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Object documentationOpportunity with Transaction Type OPBA (Banking Opportunity)

 

A recognized opportunity for sales of banking products and banking services.

To use this object, you must activate business function CRM-FS, Guided Loan Origination Process (CRM_FS_NBRNWL_1).

 

A banking opportunity is created when a customer or sales prospect shows interest in getting, for example, a retail mortgage loan. The banking opportunity describes the bank customer (sales prospect) and their needs, the requested banking products and banking services, the total volume of the customer project, the potential sales volume, and an estimated sales probability. This information becomes more and more concrete throughout the sales process, and is updated regularly by the relationship manager at a bank's local branch office.

During account origination for retail loans, for example, banking opportunities are used to store the need analysis data of a customer and eligible product proposals.

A banking opportunity is based on business transaction type OPBA (Banking Opportunity). For more information about business transactions, see Business Transaction and Business Transaction Customizing.

You create banking opportunities in SAP Customer Relationship Management (SAP CRM) and enter the relevant data. You can start the need analysis to determine the customer's need and propose eligible products. For more information, see Maintenance of a Banking Opportunity.

Structure

You can record the following sales information related to financial services in a banking opportunity.

Need Analysis

You can start the need analysis step from the banking opportunity.

Depending on the chosen need category/need type combination, the Need Analysis assignment block can contain the following fields:

Control or head data, such as:

  • Actions

    You can edit or delete an item in a customer's need.

  • Item

    Identifies a product proposal for a customer’s need.

  • Need category

    Categorizes customer needs that act as a control element for further need analysis. The need category is used as a central control element on the Need Analysis screen of a banking opportunity.

  • Need type

    Need types are used as subcategories for need categories.

Financial requirement data, such as:

  • Loan amount

    The loan amount required by the customer.

  • Down Payment

    Down payment is the amount that the customer pays up front to reduce the amount financed.

  • Cost of renovation

    The estimated renovation costs of the customer.

  • Currency

    The currency of the loan amount.

Property details, such as:

  • Property value

    The value of the subjected property.

  • Currency

    The currency of the property value.

  • Country

    The country in which the subjected property is located.

  • Region

    The region in which the subjected property is located.

Contract details, such as:

  • Interest rate type

    An important cost component and deciding factor in any loan is the interest rate, as the total repayment amount depends on it. With most types of retail mortgage loans you can choose either a fixed or a variable interest rate.

  • Loan term

    Duration of the loan.

  • Term unit

    Unit for the duration of the loan, for example, months or years.

  • Expected contract start date

Data for the proposed products, such as:

  • Product ID and description

  • Validity range

  • Term range and term unit

  • Loan amount range

  • Currency

  • Interest rate type

Each entry in the Need Analysis assignment block corresponds to a customer's need.

Items

The Items assignment block contains the following fields:

  • Actions

    You can edit or delete an item.

  • Item

    The identification number of an item.

  • Need item

    Identifies a product proposal for a customer’s need.

  • Need type

    Need types are used as subcategories for need categories.

  • Product

    The product proposed by the system in the need analysis step.

  • Interest rate type (fixed/variable)

    An important cost component and deciding factor in any loan is the interest rate, as the total repayment amount depends on it. With most types of retail mortgage loans you can choose either a fixed or a variable interest rate.

  • Volume of loan

    The loan amount required by the customer.

  • Loan term

    Duration of the loan expressed, for example, in years or months.

  • Interested

    To proceed with the need analysis process for a certain product, you must select the product in which the customer shows interest.

The sales product information is filled by the need analysis step.

Integration

You can start the loan wizard from the overview page of a banking opportunity (Launch Loan Wizard pushbutton).

For more information, see Loan Wizard.

You can use the Scheduled Actions assignment block to create a case for the banking opportunity. From the case, you can generate a banking customer quote. The system then transfers the data you entered in the opportunity to the quotation.

Business Rule Framework Plus (BRFplus) is used to determine eligible sales products based on need analysis and other criteria. For more information, see BRFplus for Account Origination.

More Information

Opportunity