SAP S/4HANA Pre-Sales and Post-Sales Features
How SAP S/4HANA Pre-Sales and Post-Sales Features Can Help Your Organization Grow

How SAP S/4HANA Pre-Sales and Post-Sales Features Can Help Your Organization Grow

In today’s world, every organization wants to be at the top in terms of productivity and quality—factors that impact its profitability. To achieve these objectives, several organizations are using combinations of various software solutions to streamline their business processes. Some are integrated, while others are not and are thus unable to benefit from a 360-degree view of the organization.

Considering the efforts and time needed to manage these different pieces of software solutions, it would definitely be great if a single piece of software could provide live data, help accelerate reporting, and enable better cost improvement to organizations, right? This is exactly where an intelligent enterprise solution such as SAP S/4HANA can help!

The new features of SAP S/4HANA Pre-Sales and Post-Sales provide key figures (such as status of Open/Hold Inquiry, Open/Hold Quotation, and so on) on which business management can easily take action (by viewing live details online) and increase the value of sales productivity, thereby automatically improving the revenue of the organization.

It may surprise you that SAP S/4HANA—which is designed to help organizations increase efficiency levels—can:

  • Provide business management teams with live data reports of inventory in terms of live MRP
  • Enable users to take timely action on open and pending business orders—be it incoming or outgoing
  • Reduce the burden on business users and boost organizational profitability

The SAP S/4HANA business suite comes with a user-friendly GUI and a handful of mandatory fields. For sales organizations, this reduces the amount of time the sales representative needs to spend in the field, enabling them to close orders faster from anywhere. They do not need to be available in front of the system at all times and can even create the inquiry from a mobile device and immediately act on it.

Next, let’s take a look at how the Order-to-Cash cycle runs on the SAP S/4HANA platform on-premise with the Fiori application.

Pre-Sales and Post-Sales Activity Business Flow Chart:

Pre-Sales and Post-Sales Activity

With SAP S/4HANA, the sales process architecture shown above can very easily be run by the business end user and the management team can easily receive reports on a timely—weekly, monthly, and yearly—basis. It also allows the management team to view reports in graphical view.

Next, let’s explore the steps of the Order-to-Cash (OTC) cycle in SAP S/4HANA and view the all-new related functionalities.

Before plunging into the OTC process, I’d like to mention here that we are going to use both the SAP S/4HANA GUI as well as the Fiori application; this will enable us to view the various new functionalities and their business benefits.

I am sure that many of you who have already worked on the SAP ECC GUI environment will be familiar with the snapshot below. If not, don’t worry, we will be completing all the steps of the OTC process in detail below.

Difference between SAP S/4HANA GUI and the Fiori Application:

SAP S/4HANA: The SAP S/4HANA GUI is designed for customization, configuration, and development. Users—be it business users, Super Users, or core team members—can work on this GUI to test new business functions or any new development.


SAP S/4HANA Fiori Application: The Fiori application GUI is very simple and business user-friendly. Business users from each department, such as Purchasing, Procurement, Sales, and Finance, can maintain their work data easily without any discrepancy and process the document flow easily with respect to each other. They do not even need to remember the transaction code. Leveraging the Fiori app makes considerable impact on business growth and time savings.

SAP S4HANA Fiori App

With SAP S/4HANA, the business users get a GUI with a superior look and feel with few mandatory data fields, which are to be filled up.

Creation of Inquiry

Inquiry Creation in S/4HANA

With SAP S/4HANA, the business end users will only take a short time to fill up the details at the Inquiry level and proceed with the next steps. In addition, it allows them to set the expected order value right from the Inquiry level until the Quotation level.

