ICI for SAP CPQ and S4/HANA Lead to Cash Adapter[edit]

ICI for SAP CPQ and S4/HANA Lead to Cash Adapter

Overview

The ICI for SAP CPQ and S4/HANA Lead to Cash Adapter supports the Quote-to-Contract flow with a one-way integration. The adapter provides a personalized sales experiences that helps to accelerates the selling process. Preconfigured products and pricing models enable the sales organization to easily assemble a quote improving the operational efficiency. Preapproved legal templates and preconfigured workflows enables contract managers to quickly assemble the contract and effectively negotiate the contract thus reducing the contract time and risk.

SAP CPQ provides a rich customer experience by empowering sales teams and partners to easily offer complex product configurations, optimized pricing, and great-looking proposals.

The Lead-to-Cash process starts with generating leads, capturing the prospect, creating an opportunity, and assigning the appropriate stage. A preapproved NDA can be shared with the customer for signature, leveraging the digital signature applications such as AdobeSign or DocuSign. Once the quote is reviewed with the client and approved internally a contract can be created automatically in ICI. Relevant data from customer account and quote is utilized to create the contract.

Note: The ICI for SAP CPQ and S4/HANA Lead to Cash Adapter is supported with ICI version 8.2 onwards and SAP CPQ version 2211.

The ICI for SAP CPQ and S4/HANA Lead to Cash Adapter provides following capabilities for the Quote-to-Contract process.

• Quote Preparation and Approval
• Quote Ready for Contracting
• Contract Created
• Contract Processed and Executed
• Quote Ready for Ordering
• Order Placed

Benefits

• Reduce the lead-to-cash cycle time
  Seamlessly integrate customer and pricing data from SAP CPQ into ICI to quickly and accurately create contracts that references the agreed pricing terms, promotions, incentives, and rebates when building sales contracts.
• Easily discover, monitor & mitigate contract risk
  Surface risks caused by deviations from normal business practices to proactively identify and monitor business risk to reduce the impact to operational, financial, and reputational risk, contributing significantly to the company's bottom line.
• Collaborate on contracts seamlessly among all parties
  Reduce rework and improve customer satisfaction with accurate redlining, versioning, and approval workflows, reducing risk exposure for your company. Enable secure communication with suppliers, customers, and partners.
• Gain deeper insights into sales and contracts
  Manage agreements across multiple departments to gain deeper insights and align supplier and customer terms with AI-supported search, digitization, and negotiation.

Prerequisites

SAP CPQ Side

ICI for SAP CPQ and S4/HANA Lead to Cash Adapter integrates with SAP CPQ by leveraging SAP CPQ Quote 2.0 REST APIs. Before calling SAP CPQ REST endpoints, below mentioned prerequisites must be satisfied:

• An SAP CPQ Tenant with its URL must be shared with the ICI team
• Create an Integration user account and add the user to the “Sales” user group. This user will be leveraged for all the REST API calls from ICI SAP CPQ adaptor and SAP CPQ
• SAP CPQ configuration as mentioned in the CPQ configuration section
• ICI Task Service is up and running  
• Required events and jobs are enabled  

SAP CPQ allows ICI Client to consume their APIs.

ICI Configuration Side

• Creating ICI entities  
• Mapping attributes for ICI entities (Client App Cross Reference and Client App Entity Mapping)  
• Creating filters in the Client App Filter Condition  
• Storing SAP CPQ API connection information in the Azure Key Vault    
• The required SAP CPQ Contracts master data is imported to ICI  
• SAP CPQ Contracts users are provisioned in ICI 
• Customer (Business Partner) and Product Master data setup

Creating Contracts from Quotes

After integrating ICI with SAP CPQ, you can create contracts for Quotes created in SAP CPQ. Once the contract is executed in ICI, you can either place the order for the related Quote manually or configure auto-ordering for it.

Prerequisites

• Ensure that Customer (Business Partner) Master data present in ICI are in sync with Customer Master.
• Ensure that Product Master data present in ICI are in sync with Product Master.

For end-to-end integration having S/4HANA for Orders, Master Data Integration is available to sync the Customer (Business Partner) and Product Master data from S/4HANA to ICI.

To complete the Quote to Order process, you need to perform the following steps:

1. Create Quote
2. Execute Contract
3. Place Order

 

Create Quote

1. To create a Quote, from the SAP Sales Cloud Home page, choose the relevant category.
2. On the Software Evaluation page, select the necessary fields based on your need and click Add to Quote.
   The Quote is created in Preparing status.
   Quote contains items based on information provided in Software Evaluation page.
3. If needed, add more items to the Quote.
4. In the Products table, add the discount details.
5. On the Additional Info tab, fill the necessary details.
   Note that the Contract link and Contract number fields are blank.
6. Save Quote and click Request for Approval.
   Quote status is Awaiting Internal Approval.
7. Once Quote is approved, change status to Ready for Contracting.
   Once the Quote is picked for contracting, status changes to Contract Created.
   On the Additional Info tab, the contract link and contract number are now available.

Execute Contract

1. Use the contract link on Additional Info tab and navigate to the contract in ICI.
   The contract is in Draft status.
   If the SAP CPQ Quote is cancelled after creation of the contract in ICI, manually delete the contract created for it.
2. Click the Details tab in the left pane to see the attributes that have been populated by values from the Quote.
3. Click the Associations tab in the left pane to see the line items from the Quote and their details.
4. To preview contract, Click Download > Assemble Contract and click the two-pane icon.
   This allows for a side-by-side comparison between the assembled contract and the details in the Default Agreement Dashboard. Attributes populated in the contract are highlighted.
5. Send the contract for required approvals.
6. Initiate internal and external signatures.
7. Execute the contract.
   Once the contract is executed in ICI, the Quote status in SAP CPQ changes to Ready For Ordering.
   If auto-ordering is configured for the integration in ICI, system invokes Place Order action for the Quote.

Place Order

1. To place the order, on the Quotation tab, click the ellipsis icon > Place Order.
   Place Order action changes Quote status to Order Confirmation Pending.

Place Order action leverages SAP CPQ and S/4HANA integration to send Quote details to S/4HANA for Order Placement.
From S/4HANA, Solution Quote ID is updated back on SAP CPQ Quote as Sales Order ID.
On successful Order, Quote status get updated to Order Placed through SAP CPQ - S/4HANA integration.
On Order failure, Quote status get updated to Order Failed through SAP CPQ - S/4HANA integration.

Configuration

For detailed infromation about the required configuration, click here.