Oracle Sales Cloud. What s New in Release 9

Oracle Sales Cloud What’s New in Release 9 3 July 2015 TABLE OF CONTENTS TABLE OF CONTENTS ..........................................................
Author: Cameron Rich
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Oracle Sales Cloud

What’s New in Release 9

3 July 2015

TABLE OF CONTENTS TABLE OF CONTENTS ..............................................................................................................................................2 OVERVIEW .............................................................................................................................................................6 RELEASE FEATURE SUMMARY ................................................................................................................................7 SMARTPHONES .................................................................................................................................................... 11 ORACLE SALES CLOUD MOBILE APP ................................................................................................................................ 11 Dynamic Layouts for Mobile Pages .................................................................................................................... 11 Integration with Oracle Social Network ............................................................................................................. 12 Attachments ....................................................................................................................................................... 13 Enterprise Data Quality ...................................................................................................................................... 14 Enhanced Contact Management........................................................................................................................ 14 Filmstrip View for Analytics ................................................................................................................................ 15 CALL REPORT APP ....................................................................................................................................................... 16 Upcoming Appointments.................................................................................................................................... 16 Last Call Report .................................................................................................................................................. 17 Appointment Details .......................................................................................................................................... 18 Create Call Report .............................................................................................................................................. 18 E-mail Call Report Summary............................................................................................................................... 19 Share Call Reports on Oracle Social Network ..................................................................................................... 20 ORACLE VOICE ............................................................................................................................................................ 21 TABLETS ............................................................................................................................................................... 22 ORACLE MOBILYTICS .................................................................................................................................................... 22 ANALYTICS ........................................................................................................................................................... 25 SALES ANALYTICS......................................................................................................................................................... 25 Intuitive Report Center ....................................................................................................................................... 25 Prebuilt Reports for Activities ............................................................................................................................. 27 Prebuilt Reports for Lead Management ............................................................................................................. 28 Forecast Reporting ............................................................................................................................................. 29 Filmstrip View for Analytics ................................................................................................................................ 30 Prebuilt Reports for Customer Analysis .............................................................................................................. 30 New Subject Areas for Enhanced Activity Reporting .......................................................................................... 34 New Subject Areas for Enhanced Territory Reporting ........................................................................................ 35 User Preferred Currency (Simple and Advanced) ............................................................................................... 36 Granular Data Visibility for Accounts ................................................................................................................. 37 Contract Reporting and Analytics....................................................................................................................... 38 Multiple Child Objects for Custom Subject Areas ............................................................................................... 39 Channel Sales Manager Dashboard ................................................................................................................... 39 AUDIT REPORTING ....................................................................................................................................................... 40 Audit Reporting for Contracts ............................................................................................................................ 40 CORE SALES FORCE AUTOMATION ....................................................................................................................... 42 GLOBAL SEARCH AND LIST MANAGEMENT........................................................................................................................ 42

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ACCOUNTS AND CONTACTS ........................................................................................................................................... 49 Navigation from Overview Pages ....................................................................................................................... 49 Manage Accounts and Contacts......................................................................................................................... 50 Quick Create ....................................................................................................................................................... 51 Quick Actions ...................................................................................................................................................... 53 Multiple Addresses ............................................................................................................................................. 53 Assessments ....................................................................................................................................................... 55 Billing Accounts .................................................................................................................................................. 56 Reference Systems.............................................................................................................................................. 57 Customizable Overview Pages............................................................................................................................ 57 Do Not Call Management................................................................................................................................... 58 Multiple Phones and E-mails .............................................................................................................................. 59 Merge Requests.................................................................................................................................................. 60 Contact Visibility................................................................................................................................................. 60 Account and Contact Customization .................................................................................................................. 61 Search and View Industry Hierarchy .................................................................................................................. 62 Assets Subtab for Prospect Accounts ................................................................................................................. 63 Create a Quote from an Account........................................................................................................................ 63 Enrich Accounts and Contacts ............................................................................................................................ 64 View Digital Activities in Contact Overview ....................................................................................................... 65 Household Roll-Up and Relationship Diagram ................................................................................................... 67 Changes from the Previous Release ................................................................................................................... 69 LEADS ....................................................................................................................................................................... 70 Creating Prospect Leads ..................................................................................................................................... 70 Converting Prospect Leads ................................................................................................................................. 70 Lead Mass Actions .............................................................................................................................................. 71 Prebuilt Reports for Lead Management ............................................................................................................. 71 Duplicate Check .................................................................................................................................................. 72 Multiple Qualifications ....................................................................................................................................... 72 Seeded Qualification Template .......................................................................................................................... 72 Configurable Lead Conversion Mapping ............................................................................................................ 73 Score and Rank Setup ......................................................................................................................................... 73 Assignment Mode Profile Option ....................................................................................................................... 73 Configuration and Customization Options for Leads.......................................................................................... 74 OPPORTUNITIES .......................................................................................................................................................... 75 Sales Coach......................................................................................................................................................... 75 Configurable Close Period .................................................................................................................................. 76 Price Book ........................................................................................................................................................... 79 Create a Quote from an Opportunity ................................................................................................................. 79 Assessments ....................................................................................................................................................... 80 Copy Opportunity ............................................................................................................................................... 81 Partner Association on Opportunities ................................................................................................................ 82 Opportunity List Page ......................................................................................................................................... 82 Multiple Currencies on Opportunities ................................................................................................................ 83 Changes from the Previous Release ................................................................................................................... 84 FORECASTS................................................................................................................................................................. 85 Intuitive Sales Manager Forecasting .................................................................................................................. 85

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Changes from the Previous Release ................................................................................................................... 87 Forecast Reporting ............................................................................................................................................. 87 SALES LIGHTBOX.......................................................................................................................................................... 87 CALENDAR AND ACTIVITIES ............................................................................................................................................ 89 Activities Object and APIs ................................................................................................................................... 89 Consolidated Activity Views ............................................................................................................................... 91 Call Reports ........................................................................................................................................................ 93 Team Calendar ................................................................................................................................................... 94 Appointment and Task Delegation ..................................................................................................................... 95 Prebuilt Reports for Activities ............................................................................................................................. 96 Configuration and Customization Options for Activities .................................................................................... 96 SALES PREDICTOR ........................................................................................................................................................ 97 Prebuilt Reports for Customer Analysis .............................................................................................................. 97 Manage Cross Sell and Upsell Rules ................................................................................................................... 97 ORACLE SALES CLOUD FOR OUTLOOK .................................................................................................................. 99 Deployment and Upgrades................................................................................................................................. 99 Assign Partner Resources to Opportunities and Leads ..................................................................................... 100 Role-Based Configuration................................................................................................................................. 100 Outlook Contact Matching ............................................................................................................................... 101 Simulate Synchronization Filter Results............................................................................................................ 103 PARTNER RELATIONSHIP MANAGEMENT ........................................................................................................... 104 PARTNER MANAGEMENT ............................................................................................................................................ 104 Channel Account Manager Dashboard ............................................................................................................ 105 Partner Lead Distribution ................................................................................................................................. 105 Partner Opportunity Management .................................................................................................................. 106 Assign Partner Resources to Opportunities and Leads in Outlook ................................................................... 106 CONTRACTS AND SALES AGREEMENTS .............................................................................................................. 106 Configurable Negotiation Workflows ............................................................................................................... 106 Workload Management ................................................................................................................................... 107 Contract Reporting and Analytics..................................................................................................................... 108 Sales Agreements ............................................................................................................................................. 109 SALES PERFORMANCE MANAGEMENT ............................................................................................................... 109 QUOTAS .................................................................................................................................................................. 109 Quota Export .................................................................................................................................................... 109 TERRITORIES ............................................................................................................................................................. 111 Territory Management Landing Page .............................................................................................................. 111 Named Accounts in Territory Definitions ......................................................................................................... 112 Changes to Desktop Pages ............................................................................................................................... 113 INCENTIVE COMPENSATION ......................................................................................................................................... 113 Compensation Plan Document and Workflow ................................................................................................. 113 Currency Conversion Rate Import..................................................................................................................... 115 Enhanced Transaction Import .......................................................................................................................... 116 Rule Migration.................................................................................................................................................. 118

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New Calculation Functions ............................................................................................................................... 118 User-Friendly Plan Names ................................................................................................................................ 120 Participant Alternate Targets ........................................................................................................................... 121 Process Submission and Period Close Web Services ......................................................................................... 122 Web Service for Estimating Compensation ...................................................................................................... 123 Flexible Paysheet Approval............................................................................................................................... 123 Payment Acknowledgment .............................................................................................................................. 125 CUSTOMER DATA MANAGEMENT...................................................................................................................... 126 CUSTOMER MASTER .................................................................................................................................................. 126 Real-Time Data Enrichment ............................................................................................................................. 126 New SOAP Web Services for Accounts, Contacts and Households ................................................................... 128 DATA QUALITY.......................................................................................................................................................... 129 Embedded Enterprise Data Quality .................................................................................................................. 129 CONFIGURATION AND CUSTOMIZATION ........................................................................................................... 131 APPLICATION COMPOSER ............................................................................................................................................ 131 Intuitive Full Custom Object Support ................................................................................................................ 131 Choose Icons and Themes ................................................................................................................................ 133 Many-to-Many Relationships ........................................................................................................................... 134 Groovy White List ............................................................................................................................................. 136 Field Groups ..................................................................................................................................................... 137 Multiple Child Objects for Custom Subject Areas ............................................................................................. 138 Customize Object Overview Pages ................................................................................................................... 138 Resource Details Page Customization .............................................................................................................. 138 Subtab Extensibility .......................................................................................................................................... 139 Direct Page Links .............................................................................................................................................. 140 Modularity Constraint Removed ...................................................................................................................... 141 Multiple Approvals Allowed on a Single Record ............................................................................................... 142 User Interface Text Customization ................................................................................................................... 142 PROCESS COMPOSER.................................................................................................................................................. 143 PLATFORM-AS-A-SERVICE (PAAS)................................................................................................................................. 144 CLOUD INTEGRATIONS ................................................................................................................................................ 145 Oracle Marketing Cloud ................................................................................................................................... 145 CPQ Cloud Integration ...................................................................................................................................... 147 CLOUD TO ON-PREMISES INTEGRATIONS........................................................................................................................ 148 Siebel CRM........................................................................................................................................................ 148 Oracle E-Business Suite .................................................................................................................................... 148 JD Edwards ....................................................................................................................................................... 149 INDUSTRY SOLUTIONS................................................................................................................................................. 149 High Tech and Industrial Manufacturing ......................................................................................................... 149 Financial Services ............................................................................................................................................. 150 Consumer Goods - Retail Execution.................................................................................................................. 151 Communications............................................................................................................................................... 152 SETUP AND MAINTENANCE ............................................................................................................................... 153 FILE-BASED DATA IMPORT .......................................................................................................................................... 153

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Roundtrip Support ............................................................................................................................................ 154 Import Validation of Extensible Data Elements................................................................................................ 155 Record Matching Using Business Key and External ID ..................................................................................... 156 Simplified Exception Reporting......................................................................................................................... 157 Simplified Import Submission Web Service ...................................................................................................... 157 Object Description Service ................................................................................................................................ 157 Customer Import .............................................................................................................................................. 158 Changes from the Previous Release ................................................................................................................. 159 TERRITORY SETUP ...................................................................................................................................................... 159 Territory Geography Migration ........................................................................................................................ 159 MASTER GEOGRAPHIES .............................................................................................................................................. 160 Enhanced Master Geographies Load ............................................................................................................... 160 POST-UPGRADE CONSIDERATIONS .................................................................................................................... 163 REVISION HISTORY ............................................................................................................................................. 163

OVERVIEW This guide outlines the information you need to know about new or improved functionality in Oracle Sales Cloud Release 9. Each section includes a brief description of the feature, the steps you must take to enable or begin using the feature, any tips or considerations that you should keep in mind, and the resources available to help you.

