum of 24 months.
  • In User module, set Reports To field for all users. This is used in the Annual Operating Plan to do the top down planning.
  • In NEHANET Only section, click on Refresh Permissions to enable the new “Annual Plan” field in Accounts
  • Update all Accounts and set Annual Plan to Yes
  • Enter Sales Order, Refresh Annual Plan
  • POS – make it a computed column

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Call Reports

Concepts

Call Reports or Trip Reports are an easy to use and provide an immediate improvement to your management process. Please keep the following concepts in mind while writing up your specific requirements for the Call Reports module.

Call Reports are associated with Accounts and can optionally be associated with Opportunities. Multiple Activities (assigned to different people) can be associated with each Call Report. Call Reports can be classified into different types – Phone/In Person are common choices This is a configurable pick list. You can add one or more attendees to the Call Report. These are people who attend the meeting and who are not either a Contact or user in the NEHANET system. In addition, you can pick one or more key contact at the Customer directly related to the Call Report. They must be entered as Contacts in the NEHANET system. You can optionally specify a set of Fields and a Custom Layout for the Call Report module if you choose. This helps in making sure that the information gathered in the Call Reports are structured, complete and consistent. Call Reports can be emailed via automated rules. If you have specific email rules requirements, please specify them in your requirements document and NEHANET Services will configure the system as close as possible to your specific email requirements.

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Opportunities

Concepts and Capabilities

NEHANET supports the majority of your design win/opportunity tracking requirements right out of the box. Please keep the following concepts in mind when you are itemizing the requirements for your opportunity tracking system.

  • An Opportunity can have multiple parts; and you can specify the volume, ASP etc for each part. You can specify the Annual Board volume for each Contract Manufacturer, or alternatively, you can specify the Program Life and the Volume/Month at each Part Level.
  • Opportunities are associated with multiple Accounts.
    • Typically an opportunity is associated with a Design Customer (and therefore a Design Region, Design Region RSM, Design Region Rep etc).
    • Opportunities can also be associated with multiple Production Customers, typically Contract Manufacturers (and therefore Production Region, Production Region RSM, Production Region Rep etc.)
    • You can also associate ODMs, Chip-Set Manufacturers and Partners with an opportunity.
  • Opportunities have a Status at the overall opportunity level and at the part level. Typical Values are Evaluation, Sampled, Design Win, Production, EOL, Loss, etc which can be changed per your requirements. You can optionally have the top level opportunity status be based on the status of each Part’s status in that opportunity. Similarly Confidence values can be associated with opportunities, both at a top level and at a part level. You can also set priorities for opportunities. The summary grid colors codes opportunities with different priorities (Red for critical, Green for High etc) for visual reference.
  • You can have custom fields at both the top and part level, and can optionally use these fields for calculations. For example, you can track Competitor information and set the system up such that selecting a Competitor auto fills certain Competitors Drop Down Lists. You can also set the system up such that the Opportunity Phase, or Confidence is calculated off other drop downs that contain qualification criteria. Market Segment and Application Category are common fields. Win/Loss Reason and related information is also a common choice.
  • You can access any account or part field in the opportunity and use this information in analytics. You can make any opportunity field visible in higher level modules such as forecasting, samples, quotes etc. Please consider this when deciding what information belongs to the opportunity versus belonging to account, part or forecast.
  • Opportunities can be emailed out either based on email addresses added in the opportunity, or based on automatic email rules,. Please specify the email rules you require so that NEHANET Services can configure the system as close to your requirements as possible and advise you of any deltas.
  • You can add ongoing notes to the Opportunities. These notes are archived in chronologically descending order and timestamped with the name of the user and the time the notes were entered.
  • You can also attach documents such as schematics, etc to the Opportunity. This provides you a easy way to share Opportunity related documents with your Sales, FAE and other team members.

Automatically set the Part Level Design Win Date when you set the Sales Stage

We now have a configurable option to automatically set the Part level Design Win Date, when you set the Sales Stage.

Automatically set the Part Level Confidence when you set the Sales Stage

We now have a configurable option to automatically set the Part level Confidence field, when you set the Sales Stage.

Export Control

There is a System Field in Opportunity called “Export Control”. This is a pick list with two values: “Cleared Party” and “Denied Party”. You can set a default value for this during Opportunity creation and set permissions for this field so only certain roles have access to modify this field. This is useful for identifying which Opportunities are cleared for working with restricted parts.

Contract Manufacturer (CM) Section in Opportunity

The CM section in Opportunity is enabled by default. During the initial creation of the Opportunity, the End Customer defaults as the CM. You can add one or more CMs as the Opportunity gets to a Design Win or Production Status. Once a CM is added, you can delete the End Customer which was automatically added as the CM during initial creation.

Hiding CM Section

You can hide the CM section (and the system and custom fields for this section) in Opportunity. Once this section is hidden (disable the Annual Board Volume field in Admin-Fields), the system will automatically set the Annual Board Volume to 1 during initial creation of the Opportunity. If the section is enabled (default behavior), the Annual Board volume will be set to 0 (zero) during initial creation or subsequent addition of a CM.

Opportunity Owner

There is a new System Field called “Opportunity Owner”. It is a Pick List with a list of all HOST Company Users (similar to Company Contact in Quotes). While Creating a NEW Opportunity it defaults to Accounts:Account Manager field. It can be overwritten and replaced with another user. This field is also available in Forecast Reports.

Rollout Steps

As a first step, please give NEHANET Services a spreadsheet with the details of your Design Win/Opportunity funnel so that they can configure your system, load in your data, and advise you on any gaps between your requirements and the way your system has been configured. Note: once your Opportunity Module is setup, NEHANET services can provide you with an Excel template which contains the fields specific to your system. This template is used to import your data in quickly and easily.

If you have historical sales stage duration data, you can upload those as well.

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Forecasting

Concepts and Capabilities

NEHANET system has a Forecasting module uniquely suited to the needs of semiconductor and electronics component manufacturers. An accurate forecast allows your business to effectively manage product plans, reduce inventory costs, avoid fulfillment delays and align resources appropriately. The NEHANET Forecasting system delivers these benefits while efficiently managing the forecast process across your extended sales team including Regional Sales Managers (RSMs), Rep firms, Distributors, Marketing, and Field Application Engineers (FAEs). Your team is delivered clear visibility into their sales pipeline as well as help in creating an accurate rolling forecast using a quantitative and web-based approach.

Forecasting Opportunity versus Customer/Part

You can Forecast an Opportunity (recommended since it brings in the associated customer and part automatically), or you can directly Forecast at the Customer and Part level. The Forecast module differentiates between End Customer and Forecasted Customer, so you can, if you choose, Forecast the end-customer during the Design win process; and then switch to forecasting the Contract Manufacturer during the production phase of the Opportunity.

In addition, when you initially create a Forecast from an Opportunity, we seed the Forecast record with Quantity, ASP, and Confidence from the Opportunity. In the Opportunity, there are fields to track the Quantity, Annual Volume, ASP, Confidence, Production Start Date and End Of Life. We take the Total Part Quantity (Quantity * Annual Volume), and amortize it equally starting with the month specified in the Production Start Date thru End Of Life, essentially shifting the Quantity out in the Forecast.

