Introduction to Oracle Leads Management

This chapter covers the following topics:

• Oracle Leads Management Overview

Oracle Leads Management Overview

Oracle Leads Management provides solutions to automate and optimize prospect-to-sales conversion across the enterprise. It provides a staging area for all prospective leads. In the staging area, the leads go through data quality processing, qualification, and prioritization before being assigned to sales teams for conversion.

Leads in the Marketing and Sales Cycles

Where does a lead appear in the Marketing and Sales cycles? Figure: Leads in the Marketing and Sales Cycles illustrates this.

Leads in the Marketing and Sales Cycles

1. Marketing Campaign: The marketing department kicks off a campaign by targeting prospective customers.

2. Enquiry: In response to the campaign, interested prospects make an enquiry. At this point, the details of the prospects are captured.

3. Leads: The details of prospects who respond to a campaign or who make an enquiry are stored as leads. Leads are prospective customers. After the leads are processed, they are assigned to appropriate sales teams.

4. Opportunity: The sales teams convert some leads to opportunities. An opportunity is still a prospect, but more mature. An opportunity is more likely to be converted to an order.

5. Quote/Order: Promising opportunities receive a quote from the sales team. When the quote is accepted, the opportunity become an order.

Oracle Leads Management Features

The Oracle Leads Management features include:

• Capture of leads - Leads are captured from various sources such as marketing campaigns, events, and referrals.

• Customer and lead data quality - Captured records are processed for customer and leads quality.

• Interactions linked to leads - Relevant interactions are attached to leads, and wherever appropriate, new leads are generated from interactions.

• Real time flexible rules engine - The Leads Processing Engines can be set up for lead filtering, evaluation and distribution based on business rules.

• Integrated monitoring - Sales-ready leads are monitored for prompt action by the sales team.

• Lead utilization and effectiveness analysis - Using the operational reports, the effectiveness of the engines and the status of the leads processed by them are tracked.