Customer As Is Scenario and Bridge to To-Be

Industry

• SaaS/Software/Cloud Services
• Telecom/Media
• Manufacturing (B2B/Industrial)
• Life Sciences/Medical Devices
• Energy/Utilities
• Professional Services
• Financial Services/Insurance
• Retail/eCommerce (B2B focus)

Sales Channels

• Advisor-led
• Aftermarket Sales
• Business-to-Business
• Channel Sales
• Churn Win-back
• Commercial/Industrial (C&I) Sales
• Competitive RFP
• Direct Marketplace
• Direct-to-Consumer
• Direct-to-OEM
• To-Government Sales
• Network Sales (like Hospital Networks)
• Relationship/Account Management
• Land and Expand
• Outreach Sales ( Physician Outreach)
• PLG (Product-Led Growth)
• Wholesale Trading
• Enterprise/ Strategic Sales

Sales Models

• Solution / Value-Based Sales
• Fixed Term Subscription-Led Sales
• Transactional Sales
• Usage-Based / Consumption Sales
• Event / Milestone Based Sales
• Engineer-to-Order Sales
• Cross-sell
• Renewal
• Replacement/Refurbishment
• Evergreen Subscription Sales
• Adjustment/ Amendment Sales
• Bundled Product Sales
• Configurable Product Sales
• Global Sales in Multiple Currencies
• Non negotiation Fixed Price Sales
• Rule Based Pricing Sales
• Negotiation allowed sales
• Contracted Pricing Sales
• Volume Based Sales
• Cost Plus Margin Sales
• Price According to Customer Sales

Pricebooks

• Standard
• Custom
• Active vs Inactive
• Multi-Currency
• Tiered / Volume-Based
• Contract / Subscription
• Partner / Channel
• Promotional / Discounted
• Advanced / Dynamic

Pricing

• Regulated Tariffs
• Time-of-Use (TOU)
• Fixed Price Blocks
• Dynamic (Peak/Off-peak)
• Family Plans
• Pay-per-view
• T&M (Time & Materials)
• Fixed Fee
• Performance-based
• Per-User (Seats)
• Usage-based (Storage/API calls)
• Tiered
• Cost-Plus
• Value-based
• Volume Floor pricing
• Contracted GPO (Group Purchasing Org) Pricing
• Tender Pricing
• Actuarial/Risk-based Premiums
• Asset-Under-Management (AUM)
• Tiered Wholesale
• Customer-specific Price Books

Discount strategies

• Multi-year ramp
• Pilot discounts
• Non-profit rates
• Channel/Distributor Margin
• Rebates
• Trade-ins
• Customer Loyalty / Incentive
• Retention Offers
• "Double-Play" (Phone + Internet) Bundles
• Chargebacks (Distributor vs. Manufacturer)
• Volume Rebates
• Low-income Subsidies
• Peak Demand Response Credits
• Partner Referrals
• Volume-of-Hours Discount
• Multi-policy (Bundle)
• Safe-driver/Risk-mitigation Credits
• Early Payment Discount (2/10 Net 30)
• Seasonal Liquidation

Products

• Base Edition
• Add-on Features
• API Access
• Commodity (KWh/Therms)
• Smart Grid Services
• Carbon Credits
• Wholesale Lots
• White-label Goods
• Dropship Items
• Data Plans
• Content Packs
• Hardware (Handsets)
• Policies (Life/Health)
• Annuities
• Investment Portfolios
• Consumables (Reagents)
• Capital Devices (MRI)
• Pharmaceuticals
• Capital Equipment
• Configurable Machines (BOM)
• Spare Parts
• Strategy Consulting
• Managed Services
• Staff Augmentation

Assets

• Policies
• Underwriting Assets
• Collateral
• SIM Cards
• Set-top Boxes
• Spectrum Allocation
• Meters
• Transformers
• Storage Credits
• Digital Entitlements
• API Keys
• Tenant Instances
• Serialized Equipment
• Warranty Entitlements
• Tools
• In-field Medical Devices
• Intellectual Property (Patents)
• Resource Utilization
• IP Frameworks
• Inventory
• Distribution Center Space
• Shell

Order Types

• SOW (Statement of Work) Activation
• Extension
• Change Order
• Provisioning Order (Digital Activation)
• Expansion
• Churn
• Policy Issuance
• Endorsement (Mid-term Change)
• Claim
• Urgent Replenishment
• Sample Orders
• Clinical Trial Orders
• Service Connection
• Meter Swap
• Infrastructure Upgrade
• Port-in (Switching carriers)
• Suspend/Resume
• MACD (Move,Add,Change,Delete)
• Blanket Purchase Orders
• Release Orders
• RMAs (Returns)
• Drop-ship Order
• Bulk Pre-order
• Seasonal Refresh

Contract Types

• Master Services Agreement (MSA)
• SOW
• NDA
• Device Financing
• Content Licensing
• Terms of Service
• SaaS Master Agreement
• SLA (Service Level Agreement)
• Master Purchase Agreement (MPA)
• Maintenance Agreement
• Quality Agreements
• Regulatory Compliance Contracts
• PPA (Power Purchase Agreement)
• Interconnection Agreement
• Policy Documents
• Reinsurance Agreements
• Vendor Agreements
• Minimum Advertised Price (MAP)

Billing Types

• Arrears (Usage)
• Advance (Base plan)
• Convergent Billing
• Invoiced on Shipment
• Factoring
• Credit Memo
• Progress Billing
• Milestone Billing
• Net 30/60/90
• Annual Upfront
• Monthly in Advance
• Quarterly "True-ups."
• Consumption (Pay-per-scan)
• Managed Access Payments
• RLM (Registering Load Profile) Metered
• SLP (Standard Load Profile)
• Monthly Retainers
• Deliverable-based Invoicing
• Premium Payments (Monthly/Annual)
• Installment Plans

Full Recognition (Point in Time)

• How it creates the POB:        Single milestone; turns "Green" immediately upon triggering event (e.g., Invoice).
• How it creates the Schedule:    Single RevenueTransaction for 100% of the value.
• Accounting Result:           One SAP Document Number; no monthly "bleeding."

Daily/Monthly Proration (Over-Time)

• How it creates the POB:        Set to "Fulfilled" on the Service Start Date.
• How it creates the Schedule:    Uses Start/End Dates to calculate days/months ("Slices").
• Accounting Result:            Multiple SAP Document Numbers (one per month).

Milestone-Based (Event-Based)

• How it creates the POB:        Created in "Pending" (Red Light); waits for external updates like Task completion.
• How it creates the Schedule:    Remains "Active" but dormant; generates records only on percentage changes.
• Accounting Result:            SAP entries created only when business milestones are reached.

Manual Recognition

• How it creates the POB:        Created without automated logic; stays "Not Started."
• How it creates the Schedule:    Built, but requires manual user action (button click) to generate transactions.
• Accounting Result:            Complete manual control over the SAP BAPI trigger.

Project strategies

• Greenfield Implementation
• Brownfield/Migration Approach
• Pilot/Proof-of-Concept (PoC) Approach
• Modular/Phased Rollout
• Agile/Iterative Start
• Integration-First Start
• Feature-First/High-Impact Start
• Integration-First

Project Cutover strategies

• Big Bang / Full Cutover
• Phased/Incremental Close
• Pilot/Selective Close
• Knowledge Transfer/Hypercare Close
• Decommission/Sunset Strategy
• Audit & Compliance Closure
• Lessons Learned/Retrospective Close

Governance

• Standards-Based
• Compliance-First
• Lifecycle/Change
• Integration
• Data
• Risk-Based
• Monitoring & Metrics
• Steering Committee/Decision