Marketing to Opportunity

Best Practice Scenario: Marketing to Opportunity

The Marketing to Opportunity business scenario enables you to manage marketing and pre-sales activities with the goal of generating new business for customers and prospects. You can run campaigns, capture responses, generate leads, manage opportunities, as well as initiate and track related sales activities. Alternatively, you can use this business scenario without campaigns, which means that no marketing department is involved, and leads and opportunities can be created without using a campaign.

You can capture responses using Microsoft Outlook Integration, which allows e-mails to be assigned to specific campaigns directly in Microsoft Outlook and to be synchronized with the SAP Business ByDesign solution. In addition, the pipeline simulation feature provides an interactive combination of graphic and table list of the opportunities. What is more, the What-if analysis simulates how changes would affect your pipeline.

Process Flow details Marketing to Opportunity

Roles involved to Marketing to Opportunity

• Marketing Assistent
• Sales Representative

Business Value of Marketing to Opportunity

The scenario Marketing to Opportunity helps midsize companies – for whom the conversion of leads into opportunities is essential – to control marketing and sales processes to shorten the sales cycle. You can execute targeted campaigns to generate more leads, shorten the lead cycle, improve the conversion rate into opportunities, as well as reduce the cost of sales and marketing.

SAP Business ByDesign supports you from the market development, campaign management, lead generation, and lead qualification phases, through to the opportunity creation phase.

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[caption id="attachment_201676" align="aligncenter" width="1024"] The Business Flow of Marketing to Opportunity within SAP Business ByDesign[/caption]

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Key Benefits of Marketing to Opportunity

• Capturing, monitoring, storing, and tracking information relating to customers, prospects, and partners to optimize contact management, account planning, market segmentation, and relationship management
• Campaign management and response handling to allow follow-up activities;
• Streamlined lead and opportunity management to support the end-to-end scenario;
• Managing forecasts to ensure the fulfillment of sales quotas;
• Microsoft Outlook Integration to synchronize e-mails and capture campaign responses, calendar entries, business partner data, and tasks with Microsoft Outlook;
• Built-in analytics and reporting lead funnel, opportunity pipeline, and win-loss analysis

Application

• SAP Business ByDesign

Continue to review the other Business Processes SAP Business ByDesign

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