{"id":14091,"date":"2022-11-28T09:57:14","date_gmt":"2022-11-28T14:57:14","guid":{"rendered":"https:\/\/diabsolut.com\/?p=14091"},"modified":"2025-12-05T07:36:51","modified_gmt":"2025-12-05T12:36:51","slug":"un-examen-du-cycle-lead-to-cash-et-des-methodes-de-gestion","status":"publish","type":"post","link":"https:\/\/diabsolut.com\/fr\/un-examen-du-cycle-lead-to-cash-et-des-methodes-de-gestion\/","title":{"rendered":"Un examen du cycle Lead-to-Cash et des m\u00e9thodes de gestion"},"content":{"rendered":"<h1>Un examen du cycle Lead-to-Cash et des m\u00e9thodes de gestion<\/h1>\n<p><strong> <img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-14081\" src=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-300x200.jpg\" alt=\"M\u00e9thodes de gestion, mod\u00e8le de plate-forme unique, Disparate Systems, Applications, Logins, User-Experiences, Lead Generation, Marketing Automation\u200b, Configure Price Quote, CPQ\u200b, Subscription Management\u200b, Order Management, Sales Management\u200b, Customer Service, Field Service\u200b\u200b, Project Management\u200b, Financial Management\u200b, Lead-to-Cash Cycle, Methods of Management, Opportunity-to-Cash, Quote-to-Cash\" width=\"581\" height=\"387\" srcset=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-300x200.jpg 300w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-550x367.jpg 550w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-175x117.jpg 175w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-140x93.jpg 140w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-500x333.jpg 500w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-225x150.jpg 225w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-450x300.jpg 450w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-200x133.jpg 200w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-170x113.jpg 170w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-263x175.jpg 263w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-60x40.jpg 60w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-90x60.jpg 90w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-150x100.jpg 150w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-130x87.jpg 130w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog-75x50.jpg 75w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/leadtocash-blog.jpg 600w\" sizes=\"auto, (max-width: 581px) 100vw, 581px\" \/><\/strong><\/p>\n<p>Si vous avez vu la terminologie Lead-to-Cash, Opportunity-to-Cash ou Quote-to-Cash utilis\u00e9e lors de la discussion de solutions commerciales, mais que vous ne savez pas exactement ce que signifient ces termes, ils font r\u00e9f\u00e9rence \u00e0 :<\/p>\n<ul>\n<li>Le cycle ou le processus complet depuis le lancement d&rsquo;une transaction commerciale jusqu&rsquo;au point de collecte et de traitement du paiement d&rsquo;un client;<\/li>\n<li>Toutes les t\u00e2ches, syst\u00e8mes, personnes, politiques, proc\u00e9dures et d\u00e9partements impliqu\u00e9s dans ce processus, et comment tous ces \u00e9l\u00e9ments fonctionnent ensemble, du d\u00e9but \u00e0 la fin.<\/li>\n<\/ul>\n<p>Ainsi, la solution Lead-to-Cash de votre entreprise explique exactement comment votre entreprise passe de la recherche d&rsquo;un prospect \u00e0 la r\u00e9ception de revenus, et comment chaque \u00e9l\u00e9ment de la solution fonctionne et interagit avec les autres.<\/p>\n<p>Les solutions utilis\u00e9es pour g\u00e9rer ce cycle seront uniques en fonction de l&rsquo;organisation et de l&rsquo;industrie, mais ce blog passera en revue deux m\u00e9thodes courantes de gestion du cycle Lead-to-Cash, les mod\u00e8les traditionnels et \u00e0 plateforme unique.<\/p>\n<h4><strong>Mod\u00e8le traditionnel Lead-to-Cash<\/strong><\/h4>\n<p>Les entreprises ont g\u00e9n\u00e9ralement un front-office, un back-office et parfois une \u00e9quipe de terrain cloisonn\u00e9e. Le mod\u00e8le du cycle traditionnel lead-to-cash utilise des syst\u00e8mes, des applications ou des technologies disparates pour g\u00e9rer les t\u00e2ches d&rsquo;une \u00e9quipe ou d&rsquo;un service.<\/p>\n<p>Si vous suivez la fl\u00e8che sur le graphique ci-dessous, vous pouvez voir des exemples des diff\u00e9rentes t\u00e2ches tout au long du cycle lead-to-cash.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14092\" src=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-300x156.jpg\" alt=\"Syst\u00e8mes disparates, applications, connexions, exp\u00e9riences utilisateur, g\u00e9n\u00e9ration de leads, automatisation du marketing, configuration du devis, CPQ, gestion des abonnements, gestion des commandes, gestion des ventes, service client, Field Service\u200b\u200b, Project Management\u200b, Financial Management\u200b, Lead-to-Cash Cycle, M\u00e9thodes de gestion, Opportunity-to-Cash, Quote-to-Cash, satisfaction client, mod\u00e8le de plateforme unique, mod\u00e8le de plate-forme unique\" width=\"1080\" height=\"562\" srcset=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-300x156.jpg 