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EHP3 for SAP CRM 7.0

April 2014

English

Lean Campaign Management (C39)

SAP SEDietmar-Hopp-Allee 1669190 WalldorfGermany

Test Script

SAP Best Practices Lean Campaign Management (C39): Test Script

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Contents1 Purpose................................................................................................................................................................................................................ 6

1.1 Purpose of the Document.............................................................................................................................................................................. 6

1.2 Purpose of Lean Campaign Management..................................................................................................................................................... 6

2 Prerequisites......................................................................................................................................................................................................... 6

2.1 System Access.............................................................................................................................................................................................. 6

2.2 Roles............................................................................................................................................................................................................. 7

2.3 Master Data, Organizational Data and Other Data........................................................................................................................................ 7

2.4 Business Conditions...................................................................................................................................................................................... 8

3 Process Overview Table....................................................................................................................................................................................... 9

4 Testing the Process Steps.................................................................................................................................................................................. 10

4.1 Create Marketing Plan................................................................................................................................................................................. 10

4.2 Create Campaigns....................................................................................................................................................................................... 13

4.3 Create Campaign Template......................................................................................................................................................................... 18

4.4 Create Campaigns with Reference to Campaign Template.........................................................................................................................19

4.5 Business Partner Segmentation.................................................................................................................................................................. 22

4.5.1 Create Target Group for Contacts with Marketing Permissions............................................................................................................22

4.5.2 Create Target Group for Customers for Trade Show............................................................................................................................ 26

4.5.3 External List Management.................................................................................................................................................................... 29

4.6 Process Campaign Execution….................................................................................................................................................................. 34

4.6.1 … via Open Channel (Alternative 1)..................................................................................................................................................... 35

4.6.2 … via E-Mail Creation (Alternative 2)................................................................................................................................................... 42

4.6.3 … with Lead Creation (Alternative 3).................................................................................................................................................... 46

4.6.4 … via E-Mail Creation with target group members containing marketing Permission (Alternative 4)...................................................49

5 Appendix............................................................................................................................................................................................................. 53



5.1 Process Chains............................................................................................................................................................................................ 53

5.1.1 Preceding Processes............................................................................................................................................................................ 53

5.1.2 Succeeding Processes......................................................................................................................................................................... 53



Lean Campaign Management

1 Purpose

1.1 Purpose of the DocumentThis document provides a detailed procedure for testing the scope item Lean Campaign Management after solution deployment, reflecting the predefined scope of the solution. Each process step is covered in its own section, providing the system interactions (i.e. testing steps) in a table view. Steps that are not in scope of the process but are needed for testing are marked accordingly (see column Test Step). Customer-project-specific steps must be added.

Note for the customer project team: Instructions for the customer project team are highlighted in yellow and should be removed before hand -over to project testers. The appendix is included for internal reference, in particular to support A2O, and should also be deleted before hand-over to the

customer, unless deemed helpful to explain the larger context.

1.2 Purpose of Lean Campaign ManagementThis business process describes the planning, execution, and analysis of a marketing campaign for a trade show event.

2 Prerequisites

This section summarizes all prerequisites for the test in terms of system, user, master data, organizational data, and other test data and business conditions.

2.1 System Access The test should be conducted with the following system and users:

Type of Data Details

System System <Provide details on how to access system, e.g. system client or URL>



Type of Data Details

Standard User BP Marketing ManagerUser MKT_MAN, password welcome

2.2 RolesFor non-standard users, the following roles must be assigned to the system user testing this scenario:

Business Role Business Role Id Process Step Sample data

BP Marketing Manager YBP_MKT_MAN See Process Overview TableMelanie Richard,User MKT_MAN, password welcome

2.3 Master Data, Organizational Data and Other DataThe organizational structure and the master data of your company were created in your system during implementation. The organizational structure reflects the structure of your company. The master data represents materials, customers, and vendors, for example, depending on the operational focus of your company.

Use your own master data to go through the test procedure. If you have installed an SAP Best Practices Baseline package, you can use the following Baseline package scenario data:

Data Sample Value Details Comments

<PROSPECT 1> 100009 (Customer Domestic 09)



<PRODUCT> H21 (Trading Good...)

<MARKETING MANAGER> 10300 - Melanie Richard



2.4 Business ConditionsBefore this scope item can be tested, the following business conditions must be met.

Business Condition Comment

1 <ScopeItem_BusinessCondition>

2 <ScopeItem_BusinessCondition>



3 Process Overview Table

The scope item Lean Campaign Management consists of several steps provided in the following table.

Process step Business condition Business role Expected resultsCreate Marketing Plan Access to Marketing Calendar Marketing Manager Marketing plan with four related marketing

elements

Create Campaigns Marketing plan Marketing Manager Three different campaigns for the channels letter, e-mail, and leads

Business Partner Segmentation

Business Partners exist in system Marketing Manager Target Group created with or without external list management

Campaign Execution Target Groups have been created Marketing Manager Three different types of campaign execution have been realized: Open channel, E-Mail, Lead generation



4 Testing the Process Steps

This section describes test procedures for each process steps that belongs to this scope item.

The test should take approximately 1 ½ to 2 hours.

4.1 Create Marketing PlanPurposeThe purpose of this step is to define the overall structure of your marketing plan and marketing plan elements that will be relevant for the current year.