Forecast Window and Types

You can configure the Forecast window anywhere from 12 to 60 months in 12 month increments (12, 24, 36, 48, or 60 months). The default setup is 12 months. There are two standard forecast types defined in the system – Sales (or Demand) and Marketing. You can enter separate numbers for each forecast type. This allows you to have two forecasts for the same opportunity for the same time period, and run reports accordingly. Please make sure the actual (internal) value for Sales (or Demand) Forecast is “10” and Marketing is set to “20”.

Support for Fiscal Quarter

We support custom fiscal month (4-4-5, etc) definition in the system. If fiscal month is specified, the rollover will happen on the fiscal month end date. Otherwise it will happen on the calendar month end. All standard forecast reports will take into account your fiscal definition.

Support for Fiscal Year Start

If your organization has a Fiscal year start other than January 1st, then you can specify it in the setup. This information is used in Forecast Reports to generate right Quarterly and Year end total. For e.g. if Fiscal Year start is specified as October, then October, November and December will be Fiscal Q1. January, February and March will be Fiscal Q2. April, May and June will be Fiscal Q3. And July, August and September will be Fiscal Q4. The Annual Quantity and Revenue will be computed for the period from October to September of next calendar year. On the other hand, if Fiscal Year start is specified as July, then July, August and September will be Fiscal Q1. October, November and December will be Fiscal Q2. January, February and March will be Fiscal Q3. And April, May and June will be Fiscal Q4. The Annual Quantity and Revenue will be computed for the period from July to June of next calendar year.

Forecast Monthly Rollover

Forecasts are rolled over automatically on calendar month end or fiscal month end as defined in the system. All forecasts for both Sales (or Demand) and Marketing forecast types from the current month are automatically rolled over to the next month at the end of the month. Forecasts can optionally go through a review and approval process. The possible stages are In Approval, Approved and Reviewed. Prior month forecasts are saved in the system and can be used in reports.

Forecast Edit Page

The Forecast Edit page gives you full access to all the months you are currently configured to forecast. The Edit page also pull in Shipments for the Opportunity if any from the Sales History module. You can also right click on any quantity, ASP and confidence cell in the Forecast Edit page to right copy the number to all the cells to the right of the current cell. This simplifies the data entry process significantly.

Forecast Copy: We added a new capability to copy over one Forecast Type to another. So if you are in a Sales (or Demand) Forecast for an Opportunity, you will see a ‘Copy to Marketing Forecast’ button only if there is no corresponding Marketing forecast for that Opportunity. Please note the key for this detection is Opportunity, Customer and Part. Similarly if there is only a Marketing Forecast for an Opportunity, you will see a “Copy To Sales (or Demand) Forecast” button. Clicking it will create a Sales (or Demand) Forecast.

Viewing Sales (or Demand) and Marketing Forecasts in the same page: NEHANET system has two standard Forecast Types – Sales (or Demand) and Marketing. To facilitate the viewing of these two Forecasts, we plan to introduce a link in the Sales (or Demand) Forecast page, a link to the corresponding Marketing Forecast and in the Marketing Forecast page, a link to the corresponding Sales (or Demand) Forecast.

Forecast Shift: In order to facilitate scheduling the forecast-ed demand, we added a new field at the Forecast Part Level, which will let you specify the number of months you need to shift numbers out. Once you enter the number and apply the change, all the numbers beginning with the current month forecast will be shifted out by the number of months specified. This approach will help in two scenarios. One where you need to shift numbers out after copying from Sales (or Demand) Forecast to Marketing Forecast or from Marketing Forecast to Sales (or Demand) Forecast. It also addresses the situation where you need to push demand out for various operational reasons.

Total Column: In order to facilitate scheduling the forecast-ed demand, we added a new column at end of the Forecast table, which will show the Quantity and Revenue total for all the months in the Forecast window. In the case of ASP (Unit Price) and Confidence, it will show the average ASP and average confidence. This column is intended to show the Forecast planner, the total quantity and revenue forecast-ed for this customer/part.

Allocation Mismatch Notifications: When you are using different Forecast Types, the system will compare the two Forecast Types for the same Customer/Part and show any allocation mismatch between the two. These notifications use the latest HTML5 notifications. The first time you use this, it will request your permissions to enable HTML5 notifications for your site. Google Chrome The latest version of Chrome, Firefox. Edge and Safari give you a choice to enable/disable HTML5 notifications. IE and older versions of Chrome, Firefox. Edge and Safari do not support HTML5 notifications.

Link to Forecast Reports: The Edit page now includes an icon for each Forecast Report defined without selecting any Forecast Type in the WHERE condition or with the selected Forecast Type. This will be useful when you have aggregate Reports created for Quarter/Annual total. When you click on these icon from the Forecast Edit page, then the Report will show data for that Customer/Part/Forecast Type. This will give you Quarterly/Annual total for that Customer/Part by just clicking a link.

Forecast Report

You can run a very wide range of forecast reports right out of the box, ranging from detailed part level production planning reports all the way to executive/board level summaries. You can generate your monthly demand plan by running a Forecast report by part number. You can generate forecast roll-ups by Product Family, Region, Rep, Part Number or other criteria you have in the system. You can choose to have the underlying Accounts, Parts and Opportunities fields visible in the forecast module if you wish to use some of those fields in reports. When Forecasting an Opportunity, the Forecast Report eliminates any line item from the report if the Quantity field is 0 (zero) for all the months. This is to reduce the clutter in the final report.

Forecast Snapshot

The NEHANET system has the capability to create Forecast snapshots on demand. You can take Forecast Snapshots on a daily, weekly or monthly basis as desired. Each snapshot (created from a forecast report) is labelled uniquely with a time stamp and the system provide you the ability to view the snapshot data and compare data with another similar snapshot (created from the same forecast report) at a different time. it also provides you to see the delta (difference) between two snapshots. This capability can be used to see for example how the Forecast changes for example from week to week.

Best practices – Drive to zero Forecast filter

Sales Managers often require their Regional Managers to review/update all Forecasts on a monthly basis. To achieve that objective, you can create a search filter in Forecast module where the Last Updated field for the Forecast is set to “Today-30”. As you work thru the Forecasts and review/update them, it will automatically go out of your Forecast filter.

This is a recommended way of using the Forecasts module since it enforces a discipline within the organization to review/update the Forecasts that are awaiting your update. We like to call it “Drive to zero Forecast filter”.

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Contacts and Activities

Concepts

Contacts can be imported into the Contacts tab of your NEHANET system. They can then be optionally used in Call Reports and Activities.

Please keep the following in mind when providing your requirements for the Activity module. Activities can be in Statuses that you can define. As expected, activities are assigned to Users; have a due date, subject, priority, status, activity type and other pertinent information.

