Lead Creation 
Purpose
This process enables you to create leads to qualify the level of interest presented by business partners, with a goal of transforming these leads into opportunities.
Prerequisites
You have maintained your settings for Lead Management. For more information, see Customizing for CRM, by choosing Transactions ® Settings for Leads.
Process Flow
You can create leads automatically or manually.
Leads are typically
created automatically in the Interaction Center, in the Web shop, through 
campaigns, or
optionally through HTML surveys on the Internet. All steps in this process
flow can be set up to run automatically, so that you can configure automatic
lead creation to also assign relevant business partners, products, and
surveys.
Details of manual lead creation are provided in the steps listed below:
...
Create lead:
1. Create lead
Your lead manager can create leads and assign a person responsible for the lead. Typically, the lead qualifier is responsible for qualifying and processing the lead. In the channel management scenario, the lead manager or channel manager (brand owner) can dispatch leads to internal qualifiers or to external channel partners for processing. Alternatively, the channel partner can directly create leads and dispatch them internally.
You can
create leads within campaigns (see example).You can
also create leads across all interaction channels, such as:
¡
Manually, in the CRM
system (see example)
¡
Channel management, as in
Channel
Partner portals (see example)
¡ e-Selling, as in the Web Shop
¡
Internet, through links
attached to surveys (see example)
¡
Telemarketing, as
in the Interaction Center (see example)
For more
information on the channel management context, see SAP Business Workflow
for Lead Processing by External Partners.
Lead Templates
You have the option to create leads by using templates.
For more information on
creating lead templates in the SAPGUI, see Transaction
Templates.
2. Assign prospect
You can manually assign an appropriate business partner, such as a sales prospect or contact person, to the lead. In the B2B context, the main business partner assigned to the lead is usually the sales prospect.
For example, Marcus Adams, who works for Company X, calls the Interaction Center of Photocopy Incorporated based on the recommendation of an existing customer, and indicates an interest in the latest photocopy machine. The Interaction Center Agent creates a lead and sales prospect for Company X and enters Mr. Adams as a contact person. This lead can be dispatched to the appropriate lead qualifier, who calls Mr. Adams to get additional information on Company X. The lead qualifier assigns additional contact persons for Company X, if necessary.
3. Assign products
You can assign a product to the lead by entering the product name in the description field or by entering a product number. In our previous example, the agent could have entered the name Company X in the lead portal. However, to conduct lead analyses and generate reports, it is important to enter the product number. This number can be used, for example, to generate analyses on opportunities created from available leads. You have the option to enter additional products for the lead.
4. Assign surveys
Your lead qualifier has the option to assign one or multiple surveys to a lead. These surveys consist of predefined questionnaires with single or multiple-choice questions, as well as space to enter free text. Based on the answers provided, a score is calculated and the qualification level set accordingly.
You can define determination rules to pre-select appropriate surveys based on transaction type, time period, system status, classification - priority, origin, group, and organizational data. This will help you to reuse existing surveys more efficiently and ensure that the lead qualifier uses the most suitable survey for lead qualification.
If you have customized multiple surveys to be assigned to a lead, and if all surveys can set a qualification level for the lead, then the survey that is run last sets the final qualification level for the lead.
However, if you have customized several surveys to be assigned to a lead, and if only one survey can set a qualification level for the lead, then the qualification level is set by the latter. In either case, the unique technical identifier of the survey is displayed.
For more information on assigning multiple surveys, see the Release Note Assignment of Multiple Surveys to Transactions. For more information on settings for questionnaires, see Customizing for CRM, by choosing Transactions ® Settings for Leads ® Questionnaires for Leads ® Define Determination for Questionnaires and Define Determination Criteria for Questionnaires.
See also: