Productivity and Quality with our PROMATIS Knowledge Bases
More than 20 years of project experience reside in our Best Practice Models, into which our business experts have put their know-how. As reference models, they provide the ideal starting point for streamlining or reengineering business processes, and an efficient introduction of new business software. Therefore, our customers profit from the PROMATIS knowledge bases which are constantly developed further.
Extract from a CRM Knowledge Base – 1st level from a Lead2Order-Process
The cross-departmental process Lead2Order is divided into 4 logical functional areas with different connection points:
- BusinessPlan2SalesForecast predominantly include strategic activities, which are executed by vice president sales or sales manager.
- Lead2Opportunity is the interface to marketing activities. Supplied marketing leads or system-generated leads (sales forecast) as well as from sales crusades derived leads are being qualified with the objective of turning them into sales opportunities.
- After the lead has been converted, the Opportunity2Order processes take place and lead the sales staff through all sales phases of a sales opportunity in order to ultimately create an order.
- The PartnerLead2Order process is another functional area due to the possibility to increase revenue by indirect sales channels. Partners can be responsible for area-specific sales or added to leads and sales chances as well as register leads in the system.
Every sales representative has a particular customer base in his sales area which he has to take care of. If he identifies a pain at one of his customers he needs to create a lead which includes the relevant data regarding the customer and the contact as well as a description of the pain. In case the follow-up conversations show that the customer is interested in a further collaboration the lead is being qualified and converted into a sales opportunity.
Sales Cloud offers two support possibilities for generating leads: Sales campaigns and sales prediction.
A sales opportunity is the central object sales should use for planning and prioritizing its appointments/ tasks. Sales opportunities can be found in different sales phases. Therefore, the lifecycle of a sales process can be depicted step by step. In order to support sales processes, relevant references for each sales phase will be provided. After achieving a mutual agreement, the sales opportunity can be set to “Finished” and “Won” and the order can be generated.
The sector BusinessPlan2SalesForecast involves upstream setup steps which are needed in order to include management decisions of different sectors in the sales cloud.
To be able to create a sales forecast, the settings in the sales-area, quote and performance management are being made on the basis of the business’s strategy. For this, the resulting forecast is being fed to the sales opportunities. This is why a thorough and realistic assessment of the customer’s sales potential is important to obtain a realistic forecast.
Channel Sales Managers can create partner programs based on a particular product in which registered partners can sign in under particular circumstances and get the provided advantages. Afterwards, the partners can be appointed to the set areas. By doing so, they are automatically assigned to the leads and sales opportunities which concern their partner account.
Partner users have access to partner accounts and to leads and sales opportunities which have been assigned to the account. Even if partners are not assigned to a particular sales area they can still enter their own leads which will be checked by the channel sales manager and turned into a sales opportunity once they have been confirmed.
Overview of CRM objects
Besides all of the process models which have been described so far, the PROMATIS Knowledge Bases are also made up of additional model types: Strategy models, index and risk models, object models etc. The following image shows an overview of objects which are relevant to the Lead2Order process and displays the object relations. For every object there is also a detailed object model, showing an overview of the relevant attributes.