You use marketing projects management to set up and structure all your marketing initiatives, to plan specific project-related key figures, to execute the projects, and finally to monitor their success and their costs. If you wish, you can also set up multi-level or multi-wave projects that can run automatically once they are triggered.

You can create marketing projects in the Integrated Marketing Calendar or the Marketing Planner.

The Integrated Marketing Calendar is designed to act as a central point of entry and to provide a working area that gives you an overview of all promotional events within a certain time range, providing basic information, such as the name of the promotion, status and time range in the form of bars. It also allows you to create campaigns by creating a bar directly in the appropriate time range and to reschedule any of your planned activities by moving or stretching this bar. You can also delete the activity or copy it elsewhere.

The Marketing Planner is a planning tool which you can use to access and carry out all of your marketing activities.

The marketing plan will be created in the Marketing Planner directly.

ProcedureTest Step #

Test Step Name Instruction User Entries:Field Name: Value

Expected Result Pass / Fail / Comment

1 Logon Log on to the CRM WebClient as marketing manager.

The Home page appears.

2 Create new Marketing Plan

In the navigation bar, choose Marketing Create Marketing

Marketing Plan: New screen opens.



Test Step #



Plan

3 Add General Data

On the Marketing Plan: New screen, make the required entries.

ID: C/MP01

Description: Overall Marketing Plan for <next year>

Type: Marketing Promotion

Planned Start: 01.01.<next year>

Planned End: 31.12.<next year>

4 Change the status

Select Released from New Status. New Status: Released

5 Save new Marketing Plan

Choose Save to save the newly created marketing plan.

6 Show Hierarchy Choose Show Hierarchy. The Hierarchy Assignment block is displayed at the top left side of the marketing plan.

7 Create Marketing Plan Element

To create four marketing plan elements (one for each quarter of the year), highlight the previously created marketing plan in the Hierarchy screen area (if not already highlighted) and choose New.

The Create Marketing Project dialog box is displayed.

8 Add Fields in Dialog Box

In the Create Marketing Project Web page dialog box, make the required entries.

Create: Marketing Plan Element

New Marketing Plan Element screen opens.



Test Step #



Choose Create. New ID: C/MP01-Q01

New Description: Marketing Activities for Q1 <next year>

9 Add General Data

In the Marketing Plan Element Details screen make the required entries.


Planned End: 31.03.<next year>

Type: Marketing Promotion

10 Change the status

Change the status to Released New Status: Released

11 Save Choose Save. Marketing Plan Element is saved.

12 Create three additional marketing plan elements

Repeat steps 5-10 to create the other three marketing plan elements that represent the marketing activities for each quarter of a year.

New ID:C/MP01-Q02C/MP01-Q03C/MP01-Q04

New Description:Marketing Activities for Q2 <next year>Marketing Activities for Q3 <next year>Marketing Activities for Q4 <next year>


A marketing plan with four related marketing plan elements has been created.

Now you have completed all mandatory prerequisites to be able to assign a campaign process to an existing marketing plan structure.



Test Step #



Planned Start: 01.07.<next year>Planned Start: 01.10.<next year>

Planned End: 30.06.<next year>Planned End: 30.09.<next year>Planned End: 31.12.<next year>

4.2 Create CampaignsPurposeA new campaign shall be created for a planned single trade show event within the overall marketing plan.

In order to demonstrate three different ways of campaign execution within this scenario, it is necessary to create three different campaigns; one for each type of execution.

PrerequisitesBe sure that you have implemented the most current Adobe Flash Player on your client PC (for example, SE v1.4.2_09 or higher).

To check this, choose Start Control Panel Programs and Features. In the list, search for Adobe Flash Player.

Procedure



Test Step #



1 Navigate to Integrated Marketing Calendar

In the navigation bar, choose Marketing Search Integrated Marketing Calendar

In the Integrated Marketing Calendar you can work with the filter search at the top of the screen.

In the section Marketing Project Clusters, you can, for example, activate Direct Marketing.

In the middle section you activate Marketing Plan. On the right-hand side you activate Calendar Year <next year>.

Make sure that you select Marketing Plan and that in the filter Time no values are set.

Choose Search.

To save the search result, you can choose Save Search As: Marketing Activities <next year>

To view all existing marketing plans and elements, choose Other Projects in the Type View or Hierarchy View of the calendar. Note that the displayed name is taken from the description, not from the ID.

Marketing menu appears.

Integrated Marketing Calendar Search screen appears.

Search result appears as per the selected search criteria.

Appropriate Marketing Plan can be retrieved via Search.

2 Create New To create a new campaign A new row is inserted into the



Test Step #



Campaign covering the first quarter of the created marketing plan, select the plan element for the first quarter, and from the context menu, choose New Campaign.

Integrated Marketing Calendar Search result list.

Campaign ID and Description can be added and appear in Search result list after selecting OK.

3 Add General Data

Enter the required values on the screen Campaign: New

Identification: C/MP01-Q01-C01

Description: Trade Show Campaign (Letter)

Type: Product Promotion

Objective: Brand Awareness

Tactic: Trade Show

Priority: High

Parent: C/MP01-Q01(if not automatically determined)

Start: 01.02.<next year>

End: 28.02. <next year>

4 Assign a relevant product

To assign a relevant product, choose Add in assignment block Products, if required (for example, H11).

