The Importance of Product Data Models in Sales and Order Management

[Chris Pearson]

In ServiceNow’s Sales and Order Management (SOMT) application, the foundation of an effective Lead to Cash process lies in the strength of your product data models. SOMT relies on product catalogs where businesses define the products they sell by constructing data models that separate commercial attributes from delivery and technical attributes. This is done using a combination of Product, Service, and Resource specifications, each with its own set of Characteristics.

These characteristics play a vital role during the sales cycle, as your sales teams make selections that influence pricing on quotes. Once a quote is finalized, it transforms into an order, and the product data model is decomposed into Product, Service, and Resource Order records. Fulfillment teams then enrich the order, making additional characteristic selections at the service and resource levels, ensuring the product is delivered as intended.

This accurate and detailed snapshot of “as-bought” and “as-delivered” configurations is then transferred into Product Inventory records once the order has completed. This transparency enables your support teams to troubleshoot effectively and provides your customers with a clear view of their purchased products.

The importance of getting your product data model correct cannot be overstated. While standards such as MEF.net provide a solid foundation, customization is often necessary to accommodate your company’s unique commercial attributes and fulfillment processes. Invest the time to establish accurate product data models, and you’ll unlock automation and orchestration benefits across your Lead to Cash operations, ensuring a successful SOMT project and a streamlined journey from sales to delivery.

#SOMT #TSM #TNI #TSOM #Telecom #Thirdera #ServiceNow