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RELEASE FEATURE SUMMARY Some of the new Release 9 features are automatically visible to users after the upgrade and some require action from the user, the company administrator, or Oracle. The following table offers a quick view of the actions required to enable each of the Release 9 features. Action Required to Enable Feature

Feature

Automatically Available

End User Action Required

Administrator Action Required

Oracle Service Request Required

Smartphones Oracle Sales Cloud Mobile App Dynamic Layouts for Mobile Pages Integration with Oracle Social Network Attachments Enterprise Data Quality Enhanced Contact Management Filmstrip View for Analytics

      

Call Report App Oracle Voice Tablets

 

Oracle Mobilytics



Analytics Sales Analytics Intuitive Report Center Prebuilt Reports for Activities Prebuilt Reports for Lead Management Forecast Reporting Filmstrip View for Analytics Prebuilt Reports for Customer Analysis New Subject Areas for Enhanced Activity Reporting New Subject Areas for Enhanced Territory Reporting User Preferred Currency (Simple and Advanced) Granular Data Visibility for Accounts Contract Reporting and Analytics Multiple Child Objects for Custom Subject Areas Channel Sales Manager Dashboard

            

Audit Reporting Audit Reporting for Contracts



Core Sales Force Automation Global Search and List Management Accounts and Contacts Navigation from Overview Pages Manage Accounts and Contacts Create a Quote from an Account Enrich Accounts and Contacts View Digital Activities in Contact Overview Household Roll-Up and Relationship Diagram

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  

    

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Action Required to Enable Feature

Feature

Automatically Available

End User Action Required

Administrator Action Required

Oracle Service Request Required

Leads Creating Prospect Leads Converting Prospect Leads Lead Mass Actions Prebuilt Reports for Lead Management Duplicate Check Multiple Qualifications Seeded Qualification Template Configurable Lead Conversion Mapping Score and Rank Setup Assignment Mode Profile Option Configuration and Customization Options for Leads

          

Opportunities Sales Coach Configurable Close Period Price Book Create a Quote from an Opportunity Assessments Copy Opportunity Partner Association on Opportunities Opportunity List Page Multiple Currencies on Opportunities

        

Forecasts

Intuitive Sales Manager Forecasting Forecast Reporting

 

Sales Lightbox Calendar and Activities Activities Object and APIs Consolidated Activity Views Call Reports Team Calendar Appointment and Task Delegation Prebuilt Reports for Activities Configuration and Customization Options for Activities

       

Sales Predictor Prebuilt Reports for Customer Analysis Manage Cross Sell and Upsell Rules

 

Oracle Sales Cloud for Outlook Deployment and Upgrades Assign Partner Resources to Opportunities and Leads Role-Based Configuration Outlook Contact Matching Simulate Synchronization Filter Results





   

Partner Relationship Management Partner Management Channel Account Manager Dashboard Partner Lead Distribution

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 

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Action Required to Enable Feature

Feature Partner Opportunity Management Assign Partner Resources to Opportunities and Leads in Outlook

Automatically Available

End User Action Required

Administrator Action Required

Oracle Service Request Required

 

Contracts and Sales Agreements Configurable Negotiation Workflows Workload Management Contract Reporting and Analytics Sales Agreements

   

Sales Performance Management Quotas Quota Export



Territory Management Landing Page Named Accounts in Territory Definitions Changes to Desktop Pages

  

Territories

Incentive Compensation Compensation Plan Document and Workflow Currency Conversion Rate Import Enhanced Transaction Import Rule Migration New Calculation Functions User-Friendly Plan Names Participant Alternate Targets Process Submission and Period Close Web Services Web Service for Estimating Compensation Flexible Paysheet Approval Payment Acknowledgment

   

   

     

Customer Data Management Customer Master Real-Time Data Enrichment New SOAP Web Services for Accounts, Contacts and Households

 

Data Quality Embedded Enterprise Data Quality



Configuration and Customization Application Composer Intuitive Full Custom Object Support Choose Icons and Themes Many-to-Many Relationships Groovy White List Field Groups Multiple Child Objects for Custom Subject Areas Customize Object Overview Pages Resource Details Page Customization Subtab Extensibility Direct Page Links Modularity Constraint Removed

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          

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Action Required to Enable Feature

Feature Multiple Approvals Allowed on a Single Record User Interface Text Customization

Process Composer Platform-as-a-Service (PaaS) Cloud Integrations

Automatically Available

End User Action Required

Administrator Action Required

Oracle Service Request Required

   

Oracle Marketing Cloud CPQ Cloud Integration

 

Cloud to On-Premises Integrations Siebel CRM Oracle E-Business Suite JD Edwards

  

Industry Solutions High Tech and Industrial Manufacturing Financial Services Consumer Goods - Retail Execution Communications

   

Setup and Maintenance File-Based Data Import Roundtrip Support Import Validation of Extensible Data Elements Record Matching Using Business Key and External ID Simplified Exception Reporting Simplified Import Submission Web Service Object Description Service Customer Import

      

Master Geographies Enhanced Master Geographies Load

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SMARTPHONES Access Oracle Sales Cloud on smartphones to maximize your selling time by quickly executing transactions and activities. The Oracle Sales Cloud Mobile app now includes dynamic layouts, streamlined integration with Oracle Social Network, the ability to add voice and photo attachments to specific objects, an improved data-quality option, and the new filmstrip view for sales analytics. The new Call Report app enables sales teams to complete important, common tasks in a minute or less. Oracle Voice provides a virtual personal assistant allowing sales reps to interact with Oracle Sales Cloud through natural, spoken conversation. To access Release 9 mobile capabilities, download the latest version from the Apple App Store (iPhone and iPad), Google Play (Android), or the Oracle Sales Cloud instance (Blackberry). ORACLE SALES CLOUD MOBILE APP The Oracle Sales Cloud Mobile app is the most efficient way for sales reps to access Oracle Sales Cloud from a smartphone. The following topics describe the new enhancements for the Oracle Sales Cloud Mobile app. DYNAMIC LAYOUTS FOR MOBILE PAGES Tailor Oracle Sales Cloud Mobile to provide sales reps and sales managers with the right information at each stage of the business process. Now available for mobile pages, dynamic layouts enable you to display different fields for different user roles, record types, record statuses or stages, or by using other advanced criteria.

Edit dynamic layouts for mobile pages in Application Composer

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS Dynamic layouts for Mobile Pages are available for these objects in Release 9:          

Opportunity Sales Lead Territory Forecast Forecast Item Notes Contact Account Household Custom top-level objects Dynamic layouts are available for simplified pages and mobile pages.

KEY RESOURCES For more information about dynamic layouts, see Customizing Sales in the Oracle Help Center. INTEGRATION WITH ORACLE SOCIAL NETWORK Oracle Social Network conversations are now accessible from Oracle Sales Cloud Mobile so you don’t need to toggle to the Oracle Social Network application to view and add to conversations about your leads, accounts, households, opportunities or custom objects. You can also post comments directly to Oracle Social Network to start a new conversation or join an existing one.

View conversations for an opportunity within the Oracle Sales Cloud Mobile app.

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STEPS TO ENABLE If you already use Oracle Social Network, then there are no additional steps to enable this feature for the Release 9 Oracle Sales Cloud Mobile app. If you're not currently using Oracle Social Network, then you must download the Oracle Social Network application from Google Play (Android devices) or the Apple App Store (iOS devices) to use this enhancement. If you're getting started with Oracle Social Network, then access the Getting Started with Your Oracle Sales Cloud Implementation guide, and view the Setting Up Oracle Social Network chapter. TIPS AND CONSIDERATIONS Oracle Social Network is available on supported Android and iOS devices. BlackBerry devices aren't supported. KEY RESOURCES  

For a demonstration of this enhancement, see the Oracle Sales Cloud Mobile app Release Training. For more information about Oracle Social Network, see the Using Social Networking chapter of Using Sales in the Oracle Help Center.

ATTACHMENTS You have more options to capture important business information from your smartphone. In addition to viewing attachments, you can add voice and picture attachments to your opportunities, leads, activities and other objects.

Add audio files, such as an mp4, or add an image or document attachments to records in Oracle Sales Cloud Mobile.

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STEPS TO ENABLE There are no steps necessary to enable this feature for the Oracle Sales Cloud Mobile app. However, iOS users must adjust the settings on their iOS device to allow Oracle Sales Cloud mobile access to the device microphone and photo library. TIPS AND CONSIDERATIONS 

You can view any of the following file formats in Oracle Sales Cloud Mobile: o o o o o



.doc .xls .pdf .mp4 .jpg

You can attach voice and image attachments from Oracle Sales Cloud Mobile.

ENTERPRISE DATA QUALITY Keep your data clean and accurate even when you’re on the go. Create new accounts and contacts in Oracle Sales Cloud Mobile and Enterprise Data Quality will alert you about potential duplicates. You can choose to create a new record or select an existing account directly from the duplicate notification.

Select from existing matched accounts or click Done to create a new account.

STEPS TO ENABLE There are no specific steps necessary to set up Enterprise Data Quality for Oracle Sales Cloud Mobile. However, your company must have a separate license to use Enterprise Data Quality with the Oracle Sales Cloud application. ENHANCED CONTACT MANAGEMENT Change the primary contact or remove contacts associated with accounts, leads and opportunities directly from your smartphone.

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Remove an associated contact or change a primary contact from the Actions menu.

STEPS TO ENABLE There are no steps necessary to enable this feature. FILMSTRIP VIEW FOR ANALYTICS With the new filmstrip view for analytics, you can scroll through various reports by easily swiping to the left or right on your mobile device.

View reports from the Analytics page in the Oracle Sales Cloud Mobile app.

STEPS TO ENABLE You can view analytics in the filmstrip view in Release 9. TIPS AND CONSIDERATIONS   

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Any charts and reports can be enabled for Oracle Sales Cloud Mobile, but BI dashboards cannot. There is no limit to the number of reports you can add to Oracle Sales Cloud Mobile. Custom reports added to Oracle Sales Cloud Mobile in Release 8, will not show up in the filmstrip view. Those custom reports will still be visible in the list view. To make your custom reports visible in the filmstrip view:

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1. Navigate to Application Composer. 2. Select Sales in the Application field.