Choose Save.

Product can be assigned to the campaign.

Campaign is saved.

5 Activate To-Dos To activate your Campaign To-Dos, change the current status of the campaign from Created to

You automatically receive two mandatory To-Dos in the



Test Step #



Approved.

If there are field entries missing in the automatically assigned time report, add the missing information before you continue

assignment block Campaign To-Dos

These assignments must be completed before you change the status of your campaign to Released.

.

6 Add more To-Dos

To add more To-Dos, choose assignment block Campaign To-Dos and select Suggested Tasks. Activate Coordination with Sales team.

Save your entries.

In your task list you will now find three tasks to be done before you set the status of the campaign to Released.

7 Change task statuss

To change your tasks, choose the Edit icon in the Action column and set the status accordingly.

Save your entries.

8 Change campaign to-do

To change a campaign to-do, choose the description Coordination with sales team.

On the Coordination with sales team screen, choose Edit.

Enter the Account ID and the relevant contact if not drawn automatically.

The task details screen opens.

9 Add Note In assignment block Notes you Task has been detailed. The



Test Step #



can write down what needs to be coordinated with the sales team, for example, the target group of the campaign or the layout of the flyer.

Choose Save and Back to go back to the campaign.

responsible person will find the task on his or her CRM home page.

Task is saved.

10 Display Integrated Marketing Calendar

Choose Back to go back to the Integrated Marketing Calendar.

In the Integrated Marketing Calendar the marketing plan Overall Marketing Plan for <Year> now appears as a hierarchy including all assigned marketing elements and the newly created campaign.

You can also distinguish the different hierarchies within the calendar by choosing Color scheme Status. The various calendar elements appear in different colors depending on their status.

Marketing Calendar Search screen is displayed.

11 Create three additional campaigns

Repeat steps 2-12 to create the following three additional campaigns.You can choose the IDs and descriptions shown on the right.

Identification:C/MP01-Q01-C02C/MP01-Q01-C03C/MP01-Q01-C04

Description:Trade Show Campaign (E-Mail)

Four different campaigns for the planned trade show have been created and assigned to the overall marketing plan to be executed via four different channels.



Test Step #



Trade Show Campaign (Leads)Campaign following Marketing Permissions (E-Mail)

Other values:see first campaign

4.3 Create Campaign TemplatePurposeCampaign templates reduce the complexity when creating campaigns. The Campaign templates functionality helps the Marketing Department reduce the number of clicks required to create a “complete” campaign. Additionally, it helps the Marketing Department to set up a “best practice” library of potential campaigns for a user to choose from.

There is no additional customizing needed. The work center page Marketing contains a set of shortcuts and provides access to all CRM components related to the work center, such as Campaign Templates and Campaign from Template. You will also find Campaign Templates functionality in the Integrated Marketing Calendar.




1 Open New Campaign Template

Marketing Create Campaign Template

2 Add General Data

Add the required values on the screen Campaign Template: New

Identification: C/CT01



Test Step #



Employee Responsible: Determined automatically, for example Melanie Richards

Marketing Organization: Determined automatically, for example BP Marketing Organization

All other data within the template can be filled, but is not mandatory.

Description: Brand Awareness Campaign

Type: Product Promotion

Objective: Brand Awareness

Tactic: Trade Show

Priority: High

Currency: Prefilled, for example USD

Plan From: 01.01.<next year>

Plan to: 31.12. <next year>

Use From: <DDMMYYYY> (optional information)

Use To: <DDMMYYYY> (optional information)

3 Save Choose Save. A campaign template has been created that will be used within the next section to create the related campaigns.

4.4 Create Campaigns with Reference to Campaign TemplatePurpose



This section describes how to create campaigns based on a campaign template. There is no reference to a marketing plan element created. However, it is possible to assign the campaign to a marketing plan element.




1 Open Integrated Marketing Calendar

In the navigation bar, choose Marketing Integrated Marketing Calendar

2 Move Campaign Template into the Integrated Marketing Calendar

In the graphical view of the marketing calendar choose Templates Campaign Template LibrarySearch for the template created before, for example via ID C/CT01 in the Web page dialog that appears.Select the respective template from the result list.

To get to the result list, scroll further down.

Drag and drop the template into the Integrated Marketing Calendar in the quarter/half year in which you want to execute the campaign.

The data from the campaign template used is copied into a new campaign document.

3 Add General Data

Enter the required values.

To assign the campaign to a marketing plan element, carry out the following steps:

Choose the input help next to

ID: Enter an ID you want to use as identifier.

Description: Trade Show Campaign (Letter)

Start: 01.02.<next year>

The general campaign data is copied from the template used and need not be filled out here.



Test Step #



the Parent field.

In the Select Parent Marketing Project dialog box search for the marketing plan element to which you want to assign the campaign (for example C/MP01-Q01).

End: 28.02.<next year>

4 Assign a product

To assign a relevant product, choose Edit List in assignment block Products.

Assign a product within the Products assignment block by using the input help.

5 Change status As prerequisite for the execution of this campaign, set the status to Released.

6 Save Choose Save. You have created a campaign based on a campaign template.



4.5 Business Partner Segmentation4.5.1Create Target Group for Contacts with Marketing PermissionsPurposeAfter you have successfully created your marketing plans, marketing plan elements, and the campaign template in advance you can now define your business partners that should be addressed with your initial campaign. Therefore you can initiate an appropriate customer segmentation process.

