Lead Management
Taking a lead is meant a contact (customer, business partner, company), which develop in the future of a business could.
The process of lead management consists of the following phases:
• Lead extraction
A lead is either due to incoming or outgoing contacts generated by the counterparty.
• Lead qualification
In the lead qualification is a process in which a lead will be processed over a given period of time several times can. Once the lead has reached a certain level (for example, the sales responsible can assume that the interested party in the near Future will make a purchase), it can be converted into an opportunity will.
• Lead-Reporting
For the strategic lead management reporting functions are provided, investigate the current status of the leads in the lead too.
Customer Analysis
With customers and customer analysis (based on various criteria) eg selected for direct mailing campaigns. The target group selection this takes place in mySAP CRM (from Rel 3.0) has three sources of data
• Using Business Warehouse reports (based on Business Warehouse InfoCubes)
• Using ABAP / 4 queries (on the basis of InfoSets)
• Marketing of characteristics from the characteristic groups of business partner master record.
InfoCubes and reports in Business Warehouse to support the selection business partners for a target audience. Data sources for this are, motion profiles or Infoset data. ABAP / 4 queries evaluate general data from the business partner master record (such as address, zip code) from or to form new groups. In the business partner master record their own marketing characteristics are maintained and combined into groups of characteristics. After the allocation to the business these can be used for target selection.
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