Lead to Sales Order/Project

Contact
Contact Determine
Determine Qualify
Qualify Convert
Convert Convert
Convert Create
Create Quotes
Quotes
Lead
Lead Product
Product and
and Score
Score Lead
Lead To
To Opportunity
Opportunity Within
Within the
the
Interest
Interest Lead
Lead Prospect
Prospect To
To Quote
Quote Opportunity
Opportunity

•Capture Lead •Present and •Qualify leads based on •Verify that the lead • The process of •The process of managing the
information as a result determine the product the criteria set for an has emerged as a real converting an development of a quote:
of Sales initiatives. with the Lead. "opportunity" that the opportunity, and that opportunity to a quote Confirm Customer
company may invest in. the opportunity should and to enter a Quote Requirements, Configure,
be pursued. • Multiple Divisions for Check Availability, Price and
Trades can be on Discount, Obtain Approvals,
Single Opportunity Present to Customer, Revise
Quote.

Present
Present and
and Determine
Determine Order YES Convert
Convert Convert
Convert No
Negotiate Order
Order Project
Negotiate Confirmed Prospect
Prospect into
into Quote
Quote
Details
Details Required
Quote
Quote Customer
Customer to
to Order
Order

•The process of • The process of

NO • The process of • Process of converting a Yes
determining pricing determining order
and discounting of options such as maintaining primary quote into a sales order.
shipping, billing, Close
Close information about the
products or services
during the quote scheduling, and Lead
Lead customer
payment options. • Customer Credit
process.
Check • Establish Project
• Qualifying Criteria. Create
Create Budget
Project
Project • Determine Project
Schedule
• Determine Project
Resource Needs
Sales Order/Project to Customer Invoicing
Proposed Oracle Applications and Cash Collection

Oracle CRM – Sales & Marketing, Configurator

Enterprise Roles

Oracle OM, AR, TCA Sales Representative

Home Office
Division/Back Office

Oracle Projects
Sales Order/Project to Customer Invoicing and Cash Collection

Schedule
Schedule andand
Set
Set Up
Up Schedule
Schedule Create
Create Manage
Manage Load
Load
Lead to Sales Order/Project Work Work Installation Installation
Installation Jobs
Work Work Installation Jobs
Orders
Orders Orders
Orders Request
Request Requests
Requests

• Generate Work • Resource and • Create Service Request • Set Priorities • Pick items
Orders from Sales material planning • Assign SR to resources • Assign Install • Bar Code Scanning
Order Demand process • Create Tasks for SR Resources to move materials
• Dispatch for Install

3rd Party Applications

Proposed Oracle Applications

BOM, WIP, INV, Cost

Calculate
Calculate Send
Send Info
Info
Installer
Installer to
to
Pay
Pay PeopleSoft
PeopleSoft CRM – Service,
• Based on work • Details sent to
Advanced Scheduler,
completed on job PeopleSoft Pay Roll Territory Manager
Perform
Perform Back
Back Flush
Installation
Installation
Flush
Material
Material
Incentive Compensation
Consumed
Consumed
Field Service
• Automated back Generate Collect
Generate Collect and
and
flush once Installer
Customer Apply
has completed
Customer
Invoice
Invoice
Apply
Cash
Cash
Oracle Projects, AR,
•IVR/Mobile
Cash Management
• Invoice generated • Processed through
from Project Billing Regional Cash
• Invoiced from AR Centers Enterprise Roles
for non-project based • Lockbox and ACH
work Regional Shared Service
Center Home Office
Division/Back Office