Lead To Cash Admin 11 July 2022
WHAT IS LEAD TO CASH?

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.

LEAD TO CASH

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)
Lead to Cash infografica
1. CAPTURE LEAD

Acquire leads across multiple touchpoints.

4. ASSIGN LEAD

Award the high scoring lead to the competent commercial.

2. QUALIFY LEAD

Qualify and evaluate leads giving priority to the most interesting ones.

5. CONVERT LEAD

After the salesman's positive feedback, convert the lead into a contact.

3. NURTURE & SCORE

Increase the knowledge that leads have of your company.

1. IDENTIFY OPPORTUNITY

Identify opportunities with higher potential.

4. CONFIGURE, PRICE QUOTE

Configure quotes
in a structured way.

2. QUALIFY DEAL TIMING

Define the characteristics of the opportunity.

5. SEND QUOTE

Send the quote
to the customer.

3. MANAGE SAMPLES

Manage product
samples.

6. FORECAST OPPORTUNITY

Oversee the information
about the opportunity.

1. NEGOTIATE QUOTE

Manage the quote
negotiation.

4. APPROVE SALES ORDER

Approve the sales
order.

2. MONITOR QUOTE STATUS

Monitor the status
of the quote.

5. CONVERT TO CONTRACT

Convert the opportunity
into contract.

3. VALIDATE SALES ORDER

Validate th sales
order.

6. SEND ORDER TO ERP

Send the sales order
to the ERP

1. MANAGE PROJECT

Plan activities, allocate resources, manage orders.

4. MANAGE CUSTOMER CARE

Manage customer assistance services: customer care and case management

2. MONITOR P&L

Monitor revenues, costs, expenses, profit margins and economic variances.

5. MANAGE REVENUES

Issue an invoice and check the collection.

3. CLOSE PROJECT

Close the deal
at the end of the project

6. CLOSE CONTRACT

Close the contract. Are there new sales opportunities? Restart the process!

Start your innovation journey with ZenShare!