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Process documentationCreate SAP Business Workflow for Opportunity from Lead

 

The information gathered in a lead is transferred to the sales area via the workflow Create Opportunity from Lead.

In the workflow, you decide whether the opportunity is generated manually or automatically.

If the lead-specific attributes Priority and Lead group fulfill specific criteria, the workflow automatically generates an opportunity. Otherwise, the workflow sends a work item to the sales employee responsible for creating the opportunity manually. After checking the data in the lead, the sales employee can either reject this lead or create an opportunity from it.

The workflow is automatically started when the lead is saved.

Prerequisites

  • If you want to start the workflow template, you have activated the type linkages for the start events AttributeChanged and SetErrorFree for the workflow WS10001011 in Customizing. The default setting is that they are deactivated. You have also maintained workflow task processors in Customizing for Customer Relationship Management (CRM), by choosing Start of the navigation path Basic Functions Next navigation step SAP Business Workflow Next navigation step Perform Task-Specific Customizing End of the navigation path.

  • If you have defined several user statuses, you have adapted the data flow for task TS10008154 (set status) accordingly. The workflow template uses the user statuses SAAC (accepted by sales) and SARE (rejected by sales) of the status profile CRMLEAD.

  • If you have defined several transaction types for the opportunity, you have adapted the data flow for task TS10008151 (create opportunity) accordingly. When the opportunity is created, the workflow template uses the opportunity transaction type OPPT.

  • If the sales employee rejects the lead, the workflow resets the qualification level to value 02 (Warm). If you have specified your own qualification levels in Customizing, you have adapted the data flow for task TS10007918 (change qualification level) accordingly.

Process

  1. A lead is saved with qualification level Hot and status Error-free.

    The system uses the lead-specific attributes Priority and Lead group to check whether an opportunity can be created automatically, or a sales employee first needs to decide.

    Note Note

    The sales representative entered in the lead is the sales employee whose task it is to create the opportunity based on the information in the lead. This person can be determined using partner determination in CRM, depending on the prospect in the lead, and can, for example, be a manager of a sales area.

    If no sales representative is entered, the workflow takes an organizational unit assigned in the workflow template, and sends the work item to all users assigned to the organizational unit.

    End of the note.

  2. If the sales employee decides that an opportunity can be created, the lead status is set to Accepted by sales, and an opportunity is created in the background. If necessary, the opportunity is forwarded to the sales employee for checking.

    If the sales employee rejects the lead, the lead status is set to Rejected by sales, and the initiator is informed by mail.

  3. The workflow is ended if no opportunity is created and any of the following occurs:

    • The lead is deleted

    • The qualification level of the lead is changed to a value other than Hot

    • The status of the lead is changed to a value other than Error-free

Technical Implementation

If the implementation details are relevant, or if you want to make your own enhancements, you require the following technical information :

  • Workflow Template

    The actual procedure is implemented in the workflow template WS10001011 (CRM_LEAD).

  • Triggering Events for the Workflow Template

    The events AttributeChanged and SetErrorFree are entered for the object category BUS2000108 (lead CRM) as triggering events.

    The event SetErrorFree is triggered when the system status is reset to Error-free. Since the workflow is only to be started when the qualification level is set to Hot, this is checked using the start condition of the event.

    The event AttributeChanged is triggered when one of the lead-specific attributes qualification level (manual/automatic), priority, lead group, background, or status is changed.

    The start condition is used to make sure that the attribute qualification level was changed, and the status was changed at the same time.

  • Object Types

    BUS2000108 (LEAD CRM)