- SAP Managed Tags
SAP S/4HANA CM's opportunity management enhances sales team performance while improving decision-making processes. Offering an integrated structure, it works seamlessly with various SAP modules, enabling business processes to progress more quickly and effectively.
Its customizable nature allows SAP S/4HANA CM opportunity management to meet the needs of different industries, providing businesses with both a competitive edge and long-term customer satisfaction. This system forms a solid foundation for sustainable growth by delivering cost and time savings.
Opportunity documents are primarily created to acquire customers, making them typically targeted at leads. A lead is defined as a person or business that has not yet become a customer of an organization but has the potential to be interested in its products or services. Leads are managed through roles and are registered in the system with the "Lead" role. If the opportunity is won, they are recorded as an actual customer.
Features
SAP CRM Interface:
- User-friendly graphical interface.
- Create, update, and track opportunities.
Status and Stage Management:
- Monitor the current status of opportunities (e.g., open, won, lost).
- Plan actions specific to development stages.
Document and Note Management:
- Save opportunity-related documents and notes in the system.
- Allow team members to share information.
Activity Management:
- Track and manage activities such as meetings, calls, and emails.
Analytics and Reporting:
- Generate detailed sales performance reports.
- Integration with SAP BW and SAP Analytics Cloud.
Automated Workflows:
- Trigger-based automation (e.g., proposal or order creation).
- Notifications and task assignments.
Advantages
Real-Time Data:
- Fast and accurate information flow.
Forecast Accuracy:
- More effective analyses.
Increased Efficiency:
- Time savings and process optimization.
Ease of Use:
- Simple and flexible user interface.
Deep Integration:
- Compatibility with SAP ECC, S/4HANA, and other SAP modules.
Customer Satisfaction:
- Improved service delivery and process tracking.
Adaptations
Sales Cycle and Sales Stages
Sales Cycle
The Sales Cycle encompasses all the steps from the beginning to the end of a sales process. This includes the initial contact with a customer, identifying opportunities, preparing proposals, making the deal, and completing the sale thereafter. SAP S/4HANA CM (Customer Management) provides various tools and modules to track and manage this process. The sales cycle is typically defined as an opportunity management process and includes all customer interactions.
SIMG > Service > Transactions > Settings for Opportunities > Define Sales Cycle and Sales Stages > Define Sales Cycle:
Sales Stage
A Sales Stage refers to smaller, specific phases within the sales cycle. These stages represent different steps in the progression of the sale, with each stage aimed at achieving a particular goal or outcome. For example, a sales opportunity may first move to the "New" stage, then progress through stages such as "Quote Given," "In Negotiation," and "Closed-Won." Each stage includes actions taken at that point and tasks to be followed up on.
SIMG > Service > Transactions > Settings for Opportunities > Define Sales Cycle and Sales Stages > Define Sales Stages:
Assign Sales Stages to Sales Cycles
Assigning sales stages to sales cycles determines the stages a sales opportunity progresses through as it moves through a specific sales cycle, and defines the probability of each stage. In SAP CRM, the processes related to how sales stages are assigned to sales cycles and how they are structured can be summarized as follows:
- Defining Sales Stages:
In this phase, you define which sales stages will be present in each sales cycle. For example, a sales cycle may include sales stages such as "Opportunity Identification", "Proposal Preparation" and "Initial Contact". - Setting the Time Sequence:
In this step, you specify the sequence of sales stages within the sales cycle. This order determines the progression of the opportunity through various stages until it reaches the final outcome. For example, the "Proposal Preparation" stage comes after the "Opportunity Identification" stage. - Setting the Probability:
The success probability is defined for each sales stage. For example, the likelihood of success during the information exchange stage of an opportunity could be 30%. This probability represents the chance of closing the opportunity at that particular stage. - Default Success Probability Settings:
SAP transfers the success probabilities you have defined as default values to opportunities. For example, when an opportunity progresses to a specific stage, the success probability of that stage is automatically added to the opportunity.
NOTE - Value 0 is not transferred as the default:
If you don't want the success probability of a sales stage to be set to 0, you can configure SAP to not transfer this value by default. To do this, you should make the following configuration in the SMOFPARSFA table for the CRMOPPORT parameter:
- Parameter Name: SALES_STAGE
- Parameter Value: NO_DEFAULT_PROB_ZERO
- Value: X
This setting ensures that a success probability of 0 is not automatically applied to new opportunities.
