05 Core SFA PDF

ORACLE SALES CLOUD
IMPLEMENTATION PARTNER WORKSHOP
Oracle Sales Cloud
Core Sales Force Automation (SFA)

Oracle Product Development
2014
1
Copyright 2014, Oracle and/or its affiliates. All rights reserved.
Proprietary and Confidential - Distributed to Authorized Customers.
Subject to Safe Harbor.
Safe Harbor Statement

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.
Content Subject to Change

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.
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.
Accounts and Contacts Topics

Get Oracle
Sales
Cloud
Initial Setup
Learn
about Data
Shapes
Account Management
Contact Management
Household Management
Assets and Recommendations
Embedded Reports and Analytics
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
10
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
11
Account Overview Page

Account summary at
a glance
Primary Contact
Opportunities
Leads
Assets
Recommendations
Recent interactions
12
Account Edit Page

Account 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*
13
* New in Release 8
Extend Account Object

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
R7
R8.4
Object
Desktop UI
Simplified UI
Mobile
Outlook
Desktop UI
Simplified UI
Mobile
Outlook
Account *
Y (incl.
custom child)
Y (incl.
custom child)
Sales
Account
Y (incl.
custom child)
Y (incl.
custom child)
Y (incl.
custom child)
Y (incl. custom
child)
14
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
15
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
16
View, create, search

Actions
Create a Contact
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
17
Contact Overview Page

Contact summary at a
glance
Account
Opportunities
Leads
Assets*
Recommendations*
Recent interactions
* Applicable to Contacts of Type Customer only

18
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*

appointments
Analytics
Custom sub tabs*
19
* New in Release 8
Extend Contact Object

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
R7
R8
Object
Desktop UI
Simplified UI
Mobile
Outlook
Desktop UI
Simplified UI
Mobile
Outlook
Contact*
Y (incl.
custom child)
Y (incl.
custom child)
Y (incl.
custom child)
Customer
Contact
NA
NA
NA
Sales
Account
Y (incl.
custom child)
Y (incl.
custom child)
NA
NA
NA
*Trading Community Person Profile is renamed to Contact in R8

20
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
21
A household you potentially want to sell to

Household List Page
22
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
23
Household Overview Page
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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
appointments
Analytics
Custom sub tabs
25
Extend Household Object

R8 provides a consistent model for SUI, Mobile and Outlook base
on a single Household object
R7
R8
Object
Desktop UI
Simplified UI
Mobile
Outlook
Desktop UI
Simplified UI
Mobile
Outlook
Household
Y (incl.
custom child)
Y (incl.
custom child)
Sales
Account
Y (incl.
custom child)
NA
NA
NA
*Trading Community Group Profile is renamed to Household in R8
26
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
27
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
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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.
29
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
31
Lead Management
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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.
33
Lead Management Topics

Get Oracle
Sales
Cloud
Initial Setup
Learn
about Data
Shapes
Lead Management
Lead Assignment
Lead Assessment
Ranking, Scoring and Qualification
Whats New
34
Extend the
Application
Administer
Key Areas
Tweak the
Core SFA
Areas
Leads Defined
35
Person or Parties demonstrating potential interest

in purchasing a product or service
Existing accounts (repeat or new contacts)
New prospects
Lead Creation
36
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
37
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
Object
Lead
38
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
Assignment
Matches attributes with

territory definitions
Territory + Rule
Assigned Territory
Rule limits to
subset of matching territories
Owner
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
39
Manual Lead Reassignment
40
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
41
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
42
Qualifying Leads
43
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
44
Basic Qualification
Provides generic
qualification
criteria pertaining
to Budget,
Approval, Need,
and Timeframe
(BANT)
BANT
45
Default Assessment
46
In the Full Qualification tab, a default assessment is used

Full qualification using
to further qualify the lead
assessments
Other Assessments
Additional assessment surveys can be created for product

lines, industries, customers vs. prospects
Select More Details
from Actions dropdown
47
Creating Assessment Templates
48
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
49
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
Object
Ranking Rule
Assignment
Scoring Rules
HOT
Lead
50
Matches lead attributes

with defined rules
Rules aggregate to match

qualification definition
Qualification
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 1:
Rule 2:
Rule 3:
100
Rule 3:
Rule 4:
50
Rule 4:
SCORE 300
51
Lead Status
Status = Qualified
Automated Rule-Based Lead Ranking

Lead
Lead Rank
Assignment
Manager
Rule 1:
Rule 2:
Rule 3:
Rank: HOT
Example
Rule 1: Condition Lead Score < 39
Rule 2: Condition Lead Score >= 40 and < 60
Rule 3: Condition Lead Score >= 60
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Action Rank the lead as COOL

Action Rank the lead as WARM
Action Rank the lead as HOT
Automated Rule-Based Lead Scoring

