SCENARIO EXPLORER Introduction

1. Order-to-Cash (Sell-from-Stock) SCENARIO EXPLORERIntroduction Close Introduction • The Scenario Explorer provides you with comprehensive information about the various aspects of a scenario. Use the navigation pane to learn more about the following: • Scenario and Processes (details about the scenario, processes, and process steps – click here) • Business Areas (details about where in the system you perform specific tasks – click here) • Business Value(details about the major benefits of using the SAP Business ByDesign solution for the scenario – click here) • Scenario Flow(graphic depicting the entire scenario flow – click here) • The Scenario Explorer is highly interactive – you are able to focus on the topics you are most interested in, navigate to related documents (such as process demos), or display mouse-over information for specific elements. Basic Design Scenario Graphic Navigation Pane Content Area • Interactive Design • Use the navigation pane to select major topics • Click chevrons for process details • Click area icons to focus on specific areas • Use the Info buttons for more information Handling Service Requests

2. Marketing-to-Opportunity Customer Returns Accounts Receivable Accountant Sales/Customer Service Representative Order-to-Cash (Sell-from-Stock) Scenario Overview Click process chevrons for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Scenario Description Scenario Explorer Open Legend • Credit CardSales order processing supports the payment by credit cards with integration to payment service providers • Credit Limit CheckYou can minimize credit risk by specifying a credit limit for a customer. If a credit limit in an order is exceeded, a delivery block is set automatically • Automatic Order CreationA sales order can be created on the basis of a lead, opportunity, sales quote, or through an e-shop or B2B interface (external system) This scenario enables you to sell goods from stock using a wide range of standard features to handle sales quotes, sales orders, deliveries, customer invoices, and payments. This scenario includes features such as: • Available-to-Promise (ATP) CheckThe system informs you of whether the products can be delivered at the requested date and in the requested quantity • PricingThe system determines prices and discounts automatically. You can also enter these manually, if required. The system can support you by displaying the cost and profit margin Scenario & Processes Business Areas Business Value Scenario Flow The following business roles are involved in this scenario: Warehouse Manager Warehouse Operator

3. Marketing-to-Opportunity Customer Returns Accounts Receivable Accountant Sales/Customer Service Representative Order-to-Cash (Sell-from-Stock) Scenario Overview Click process chevrons for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Scenario Description Scenario Explorer Open Legend Legend Close Legend • Credit CardSales order processing supports the payment by credit cards with integration to payment service providers • Credit Limit CheckYou can minimize credit risk by specifying a credit limit for a customer. If a credit limit in an order is exceeded, a delivery block is set automatically • Automatic Order CreationA sales order can be created on the basis of a lead, opportunity, sales quote, or through an e-shop or B2B interface (external system) This scenario enables you to sell goods from stock using a wide range of standard features to handle sales quotes, sales orders, deliveries, customer invoices, and payments. This scenario includes features such as: • Available-to-Promise (ATP) CheckThe system informs you of whether the products can be delivered at the requested date and in the requested quantity • PricingThe system determines prices and discounts automatically. You can also enter these manually, if required. The system can support you by displaying the cost and profit margin Scenario & Processes Process mainly driven by the user Process mainly driven by the system Manual process not supported by the system Process that communicates with third-party software (see mouse-over for details) Process with relevance to Financials Related scenario Info button with more information Business Areas Business Value Scenario Flow The following business roles are involved in this scenario: Warehouse Manager Warehouse Operator i

4. Order-to-Cash (Sell-from-Stock) Process Details: Handling an Incoming Customer Inquiry X Handling an Incoming Customer Inquiry via Fax or E-Mail Channel Click process chevrons for details Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Receive an incoming fax or e-mail and log an inquiry Click hereto display process variants Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Process Description Scenario Explorer Further Information The Handling an Incoming Customer Inquiry business process enables you to manage the arrival of incoming customer inquiries via various input channels such as phone, e-mail, or the Internet. During customer interactions, it is key to know who you are dealing with. To quickly identify the account and contact, there are several possibilities such as automatic identification based on the telephone number of an incoming call, or you can enter the name of a caller manually in a Google-like search. Scenario & Processes Performed by Sales/Customer Service Representative Business Areas Business Value In the Work Centers Account Management Groupware (Outlook) Collaboration Window Scenario Flow