To communicate with your customers in a targeted manner, you must know who your customers are, what their interests are and what patterns their purchasing behavior follow. The existing marketing data on your business partners is therefore a valuable resource when modeling target groups for your marketing activities. The division of your customer master into different groups is called customer segmentation and depends heavily on the planned marketing activity. The segments created in this way can then be further processed in various ways, depending on the requirements and preferences of the business partners they contain.

You create target groups with the help of different data sources by combining selection criteria from sources including InfoSet queries, business partner data and acquired address lists.

The query also takes into account whether the targeted Business Partner allows being contacted at all or in which way. These Marketing Permissions are stored within the master data set of the related contact person.

Target groups can be assigned directly to marketing campaigns or used as additional criteria for product proposals. From the CRM Marketing Planner, you can contact the business partners in the target groups via numerous contact channels (that is, e-mail, telephone, SMS text messaging). You also have the option, however, to contact target groups directly without reference to a campaign.




1 Create New Model

In the navigation bar, choose Marketing Create Segmentation Model

Create New Model screen opens.

2 Add Fields In the Create new model dialog box, make the required entries.Choose OK.

Description: Contacts with Marketing Permissions

Segmentation Object:

Segmentation model is saved.



Test Step #



Choose Save. Business Partners or Relationships

Usage: Campaign

3 Select the attribute list

On the Attribute Lists tab page use the input help to select the attribute list and select BP_MARK_PERMISSIONS. This helps you to only select Business Partners that have agreed to be contacted for a campaign (for example, via e-mail).

For the attribute Permissions for Marketing via E-Mail select the value Given.

Attributes with their respective filter values appear.

4 Select Filter Value

Transfer the attribute to the staging area using drag and drop.

If the attributes overlap, select option Keep (from the displayed options Keep, Exclude and Split).

Note that the number stays 0 at first; after counting all club members, the number changes accordingly.

To combine the attribute of a given marketing permission, a second attribute value can be placed on top of it.

Filter value can be dragged to the modeling area.

5 Select another the attribute list

On the Attribute Lists tab page use the input help to select the attribute list and select BP_CUST_CLASS.

Filter value has been added to the previous selection.



Test Step #



From the attribute Attended Events select the value Trade Fair.


The moment the attributes overlap, select option Split (from the displayed options Keep, Remove and Split).

6 Check size Select Count from the navigation bar to see the effects of your selection.

Size of the segment is updated.

7 Change the profile description and save

Click the Description of your new profile in the Navigator area and choose Edit. In the Description field you can change the description of the profile (for example, Contacts with Marketing Permissions.

Save the new profile.

8 Create the target group

Now you are able to create the target group for your profile.

Click the icon for the new profile created above (for example, Contacts with Marketing Permissions) in the Navigator area.

From the Options dropdown menu choose Define Target Group.

Target Group is created. Target Group icon appears in the Modeling Area.



Test Step #



In case the above navigation option is not available, choose More Settings from the toolbar. In the dialog box under the General Settings tab, select the option Enable Right Click Context Menu in the Further Settings sections. Confirm the changes by choosing OK.

9 Generate Model Choose Generate Model. In the upcoming Schedule Job dialog box, keep the settings and confirm with OK.

Choose Save.

Your target group is now created and the number of business partners contained in the target group will be displayed automatically in the Navigator area.

10 Display the target group details and a list of all business partners

To display the details and all business partners listed as members of the target group, click the name of your target group which is available as a hyperlink.

Via Insert and Delete you can adapt the target group member list manually.

The target group details and a list of all business partners that fulfill your selection criteria are displayed.

11 Save Choose Save. Now you have successfully created a target group Contacts with Marketing Permissions containing all business partners that will be addressed via e-mail within the campaign.



4.5.2Create Target Group for Customers for Trade ShowPurposeAs preparation for the campaign execution, you need to create an additional target group for customers for Trade Show.




1 Create New Model

In the navigation bar, choose Marketing Create Segmentation Model

Create New Model screen opens.

2 Add Fields In the Create new model dialog box, make the required entries.Choose OK.

Description: Customers for Trade Show

Segmentation Object: Business Partners or Relationships

Usage: Campaign

3 Select the attribute list

On the Attribute Lists tab page use the input help to select the attribute list and select BP_CUST_CLASS. This helps you to only select Business Partners with a certain set of attributes added within their master data record.

For the attribute Attended Events select the value Trade Fair.

Transfer the attribute to the staging area using drag and drop

If the attributes overlap, select option Keep (from the displayed

Attributes with their respective filter values appear.



Test Step #



options Keep, Exclude and Split).

Note that the number stays 0 at first; after counting all club members, the number changes accordingly.

4 Select another attribute

To combine the attribute of attended events, a second attribute value can be placed on top of it.

From the attribute Club Member select the value Yes.


The moment the attributes overlap, select option Split (from the displayed options Keep, Remove and Split).

Select Count from the navigation bar to see the effects of your selection.

Filter value has been added to the previous selection.

5 Change the profile description and save

Click the Description of your new profile in the Navigator area and choose Edit. In the Description field you can change the description of the profile (for example, Customers for Trade Show). Make sure that the profile usage is Campaign.

Save the new profile.