3. Click Mobile Application Setup. 4. Click Configure Mobile Reports: Springboard. 5. Move your custom reports from the Selected Reports column to the Available Reports column. 6. Click Save and Close. 7. Click Manage Mobile Reports. Select an existing custom report and click the Edit ( ) icon. Change the display name and click Save and Close. Repeat steps 8 and 9 for all custom reports. Click Done. Click Configure Mobile Reports: Springboard and move the newly updated custom reports from the Available Reports column to the Selected Reports column. 13. Sign in to Oracle Sales Cloud Mobile to verify that the custom report show in both the list and filmstrip views. 8. 9. 10. 11. 12.

CALL REPORT APP With the single-purpose Call Report app, sales reps can prepare for their upcoming appointments and complete call reports in a minute or less. Open this app to view your next meeting, create a call report for your completed meeting, and update the related opportunity for future reference. You can also email a call report summary to the meeting attendees and post it on Oracle Social Network. UPCOMING APPOINTMENTS View your next appointment and call or e-mail the contact on the appointment. With the filmstrip view for the next appointment, you can view future appointments by swiping to the left on your smartphone.

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Quickly view your next appointment and swipe left to view other upcoming appointments.

LAST CALL REPORT View last or previous call reports by tapping the Last Call Report link. See the meeting’s attendees, objectives, meeting minutes, and changes to the related opportunity’s revenue, sales stage, win probability and close date.

Click the Last Call Report link to view details about the appointment and related opportunity.

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APPOINTMENT DETAILS View appointment details such as the related account, opportunity, contacts, objectives and invitees (including the invitees’ response status). You can also call or e-mail an invitee by tapping the phone or email icon.

View the details about the appointment, including objectives and invitees. Tap to call or e-mail invited contacts.

CREATE CALL REPORT Tap a past appointment to create a call report. On the Call Report page, you can update the related opportunity’s revenue, sales stage, win probability and close date. You can also mark an appointment’s objective as complete and add a new objective. Similarly, you can indicate whether an invitee attended the meeting and add any new contacts or resources to indicate their attendance. Finally, you can add meeting minutes.

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Quickly create a call report from a past appointment.

E-MAIL CALL REPORT SUMMARY Tap the e-mail action on the Call Report page to start your smartphone’s native e-mail client. For ease, the e-mail is prepopulated with the meeting attendees in the “To” line and the appointment title in the subject line. The e-mail body is also prepopulated with meeting attendees and meeting minutes.

Tap the e-mail action to send the call report details to meeting attendees.

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SHARE CALL REPORTS ON ORACLE SOCIAL NETWORK Tap the share action on the Call Report page to preview and post Call Report details on Oracle Social Network.

Tap the share action to post call report details on Oracle Social Network.

STEPS TO ENABLE 1. To use the new Call Report app, users must download the app from the Apple App Store or Google Play. Note: Users must also have an active Oracle Sales Cloud user account. 2. Start the app. 3. Enter the host name for your Oracle Sales Cloud instance. To determine your company’s Oracle Sales Cloud host name, follow these steps: a. On the desktop, sign in to Oracle Sales Cloud and go to the accounts page or contacts page. b. View your browser address line. The host name for your company’s Oracle Sales Cloud instance is the part after the https:// to the next slash (/). For example: if the URL is https://fap0655crm.oracle.com/customer/faces/CrmFusionHome, then use the host name fap0655-crm.oracle.com. If you don’t want your users to manually enter the host name, then see Tips and Considerations. 4. Enter your Oracle Sales Cloud user name and password. Note: You can tap Save Password to save time in the future.

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TIPS AND CONSIDERATIONS 

The Call Report app is supported on the following mobile operating systems and supported devices: o o

 



iOS 7.0 and later Android smartphones running 4.0.3 or later with minimum 1 GHz processor / 1 GHz Dual Core or better (recommended) and at least 1 GB of total RAM

You must have Oracle Sales Cloud implemented to use Call Report App. Your users can start using the Call Report app without manually entering the host information on the login screen the first time that they start the app. To enable them to do so, distribute the formatted URL (either in email, on a web page, or so on) that, when touched on the smartphone, automatically starts the Call Report app with the host field prepopulated. The URL must be of the following format osccr://?host=hostname Replace hostname with the host for your company’s Oracle Sales Cloud instance as explained in Steps to Enable Data security is based on job role, which is designated in Oracle Sales Cloud. Sales reps and sales managers will see the same data they see in the Oracle Sales Cloud application.

ORACLE VOICE Oracle Voice is a speech-driven mobile app that on-the-go sales reps can use to quickly update and view information about their opportunities, contacts, notes and activities. The friendly, conversational interface also allows for tap and type interactions when appropriate. Above all, Voice is built to give sales reps a fun way to do work. With increased usage, everyone benefits from current sales data and improved visibility into sales activities.

Sales reps can complete various tasks using an assistant similar to Siri available in Oracle Voice.

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STEPS TO ENABLE To begin using Oracle Voice, you must: 1. Download Oracle Voice to your iPhone 4+ from the Apple App store. 2. Start the app and tap the Settings icon . 3. Tap Setup Server. 4. Enter your company’s server URL. To determine your company’s server URL, follow these steps: a. Sign in to Oracle Sales Cloud and go to the welcome page. b. View your browser address line. Your company’s server name is from the https:// to the next slash (/). For example: https://fap0655-fs.oracle.com/. i. Note: The URL should end with fs.oracle.com. If you open a page with a URL that ends with crm.oracle.com, change the ‘crm’ to ‘fs’ when you enter the URL in Oracle voice. 5. Enter your Oracle Sales Cloud user name and password. TIPS AND CONSIDERATIONS    

Once you tap the microphone button ( ), wait for the audio cue or the blue halo around it before you start speaking. You can say Help at any time to get assistance and view the available options. You can say Home or Cancel anytime to go back to the home screen. Say Change Opportunity or tap the header to switch the opportunity you're working on.

KEY RESOURCES   

For a demonstration of this enhancement, see the Getting Started with Oracle Voice for Oracle Sales Cloud video. View the See how Oracle Voice gives you a CRM rocket ship powered by current sales data video. Learn more from the Oracle Voice datasheet. Return to Release Feature Summary

TABLETS Access Oracle Sales Cloud from your tablet browser anytime, anywhere. The Oracle Mobilytics app for the iPad helps sales leaders gain important business insights while on the go. Download the latest version from the Apple App Store. ORACLE MOBILYTICS

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Oracle Mobilytics is a new offering for sales executives that provides unprecedented mobile business intelligence into sales performance. These interactive visualizations, created specifically for the iPad, enable your sales leaders to model and gain greater insight: 





 

Forecast Shaper allows you to perform what-if analysis to help you achieve your quota. Tap and move opportunities between the current and next quarter to preview potential attainment changes for this quarter’s quota. Track proposed changes and e-mail to your team, or interact with your team directly using Oracle Social Network in the context of your projections. Filter opportunities by team member, deal size, product, industry, and country to help identify gaps. Tap or double tap to view opportunity details. Pipeline Analyzer allows you to analyze sales stages to help move large or important deals along and improve conversion rates. Swipe up or down to view all deals for each sales stage. Spot best practices and use these to keep your pipeline and activities in sync. Apply filters to help analyze problem sales stages or product and industry areas. Deals Radar helps you discover the deals that are being actively managed. Review your team’s activities and focus on the right deals for the quarter. The closer the opportunity is to the target, the more activities are logged. Zoom in to view opportunity win-probability in relation to team interactions, or view by time. Chat with or e-mail team members to initiate new interactions or to target different opportunities. Aging Monitor helps you keep your forecast on track by showing your pipeline by deal size and days in the pipeline so you can focus on stale deals. Team Tracker helps you manage your team’s performance by showing your team’s standing based on this year’s attainment percent and time in its current role. Apply the team filter to view your direct reports team’s performance or drill down to individual team member details. Review each individual’s current accounts, open opportunities, and closed deals in relation to prior year and current year attainment. Use this information to use your top performers’ best practices and to coach underperformers and team risks.

These sales modeling capabilities enable leaders to better predict or effect changes by refocusing efforts on specific opportunities, adjusting territory assignments, gaining a better understanding of their pipeline, and improving sales performance.

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The Forecast Shaper shows opportunities for the current and next quarter and offers a preview of potential changes.

STEPS TO ENABLE To use Oracle Mobilytics, you must download the app from the Apple App Store (iPad only). No specific setup is required to use Forecast Shaper, Pipeline Analyzer, Deal Radar, and Aging Monitor. To use Team Tracker, you must set up your sales resource hierarchy and quota. TIPS AND CONSIDERATIONS      

Oracle Mobilytics is supported only on the Apple iPad device. You must have Oracle Sales Cloud implemented to use Oracle Mobilytics. Data security is based on job role, which is designated in Oracle Sales Cloud. Sales managers and executives will see the same data they see in the Oracle Sales Cloud application. The Forecast Shaper and Team Tracker metrics are based on quota defined within Oracle Sales Cloud. It’s best to allocate quota to the quarter level in order to make use of Forecast Shaper. The team tracker nine card is calculated based on your sales organization’s quota and tenure (length of time in latest sales role). The management hierarchy is based on your setup of the resource hierarchy.

KEY RESOURCES 

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To learn about Oracle Mobilytics, see the Oracle Mobilytics video.

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 

For more information about setting up users, see the Managing Users and Roles section of Getting Started with Oracle Cloud in the Oracle Help Center. For more information about quotas, see the Understanding Sales Quotas section of Implementing Sales in the Oracle Help Center. Return to Release Feature Summary

ANALYTICS Oracle Sales Cloud offers embedded sales analytics to guide your actions. Release 9 introduces an extensive line up of new prebuilt reports for activities, leads, partner relationship management, Sales Predictor and forecasts. There are also new subject areas and attributes that enable more comprehensive analyses for sales activities, territories and other objects. Expanded audit reporting provides managers and administrators with the ability to evaluate application usage. The new Mobilytics app for tablets will enable executives to model different scenarios and effect changes. SALES ANALYTICS Many prebuilt reports and custom reporting options provide important business insights. INTUITIVE REPORT CENTER The new, intuitive report center offers a central location to gain insight and view analytics in Oracle Sales Cloud. You can easily:    

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Change views to see analytics in list or chart views. Find reports using advanced search functions. Share reports with team members using e-mail. Mark reports as favorites.

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View, search for, or share reports from the report center.

STEPS TO ENABLE There are no steps necessary to enable this feature. TIPS AND CONSIDERATIONS See your favorites or recently viewed report Use search to find reports quickly Get report information Tap or click the star to mark reports as favorites Share the report using e-mail or save as a PDF See your reports in a list view View an individual report

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KEY RESOURCES  

See the Oracle Sales Cloud Reporting and Analytics for Business Users guide to see which standard reports are available. For more information about reporting and analytics functionality, see Using Analytics and Reports and Analyze and Report Tasks in the Oracle Help Center.

