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1 Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.
Core Sales Force Automation (SFA)
ORACLE SALES CLOUD
IMPLEMENTATION PARTNER WORKSHOP
Oracle Sales Cloud
Oracle Product Development
2014
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The following is intended to outline our general product direction. It is intended
for information purposes only, and may not be incorporated into any contract.
It is not a commitment to deliver any material, code, or
functionality, and should not be relied upon in making
purchasing decisions. The development, release, and timing of
any features or functionality described for Oracles products
remains at the sole discretion of Oracle.
Safe Harbor Statement
3 Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.
The information in this presentation is correct as of the presentation date.
However, Oracle Sales Cloud continues to evolve and software patches are
applied frequently; therefore this information is subject to
change. Check with your Oracle Representative for updates.
This content is not warranted to be error-free.
Content Subject to Change
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Sales User Feedback
Partners and customers told us
Sales reps need to perform all their common tasks faster, more
easily, in fewer clicks and on the go; Sales managers need quick
access to all the reps, territories, accounts and forecasts they are
responsible for.
We listened
In R8, we introduced 60 new SUI pages, providing a complete
360 view of an account or contact, with embedded data quality,
relationship management, assets and recommendations.
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Sales User Topics
How do I manage my accounts and contacts, leads and
opportunities at my desk and on the go?
Can I get a complete view of my accounts and contacts with
drillable details?
How do I efficiently manage leads-to-opportunities-to-close?
How can I manage multiple forecasts to stay on top of business ?
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Account and Contact
Management
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Accounts and Contacts Feedback
Partners and customers told us
They are confused about terminology for contacts, consumers,
customers. They need to know how to model and extend a
company vs. a person?
We listened
In Release 8, you can create and manage Accounts for
companies, and create and manage Contacts for business
contacts as well as Contacts you directly sell to. Objects in
application composer have also been renamed to Account and
Contact consistently.
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Account Management
Contact Management
Household Management
Assets and Recommendations
Embedded Reports and Analytics
Accounts and Contacts Topics
Get Oracle Sales Cloud
Initial SetupLearn
about Data Shapes
Extend the Application
Administer Key Areas
Tweak the Core SFA
Areas
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Accounts An account is an company you sell to or want to sell to
Account Types:
Customer
A company you are selling to or have sold to
Can have associated Leads and Opportunities
Can be assigned to territories and has an owner
Prospect
A company you potentially want to sell to
Can have Leads, cannot have Opportunities
No territory assignment or owner
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Accounts List Page My Accounts list, My Team and
Territory Accounts list
Click to create Account
Easy access to Search, Actions
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Create an Account Simple, minimal data
entry to create account
Create via browser on any device - desktop,
laptop, mobile*
Create via file Import or Web services
Add account hierarchy (Parent account) from UI
and import
Embedded address validation and contact
duplicate check
* New in Release 8
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Account Overview Page
Account summary at a glance
Primary Contact
Opportunities
Leads
Assets
Recommendations
Recent interactions
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Account Edit PageAccount 360 view
Account hierarchy*
Attachments*
Batch Enrichment*
Opportunities, Leads
Business Relationships*
Assets, Recommendations*
Oracle social network
collaboration*
Sales team and territories*
Notes, interactions, tasks, appointments
Analytics
Custom sub tabs*
* New in Release 8
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Extend Account Object
R7 R8.4
Object Desktop UI Simplified UI Mobile Outlook Desktop UI Simplified UI Mobile Outlook
Account * Y Y N N Y Y (incl.
custom child)
N Y (incl.
custom child)
Sales
Account
Y (incl.
custom child)
Y Y (incl.
custom child)
N Y (incl.