Here are the business benefits, which can be easily tracked once the organization starts leveraging SAP S/4HANA Pre-Sales:

  • The business end user can create the Inquiry/Quotation document easily from anywhere without wasting time. The resultant time saving helps the business to take timely action on other activities, thereby enhancing productivity.
  • The business management can easily find out inquiry validity of documents and can take the action on them easily without any extensive manual paperwork.
  • The availability of the “Expected Order Value” field information in the pre-sales process can easily help the organization to measure productivity in real-time and can take action on it as per live graphical details.
  • The analytical graphical view can easily help the organization to view the live pre-sales data document and take action accordingly.

Creation of Quotation

Quotation Creation in S/4HANA

With SAP S/4HANA, business users have no need to go back and check the respective pages to view crucial details—instead they can view and update all the necessary information on the same quotation screen. This really helps the end user to save time and easily maintain records.

In fact, right from the quotation screen, the management team or business users can directly and easily opt to “Display Customer Fact Sheet and Display Customer Maintenance.”

S/4HANA New Quotation

You can also mail this quotation to email recipients. Business users will also have at their disposal “Download document” and “Attach Document” options and other features that allow them to act quickly wherever necessary. This information can be passed to other departments such as Purchasing, Procurement, Sales, and Finance for further action. In this case, the business management will have complete link up to the document, i.e. source and destination. This will help them to maintain records in the best way possible and take action on it easily without wasting time. It also helps reduce the time and increase the documentation accuracy process.

S4HANA Quotation List

Creation of Sales Order

Sales Order Creation in S/4HANA

In SAP S/4HANA, the sales order plays a vital role in terms of good productivity for the organization. It allows the business user to easily create/maintain data in the sales order instead of requiring them to access multiple screens for updating the information. This cuts down the time that the management requires to take action. If the management team keeps getting abundant information with just a single click or on the same screen, then it really helps them make a vast difference in achieving a good profit margin for the organization.

SAP S/4HANA can provide the best solution to an organization in terms of customer satisfaction and qualitatively transform in terms of procured sales data. In addition, it provides the graphical view of real-time analytics, including history of Open Sales Orders, Closed Sales Orders, and orders Pending for delivery. This graphical analytical view ensures better insights from the above-mentioned document, based on which business management can take action without being limited by the need to find history records. Thus, the Pre-sales and Post-sales features in SAP S/4HANA will offer progressively clearer insights with a single click, making productivity higher, and in turn, ensuring good sales revenues for the organization.

Creation of Outbound Delivery Document

Outbound Delivery Creation in S/4HANA

The above image shows how to update the picking quantity and the Post Goods Issue (PGI).

Creation of Billing Document

Creation of Billing in S/4HANA

This completes the steps to be taken in the Invoice section and the overall benefits of performing pre-sales and post-sales activities in SAP S/4HANA with Fiori application.

In addition to the above, there are more Fiori applications available that can be used by high-level management to take necessary actions. One such application worth mentioning is “My Sales Overview.”

Here, SAP S/4HANA finance can help the organization to have real time reporting for financial data based on customers, sales organization, distribution channel or division, and much more. It also provides a detailed report on every asset. With the help of this report, the business management or business user can easily identify amount discrepancies, G/L offsets values, and so on. It can also reduce fraud risks quickly and optimize the organization to manage assets and other resources.

Sales Overview in S/4HANA
Sales Report in S/4HANA
Customer Fact Sheet in S/4HANA

The Incoming Sales Orders Fiori application can provide the business with amount values as shown in the below snapshots.

Sales Orders in S/4HANA

Business end users or core team members can easily discover any issues in the document and solve them with the help of experts.

Sales Order Fulfillment

This will truly help any business make an excellent impact in terms of organizational growth.

Do you have experience using similar apps that help businesses grow? I’d love to see your examples in the comments section below!

Author: Kundan Vishwakarma

Kundan is a Managing Consultant – SAP – at Knack Systems with over 7.5 years of experience in SAP SD. He has rich experience in delivering creative business solutions and guiding his clients on Best Business Practices. Kundan has worked extensively at different levels and served roles such as Team Lead, Subject Matter Expert, and Senior Functional Consultant.

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