SIMG > Service > Transactions > Settings for Opportunities > Define Sales Cycle and Sales Stages > Assign Sales Stages to Sales Cycles:
Assignment of Sales Cycle to Transaction Type
SIMG > Service > Transactions > Basic Settings > Define Transaction Types, after following these steps, the relevant sales cycle is defined within the opportunity document type on the page that appears. The sales stages associated with the sales cycle are displayed within the document, allowing you to track the progression of the opportunity through the defined stages.
Sales Stage History
The changes in the sales stage within the document can be viewed from the "Sales Stage History" tab on the web UI screen.
Define Opportunity Group and Source
Define Opportunity Group
The opportunity group is used as a classification feature for opportunities and can also be used in analyses. This allows different business areas or company initiatives to be viewed at a global level. Depending on the selected transaction type, the relevant opportunity group is automatically assigned to the document.
For example, if your company operates on a global scale and the business processes in the U.S. differ from those in Europe, all opportunities belonging to the "Europe" group can be reviewed in a single assessment.
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Define Opportunity Group and Origin > Define Opportunity Group:
Assignment of Opportunity Group to Transaction Type
SIMG > Service > Transactions > Basic Settings > Define Transaction Types, after following these steps, the relevant opportunity group is defined within the opportunity document type on the page that appears. The opportunity group is set as the default for the created document.
Define Source for Opportunities
Defining the source for opportunities is used to record where the opportunities originate from on the document. For example, a source can be defined as a trade fair or a phone call. This way, the revenue generated from trade fairs or sales agreements can be analyzed.
Opportunities can be grouped by sources such as trade fairs, phone calls, or website interactions, and the impact of each source on the opportunities can be analyzed.
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Define Opportunity Group and Origin > Define Source for Opportunities:
Status Reason for Opportunity
The reason for the opportunity status and status schema are important for the evaluation and analysis of opportunities. A reason explaining the result (won, lost) of an opportunity must be documented and assessed. The reason for the status changes depending on the current state of the opportunity.
Example:
- Status: Won
- Reason: Due to the best product
In this process, a flexible set of reasons can be defined according to the opportunity statuses using a catalog. This enables a more detailed analysis of why opportunities were won or lost.
Status Reason for Opportunity
The reason for the opportunity status is actually similar to the category creation process. First, a catalog of type "H Status Reason (Opportunities)" is created.
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Maintain Status Reason and Status Profile for Opportunities > Define Catalogs:
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Maintain Status Reason and Status Profile for Opportunities > Define Code Groups and Codes for Catalogs, After following these steps, the created catalog is selected on the page that appears, and a code group is created.
The reasons that should appear in the document are added to the code group.
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Maintain Status Reason and Status Profile for Opportunities > Define Code Group Profiles, After following these steps, a code group profile is created by specifying the catalog, code group, and code on the page that appears.
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Maintain Status Reason and Status Profile for Opportunities > Define Code Group Profiles, After following these steps, details such as the code group profile and code groups are specified on the page that appears, and a status code profile is created.
Assignment of Status Reason to Transaction Type
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Maintain Status Reason and Status Profile for Opportunities > Assign Status Profile and Subject Profile to Business Transaction Type, After following these steps, status reasons are assigned to the document on the page that appears. This screen includes functionalities such as:
- Listing reasons based on statuses,
- Defining whether reason selection is mandatory or optional.
Creating a Sales Order from an Opportunity Document
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Copy Control for Opportunities and Sales Transactions > Copying of Transaction Types:
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Copy Control for Opportunities and Sales Transactions > Copying of Item Categories:
Creating Interlinked Opportunity Documents
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Define Copying Control for Opportunity Item to Opportunity:
Surveys Linked to Opportunity Documents
The "CRM_SURVEY_SUITE" transaction code or the web UI screen is used to access the survey editor application.
A survey tailored to the request and needs is prepared and activated.