custom child)
Y Y (incl. custom
child)
R7 Account has dual-object model: Account and Sales Account R8 direction is to have SUI, Mobile and Outlook base on a single
Account object
* Trading Community Organization Profile is renamed to Account in R8
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Contacts A contact is
A business contact and/or
A person you sell to or want to sell to directly
Contact Types: Contact
A person who is associated to an account you sell to or want to sell to
Customer
A person you are selling to or have sold to
Can have associated Leads and Opportunities
Can be assigned to territories and has an owner
Prospect
A person you potentially want to sell to
Can have Leads, cannot have Opportunities
No territory assignment or owner
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Contacts List Page
Main list page unified for business contacts and contacts
you directly sell to
Card view or list view
View, create, search
Actions
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Simple, minimal data entry to create contact
Create via browser on any device - desktop, laptop,
mobile
Optionally associate Account
to the contact or Create
Contact from Account
Configure UI to add Type
Create via file import or Web services
Embedded address validation and contact duplicate check
Create a Contact
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Contact Overview Page
Contact summary at a glance
Account
Opportunities
Leads
Assets*
Recommendations*
Recent interactions
* Applicable to Contacts of Type Customer only
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Contact Edit Page
Contact 360 View
Single view of business contact and contact you directly sell to*
Affinity, Job Title and Buying Role
are available at Contact level*
Attachments*
Opportunities, Leads
Relationships*
Embedded address validation*
Oracle social network collaboration*
Notes, interactions, tasks, appointments
Analytics
Custom sub tabs** New in Release 8
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Extend Contact Object
R7 R8
Object Desktop UI Simplified UI Mobile Outlook Desktop UI Simplified UI Mobile Outlook
Contact* Y Y N N Y Y (incl.
custom child)
Y (incl.
custom child)
Y (incl.
custom child)
Customer
Contact
Y N Y N Y NA NA NA
Sales
Account
Y (incl.
custom child)
Y N N Y (incl.
custom child)
NA NA NA
R7 provides multiple ways to configure contact functionality: Contact (B2B contact) uses Contact and Customer Contact Consumer (B2C contact) uses Contact and Sales Account
R8 provides a consistent model for SUI, Mobile and Outlook base on a single Contact object
*Trading Community Person Profile is renamed to Contact in R8
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Households A household is a group of related contacts that you sell to
or want to sell to
Capture key information including wealth, income
Sell to households and manage their contacts, leads, opportunities, relationships, assets, interactions and more
Household Types: Customer
A household you are selling to or have sold to
Can have associated Leads and Opportunities
Can be assigned to territories and has an owner
Prospect
A household you potentially want to sell to
Can have Leads, cannot have Opportunities
No territory assignment or owner
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Household List Page My Households list, My Team and
Territory Households list
Click to create Household
Easy access to Search, Actions
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Create a Household
Simple, minimal data entry to create
household
Create via browser on any device - desktop,
laptop, mobile
Associate multiple
contacts
Create via file import
or Web services
Embedded address validation
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Household Overview Page
Household summary at a glance
Primary Contact
Opportunities
Leads
Assets
Recent interactions
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Household Edit Page
Household 360 view
Household contacts
Opportunities, Leads, Assets
Embedded address verification
Oracle social network collaboration
Sales team and territories
Notes, interactions, tasks, appointments
Analytics
Custom sub tabs
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Extend Household Object
R7 R8
Object Desktop UI Simplified UI Mobile Outlook Desktop UI Simplified UI Mobile Outlook
Household N N N N Y Y (incl.
custom child)
N Y (incl.
custom child)
Sales
Account
N N N N Y (incl.
custom child)
NA NA NA
R8 provides a consistent model for SUI, Mobile and Outlook base on a single Household object
*Trading Community Group Profile is renamed to Household in R8
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Assets and Product Recommendations
Summary of total assets owned by contacts, accounts
or households
Click to view, create, edit, and delete assets
Web services, import
Asset is extensible
Product recommendations
On overview page, and sub tab
View recommendation reason from the sub tab
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Embedded Reports and Analytics
Embed standard and custom reports in context
of an account, contact or
household
Offers up to 3 analytics tabs with configurable
layouts
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Data Quality and Enrichment
On create, displays possible duplicates
Exact and fuzzy matches* Select existing contact or choose to
continue creation
Validates and standardizes addresses during create and update**
Enrich accounts and contacts with D&B data via Oracle Social Data and
Insight Cloud integration
Accesses new contacts from Oracle Social Data and Insight Cloud
integration
*Requires additional licensing for Data Quality Matching. **Requires additional licensing for Data Quality Cleansing.
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Additional Information
Contact Management
OOTB UI is optimized for business account deployments and flows
Use Application Composer dynamic layout feature to configure the contact create/edit UIs
If you are selling directly to contacts you can configure Contact Type using application composer, and display the choice on screen
Single Contact import for both business contact and contacts you directly sell to
Account, Contact and Household
Address and contact point (phone, e-mail) specific Do not contact preferences can only be managed in Desktop UI, but the information, if
set, will be visible in the Simplified UI
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Practices: Configuring Account, Contact
Practice 05A covers the following:
Add fields to Simplified UI and Desktop UI pages
Add a Siebel Account Number field to the Account Profile page
Create a LinkedIn link for the contact record
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Lead Management
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Lead Management Feedback
Partners and customers told us
Sales reps need a complete picture of related Leads and
Opportunities as they progress through the sales cycle and data
should be accessible from either object.