When you click on the Summary page, you will see all Activities where you are the Originator of the Activity or the Activity is assigned to you, unless you are a Admin (then all Activities are visible to you)

Capabilities

Activities are how you keep track of your Customer interactions in NEHANET CRM. The advantage of documenting your Customer interactions is that you get a full view of all interactions (including those from your colleagues) with that contact. That way you always know when and what was communicated to your customer. Instead of scrambling to find the latest conversation you had with someone, you can access all the information related to a contact at the click of a button so you can provide the best service possible.

NEHANET provides a easy way for you to Log A Call.

In the online edition, you can click on Activity shortcut from either the Accounts, Contact or Opportunity summary page to create a activity.
In our mobile edition, you can search for your contact and with one click log a call.

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Lead Tracking

Concepts

A lead is a prospect or a potential opportunity. This could be someone you met at a trade show who expressed interest in learning more about your product, or it could be someone who registered on your web site to evaluate, or request a quote on a particular product, or alternatively someone who clicked on one of your marketing campaign. Irrespective of how a lead is sourced, NEHANET offers a comprehensive Lead Capture and Management module that helps you:

  • Capture Leads: A lead is a prospect or a potential opportunity that you enter in the CRM, import in from an Excel file, or enter in a via Lead form on your website. When you create a new lead in the application, the Account has to exist in the Accounts module or you can create Leads for a Place holder Account. When you are migrating old leads from a CSV file, you need to fill in the Lead CSV template, which is available under Leads tab.
  • Manage Leads: Once a lead is created, you can track and route leads to the right people ensuring Sales Managers get instant access to the latest leads so they are never dropped or lost.
  • Convert Leads: Once a lead is qualified, you can convert it into an Account and Contact. From the lead edit page, click on Convert. When you convert a lead, NEHANET creates a Account and Contact using the information from the lead.

Benefits of NEHANET Leads module include:

  • Branded online lead capture forms
  • Establish evaluation and assignment rules
  • Establish standard lead qualification procedures

Capabilities

The Lead Capture and Management Module is very flexible and can be setup to mirror your existing paper or other process, such that your people do not have to learn a new process. Note that:

  • Leads can have custom fields and custom layouts to gather detailed information as desired.
  • Leads can go through stages, and can be eventually “promoted” to an opportunity.
  • The role based scoping rules control visibility of leads to different roles based on region or other scoping rules.

Reconciling Leads with Accounts

You can reconcile a Lead in NEHANET to an existing Account if it exists. You can also easily create a new Account for a given lead if it does not already exist in the Accounts database. NEHANET will auto-populate the Account fields from the Leads module to help you avoid entering data redundantly.

Reconciling a Lead allows you to restrict access to leads based on regions. Therefore RSMs for different regions will only see Leads for their Regions allowing you to make sure that Leads are followed up on properly.

Reconciling Leads with Contacts

If a Lead refers to a Contact that is already in the Contacts database, then you can simply select that contact from a drop down to specify that association.

However, if that Contact does not exist, then you can click on the Add Contact link in the Lead form and automatically create a new Contact. NEHANET will copy the relevant Lead fields from the Lead form to the Contacts form to help you avoid redundant data entry.

Associating Leads to Region Mapping

If you have Region Mapping created in NEHANET, you now have the added benefit of tying them to the Leads module. When you reconcile a Lead to an Account in NEHANET, in addition to automatically copying over Lead releated fields to the new Account form, the region mapping also kicks in and the Customer Region, Account Manager, Rep Firm and Distributor are auto filled, making the lead conversion for your Sales operations folks a simple click and Save.

Website Integration

Please provide us with a copy of your current Lead Form. The NEHANET Services team can take that form and configure it into a website form that will automatically create a new lead in the CRM. There is also a reference Lead form in the Advanced Administration section of the NEHANET CRM.

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Sample Tracking

Concepts

The sample tracking module allows you to automate your entre sample request handling process, from the rep or customer making the initial request, to the RSM and/or marketing approving it, all the way till final shipment.

Please keep the following concepts in mind when coming up with your requirements for this module.

  • Samples can be optionally tied to Opportunities, or can handled at the customer and part level.
  • You can specify an approval policy for samples based on criteria such as sample quantity etc. The NEHANET Services team will implement what is possible out of the box and let you know of the difference. Similarly, you can specify sample email rules so that they can be configured in your system.
  • Samples can be shipped to the End Customer or to the Rep. You can also specify the source location for the samples if applicable. You can also generate a printable invoice for the sample generated for shipping purposes.
  • You can optionally show Accounts, Parts and Opportunities fields in the sample request module and use them for reports, etc.

Capabilities

Samples and Opportunities

Samples can be tied to Opportunities or can be directly requested at the Customer/Part level. In either case, the Sales Rep Contact and Sales Disti contact data will be pulled from Opportunities/Accounts to the samples edit page.

  • Creating a Sample with Opportunity: If you create a sample with Opportunity then the Sales Rep contact or Sales Disti contact data will be pulled from the corresponding Opportunity and will show(in Customer Information section in Samples) as read only in Samples edit page.
  • Creating a Sample without Opportunity: If you create a sample with Opportunity then the Sales Rep contact or Sales Disti contact data will be pulled from the corresponding Account and will show (in Customer Information section in Samples) as read only in Samples edit page.

In both these above scenarios, user can pick “Ship Via” and send it to either Customer directly or Originator of the Sample etc.

How do I ship a sample request to the CM (Manufacturing) location?

If you have an opportunity for a Customer X which has the CM as Y, you should have already assigned Y as the CM in the X’s opportunity. Now when you sample this opportunity, there is an option to “Ship To Manufacturing” or CM location. Once you pick that it automatically pulls in the information of the CM from the Opportunity.

Best practices – Drive to zero Samples filter

Sales Managers often require their Regional Managers and Reps to review/update all Open Sample requests on a daily basis. To achieve that objective, you can create a search filter in Samples module where the Status field for the Quote is set to “In Approval”. In addition, you can make this the default filter, so when you click on the Samples tab, you automatically get the Samples that are to be reviewed/approved. As you work thru the Samples and review/update them, it will automatically go out of your Samples filter.

This is a recommended way of using the Samples module since it enforces a discipline within the organization to review/update the Samples that are awaiting your Approval. We like to call it “Drive to zero Samples filter”.

Rollout Steps

Please provide your sample log spreadsheet as the first step in configuring this module to your requirements.

Advanced Considerations

If you currently ship samples from the ERP system, then NEHANET can be integrated such that the list of approved samples are uploaded to the ERP system on a periodic basis. Please let us know if this is an immediate or possible long term requirement.

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Price Management

Concepts

Please keep the following concepts in mind when putting together your requirements for this module.

  • You can manage both Resale Price and Disti Costs. You can also specify Contract Pricing.
  • You can specify different Volume Breaks for different product families. You can further specify Pricing Approval minimums
  • Resale Price ranges can be different for different Part Families. Disti Cost is typically a single column.
  • You can have different prices by Region etc.

Capabilities

Volume Pricing

You can configure volume pricing in NEHANET. The volume breaks can be configured differently for each Part family if needed. You can also have different volume breaks for Resale price and Disti cost.

