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: