Overview

To enable organizations to become intelligent enterprises, SAP is expanding its vertical solutions with an ecosystem of industry cloud applications. These solutions complement the existing SAP portfolio to extend the value of joint customer investments. These applications leverage the SAP Business Technology Platform (SAP BTP) with its advanced technologies and are interoperable with SAP Business Network and Intelligent Suite.

SAP Industry Cloud helps customers across industries to deploy specialized solutions that enable them to optimize, extend, and transform their core business processes. Customers can discover and consume these solutions effortlessly to digitalize and automate operations across every part of their business. Leads and Proposals Solution is a modular, industry-specific solution developed by Infosys on SAP Industry Cloud to deliver business innovation especially to the professional services industry.

The solution provides a lean yet intuitive way for partners and senior executives of enterprises to track leads, convert them into opportunities, and manage the pursuit cycle. Leveraging intelligent technologies, the solution provides insights on the probability of a win, recommends employees best suited to be a part of the pursuit team, and captures win and loss analysis history. This boosts the success rate leading to an increase in revenue growth.

The real-time dashboard provides visibility on lead conversion, new clients, win/loss ratio, pipeline revenue, ratio of pipeline revenue to actual revenue, and planned margins. This helps make informed decisions to achieve organizational goals.

This digital native solution is built on SAP BTP, integrates with S/4HANA Cloud, and leverages intelligent technologies.

Simple, intuitive, modular, and built on SAP BTP leveraging intelligent technologies and integrated with S/4 HANA cloud

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Infosys Leads and Proposals Solution is a modular, industry-specific solution available on SAP Industry Cloud. It is aimed at delivering business innovation especially to the professional services industry. The digital native app is built on SAP BTP and integrates with SAP S/4HANA Cloud. It leverages intelligent technologies such as Predictive Analytics, SAP Analytics Cloud, and Conversational AI.

Some of the powerful features of the solution include:

Capability to manage leads originating from various interactions or sources, track status, qualify leads for a formal proposal, guide partners on a win probability, and suggest employees best suited to be a part of the pursuit team
Ability to customize based on various parameters such as service offering and approval levels
Optimized for mobile with the capability to capture lead information while offline and synchronize when online
Visibility for partners into lead conversion, new clients, and win/loss ratio using a simple dashboard
A simple estimation feature to quickly update estimates and submit proposals.
Seamless integration with SAP S/4HANA cloud to automate project code creation
Ability to capture the reason for a win or loss which enables enterprises to apply the learning for future leads and improve win probability

Overall, the solution enables improved lead conversion, provides visibility to staffing managers, and enables revenue growth for partners.

Challenges & Solutions

Lack of an end-to-end pursuit cycle solution for the professional services industry

Infosys Leads and Proposals Solution has the capability to track leads, convert them into opportunities, and manage the pursuit cycle. It also helps in managing scope changes, thereby tracking additional revenue generated from customers. Businesses can run surveys to capture the reason for a win or loss. The learning can be used to increase the success rate on other leads.

Needs to be driven by partners/managing directors

With a simple and configurable dashboard, Infosys Leads and Proposals Solution provides visibility across the process chain for leaders. They can track parameters such as lead conversion, new clients, win/loss ratio, top clients, pipeline opportunities, and planned margins. This helps make informed decisions to achieve organizational goals related to opportunity conversion and revenue growth. This also helps reduce the operational overhead for partners.

Synchronization of online and offline opportunity data

Sometimes data about new leads or revisions and extensions is captured offline. Infosys Leads and Proposals Solution is optimized for mobile with the capability to capture leads information even when offline. When you connect back to the network, the information is synchronized automatically.