Lead Management
This ERD (see the following figure) illustrates how the lead management process is supported. A lead refers to a new prospect or an existing customer who is interested in certain products or services and can be converted into an Opportunity. A lead can be generated as a result of a marketing campaign, a marketing offer or other marketing activities. A lead can be referred by a partner organization. A lead can be assigned to internal team members or partners. Responses or various activities are tracked for each lead.
Steps in the lead management process include:
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Lead Entity. Views for sales users to create leads which are distinct from contacts/prospects, responses and opportunities, and manage their leads.
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Lead Import. Import lists of customers, prospects, responses or leads from an outside party or another internal source.
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Lead Quality Control. Rule-based user interface that enables the business user to create a formula or set of rules that compute a score for a lead
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Lead Assignment. Lead-assignment rule system that can be fully administered by a sales operations user or sales manager. Leads can also be assigned to partner organizations or partner users.
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Lead Conversion. End-user actions to convert a lead into an opportunity, quote or order in one step, reject the lead or retire the lead.

The following table lists the entities in this ERD and their corresponding tables.
Entity | Table |
---|---|
Lead |
S_LEAD |
Lead Note |
S_NOTE_LEAD |
Opportunity |
S_OPTY |
Product |
S_PROD_INT |
Marketing Import Task |
S_MKT_IMPRT_TSK |
Lead Source |
S_SRC |
Campaign Contact |
S_CAMP_CON |
Marketing Offer |
S_DMND_CRTN_PRG |
Response |
S_COMMUNICATION |
Activity |
S_EVT_ACT |
Prospect Contact |
S_PRSP_CONTACT |
Contact |
S_CONTACT |
Business Unit |
S_BU |
Position |
S_POSTN |
Account |
S_ORG_EXT |
Internal Organization |
S_ORG_EXT |
Partner Organization |
S_ORG_EXT |
Assigned External Organization |
S_ORG_EXT |