Region Pricing

If you price the same part differently in different regions, you can configure the NEHANET Pricing module to support that. With Region Pricing, you can pick a region before entering the pricing information for that region. When you quote a customer in that region, the system will automatically pick the region specific pricing. If there is no pricing for a particular region, the system will automatically default to the standard pricing.

Customer-Specific (Contract) Pricing

If you have Contract (or Customer specific pricing), you can configure the NEHANET pricing module to handle that. When you quote a customer and you have contract pricing for that part/customer combination, the quoting engine will automatically pull that price.

Multi Currency Pricing

You can maintain pricing in multiple currencies in NEHANET. This will enable you to quote the same part in different currencies based on the location of the customer. You can also track the currency exchange rates.

Rollout

Please provide us with your price lists so that the Pricing Module can be configured to your requirements.

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Quoting

Concepts and Capabilities

NEHANET Quote module helps you manage both Direct Quotes (Quote Type: Direct) and Distribution Quotes(Quote Type: Distribution) in the system. You can quote multiple parts in one quote; and can quote multiple volume ranges for each part. You can have different approval rules set up in the system. For example, you can set up pricing minimums for each role; and the quote will be auto-approved if the Approved Price is greater than the price minimum for that role. You can also setup quote approval rules based on the Total Quote Amount. The Quote module can also be configured to trigger email notifications based on specific rules. For example, the RSM can get email notifications for the quote requests in his territory, or the rep can get notified when a quote he has requested has been approved. Once the quote is approved, you can generate a Printable Quote Format which includes your T&C to be sent to the customer. You can choose to Quote Opportunities, or directly at the Customer and Part level. The system automatically computes Distribution Margin and also your Cost Margin.

Distribution Quotes

The following fields are valid for Distribution Quotes:

Disti Cost: This field is automatically filled with the Distributor Book Cost from the Pricing module, once the quantity field is filled in. As a best practice, make sure this field is set to Read Only (RO) for all roles.

Requested Cost: This is the field where the originator of the Quote inputs what is the Cost at which a particular Part is requested. As a best practice, make sure this field is set to Read Write (RW) for all roles requesting Quotes and Read Only (RO) for all other roles.

Target Resale: This is the field where the originator of the Quote inputs what is the price at which a particular Part is being sold to the Customer. As a best practice, make sure this field is set to RW for all roles requesting Quotes and RO for all other roles.

Requested Disti Margin: This field is automatically computed once the Requested Cost and Target Resale Price are filled in.

Approved Cost: This is the field where the user approving the quote enters the cost at which a particular part is approved. As a best practice, make sure this field is set to RW for all roles approving quotes and RO for all other roles.

Suggested Resale: This is the field where the user approving the quote enters the suggested price for resale to the Distributor’s Customer. As a best practice, make sure this field is set to RW for all roles approving quotes and RO for all other roles.

Suggested Disti Margin: This field is automatically computed once the Approved Cost and Suggested Resale Price are filled in.

Cost Margin: This field is automatically computed once the Approved Cost is filled in.

Direct Quotes

The following fields are valid for Direct Quotes:

Direct Price: This field is automatically filled with the Direct Price from the Pricing module, once the quantity field is filled in. As a best practice, make sure this field is set to Read Only (RO) for all roles.

Requested Price: This is the field where the originator of the quote inputs what is the price at which a particular part is requested. As a best practice, make sure this field is set to RW for all roles requesting quotes and RO for all other roles.

Approved Price: This is the field where the user approving the quote enters the price at which a particular part is approved. As a best practice, make sure this field is set to RW for all roles approving quotes and RO for all other roles.

Cost Margin: This field is automatically computed once the Approved Price is filled in.

Quote To

Once a quote is created, you can chose to Quote by selecting in the “Quote To” field one of the following:

  1. Quoted Customer (or End Customer)
  2. Rep Firm for Quote Customer as specified in the Customer Master
  3. Disti Firm for Quote Customer as specified in the Customer Master
  4. Contract Manufacturer (CM) from the associated Opportunity for the Quote Customer. If there are multiple CMs listed in the Opportunity, all are listed in the Quote To field.
  5. Distributor for the CM(s) from the associated Opportunity for the Quote Customer

Approval Rules

There are two different rules you can set for automatic quote approval. One is based on Price Minimum for a role. In this approval model, you enter the Price Minimum for each role that needs to approve the quote. As long as they enter Approved Price (for Direct Quote) or Approved Cost (for Distribution Quote) above their Price Minimum, quote will be auto-approved. If not, it is escalated to the next level in the hierarchy. The second approval model is based Total Quote Value. You can specify the maximum quote value for each role that they can auto-approve the quotes. If the total quote value exceeds that, it is escalated to the next level in the hierarchy. The Printable format button is enabled once at least one part in the quote is Approved. Also, once a part is in any of the Approved status in the Approval chain, it will appear in the Printable format of the Quote. If you do not wish to include some of the parts in the printable format of the Quote, you can mark those in Rejected status.

For a user to approve quote, they need to take multiple parameters into consideration. One is the Requested Cost (or Requested Price), second is Book Cost (or Book Price), and finally your Manufacturing Cost, and in the case of Distribution quote, Target Resale Price. In addition there are other competitive reasons you need to take into consideration. It is for this reason, that we provide a way to lookup the Manufacturing Cost, Book Cost and Book Price in pick list right next to the Part Number in the Quote.

Budgetary Quotes

This is a new feature introduced in the Summer 2016 release. There are situation where one needs to generate a Budgetary Quote for a Customer easily without having to enter the same part number each time for every price break range defined in the system. To address this, we are going to enhance the Quote Module to enable the creation of Budgetary Quote. Once you enter the Customer (plus other top level information) in a Budgetary Quote, when you pick the Part Number, the system will add the same part automatically once for each price break (as defined in the Pricing table) starting at the break matching the MOQ for the Part. We will auto fill the following fields in the Quote Part Level:

  1. Lower end of the price break in the Quantity field.
  2. MOQ
  3. Lead Time
  4. Pricing in the Approved Price field (for Direct Quote) and Approved Cost field (for Distribution) Quote.

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Order Management

Concepts

The Sales History data is either loaded from Excel or automatically loaded from the backend ERP system. The primary benefit is in driving forecast accuracy by making backlog and shipment information visible in the forecast module. The secondary benefit is that it gives reps and channel partners selective access to their backlog and shipsment data without giving them access to the ERP system itself. It also helps you run a Left to Book (GoGets) report so your Sales team knows where they need to focus to get the PO.

Capabilities

Integrating NEHANET with your ERP to pull in your BBB data

NEHANET is now integrated with many leading ERP/MRP solutions including SAP, Microsoft Dynamics, Tensoft, Consona and others. Integrating NEHANET with your ERP is usually straightforward, and adds significant value to your operations.

We typically pull in the following information from your ERP: parts master, customer master, actuals (shipments), and backlog (requested, committed, delinquent, unscheduled), bookings and risk orders.

