Partner Channel Management > Channel Marketing > Lead Management

Lead Management

Main Process

 

 

 

See also

 

The Lead Management capabilities of SAP CRM provides tools which enable brand owners to capture, route and manage sales leads to ensure that each lead is directed to the best fit channel and best fit partner. Supports end-to-end closed-loop lead management processes.


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


Business Processes

Lead GenerationSAP Component or Feature Available

Generates leads based on external lists, web forms for end customers, events, or manual entries.

Provides lead download capabilities.

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

  • SAP Marketing (SAP CRM)

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    Lead QualificationSAP Component or Feature Available

    Qualifies leads automatically (based on surveys and associated scoring models) or manually (based on judgment by the qualifying person) by internal organizations, third parties, or channel partners.

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

  • SAP Marketing (SAP CRM)

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    Lead DistributionSAP Component or Feature Available
    Distributes leads to best-fit partners based on customer and product interest. Supports manual or rule-based distribution of leads to partners.  Enables brand owners to model different lead distribution rules for different types of leads and manage those rules on an ongoing basis. Lets partners distribute leads within their organization.



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

  • SAP Marketing (SAP CRM)

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    Lead NotificationSAP Component or Feature Available
    Provides automatic notification of distributed leads to partners via email, workflow and Interactive Forms.  Partners can take action on leads (e.g. accept, decline, update) within email without having to log in to a partner portal with Interactive Forms.

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

  • SAP Marketing (SAP CRM)

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    Lead ProcessingSAP Component or Feature Available
    Enables partners to manage and update lead information and status. Includes follow-up processes such as lead-to-order.  Additionally, partners can take action on leads (e.g. accept, decline, update) within email without having to log in to a partner portal with Interactive Forms.



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

  • SAP Marketing (SAP CRM)

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    Lead MonitoringSAP Component or Feature Available

    Tracks the follow-up and conversion of leads over time to make sure these leads are effectively managed by the channel. Allows partners to monitor leads.

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

  • SAP Marketing (SAP CRM)

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    WorkflowSAP Component or Feature Available

    Supports lead management with workflow, which can be used to make sure certain deadlines are met, escalation procedures are triggered, or additional people are involved, based on business rules.

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

  • SAP Marketing (SAP CRM)

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    Lead AnalysisSAP Component or Feature Available
    Analyzes leads regarding lead conversion, lead status, associated partners, follow-up, and targeted end customers. Includes time-related information and lead source to show channel managers and partners all attributes related to a lead.  Includes Lead Pipeline Analysis to analyze how many of the leads that were distributed to the channel partners actually turned into opportunities, quotations, and sales orders. 

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

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

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    SAP Product Available Partner Product Available SAP Product Available with Future Releases Partner Product Available with Future Releases Future Focus
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