We listened
In R8 we added a Leads sub tab to Opportunities and an
Opportunities sub tab to Leads. If not already linked via creation
or conversion it is simple to do so.
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Lead Management Topics
Lead Management
Lead Assignment
Lead Assessment
Ranking, Scoring and Qualification
Whats New
Get Oracle Sales Cloud
Initial SetupLearn
about Data Shapes
Extend the Application
Administer Key Areas
Tweak the Core SFA
Areas
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Leads Defined
Person or Parties demonstrating potential interest in purchasing a product or service
Existing accounts (repeat or new contacts)
New prospects
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Lead Creation
Leads are typically created when a significant interaction occurs or when an inquiry or response is received from a
prospect or customer
Leads can be manually entered
Leads can be batch imported
Leads may be generated through marketing campaigns
Leads may be obtained from third party sources
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Lead Assignment
How are Leads assigned?
Territory-based
Rule-based
Combination of Territory and Rule-based
When are Leads assigned?
Automatically with Assignment Manager scheduled jobs
Manually triggering the assignment process
Batch import with subsequent assignment job
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Automated Lead Assignment
Associates candidate objects (such as sales resources and territories) to work objects (such as leads) based on rules or mappings
Primary function: Assign Resources
Territory Based Assignment automatically assigns resources to lead(s)
Rule Based Assignment can also assign resources based on rules you create
Using a combination of Territory-based and Rule-Based assignment can further narrow the appropriate candidates for lead assignment
Lead Matches attributes with
territory definitions
Rule limits to
subset of matching territories
OwnerObject Assignment Territory + Rule Assigned Territory
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Manual Lead Reassignment
Allows lead owners to select or change assignment for an individual lead
Options include:
Queue the lead to be assigned the next time the assignment job runs
Immediately invoke the lead assignment process on Save rather than waiting for job to be triggered
Reassign Action allows specific selection of available resources
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Manual Lead Reassignment
Leads: Edit Lead page > Actions > Reassign > Automatic / Immediate automatic assignment
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Sales Team
The Sales Team tab displays who is on the team as a result of the assignment rules
Displays resources assigned
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Accepting Leads
Many leads, when created, are assigned to an owner
Can also be marked accepted by default in settings
Leads created in marketing campaigns might not be assigned
Select Actions > Accept to accept the lead
Assigns the owner and marks lead as accepted
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Qualifying Leads
Used mostly by Inside Sales Reps and Field Sales Reps with assigned leads
Deals with lead follow-up tasks and actions
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Evaluating Leads
Leads are evaluated in several
ways:
Basic qualification
Default assessment
Other assessments
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Basic Qualification
Provides generic qualification
criteria pertaining
to Budget,
Approval, Need,
and Timeframe
(BANT)
BANT
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Default Assessment
In the Full Qualification tab, a default assessment is used to further qualify the lead Full qualification using
assessments
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Other Assessments
Additional assessment surveys can be created for product lines, industries, customers vs. prospects Select More Details
from Actions dropdown
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Creating Assessment Templates
Select Navigator, Setup and Maintenance
Search for Manage Sales Lead Assessment Template task
Create and edit Assessment Templates via guided process
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Enable Assessment Tab
Assessments sub tab is not visible unless a template is set
Code for the Lead Assessment Template Default option is MKL_LEAD_ASSESSMENT_TEMPLATE
Users can select any appropriate template to enable sub tab
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Automating Lead Qualification
Use Rule-Based Assignment to automatically
Set Ranking
Calculate a Lead Score
Qualify a lead based on attributes, scores and rank or a combination of these
Lead Matches lead attributes
with defined rules
Rules aggregate to match
qualification definition
QualificationObject Assignment Ranking Rule Scoring Rules
HOT
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Rank and Score Leads
Create rules that:
Calculate and assign a score for leads
Identify and assign a rank for leads
Identify and assign a qualification status for leads
Rule 1: 150
Rule 2:
Rule 3: 100
Rule 4: 50
SCORE 300
Lead Status
Rule 1:
Rule 2:
Rule 3:
Rule 4:
Status = Qualified
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Automated Rule-Based Lead Ranking
Example
