Account Operations: Marketing Mapping, KYC Verification & Approval Workflow

Marketing mapping records the materials or product categories an account regularly deals in; KYC verification is the mandatory document and credit-check workflow required before an account can process sales orders; and every KYC or approval decision is tracked through a permanent, timestamped workflow history.

Marketing Mapping and Procurement Information: this feature lets you capture what an account actually buys or handles, independent of any single inquiry—useful for account planning and cross-sell visibility.

1. Open the account and go to Market Mapping (or Existing Procurement Information).
2. Click + to add a row.
3. Fill in Material, Market Mapping, Quantity, UOM, Frequency (e.g., Monthly), and Source.
4. Click Submit—multiple mappings can be added per account, so a single customer's full product footprint can be recorded over time.

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This directly improves business-category tracking and product visibility across teams—a procurement team member looking at an account can immediately see what that customer typically sources, without digging through past inquiries.

KYC Verification Workflow—Why It's Mandatory: An account cannot process sales orders until it's KYC-verified. Submitting the KYC form automatically triggers an approval workflow that routes to a designated approval team.

• What the form captures: Credit Check Done, Credit Term, Credit Status Satisfactory, Payment Behavior Check Done, Payment Behavior Satisfactory, and KYC Status.
• Required document uploads: KYC Document, Signed/Stamped CRF Form, Business Incorporation Certificate, VAT/GST Certificate, Audit Financial Report (last 2 years), Business Registration Certificate, TIN Certificate, and Bank Reference Letter.
• The gate this creates: Sales orders remain blocked for that account until KYC is formally approved—this is enforced by the system, not left to a manual checklist.

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Approval Workflow and Workflow History:

1. Click the Workflow icon in the left navigation.
2. Open the Workflow tab to see pending approval requests (e.g., "KYC Details Approval Confirmation Request").
3. Click a request to review the full Row Details — account name, customer code, group, status, and everything originally submitted.
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4. Click Approve or Reject.
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5. Switch to the Workflow History tab to see every past decision, including the stage, the approver's name, and the exact timestamp — nothing is ever silently lost or overwritten.

Creating Leads, Inquiries & Contacts directly from an Account: from any account's detail screen — About/Get-In-Touch/History panels, quick-action icons for Ticket/Call/Visit/Email — you can click + on the Leads, Contacts, or Inquiries panels to launch a new record already pre-linked to that account, without re-entering any account information. A Files panel also lets you upload documents directly against the account.
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The complete Account Process Workflow — six checkpoints:

1. SAP Push — account data received from SAP via API
2. BP Sync — external Business Partner record synced into the CRM
3. Marketing Mapping — marketing attributes configured
4. KYC Submit — KYC details submitted by the user
5. Approval Flow — triggered automatically on KYC confirmation
6. Account Approved — the approval team approves or rejects, and the master record is activated
   

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FAQ

• What's the difference between marketing mapping and procurement information?

They capture the same type of data (material, quantity, UOM, frequency, source)—marketing mapping is added during account setup, while procurement information can be edited later as the account's buying pattern becomes clearer.

• Who approves a KYC submission?

It's routed automatically to a designated approval team via the Workflow module; the specific approver depends on how your organization's workflow is configured.

• Can I create a lead from an account that hasn't completed KYC yet?

Yes — leads and inquiries can be created and progressed from an account regardless of KYC status; it's specifically the Sales Order step that is blocked until KYC is approved.