Lead
Lead Score
Assignment
Manager
Rule 1:
Rule 2:
Rule 3:
TOTAL
Example
Rule 1: Condition Budget status = Approved
Rule 2: Condition Deal Size > 1,000,000
Rule 3: Condition Decision Maker Identified = Y
53
30
Action Add 20 to score

Automated Rule-Based Lead Qualification

Lead Status
Lead
Assignment
Manager
Rule 1:
Rule 2:
Rule 3: Not Checked
Status = Qualified
Example
Rule 1: Condition Score > 80
Rule 2: Condition Deal Size > 1,000,000
Rule 3: Condition Product NOT NULL and Customer NOT NULL
54
Manually Triggering Scoring
Invokes the sales lead score assignment rules to:

Compute a score
Update the Score field
55
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
56
Select Actions > Rank
Manually Qualifying Leads
Updates the lead status to Qualified

Bypasses the automated sales lead qualification process
57
Select Action > Qualify
Managing Leads
Owners of leads can modify who works with the lead:

Reject a lead
Reassign a lead
Retire a lead
58
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
59
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
60
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
61
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
62
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)
63
Lookups
Various lookups related to leads that can be configured (Lead
Rank, Reassignment Reason, Retire Reason)
64
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
65
Practice: Lead Management

Practice 05C covers the following topics:
66
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
67
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.
68

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.
69

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.
70
Opportunity Management Topics

Get Oracle
Sales
Cloud
Initial Setup
Opportunities defined
Resource assignment
Revenue line items
Closing opportunities
Sales Methods
Whats New
71
Learn
about Data
Shapes
Extend the
Application
Administer
Key Areas
Tweak the
Core SFA
Areas
Opportunity Definition
72
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
73
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
74
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
75
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
76
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
77
5
4
1
2
3
Opportunity Attachments
Add multiple file
attachments
Add a URL link
Indicates when multiple
attachments exist
Manage attachments from
the attachments window
78
Resource Assignment
Object
Assignment
Resource
Opportunity
Passes rules
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
79
Automatic Assignment
Save and run

assignment action
Manually invoke
automatic assignment
for the opportunity
See assignment
results immediately
Originator/Owner
Assignment Added
80
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
81
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
82
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
83
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
84
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
85
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%
86
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
87
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
Simplified UI
Desktop UI
Change Status
88
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
89
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:
90
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
91
Create Sales Methods

Sales admin sets up the following:
92
Create process steps

Define additional required fields
Attach / upload documents
Associate task templates
Create or associate assessment templates
Whats New?
93
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:
94
Create an opportunity
Create product groups
Add revenue items to opportunity
Explore profile options
How do I manage multiple

changing forecasts to ensure
accuracy?
95
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.
96
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.
97
Forecasting Topics
Get Oracle
Sales
Cloud
Initial Setup
Learn
about Data
Shapes
Extend the
Application
Administer
Key Areas
Forecast Dependencies
Release 8 Enhancements
Forecast Administration
Tips for Success
98
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
99
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.
5.
6.
7.
Set opportunity/revenue item to close within the forecast period

Revenue item meets forecast criteria (if set up)
Forecast item is generated
Forecast is updated and visible
Territory owner sees all items in their forecast
10
How you set up your territories defines how your forecast

is organized
Forecasts roll up and down the territory hierarchy
Territory
Definition
Opportunity
Management
10
Forecasting
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
10
Forecasting
Your organizations Accounting Calendar defines the

degree of granularity for your forecast
10
For example, if you want to capture adjustments at a weekly

level, your calendar must have its Period Frequency set to
Weekly
Territory Forecast Participation

Revenue and Nonrevenue
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
10
NEW: Simplified UI for Sales Forecasting
From the Simplified UI, Sales Reps can:
10
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
NEW: Desktop UI Enhancements
10
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
Overview of Setup Tasks
10
All Forecasting setup tasks are accessed through Functional

Setup Manager
Specify forecasting options to meet your business

requirements:
1. Define forecasting dates and periods
10
These settings drive the schedule, editing, and submission

times
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
10
Tips for Success
Understand the life cycle of forecasting periods

You specify parameters that automatically control the
forecast processing behavior
11
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
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
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
11
Updates the territory & product hierarchy

used in forecasting
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
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
11
Diagnostic Parameters: fcst_status_qualif_list=ACTIVE,NEXT
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

Global
the resource hierarchy
$1,000,000
Americas
$300,000
11
APAC
$300,000
EMEA
$300,000
Hardware
$150,000
Hardware
$150,000
Hardware
$150,000
Software
$150,000
Software
$150,000
Software
$150,000
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
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
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
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
11
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ORACLE SALES CLOUD

IMPLEMENTATION PARTNER WORKSHOP

Oracle Sales Cloud

Core Sales Force Automation (SFA)

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