We utilize this information to:

  • Communicate shipments/backlogs: Instead of sharing backlog and shipment information with your reps by sending them an excel spreadsheet once a week with their data or giving access to your ERP, you can make shipment and backlog information available to the larger sales team via our partner portal. Your reps will have the latest backlog and shipment information on their fingertips, including customer request vs. commit dates and ship date details. This information is also available in the NEHANET Offline edition.
  • Improve forecast accuracy: Having access to shipment and backlog information in the forecast edit page significantly increases the forecast accuracy. Your sales team will have access to all the critical information they need while they are updating their forecasts. In addition, doing it all in one system significantly improves the efficiency. It also gives you the ability to reconcile shipments and backlog to a specific opportunity. To show backlog in the Annual Operating Plan, make sure your system has the “Backlog” (actual value 20) added to the Part Type field. All Sales History record with this value will be treated as Backlog. To show Shipment in the Forecast Edit page, make sure your system has the “Invoice” (actual value 10) added to the Type field. All Sales History records with this value will be treated as Shipments.
  • Comprehensive business visibility reports: NEHANET provides reports that combine your forecasts, shipments, backlog (requested, committed, delinquent, and risk orders) and computes Go Gets/Left to book. This report can help drive your sales team to focus on closing the gap for a particular month.

Manufacturer Part Inventory Report

You can maintain the part inventory in a cost effective way in NEHANET. Everytime you add stock for a part, enter it as a “Stock Addition” in the Order Management module. Each entry with type “Stock Addition” will be added towards the inventory for that part. When a part is shipped, the system automatically deducts the shipped quantity from the part inventory. Make sure your system has the “Stock Additon” (actual value 50) added to both the Type field and Part Type field and fill in the shipped date to reflect the date the stock was added to the inventory.

Tracking Returns

You can track returns (including RMAs) in Sales Histrory module. Make sure your system has the “Returns” (actual value 30) added to both the Type field and Part Type field and fill in the return date in the shipped date fiedl to reflect the date the stock was returned.

Sales History (BBB data) to Opportunity reconcile

Now you can reconcile your BBB data to specific Opportunity in NEHANET. If you upload your BBB data into NEHANET, NEHANET automatically attempts to reconcile it to a specific Opportunity for you using the following rules:

  • We auto reconcile where we can (i.e. there is only one Opportunity for that Customer/Part). Here you will find the opportunity Name and ID column filled in the BBB report..
  • If there are more than one Opportunity for a particular Customer/Part, we mark the opportunity name as NONE-UR, so you know you need to manually reconcile the Sales Order to the right Opportunity. You need to do this only once and the system will remember it.
  • If there is No Opportunity for a particular Customer/Part, we mark it as NONE-CR, so you can create the Opportunity and the next time the migration runs, it will auto-reconcile or mark it as NONE-UR. You need to do this only once.
  • There is a Opportunity and a Forecast, but there is NO Sales Order for that Opportunity. These are flagged as NONE, since when the migration runs, we have no Sales order for these Opportunities.

Rollout Steps

Please provide your sales history spreadsheet as the first step in configuring this module to your requirements. If your sales history data is in excel, please provide your sales history file so it can be analyzed and configured in the system.

If your sales history data is in your ERP system, please provide a data dump so it can be analyzed and configured in the system. As a second step, we would then write the adapters to pull automatically data from the ERP system.

Advanced Considerations

We can set your system up such that it automatically pulls the sales history data (shipments, requested and committed backlog etc) from your ERP system on a periodically scheduled basis. Please specify in your Requirements document if this is indeed your immediate or long term requirement, and we will keep that in mind during your rollout.

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Partner Portal

The Partner Portal gives your Reps and Distributors 24×7 secure, partitioned access to information they need. It eliminates redundant manual work while giving Reps and Distributors an incentive to create demand, and you a tool and process to manage Reps and Distributors.

  • Reps and Distributors are typically set up by Regions and see data only for their region.
  • Reps can login and create Call Reports for their Accounts, request Samples that can be either delivered to the Rep or directly to the Customer. Reps can also request on behalf of the Customer or the Distributor. Reps can also update Opportunities and submit Forecast Information for their Customers.
  • Distributors can register Designs, request Special pricing, uplod their monthly POS data and submit debit claims for Approval.

Rollout Steps

Please provide NEHANET with a list of your Rep and Distributor companies to be set up in the system.

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Design Registration

Concepts

Distributors selling components to OEMs spend a substantial amount of time on design development with the OEM so that the OEM ultimately selects their manufacturer’s component for the design. Distributors work with Manufacturers Representatives or their own sales engineers to develop solutions for the OEM’s products.

To protect themselves from competition during this long design period, distributors prefer to register designs with the Manufacturer. What distributors want is a record that they found and registered the design first, before other distributors servicing that OEM. This gives the distributor preferential pricing if necessary at the time the design goes into production.

NEHAHET offers a comprehensive Design Registration module that lets distributors register designs as follows:

  • The distributor submits a registration to develop a design with a specific component for a specific OEM product.
  • The component manufacturer using their internal workflow decides whether to approve this registration.
  • If the registration is approved, other distributors will not get financial incentives from the component manufacturer, so they will generally not compete in developing designs for this OEM product that use this component.
  • After registration is approved, the distributor can use NEHANET Partner Portal to manage the opportunity, keeping track of revenues and contacts associated with it and of contract manufacturers who will ultimately build the OEM’s product.
  • After winning the design, the distributor uses NEHANET Partner Portal to update the status of the design registration.

NEHANET can automate your end to end design registration process, starting from the NEDA form that your distributor uses through the entire approval process. Please keep the following concepts in mind when you are providing data for your design registration system:

  • The NEDA form (or variation thereof) serves as the starting point for distributors to submit their registrations.
  • Registrations are reviewed and approved/rejected by RSMs etc. Please think through how you want to handle this and write it up in your requirements document.
  • Email notifications are used to inform Distributors, Rep, RSMs etc of the status of their design registrations.

Capabilities

New Distributor Account Setup

Since Design Registration is for Distribution Customers, you need to have a way for Distributors to enter new Customers as they identify. There are two ways to accomplish this:

  • You can give access to the Accounts module to the Distributors so they can create Accounts as they deem fit.
  • You can create a New Account setup form and deploy it in Design Registration module. The Distributor can fill it and submit the form. The form can email a designated person who can then validate the request and create the new Account in Accounts module.

There are no real advantages to use one method over the other. Option #2 gives you the Manufacturer more control over new Account creation.

Converting Design Registration to Opportunity

Once a Design Registration is entered and Approved, there are two possible options available.

  • You can add a new status value to the Design Registration status field so the Distributor can flag it as a Design Win.
  • You can customize the Design Registration module, to enable a option to convert Design Registration to an Opportunity, THis will transfer all the relevant information from the Design Registration module to the Opportunity module and allow you to track the Design Registration as part of your Opportunity pipeline.

Creating Quote for Design Registration

The primary reason a Distributor registers a Design is for price protection. When two or more Distributors are pursuing the same Opportunity, the Distributor who does the most work gets his Design Registration approved by the manufacturer. Once the Design Registration is Approved, when the Distributor starts shipment, they might come back to the manufacturer to ship it to the end customer below the target resale price. In these cases, since they are shipping from stock, they need to get a lower pricing approved for this Opportunity, so they can register a Debit claim with the manufacturer.

