Over the next few minutes, we will explore how SAP Sales Cloud plays a critical role in an integrated lead-to-cash process, connecting CRM and backend operations and data with embedded business AI to drive revenue, business growth, and customer loyalty.
Summary
As you have seen from this brief overview, SAP Sales Cloud plays a vital role in the lead-to-cash process, connecting CRM and backend operations to drive revenue, business growth, and customer loyalty.
Here's a brief recap of each stage:
Lead Generation & Management: Integrates with marketing automation tools for seamless lead nurturing, scoring, and opportunity management.
Opportunity Management: Provides AI-driven insights and tools to manage the sales pipeline and optimize the sales process.
Quotation & Proposal Management: Generates accurate proposals and integrates with SAP CPQ for complex product configurations.
Order Management: Converts accepted quotes into sales orders, integrates with SAP ERP for order processing, and optimizes delivery schedules.
Invoicing & Billing: Interfaces with SAP Subscription Billing for seamless invoicing and billing management.
Cash Collection: Integrates with financial management systems for streamlined payment processing and account reconciliation.
Post-Sales Support: Integrates with SAP Service Cloud and Field Service Management for improved customer retention and satisfaction.
Connected Lead to Cash Execution with SAP Sales Cloud
Have a look at this visual, which shows a typical lead to cash process. Please note that some of the stages will differ from business to business.
- Campaign: Marketing campaign is launched for new and prospective customers
- Engagement: Customers register and gives consent
- Lead: Leads are captured and scored
- Opportunity: Sales reps are assigned
- Catalog: Customer guided configuration
- Configuration: Configuration is requested by customers
- Quote Creation: Price, product recommendations, and predictive
- Contract: Sales and Customers negotiate and finalizes terms of the agreement
- Signature: Signatures are captured online, and the order is created
- Order: The order includes products and services
- Confirmation: The product or service is delivered
- Delivery / Installation: Products are installed, and the technicians confirms completion