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Overview

In this section, you will find information about the end-to-end prospect conversion process. This section focuses mainly on the process steps with Salesforce as starting point. The process for account creation in SAP is covered in another section. 

Concerned profiles:

     Sales - Customer Service

Table of content

 

Step By Step

 

Convert a sold-to & ship-to prospect into a customer

Salesforce is managing the prospects from A to Z, but once the prospect must become a customer, it needs to be interfaced with SAP (where all the customers are managed).

 

The following high-level process gives the steps and the involved people requested for the conversion: 

Example of the email received by the CSR from Salesforce and the request in PRS

Before requesting the conversion of a prospect into a SAP Customer, following information are requested:

•A GBU Customer Segmentation record related to the prospect
•A contact or an involved contact related to the prospect

 

Open the prospect that you want to convert as a customer. Note that it will trigger the creation of the account in SAP, and inform your CSR!

 

 

 
Click on the button Convert Prospect to Customer
Select the CSR of group of CSR to receive the request
Choose if you prefer just sending a document or going through the full flow 

 

Have you seen the button “Save/Draft”? This button allows you to stop the conversion flow and restart later, with all the data recorded! 

Confirm if the account must be a sold-to & ship-to or only a ship-to
Select if a quote exists and can be used to take some shipping details (incoterms and location)

 

If the value is “Yes”, following section appears allowing the user to select an existing quote

Define if the account requires a different delivery address or not.

 

If the value is “Yes”, following section appears asking the user if the ship-to account exists or must be created

Finally, record the shipping details and the supply chain contact details
Define the bill-to details

 

If the value is “Yes”, no section appears. If the value is “No”, following section appears to record the bill-to records:

Define the payer details

 

If the value is “Yes”, no section appears. If the value is “No”, following section appears to record the payer records:

 

 

 
Search for a potential document to attach. If no attachment, click directly on Next

 

If you previously choose to not go through the flow and directly attach a conversion form, you’ll arrive at this screen. 

 
Review the details of the request and once confirmed, click on Submit
Once the request sent, Account stays a Non SAP Customer but not editable anymore and Account Status is updated to Conversion Requested. You must now wait the creation in SAP.
Once the account is created in SAP, the account status will be automatically updated to Validated

Convert a ship-to prospect into a customer

Before requesting the conversion of a prospect into a SAP Customer, following information are requested:

•A GBU Customer Segmentation record related to the prospect
•A contact or an involved contact related to the prospect
Open the prospect that you want to convert as a customer. Note that it will trigger the creation of the account in SAP, and inform your CSR!
Click on the button Convert Prospect to Customer
Select the CSR of group of CSR to receive the request
Choose if you prefer just sending a document or going through the full flow
Confirm if the account must be a sold-to & ship-to or only a ship-to
Define the sold-to related to the sold-to and the shipping details
Search for a potential document to attach. If no attachment, click directly on Next
Review the details of the request and once confirmed, click on Submit
Once the request sent, Account becomes a SAP Customer and Account Status is updated to Conversion Requested. You must now wait the creation in SAP.
Once the account is created in SAP, the account status will be automatically updated to Validated

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