Rule 1: Condition Lead Score < 39 Action Rank the lead as COOL
Rule 2: Condition Lead Score >= 40 and < 60 Action Rank the lead as WARM
Rule 3: Condition Lead Score >= 60 Action Rank the lead as HOT
Lead
Assignment
Manager
Lead Rank
Rule 1:
Rule 2:
Rule 3:
Rank: HOT
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Automated Rule-Based Lead Scoring
Example
Rule 1: Condition Budget status = Approved Action Add 20 to score
Rule 2: Condition Deal Size > 1,000,000 Action Add 40 to score
Rule 3: Condition Decision Maker Identified = Y Action Add 10 to score
Lead
Assignment
Manager
Lead Score
Rule 1:
Rule 2:
Rule 3:
TOTAL 30
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Automated Rule-Based Lead Qualification
Lead
Assignment
Manager
Lead Status
Rule 1:
Rule 2:
Rule 3: Not Checked
Status = Qualified
Lead
Assignment
Manager
Example
Rule 1: Condition Score > 80
Rule 2: Condition Deal Size > 1,000,000
Rule 3: Condition Product NOT NULL and Customer NOT NULL
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Manually Triggering Scoring
Invokes the sales lead score assignment rules to:
Compute a score
Update the Score field
Select Actions > Score
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Manually Triggering Ranking
Invokes the sales lead rank assignment rules to update the rank for the lead
Overrides any manually set value
Select Actions > Rank
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Manually Qualifying Leads
Updates the lead status to Qualified
Bypasses the automated sales lead qualification process
Select Action > Qualify
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Managing Leads
Owners of leads can modify who works with the lead:
Reject a lead
Reassign a lead
Retire a lead
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Rejecting a Lead
Removes the assigned owner as the owner of the lead
Submits the lead for reassignment
To reject a lead, select Actions > Reject
Select a
reason
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Reassigning a Lead
Allows an owner of the lead to:
Manually transfer the lead to another user
Initiate the automatic reassignment of the lead
To reassign a lead, Select Actions > Reassign
1. Select a
method
2. Specify the
new owner
for manual
reassignment
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Retiring a Lead
Updates the lead status to Retired
Retired leads: Are considered "dead leads" and cannot be reactivated
Can be viewed and deleted only by Marketing Operations Manager and Sales Administrators
To retire a lead, Select Actions > Retire
Select a
reason
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Convert Lead to Opportunity Creates an opportunity based on the lead details
Same lead can be converted to multiple opportunities
Maintains relationship between lead and opportunity
Leads sub tab accessible from Opportunity Edit page
Opportunities sub tab accessible from Edit Lead page
Assigns the opportunity to the lead owner
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Number of Days to Query Leads
Improves performance when working with leads
Limits the query range for leads based on the creation date
Prioritizes by freshness (or other values)
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Lookups
Various lookups related to leads that can be configured (Lead Rank, Reassignment Reason, Retire Reason)
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Summary
A Lead is typically the beginning of a selling opportunity
Assign resources to leads automatically via Assignment Manager or manually in the lead record
Use weighted assessment questionnaires to aid in qualifying leads
Create rules to automatically assign rank, status, score and to qualify a lead based on attribute values
Convert a lead to an opportunity and preserve the relationship
Manage the entire lead lifecycle from creation to retirement or conversion
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Practice: Lead Management
Practice 05C covers the following topics:
Creating and exploring leads
Lead management and qualification
Exploring lead ranking and scoring rules
Using rule based lead assignment
Creating rules for resource assignment and lead characterization (ranking, scoring, qualifying)
Managing lead assessment templates
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Opportunity Management
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Opportunity Management Feedback
Partners and customers told us
We need to have more control over how to slice and dice the
items that show up on list pages so that the lists are shorter and its easier to find what were looking for.
We listened
In Release 8 more standard, selectable views have been added
to the opportunity list page based on time periods.
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Opportunity Management Feedback
Partners and customers told us
We need the flexibility of having more information related to an
opportunity.
We listened
In addition to adding the Leads sub tab to Opportunity records, to
associate all the lead data, you can now attach files and links.
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Opportunity Management Feedback
Partners and customers told us
There are too many pages and too many steps involved in
managing and closing opportunities.
We listened
In Release 8 pages have been simplified, sub tabs have been
added, and you can now close an opportunity from the Edit page.