TO make this process easy, you can create a quote for Approved Design Registration by clicking on the $ icon in the Design Registration grid. The system automatically transfers all the relevant information to the Quote form, so the Distributor can submit the Quote for Approval.

Rollout Steps

As a first step, please give NEHANET Services the form/format you are currenly using for new registrations along with a spreadsheet of current registrations in process so that they can configure your system, load in your data, and advise you on any gaps between your requirements and the way your system has been configured.

Note: once your Design Registration system is setup, NEHANET services can provide you with an Excel template which contains the fields specific to your system. This template is used to import your data in quickly and easily.

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Debits

Concepts

The Debits module ties off the Quotes module and is largely out of the box. Debits can be issued against approved Distributor Quotes. The distributor can enter debit claim entries once they have the Debit Authorization Number. NEHANET does perform several validation checks on new debit claim requests. However, please write up any specific Debit approval/processing business logic you might have so that it can be evaluated and, if possible, configured in the Debits Module.

The Debits module has a wide range of in-built reports ranging from slicing and dicing the debits data to generating specific credit reports for particular distributors. You can get insight into Total Quantity, Shipped Quantity, Pending Quantity, Total Potential Credit Exposure, Actual Distributor Credit, and Pending Potential Credit Exposure.

You can also specify, within some constraints, what Debit Numbering scheme you wish to use, and how it correlates to the underlying Quote Number.

Capabilities

Extensible Post-Import Validation Engine

The system validats debit claim requests to ensure that the Quote is unexpired, that the Part Number matches etc. The Debits module has been enhanced to support a flexible post-import validation engine that executes a combination of standard and custom rules between the debit data and the quote data and flags debits as valid or invalid and also provides a summary of the reason why. This information can be viewed on the debits summary screen and also in debit reports.

Distributor Debit Exposure

The debit claims can be processed in one of the following ways:

  • If you receive Debit claims as part of Distributor POS report, then you can upload the spreadsheet, map to POS and import the POS data first. You can then create a view from the uploaded POS data to show the Debit claims. These are then imported in the Debits module.
  • If you receive Debit claims separately from the Distributor in a spreadsheet, you can upload the spreadsheet, map to Debits module and import the data.
  • You can also enter the Debit claim items one at a time via the User Interface.

Once debit claims are processed, the system provides the following information for each Distributor:

  • Distributor Book Payment – This is what the Distributor paid you for stocking their shelf. You can get aggregate or on per Quote basis.
  • Total Potential Distributor Credit – This is the difference between the Distributor Book Cost and Approved Cost for the quantity approved. You can get aggregate Distributor Credit exposure or on per Quote basis.
  • Actual Distributor Credit – This is for each debit claim as it is entered, processed, validated and Approved. This is the difference between the Distributor Book Cost and Approved Cost for the quantity shipped. You can get aggregate Actual Distributor Credit for processed Debit claims or on per Quote basis.
  • Pending Potential Distributor Credit – This is the difference between the Distributor Book Cost and Approved Cost for Approved quantity that is pending shipment from the Distributor to the End Customer. This gives the remaining Credit exposure at aggregate or on per Quote basis.

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POS

Concepts

Please provide all the POS files you currently get from distributors so they can be analyzed and configured in the system. Please keep the following concepts in mind when putting together your requirements for the POS system.

  • The POS Mapping engine maps from each distributors format to your specific format. These mappings can be used each month when the distributor submits fresh POS data. In addition, the POS import engine will restrict duplicates based on the combination of POS Number, Part Number, Ship Date and Quantity.
  • The POS engine flags external customer and parts that do not map to internal customer and parts for reconciliation. Once reconciled, these will not show up during the next cycle.
  • The POS module supports custom fields and custom layouts. Please identify any custom field you would like so it can be configured in the system,
  • There are a broad set of POS reports available in the out of the box system

Capabilities

Distributor POS Mapping Engine

The NEHANET POS module allows you to upload sales data from your channel partners including distributors and third party resellers. By integrating key channel and sales information such as end customer, part, price, quantity, inventory and shipment information,you can align your field sales forecasts and production plans to accurately meet product demand to achieve revenue targets while minimizing inventory exposure.

We have a built-in POS Mapping engine that maps from each distributors format to your specific format. These mappings are saved in the system and can be used each month when the distributor submits fresh POS data. In addition, the POS import, engine will restrict duplicates based on the combination of POS Number, Part Number, Ship Date and Quantity.

The POS engine flags external customer and parts that do not map to internal customer and parts for reconciliation. Once reconciled, these will not show up during the next cycle. Moreover the POS module supports custom fields and custom layouts. There are a broad set of POS reports available in the out of the box system.

POS to Opportunity reconcile

Now you can reconcile your POS data to a specific Opportunity in NEHANET. If you upload your POS data into NEHANET, NEHANET automatically attempts to reconcile it to a specific Opportunity for you using the following rules:

  • We auto reconcile where we can (i.e. there is only one Opportunity for that Customer/Part). Here you will find the opportunity Name and ID column filled in the BBB report.
  • If there are more than one Opportunity for a particular Customer/Part, we mark the opportunity name as NONE-UR, so you know you need to manually reconcile the Sales Order to the right Opportunity. You need to do this only once and the system will remember it.
  • If there is No Opportunity for a particular Customer/Part, we mark it as NONE-CR, so you can create the Opportunity and the next time the procedure runs, it will auto-reconcile or mark it as NONE-UR. You need to do this only once.
  • There is a Opportunity and a Forecast, but there is no POS data for that Opportunity. These are flagged as NONE.

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Stock Rotation/Inventory Mgmt

Overview

The NEHANET Distributor Stock Rotation/Inventory Management module allows Manufacturers to manage their Channel Inventory efficiently by providing a real-time visibility to how much material is already in the channel. The system ensures that the returned stock goes through a predefined acceptance process before a credit is issued. The approval process can be automated and email notifications set up to notify all participants.

Capabilities

The Inventory management module pulls in data from the Sales History and POS module. Once you pick a Distributor, it shows all the parts the Distributor is holding in Stock. Once you pick the part, it shows you how the detailed invemtory report for that part at that Distributor from the beginning.

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Problem Escalation

Concepts

The Problem Escalation module can automate the flow of customer issues from customers to your FAEs and onto your AEs and Engineering teams. Please keep the following concepts in mind when defining your requirements for this module.

  • You can create custom field and custom layouts to capture any additional information if required.
  • Escalations can be categorized into types, and types can be assigned to user roles for routing. For example, CAEs and FAEs might be two different groups and the system can be set up to route tickets to the right person. You can also route by Region etc.
  • Escalations are associated with Part Families and Part Numbers and have a Status drop down, all of which can be used to automate the routing.
  • The system can be configured to send out Internal and External emails, with different content and different attachments. Please capture any specific requirements so they can be analyzed against the capabilities of the system.

