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:

  • Lead Entity. Views for sales users to create leads which are distinct from contacts/prospects, responses and opportunities, and manage their leads.

  • Lead Import. Import lists of customers, prospects, responses or leads from an outside party or another internal source.

  • 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

  • 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.

  • 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.

Lead Management: This image is described in the surrounding text.

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