Week 1: SAP C/4HANA Business Processes – Lead-to-Cash

Unit 4: Lead-to-Opportunity
Lead-to-Opportunity
The Intelligent Sales Cloud

Sales Automation

Sales Performance Configure Price Quote

Management (CPQ) / Commissions

Machine Learning
Insights

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Lead-to-Opportunity
Lead-to-opportunity stage

Contact-to-lead Lead-to-opportunity

Customer
Interaction is Marketing Marketing hands over
Marketing creates engages,
captured and scored, retargets lead to sales, potential is
campaign on new registers, gives
marketing lead is customer to remind qualified, and lead is
offer consent, and
created them about offer converted to opportunity
views information
SAP Marketing Cloud SAP Commerce Cloud SAP Marketing Cloud
SAP S/4HANA Cloud SAP Customer Data Cloud SAP Marketing Cloud SAP Marketing Cloud SAP Sales Cloud

Opportunity-to-quote/cart Quote-to-order
Salesperson creates a
quote with real-time Quote is presented
Customer visits Customer accepts
Opportunity scores Customer prices, delivery time, to customer,
Web site and is quote and signs
high and salesperson requests gets cross-sell/up-sell negotiated with
guided to build online; customer
is assigned quote recommendations, salesperson and
shopping cart order is generated
suggested discount and terms finalized
predicted commission
SAP Commerce Cloud SAP Commerce Cloud
SAP Sales Cloud SAP S/4HANA Cloud SAP Commerce Cloud SAP Sales Cloud SAP Sales Cloud SAP Commerce Cloud

Order-to-cash
Customer order incl. Customer confirms Customer gets
products, services, and product has been Technician installs combined invoice Salesperson views
Subscription commission payout,
subscriptions is dispatched delivered and is informed products, customer and tracks usage
billing charges for revenue is booked and
to provisioning and that provisioning is confirms installation; and spending;
recurring and posted to finance, BU
fulfillment systems, service completed, and customer customer views
usage charges manager sees business
request is planned, and subscription lifecycle uses service and pays combined
customer sees real-time starts bill for solution results
status
SAP Sales Cloud
SAP Service Cloud SAP Sales Cloud SAP Sales Cloud
SAP S/4HANA Cloud
SAP S/4HANA Cloud SAP Commerce Cloud SAP S/4HANA Cloud SAP S/4HANA Cloud SAP S/4HANA Cloud
SAP Commerce Cloud
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Lead-to-Opportunity
Lead handover to Sales

SAP Sales Cloud

Campaign Corporate Contact Individual Marketing Marketing

Lead Opportunity Activity
Header Account Person Customer Permissions Attrib. Definition

SAP Cloud
Factsheet Display Platform Integration

Interaction: Interaction: Interaction: Corporate Marketing Attribute

Contact Consumer
Lead Opportunity Activity Account Permissions Category

Campaign
Execute as sales initiative (e.g. create leads,
appointments, phone activities, and tasks)

SAP Marketing Cloud / SAP Marketing

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Lead-to-Opportunity
Lead replication from SAP Marketing Cloud

▪ Closed loop between campaign planning in

SAP Marketing Cloud and execution as sales campaign
in SAP Sales Cloud
▪ Marketers always have full transparency about their
marketing campaigns and their execution progress in real
time
▪ Sales professionals get pre-qualified leads (based on
target groups/segmentation algorithms) from
SAP Marketing Cloud and further develop their sales
potential in SAP Sales Cloud

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Lead-to-Opportunity
Story outline

Lead-to-opportunity

Check pipeline
Check the deal
of opportunities,
finder for leads Convert the lead
the sales
with a high deal to an opportunity
forecast, and
propensity score
other KPIs

SAP Sales Cloud

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Lead-to-Opportunity
Configurable homepage

▪ Configurable homepage to provide real-time

insights and quick view of KPIs
− Role-based configuration
− Easy to see next-step activities

▪ Customize homepage cards to show KPI, report,

tools, filter, and customer cards
− Drill down to reports and dashboards to
understand the “why

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Lead-to-Opportunity
Deal Finder

▪ Enhanced with machine learning powered by

SAP Leonardo to score leads
▪ Visualize different topics of interest such as
qualified leads and leads for the next quarter,
depending on configuration
▪ Offers a scored and ranked list of leads based on
the likelihood of conversion to opportunities
▪ Drag and drop leads to the Opportunities column
in the deal finder for conversion

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Lead-to-Opportunity
Lead score provided by machine learning

▪ Lead scoring uses the machine learning model

trained on past sales data to predict the
probability of a deal. Lead scoring prioritizes
leads based on the propensity to win.
▪ Lead score returned from machine learning has
a number range from 0-99 and is categorized as
− 75-99 (Very Likely, with number displayed in
green)
− 51-75 (Likely, with number displayed in yellow)
− 0-50 (Less Likely, with number displayed in
red)

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Thank you.
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