Your Lead to Cash Data Template

The Activity Name describes a specific step or milestone within the Lead to Cash process, such as 'Opportunity Created', 'Quote Issued', or 'Payment Received'. Each activity represents a distinct event in the lifecycle of a sales opportunity.

This attribute is crucial for process discovery, allowing the visualization of the actual process flow. Analyzing different activities helps identify common pathways, deviations from the standard process, and bottlenecks where work accumulates. It forms the backbone of the process map and is used to calculate transition times between steps.

It defines the steps in the process map, enabling the visualization and analysis of the process flow, conformance checking, and bottleneck identification.

Derived from event logs, status change records, task completion data, or specific activity tables related to the sales opportunity.

The Event Time, or timestamp, records the precise date and time that an activity took place. This chronological data is essential for ordering events correctly and reconstructing the timeline of each sales opportunity.

Process mining relies on timestamps to calculate key performance indicators like cycle times, activity durations, and waiting times between steps. By analyzing these timestamps, businesses can understand process performance, identify delays, and measure the impact of process improvement initiatives. It is the foundation for all time-based analysis.

This attribute is essential for sequencing events correctly and calculating all time-based metrics, such as cycle times and durations, which are critical for performance analysis.

Found in event logs, transaction records, or as a creation or modification date on records associated with the sales opportunity.

This attribute records the date and time when the dataset was last updated or extracted from the source systems. It provides crucial context about the freshness of the data being analyzed.

Knowing the last data update time is important for reporting and analysis, as it informs users how current the process insights are. It helps in setting expectations about the data's timeliness and is vital for managing data refresh schedules and ensuring that decisions are based on sufficiently recent information.

It indicates the freshness of the data, which is critical for ensuring that analyses and business decisions are based on up-to-date information.

This timestamp is typically generated and appended to the dataset during the data extraction, transformation, and loading (ETL) process.

The Sales Opportunity ID serves as the primary case identifier, uniquely distinguishing each sales process from start to finish. It links all related activities, such as lead qualification, quote creation, and final order processing, into a single, cohesive journey.

In process mining, this ID is essential for reconstructing the end-to-end process flow for each opportunity. Analyzing processes based on this identifier allows businesses to track the lifecycle of each deal, measure cycle times, identify bottlenecks in the sales pipeline, and compare the paths of successful versus unsuccessful opportunities.

It is the fundamental key for connecting all process events, enabling the reconstruction and analysis of the entire Lead to Cash journey for each individual sales deal.

Typically found in the header or main record of a sales opportunity, deal, or quote object in the source system.

The Source System attribute identifies the originating application or database where the event data was generated. In a complex Lead to Cash process, data may come from multiple systems, such as a CRM for sales activities and an ERP for order fulfillment and invoicing.

This attribute is valuable for data validation, troubleshooting, and understanding the context of the data. It helps in assessing data quality and can be used to analyze process variations that occur across different systems or business units that use separate system instances.

It provides context for the data, helps in data validation, and allows for analysis of process variations that may be tied to different originating systems.

Typically added during the data extraction and transformation (ETL) process, or it may exist as a standard field in data warehouses.

This attribute identifies the customer account, which can be a company or an individual, that the sales opportunity is for. It links the sales process to a specific client.

Analyzing the process by customer allows for a client-centric view of the sales cycle. Businesses can track the history of deals with specific customers, identify patterns in purchasing behavior, and measure the performance of the sales process for key accounts. It is also valuable for identifying process issues that may be impacting customer satisfaction or leading to lost deals with specific clients.

It provides a customer-centric view of the process, enabling analysis of sales cycles for key accounts and identifying customer-specific process issues.

Found as a standard field on the sales opportunity or linked account/contact record in the source system.

This attribute records the percentage of discount given on a quote or final order. It reflects the deviation from the standard list price to secure the deal.

Analyzing discount levels is key to understanding sales profitability and pricing strategy effectiveness. In process mining, it can be used to see if higher discounts correlate with faster cycle times or higher win rates. It can also help identify sales representatives who rely heavily on discounting and check for compliance with discounting policies. This analysis supports the 'Discounting Effectiveness' dashboard.

It is crucial for analyzing pricing strategy, sales profitability, and compliance with discounting policies, and it helps correlate discounting with sales performance.

Typically found on the quote, order, or opportunity product line item records.

Lead Source tracks the origin of a sales lead, such as 'Website', 'Trade Show', 'Partner Referral', or 'Marketing Campaign'. It provides insight into which channels are generating the most valuable business opportunities.

This attribute is critical for evaluating the effectiveness of different marketing and sales channels. By analyzing process metrics like win rate, deal size, and sales cycle time by lead source, companies can determine the return on investment for each channel. This analysis helps optimize marketing spend by focusing resources on the channels that produce the most profitable and efficient sales.

It helps measure the effectiveness and ROI of different marketing channels by linking them to concrete sales outcomes and process performance.

A standard field on the lead or opportunity record, typically populated when the lead is first created.

This attribute represents the estimated or final revenue associated with a sales opportunity. It is a critical financial metric used to forecast sales, prioritize deals, and measure the financial impact of the sales process.

In process mining, Opportunity Amount is used to segment and analyze the process based on deal size. For instance, analysts can compare the process flow for high-value deals versus low-value deals to see if they follow different paths or have different cycle times. It is also fundamental for calculating the financial impact of process inefficiencies, such as the value of stalled or lost opportunities.

