The "Campaign to lead" scenario describes the process chain that provides planning activities and resources for the marketing campaign, controlling of campaign performance, and analyzing marketing campaign results. The main objective of a marketing campaign is to generate new leads and new sales opportunities with existing customers.

The "Lead to opportunity" scenario describes a processes chain about capturing additional information and evaluating the lead, as well as identifying sales opportunities and starting pre-sale cycle.

Firstly, information about the business partner is collected and recorded in order to determine whether it is an existing partner or whether a new business partner needs to be created. The lead is then assigned a responsible sales manager, and a standard sale process is defined for the sale opportunity and run. The sale process can be changed if the process requires customization.

This scenario results in the lead being qualified and converted into a sale opportunity, which defines all pre-sale activities that must be taken.

Thу "Opportunity to quotation" scenario describes processes that logically continue pre-sale activities. As a rule, they start with a sale opportunity, with reference to it, the customer sends a request for a quotation to our organization for a specific amount of product.

This scenario only applies to standard products that have a set price and specification for manufacture.

Quite often, the quotation is issued for a new legal entity of the partner. In this case, the establishment of payment rules and a credit management assessment is required.

The "Customer contract management" scenario describes the processes required to establish terms and conditions, sign the contract by both parties, control for the fulfillment, control for validation period of the contract with the customer. The most important terms and conditions for this scenario are usually:

• payment details
• applicable prices and discounts
• financial payment terms
• delivery terms
• volumes
• credit limits.

The "Intercompany contract management" scenario describes the processes required to establish terms and conditions, sign the contract by both parties, control for follow-up activities, control for validation period of the intercompany contract. The most important terms and conditions for this scenario are usually payment details and applicable transfer prices.