IBM Process Excellence for Lead to Cash Management application uses a proprietary IBM Process Excellence framework to help businesses streamline their process and lower the time and cost of lead management through to cash flow by identifying issues and blocks in the end-to-end process pipeline. Leads are created in source systems different from the one where the order is processed. Creating a connection and presenting the digital twin of the end-to-end process map starting from lead to completion of order processing requires crossing different systems and business functions. It is a challenging activity for any business, yet it is critical to identifying the correct customer during lead generation and improving the overall cycle time to order creation and cash.
This is where IBM and Celonis combine their Strengths:
End-to-end process flow from Lead to Cash.
Reduced cycle time for the process.
Increased lead conversion ratio.
Integrated communications between process flow and business functions (Salesforce and SAP).
Real-time alerts and automation to reduce cycle time.
Reduced revenue leakage.
The foundation for the Executive Management dashboard is a proprietary IBM Process Excellence framework that categorizes KPIs by Efficiency, Experience and Compliance. It provides Executives and Management with an easy to read, quick view of KPI achievement.
The Lead & Opportunity analysis provides Marketing and Sales teams the status of leads and opportunities. It alerts them to areas for action that will help move quotes into orders and eventually, cash.
The Delivery Status analysis informs Sales Managers with the details of late deliveries and other sales order status in order to address problems and improve customer satisfaction.
Revenue Leakage Insights identfies where there may be revenue leakage. Sales Teams are alerted to address problems before leakage and loss occurs.
This Action Flow alerts teams where there are quotes which have not yet become sales orders. It enables Sales Teams to follow up and improve Lead Conversion.
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