5. Order-to-Cash (Sell-from-Stock) Process Details: Handling an Incoming Customer Inquiry X Handling an Incoming Customer Inquiry via Fax or E-Mail Channel Click process chevrons for details Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Receive an incoming fax or e-mail and log an inquiry Click hereto hide process variants Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Handling an Incoming InquiryManually via Activities Handling an Incoming Customer Inquiry via Telephony Channel Process Description Scenario Explorer Further Information The Handling an Incoming Customer Inquiry business process enables you to manage the arrival of incoming customer inquiries via various input channels such as phone, e-mail or the Internet. During customer interactions, it is key to know who you are dealing with. To quickly identify the account and contact, there are several possibilities such as automatic identification based on the telephone number of an incoming call, or you can enter the name of a caller manually in a Google-like search. Scenario & Processes Performed by Sales/Customer Service Representative Business Areas Business Value In the Work Centers Account Management Groupware (Outlook) Collaboration Window Scenario Flow

6. Order-to-Cash (Sell-from-Stock) Process Details: Creating Sales Quotes X Creating Sales Quotes Click process chevrons for details Handling an Incoming Customer Inquiry Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Create a sales quote Approve a sales quote Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Process Description Scenario Explorer Further Information The Creating Sales Quotes business process enables you to create a sales quote with fixed terms and price conditions when a customer requests an offer for products or services. You can also create the sales quote on the basis of an opportunity or a lead. You enter the necessary details in the sales quote such as the account and the products or services. If product availability should be checked, you also need to enter the requested date. You can also enter further customer information as additional text. The cost of sales can be determined using product valuation, enabling you to evaluate the profitability of the sales quote. Price and discount adjustments can be made in the sales quote. After the sales quote has been created, it is submitted based on the output settings. Scenario & Processes Performed by Sales/Customer Service Representative Business Areas Business Value In the Work Center New Business Scenario Flow

7. Order-to-Cash (Sell-from-Stock) Process Details: Creating Sales Orders X Creating Sales Orders Click process chevrons for details Initiating Outbound Delivery Creating Customer Invoices Handling an Incoming Customer Inquiry Creating Sales Quotes Processing Outbound Delivery Processing Receivables and Payments Create a sales order Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Process Description Scenario Explorer Further Information The Creating Sales Orders business process enables you to create a sales order with fixed terms and price conditions when a customer orders products or services. The order can be created on the basis of a quote, copying all conditions from the quote to the order or you enter the necessary details in the order such as the account, the products or services, the requested date , and customer information as additional text. The product availability is checked, and the system informs you of availability. The system can determine the cost of sales using product valuation, enabling you to evaluate the profitability of the order. After creating the order, you release it to logistics. An order confirmation form can be sent to the customer, depending on the output settings. The sales order can also be generated automatically through business-to-business communication or a connected e-shop. Scenario & Processes Performed by Sales/Customer Service Representative Business Areas Business Value In the Work Center Sales Orders Scenario Flow

8. Order-to-Cash (Sell-from-Stock) Process Details: Creating Down Payment Requests - Customer Click process chevrons for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Outbound Delivery Processing Receivables and Payments X Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Create and release down payment request Process Description Scenario Explorer Further Information The Creating Down Payment Requests - Customer business process enables you to request down payments from the customer before services are performed or products are delivered. The sales representative creates and releases a down payment request for this purpose. Performed by Sales/Customer Service Representative Scenario & Processes Business Areas Business Value In the Work Center Customer Invoicing Scenario Flow

9. Order-to-Cash (Sell-from-Stock) Process Details: Processing Receivables and Payments Click process chevrons for details Initiating Outbound Delivery Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders … Processing Externally-Initiated Payments by Incoming Bank Transfer X Creating Down Payment Request - Customer Enter a remittance advice Process a bank statement Allocate a payment Clear a payment Click hereto display process variants Process Description Scenario Explorer Further Information The Processing Receivables and Payments business process enables the processing of incoming payments, initiated either internally by your company or externally by your customers. The process uses country-specific payment methods. Payments can be made manually, or automatically via a payment run in which the system proposes open items for payment. You then release the payments and the system posts them to accounting. You create the payment medium, either manually or as part of an automatic run, using files for direct debit or credit card payments. When the payments are credited to the company's bank account, the bank statement is entered in the system, either uploaded electronically or entered manually, before being confirmed. If payments are initiated externally by the customer, the bank statement provides notification of payment. The payments are matched in the system to the open invoices before being cleared. Scenario & Processes Performed by Accounts Receivable Accountant Business Areas Business Value In the Work Centers Receivables Payment Management Scenario Flow

