High tech firm uses Salesforce to automate, streamline channel partner order submission processes.

1. Background
The client is a technology leader in flash storage solutions. It has over 6,200 customers
in 50 countries and its average deal size has continued to increase.
Challenges
The client is considering creating a Sales Order (SO) submission and approval process for its
Channel Partner using workflow and approval automation by leveraging the functionalities
present in Quote Tools and Salesforce.com (SFDC).
The client’s existing processes gave rise to the following challenges:
 Quotes are made in an Excel spreadsheet called the Quote/SO Tool (QST)
 QST updates occur 1-3 times per quarter
 Multiple versions of the QST exist; standardizing to the newest version is difficult
 QST requires manual data entry from sales reps, which is prone to error
 Lack of notification to users who create invalid product configurations
 No available quotes history
 QST data has to be manually synced to SFDC by the sales team
Copyright © 2015 Mansa Systems LLC. All rights reserved.
High-tech Firm
Uses Salesforce to
Automate, Streamline
Channel Partner Order
Submission Processes

2. PARTNER PORTAL
(partner mgmt)
CUSTOMER
PORTAL
(Service Cloud)
QUOTE TOOL
(SteelBrick)
SALES ORDER
(custom object)
Salesforce.com
Sales Cloud (CRM)ST-7
ST-1 ST-5 ST-2
CUSTOMER
PORTAL
(Service Cloud) Microsoft
Dynamic
Navision
Zetadocs
CM Arena
Service
Logistic
Provider
INTEGRATION TOOL
OT-1
OT-3
OT-4
OT-7
OT-5
ST-3
ST-4
ST-5
OT-6
OT-2
ST-1 Quote Tool in SFDC
ST-5 Product Configuration Engine
ST-2 Capture SO in SFDC
ST-3 Push Approved SO, SFDC to NAV
ST-4 Push Confirmed SO, NAV to Salesforce.com
ST-6 Push Price List, NAV to SFDC
ST-7 Partner Access to Quote Tool
IT-1 Integration Tool
OT-3 Push RMA Info, NAV to SFDC
OT-5 Push RMA Info to Service/Logistics Providers
OT-6 Push RMA Transactions/Ship Confirm to NAV
OT-2 Email notifications with Zetadocs
OT-1 Push Support Entitlement/Asset, NAV to SFDC
OT-7 Grant CM access to inventory transactions
& ship confirm in NAV
OT-4 Push active SKU info, ARENA to NAV
Copyright © 2015 Mansa Systems LLC. All rights reserved.
High-tech Firm Uses Salesforce to Automate, Streamline Channel Partner
Order Submission Processes
The Solution
Mansa’s team of experts leveraged Quote Tools and SFDC which allowed sales reps to convert
existing quotes into SOs, enter additional information required to process the SOs, submit
the SOs for approval, monitor their progression through the approval process and receive
confirmation acceptance and submission into NAV.
This has made a bi-directional sync between Salesforce and Navision allowing a complete data
view in both systems and giving 200+ reps access to data in the ERP. It has also streamlined
Channel Partner access to the Quote Tool.
Mansa addressed the client’s specific challenges and revamped its existing processes:
 Quotes are directly entered in SFDC through an online quote engine
 QST updates are done multiple times per quarter without interrupting the end users
 Availability of the latest version of the quote engine
 Application of configuration logic to warn users against invalid product configurations
 Centralized online repository for quotes
 Availability of the quotes history
 Automatic synchronization of QST data to SFDC

3. +1(415)729-1152 • info@mansasys.com • www.mansasys.com
415 Jackson St, Suite B, San Francisco, CA 94111, United States
High-tech Firm Uses Salesforce to Automate, Streamline Channel Partner
Order Submission Processes
Business Benefits
With Mansa’s solutions, the client was able to gain the following benefits:
Faster quote creation
Minimal data error in submitted SOs
Heightened visibility into the SO approval process
Reduced communication time – no more back and forth
emails between order processing and sales
About Mansa
Mansa Systems is a San Francisco-based business and technology
consulting firm that works with Fortune brands and other high-
growth organizations to help them leverage the best-of-breed Cloud
solutions in their modernization plans. These include Salesforce,
ServiceNow, and Informatica consulting, development, integration,
and implementation. Mansa also provides turnkey business
solutions by delivering packaged business apps like MassMailer,
Cloud Drop, and ServiceNow connector that help customers reduce
time-to-market, better ROI, and higher user adoption.