It allows for financial analysis of the sales pipeline, prioritization of high-value deals, and segmentation of the process to understand how deal size impacts performance.

Available as a standard financial field on the sales opportunity or deal record.

Opportunity Outcome captures the final status of a sales deal after it has exited the active pipeline. This binary or categorical attribute is crucial for evaluating the effectiveness of the sales process.

This attribute is the basis for calculating the 'Opportunity Win Rate', one of the most important sales KPIs. Process mining uses this outcome to compare the process flows and characteristics of won deals versus lost deals. This comparative analysis can reveal patterns, activities, or delays that are more common in lost opportunities, providing actionable insights for process improvement.

It is essential for calculating the win rate and enabling comparative analysis between the process paths of successful and unsuccessful deals.

Often derived from a 'Status' or 'Stage' field where specific values correspond to won or lost. Some systems have a dedicated boolean flag, like 'IsWon'.

The Opportunity Owner identifies the individual sales representative or team accountable for managing a sales opportunity through its lifecycle. This person is the primary point of contact and is responsible for moving the deal forward.

This attribute is a key dimension for performance analysis. It enables filtering and comparing process metrics, such as cycle times, win rates, and discount levels, across different sales representatives or teams. This analysis can uncover best practices from top performers and identify areas where coaching or additional support is needed.

It enables performance analysis by sales representative or team, helping to identify top performers, best practices, and opportunities for coaching.

Available as a standard field on the sales opportunity or deal record, often labeled as 'Owner', 'Assigned To', or 'Sales Representative'.

The Sales Region attribute categorizes opportunities based on their geographical location or assigned sales territory. This could be defined by country, state, city, or custom-defined business territories.

This is a powerful dimension for segmenting process data. By filtering or comparing performance across different regions, businesses can identify regional variations in sales cycle times, win rates, and process conformance. Such analysis can inform resource allocation, highlight regional market differences, and identify successful strategies in high-performing regions that could be replicated elsewhere.

It enables performance benchmarking across different geographical markets, revealing regional variations in process efficiency and sales outcomes.

Typically a standard field on the customer account or sales opportunity record. It may also be derived from the opportunity owner's territory assignment.

The Sales Stage indicates the current or historical position of an opportunity within the defined sales pipeline. These stages represent key milestones that a deal must pass through on its way to being won or lost.

Analyzing sales stages is fundamental to understanding the sales funnel and pipeline health. It allows for the creation of lead conversion funnels to see where deals drop off, measurement of the time spent in each stage, and identification of bottlenecks where opportunities tend to stall. Comparing stage transitions against a defined process helps in compliance analysis.

It is essential for sales funnel analysis, identifying pipeline bottlenecks, and measuring the velocity at which deals move through the sales process.

Typically available as a standard field on the sales opportunity or deal object, often based on a predefined picklist.

Opportunity Type categorizes deals based on their nature, typically distinguishing between acquiring a new customer versus selling more to an existing one. Other categories might include 'Renewal', 'Upgrade', or 'Cross-sell'.

This is a valuable dimension for segmentation. The sales process for new business is often longer and more complex than for an existing customer. By analyzing the process separately for each type, companies can set realistic performance benchmarks, identify unique bottlenecks, and tailor sales strategies appropriately. This leads to more accurate forecasting and more effective sales motions.

It allows for process segmentation based on sales motion, enabling more accurate performance benchmarking and targeted process improvements for different types of sales.

Usually a standard dropdown or picklist field on the sales opportunity object.

Payment Terms define the conditions under which a customer is expected to pay for the goods or services delivered. Common examples include 'Net 30', meaning payment is due within 30 days of the invoice date, or 'Due on Receipt'.

This attribute is important for analyzing the later stages of the Lead to Cash process, specifically the 'Order to Payment' cycle. By analyzing payment times against the agreed-upon terms, businesses can identify late payments, measure Days Sales Outstanding (DSO), and assess the effectiveness of the collections process. It can also show whether certain payment terms correlate with faster deal closures.

It provides the baseline for analyzing payment timeliness, measuring collections effectiveness, and understanding the financial health of the cash flow process.

Found on the sales order, invoice, or sometimes on the customer account record as a default term.

Product Category groups the products or services associated with a sales opportunity into broader classifications, such as 'Hardware', 'Software', or 'Consulting Services'. This provides a high-level view of what is being sold.

This attribute allows for process analysis based on the type of offering. Companies can discover if the sales process differs for different product categories, for example, if hardware sales have a longer fulfillment cycle than software sales. It helps identify which product categories have the highest win rates or longest sales cycles, providing valuable input for product strategy and sales training.

It enables analysis of process variations based on what is being sold, helping to tailor sales strategies and forecast resource needs for different offerings.

Derived from the product or service line items associated with the sales opportunity, quote, or order.

Sales Cycle Duration is a key performance indicator that measures the length of the entire sales process for a single opportunity. It is calculated as the difference between the opportunity creation date and the opportunity close date.

This attribute is typically calculated at the case level and provides a direct measure of sales velocity. In process mining analysis, it serves as a primary metric to optimize. By analyzing the factors that correlate with shorter or longer cycle times, such as lead source, opportunity owner, or deal size, businesses can identify strategies to accelerate the sales process and improve forecasting accuracy.

It is a critical KPI for measuring sales velocity and efficiency. Analyzing its drivers helps identify opportunities to shorten the sales process and improve forecasting.

Calculated by subtracting the 'Opportunity Created' timestamp from the 'Opportunity Closed' timestamp for each SalesOpportunityId.