10. Order-to-Cash (Sell-from-Stock) Process Details: Processing Receivables and Payments Click process chevrons for details Initiating Outbound Delivery Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders … X Processing Externally-Initiated Payments by Incoming Bank Transfer Enter a remittance advice Process a bank statement Allocate a payment Clear a payment Creating Down Payment Request - Customer Click hereto hide process variants Processing Externally-Initiated Payments by Incoming Check Processing Externally-Initiated Payments by Incoming Check with Lockbox Processing Externally-Initiated Payments by Multiple Incoming Checks Processing Incoming Payments by Bill of Exchange Processing Incoming Payments with Petty Cash Processing Internally-Initiated Payments by Credit Card Processing Internally-Initiated Payments by Direct Debit Processing Receivables and Payments with Accounts Maintenance Process Description Scenario Explorer Further Information The Processing Receivables and Payments business process enables the processing of incoming payments, initiated either internally by your company or externally by your customers. The process uses country-specific payment methods. Payments can be made manually, or automatically via a payment run in which the system proposes open items for payment. You then release the payments and the system posts them to accounting. You create the payment medium, either manually or as part of an automatic run, using files for direct debit or credit card payments. When the payments are credited to the company's bank account, the bank statement is entered in the system, either uploaded electronically or entered manually, before being confirmed. If payments are initiated externally by the customer, the bank statement provides notification of payment. The payments are matched in the system to the open invoices before being cleared. Scenario & Processes Performed by Accounts Receivable Accountant Business Areas Business Value In the Work Centers Receivables Payment Management Scenario Flow

11. Order-to-Cash (Sell-from-Stock) Process Details: Initiating Outbound Delivery X Initiating Outbound Delivery - Shipment from Your Own Site Click process chevrons for details Creating Customer Invoices Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Processing Outbound Delivery Determine ship-from and check product availability Initiate outbound delivery … Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Process Description Scenario Explorer Further Information The Initiating Outbound Delivery business process enables you to manually perform ATP checks for sales order items. Depending on the current situation the system might change the source of supply for the sales order. By releasing the confirmed scheduled lines to logistics execution you initiate the outbound delivery process. Scenario & Processes Performed by Warehouse Manager Business Areas Business Value In the Work Center Outbound Logistics Control Scenario Flow

12. Order-to-Cash (Sell-from-Stock) Process Details: Processing Outbound Delivery X Processing Outbound Delivery - with Tasks Click process chevrons for details Initiating Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Create a warehouse request Create a warehouse task Confirm a warehouse task and post goods issue Accept a deviation Finalize an outbound delivery … Click hereto display process variants Processing Inspections Process Description Scenario Explorer Further Information Depending on the complexity of your warehouse processing, the Processing Outbound Delivery business process can help you coordinate your outbound logistics activities with or without task support from the system. It helps you to efficiently control and manage outbound deliveries from the time a delivery proposal is received to the moment it is delivered to your customer or returned to your supplier. With the release of the outbound delivery the system prints a delivery note or sends an ASN automatically. The Processing Outbound Delivery business process still allows the warehouse manager to manually make changes or create tasks for the warehouse worker. Scenario & Processes Performed by Warehouse Operator Business Areas Business Value In the Work Center Outbound Logistics Scenario Flow