300w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-1024x533.jpg 1024w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-768x400.jpg 768w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-550x286.jpg 550w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-175x91.jpg 175w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-140x73.jpg 140w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-600x312.jpg 600w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-500x260.jpg 500w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-225x117.jpg 225w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-450x234.jpg 450w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-200x104.jpg 200w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-170x89.jpg 170w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-1000x521.jpg 1000w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-336x175.jpg 336w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-60x31.jpg 60w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-90x47.jpg 90w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-150x78.jpg 150w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-130x68.jpg 130w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR-75x39.jpg 75w\" sizes=\"auto, (max-width: 1080px) 100vw, 1080px\" \/><\/p>\n<p>Pour chaque segment du processus, une entreprise qui utilise le mod\u00e8le traditionnel d\u00e9pend de :<\/p>\n<ul>\n<li>Une int\u00e9gration complexe pour s&rsquo;assurer que l&rsquo;information est compl\u00e8te et facile d&rsquo;acc\u00e8s pour toute personne qui pourrait avoir besoin de la r\u00e9f\u00e9rencer ou de l&rsquo;analyser<\/li>\n<li>Une communication transparente<\/li>\n<li>L&rsquo;hypoth\u00e8se que toutes les informations sont compl\u00e8tes et \u00e0 jour<\/li>\n<\/ul>\n<p>Le probl\u00e8me ici est que la plupart des entreprises qui s&rsquo;appuient sur ce mod\u00e8le n&rsquo;ont pas le bon niveau d&rsquo;int\u00e9gration pour \u00e9viter les lacunes. De nombreuses organisations utilisent encore des processus manuels comme le courrier \u00e9lectronique pour relayer les informations importantes sur les clients et des feuilles de calcul pour suivre et g\u00e9rer les donn\u00e9es.<\/p>\n<p>Les lacunes et la d\u00e9connexion conduisent aux principaux d\u00e9fis que nous voyons avec le mod\u00e8le traditionnel :<\/p>\n<ul>\n<li>Une baisse de la satisfaction et de la fid\u00e9lit\u00e9 des clients\n<ul>\n<li>Les clients qui ont du mal \u00e0 obtenir une aide rapide et fiable d&rsquo;une entreprise trouvent cela frustrant ; cela peut avoir un impact n\u00e9gatif sur l&rsquo;image d&rsquo;une organisation, les taux de fid\u00e9lisation de la client\u00e8le et le r\u00e9sultat net<\/li>\n<\/ul>\n<\/li>\n<li>Difficult\u00e9 \u00e0 collaborer ou \u00e0 communiquer entre les d\u00e9partements ou les \u00e9quipes\n<ul>\n<li>Un manque de coh\u00e9sion peut perturber le cycle Lead-to-Cash et provoquer une insatisfaction au travail<\/li>\n<\/ul>\n<\/li>\n<li>Aucun moyen d&rsquo;\u00e9voluer ou de se d\u00e9velopper facilement pour g\u00e9rer de nouveaux clients, produits et\/ou services\n<ul>\n<li>Co\u00fbts plus \u00e9lev\u00e9s pour l&rsquo;entretien et la gestion de technologies et de secteurs d&rsquo;activit\u00e9 distincts (LOB)<\/li>\n<li>Les syst\u00e8mes qui ne sont pas synchronis\u00e9s n\u00e9cessitent g\u00e9n\u00e9ralement des solutions de contournement personnalis\u00e9es pour maintenir les fonctionnalit\u00e9s, ce qui augmente encore les co\u00fbts informatiques<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h4><strong>Mod\u00e8le \u00e0 plateforme unique<\/strong><\/h4>\n<p>Avec l&rsquo;introduction du cloud computing qui est devenu plus s\u00fbr, nous avons vu l&rsquo;introduction du mod\u00e8le de plateforme unique pour le cycle Lead-to-Cash.<\/p>\n<p>Si vous regardez le graphique ci-dessous, vous pouvez voir un exemple de ce mod\u00e8le.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-14094\" src=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-300x156.jpg\" alt=\"M\u00e9thodes de gestion, satisfaction, Solution\" width=\"1080\" height=\"562\" srcset=\"https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-300x156.jpg 300w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-1024x533.jpg 1024w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-768x400.jpg 768w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-550x286.jpg 550w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-175x91.jpg 175w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-140x73.jpg 140w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-600x312.jpg 600w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-500x260.jpg 500w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-225x117.jpg 225w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-450x234.jpg 450w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-200x104.jpg 200w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-170x89.jpg 