PREBUILT REPORTS FOR ACTIVITIES New prebuilt reports help sales reps manage their open tasks and help sales managers gain insight into their teams’ sales activities. Reports for sales reps:  

Top Accounts by My Activities My Open Tasks

Reports for sales managers:   

My Team’s Activities (By Type) Top Accounts by My Team’s Activities My Team’s Tasks on Open Opportunities

Sales reps can use the My Open Tasks report to see task breakdowns by week.

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Sales managers can use the My Team’s Activities (By Type) report to see the types of activities by sales rep.

STEPS TO ENABLE There are no steps necessary to enable this feature. KEY RESOURCES For more information about reporting and analytics functionality, see Using Analytics and Reports in the Oracle Help Center. PREBUILT REPORTS FOR LEAD MANAGEMENT Use the following prebuilt reports to analyze leads and spot trends that can help you turn more leads into revenue:   

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Lead Trending Leads By Age Leads By Source

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The My Open Leads by Age report helps sales reps see their leads by days open.

STEPS TO ENABLE There are no steps necessary to enable this feature. KEY RESOURCES For more information about reporting and analytics functionality, see Using Analytics and Reports in the Oracle Help Center. FORECAST REPORTING New, prebuilt reports display forecast details and comparisons in an easy-to-read format. Simple informative bar charts show total forecast dollars next to won revenue and open pipeline by month. Sales managers also see these forecast comparisons for each member of their team. When you store quota information in Oracle Sales Cloud, you can immediately see your forecast numbers compared with your quota in a simple gauge view.

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See your forecast numbers compared to your quota in a simple gauge view

STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For more information about reporting and analytics functionality, see Using Analytics and Reports in the Oracle Help Center. FILMSTRIP VIEW FOR ANALYTICS See the Oracle Sales Cloud Mobile app section for more information about this enhancement. PREBUILT REPORTS FOR CUSTOMER ANALYSIS New reports provide you with insights about the buying patterns of your existing customers. You can use these reports to specify cross-sell and up-sell business rules to promote certain products or services. A data profiling report also helps sales administrators find gaps in the customer data set that must be addressed before they design their data-mining models. The reports include:    

Customer Asset Analysis Buying Patterns Performance Data Completeness

The following describes each of the customer analysis reports in detail.

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CUSTOMER ASSET ANALYSIS This report displays the products or assets that your customers bought in the past by geography. You can view the top geographic locations and the top products or assets sold at a selected location for a specific date range. Based on the insight you gain from this report, you can tailor your rules to generate better recommendations. For example, if a company’s flagship product isn't in the top products as you expected, then you might want to modify the rules to change the way the product is being recommended to customers. The insight from this report also helps you identify the necessary actions you need to take. For example, knowing the top geographies helps you better train sales reps to focus on the under-represented locations.

Customer Asset Analysis report displays the products or assets that your customers bought in the past by geography.

BUYING PATTERNS This report analyzes the demographics and buying patterns of your customers for selected products. Some products can frequently be purchased by customers with certain demographics or attributes, such as products bought in the past or in a specific location.

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Buying Patterns report: Displays the demographics and buying patterns of your customers

PERFORMANCE This report shows how many recommendations have been adopted as leads by sales reps. Using this report, you can analyze how well Sales Predictor generated leads are being accepted in the field. If there's a drop in lead conversion rates, then the quality of recommendations might be poor or the sales team might have problems with user-adoption rates.

< Performance report: Displays how Sales Predictor generated leads are adopted in the field.

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DATA COMPLETENESS This report shows the completeness of customer attribute data. The quality of the attributes determines the quality of the recommendations. The Data Completeness report presents which attributes are well populated and the distribution of various values in an attribute. For example, you might find that 99% of customer records have the Industry Name attribute filled in and there are 10 distinct values for the industry. That data can be used to predict sales in a particular industry segment, so this attribute should be used for generating recommendation. You might also see that an attribute, such as Country, is 100% populated with values but, if all the values are the same, then that attribute isn't useful for prediction or for generating recommendations. Using the Data Completeness report, you can quickly judge whether an attribute, such as Industry, is good quality and can be used for generating recommendations.

Data Completeness report: Identify the completeness and quality of customer attributes

STEPS TO ENABLE There are no steps necessary to enable these enhancements. These enhancements are available automatically to anyone with the sales analyst and sales administrator roles. TIPS AND CONSIDERATIONS 



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You must run the model training first to review the Buying Patterns Report. For more information on the model training, review the Model Training: Example section in the Analyze Sales chapter in the Using Sales guide. You must run the attribute analysis training first to review the Data Completeness report. For more information on the attribute analysis training, see the Attribute Analysis Report: Explained section in the Analyze Sales chapter in Using Sales in Oracle Help Center. 33

KEY RESOURCES  

For more information about Sales Predictor, see the Analyze Sales chapter in Using Sales in the Oracle Help Center. For more information about Sales Predictor configuration, see the Define Sales Predictor Configuration chapter in Implementing Sales in the Oracle Help Center.

NEW SUBJECT AREAS FOR ENHANCED ACTIVITY REPORTING The following subject areas have been added or enhanced to create more options to analyze sales activities:   

Sales – CRM Sales Activity Subject Area: Create reports showing activities arranged by associated objects, such as accounts, leads, opportunities, contacts, and employees. Sales – CRM Activity Contact: View contacts involved in sales activities and all activities associated with that contact. Sales – CRM Activity Resource: View the employee resources involved in sales activities and all the activities that a particular resource is involved in.

Oracle Business Intelligence with new subject areas highlighted.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. These subject areas are available automatically to anyone with the sales administrator role.

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TIPS AND CONSIDERATIONS  

You can build reports to show activity activities by account, opportunity, lead, internal resources, and external contacts. As activities move to the new, consolidated activity model, your activity data will be preserved for reporting.

KEY RESOURCES  

For more information about Oracle Business Intelligence, see Using Analytics and Reports in Oracle Help Center. For more information about the new, unified activity model, view the Activities release training.

NEW SUBJECT AREAS FOR ENHANCED TERRITORY REPORTING To give sales managers the tools to better understand and balance their territories, the following new subject areas have been added: 



Sales – CRM Territory Resource: View the sales resources assigned to each territory, including their roles. Sales managers can also see how sales team members are spread across different territories. Sales – CRM Account Territory: Analyze the accounts assigned to each territory and see all the territories assigned to each account. This analysis helps sales administrators validate the assignment process.

Oracle Business Intelligence with new Territory subject areas highlighted.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. These subject areas are available automatically to anyone with the sales administrator role. KEY RESOURCES For more information about Oracle Business Intelligence, see Using Analytics and Reports on Oracle Help Center. USER PREFERRED CURRENCY (SIMPLE AND ADVANCED) Each person can view opportunity reports in their preferred currency. Two options for currency management are available: simple and advanced. The simple option uses the current exchange rate and provides better performance. The advanced option uses a more precise exchange rate based on the close date of an opportunity.

Select your currency preference on the My Account page in Oracle Business Intelligence.

STEPS TO ENABLE There are no steps necessary to enable this enhancement.

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TIPS AND CONSIDERATIONS  

Opportunities captured in foreign currencies are converted to the currency of the user’s choice in reports. Sales users can use the default corporate currency for reporting or choose the option to view opportunities in their local currency

KEY RESOURCES For more information about reporting and analytics functionality, see Using Analytics and Reports in the Oracle Help Center. GRANULAR DATA VISIBILITY FOR ACCOUNTS Get more focused insight into your accounts with reports that show only the accounts you own instead of the entire list of accounts you can see. Using saved queries, you can filter data for a specific part of your organization, a specific territory, or the records you own.

Saved queries

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS   

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By default BI reports show all accounts that you can see. This enhancement allows you to zoom in to a particular view, such as account team, reporting hierarchy, or territory hierarchy. All reports that involve accounts can be focused with more granular data. Included in this feature are a number of prebuilt queries that can be used on any account-based report.

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KEY RESOURCES For more information about Oracle Business Intelligence, see Using Analytics and Reports on Oracle Help Center. CONTRACT REPORTING AND ANALYTICS Using the new subject area, Enterprise Contracts, you can create custom reports on contracts. Generate reports that are applicable to your business needs to gain insight into the impact of different contracts on your business. For example, you can build a report that shows which contracts are expiring soon, the largest deals signed last quarter, or which contracts are affected by overdue deliverables

Enterprise Contracts Subject Areas.

Important: These reports display all contracts irrespective of user access. Use the ‘Intent Code’ filter to view only the sell intent contracts or only the buy intent contracts. STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS By default, the reports show all the versions of a contract. If you want the report to display only the latest version of a contract, then use the filter Current Version Flag. KEY RESOURCES For a demonstration of this enhancement, see the Contracts and Sales Agreements Release Training.

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MULTIPLE CHILD OBJECTS FOR CUSTOM SUBJECT AREAS For broader reporting options on your entire object model, you can include multiple child objects when you create a custom analytics subject area. For example, you can create a custom subject area with opportunity as the primary object, and then add as many children as you need, such as an opportunity revenue object, an opportunity contact object, and an opportunity reference object. This feature provides you with broader reporting options against your entire object model.

Add multiple child objects at a single level in a custom subject area.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For more information about custom subject areas, see the Application Composer: Creating Custom Subject Areas section of Extending Sales in the Oracle Help Center. CHANNEL SALES MANAGER DASHBOARD Channel sales managers can see critical sales and partner activity information in a dashboard including required action information and detailed reports. The dashboard includes key performance indicators for:    .

Quarterly sales Top opportunities Pipeline 39

  

Partner performance Stalled opportunities Lead distributions

Channel Sales Manager dashboard.

AUDIT REPORTING Review and track data changes and user activity in the Oracle Sales Cloud application. AUDIT REPORTING FOR CONTRACTS Now available for the Contracts object, audit reporting allows you to track the usage of the Oracle Sales Cloud application. The audit history tracks which attributes were inserted or updated, includes the old and new value and displays the name of the user who made the changes. Audit reports are available for these objects:     

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Accounts Contacts Households Resources Opportunities

     

Leads Budget Partner Partner Program Partner Enrollment Contracts

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STEPS TO ENABLE Follow these steps to configure audit reporting for Contracts or any other auditable object: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Audit Policies task and, in that task row, click Go to Task 4. Change the Audit Level field to Auditing.

5. 6. 7. 8. 9.

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Click the Save button. Click the Configure Business Object Attributes button. Select the appropriate value in the Application field, such as Sales. Select the objects and fields that you want to audit. When finished, click Save or Save and Close.