Capabilities

Deploying Escalations Module for Customers

You can deploy the Escalations module for your Customers so they can come in and create/manage tickets. To do so, please create a Customer role and enable only the Escalations module.

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Campaign

Concepts

The NEHANET Campaign Manager allows you to deliver, track and manage sales and marketing messages to targeted audiences. You can easily create target lists to include Contacts who bought a certain product, rep firms, distributors, internal teams or web-site visitors that show interest in a particular product. You can also analyze campaign effectiveness by measuring response rates (Opens, Bounce Backs and Unsubscribes).

MailChimp is an email service provider (ESP), which helps marketers send bulk emails to clients, customers, and other interested parties. NEHANET uses MailChimp as the underlying engine to send the campaign out so you can create compelling marketing content, be assured of reliable campaign delivery, and stay in compliance with the latest regulations. This integration with MailChimp delivers a comprehensive solution so NEHANET users can manage and see what content are actually being viewed by their Leads and Customers. To enable the MailChimp integration, get your MailChimp API Key and have the NEHANET Services team enter it in your Organization database.

Benefits

Contacts in NEHANET are populated on a daily basis by your users. Some are coming in as leads from Trade shows, Industry Conferences, public website, some are your customer engineering and purchasing contacts, while others are your channel partners. No matter what, would you not like to stay in touch with your contacts regularly? Perhaps send targeted messages to your contacts periodically to keep them updated? NEHANET Campaign Manager helps manage your marketing campaigns and communications. These contacts can be categorized into different groups using the system field “Campaign List”. The values for this system field can be configured as per your requirements. The Campaign Manager module downloads all the Campaigns from MailChimp for targeting and scheduling. You can define the intervals between each campaign, defined what contact categories are to be targeted, include any title restrictions. In addition, you can filter contacts using the search criteria available in the contacts module. You can also build dependency between campaigns to handle cases where you need to send out one communication before another. You also have the ability to organize Campaigns into different groups for better organization.

Capabilities

Campaign Template

As a first step, create a Campaign Template appropriate for your business. You can use the templates provided by MailChimp or create your own. Make sure the template is using a responsive design so the email campaign can be viewed in a mobile device as well as a web browser.

Campaign Mailing Lists

The next step is to create mailing Lists in MailChimp. This mailing list can be managed from NEHANET CRM using the live integration. You can add or remove subscribers from the mailing list by searching for contacts in NEHANET CRM and adding or removing them from the mailing lists.

Campaign Email

Once the template and mailing list is created, create the Marketing and/or Product Change Notification content. You can chose to use a separate template for each campaign or use from a common template set.

Populating Mailing Lists and Sending Emails

Populating the MailChimp mailing list from NEHANET is straightforward. You first organize contacts into different categories so you can target your content. One category could be your current Customers so you can periodically send Product Change Notifications (PCN). Another category could be your Channel Partners so you can send them Channel specific information. Another could be prospects or Leads that you would like to keep updated with information need to generate new business. Once the Contacts are organized, you can then search for and add them to the MailChimp mailing list created in the prior step directly from NEHANET. In addition, you can also specify which Campaign Emails can be targeted to which Contact categories in NEHANET. This will help you target the Email Content to the right contacts efficiently.

Once the mailing list is populated, you can schedule the emails to to be sent in MailChimp and wait for the actual mails to be sent.

Measuring Campaign Results

Once a campaign has been sent out, NEHANET automatically downloads campaign response rates (Opens, Bounce Backs and Unsubscribes) so you can measure and optimize your campaign performance. The integration to MailChimp also provides insight into which users opened (read) the campaign email. This information is also updated back in the CRM so you can view what campaigns were sent to a particular contact. In addition, if you have a campaign landing page tied to the email sent, you can see which users actually clicked on a URL link. It is a good idea to include a call to action in the campaign landing page so you can capture the lead.

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Training/Learning Management

Concepts

The key to training success is moving knowledge from the people who have it to the people who need it, while ensuring those who receive it also understand it. The NEHANET Training Module gives you the power to do exactly that in a very cost effective and secure manner. Designed to specifically meet the development and training needs for your people, our software and implementation methodology can have your sales, field engineer as well as rep firm and distributor training programs up and running in a short amount of time. In fact, the system is so flexible it can be used for the training and testing needs of any department including marketing and human resources.

You can create Training Topic Categories that are unique to your organization. The various Training Topic can then be organized into these Categories. This will allow you to specify access control for who has visibility to what Training Topics. You can also set Expiry dates for the Training Topics. The Training Module supports different kind of Training Materials including but not limited to PowerPoint, Word and Excel documents, PDF Datasheets. You can also embed YouTube video presentation so your users can view them inside the CRM. This will allow you to keep the video private  if you need to.

 

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RMA

Overview

The NEHANET Return Material Authorization (Return Merchandise Authorization) is a flexible and powerful RMA engine that can automate your entire RMA process from web RMA entry, through validation and authorization, all the way to generating the shipping invoices and tracking shipments. Your customers, customer service people and others will have full visibility at all times and the status of any request. Convert your paper or other manual RMA process into a state of the art automated process.

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Split Commissions

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Cost

Capabilities

NEHANET has a Cost module where you can keep track of all the Product (Part) costs in different currencies. You can also track your Manufacturing Locations in NEHANET. The Cost module works in conjunction with Pricing, Opportunity, Quotes, Order and POS module to provide a Gross Margin for every Customer/Part.

Rollout

Please provide us with your Cost spreadsheet so the Cost module can be configured to your requirements.

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Advanced Setup

Mobile

Go mobile with NEHANET Mobile:

You can easily access the data in NEHANET from a mobile device (Android, iPad, iPhone, Windows Phone, etc). When you access NEHANET from a mobile device, we will direct you to a mobile version of the application which has:

  • Quick Create: gives you a list of the modules configured for Mobile Access. Selecting a module takes you to the create page where you can quickly and easily add a new contact, account, activity etc. The create page will be presented in a linear form from top to bottom to fit the phone form factor.
  • Global search: allows you to quickly look up a record without navigating too many tabs. Once you enter a search term and hit go, you will get back a list of records matching your search criteria. Clicking on a search result will take you to the edit page for that record. The edit page will list all the fields in a linear form from top to bottom to fit the phone form factor. You can then make changes to the record and save.
  • Module Links: for the modules you deployed online (e.g. Accounts, Contacts, Activities, Call Reports etc) are displayed on the Mobile Home Page. Clicking a link gives you a list of all the data for that module scoped by your security settings. You can easily edit or delete any object from the data page.

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Outlook Contacts Synchronization

The NEHANET Outlook Sync engine lets you consolidate and manage all contacts, and their associated customer relationships.

Selective and Seamless Synchronization

Users can add Outlook contacts that they want to synchronize to NEHANET into the NEHANET contacts folder. They can also explicitly exclude any NEHANET contacts that they do not wish to synchronize with Outlook. Adding contacts from Outlook to NEHANET, or from NEHANET to Outlook is as simple as a click of a button.

