Lead creation and management is the first step of your sales and marketing process. In this step, you can capture any interest in your products and services, and qualify and nurture the interest to turn your potential customers into real clients/customers.

Scoping and Configuration activities for the Leads:

1. Enable/Scope Leads:

   Administrator can add leads to your project scope, to do that please follow the below steps:

   1. Login to the C4C tenant.
   2. Go to Business Configuration work center.
   3. Select Project and Click on Edit Project Scope.
   4. Navigate to the path Sales->Lead Management->Leads in Scoping section
   5. Check the Check box for the Leads, as shown below:

2. Configure Number Range:

   Number ranges control how the number of a new document or data record is created for the Leads. To specify the range of numbers that the ID of the lead records can take, please follow the below steps:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Number Range’ and Save the entry, as shown below:
   5. You can also Change Current Number Range for your Lead, by clicking on “Change Current Number” that is Enter the number higher than current Number, ex: In the Screenshot 27000 is current number and you can input 27001 and Save the entry.
3. Configure Involved Parties: You as Administrators can maintain involved parties for leads by assigning party roles and using determination rules. To maintain the involved parties please follow the below steps:
   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Involved Parties‘ and ‘Add Row’ Save the entry, as shown below:Note: By Clicking on Maintain Determinations you can activate or deactivate determination steps for your maintained party roles. The steps that have been activated are taken into consideration to determine the relevant party. Party roles without active determination steps need to be entered manually.

4. Configure Source: 

   You can have different sources to specify the origin of your leads. To maintain the sources for Lead creation, you can follow the below steps:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Source‘ and ‘Add Row’ Save the entry, as shown below:

5. Configure Categories:

   You can use this activity to classify your leads. New values for Category Code must start with Z. You can follow the below steps to maintain the new Categories:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Categories‘ and ‘Add Row’ Save the entry, as shown below:

6. Configure Assignment of Categories: 

   In this activity you can specify which of the categories that you have maintained in the ‘Configure Categories‘ step should be used to classify your leads. You can follow the below steps to assign the categories:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Assign Categories‘ and ‘Add Row’ to assign the categories Save the entry, as shown below:

7. Configure Qualifications: 

   This can help you to classify your leads in terms of promising the lead for your business. To maintain the different Qualifications, please follow the below steps:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Qualifications‘ and ‘Add Row’ to add new qualification for your lead, as shown below:

8. Configure Status: 

   Administrator can customize lead statuses and define lead conversion actions for each status. To define new status and set conversion of lead you can follow the below status:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Status‘ and Click on ‘Add Row’ to create new status
   5. Enter a number as Sort Sequence. It determines where the new status appears in the drop-down list of your lead status and has no influence on how leads are processed.
   6. Specify the Status Code. Customized status codes must begin with the identifier Z.
   7. Select an Internal Status in which your new status will be active.
   8. Add Description to new Status.
   9. Check the Active Checkbox to set the status to active.
   10. Decide which conversion actions should be available for leads that attain this new status.
   11. Decide whether the lead with this new status can be submitted for approval.Note:
       • Only one status can be set as Initial Status.
       • Statuses connected to Converted, Accepted, or Declined cannot be set as Initial Status.
       • The status Converted is the logical end of the status chain.

9. Configure Reasons: 

   This activity can be used to maintain different reasons to specify why a lead has been accepted or rejected. To add a reasons please follow the below steps:

   1. Go to Business Configuration work center.
   2. Select the Project and Click on Open Activity List.
   3. Search for Leads and Open the Activity Leads.
   4. Click on ‘Maintain Reasons‘ and ‘Add Row’ to maintain the reasons, as shown below:

10. Configure Assignment of Reasons: 

    In this activity you can specify which are the reasons are applicable for the Accepted and Rejected status. You can follow the below steps to assign the reasons:

    1. Go to Business Configuration work center.
    2. Select the Project and Click on Open Activity List.
    3. Search for Leads and Open the Activity Leads.
    4. Click on ‘Assign Reasons‘ and Select the Status(Accepted/Rejected) and click on ‘Add Row’ to maintain the reasons, as shown below:

11. Configure Conversion Limit:

    In this activity, Administrators can specify how many times a lead can be converted into an opportunity. To maintain the conversion limit,  please follow the below steps:

    1. Go to Business Configuration work center.
    2. Select the Project and Click on Open Activity List.
    3. Search for Leads and Open the Activity Leads.
    4. Click on ‘Maintain Conversion Limit’ and specify the number of times, as shown below:

12. Configure System Message Severity:

    Here you can control the message severity in the system for the corresponding business object. Please follow the below steps to configure the system severity messages:

    1. Go to Business Configuration work center.
    2. Select the Project and Click on Open Activity List.
    3. Search for Leads and Open the Activity Leads.
    4. Click on ‘Message Severity Configuration’ and check the relevant checkbox, as shown below:

Further you can refer below links:

Leads

Lead Scoring (Machine Learning) in Leads in Hybris Cloud for Customer

Creating and working with Leads

Lead Conversion in SAP Cloud for Customer(C4C)

Regards,

Ankit K