TIPS AND CONSIDERATIONS   

You can track an unlimited number of fields for each auditable object, including custom fields. Keep in mind that the more data you track, the larger your audit reports will get. If an audit isn't needed for a period of time, then you can turn audit off at the sales application level. 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Audit Policies task and, in that task row, click Go to Task 4. Uncheck the Audit checkbox in the Sales Application row. 5. Click Save or Save and Close.

 

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When finished, you can turn audit back on by rechecking the audit checkbox in the Application row. The data in your audit reports follows the same data security settings as the objects in Oracle Sales Cloud. Return to Release Feature Summary

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CORE SALES FORCE AUTOMATION Core Sales Force Automation (SFA) enhancements are built to meet the essential needs of sales reps and sales managers, allowing access to customer and sales information using a tablet browser or smartphone client. Simplified pages are optimized for the tablet browser. The smartphone client uses the native phone capabilities to capture client activities on the go. Global search makes it easier to find what you're looking for in Oracle Sales Cloud. List management allows you to segment any account or transaction list easily. Sales Predictor points your sales reps to the next cross-sell or up-sell opportunity tailored for each customer. To increase productivity, activity management is more comprehensive with consolidated views and a team calendar option. New, prebuilt reports for leads, activities, forecasting and Sales Predictor provide greater business insight. GLOBAL SEARCH AND LIST MANAGEMENT Release 9 provides significant enhancements to search design and functionalities. The following new search enhancements will help you find the information you need faster than ever, making you more productive than ever. 

Global Search: Use a Google-like keyword search to find your data and attachments easily and quickly from any of Oracle Sales Cloud’s intuitive pages. This global search crawls all the data in Oracle Sales Cloud, including custom objects, custom child objects, and attributes, and it returns the search results based on matching keywords. Security policies are applied to ensure that search results only include records that a sales rep can access.

Global Search is available at the top right corner in the UI.

Once you have the search results, two filters are available to refine your search. You can filter your search results by single or multiple standard objects or by custom top-level or child objects. Then, you can further filter results by the Last Updated Date, such as All, Today or a custom date range.

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Filter your search results by categories or last updated date.



Auto Suggest of Recent Items: As you type in the search box, Oracle Sales Cloud suggests a list of recently accessed items. The search engine works with both standard and custom objects, including child objects, and only shows records that a user has permission to access.

The most recent items are displayed.

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As you type the search string, the type-ahead functionality provides you the matches based on recently viewed, created or updated items. As you further continue to type, the list of suggestions is refined. Characters matching the search string are highlighted and, if you click a certain suggested item, then you will be directly navigated to the item’s detail page.

Items matching the search strings are highlighted.



Saved Searches: Create and edit your own personalized lists of accounts, contacts, households, assets, opportunities and leads using saved searches within Oracle Sales Cloud’s simplified pages. You can also export your lists to an Excel spreadsheet.

View prebuilt lists or create your own saved searches.

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Create, edit and save your lists using saved searches.

STEPS TO ENABLE To enable this enhancement, see the Enabling and Configuring Search section of Getting Started with Your Implementation. Many search features are also configurable. The following table shows available configurations for Global Search (some of them apply to List Management as well) and task names in Setup and Maintenance. Available Configurations

Task Names

Display Categories on Refine panel

Manage User Interface

Display Clear button on Refine panel

Manage User Interface

Define minimum characters for autosuggest

Manage Auto Suggest This configuration applies to both Global Search and List Management.

Define maximum number of suggestions to display

Manage Auto Suggest This configuration applies to both Global Search and List Management.

Define number of days that items are retained in Recent Items

Manage Auto Suggest This configuration applies to both Global Search and List Management.

Show Auto-Suggest Group Headers

Manage Auto Suggest

Display Suggestion Groups

Manage Auto Suggest

Define Search View Object index schedule Manage display of search results items

Manage Search View Objects

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Manage Search View Objects

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Follow these steps to change the default configurations for Global Search: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Define Global Search Configuration task. 4. Select the task that you want to configure and click Go to Task

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You can also configure search features for List Management. The following table shows available configurations and the profile option codes. Available Configurations Enable/disable Starts with operator in Find Box. The default operator is Contains. Define minimum search characters Specify the default value displayed in the Close Period list of values in opportunity and revenue search Specify the default number of days used to derive the creation date range for searching leads

Profile Options Codes ZCA_LM_FIND_USE_STARTSWITH ZCA_MIN_SEARCH_CHARACTER MOO_OPTY_SRCH_DFLT_CLS_PERIOD MKL_LEAD_SEARCH_CREATION_RANGE_DEFAULT

Follow these steps to change the default configurations for List Management: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Define Profiles task 4. Select Manage Administrator Profile Values and click Go to Task

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TIPS AND CONSIDERATIONS For Global Search:  

Use wildcard characters (*) to get a broader search. The default categories (top level objects) that you can use to filter the global search results are: o o o o o o o o o



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Accounts Activities Contacts Forecasts Households Leads Opportunities Partners Sales Campaigns

Search operators have been standardized based on data type. Search criteria that are text, date or numeric fields have their own set of search operators that are relevant to that data type. The set of search operators has been standardized for account, contact, household, opportunity and

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activity objects. Depending upon the data type, each search attribute, including custom attributes, has the following operators: o o o o

Text fields - Equals, Starts with, Contains Number fields - Equals, Less Than, Greater Than, Between Date fields - Equals, Before, After, Between LOV – Equals

Existing saved searches that use any deprecated operators will continue to function. However, you can’t use the deprecated operators to create any new saved searches. The operators that were deprecated were inappropriate for the data type (for example, using a "Between" search operator for city search criteria). You won’t see the long list of search operators that were present in previous releases, now many fewer operators are displayed. If you performed any customizations to add or remove search operators from a specific attribute, those customizations have been preserved. Also, if you saved lists with deprecated search operators, those operators will continue to display and behave normally. For List Management:   

  

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Use wildcard characters (%) to get broader search. Keyword stemming is available. For example, you can type manufacture and you will get results that match manufacture as well as manufacturing and manufacturer. The FIND search uses the Contains operator search by default. The Contains search is similar to a keyword search. It provides exact matches on the keyword first, followed by matches on keywords that are similarly spelled. The default search operator can be changed from Contains to Starts with by updating the ZCM_LM_FIND_USE_STARTSWITH profile option. Default saved searches (less than three months old, less than six months old, and so forth) have been removed. The search criteria available from the Add Fields selector was cleaned in Release 9 to remove fields that were unused or irrelevant. If any end users have saved lists from previous releases that include deprecated search criteria, those saved lists will continue to display and behave normally.

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 



Operators have also been cleaned in Release 9 to remove irrelevant operators. Now you only see operators that are appropriate for the data type. A sales administrator can create saved searches at the site level or job role level from Page Composer.

In Release 8, the sales account object was used to create and customize lists. In Release 9, you must use different objects for lists depending upon whether you're customizing lists for accounts or households: o o

If you're customizing lists for accounts, use the account object. If you're customizing lists for households, use the household object.

If you added any standard or custom sales account fields to the Account or Household list table using the Application Composer or Page Composer, you will still see your Release 8 lists (with the sales account custom fields), but you will not be able to use the list management tools to further edit those lists. 

If you want the Release 9 search and list management functionality to be available on your Account List page in the simplified UI, you must log a service request for Oracle to enable the Release 9 account list. For instructions, see Oracle Sales Cloud Release 9 - Enabling Account List on Simplified Page (Doc ID 1967815.1). Important: If you added custom fields from the Sales Account object to the Release 8 Account List page in the simplified UI, then you must migrate the custom fields to the Account object before enabling the Account List functionality. If there are references to Sales Account custom fields, then this might include customizations on the Creation and Details pages, custom server scripts, web service integrations, and so forth. Review detailed instructions in Oracle Sales Cloud Release 9 - Migrating Sales Account Customizations (Doc ID 1967829.1). You will need to log a service request and work with Oracle to complete the migration.

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After your list of accounts is enabled for Release 9, you will see prospects and customers in your account lists. In Release 8, the list only included customers. If you don’t want prospects in your account list, use the list management tools to filter out prospect accounts by Type. KEY RESOURCES For more information on Global Search, see the following references:   

Searching Custom Objects and Fields Using Global Search: Explained topic in the Applications Help. Enabling and Configuring Search in Getting Started with your Oracle Sales Cloud Implementation in the Oracle Help Center. Using Search and Activities in Using Sales in the Oracle Help Center.

ACCOUNTS AND CONTACTS Build solid business relationships with a complete and accurate view of your accounts, contacts and households. NAVIGATION FROM OVERVIEW PAGES Based on feedback from Oracle Sales Cloud customers, navigation to the account, contact, and household detail pages was made easier. In Release 9, you no longer have to click the Edit button to view details. The overview page is now the first tab on the Edit page.

As is shown on this Release 8 Account Overview page, you clicked the Edit button to view and edit account details.

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The account overview page is now first tab on the Edit Account page. There is no Edit button in Release 9.

TIPS AND CONSIDERATIONS 

If you had hidden fields or regions on any Release 8 overview pages, then you may have to reapply those page customizations after you upgrade to Release 9.

KEY RESOURCES 

For more information about reapplying page customizations to the account, contact, or household overview pages, see Oracle Sales Cloud Release 9 - Customizing Account, Contact, and Household Overview Pages in Simplified UI (My Oracle Support Doc ID 1936321.1)

MANAGE ACCOUNTS AND CONTACTS The following enhancements make it even easier to manage customer data using Oracle Sales Cloud’s simplified pages on your desktop or tablet browser:             

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Quick Create Quick Actions Multiple Addresses Assessments Billing Accounts Reference Systems Customizable Overview Pages Do Not Call Management Multiple Phones and E-Mails Merge Requests Contact Visibility Account and Contact Customization Search and View Industry Hierarchy 50

 

Assets Subtab for Prospect Accounts Changes from the Previous Release

The following sections provide details about each of these enhancements. QUICK CREATE Create an account or contact record without specifying an address. Address fields are no longer required fields for accounts and contacts. Now you can configure address fields as optional or required as needed.

Address fields can be configured as optional or required.

STEPS TO ENABLE If you want address fields to be required for accounts or contacts, then follow these instructions: 1. Go to Navigator > Setup and Maintenance. 2. Search for the Manage Profile Options task, and in that task row, click Go to Task 3. Search for the appropriate profile option: o o o

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Account Address Required (ZCA_ACCOUNT_ADDRESS_REQUIRED_ENABLED) Contact Address Required (ZCA_CONTACT_ADDRESS_REQUIRED_ENABLED) Household Address Required (ZCA_HOUSEHOLD_ADDRESS_REQUIRED_ENABLED)

4. Check the Enabled checkbox for the site level. 5. Click Save or Save and Close. TIPS AND CONSIDERATIONS 

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The Type field is now a list of values, rather than radio options on the create pages and edit pages for accounts, contacts, and households: Release 8 Release 9

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The Type field is not on the standard Contact page layouts by default. To designate a type for contacts to whom you sell directly you must add the type field to the appropriate contact page layouts.