Defining Conditions for Surveys
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Sales Methodology > Questionnaire for Opportunities, After following these steps, criteria are defined on the page that determines under what conditions the surveys will be used. These criteria are as follows:
- Status
- Priority
- Source
- Opportunity Group
- Sales Stage
- Organization
- Distribution Channel
- Department
- Expected Sales Revenue
- Expected Total Value
- Currency
Assigning Surveys to Opportunity Documents
SIMG > Service > Transactions > Basic Settings > Settings for Opportunities > Sales Methodology > Define Determination for Questionnaires, After following these steps, the survey type is linked to the document type on the page that appears. Additionally, criteria groups, mandatory status, and validity information can also be defined.
Competitors
In this field, you can define which of the following you want to display on the opportunity overview page:
- If you leave the selection blank, you can display competitors without products at header and item level.
- If you choose Header Mode, you can display competitors with products at header level.
In this case, the competitors and competitor products refer to the entire opportunity, not to individual items.
If you choose Item Mode, you can display competitors with products at item level.
In this case, the competitors and competitor products refer to only one item, that is, you can define the corresponding competitors and competitor products separately for each item in your opportunity.
If "Header Mode" is selected:
If "Item Mode" is selected:
If the competitor mode is not selected:
Creating a Competitor Product
Cross-Application Components > Master Data Synchronization > Customer/Vendor Integration > Settings for Customer Integration > Field Assignment for Customer Integration > Assign Keys > Define Number Assignment for Direction BP to Customer(Table: TBD001), On the next page, the account group is matched with the business partner group. The account group should be '0006' for competitors.
A partner is created in the competitor group. The customer number is entered according to the appropriate number range defined in the FLCU01 role.
A material of type VVGR is created using the transaction code “MM01”.
The customer number is entered for the material using the transaction code "MM02".
Search Competitor Product:
Competitor Page:
Tables Related to Opportunities
- CRMC_OPPIMPOR: Opportunity Priority / Prospect Priority
- CRMC_OPPIMPOR_T: Opportunity Priority / Prospect Priority: Text
- CRMC_OPPORT_H: Transaction Type - Opportunity Control Parameters
- CRMC_OPPT_OD: Customization Table for Transaction Types (Opportunity)
- CRMC_OPPT_TYPE: Opportunity Type
- CRMC_OPPT_TYPE_T: Opportunity Types: Texts
- CRMC_SVY_OPPT: Define Criteria for Surveys
- CRMC_SVY_OPPT_T: Define Criteria for Surveys: Text
- CRMD_DH_DATA_OPP: Opportunity Data Buffer
- CRMD_OPP_LINK: Opportunity Linkages (Main Records)
- CRMD_OPPORT_H: Opportunity
- CRMD_OPPORT_I: Opportunity Item Table
- CRMD_PPM_OPPBUF: Real-Time Buffer Fields for All Opportunities
- CRMD_PPM_OPPBUFI: Real-Time Buffer Fields for All Opportunities (Item Level)
- CRMS4_LCOPPTSTAT: Opportunity Life Cycle Status
- CRMS4_OPPTASRCH: Opportunity / Prospect Search
- CRMS4_OPPTHSRCH: Opportunity / Prospect Header Data
- CRMS4_OPPTIMPOR: Opportunity Priority / Prospect Priority
- CRMS4_OPPTISRCH: Opportunity / Prospect Item
- CRMS4_OPPTSEARCH: Opportunity / Prospect Search
- CRMS4D_OPPT_H: Opportunity and Prospect Header Details
- CRMS4D_OPPT_I: Opportunity and Prospect Item Details
- CRMS4V_SH_OPPT_H: Documents by Object Number
- CRMV_OPPIMPOR: Opportunity / Prospect Priority
- CRMV_OPPORT_H: Opportunity Customization at Header Level
- CRMV_OPPORT_ITEM: Opportunity Customization at Item Level
- CRMV_OPPT_OD: Transaction Types for Opportunity OData Service
- CRMV_OPPT_TYPE: Opportunity Group
- CRMV_SVY_DET_OPPT: Define Survey Criteria (Opportunity)
- CRMV_SVY_OPPT: Define Survey Criteria for Opportunities
Restrictions with S/4HANA CM
The following functionalities are not supported in Opportunity Management:
- Purchasing Organization: It is not possible to define a purchasing organization at the account level and use it as default in the opportunity. Additionally, the graphical representation of the purchasing organization is no longer supported.
- Pipeline Management (PPM).
- Limitations on Competitor Product Relationships.
- Configurable Items.