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Opportunity Management Topics
Opportunities defined
Resource assignment
Revenue line items
Closing opportunities
Sales Methods
Whats New
Get Oracle Sales Cloud
Initial SetupLearn
about Data Shapes
Extend the Application
Administer Key Areas
Tweak the Core SFA
Areas
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Opportunity Definition
Opportunities are potential sales deals
Include revenue items representing products that may be sold
Are associated with an account (or contact or household)
Have an assigned team of resources who work on the deal
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Opportunity Main page
List within time period
Views (show dropdown)
Configurable
Sorted by win %
Search
Actions
Log interaction
Revenue Dashboard
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Opportunity List Enhancements
Opportunity List: View opportunities by year
Additional time period values Current year + 3 Current year + 2 Current year + 1 Current year Previous year
Administrator can set: Default time period: Current quarter or year Default Show value: My Open Opportunities or My Sales Team
Open Opportunities
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Opportunity Creation
Opportunities are typically created when a lead is deemed
qualified and there is a high probability of closing a sale
Opportunities can be created by converting leads
Opportunities can be manually entered
Opportunities can be batch imported
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Opportunity Components
Primary and other contacts
Association to an account, contact or household
Revenue items with price and quantity
Owner and sales team
Win probability, sales stage, sales process
Tasks, appointments, notes, interactions, conversations
Some components can be set as required for an opportunity to close
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Lead Association
Lead sub tab now available on
opportunity edit page
Shows originating leads for opportunities
Allows drilldown to the lead details
Add leads button allows lead association outside of
conversion
Search and add existing leads to opportunity
1
2
3
4
5
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Opportunity Attachments
Add multiple file attachments
Add a URL link
Indicates when multiple attachments exist
Manage attachments from the attachments window
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Resource Assignment
Examples:
Assign resources who are product specialists to an opportunity
Assign an expert in closing enterprise deals to a high value large deal at an existing customer account
Assign accelerated deal team to an opportunity with a short fuse
Resource
Passes rules
Assignment
Opportunity
Object
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Automatic Assignment
Save and run assignment action
Manually invoke automatic assignment
for the opportunity
See assignment results immediately
Originator/Owner
Assignment Added
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Recommend Resources
Assignment Manager uses rules to recommend additional resources (users) for the opportunity team
Add resources to the opportunity team by manually selecting them from the recommended resource list
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Product Groups/Items
Product groups/items can be used in territory definitions
Opportunities must have associated product groups/items
Each product group/item creates a separate revenue item, which drives
territory-based assignment and forecasts
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Revenue Items
Products, services, or other items a customer might be interested in purchasing
Specify one product or product group available from the sales catalog, representing a single line item purchase
Are managed in the Revenue Items section of the Edit Opportunity page, and used in forecasting
Are used to calculate total opportunity revenue
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Recurring Revenue Items
Are revenue items that recur or renew on a set schedule
Example: service contracts
Schedule can be periodic (weekly, monthly) or for a specific time period (a two-year contract)
Are managed similarly to non-recurring revenue items
Create a revenue item
Add information, including a product or product group
Set up a recurrence schedule
Use the revenue item in forecasts, to compute summary revenue, etc.
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Inherited Revenue Item Fields
Many fields inherit initial values from opportunity header
Close Date
Currency
Include in Forecast (when to include the item in the forecast)
Sales Channel
Status
Win Probability
Win/Loss Reason
All except Competitor and Win/Loss Reason are updated when those fields are updated in the opportunity header
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Inherited Revenue Item Fields: Updates
If an inherited field in a revenue item is modified, that field will no longer be inherited
Make any future updates manually
Reset the value to opportunity's value to restore inheritance
For example (Desktop UI):
Opportunity header and revenue items 1, 2, and 3 all have Win Probabilities of 40%
Change revenue item 1 to Win Probability of 60%
Change opportunity header to have a Win Probability of 50%
Revenue item 1 retains its Win Probability of 60%, while revenue items 2 and 3 will inherit the Win Probability of 50%
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Opportunity and Revenue Line Status Updates
Closing an opportunity updates many opportunity and revenue
item fields:
Opportunity Status is propagated to in-sync revenue lines
If Status = Won
Win probability is set to 100% on header and in-sync lines
Sales stage is updated to final stage of the sales method
If Status = Lost or No Sale
Close date is updated to the current date
If changed from open status to closed status, the win/loss reason field is enabled
If changed from closed status to open status, the win/loss reason field is cleared and disabled
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Close an Opportunity
Oracle Sales Cloud provides two ways to close an opportunity:
Change the opportunity's Status to a closed state (such as Won, Lost, or No Sale).
