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

Unit 5: Opportunity-to-Quote
Opportunity-to-Quote
Opportunity-to-quote 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
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 2
Opportunity-to-Quote
Lead-to-cash process – Two channels

Direct Sales

Omnichannel Commerce /
E-Commerce
© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 3
Opportunity-to-Quote
Direct sales

Mike Summers / Mike Summers / Mike Summers / Bartley Crespo /

Sales Sales Sales Customer

Quote-to-Order

Salesperson Salesperson creates Salesperson sends Customer confirms the

maintains opportunity the quote with: the quote to the delivery time, accepts
and solution expert is ▪ Deal intelligence customer as a PDF via the quote and signs
assigned ▪ Real-time prices email or printed via printout or using SAP
▪ Delivery time mail Signature Management
▪ Cross-sell / upsell by DocuSign. The
recommendations customer order is
▪ Suggested discount generated
▪ Predicted commission

SAP Sales Cloud SAP Sales Cloud SAP Sales Cloud SAP Commerce Cloud
SAP S/4HANA Cloud

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 4

Opportunity-to-Quote
Direct sales quotation management – Process view

Opportunity Prepare Get Quote Release Accept

Quote Approval Quote Quote

Reject
Quote

(Sales)
Order

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 5

Opportunity-to-Quote
Omnichannel/E-Commerce

Bartley Crespo / Mike Summers / Mike Summers / Bartley Crespo /

Customer Sales Sales Customer

Quote-to-Order

Customer adds Salesperson receives Salesperson sends Customer negotiates

products to the the request, creates the quote to the quote and accepts
shopping cart and quote: SAP Commerce Cloud by checking out. The
requests for a quote ▪ Real-time prices customer order is
▪ Delivery time generated
▪ Cross-sell / upsell
recommendations
▪ Suggested discount
▪ Predicted commission

SAP Commerce Cloud SAP Sales Cloud SAP Sales Cloud SAP Commerce Cloud
SAP S/4HANA Cloud SAP Commerce Cloud

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 6

Opportunity-to-Quote
Omnichannel commerce/E-Commerce

Prepare Get Quote Release Status

Quote Approval Quote Update

Request for Reject Check Accept Customer

Quote Quote Quote Quote Order

(Sales)
Order

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Opportunity-to-Quote
Features and benefits

▪ Offering both direct sales and omnichannel commerce

scenarios
▪ The integration of SAP Commerce Cloud,
SAP Sales Cloud, and SAP S/4HANA facilitates one-
point software/software vendor for this process
▪ Both channels support physical products,
subscriptions, and service
▪ Both channels supported by cross-sell and
up-sell recommendations

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 8

Opportunity-to-Quote
Features and benefits

▪ Embedded machine learning is used for smart deal

scoring in SAP Sales Cloud
▪ Sales assistance acts like a co-pilot and recommends
the next best action
▪ Faster reaction times and direct contact to
salespersons, saving their effort

© 2019 SAP SE or an SAP affiliate company. All rights reserved. ǀ PUBLIC 9

Opportunity-to-Quote
Features and benefits – Experience data with Qualtrics

X Interest to O Affinity
▪ Newsletter request with area of interest questions
▪ Feedback button on helpfulness of page

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