6 Create the Now you are able to create the Target group is created.



Test Step #



target group target group for your profile.

Click the icon for the new profile created above (for example, Customers for TradeShow) in the Navigator area.

From the Options dropdown menu choose Define Target Group.

In case the above navigation option is not available, choose More Settings from the toolbar. In the dialog box under the General Settings tab, select the option Enable Right Click Context Menu in the Further Settings sections. Confirm the changes by choosing OK.

7 Generate Model Choose Generate Model. In the Schedule Job dialog box, keep the settings and confirm with OK.

Choose Save.

Your target group is now created and the number of business partners contained in the target group will be displayed automatically in the Navigator area.

8 Show Target Group members

To display the details and all business partners listed as members of the target group, click the name of your target group which is available as a hyperlink.

Via Insert and Delete you can adapt the target group member list

The target group details and a list of all business partners that fulfill your selection criteria are displayed.



Test Step #



manually.

9 Save Choose Save. You have successfully created a target group Customers for Trade Show containing all business partners that will be addressed via e-mail within the campaign.

4.5.3External List ManagementPurposeExternal List Management (ELM) is used to upload business partners into the system and to create a target group from the list. This target group can be used to create leads automatically afterwards.

After an event took place you might have gathered some business cards from potential customers who told you that they were very interested in your newly advertised product.

In order to upload the business partner data you should have gathered the address details in a separate CSV file as explained in the configuration guide of building block C1D – CRM External List Management.

Address List Maintenance Options:You can basically create and update the address lists using the various options provided such as Upload Address List, Map Data, Postal Check, Duplicate Check, Business Partner Creation, Target Group Creation and finally Delete the Address List.

Postal Check, Duplicate Check and Deletion of Address List are out of delivery scope for SAP CRM rapid-deployment solution.

Due to performance reasons, all steps are executed in the background by workflow processing.



You can mark the step(s) that you want to execute and specify the error attribute and the repeat attribute for each step.

After you have marked the steps to be executed, enter the start data (start type, start date, start time) and save the address list. A task is created and starts as specified in the start data.

The address list switches to display mode if you have specified the start type as Start Immediately.

Read FileYou upload the data from the application server file to the SAP CRM database tables for External List Management (ELM). After you have uploaded the file successfully, the temporary file from application server is deleted. Further processing for this address list is done using the data from the SAP CRM tables.

To execute this step, select the Read File option and specify the error attribute and the workflow start data.

The temporary application server file is created only if you select the data file from the workstation while adding administration data on the Basic Data tab. In case you select the data file from the application server, it is not deleted after you have uploaded the file successfully.

To repeat Upload File, select the data file in the tab Basic Data again, choose the Upload File option, specify the start data and save the address list. You cannot repeat Upload File after Business Partner Creation if business partners have been created.

The data created by the previously executed step is deleted.

Map DataYou map the address data to the SAP Business Partner structure according to the mapping rules defined in the mapping format. If mapping rules are not available for the mapping format, the system tries to map the data using the Business Add-In (BAdI) Define Execution of Steps to map and convert data using the method MAP_AND_CONVERT_DATA. If no active implementation is found for the mapping format, the system uses the default implementation. In the default implementation – in case you have enhanced the structure fields - you must ensure that the field name length does not exceed 25 characters.

Map Data functionality can be used to map organization, persons and marketing attributes by creating mapping formats.

Add Business PartnersAfter the address data is mapped successfully to SAP standard structures, you can use it to create business partners. You can create business partners for the successfully mapped records. You can do this only if they do not have any postal errors and are not marked as duplicates.



To execute this step, select the Maintain Business Partner option, specify the error attribute and set the start data.

You cannot repeat the Business Partner Creation using the repeat attribute All Data Records. If this step is repeated, only errors and unprocessed records are processed again.

During the creation of business partners, the standard APIs to create business partners are used.

Mapping of Marketing AttributesFor marketing attributes to be mapped, they should first be defined in the system. User will have to add rules so that marketing attributes for the business partners can be correctly mapped and uploaded to the system. Filter criterion should be set to Marketing Attributes; a new field Attribute set will be visible. Select the attribute set that contains the attributes that will be used as target fields to map the data in the CSV file. Mapping rules should be created to map the correct attribute value to data file values.

Create Target GroupIn this step, you can create a target group in a new or existing profile set and add to this target group all the business partners created from the address list.

To execute this step, select the Maintain Target Group option, specify the target group and profile set details and set the start data.

Once you perform the target group creation, you cannot change the target group and profile set details. If you repeat this step, then only those business partners who could not be added to the target group in the previous execution will be added.




1 Open New External List

In the navigation bar, choose Marketing Create External List

2 Add General Data and Process Steps

On the External List: New screen, make the required entries.

ID: Y_BP_ELM

External List: Business



Test Step #



Partners from Trade Show

External List Origin: Trade Show

External List Type: Internally Procured

Mapping Format: ELM for Customer Address Data Upload

Read File:

Map Data:

Maintain Business Partners:

Maintain Target Group:

Delimiter: Semicolon

3 Add names Make the required entries. New Target Group: BP_TG_ELM

New Segmentation Model: BP_PS_ELM

4 Upload file Choose Select Client File.

Browse, for example, for the file Y_External_List_US.csv in the BP_CRM_703_SampleFiles_XX_XX.zip file attached to the relevant CRM RDS Note.