13. Order-to-Cash (Sell-from-Stock) Process Details: Processing Outbound Delivery X Processing Outbound Delivery - with Tasks Click process chevrons for details Initiating Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Create a warehouse request Create a warehouse task Confirm a warehouse task and post goods issue Accept a deviation Finalize an outbound delivery … Click here to hide process variants Processing Outbound Delivery - Without Task Control Processing Inspections Process Description Scenario Explorer Further Information Depending on the complexity of your warehouse processing, the Processing Outbound Delivery business process can help you coordinate your outbound logistics activities with or without task support from the system. It helps you to efficiently control and manage outbound deliveries from the time a delivery proposal is received to the moment it is delivered to your customer or returned to your supplier. With the release of the outbound delivery the system prints a delivery note or sends an ASN automatically. The Processing Outbound Delivery business process still allows the warehouse manager to manually make changes or create tasks for the warehouse worker. Scenario & Processes Performed by Warehouse Operator Business Areas Business Value In the Work Center Outbound Logistics Scenario Flow

14. Order-to-Cash (Sell-from-Stock) Process Details: Processing Inspections X Click process chevrons for details Processing Receivables and Payments Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Creating Customer Invoices … X Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Inspect samples Record inspection results Decide about quality Process Description Scenario Explorer Further Information The Processing Inspections business process allows you to process, monitor, and analyze inspections of products : • InspectionsatgoodsreceiptReceiving inspections for supplier deliveries, first articles, customer returns, and stock transfers • Inspections in productionIn-process control and final inspections for production • Inspections in shippingFinal inspections for customer shipments As part of this process, you inspect the samples taken for inspection, record results, make a decision about the quality of the inspected goods, and, if necessary, trigger corrective or preventive actions. Planned inspections are triggered automatically based on a suitable logistics or production model. Unplanned inspections are triggered manually by the user. Scenario & Processes Performed by Inspector Quality Engineer Quality Manager Business Areas Business Value In the Work Center Quality Control Scenario Flow

15. Order-to-Cash (Sell-from-Stock) Process Details: Creating Customer Invoices X Creating Customer Invoices Click process chevrons for details Processing Receivables and Payments Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Processing Outbound Delivery Transfer items to be invoiced Release an invoice … Processing Inspections Creating Down Payment Request - Customer Processing Receivables and Payments Process Description Scenario Explorer Further Information In the Creating Customer Invoices business process, the system automatically creates items to be invoiced after services have been performed or products delivered. You must transfer these items to an invoice which is sent to the customer and passed to Cash Flow Management . You can do this manually or with an invoice run. It is possible to combine several items to be invoiced into one invoice or split them into several invoices. Scenario & Processes Performed by Accounts Receivable Accountant Business Areas Business Value In the Work Center Customer Invoicing Scenario Flow

16. Order-to-Cash (Sell-from-Stock) Process Details: Processing Receivables and Payments X Processing Externally-Initiated Payments by Incoming Bank Transfer Click process chevrons for details Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Outbound Delivery Enter a remittance advice Process a bank statement Allocate a payment Clear a payment … Click hereto display process variants Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Process Description Scenario Explorer Further Information The Processing Receivables and Payments business process enables the processing of incoming payments, initiated either internally by your company or externally by your customers. The process uses country-specific payment methods. Payments can be made manually, or automatically via a payment run in which the system proposes open items for payment. You then release the payments and the system posts them to accounting. You create the payment medium, either manually or as part of an automatic run, using files for direct debit or credit card payments. When the payments are credited to the company's bank account, the bank statement is entered in the system, either uploaded electronically or entered manually, before being confirmed. If payments are initiated externally by the customer, the bank statement provides notification of payment. The payments are matched in the system to the open invoices before being cleared. Scenario & Processes Performed by Accounts Receivable Accountant Business Areas In the Work Centers Receivables Payment Management Liquidity Management Business Value Scenario Flow