Select Close Opportunity from the Action menu
Desktop UI Simplified UIChange Status Action Close Change Status
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Close an Opportunity
Close Opportunity on Edit Opportunity page
Necessary actions consolidated; no navigation required
Change Status to a closed state (Won, Lost, or No Sale)
Select Primary Competitor (if required)
Dell
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Sales Methods
Implement standard processes to target sales to a particular customer or opportunity
Define stages that align to the customer buying decision process; for example:
Qualification and Discovery: Who might need our solution?
Opportunity: Which customers fit the profile of buyers?
Building Vision: What sales approach is best?
Presentation: How do we best present our products?
Agreement: Agreement that there is need or requirement
Negotiation: Agreeing to price, terms, etc.
Closed: The opportunity has been won or lost, and is complete
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Manage Sales Methods
Use the "Manage Sales Methods" task to create or modify sales methods:
Create or edit sales methods or stages
Modify the Sales Coach
Sales Administrators run
the "Manage Sales
Methods and Sales
Stages" task
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Create Sales Methods
Sales admin sets up the following:
Create process steps
Define additional required fields
Attach / upload documents
Associate task templates
Create or associate assessment templates
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Whats New?
New time period based views on opportunity list page
Leads sub tab on opportunities / opportunity sub tab on leads
Maintain lead-to-opportunity relationship for drill down
Simplified Close from Edit Opportunities page
Save and Run Assignment manually invoke assignment
Attach files and links to opportunities
Related: Sales campaign creation and management is now available in OSC simplified UI
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Practice: Opportunities
Practice 05D practice covers the following topics:
Create an opportunity
Create product groups
Add revenue items to opportunity
Explore profile options
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How do I manage multiple
changing forecasts to ensure
accuracy?
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Forecasting Feedback
Partners and customers told us
Sales Reps and Sales Managers need both simplification and
mobility in the processes of preparing, submitting and viewing forecasts.
We listened
With Release 8, Sales Reps can view, manage, and submit
forecasts in the simplified UI, as well as the desktop UI and the mobile
application.
Coming soon
Release 9 will include additional forecasting enhancements for sales
managers.
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Forecasting Feedback
Partners and customers told us
Sales reps need an easy way to keep up with, compare and sync
all their numbers associated with goals, quotas, forecasts and deals.
We listened
With Release 8, Sales Reps can quickly compare a forecast to key
analytics such as pipeline, won revenue, and quota. Sales Reps can
choose to see detailed analytics, including how their forecast has been
trending over time.
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Forecasting Topics
Forecast Dependencies
Release 8 Enhancements
Forecast Administration
Tips for Success
Get Oracle Sales Cloud
Initial SetupLearn
about Data Shapes
Extend the Application
Administer Key Areas
Tweak the Core SFA
Areas
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Forecasting
Certain setup tasks are required to start using forecasting
Once defined, the forecasting process is automatic
Forecast items are automatically generated
Opportunity revenue items and forecast items are automatically synchronized
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Opportunity to Forecast Process
1. Create opportunity
2. Add revenue item to the opportunity
3. Assignment is run
This assigns the revenue item to the appropriate territory
4. Set opportunity/revenue item to close within the forecast period
5. Revenue item meets forecast criteria (if set up)
6. Forecast item is generated
7. Forecast is updated and visible
Territory owner sees all items in their forecast
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Forecast Dependencies
How you set up your territories defines how your forecast is organized
Forecasts roll up and down the territory hierarchy
Territory Definition
Opportunity Management
Forecasting
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Forecast Dependencies
Opportunities must be assigned to territories
Unassigned opportunities will not be included in the forecast, even though the opportunity is within the forecasting period
Territory Definition
Opportunity Management
Forecasting
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Forecast Dependencies
Your organizations Accounting Calendar defines the degree of granularity for your forecast
For example, if you want to capture adjustments at a weekly level, your calendar must have its Period Frequency set to
Weekly
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Territory Forecast Participation
Most territories should have Forecast Participation set to Revenue
Most companies do not track nonrevenue credits
Should you be interested?
