QBR Cannonball Run: Quoting

Exec Summary

Why did we choose this as a top 3 item from QBRs?

• The quote to cash process was one of the most common subject matters among QBR asks. It's critical that the Sales team feel empowered and enabled to deliver correct quotes to the customer.

What did we do?

• We expanded our Quote Configuration Guide, now complete with video trainings! Visit the Deal Desk Handbook to access for this new enablement!
• We completely redesigned the Sales Order Processing page! This page has been stripped of outdated, irrelevant, and confusing content is now organized to reflect the quote-to-cash process in chronological order, and has been designed with Sales as the primary audience.
• We updated the Order Form templates to prevent the True-Up product from displaying a negative discount or incorrect list price! These are live in Salesforce and follow the naming convention "[Quote Type] Order Form (2020-06-01)." Previous templates will be maintained in the system for the rest of June and will be renamed to "DEPRECATED: [Quote Type] Order Form."
• We have launched a Quote to Cash Survey to Sales to collect feedback that will determine priority of upcoming process and system updates!

What's in it for you?

• More enablement, better Handbook resources, and smarter templates will reduce the need for Sales to request Deal Desk assistance, and will speed up the sales cycle. Take the Quote to Cash Survey to ensure your voice is heard regarding future updates!

Deal Desk to complete the following four items (together, "Quoting") for the Q2 QBR Cannonball Run initiative.

• Feedback: Quoting Survey
  • Issue: #1026 (closed)
  • Success Definition: Survey launched to Field Sales Team, shared in June Field Flash
• Enablement: Quoting Guide + Training Videos
  • Handbook Link: https://about.gitlab.com/handbook/sales/field-operations/sales-operations/deal-desk/#zuora-quote-configuration-guide
  • Video Link - New Subscription Quote
  • Video Link - Amend Subscription Quote
  • Video Link - Renew Subscription Quote
  • Issue: gitlab-com/www-gitlab-com#7590 (closed)
  • Success Definition: Video links + Quoting Guide merged and shared in June Field Flash
• Handbook: Sales Order Processing page redesign
  • Issue: gitlab-com/www-gitlab-com#6963 (closed)
  • Success Definition: Merge Request merged, redesigned page shared in June Field Flash
• Process: High Impact Updates to Order Form Templates
  • Issue: #1067 (closed)
  • Quick Wins: True Up line item(s) - show List Price as entered, remove negative discounts
  • Success Definition: Templates updated, updates announced to field in June Field Flash

cc @james_harrison @mgilgalindo @calbaker @maria_szucs @kdsouza2 @ashleypotter