17. Order-to-Cash (Sell-from-Stock) Process Details: Processing Receivables and Payments X Processing Externally-Initiated Payments by Incoming Bank Transfer Click process chevrons for details Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Outbound Delivery Enter a remittance advice Process a bank statement Allocate a payment Clear a payment … Click here to hide process variants Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Processing Externally-Initiated Payments by Incoming Check Processing Externally-Initiated Payments by Incoming Check with Lockbox Processing Externally-Initiated Payments by Multiple Incoming Checks Processing Incoming Payments by Bill of Exchange Processing Incoming Payments with Petty Cash Processing Internally-Initiated Payments by Credit Card Processing Internally-Initiated Payments by Direct Debit Processing Receivables and Payments with Accounts Maintenance Process Description Scenario Explorer Further Information The Processing Receivables and Payments business process enables the processing of incoming payments, initiated either internally by your company or externally by your customers. The process uses country-specific payment methods. Payments can be made manually, or automatically via a payment run in which the system proposes open items for payment. You then release the payments and the system posts them to accounting. You create the payment medium, either manually or as part of an automatic run, using files for direct debit or credit card payments. When the payments are credited to the company's bank account, the bank statement is entered in the system, either uploaded electronically or entered manually, before being confirmed. If payments are initiated externally by the customer, the bank statement provides notification of payment. The payments are matched in the system to the open invoices before being cleared. Scenario & Processes Performed by Accounts Receivable Accountant Business Areas In the Work Centers Receivables Payment Management Liquidity Management Business Value Scenario Flow

18. Click area pictograms for details Order-to-Cash (Sell-from-Stock) Business Areas Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Creating Customer Invoices Initiating Outbound Delivery Processing Receivables and Payments Processing Outbound Delivery Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Business Areas Scenario Explorer Business Area Description • The SAP Business ByDesign solution gives you comprehensive access to customer-related information about opportunities, quotes, orders, and invoices. Your employees can use data in SAP Business ByDesign to verify product availability, perform accurate forecasting, predict future sales, and identify cross-selling and up-selling opportunities. SAP Business ByDesign supports smooth interactions with customers and helps your sales staff fill the sales pipeline, focus on the most promising leads, and accelerate the sales process. In addition, you can use the software to: • Generate a sales opportunity, create sales quotes, check product availability, calculate prices, enter payment and shipping information, and create sales orders and invoices • Store and maintain an online portfolio of your products and services and define price lists with flexible pricing policies • Obtain a comprehensive, 360-degree view of your customers. You can see all customer-related information in a single place and use the provided reports and metrics to make effective decisions Sales Scenario & Processes Supply Chain Planning and Control Business Areas Warehousing, Manufacturing, and Logistics Business Value Cash Flow Management Scenario Flow

19. Order-to-Cash (Sell-from-Stock) Business Areas Click area pictograms for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Processing Outbound Delivery Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Business Areas Scenario Explorer Business Area Description • With SAP Business ByDesign, you can plan and consolidate procurement requirements, create feasible production plans, and determine and confirm realistic delivery dates. The solution combines automated planning functions with interactive planning and can trigger the supply planning process in anticipation of actual demand. You can also use the software to: • Prioritize your execution plans to give you a consolidated view of customer demand and insight into order availability • Mix fulfillment strategies to meet customer requirements • Create material plans and estimate the average capacity needed in a given time frame • Perform exception-based planning, focusing on critical deviations and analyzing each planning issue to find an appropriate solution • Check product availability and confirm delivery dates by checking customer requirements against the stock on hand and the product supply Sales Scenario & Processes Supply Chain Planning and Control Business Areas Warehousing, Manufacturing, and Logistics Business Value Cash Flow Management Scenario Flow

20. Order-to-Cash (Sell-from-Stock) Business Areas Click area pictograms for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Processing Outbound Delivery Creating Down Payment Request - Customer Processing Receivables and Payments Processing Inspections Business Areas Scenario Explorer Business Area Description • You can use SAP Business ByDesign to adjust your organization's structure, warehouse and production layouts, processes, or level of automation as needed. You can flexibly assign and monitor employee tasks and also execute your production and warehousing tasks in similar ways. You can also use the software to: • Harmonize process execution across warehousing and manufacturing • Separate and uniquely identify inventory so that you can handle certain stock differently, depending on the purpose and the production environment • Synchronize supply execution data, such as work in process and material inventory postings, with financial data • Maintain quality documents, such as quality assurance agreements and technical delivery terms, as part of your company's purchasing process • Automate business process steps including the communication with suppliers Sales Scenario & Processes Supply Chain Planning and Control Business Areas Warehousing, Manufacturing, and Logistics Business Value Cash Flow Management Scenario Flow

