Mastering the Lead to Cash process means finding solutions capable of triggering that virtuous circle of company performance.
Lead to Opportunity
The identification of new leads is followed by the identification and use of analysis tools to evaluate the potential of the lead. The lead is converted to an opportunity based on the score of the lead itself and assigned to the salesperson who will take care of relations with the potential customer.
Opportunity to Quote
The salesperson in charge evaluates the willingness to receive an estimate making use, if possible, of other technologically advanced tools (CPQ) to quickly generate an economic quotation, taking care to monitor even after sending the quotation, the status and evolution of the ‘chance.
Quote to Order
After sending the estimate, negotiations and negotiations can follow until a final agreement is reached. With the acceptance of the estimate and therefore the validation and approval of the sales order, the opportunity is converted into a contract.
Order to Cash
the conversion of the opportunity into a contract determines the start of the project (or job order), which is followed by:
- the planning of activities
- resource allocation
- the management of the purchase orders necessary for the realization of the project
- the preparation of an activity reporting system.
During the implementation it will be necessary to monitor:
- the marginality
- the progress of the project
- compliance with deadlines
- the possible unforeseen events that could cause economic deviations from what was estimated and the possibility of implementing any corrective actions.
At the end of the project, adequate customer care tools will support the customer. It will also be important to have under control that invoices are issued correctly and that payments are made in compliance with deadlines.
ZenShare Suite is based on Lead to Cash
The ZenShare Suite offers the end customer a complete application tool capable of managing business processes (primary and support) without interruption:
- marketing (primary process)
- sales (primary process)
- customer care (primary process)
- administration (support process)
- production by job order (primary process)
- purchases (support process)
- human resources (process support)
- e-invoicing (support process)
Acquire leads across multiple touchpoints.
Award the high scoring lead to the competent commercial.
Qualify and evaluate leads giving priority to the most interesting ones.
After the salesman's positive feedback, convert the lead into a contact.
Increase the knowledge that leads have of your company.
Identify opportunities with higher potential.
Configure quotes
in a structured way.
Define the characteristics of the opportunity.
Send the quote
to the customer.
Manage product
samples.
Oversee the information
about the opportunity.
Manage the quote
negotiation.
Approve the sales
order.
Monitor the status
of the quote.
Convert the opportunity
into contract.
Validate th sales
order.
Send the sales order
to the ERP
Plan activities, allocate resources, manage orders.
Manage customer assistance services: customer care and case management
Monitor revenues, costs, expenses, profit margins and economic variances.
Issue an invoice and check the collection.
Close the deal
at the end of the project
Close the contract. Are there new sales opportunities? Restart the process!