Once the mapping is established between a Outlook Contact and it’s corresponding record in NEHANET, the system tracks changes to that contact in both Outlook and NEHANET, shows any differences in a summary page, and allows the user to decide which change they would like to make to their records.

Contacts deleted in Outlook are not deleted from NEHANET. However, Contacts that are in the NEHANET folder in Outlook and are deleted in NEHANET will be deleted from Outlook.

How to Install the NEHANET Contact Sync Software?

In order to use this feature you need to have Outlook 2010 or later version installed on Windows 7 or newer version of Windows OS. Please follow the steps below to enable this feature. If you need further assistance please contact us.

  • Close Outlook before proceeding with the Installation.
  • Login to your System using the URL. If you are not sure, please contact your System Administrator or your NEHANET Contact.
  • Download the Outlook Contacts Sync Software. If you don’t have it, please contact your System Administrator or your NEHANET Contact.
  • Save the setup_contacts.zip file and extract the contents of the zip file.
  • Click on NNSync.msi (Microsoft Installer file). Follow the Installation wizard and complete the Installation.
  • You will see a new icon NNSync.exe in your desktop.
    OutlookContactSync-11[1]
  • Restart Outlook.
  • Click on NNSync.exe in your desktop to start the NEHANET Contact Sync Software. You will get a screen as shown below. Enter your Login details to Match and Sync Contacts between Outlook and NEHANET.
    OutlookContactSync-2[1]

How to synchronize Contacts between Outlook and NEHANET?

Once the NEHANET Contact Sync Software is installed, launch it and you can select which Outlook Contacts to Sync with NEHANET. Once the Contacts are matched, anytime a Contact is updated in either Outlook or NEHANET, the changes propagate to the other side once you Sync. If there is a conflict, it will give you an option to select which one wins.

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Custom Applications

One of the advantages of the NEHANET platform is the ease of creating custom applications that capture every nuance of your business processes and allow you to automate what might have been an adhoc process to date.

As a first step, please provide us with details on the process, including any spreadsheets or web forms that are used to capture data. Please also provide us with the workflow rules and processes you have in place today, such as approval rules, email rules, security and access control etc.

NEHANET can rapidly set you up with an online, automated version of your process that your users can use.

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Rules Engine

Concepts

The latest release of the NEHANET CRM has a built in Rules Engine. Rules Engine are software components that execute business rules that are externalized from the application code. The externalization allows the business users to modify the rules frequently without the need for a software upgrade. The system as a whole becomes more flexible, although QA and testing is still required.

To access the Rules Engine, click on Admin->Rules Engine. Here you can do three things:

1. Manage Rules – Create, Edit, Delete rules
2. View the Execution log
3. View the change history

Rules have a life cycle. When you create a new rule, you would put them as a Development rule to allow you to work out the details. Once the rule has been tested, you can activate the rule. Once a rule is active, it will execute as specified and you can view the execution log. Once you determine it is no longer needed, you can inactivate the rule.

There are two type of rules you can create now.
1. One is a Assignment Rules, where you assign the source value to the target.
2. The second type is a Procedural Rule, which will allow you to trigger a rule based on a condition and compute target value(s) based on certain source value(s). In this case, you need to write a procedure, drop it in the database and invoke it from the rules engine.

The rules engine can be used in a variety of application. Some examples include:

1. If you maintain the cost information, in the parts master, the rules engine will let you compute the margin for every quote as they get created.
2. If you utilize the Leads module in NEHANET and capture the Lead Source, the Lead Source information can be propagated To Contacts and to Opportunities, so you can run a Opportunity report by Lead Source. This will allow you to compute the ROI for your marketing campaigns.

There are many such application for the rules engine. If you would like to deploy a rule in your system, please contact us.

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Integration

Concepts

NEHANET has been integrated with your back end system/ERP. The integration process is not complex; and customers typically automate the flow of Parts, Accounts and Sales History data from ERP to NEHANET.

Integration yields immediate benefits to your operational processes. Making Backlog and Shipment data visible in NEHANET helps drive Annual plan and Forecast accuracy. Giving access to order and backlog information to your reps is often a useful goal as well. For an overview of the integration please download the Integration Framework document https://www.nehanet.com/pdf/Information_Integration_Framework.pdf

Considerations

There are several approaches you can follow in integrating NEHANET with your ERP system.

  • The simplest and most cost-effective integration methodology is for you to publish data from your ERP system to an intermediate staging database; and for us to pick it from there and load it into the NEHANET system. The data sync is usually incremental, and the frequency of sync can be adjusted to your business needs.
  • The second method of integration is to directly and programmatically (API, web services etc) interface with your ERP system. This assumes the ERP system has a web service API that can be invoked remotely to get the requested data. We do not, however, recommend this approach since a version change in either software has the potential of breaking the integration link between the two systems.

As a first step, please identify your requirements as to what entities you need to sync between ERP and NEHANET. Typically, Parts, Customers and Sales Orders flow from the ERP to NEHANET. Forecasted Production plan flows from NEHANET to ERP. Approved Quotes can flow as conditional Orders to ERP and Approved Sample Requests can flow as zero cost orders to ERP. NEHANET Services team can work with you to implement the exact flow of information as needed by your business needs.

The next section below lists the common fields that flows between ERP and NEHANET.

Parts Master

The following is a typical set of Parts data that flows from ERP to NEHANET. Please note that this is just a recommended list. We can work with you to finalize the exact set of fields for your deployment.

  • Part Number
  • Part Family
  • Product Line or Business Unit
  • Part Description
  • Date Created
  • Date Last Modified
  • Status (‘Active’ or ‘Inactive’)
  • Additional Product Attributes as needed
  • Unique Record Id

Customer Master

The following is a typical set of Customer data that flows from ERP to NEHANET. Please note that this is just a recommended list. We can work with you to finalize the exact set of fields for your deployment.

  • Customer Name
  • Customer Id
  • Customer Type
  • Customer Sub Type
  • Street Address
  • City
  • State or Province
  • Zip or Postal Code
  • Country
  • Customer Region
  • Date Created
  • Date Last Modified
  • Status (“Active’ or ‘Inactive’)
  • Additional fields as needed

Sales Backlog

  • Unique Id
  • Order Number
  • Order Date
  • Sold To Customer
  • End Customer
  • Part Number
  • Unit Price
  • Quantity
  • Amount
  • Customer Requested Date
  • Date Created
  • Date Last Modified
  • Additional fields as needed

Sales Shipments

  • Unique Id
  • Invoice Number
  • Invoice Date
  • Sold To Customer
  • End Customer
  • Part Number
  • Unit Price
  • Quantity
  • Amount
  • Customer Ship Date
  • Date Created
  • Date Last Modified
  • Additional fields as needed

Forecasted Monthly Production Plan

  • Part Number
  • Part Family
  • Current Month Quantity
  • Next Month Quantity
  • and so on…

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Custom Sections (Loops)

Concepts

The NEHANET Field Layout Engine is one of the most advanced yet flexible and easy to use Layout engine available today. The Field Layout Engine provides unprecedented flexibility in adding fields to any module. We are introducing a