170w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-1000x521.jpg 1000w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-336x175.jpg 336w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-60x31.jpg 60w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-90x47.jpg 90w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-150x78.jpg 150w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-130x68.jpg 130w, https:\/\/diabsolut.com\/wp-content\/uploads\/2022\/11\/Infographic-Essams-blog-FR2-75x39.jpg 75w\" sizes=\"auto, (max-width: 1080px) 100vw, 1080px\" \/><\/p>\n<p>Pour visualiser la diff\u00e9rence entre les mod\u00e8les \u00e0 plateforme traditionnelle et \u00e0 plateforme unique, imaginez que le mod\u00e8le traditionnel est constitu\u00e9 de blocs de bois sur une table et que le mod\u00e8le \u00e0 plateforme unique est la plaque de base pour les blocs embo\u00eetables :<\/p>\n<ul>\n<li>Dans ce cas, le <a href=\"https:\/\/www.salesforce.com\/fr\/\" target=\"_blank\" rel=\"noopener\">Salesforce CRM<\/a> est cette base ou plateforme<\/li>\n<li>Les blocs imbriqu\u00e9s sont vos syst\u00e8mes pour le cycle Lead-to-Cash, qui sont <a href=\"https:\/\/appexchange.salesforce.com\/\" target=\"_blank\" rel=\"noopener\">d&rsquo;autres produits Salesforce ou partenaires<\/a>, tels que <a href=\"https:\/\/certinia.com\/fr\/\">Certinia<\/a>\u00a0&#8211; ils sont tous con\u00e7us pour se connecter facilement \u00e0 la base CRM mentionn\u00e9e ci-dessus.<\/li>\n<\/ul>\n<p>Au lieu de travailler s\u00e9par\u00e9ment, ils fonctionnent et se pr\u00e9sentent comme une seule solution via la plateforme :<\/p>\n<ul>\n<li>Diff\u00e9rentes \u00e9quipes et diff\u00e9rents services disposent d&rsquo;outils et d&rsquo;autorisations diff\u00e9rents, mais toutes les informations sont centralis\u00e9es et \u00e0 jour\n<ul>\n<li>Ceci offre une exp\u00e9rience client connect\u00e9e gr\u00e2ce \u00e0 une vision \u00e0 360\u00b0 des informations, interactions, pr\u00e9f\u00e9rences, etc.<\/li>\n<\/ul>\n<\/li>\n<li>Les \u00e9quipes de front-office, de back-office et de terrain peuvent s&rsquo;appuyer sur des processus unifi\u00e9s et rationalis\u00e9s<\/li>\n<li>Il est plus facile de collaborer entre les \u00e9quipes et les d\u00e9partements<\/li>\n<li>Les d\u00e9penses op\u00e9rationnelles dues aux erreurs, aux retards et aux pertes de revenus sont \u00e9limin\u00e9es<\/li>\n<li>Comme la technologie est d\u00e9j\u00e0 con\u00e7ue pour fonctionner ensemble, vous \u00e9vitez les co\u00fbts d&rsquo;entretien plus \u00e9lev\u00e9s \u00e9num\u00e9r\u00e9s dans la section pr\u00e9c\u00e9dente<\/li>\n<\/ul>\n<h4><strong>Prochaines \u00e9tapes<\/strong><\/h4>\n<p>Le passage au mod\u00e8le de plateforme unique pour le cycle Lead-to-Cash n&rsquo;a pas \u00e0 \u00eatre fait en une seule fois. De nombreuses organisations s&rsquo;appuient sur des syst\u00e8mes sp\u00e9cifiques \u00e0 l&rsquo;industrie pour certains aspects de leurs solutions globales ou doivent passer plus lentement \u00e0 une nouvelle solution. Les avantages du mod\u00e8le de plateforme unique sont toujours r\u00e9alisables et pertinents dans ces deux situations.<\/p>\n<p>Si vous souhaitez des informations ou des conseils sur la meilleure fa\u00e7on d&rsquo;\u00e9voluer vers une solution de plateforme unique pour votre organisation, ou si vous souhaitez en savoir plus sur les produits mentionn\u00e9s, <a href=\"https:\/\/diabsolut.com\/?page_id=30454&#038;lang=fr\" target=\"_blank\" rel=\"noopener\">contactez-nous.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Un examen du cycle Lead-to-Cash et des m\u00e9thodes de gestion Si vous avez vu la terminologie Lead-to-Cash, Opportunity-to-Cash ou Quote-to-Cash utilis\u00e9e lors de la discussion de solutions commerciales, mais que vous ne savez pas exactement ce que signifient ces termes, ils font r\u00e9f\u00e9rence \u00e0 : Le cycle ou le processus complet depuis le lancement d&rsquo;une&#8230;<\/p>\n","protected":false},"author":20,"featured_media":14081,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[2886,2746,2773,3154],"tags":[2508,2499,2500,2496,2268,2497,2057,2510,2498,2501,2502,2503,2511,2505,2507,2512,2509,2513,2506,2504,2495],"class_list":["post-14091","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog-certinia-fr","category-blog-general-fr","category-blog-salesforce-fr","category-blog-services-professionnels","tag-applications-fr","tag-automatisation-du-marketing","tag-configuration-du-devis","tag-connexions","tag-cpq","tag-experiences-utilisateur","tag-field-service-fr","tag-financial-management-fr","tag-generation-de-leads","tag-gestion-des-abonnements","tag-gestion-des-commandes","tag-gestion-des-ventes","tag-lead-to-cash-cycle-fr","tag-methodes-de-gestion","tag-modele-de-plateforme-unique","tag-opportunity-to-cash-fr","tag-project-management-fr","tag-quote-to-cash-fr","tag-satisfaction-client","tag-service-client","tag-systemes-disparates"],"yoast_head":"<!-- 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