Yes - If you sell through partners and you want to shadow their forecasts
Yes - If you have overlay reps who need to submit a shadow forecast
Revenue and Nonrevenue
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NEW: Simplified UI for Sales Forecasting
From the Simplified UI, Sales Reps can:
Review the forecast and embedded analytics
Review the items that comprise the forecast
Drill into opportunities to update the opportunity and the forecast
View opportunities not included in the current forecast
Submit the forecast
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NEW: Desktop UI Enhancements
The regions for Current Forecasts, Past Forecasts and Future Forecasts are condensed into a single region
Search for forecast and Saved Search provided
New Analytics tab is added to the landing page. Adjusted Forecast Changes report is moved there
Users can act as another user via search
Historically accurate forecasting report is available
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Overview of Setup Tasks
All Forecasting setup tasks are accessed through Functional Setup Manager
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Forecast Administration
Specify forecasting options to meet your business requirements:
1. Define forecasting dates and periods
These settings drive the schedule, editing, and submission
times
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Forecast Administration
2. (Optional) Establish criteria to determine which revenue line
items are included in forecasts
Allow or prevent your users to override the forecast criteria
3. Run forecast processes
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Tips for Success
Understand the life cycle of forecasting periods
You specify parameters that automatically control the forecast processing behavior
Sales reps must submit their forecast during the period between
the Freeze Date and Due Date
Once submitted, only sales managers can adjust the forecast
After the Due Date, the forecast becomes historical and is read
only
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Tips for Success
Ideally, schedule a gap in between forecasts
If possible, schedule a days gap in between forecasts. E.g. one forecast has a due date on the first of the month, the
next forecasts freeze date should be the third of the month
Recommend
At least
1 day Gap
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Tips for Success
Schedule forecast processes to run at the appropriate time and
frequency:
Schedule to run daily, after midnight
Run Due Date Check Process
Archives forecasts with a due date in the past
Schedule to run during the gap between forecasts, after the Due Date Check process runs
Run Refresh Forecast Process
Updates the territory & product hierarchy
used in forecasting
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Tips for Success
Schedule to run daily:
Run Refresh Revenue Metrics Process
Run Refresh Forecast Items Process
If Summary tab is enabled, schedule to run every 10 minutes:
Run Refresh Forecast Summary Process
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Tips for Success
If Historical subject area is used, schedule to run as needed
Run Generate Forecast Metrics Process
Refreshes the Historical Forecast subject area
Run this process once for each all forecasts to calculate the initial metrics
Diagnostic Parameters:
fcst_status_qualif_list=PAST,PREVIOUS,ACTIVE,NEXT
Run this process once a day to refresh the metrics, at a time when no one will be using the system
Diagnostic Parameters: fcst_status_qualif_list=ACTIVE,NEXT
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Tips for Success
Recognize the correlation between forecasts and territory nodes:
Model your territory with the desired forecasting behavior in mind
If you are forecasting by region, then you need to set up territory by regions
If you are forecasting by product line, then you need to set up territory by product line
Keep in mind that forecasting rolls up the territory hierarchy, not up the resource hierarchy Global
$1,000,000
Americas $300,000
Hardware $150,000
Software $150,000
APAC $300,000
Hardware $150,000
Software $150,000
EMEA $300,000
Hardware $150,000
Software $150,000
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Tips for Success
Ensure that opportunities are always assigned: Configure for automatic assignment when opportunity is saved
Task Name: Manage Opportunity Profile Options
Profile Option Code: MOO_OPTY_ENABLE_AUTO_ASGN
This will allow mobile application users to see the territory assignments
Trigger assignment manually
Schedule a batch process to run assignment
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Tips for Success
Understand that by design, the Simplified UI and mobile devices have less functionality than the Desktop UI
You cannot specify recurring revenue, splits, or nonrevenue credits
You cannot manually trigger opportunity assignment in mobile devices
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Tips for Success
When specifying forecasting options, only enable the Summary tab if the functionality is needed
The Summary tab lets you view and adjust aggregates based on the product hierarchy.
When specifying forecasting options, the product hierarchy depth should be either 1 or 2.
Product
hierarchy
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Practice: Forecasting
Practice 05E covers the following topics:
Create an opportunity, review the areas relevant to forecasting, and trigger assignment
Update revenue line items so that they are captured in forecasting
Review the forecast items on the Forecast page
Review the forecasting settings and update some of those
Review the impact of the changes on forecasts
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