This file contains example data

After the new business partners have been created, they will all be collected in the new target group. Alternatively, you could also assign the newly created business partners to an existing target group.



Test Step #



that can be modified before upload. You can find a language-specific version of the file in the relevant sub-directory (for example, Y_External_List_ES.csv, stored in subdirectory ES for the Spanish version).For more information see section Defining Upload File in the configuration guide of building block C1D – CRM External List Management.

Note that leading zeros are important for the input parameter value of some fields.For example, for field Region (PERS_REGION) a two-digit value (for example, 08 instead of 8) is needed.

When editing the CSV file with Notepad, all leading zeros are visible and still exist after saving the file.

Be careful when editing the CSV file with Microsoft Excel:You cannot see existing leading zeros for the values. After saving the file all existing leading zeros will be lost. One possibility to prevent this behavior is to define number



Test Step #



format Text for the corresponding cells.

Choose Upload.

As scheduling time select Immediately.

Choose Start.

5 Check the status of uploading process

In order to view the current status of your uploading process, you can repeat by choosing Refresh.

You have done everything correctly when you see the information message with traffic light set to green. If errors occur, double-click the red traffic light message for error details.After error correction, you have to restart the process (steps 3 – 4).

6 View List Records

Choose Show List Records to view the fields of your data records.

You can access the contact data by choosing the hyperlink on the business partner ID.

Now you have successfully created target group BP_TG_ELM containing all business partners. Additionally you have created the organizations with marketing attributes and contact persons.

4.6 Process Campaign Execution…PurposeThe following options are available for the execution of the campaign:



Open Channel: an address file is generated for the business partners of the target group that can be used as input for a mail-merge letter.

E-mail: using a predefined e-mail form. In addition, activities are created automatically in parallel for each e-mail.

Phone: optionally using a predefined interactive script, which means that a call list is generated for the business partners of the target group that can be distributed by the IC manager to IC agents.

Lead Creation: the campaign execution triggers a lead generation for each business partner that is a member of the campaign’s target group.

4.6.1… via Open Channel (Alternative 1)PurposeIn this activity, you execute the campaign via Open Channel.

First a target group needs to be assigned to the campaign. The execution via Open Channel creates an address file in CSV format for all business partners of the target group. This address file can be used as data input for a mail-merge letter.

Prerequisites

You can only add one channel alternative per campaign.Therefore different campaigns were created in section Create Campaigns to execute each alternative as described below.





In the navigation bar, choose Marketing Integrated Marketing Calendar

In the Integrated Marketing Calendar you can work with the Filter Search in the upper screen area.

In section Marketing Project Clusters, you can, for example, activate Direct Marketing.


The Integrated Marketing Calendar Search screen appears.





Test Step #



In the middle section you activate Marketing Plan. On the right side you activate Calendar Year <next year>.

Make sure that in the Times filter nothing is selected.

Choose Search.

To save the search result, you can choose Save Search As: Marketing Activities <next year>.

To view all existing marketing plans and elements, choose Other Projects in the Type View area of the calendar. Note that the displayed name is taken from the description, not from the ID.

2 Open a campaign

To open the newly created campaign C/MP01-Q01-C01 (Trade Show Campaign (Letter)), right-click the campaign entry and choose Details from the dropdown menu.

Campaign can be accessed.

3 Select the Target Group

In the Segments assignment block choose Edit List.

In the description field use the input help to select your new target group (segmentation model) Customers for Trade Show

If your target group contains contact persons directly, not via the corporate account, you have the option to

Segment is/can be assigned.



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choose between a B2C (B2B inactivated) or a B2B (B2C inactivated) contact.

In the B2C contact, the address of the contact person is determined by the contact’s Main Address and Communication Data.

In the B2B contact, the address of the contact person is determined via the relationship to the corporate account displayed as the contact’s Work data. In case the address in the Work assignment block of the contact’s master data is not added, no contact will be generated when starting the campaign.

To display the contact’s master data navigate as follows: Accounts & Products Search: Contacts.

If your target group contains corporate accounts, always use the address mentioned in the Main Address and Communication Data of the corporate accounts. The contact persons will be contacted, no matter if B2B is activated or not.

4 Add Status and Channel

In the Campaign Details assignment block choose Edit.

On the screen Campaign: <ID>, <description>, select the required values (using the input help).

New Status: Released

Communication Medium: Open Channel – Address Data File Export



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Choose Save. File Export Form: Y_OPEN_CHANNEL_ADDRESS_FILE

5 Upload the file In the Attachments assignment block, choose New Attachment.

You can use the document Y_Trade_Show_Invitation_Letter.doc which is provided in the BP_CRM_703_SampleFiles_XX_XX.zip file attached to the relevant CRM RDS Note.

In the field Upload Document From Local Hard Disk browse for the upload document from your local hard disk.

Choose Upload.

6 Start the campaign execution

To start the campaign execution, choose Start.

Confirm the dialog box with Yes.

Enter the relevant data for scheduling the job. For an immediate execution, select Start Immediately.

Choose Start.

In the Segments assignment block, the job execution status Job Started is displayed in the Job Status field.

7 View Progress To view the progress of the job, choose Refresh.

After successful execution of the job, an address file (.csv) is automatically uploaded into the system and assigned to the Attachments assignment block. The file name contains the



Test Step #



campaign ID and the creation date and time.