If you added the Type field to Contact page layouts in Release 8, you will no longer see the Type field displayed after your Release 9 upgrade. For more information about how to add the Type field to your Release 9 Contact page layouts, see Oracle Sales Cloud Release 9 - Adding Type Field to Simplified Contact Pages (My Oracle Support Doc ID 1935944.1).



You must specify the account type in the Type field explicitly in Release 9. Specifying a sell-to address does not automatically indicate that the account is a Customer. Note: If you want to reuse account import mappings from previous releases, you will need to add the Type field into the mapping file.



In Release 9, legal entity is not a selection in the Type field for accounts. Legal entity is a checkbox that can describe either a customer or prospect account. If you have any Account records that are designated only as Type = Legal Entity when your environment is upgraded from Release 8 to Release 9, those accounts will be designated as Type = Prospect, with the Legal Entity check box selected. If you have business requirements that depend on being able to designate accounts of Type = Legal Entity, you will need to add Legal Entity to the Account Type lookup list. For detailed steps, refer to Oracle Sales Cloud Release 9 - Adding Legal Entity to the Account Type List (My Oracle Support Doc ID 1935939.1)



You can change the default Type value for customer create and import by updating these profile options: o o o



Account Type Default (ZCA_DEFAULT_ACCOUNT_TYPE) Contact Type Default (ZCA_DEFAULT_CONTACT_TYPE) Household Type Default (ZCA_DEFAULT_HOUSEHOLD_TYPE)

By default, territory assignment is enabled for customer accounts. If you want to enable territory assignment for prospect accounts as well, then follow these instructions: 1. Go to Navigator > Setup and Maintenance. 2. Search for the Manage Administrator Profile Values task, and in that task row, click Go to Task . 3. Search for the profile option: • Profile Display Name: Account Types Enabled for Assignment • Profile Option Code: ZCA_ASSIGNMENT_ACCT_TYPE_ENABLED 4. Update the profile value to append the lookup meaning for Prospect, for example: ZCA_CUSTOMER,ZCA_PROSPECT. 5. Click Save or Save and Close.

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QUICK ACTIONS Log a call, add a note, create a task, or create an appointment easily from any account or contact page.

More options appear in the Actions menu for accounts and contacts.

STEPS TO ENABLE The quick actions are hidden by default. Use Application Composer to edit the details page layout and show the quick actions as needed. TIPS AND CONSIDERATIONS Quick actions, such as logging a call, adding a note, or creating a task, offer a shortcut to the same actions available on the Activities and Notes subtabs. MULTIPLE ADDRESSES Capture as many addresses as needed for an account, contact or household.

Select the primary address and note address type.

STEPS TO ENABLE 1. Start Application Composer and navigate to Common > Account > Pages > Simplified Pages. 2. Select Detail Page Layouts and the edit icon:

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3. In the Edit view, select the Profile subtab and configure the Primary Address and the Multiple Address regions:

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4. Click Hide for the Primary Address region and Show for the Multiple Address region. This makes the Multiple Address region visible on the Profile subtab and hides the Single Address region. 5. Save and Exit. Now the Address region is common in Create Account, Add Address and Edit Address, but the Type field is hidden by default for Single Address as well as Multiple Address regions. To add the Type field: 1. Create and activate a sandbox and enable Page Composer. 2. Navigate to Create Account or Edit Account > Add Address, select the region immediately above the first line in Add Address, and edit the component.

3. Select Children and enable the checkbox for Type to display the Type field. TIPS AND CONSIDERATIONS   



Ensure that only one address region, Primary Address or Multiple Addresses, is shown on the Details pages layout. The default type for Address is bill-to. You can configure the default address type using Default Address Type for Account and Default Address Type for Contacts. In Release 8, territory assignment used the sell-to address for the geography dimension and there could be one and only one sell-to address for each customer account. In Release 9, an account can have one or more sell-to addresses (that is, address type = sell-to). Account territory assignment is based on the primary address and the primary address can be any type, such as sell-to or bill-to. The default type when creating an account is Prospect. You can change the default type using the profile option Account Type Default. Similarly, you can use the Contact Type Default profile option to configure the default type when creating a contact.

ASSESSMENTS A guided account planning process helps you analyze your strengths, weaknesses, opportunities, and threats for a given account. .

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Respond to a series of questions to assess your accounts.

STEPS TO ENABLE The Assessments subtab is hidden by default. Use Application Composer to show the subtab as needed. To create and manage the assessment template, go to the Manage Customer Center Assessment Template task in Setup and Maintenance. BILLING ACCOUNTS Integrate billing details from Oracle Financials Cloud.

View and manage billing accounts for an account using the Billing Accounts subtab.

STEPS TO ENABLE The Billing Accounts subtab is hidden by default. Use Application Composer to edit the Account Details page layout to show the Billing Accounts subtab as needed.

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TIPS AND CONSIDERATIONS Billing accounts are created and managed in Oracle Financials Cloud. The data is read-only in Oracle Sales Cloud. REFERENCE SYSTEMS View and manage account, contact, and household mappings to other systems. The Reference Systems subtab offers a complete view of the account, contact and household integrations with multiple systems and shows the original system reference (OSR) used in file-based data import.

STEPS TO ENABLE The Reference Systems subtab is hidden by default. Use Application Composer to edit the Account Details page layout to show the Reference Systems subtab as needed. CUSTOMIZABLE OVERVIEW PAGES Add or remove fields, photos, and summaries of related transactions on account, contact and household overview pages.

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Sales administrators can customize the Overview page and other subtabs using Application Composer.

STEPS TO ENABLE There are no steps required to enable these enhancements. TIPS AND CONSIDERATIONS 



Navigating to account, contact, and household details is easier in Release 9. The overview pages are now the first tab on the Edit page, so you no longer have to click the Edit button to update details. Because of this change, you may have to reapply any page customizations that were made to the details pages in previous releases. The Account, Contact and Household map on the overview page can now be accessed by clicking the address link.

KEY RESOURCES For more information about reapplying page customizations to the account, contact, or household overview pages, see Oracle Sales Cloud Release 9 - Customizing Account, Contact, and Household Overview Pages in Simplified UI (My Oracle Support Doc ID 1936321.1) DO NOT CALL MANAGEMENT Indicate which phone numbers or e-mails your clients don't want you to use. These indicators can be updated using government compliance lists, company internal lists, or file-based data import. Sales reps can also update the Do Not Call indicator from their tablets during client visits.

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Do Not Contact indicators on a contact record.

STEPS TO ENABLE There are no steps required to enable this enhancement. However, you must add the necessary fields to the page layouts using Application Composer. For more information, see "Enabling Do Not Contact Functionality: Procedure" in Implementing Sales in the Oracle Help Center. MULTIPLE PHONES AND E-MAILS Capture as many phone numbers and e-mail addresses as needed for an account or contact.

Add new and update existing phone numbers and e-mail addresses.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. However, before your company can begin adding multiple phone numbers and e-mail addresses, you must add the necessary fields to the layouts in Application Composer. TIPS AND CONSIDERATIONS You can now specify multiple phone types in the simplified UI. The following prebuilt types are available: Mobile, Work, Home, and Fax. You can also add more phone types as needed. Previously, you could only choose work or mobile on the profile page with no option to specify the type. The options for the desktop UI remain the same, you can specify the phone type with a type and purpose.

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MERGE REQUESTS Sales reps can select and merge multiple accounts or contacts based on predefined merge survivorship rules.

Go to the Actions menu to merge two account or contact records.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. CONTACT VISIBILITY New data security conditions have been added to configure owner- and team-based data visibility for contacts. These additional conditions simplify customization if you want to restrict contact visibility. The visibility behavior has not changed – users with the standard Sales Representative or Sales Manager Job Role can still view all contact profiles at your organization. This security change only allows for faster/easier customization, if you need to restrict access to contacts by ownership or team membership. TIPS AND CONSIDERATIONS  

If you customized the standard Sales Party Duty roles for contact visibility, you might see a change in behavior after upgrading to Release 9. Policy descriptions have the word “customer” in Release 9 where it was “sales account” in Release 8.

KEY RESOURCES To reestablish any security changes you made in Release 8, see Oracle Sales Cloud Release 9 - Ensuring Contact Visibility Matches Release 8 Contact Visibility (My Oracle Support Doc ID 1937863.1)

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ACCOUNT AND CONTACT CUSTOMIZATION Configuration and customization for accounts and contacts is now streamlined. Using Application Composer:   

Select the Account object to add custom fields, buttons, links and server scripts to the accounts pages. Select the Contact object to add custom fields, buttons, links and server scripts to the contacts pages. Select the Household object to add custom fields, buttons, links and server scripts to the household pages.

The Sales Account object was originally intended to capture customer-specific attributes. However, that is no longer necessary because those attributes can be captured directly within accounts and contacts and displayed with the use of dynamic layouts and field groups. Note: Existing customers can continue to access existing sales accounts and customizations made to the Sales Account object for desktop or simplified pages. If you're a new customer, the Sales Account object will be read-only in Application Composer. Do not attempt to configure or customize the Sales Account object.

The Account, Contact, and Household objects are in the ‘Common’ application.

STEPS TO ENABLE There are no steps necessary to enable these changes.

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TIPS AND CONSIDERATIONS 

 

You can show account, contact, and household custom child and related objects on simplified pages, mobile pages, and Outlook pages. Account, contact, and household custom child and related objects are not available to show in desktop pages. For mobile and Outlook pages, account and contact management functionality is only customizable using the Account object or Contact object respectively. You must move all sales account customizations to the Account object within the next one to two releases. o



If you have customized your Accounts list using the Sales Account object, you will not lose your customizations after the Release 9 upgrade. You will continue to see your Release 8 list. o









Log an SR if you need assistance migrating your existing sales account data, custom fields, and custom child objects to the Account object.

Log an SR if need help migrating your existing account list customizations to the Release 9 accounts List.

Use the Customer Contact Profile intersection object to capture information specific to the account-to-contact relationship, shown on the Contacts tab of the Account details. However, if the information is specific to the contact itself, then add the custom attributes to the Contact object directly. Prior to Release 9, some subtabs (for example those based on the ‘Relationships’ object), could be customized through a common shared layout. Any changes previously made to these common layouts will be preserved in Release 9 by replicating the common changes into each independently configurable subtab. If you have created duplicate layouts based on the default layout for account or contact objects prior to Release 9 PB1, the duplicate layout continues to reference existing common shared layouts. If you want to independently customize subtabs for Relationships, Assets, Team and Contacts on the Account or Contact details page, then you will need to recreate the duplicate layout. If you created field groups using Application Composer in a previous release, then you can continue to use those field groups in Release 9; however, you can no longer customize them. If you want to customize existing field groups, then you must recreate them using Application Composer. When you have finished recreating your field groups, you can hide the old field groups altogether using Page Composer.

SEARCH AND VIEW INDUSTRY HIERARCHY If you use hierarchical industries, such as the standard NAICS or NACE hierarchies, you can view, search and select from the industry hierarchy. You can also view the selected industry hierarchy on the account details page.

