3 About Lead-to-Quote
This chapter provides conceptual information about the Lead-to-Quote business process in Oracle Communications Digital Business Experience.
The Lead-to-Quote business process manages the complete journey from capturing a potential customer’s interest to generating a formal sales quote. This process begins with lead creation, where information about a prospective customer is recorded through multiple channels, such as marketing campaigns, web inquiries, or partner referrals. Once captured, leads are qualified based on predefined criteria, such as customer intent, budget, and serviceability. This business process enables sales teams to prioritize qualified leads, ensuring that efforts are focused on opportunities with the highest potential value.
After qualification, the process transitions to opportunity management and proposal generation. Enterprise Sales Representatives (ESR) can configure offers by selecting the appropriate products, services, and commercial terms using Digital Business Experience’s catalog-driven configuration capabilities. The solution supports dynamic pricing, discounting, and bundling to tailor proposals to customer needs while maintaining profitability and compliance with business rules. Proposal approval workflows help ensure accuracy and adherence to organizational policies before they are shared with customers.
Finally, a quote is created, where Digital Business Experience generates a formal, customer-facing document summarizing the agreed-upon products, services, pricing, and terms. Quotes can be versioned, tracked, and revised as negotiations progress. Once approved by the customer, the quote can seamlessly transition to the order phase, reducing manual rework and accelerating the overall sales cycle. The Lead-to-Quote business process provides a structured, repeatable framework that improves sales efficiency, reduces errors, and enhances the customer experience by delivering timely and accurate proposals.
The Lead-to-Quote business processes are aligned with the Telemanagement Forum (TMF) Open Digital Architecture (ODA) business architecture.
The solution supports the following business processes, which are realized by the functional capabilities and integration provided within and across Oracle Communications Order and Service Management (OSM) and Siebel CRM:
- Lead Management
- Opportunity Management
- Quote Management
The following diagram depicts the flow of the Lead-to-Quote journey.
Figure 3-1 Lead-to-Quote Business Process Flow
Implementing Lead-to-Quote
The solution supports the Lead-to-Quote business process using deployment accelerators based on industry best practices and a comprehensive integration methodology.
Implementing the Lead-to-Quote business process in Digital Business Experience involves configuring the system to capture, qualify, and convert leads into accurate sales quotes. The process begins by setting up lead capture mechanisms, such as integrations with marketing platforms, web forms, or CRM systems. Business rules for lead scoring and qualification are defined to ensure that only viable opportunities move forward in the sales cycle.
Next, the product catalog, pricing models, and discounting rules are configured to enable sales teams to build accurate proposals. Workflow approvals are implemented for pricing, discounts, and exception handling to maintain compliance and profitability. Automated quote generation templates are designed to produce professional, customer-ready documents that can be shared directly with prospects.
Finally, system integration with downstream processes, such as Order Management and Billing are tested to ensure a smooth transition from quote to fulfillment. Reporting and analytics dashboards are configured to track conversion rates, sales performance, and process efficiency. This end-to-end configuration ensures that the Lead-to-Quote process is streamlined, scalable, and aligned with the organization’s sales objectives.
See Oracle Communications Digital Business Experience Lead to Order Implementation Guide for detailed information about implementing this business process.
Participating Applications in Lead-to-Quote
- Siebel CRM
- Oracle Communications Order and Service Management
- Oracle Analytics Publisher