21. Order-to-Cash (Sell-from-Stock) Business Areas Click area pictograms for details Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Initiating Outbound Delivery Creating Customer Invoices Processing Receivables and Payments Processing Outbound Delivery Processing Receivables and Payments Creating Down Payment Request - Customer Processing Inspections Business Areas Scenario Explorer Business Area Description • Nearly every business process supported by SAP Business ByDesign is integrated with financials. The solution helps you to gain control over your cash inflow and outflow and to forecast and analyze the liquidity and profitability of your business. You can also use the software to: • Centrally manage and control your payables and receivables, automate payment and clearing processes, and valuate payables and receivables in multiple foreign currencies • Quickly create tax returns using centrally managed corporate data and report declarations - and pay taxes if required • Set up expense and reimbursement policies, monitor employee expenses, and reimburse approved expenses Sales Scenario & Processes Supply Chain Planning and Control Business Areas Warehousing, Manufacturing, and Logistics Business Value Cash Flow Management Scenario Flow

22. Order-to-Cash (Sell-from-Stock) Business Value Order Fulfill Settle Create Opportunity Create Sales Quote Create Sales Order Initiate Outbound Delivery Execute Warehouse Tasks (Optional) / Post Goods Issue Create Outbound Delivery Create Invoice Process Receivables Post to Ledger Overview Scenario Explorer Key Benefits • Sales assistant function to best convert opportunities into business • Automatic quote and order generation, processing and flexible pricing management • The product availability check ensures reliability and accuracy of the confirmation data by checking customer requirement against the stock on hand and the product supply situation • Integrates operational processes with master data to ensure consistency between orders, shipments and invoicing • Scalable process for revenue recognition supporting different accounting principles • Built in analytics enables a drill down to the profit and loss result alongside dimensions like products, customer groups and distribution channels This scenario streamlines the entire order-to-cash process for midsize companies that sell from stock and wish to fulfill rising customer demands for service and value. You can become more profitable by responding efficiently to customer demand based on real-time availability information thereby growing revenue while decreasing cost of sales. SAP Business ByDesign helps efficiently manage the order-to-cash process: From opportunity management, and order fulfillment through to financial settlement. Scenario & Processes Business Areas Business Value Scenario Flow

23. Marketing-to-Opportunity • telephony channel • fax-/e-mail channel • Process variant1 • Process variant 2 • with task control • without task control • Process Bank Statement - Standard Variant • Process externally initiated payment by incoming check (Multiple Checks) • … (7 more variants) Order-to-Cash (Sell-from-Stock) Scenario Flow Variant: Standard Collaboration Window /Groupware Client New Business Sales Orders Customer Invoicing Receivables / Cash & Liquidity Mgt Outbound Logistics Outbound Logistics Control Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Creating Customer Invoices ProcessingReceivables and Payments Initiating Outbound Delivery Processing Outbound Delivery Customer Returns Scenario Explorer Scenario & Processes Business Areas Business Value Scenario Flow Legend & Variants Variant(s) of the Scenario: Optional process Optional process • Standard • With Down Payment Work center in which process is performed Process mainly driven by the system Process related to Financials Additional application Work center Process mainly driven by the user Process mainly driven by the system Business document flow Related scenarios

24. Customer Returns Marketing-to-Opportunity • with task control • without task control • Process Bank Statement - Standard Variant • Process externally initiated payment by incoming check (Multiple Checks) • … (7 more variants) • Process variant1 • Process variant 2 • telephony channel • fax-/e-mail channel Order-to-Cash (Sell-from-Stock) Scenario Flow Variant: With Down Payment Collaboration Window /Groupware Client New Business Sales Orders Customer Invoicing Receivables / Cash & Liquidity Mgt Outbound Logistics Control Outbound Logistics Handling an Incoming Customer Inquiry Creating Sales Quotes Creating Sales Orders Creating Customer Invoices Initiating Outbound Delivery ProcessingReceivables and Payments Processing Outbound Delivery Receivables / Cash & Liquidity Mgt Customer Invoicing Creating Down Payment Requests Processing Receivables and Payments Scenario Explorer Scenario & Processes Business Areas Business Value Scenario Flow Legend & Variants Variant(s) of the Scenario: Optional process Optional process • Standard • With Down Payment Work center in which process is performed Process mainly driven by the system Process related to Financials Additional application Work center Process mainly driven by the user Process mainly driven by the system Business document flow Related scenarios