Align Sales and Finance in Your SAP Systems: Q&A on Lead-to-Cash Integration to Shorten the Sales Cycle and Drive Revenue

December 10, 2014

Lead-to-cash integration aligns your sales processes – including quotes, discounting, and contracts – with SAP back-office financial accounting. 

Chris Lords Dana Henriksen

Chris Lords and Dana Henriksen of FPX took readers' questions in an online Q&A to look at opportunities for sales and back-office integration in SAP and other systems, as well as integration with on-premise CRM and SAP Cloud for Customer, and other concerns on achieving lead-to-customer benefits.

Questions included:

  • What should we take into consideration when when setting up rules and pricing for more complex products or services?
  • Where will accounting teams see changes if sales leads, opportunities, and pricing processes are extended into invoicing and financial accounting?
  • What are options for automating order-creation with on-prem CRM workflows?
  • What are best practices for setting up pricing rules, where are these rules managed, and how are they integrated into financials systems?
  • Any suggestions for speeding up workflow for BOLs and invoices when dealing with paper invoices?   
  • Does lead-to-cash integration support compliance with transfer pricing requirements?

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