Sales Management for Commercial and Industrial Customers 

Purpose

You can use this business scenario in a utility company to map the entire life cycle of utility contracts for commercial and industrial customers from marketing and sales through conclusion of contracts to contract billing. The scenario covers the following areas:

●      Customer acquisition

●      Quotation processing including price calculation via an external interface (with the option of individual price determination).

●      Contract conclusion with market communication

●      Billing of contracts including master agreements

●      Contract change processes

●      Maintenance of customer relationships

The point of delivery set allows you to process multiple contracts at the same time.
You can use this scenario in regulated and deregulated markets. For this reason, the customer group for commercial and industrial customers is in the foreground. This customer group generally requires particular attention from employees of the utility company (such as the key account manager).

Prerequisites

Business Partner	SAP Application Component	Configuration
Key account manager in utility company Customer	SAP CRM 2007 SAP ERP Release 6.0 Enhancement Package 2 SAP NetWeaver 7.0 –BI	Use SAP Solution Manager.

Process Flow

For this variant, the business processes run as follows:

...

       1.      Lead Processing in CRM

       2.      Opportunity Processing in CRM

       3.      Activity Processing in CRM

       4.      Utility Quotation Processing in CRM WebClient UI

       5.      Utility Contract Processing in CRM WebClient UI

       6.      Opportunity Analysis in CRM

       7.      Utility Contract Analysis