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cleanFiles/bookmap_Exploring_the_Lead_to_Cash_Business_Proces_en-US_learning-sap-com_lsc-prod.zip (MMCP-DROPZONE) - 2024-11-08T16:15:26.000Z

Examining the Demand Chain Stages

<div id="content"><p tabindex="0">Following the Lead to Cash business process, this lesson demonstrates the demand chain stages in the Lead to Cash process. So, we follow from <strong>Contact to Lead</strong> until the <strong>Opportunity to Quote</strong> stages.</p><p tabindex="0">We cover the following stages within the demand chain stages:</p><ul style="list-style-type:disc"><li tabindex="0">Contact to Lead</li><li tabindex="0">Lead to Opportunity</li><li tabindex="0">Opportunity to Quote</li></ul><p tabindex="0">Let's look at summarizing them.</p><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="Diagram showing a Demand Chain divided into three stages: Contact to Lead, Lead to Opportunity and Opportunity to Quote. Each step includes tasks like attract, offer, and sell." alt="Diagram showing a Demand Chain divided into three stages: Contact to Lead, Lead to Opportunity and Opportunity to Quote. Each step includes tasks like attract, offer, and sell." src="/service/media/C4H01B_2405_en-US_media/C4H01B_2405_en-US_images/U10DemandChain_image.png" tabindex="0"><img style="max-width:900px;max-height:none" class="image 1_1_landscape" title="A Lead to Cash diagram detailing all the business process stages: Contact to Lead, Opportunity to Quote/Cart, Quote to Order, and Order to Cash. It draws attention to the Demain Chain stages," alt="A Lead to Cash diagram detailing all the business process stages: Contact to Lead, Opportunity to Quote/Cart, Quote to Order, and Order to Cash. It draws attention to the Demain Chain stages," src="/service/media/C4H01B_2405_en-US_media/C4H01B_2405_en-US_images/U10B2BCustJourney_image.png" tabindex="0"><p tabindex="0">For this demonstration, we use our sample business case companies and business roles:</p><p tabindex="0">Mark Rivers, a customer of Pronto Hardware, has been searching for a new robotic arm to add to his company's manufacturing facility. After meeting Mike Summers, a sales representative with Mega Machines, at the Hannover Messe Industry Fair, Mark becomes interested in the new robotic arm called the Industrial Robot SL. With Mike's guidance, a lead record is created in SAP Sales Cloud, and through subsequent discussions, the lead is transformed into an Opportunity.</p><p tabindex="0">After scheduling a successful product demonstration for Mark and his company's leadership team, Mike converts the Opportunity into a formal quote, providing detailed product configurations, pricing, and payment options. Using SAP Sales Cloud, Mike configures the selected product based on Mark's requests and releases the quote to Mega Machines' online portal, making it accessible to Mark and his team. With this streamlined process, Mega Machines successfully moves from the Opportunity stage to the Quote stage in the Lead-to-Cash process, providing an efficient and effective solution for Mark's urgent need.</p><p tabindex="0">Let’s learn more about the demand chain stages by watching the following demonstration.</p><div tabindex="0"><h3>Demonstration of the Demand Chain Stages</h3></div><div class="formalblock"></div><div class="kalturaVideoLessonWrapper"><div aria-label="" class="kalturaVideoLessonContainer" data-testid="video" id="1_i0mgel6v"></div></div><div tabindex="0"><h3>Summary</h3></div><div class="formalblock"><p tabindex="0">We have demonstrated the use of SAP Sales Cloud, SAP CPQ to manage contacts, leads, opportunities, and quotes during the Contact to Lead, Lead to Opportunity and Opportunity to Quote stages of the Lead to Cash business process.</p></div><div tabindex="0"><h3>Formal Reading</h3></div><div class="formalblock"><p tabindex="0">For additional information on this topic, refer to: <a target="_blank" href="https://api.sap.com/valueflow/LC1C1-SVFSolutionProcess">Lead to Cash Solution Process</a>.</p></div></div>

Demonstration for the Lead to Quote Stages

Exploring the Lead to Cash Business Process in SAP Customer Experience

<div><div><div><div>Experience a detailed walkthrough of the SAP Lead-to-Cash process, from lead generation to quoting, with practical examples and insights. See how each stage contributes to a seamless business flow.<br><br># This description was auto-generated #</div></div></div></div>

Demonstration of the Demand Chain Stages

To give you an example of the entire SAP Lead to Quote stages part of the Lead to Cash business process, we’re offering a demonstration and keeping the same business example while navigating through each stage, beginning with Contact to Lead. The customer, Mark Rivers works with Pronto  Hardware. His company needs to urgently add a new robotic arm for it's manufacturing facility.  Mark has been shopping various distributors without gaining a confident solution until he  meets Mike Summers, a sales representative with Mega Machines. Mark and Mike met during Hannover Messe Industry Fair, one of the world's largest trade fairs on the Hannover Fairground in Hanover, Germany. Mike led a demonstration of a new robotic arm, The Industrial Robot SL, made by the Mega Machines company. During an extensive conversation with Mike after the formal presentation, Mark conveys that he’s  interested in the new product, but needs time to discuss the option with his company. Since Mike confirmed his interests in the robot, Mike has successfully recognized Mark is a solid sales lead. The second step in our SAP Lead-to-Cash business process is Lead to Opportunity.  Mike logs into SAP Sales Cloud to create a lead record. From the SAP Sales Cloud dashboard, Mike selects sales then creates a new lead. Mike enters a lead  name and Mark's contact information. He selects "warm" for the qualification level.  He selects the source and then category and then selects Save and Open when the basic information is entered. He then moves to the Product tab and adds the selected product to the Lead. selected product to the Lead. Mike calls Mark to offer his assistance and to answer questions that he and his company have about the robotic arm. With this conversation,  Mike learns that Mark and his company are  interested in more information, and would like a demonstration of the product. To capture the details of this call, Mike creates a new Activity by navigating to Activities and then selecting New. He enters the location or how the conversation with Mark occurred, and then enters the date and time. He selects telephone call for the Category and chooses Urgent as the priority and saves his selections. Mike then changes the qualification level from warm to hot. He also changes the lead status from open to qualified. After saving these important changes, he moves to the top right of the page and selects Actions followed by Convert to Opportunity. With this change, the Lead now becomes an Opportunity. We’ve seen the second step in our SAP Lead to Cash business process, we now enter into the Opportunity to Quote stage. Mike enters more data about this new Opportunity. He enters the expected value of the ROB 1000 as 90,000 U.S dollars. He also edits the percentage of probability. He thinks there's a 75% chance that this opportunity moves to the Quote stage. He then selects save and open. A few days later, Mike schedules a product demonstration for Mark and his company’s leadership team. With this request, Mike moves to Sales Activities to enter the new meeting details. He selects New and then Appointment, and then enters the location of video chatting, and he enters the date and time of the demonstration. He selects Urgent for priority  and saves his selections. After a successful product demonstration, Mark contacts Mike with the exciting news that he and his company would like a formal quote that offers product configurations, pricing, and payment options that were discussed in the meeting. Mike navigates to Sales Activities and edits the Sales Phase from Identify Opportunity to Quotation. With this change, Mike is now ready to create the Sales Documents, or in this case, the Sales Quote. With these activities, we're now moving from the Opportunity Stage to the Quote stage, in the Lead to Cash process. To create the quote documents, Mike navigates to Sales Documents and then to New. He enters the payment terms that Mark requested and then selects Save and Open. Mike needs to configure the selected product based on Mark's request so Mike selects Configure. Mark wanted the Hand tool. So Mike selects Hand. Mike also enters 100 for Payload. After selecting Next, he enters 100 as the minimum reach for the arm and 110 as the maximum. He also enters 30 for the arm length, and 50 for drive. He selects Yes, for Installation Service, and finally adds these selections to the quote. After analyzing the configuration statement, he saves the selections, and moves to Actions selections to select Release Quote to SAP Commerce.  This step creates the Quote documents and makes them accessible to Mark and his  company's leadership team through the Mega  Machines online portal.