If the file does not appear immediately, press the Refresh button in the browser to get the latest data version.

To configure the layout of the generated CSV file to your needs, take a look at Note 672599 for some helpful information (this Note describes the former BAdI solution, but still contains valid information).

8 Rename the file Click Properties next to the file’s name.

Rename the file to BP Trade Show (Letter), enter a short description, for example Letter Campaign, and choose Back.

9 Save the file locally

Click on Advanced in the Attachments assignment block.

Select the csv file and choose More Check Out.

Select Save: Save as and enter the file name BP Trade Show (Letter) and save as type MS Excel Comma Separated Values File locally, for example, in folder C:\TEMP\



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Campaign.

10 Open the file Then open the locally saved CSV address file with MS Excel.

Optionally, depending on your Excel version:Highlight the first column and choose Data Text to Columns...Select file type Delimited and then select the delimiter Semicolon. Choose Finish.The address file has now got a standard Excel format.

11 Rename and save the Excel Worksheet

Rename the Excel Worksheet to Y_Trade_Show_Address.

Save the file with name Y_Trade_Show_Address and file type Microsoft Office Excel Workbook (*.xls).This Excel file can be used as address file for the mail-merge letter functionality.

To proceed with this scenario you may also use the document Y_TRADE_SHOW_ADDRESS.xls which is provided in the BP_CRM_703_SampleFiles_XX_XX.zip file attached to the relevant CRM RDS Note.

12 Copy the files into the same directory

To run the mail-merge letter functionality, proceed as follows:

Copy both files into the same



Test Step #



directory (for example, C:\TEMP\Campaign):

The address file (for example, the newly generated one or Y_TRADE_SHOW_ADDRESS.xls)

The mail-merge letter document (for example, Y_Trade_Show_Invitation_Letter.doc).

13 Start the mail-merge functionality

Open the mail-merge letter document. The mail-merge functionality will start automatically.

If the mail-merge functionality does not start, proceed with the following steps and then skip steps 12-13:

- In the Word document navigate to the Mailings tab.

- At Start Mail-Merge, select Step by Step Mail Merge Wizard from the dropdown list.

- An additional dialog box appears and you are already in the 3rd step.

- In the 3rd step: Select for the recipients Use an existing list and browse to the created Excel file on your desktop. Always confirm

As a result of the mail-merge letter functionality, the first letter is automatically generated and opened with MS Word. Depending on the MS Word version used, some of the next steps can be different.



Test Step #



with Ok for the next three steps.

- Continue to the 5th step and you can see the preview of the letter for the 1st Business Partner.

- Continue to the 6th step and now you are able to print out the serial letter.

Confirm the SQL command message with Yes if necessary.

If the address file is not stored in folder C:\TEMP\Campaign an error message will occur. Confirm the message and add the correct file path on the following screen.

14 Access the mail merge functionality

To access the mail merge functionality of MS Word, choose Mailings Mail Merge.

15 Edit the next letter

In the Mail Merge toolbar you can choose Next Record to edit the next letter.

16 Print out the letter

Choose Merge to Printer in order to print out either the current letter (Current record) or all of them (All).

The campaign has been executed using the Open Channel as communication channel.An invitation letter has been created and printed out for every target group member.



4.6.2… via E-Mail Creation (Alternative 2)PurposeIn this activity, you execute the campaign via e-mail.

A target group is assigned to the campaign. The execution via e-mail creates outbound e-mails with an attached e-mail form.

PrerequisitesAn additional campaign (for example, C/MP01-Q01-C02 (Trade Show Campaign (E-Mail) for the first marketing plan element C/MP01-Q01) has been created to be executed using the e-mail channel.

In order to successfully send e-mails to each member of the target group, e-mail addresses must be added in the address master data of each corresponding business partner.For testing purposes, you can use your own existing e-mail address.















Test Step #




Choose Search.



2 Open the campaign

To open the newly created campaign C/MP01-Q01-C02 (Trade Show Campaign (E-Mail)), right-click the campaign entry and choose Details from the dropdown menu.

Campaign can be accessed.

3 Choose the Target Group


Use the input help to search for your new target group Customers for Trade Show.

Choose Save.



In the Campaign Details assignment block, choose Edit.

On the screen Campaign: <ID>, <description>, select the required values (using the input help).

Choose Save.


Communication Medium: E-mail with activity creation

Sender: <Blank>



Test Step #



Form for E-Mail: Y_TRADE_SHOW_INVITATION

E-Mail Address: YMKT_ADR

5 Start the campaign

Choose Start in order to start the campaign execution.

Enter the relevant data to schedule the job. For an immediate execution select Start Immediately.

Choose Start.

In the Segments assignment area the job execution status Job Started is displayed in the Job Status field.


After some time you get the job status Job Ended Without Errors.

After successful execution of the job, e-mails are automatically sent and an activity is created for each e-mail to track the customer contact.

7 Evaluate contact list on business partner level

Evaluate a campaign-related contact list for communication channel 03 Internet mail (SMTP) on business partner level including contact status:

In the navigation bar, choose Reports Marketing Contact List

The system displays the evaluation report on business partner level.

8 Evaluate contact list on campaign level

Evaluate a campaign-related contact list for communication channel 03 Internet mail (SMTP) on campaign level:

The system displays the evaluation report on campaign level.



