SAP Customer Relationship Management > Marketing > Lead Management

Lead Management

Main Process

 

 

 

See also

 

Generate highly qualified, prioritized leads and automate the lead distribution process to handle leads faster. SAP CRM enables companies to align marketing and sales organizations -- and extend the lead management process to partner organizations -- to increase conversion rates. The solution provides full visibility into the lead management process, enabling companies to optimize all activities.






The following business goals and objectives can be achieved through the implementation of these processes:


Business Processes

Multiple Interaction ChannelsSAP Component or Feature Available

Manages leads via all interaction channels as well as with partners.

This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Automated QualificationSAP Component or Feature Available

    Qualifies leads automatically based on survey results.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Rule-Based DistributionSAP Component or Feature Available

    Automatically distributes leads to employees and partners based on flexible, end user definable rules using attributes like geography, qualification level, product, etc. The software automatically directs each lead to the right employee or partner best qualified to follow up on the lead.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Lead DispatchingSAP Component or Feature Available

    Routes leads or lead bundles to the appropriate/responsible person internally or externally.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Web-Based Lead GenerationSAP Component or Feature Available

    Generates leads with customer self-service interactions via the web.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Lead Partner ManagementSAP Component or Feature Available

    Allows collaboration of leads and lead process with channel partners, including the ability to measure the effectiveness of leads sent to partners.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Mass GenerationSAP Component or Feature Available

    Mass generate leads from marketing campaigns or from acquired lists.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Response RecordingSAP Component or Feature Available
    Fast-entry function to record responses to a campaign, such as paper-based responses from a trade fair or advertisement campaign. Responses include any inbound campaign response data related to existing or prospective business partners. Response data can include business partner details such as answers to campaign survey questionnaires, notes, or comments.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Lead SurveysSAP Component or Feature Available

    Generates and qualifies leads automatically from surveys that can be utilized on the Web or Interaction Center.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Automatic Generation of Follow-Up ActivitiesSAP Component or Feature Available

    Utilizes rules to determine follow-up activities.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    Lead AnalysisSAP Component or Feature Available

    Analyzes closed-loop lead management including Channel Analysis, Efficiency Reporting, Historical Analysis, Lost Leads, and Pipeline and Funnel Analysis. Automates the initial pre-sales process, freeing up the sales department to focus on the most valuable prospects and opportunities.

    This process is supported by the following SAP and/or partner offerings

  • SAP Marketing (SAP CRM)
  • SAP NetWeaver
  • SAP Sales Management (SAP CRM)
  • SAP Service Management (SAP CRM)

    		•
     
    SAP Product Available Partner Product Available SAP Product Available with Future Releases Partner Product Available with Future Releases Future Focus
    Please note that the Solution Map, containing proprietary information of SAP AG, reflects SAP's current development intentions, which are subject to change. Future focus coverage may be provided by SAP or SAP partners. Check for local availability of all SAP and SAP partner solutions. ©SAP AG 2007