SAP AG 2002

Basic Elements of CRM

Business Partner Overview
Business Partner Types and Grouping
Roles of Business Partners
Relationships of Business Partne
Contents:
Business Partner
SAP AG 2002
CRM Basics
Contents:
Basic Elements of CRM
SAP AG 2002
Basic Elements involved in CRM processes
Provide a
consistent
picture of
your Business
Partners to
all employees
involved in
CRM
activities
Access
information
on your
products
and product
catalogs
used in CRM
processes
Manage your
CRM
Organiza-
tional Model
exactly the
way you set
up your
organization
Manage
customer
interactions,
(sales orders,
activities and
opportunities
) and provide
a complete
picture of the
CRM relation-
ship history
Plan
marketing
campaigns
and execute
them through
different
channels,
(E-Mail,
Telephone, or
Sales Force)
Business Partner Campaign Interaction Product Org Model
SAP AG 2002
Business Partner Campaign Interaction Product Org Model
Topic Objectives: CRM Business Partner
SAP Business Partner Overview
Business Partner Types and Grouping
Roles of Business Partners
Relationships of Business Partners

Provide a
consistent
picture of
your Business
Partners to
all employees
involved in
CRM
activities
SAP AG 2002
Vendor
Patient
Business partner
structures
Loan
recipient
Plant
neutral
persons and organizations
cross-application
open infrastructure
integration through
business concepts
Tenant
Customer
Debitor
Creditor
Employee
SAP
Business
Partner
SAP Business Partner
SAP AG 2002
Business Partner (BP)
An individual in or outside your organization who is of
commercial interest and can be contacted during a business
transaction.


A partner can be a natural person or a legal entity. Partners in
an organization include sales personnel. Partners outside an
organization include:
Customers
Sales prospects

A Business Partner can be a PERSON, a GROUP of people
(married couple, an executive Board) or an ORGANISATION.

The BP Category must be defined when creating a new
business partner.
SAP AG 2002
SAP Business Partner
A BP grouping classifies business partners according to user-defined
criteria.


When creating a BP, internal number assignment is the
default. Alternatively if you want to use external number assignment
you must choose the relevant grouping and enter the external number.


The business component SAP Business Partner allows the
central and uniform maintenance of business partners across
components.


Application neutral data such as name, address, bank details
and payment cards is mapped. In doing this, the particular
requirements for mapping organizations and persons are taken into
consideration.
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Person
Group
Organization
Business Partner Category
Business Partner MUST HAVE a Type
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Business Partner Category
When we talk of a business partner, we mean a person, a group of people or an
organization, which represents a business interest.


The property of a business partner as a person (e.g. private person), group or
organization (legal person or part of a legal person, e.g. department) is called the
business partner category.


With a group we mean the depiction of a living community, a married couple or an
executive board.


The organization represents units such as a company, a division of a company, a
club or an association.


When a business partner is created, the business partner type must be selected
(required entry).


Assignment of the business partner type is static and cannot be changed once the
business partner has been created.

SAP AG 2002
A business partner must be assigned to a group
The grouping controls the number range
The grouping is defined in Customizing
Grouping
Business Partner
Category
Business Partner
Grouping
Number ranges
Freely definable criteria

Grouping
SAP AG 2002
Grouping
A business partner grouping classifies business partners according to user-
defined criteria. The Customizing transaction appears as follows:
Definition of number ranges for business partners
Definition of groupings for business partners and assignment of number
range


When you first create a business partner you must enter the business partner
category and the grouping. There are technical reasons for this assignment, as
the business partner grouping determines the number range of the business
partner.


The entry in the field "Grouping" determines when and how the business
partner number field must be filled with data. You must make an entry in the
field for the business partner number if you use a grouping with external
number assignment. If using internal number assignment the field remains
blank.


You can define standard groupings in Customizing. This means that a grouping
is automatically selected if a business partner is created without entering a
business partner number or grouping (with internal number assignment), or if a
partner number but no grouping is entered (with external number assignment).
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Sold-to party
Bill-to party
Payer



Invoice
A role offers a particular view of the BP master
Business Partner Roles
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Business Partner Roles
A business partner can come into contact with an enterprise
in various situations. Depending on which business processes the
business partner is involved in, completely different information
about the business partner can be wanted.


You can create more than one business partner role for one
business partner: General information such as name, address and
bank details only need to be entered once.


Each role will have 3 data sets

General Data Address, Personal data, Bank Details
CRM-Specific Data Sales, Shipping, Billing..
Relationships Is a contact person for, Is Sales
representative for

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Data Parts
You can use data parts as building blocks for defining BP
roles in the business processes of your enterprise.


Attributes frequently used together are grouped together
in set types. For example, the set type "Shipping" contains
attributes such as Shipping conditions and delivery priority.


Business processes that refer to a business partner
require different parts of the business partner data. You can
maintain different sets in diverse sales areas for the different
partner roles a business partner has .


Each partner role contains various data parts.


Each data part can be assigned to different partner roles.
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General set types
CRM-specific set types
Role: Contact person Role: Ship-to party
Business partner master data parts
Address Pers. data Address Shipping ...
... Billing Shipping
Address Pers. data ...
Sales
Each role offers a different view of the BP master
Data Parts
SAP AG 2002
SAP Business Partner: Relationships
A business partner relationship forms a business-relevant
connection between two business partners.



Relationships can have different categories. For example is
contact person of or is department of, is married to, is supplier of, is
customer of, is competitor of, etc.



To show that two business partners have a particular relationship
to one another, we assign them a relationship category.



By entering a start and end date, a business partner relationship
can be given a time limit. In this way you can, for example, obtain an
overview of those periods during which particular business partners
operated as contacts for an organization.
SAP AG 2002
RMG Inc. Smith & Partners
Business Partner
No. 62031
1st May 1995 31st March 2001
Assistant to
purchasing managers
1st April 31st December 9999
Purchasing manager
Business Partner
No. 60095
Ms White
Business Partner
No. 60111
For describing relationships between business partners
Attributes describe relationships
Some relationships are time-dependent
SAP Business Partner: Relationships
SAP AG 2002
has contact person

is contact person of
Person
Organization
Function
Department
Communication
data
Power of
attorney
Employee
responsible
Contact person relationship
Example: Business Partner Relationship Category
Relationship Attributes