Test Step #



In the navigation bar, choose Reports Marketing Contact Summary

9 Check the generated activities

To check the generated activities:

In the navigation bar, choose Marketing Search: Activities

Search for activities with category E-Mail.

The campaign has been executed using E-Mail as communication channel. E-mails and activities have been created accordingly for each target group member.

With SAP GUI transaction SOST you can check the transmission status of the e-mails, if e-mail addresses have been added in the business partner address master data of the target group members.

4.6.3… with Lead Creation (Alternative 3)PurposeThe execution via lead generation channel creates a lead for each business partner who is member of the selected target group.

Prerequisites

Campaign execution with lead generation only works if all necessary settings for Lead Management have been added in the CRM system (for example, definition of transaction type for leads etc. – for details see the Configuration Guide of building block C37 – CRM Lead Management).



If you do not use Lead Management at all, skip this campaign execution alternative using lead generation as communication channel.

An additional campaign (for example, C/MP01-Q01-C03 (Trade Show Campaign (Leads) for the first marketing plan element C/MP01-Q01) has been created and released to be executed using the lead generation channel.

A lead template has also been created.










When activating the search criteria Calendar Year, you can of course set any year for which you need to display your marketing plans.

Choose Search.







Test Step #




To open the newly created campaign C/MP01-Q01-C03 (Trade Show Campaign (Leads)), right-click the campaign entry in the result list and choose Details from the dropdown menu.



Use the input help to search for target group BP_TG_ELM representing the external address list members.

Choose Save.



In the Campaign Details assignment block choose Edit.

On the screen Campaign: <ID>, <description> select the required values (using the input help).

Choose Save.


Communication Medium: Lead Generation



Enter the relevant data to schedule the job.For an immediate execution select Start Immediately.

Choose Start.




Test Step #




After some time you get the job status Job Ended Without Errors.

After successful execution of the job, leads were generated for each target group member (containing the name of the executed campaign as lead description).

6 Check the Lead Generation

To check the lead generation, use the following navigation:

In the navigation bar, choose Marketing Search: Leads

The campaign has been executed using Lead Generation as communication channel. Leads have been created accordingly; one for each target group member.

4.6.4 … via E-Mail Creation with target group members containing marketing Permission (Alternative 4)

PurposeIn this activity, you execute the campaign via e-mail.

Execution via e-mail creates outbound e-mails only to business partners who accepted E-Mail contacts.

PrerequisitesAn additional campaign C/MP01-Q01-C04 for the first marketing plan element C/MP01-Q01) has been created to be executed using the e-mail channel.

In order to successfully send e-mails to each member of the target group, e-mail addresses need to be added in the address master data of each corresponding business partner.For testing purposes, you can use your own existing e-mail address.







In the navigation bar, choose Marketing Search Integrated Marketing Calendar.





Choose Search.







2 Open the To open the newly created



Test Step #



Campaign campaign C/MP01-Q01-C04, right-click the campaign entry and choose Details from the dropdown menu.



Use the input help to search for your new target group Contacts with Marketing Permissions.

Choose Save.


On the Campaign: <ID>, <description> screen, select the required values (using the input help).

Choose Save.


Communication Medium: E-mail with activity creation

Sender: <Blank>

Form for E-Mail: Y_TRADE_SHOW_INVITATION

E-Mail Address: YMKT_ADR



Enter the relevant data to schedule the job. For an immediate execution select Start Immediately.

Choose Start.



After some time you get the job



Test Step #



status Job Ended Without Errors.

After successful execution of the job, e-mails are automatically sent and an activity is created for each e-mail to track the customer contact.

7 Evaluate contact list on business partner level

Evaluate a campaign-related contact list for communication channel 03 Internet mail (SMTP) on business partner level including contact status:

In the navigation bar, choose Reports Marketing Contact List

The system displays the evaluation report on business partner level.

8 Evaluate contact list on campaign level

Evaluate a campaign-related contact list for communication channel 03 Internet mail (SMTP) on campaign level:

In the navigation bar, choose Reports Marketing Contact Summary

The system displays the evaluation report on campaign level.

9 Check the generated activities

In order to check the generated activities:

In the navigation bar, choose Marketing Search: Activities

Search for activities with category E-Mail.

The campaign has been executed using E-Mail as communication channel. E-mails and activities have been created accordingly for each target group member.

With SAP GUI transaction SOST you can check the transmission status of the e-mails, if e-mail addresses have been added in



Test Step #



the business partner address master data of the target group members.



5 Appendix

5.1 Process ChainsThis appendix is merely for internal reference. Delete before hand-over to customer unless relevant for e.g. A2O reasons.

The process to be tested in this test case is part of a bigger chain of integrated processes.

5.1.1 Preceding ProcessesAs an option, you may first have completed the following business processes and conditions before you start with the testing steps:

Process Business Condition

<ScopeItem_Name> (<ScopeItem_Id>) <ScopeItem_BusinessCondition>

5.1.2 Succeeding ProcessesAs an option, after completing the activities in this test case, you can continue testing the following business processes:

Process Business Condition

Lead Management (C30) Leads generated as part of process C39 – Lean Campaign Management can be used for further processing in the C30 – Lead Management process. This process would then start with process step Qualify Leads.


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