05 Core SFA.pdf

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


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


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


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.


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 ?


Account and Contact

Management


Accounts and Contacts Feedback


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.


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


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


Accounts List Page My Accounts list, My Team and

Territory Accounts list

Click to create Account

Easy access to Search, Actions


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


Account Overview Page

Account summary at a glance

Primary Contact

Opportunities

Leads

Assets

Recommendations

Recent interactions


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


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


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



Prospect

A person you potentially want to sell to




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


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


Contact Overview Page

Contact summary at a glance

Account

Opportunities

Leads

Assets*

Recommendations*

Recent interactions

* Applicable to Contacts of Type Customer only


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*


Analytics

Custom sub tabs** New in Release 8


Extend Contact Object

R7 R8


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


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



Prospect

A household you potentially want to sell to




Household List Page My Households list, My Team and

Territory Households list

Click to create Household

Easy access to Search, Actions


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


Household Overview Page

Household summary at a glance

Primary Contact

Opportunities

Leads

Assets

Recent interactions


Household Edit Page

Household 360 view

Household contacts

Opportunities, Leads, Assets

Embedded address verification

Oracle social network collaboration

Sales team and territories


Analytics

Custom sub tabs


Extend Household Object

R7 R8


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


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


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


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.


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


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


Lead Management


Lead Management Feedback


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.


Lead Management Topics

Lead Management

Lead Assignment

Lead Assessment

Ranking, Scoring and Qualification

Whats New


Initial SetupLearn

about Data Shapes



Tweak the Core SFA

Areas


Leads Defined

Person or Parties demonstrating potential interest in purchasing a product or service

Existing accounts (repeat or new contacts)

New prospects


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


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


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


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


Manual Lead Reassignment

Leads: Edit Lead page > Actions > Reassign > Automatic / Immediate automatic assignment


Sales Team

The Sales Team tab displays who is on the team as a result of the assignment rules

Displays resources assigned


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


Qualifying Leads

Used mostly by Inside Sales Reps and Field Sales Reps with assigned leads

Deals with lead follow-up tasks and actions


Evaluating Leads

Leads are evaluated in several

ways:

Basic qualification

Default assessment

Other assessments


Basic Qualification

Provides generic qualification

criteria pertaining

to Budget,

Approval, Need,

and Timeframe

(BANT)

BANT


Default Assessment

In the Full Qualification tab, a default assessment is used to further qualify the lead Full qualification using

assessments


Other Assessments

Additional assessment surveys can be created for product lines, industries, customers vs. prospects Select More Details

from Actions dropdown


Creating Assessment Templates

Select Navigator, Setup and Maintenance

Search for Manage Sales Lead Assessment Template task

Create and edit Assessment Templates via guided process


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


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


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


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


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


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


Manually Triggering Scoring

Invokes the sales lead score assignment rules to:

Compute a score

Update the Score field

Select Actions > Score


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


Manually Qualifying Leads

Updates the lead status to Qualified

Bypasses the automated sales lead qualification process

Select Action > Qualify


Managing Leads

Owners of leads can modify who works with the lead:

Reject a lead

Reassign a lead

Retire a lead


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


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


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


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


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)


Lookups

Various lookups related to leads that can be configured (Lead Rank, Reassignment Reason, Retire Reason)


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


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


Opportunity Management


Opportunity Management Feedback


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.




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.




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.


Opportunity Management Topics

Opportunities defined

Resource assignment

Revenue line items

Closing opportunities

Sales Methods

Whats New


Initial SetupLearn

about Data Shapes



Tweak the Core SFA

Areas


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


Opportunity Main page

List within time period

Views (show dropdown)

Configurable

Sorted by win %

Search

Actions

Log interaction

Revenue Dashboard


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


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


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


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


Opportunity Attachments

Add multiple file attachments

Add a URL link

Indicates when multiple attachments exist

Manage attachments from the attachments window


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


Automatic Assignment

Save and run assignment action

Manually invoke automatic assignment

for the opportunity

See assignment results immediately

Originator/Owner

Assignment Added


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


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


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


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.


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


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%


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


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


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


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


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


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


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


Practice: Opportunities

Practice 05D practice covers the following topics:

Create an opportunity

Create product groups

Add revenue items to opportunity

Explore profile options


How do I manage multiple

changing forecasts to ensure

accuracy?


Forecasting Feedback


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.


Forecasting Feedback


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.


Forecasting Topics

Forecast Dependencies

Release 8 Enhancements

Forecast Administration

Tips for Success


Initial SetupLearn

about Data Shapes



Tweak the Core SFA

Areas


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

10

0

Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.

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

10

1



How you set up your territories defines how your forecast is organized

Forecasts roll up and down the territory hierarchy

Territory Definition


Forecasting

10

2



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


Forecasting

10

3



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

10

4


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

10

5


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

10

6


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

10

7


Overview of Setup Tasks

All Forecasting setup tasks are accessed through Functional Setup Manager

10

8



Specify forecasting options to meet your business requirements:

1. Define forecasting dates and periods

These settings drive the schedule, editing, and submission

times

10

9



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

11

0


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

11

1


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

11

2


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

11

3


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

11

4


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

11

5


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

11

6


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

11

7


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

11

8


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

11

9


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

12

0


Date post:	02-Oct-2015
Category:	Documents
Upload:	manojkrishnaks
View:	6 times
Download:	0 times

05 Core SFA.pdf

Documents