As most of our community members already know, OroCRM 2.0 features a unique integration with our B2B eCommerce platform OroCommerce. While both applications can be used independently, the purchase of OroCommerce Enterprise Edition (EE) comes bundled with OroCRM Enterprise Edition at no extra cost. This combination gives product users access to both CRM and eCommerce functionalities from a single interface.
In today’s blog, we’d like to touch on several new B2B commerce sales-related features that will be made available in the upcoming OroCRM release scheduled for this spring.
New Features with OroCRM and OroCommerce Integration
An important improvement in the upcoming version of OroCRM is the new Commerce workflow for B2B commerce sales reps looking to use OroCommerce functionalities within the CRM.
We introduce an automated workflow that will create a relation between OroCommerce sales entities (such as RFQs, Quotes, and Orders) and OroCRM Opportunities.
This will allow sales reps to perform their Commerce operations (e.g. processing and managing RFQs, Quotes, and Orders) either from an OroCommerce entity view or straight from an OroCRM Opportunity. On top of that, all the reporting advantages that come with tracking Opportunities will be available for efficient sales pipeline management.
The new commerce sales flow will enable you to:
- Convert RFQs to Opportunities
- Create Quotes straight from the Opportunity view
- Have all the entities connected to each other and synced once they are modified
Let’s take a closer look at how the new improvements can be used.
Use case #1
A sales rep works with Commerce entities: once an RFQ is created, an Opportunity is automatically generated.
The workflow is initiated once a Commerce customer creates a solicitation, like an RFQ. Once this RFQ lands into the Commerce system, an Opportunity is automatically created in the CRM and related to this particular RFQ in the backend. Both the RFQ and the Opportunity have a direct connection to each other and users can easily navigate between both views. The RFQ displays all data in terms of a particular deal like history of negotiations, starting offer price, etc. The Opportunity view will offer information, like communications efforts and changes in deal status, to track the progress of deals. The synchronization between both entities will allow sales teams to instantly track pipeline activity and improve sales efficiency.
Use case # 2
A sales manager wants to get a comprehensive report on the company’s sales pipeline.
Sales managers might want to get in-depth insight into sales rep activities, estimate their workload, and track the success rate of closed Opportunities. To provide this information, sales reps won’t have to deviate from their core tasks or build any reports. Because RFQ data will be automatically synced with Opportunities, sales managers can obtain a clear view into their sales organization through Opportunity-based reports or default Sales widgets available in OroCRM. This information can then be used for further analysis and efficient sales planning.
Use case #3
A sales rep can work with RFQ’s and perform typical commerce sales functions from the Opportunities view.
The commerce sales reps will be able to have a default workflow for Opportunities. If sales reps are used to working with CRM tools, they may find it more convenient to process RFQs, Quotes, and Orders straight from the Opportunity view. The Opportunity view will allow sales reps to perform the same actions as found in RFQ, Quote, and Order entities.
From the Opportunity view, sales reps can also bypass the RFQ process and simply generate a Quote. This might be useful if a Commerce customer doesn’t want to go through an RFQ process. In the event that a deal requires multiple quotes to be generated, the Opportunity view will display the entire history of quotes related to that deal.
The new B2B Commerce sales flow scheduled to be available in the upcoming OroCRM releases (Q2 2017) provides sales representatives with more flexibility when working with the commerce entities. They can opt to perform their sales tasks either via the RFQ, Quote or the Opportunity view.
The commerce sales teams including sales managers can use Opportunities to track the entire deal progression starting from creating an RFQ to placing an actual purchase order. This enables all the parties involved to get a 360-degree view while offering the necessary data to forecast future revenues.
Is there anything else you’d like to know about the integration of Oro business applications or their functionalities? Get in touch with us for more details.