MuleSoft Accelerator for SAP

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Use case 3a - Quote-to-cash - Salesforce and SAP S4HANA

MuleSoft Accelerator for SAP empowers IT teams to automate the opportunity to close process and synchronize order, inventory, pricing, and customer data between Salesforce and SAP S/4HANA.

Contents
Overview
Glossary
Quote-to-cash: Salesforce Sales Cloud and SAP S/4HANA
High-level architecture
Sequence diagram
Systems involved
Goals
Technical considerations and constraints
Workflow
Successful outcome
Quote-to-cash: Salesforce CPQ and SAP S/4HANA
High-level architecture
Sequence diagram
Systems involved
Goals
Technical considerations and constraints
Workflow
Successful outcome
See also
Downloadable assets

Overview

Quote-to-cash describes the end-to-end sales process, which consists of opportunity creation, quote creation with checks for pricing and inventory, order lifecycle management (order-to-cash), and contract management. This quote-to-cash solution empowers sales teams to manage the opportunity-to-close process using Salesforce products.

Customers can either leverage the quoting functionality in Sales Cloud for their quote-to-cash process or utilize CPQ (additional capability in Sales Cloud) for more complex pricing calculations. Both of these options are described in the following sections:

Quote-to-cash: Salesforce Sales Cloud and SAP S/4HANA
Quote-to-cash: Salesforce Sales Cloud (including CPQ) and SAP S/4HANA

Glossary

Term	Definition
CIM	The Cloud Information Model defines a set of standard data structures that can be used as canonical representations of common entities for integrating systems.
Global Data	A Global Data service provides an accurate, consistent, and complete copy of business data for use by enterprise applications and business partners while also providing a means to link that copy to occurrences in other systems.
OMS	An Order Management System (OMS) is a software solution that supports the management and processing of sales orders.
PIM	The system responsible for managing product information for sales orders.
Salesforce CPQ/CPQ	Salesforce Configure, Price, Quote Software (CPQ) by Salesforce is a sales tool for companies to provide accurate pricing with any given product configuration scenario.

Salesforce Sales Cloud and SAP S/4HANA

This use case empowers sales leads to synchronize customer, order, inventory, and list price data between Salesforce and SAP. This is for customers that do not have the CPQ capability in Sales Cloud.

High-level architecture

The following diagram includes the complete product and customer sync process which is a preliminary requirement to run quote-to-cash functionality based on the SAP pricing logic:

Sequence diagram

The following diagram illustrates the sequence of converting an Opportunity in Salesforce to a Sales Order in SAP S/4HANA:

Both the ID Graph and the Inventory Availability Lightning Web Components are optional. You can use a tool of your choice.

Systems involved

MDM
OMS
PIM
Salesforce Core (Sales Cloud, Service Cloud, and B2B Commerce)
SAP S/4HANA

Goals

Support the conversion of Opportunity in Salesforce to an order in SAP S/4 HANA.
Support for Inventory check in Salesforce from SAP S/4 HANA.
Support for updating order IDs from SAP S/4 HANA to Salesforce.
Support for displaying the order ID graph in Salesforce.

Technical considerations and constraints

PIM is the system of record for Products.
The term 'Customer' in this use case refers to Organizational Accounts and Individuals.
Accounts are synced between SAP S/4HANA and Salesforce as part of the Customer Profile Sync use case.
Orders are synced between SAP S/4HANA and Salesforce as part of the Orders sync use case.
The solution is built using Salesforce Core (Sales Cloud, Service Cloud, and B2B Commerce) and SAP S/4HANA, but is designed to work with other endpoints as well.
The Cloud Information Model (CIM) is used as the canonical model for all business types.
Global identifiers are maintained in MDM. Wherever possible, these are assigned as external identifiers in target systems.
References to global IDs for accounts, orders, and products are reflected in downstream systems using custom properties to avoid conflicts with the usage of other external identifiers.

Before you begin

The Getting Started with MuleSoft Accelerators guide provides general information on getting started with the accelerator components. This includes instructions on setting up your local workstation for configuring and deploying the applications.

Workflow

Create an opportunity in Salesforce.
Mule integration: sync customers and products/list prices from a PIM to SAP and Salesforce at regular intervals (exact timing to be determined by customer).
Add products to that opportunity.
Check inventory of product(s).
Mule integration: check for inventory in SAP for the requested product.
Update the quantity based on availability.
Now that you have the right products & quantity added, mark the opportunity as closed-won.
Mule integration: the closure of the opportunity automatically creates an order in SAP S/4HANA. Once the order is created in S/4HANA, the order is synced to Salesforce.
View the Order ID graph in Salesforce.

Successful outcome

Inventory Availability from SAP S/4 HANA is displayed in Salesforce in real-time.
Order is created in SAP S/4 HANA.
Order number from SAP S/4 HANA is displayed on Salesforce on the Order ID Graph.
Order is created in Salesforce.

Salesforce CPQ and SAP S/4HANA

This use case empowers sales leads to synchronize customer, order, and final (net) price inclusive of discounts between Salesforce and SAP. This is for customers that have more complex pricing that requires the purchase of the CPQ add-on. An option to check inventory has not been included, but can be built for this use case depending upon customer need.