Campaign-to-Quote Management with SAP Business ByDesign

Watch this demonstration of the marketing and sales management functionalities in the SAP Business ByDesign solution and how they help companies like yours manage marketing campaigns, hand leads off to sales, and manage opportunities through to customer quotations.

  • http://sapvideo.edgesuite.net/vod/demos/managing-the-campaign-to-quote-process-with-the-sap-business-bydesign-solution-demo-us.mp4
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    • SAP Business ByDesign: Managing the campaign-to-quote process.
    • The SAP Business ByDesign solution can help you manage your marketing and sales process in an integrated manner.
    • In this video, you’ll see how the software enables you to: manage inbound telephone calls generated by a marketing campaign,
    • create an action for the internal telesales team to further qualify prospects, perform discovery, and manage sales interactions with customers and prospects.
    • Let’s consider a typical, real-world scenario.
    • Telemarketing representative Kathy Jagger logs on to SAP Business ByDesign.
    • In the MARKETING work center, she selects the “Target Groups” view.
    • From the list, she clicks on a particular target group that is the focus of an upcoming mailing campaign.
    • The call to action for this campaign will be in-bound calls from prospects, which will be handled by Kathy and her team.
    • In the “Target Group Overview” window, Kathy can view the details of this target group, when it was created, who created it, and the list of prospects included in it.
    • After familiarizing herself with the target group, Kathy wants to review the campaign details.
    • To do this, she returns to the MARKETING WORK CENTER, clicks on “Campaign View,” locates the campaign from the list, and clicks on it to bring up the “Campaign Overview” window.
    • Here she can see basic information about the campaign— for example, that it’s a letter campaign, what the start and end dates are, and the target group, which she verifies is correct.
    • When she receives an inbound call from the campaign mailing, she clicks on the VIEW ALL button and selects the “Response Details” tab.
    • She can see that there have already been three inbound phone calls from this campaign.
    • To record the new inquiry, she clicks on the “Add Response” button and selects “Phone Call” from the drop down list.
    • First, she records the caller’s name in the “Call Participant” field, which she fills from the campaign target list.
    • After verifying that all other data about the inquiry is correct, the caller tells her that he is very interested in the product and would like a follow up call.
    • She records this in the Notes field and then clicks “Save and Close” to complete the process and save the inquiry.
    • Telesales representative Victoria Brannon opens her ACCOUNT MANAGEMENT work center and selects the “Activities” view.
    • This view gives her a list of all of the inquiries resulting from the campaign.
    • She highlights inquiry Kathy created and clicks on the FOLLOW UP button.
    • After contacting the prospect and answering his questions, she discovers he has an immediate need.
    • To convert this inquiry to a lead for follow-up
    • Introduction
    • Manage Inbound Telephone Calls Generated by a Marketing Campaign
    • Create an Action for the Internal Telesales Team to Further Qualify Prospects
    • Perform Discovery
    • Manage Sales Interactions with Customers and Prospects
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