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View, search, and select from the industry hierarchy.

STEPS TO ENABLE There are no steps required to enable the industry hierarchy picker. However, you must add the View Levels link to page layouts using Application Composer. TIPS AND CONSIDERATIONS  

Add the Industry field to your Create Account page using Application Composer as needed. The Industry field is on the Edit page layout by default. Use Application Composer to show the View Levels link as needed to use hierarchical industry classifications.

ASSETS SUBTAB FOR PROSPECT ACCOUNTS The Assets subtab is available for prospect accounts as well as customer accounts. You can view and manage assets for any account; for example, to keep track of competitor assets for prospects as well as installed products for customers. STEPS TO ENABLE There are no steps necessary to enable this enhancement. CREATE A QUOTE FROM AN ACCOUNT If you’re using Oracle CPQ Cloud as your quoting tool, then you can access Oracle CPQ Cloud’s configurator, price and quote proposal functions directly in the Oracle Sales Cloud application. Customer data for the quote is automatically filled in to minimize data entry and help you deliver quotation documents to your customers faster. You can also view all the quote history for an account .

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Click the Create Quote button to create a quote for an account.

STEPS TO ENABLE View setup steps in the Oracle CPQ Cloud Integration section. TIPS AND CONSIDERATIONS  

Quote management is available from accounts and opportunities in Oracle Sales Cloud. To ensure forecast accuracy, you can synchronize quote changes with the associated opportunity.

ENRICH ACCOUNTS AND CONTACTS Sales teams need access to the most complete account information and updated business contacts in Oracle Sales Cloud. With the click of a button, sales reps and sales managers can enrich their accounts and contacts in real time with Dun and Bradstreet data from Oracle Social Data and Insight Cloud service. Sales teams can:  

Add new accounts or new business contacts from the Dun and Bradstreet database. Update existing account records with additional data such D-U-N-S Number, industry classifications, number of employees or annual revenue.

The option to enrich accounts or contacts is available from the Actions menu.

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STEPS TO ENABLE To set up account and contact enrichment, go to the Manage Social Data and Insight Cloud Attribute Mapping and Enrichment Preferences task in Setup and Maintenance. Use Application Composer to enable the actions required for account and contact enrichment, including:  

Enrich Account Get Account Contacts

TIPS AND CONSIDERATIONS    

When you enrich account and contact data, you can accept all attribute values from Data Cloud or you can select from a list of attributes. Selected data is updated in real time. You will receive a confirmation message when updates are complete and you will receive an error message if there are any problems with the data enrichment process. Subscription to third-party data services (such as Dun & Bradstreet) is needed as a source for enriching your Oracle Sales Cloud account and contact information.

KEY RESOURCES  

Oracle Data as a Service (DaaS) Overview Social Data and Insight page on cloud.oracle.com

VIEW DIGITAL ACTIVITIES IN CONTACT OVERVIEW For companies that subscribe to both Oracle Sales Cloud and Oracle Marketing Cloud, sales reps can view their contacts’ Oracle Marketing Cloud interactions, such as the last web site visited, number of emails opened, number of web forms submitted, or search engine keywords used, on Oracle Sales Cloud’s contact overview page. This view gives sales reps a better understanding of their customers’ digital channel activities and buying behaviors.

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View the contact’s digital activities directly on the contact overview page.

STEPS TO ENABLE Follow these steps to set up the integration between Oracle Sales Cloud and Oracle Marketing Cloud: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Sales Cloud to Marketing Cloud Integration task and click Go to Task . 4. Enter this information: a. URL (for instance, https://www02.secure.eloqua.com/API/1.2/Service.svc?wsdl) Note: This URL points to a test pod of Eloqua, and should not be used in production. b. Security policy(for instance, oracle/wss_username_token_over_ssl_client_policy) c. Username (Eloqua user name) d. Password (Eloqua password) Follow these steps to expose the fields using Page Composer. 1. Start Page Composer. 2. Go to the contact overview page and unhide the digital profile section. TIPS AND CONSIDERATIONS Tap or click the count numbers to view more detail on the Oracle Marketing Cloud profiler page.

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HOUSEHOLD ROLL-UP AND RELATIONSHIP DIAGRAM A household consists of one or more contacts to whom you're selling. For consumer-oriented industries, such as banking, insurance, retail, or telecommunications, it is important to have an aggregated view of the total assets, expenses, transactions, and activities for a household. The Household 360 overview page is enhanced to show all the aggregated leads, opportunities, assets and activities for each family. You can also capture referral contacts for the household. A relationship diagram shows a visual representation of all the roles and connections to the family or other contacts tied to the household. For example, you can see the husband’s employer, the wife’s referral contact, or the school that the children attend to gain a comprehensive view about the family.

The Household 360 overview page is enhanced to show all the aggregated leads, opportunities, assets and activities for each family.

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A relationship diagram shows a visual representation of all the roles and connections to the family or other contacts tied to the household.

STEPS TO ENABLE By default the Household object is hidden. You can expose the Household pages using the configuration and customization toolset. TIPS AND CONSIDERATIONS    

Household contacts can be accessed from the Relationships tab. The Household Type field is no longer on the Household Details page, Profile subtab by default. You may choose to add that field back onto the Household page layout. The relationship types available to use when adding a contact to a household have changed. You may choose to add additional relationship type values. Navigating to household details was made easier in Release 9, the household overview page is now the first tab on the Edit Household page, so you no longer have to click the Edit button to update household details. Because of this change, you may have to reapply any page customizations that were made to the details pages in previous releases.

KEY RESOURCES 

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For more information about adding the Type field onto the Profile subtab or adding additional relationship types, see Oracle Sales Cloud Release 9 - Adding Type Field and Custom Relationship Types to Household Pages (My Oracle Support Doc ID 1936375.1).

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For more information about reapplying page customizations to the household overview page, see Oracle Sales Cloud Release 9 - Customizing Account, Contact, and Household Overview Pages in Simplified UI (My Oracle Support Doc ID 1936321.1)

CHANGES FROM THE PREVIOUS RELEASE 

The standard currency field on the Account and Asset pages has been changed as follows: o o o

The currency is defaulted based on your preferred currency. The currency drop-down menu now displays the currency code and name, for instance, USD US Dollar. The currency drop-down menu does not have a Search link.

If a currency field was already exposed on the Account or Asset pages prior to this patch bundle, you will still benefit from changes 1 and 2. 





Additional record set options are available for creating account-related lists such as my accounts' contacts. Using the new Record Set options in Contact List Management, you can create saved searches to manage contacts from accounts you own and from accounts in which you are on the team or territory. Administrators can also customize the record set options that they want their sales reps to use in Contact List Management. In Release 9, with consolidated activity management, you can create tasks and appointments or log a call. The action, 'Create Interaction', is no longer relevant and has been removed from the Actions panel drawer in the opportunities, leads, accounts, contacts, and households lists. The panel drawer, ‘Related Links - Reports and Analysis', has also been removed from the accounts and contacts lists. You can directly enable reports in the accounts and contacts list or in the Analytics center in simple pages. You can use Navigator > Sales > Customers to navigate to the customer reports in desktop pages.

The panel drawer for related Links has been removed.

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LEADS Manage the entire life cycle of sales leads from the initial contact to conversion. CREATING PROSPECT LEADS Sales reps can create leads for new prospects without having to create a new account or contact record first. The contact names are attributes captured directly on a lead record. Once a lead is qualified, you can determine whether to convert the lead into an opportunity or a contact or both. This keeps your prospect and customer lists separate and reduces the time you spend creating leads. File-based data import and web services have been enhanced to allow sales reps to create prospect leads without associating accounts or contacts.

Create leads for new prospects without having to create a new account or contact record first.

CONVERTING PROSPECT LEADS When you convert a lead to an opportunity, you can have a new account and contact created at the same time. You can also update the opportunity name or change the owner of the opportunity. You can convert multiple leads from both prospect and customer leads.

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When you convert a lead to an opportunity, a new account and contact can be created at the same time.

LEAD MASS ACTIONS You can select multiple leads for the following actions: Assign, Retire, Accept, Reject, Score, Qualify, and Convert. This expedites your leads process by enabling you to update multiple records at the same time.

Select several leads and apply an action to all of them.

PREBUILT REPORTS FOR LEAD MANAGEMENT For a description of this enhancement, see the Sales Analytics section of this document.

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DUPLICATE CHECK When new leads are created, contacts and accounts that are associated with the lead are automatically checked for duplicates. You can easily and quickly resolve duplicates by selecting the appropriate matching record, resulting in cleaner data and less time spent resolving duplicates.

Resolve duplicates by selecting the appropriate matching record.

MULTIPLE QUALIFICATIONS Sales reps can qualify a lead by leveraging multiple templates created by their sales organization. This allows sales reps to evaluate various aspects of the lead to determine whether or not the lead is qualified. SEEDED QUALIFICATION TEMPLATE A seeded qualification template, “Basic Lead Qualification,” is now available for you to use. To use this template as a default, you must set the profile option. STEPS TO ENABLE To set the profile option: 1. Navigate to Setup and Maintenance > Manage Administrator Profile Options Task. 2. Search for “Advanced Lead Qualification Enabled” profile display name. (Profile Code is MKL_LEAD_QUALIFICATION_TEMPLATE_PROFILE). 3. Select “Basic Lead Qualification” template.

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You can use the default template or specific qualification surveys can also be created for different product lines or industries. CONFIGURABLE LEAD CONVERSION MAPPING You can map custom attributes between leads and opportunities, so when a lead is converted, attribute values are transferred to the appropriate field on the opportunity record. The easy-to-use interface provides total flexibility and control so you can customize the mapping of attributes between lead and opportunity to best meet your business needs. SCORE AND RANK SETUP Rank function is now available as a combination of Score plus Rank. You can enable this feature using the Profile option. With Score plus Rank, sales administrators can define custom scoring and ranking rules used by the sales reps in their business. You can define score ranges and corresponding rank using color. When sales reps enter or update a lead's score in the Create or Edit page, the rank is automatically populated and the corresponding color is displayed. The same color-coding associated with the score is used when the lead is viewed in a lead list. You can view the lead list on the Leads landing page, or on the Account, Partner, or Opportunity pages. ASSIGNMENT MODE PROFILE OPTION You can specify the default assignment mode type allowed during lead assignment. When a user selects the Assign Lead action in the UI, automatic assignment assigns leads to the appropriate owner without any manual intervention. Automatic assignment allows you to spend more time working with leads and less time entering data. Using this option can also help you determine whether lead assignment is rulebased, territory-based, or uses both types of rules.

Specify the default assignment mode type allowed during lead assignment.

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CONFIGURATION AND CUSTOMIZATION OPTIONS FOR LEADS In response to customer feedback, some leads pages in Release 9 have been simplified by hiding some fields and regions that are rarely used.  

Primary Product field was removed from the Create Lead page. The following was removed from the Lead Summary (Edit) page: o o o o



Primary Product field Basic Qualification region Price columns on the Product table, including UOM, Estimated Unit Price, and Amount Type field that indicates if the item is a Group or individual Product is now on the Product table

Default saved searches (less than three months old, less than six months old, and so forth) have been removed from the Leads list page.

The fields and page regions can be added back to your Lead pages, if you need them for your specific business processes. However, it is recommended that you align with our new page standards as much as possible – our research indicates that this streamlining increases user adoption. STEPS TO ENABLE There are no steps necessary to enable these changes. If you wish to expose the hidden fields and page regions, refer to Oracle Sales Cloud Release 9 - Exposing Hidden Lead Fields and Regions in Simplified UI (My Oracle Support Doc ID 1942175.1). TIPS AND CONSIDERATIONS  

You can create new lists, or recreate the lists that were removed with Release 9. For more information about lists, see the Global Search and List Management section of this document. Lookup codes have been enabled for Set ID in Release 9. However, if you modify or create lookup codes for the following lookup types, then you must specify “Common Set”. o o o o o o o o

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Lead Registration Type (MKL_DEAL_TYPE_SETID) Lead Qualification Budget Status (MKL_LEAD_BUDGET_STATUS_SETID) Lead Channel (MKL_LEAD_CHANNEL_SETID) Lead Rank (MKL_LEAD_RANK_SETID) Lead Reassignment Reason (MKL_LEAD_REASSIGN_REASON_SETID) Lead Time Frame (MKL_LEAD_TIMELINE_SETID) Lead Reject Reason (MKL_REJECT_REASON_SETID) Lead Retire Reason (MKL_RETIRE_REASON_CD_SETID )

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KEY RESOURCES 



To get instructions for exposing the hidden fields and page regions, refer to Oracle Sales Cloud Release 9 - Exposing Hidden Lead Fields and Regions in Simplified UI (My Oracle Support Doc ID 1942175.1). For more information about configuration and customization options, see the following guides in the Oracle Help Center: o o o

Extending Sales Groovy Scripting Reference for Oracle Sales Cloud Getting Started with Oracle Sales Cloud Customizations Return to Release Feature Summary

OPPORTUNITIES Use Oracle Sales Cloud to track the full life cycle of an opportunity, from creation through every stage until it's closed. SALES COACH Guide your sales reps through the steps they must take to close each deal successfully and consistently. Sales Coach’s simple task lists recommend actions for each sales stage and point sales reps to approved collateral and templates that reinforce your sales methodology.

Sales Coach region on the Edit Opportunity page.

STEPS TO ENABLE Follow these steps to configure to set up Sales Coach: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab.

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3. Search for the Manage Sales Methods and Sales Stages task and, in that task row, click Go to Task . 4. For each sales stage, enter relevant process steps (shown as action items in UI) and attach recommended documents. TIPS AND CONSIDERATIONS   

The Sales Coach region on the opportunity summary page is collapsed by default. For any given sales stage, there might be action items or recommended documents. In this case, No data to display will appear below each applicable region header. You can customize the Sales Coach region through Application Composer. The region can be hidden altogether for certain users and each individual section can be hidden or rearranged if needed.

KEY RESOURCES For more information about Sales Coach, see the Managing Opportunities section of Using Sales and the Setting Up Opportunities section of Implementing Sales in the Oracle Help Center. CONFIGURABLE CLOSE PERIOD To view all open opportunities in a single list, configure the close period for your opportunity lists to match your company’s unique opportunity life cycle. For example, you can configure the close period to view all deals in the past 45 days, in the current year, in the next three quarters, or in the next three years.

Configure the values that appear in the Close Period list to better suit your sales cycle durations.

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STEPS TO ENABLE Follow these steps to configure the close period values: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Standard Lookups task and, in that task row, click Go to Task 4. Search for the lookup type: MOO_OPTY_SRCH_CLS_PERIOD. 5. Update the lookup codes. o o o

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Click the Enabled checkbox to enable or disable a particular lookup code. Update the meaning (display name), start date, end date, or display sequence for any of the seeded values. Add or remove lookup codes, as long as they follow the correct lookup code formatting. Note: Any close period lookup codes not in the right format will not be shown. 



Fiscal period lookup codes must be set up with the suffix _FSCL. Seeded fiscal periods will also include the term Fiscal in the display name, for example, CURR_QTR_FSCL: Current Fiscal Quarter. Calendar periods lookup codes don't require a suffix, for example, CURR_QTR: Current Quarter.

TIPS AND CONSIDERATIONS



Supported fiscal periods include quarter and year. Supported Gregorian calendar periods include days, weeks, months, quarter and year. The seeded close period lookup values offered for Oracle Sales Cloud are as follows:



Any close period lookup codes that aren't in the right format are not shown.



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When the accounting calendar and the close period setup don't match (for instance, the accounting calendar is set up for a quarter, but the Fiscal period is set to Next Month), then this close period value isn't shown. When the default close period value or a value previously used in a saved search is disabled, then the close date range on that search is set to blank. o o

  

You can define a close period called All which includes a time span wide enough to view all your open opportunities in one list, rather than view multiple lists for different periods. You can search for an opportunity without any close date filter. If you haven't set up an accounting calendar, then the default 11 Gregorian seeded calendar periods are shown. o

 



Next 180 Days Previous 180 Days All

If you're an upgrade customer using an accounting calendar, then the values enabled before the upgrade will show and will be renamed to include the term Fiscal in their display name. Additionally, three new calendar periods will show: o o o

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If you need to define your accounting calendar in Oracle Sales Cloud, then go to the Manage Accounting Calendar task in Setup and Maintenance. Once defined, you must go to the Manage Calendar Profile Option task in Setup and Maintenance to set the ZCA_COMMON_CALENDAR to the accounting calendar value that you want.

If you do have an accounting calendar set up, then you can create or enable fiscal periods and disable any corresponding calendar periods as needed. For new customers, the 11 seeded Gregorian calendar values will show. New customers can create or enable additional calendar periods. If an accounting calendar has been set up for a new customer, then additional Fiscal periods should be created or enabled, and corresponding calendar periods disabled as needed. If you're an upgrade customer and you're not using an accounting calendar, then the values enabled before the upgrade will show along with three new calendar periods: o o o



Users can save the same search with a new value for future use. The administrator can restore the value, in which case the search would work as before.

Next 180 Days Previous 180 Days All

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PRICE BOOK Price book functionality can be enabled for opportunities using Application Composer. This functionality supports the display of the list price for products added to an opportunity. Sales reps can enter a price discount for the revenue item if needed.

The selected price list will determine the default estimated price when products are added.

CREATE A QUOTE FROM AN OPPORTUNITY If you’re using Oracle CPQ Cloud as your quoting tool, then you can easily create a new quote directly from an opportunity by clicking the Create Quote button. All the account, contact and opportunity data is filled in on the quote page to minimize data entry. You can generate a quote for your customers faster. You can also see all the pricing and quote history for a given opportunity.

Create a new quote and start Oracle CPQ Cloud by clicking the Create Quote button.

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STEPS TO ENABLE View setup steps in the Oracle CPQ Cloud Integration section. TIPS AND CONSIDERATIONS   

An opportunity can have multiple quotes (or versions). Sales reps can configure, price and generate proposals. Most of the opportunity information and customer information is copied to the new quote. Once the quote is complete, you can save and mark that quote as active. This action will allow the quote line items to be synchronized with the opportunity that triggered that quote.

ASSESSMENTS Use assessments to help your sales reps identify unknown factors that must be discovered at different stages of the sales cycle. Sales reps can use assessments to prescreen opportunities by:    

Assessing an opportunity’s strategic value Analyzing relationships with opportunity contacts Identifying potential competitor threats Promptly recognizing subjective or financial factors that might put the opportunity at risk

STEPS TO ENABLE To create new opportunity assessment templates: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Opportunity Assessment Templates task and, in that task row, click Go to Task

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4. Create new opportunity templates as needed. Assessments can be automatically created for opportunities when a sales stage is reached. To enable the auto-create assessment feature: 1. Go to Navigator > Setup and Maintenance. 2. Click the All Tasks tab. 3. Search for the Manage Sales Methods and Sales Stages task and, in that task row, click Go to Task

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4. Select the Sales Method – Sales Stage for the assessment to be added.

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5. Under the Assessment Templates section, select the assessment template to be associated with the sales stage. 6. Specify whether the template is Mandatory or Recommended. Mandatory assessments must be completed by the end of the sales stage. Recommended assessments are optional. TIPS AND CONSIDERATIONS 

When creating templates, the template type must be set to ‘Opportunity’. Other template types aren't supported for simplified pages.



The associate task templates feature in the assessment template setup doesn't apply to simplified pages.



You can use Page Composer to enable additional features such as Delete Assessment, Weighted Score, and Comments.

KEY RESOURCES For more information about assessments, see the Assess Opportunities and Leads section of Using Sales in the Oracle Help Center. COPY OPPORTUNITY Sales reps can now copy information from an existing opportunity into a new opportunity using Oracle Sales Cloud’s simplified pages. Available from the Actions menu, the copy opportunity action requires that you enter a unique opportunity name, and then the action copies the following data into the new opportunity:          

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Opportunity Header information including Sales Account, Sales Stage, Owner and Currency. Opportunity Contacts Opportunity Team Opportunity Sales Credit Opportunity Partners Opportunity Sources Opportunity Leads Opportunity Competitors Opportunity References Opportunity Deal Registration

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Access the Copy Opportunity option from the Actions menu.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS Copy Opportunity action is displayed by default for any user who has the Create Opportunity privilege. You can choose to hide the Copy Opportunity action using Application Composer. PARTNER ASSOCIATION ON OPPORTUNITIES You now associate partners to your opportunities via the Partners subtab on the opportunity edit page. This is a change from previous releases, where there was a Partner field in the Opportunity header. OPPORTUNITY LIST PAGE In Release 9, summary information no longer appears at the bottom of the opportunity list page. The list page now offers more space for the list of opportunities. The opportunity summary information now appears in the infolets on the sales dashboard and the underlying reports.

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The Release 9 Sales Dashboard shows the information previously shown in the summary area of the Release 8 opportunity list page.

MULTIPLE CURRENCIES ON OPPORTUNITIES In Release 9, there is a single currency by default for the entire opportunity including the revenue line items, and any change to the opportunity currency is propagated to the revenue line items. In previous releases, the default behavior for opportunities allowed different currencies by revenue line, and a line could have a currency different than that of the opportunity. Because of this, opportunity currency was not propagated to the revenue lines.

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STEPS TO ENABLE There are no steps necessary to enable this change. However, if you want to continue allowing multiple currencies on new and existing opportunities, you will need to enable the pre-Release 9 behavior. For instructions, see Oracle Sales Cloud Release 9 Using Multiple Currencies on Opportunities (My Oracle Support Doc ID 1935955.1) Note: You will see an error message when you edit any field and save an existing opportunity record that has more than one currency reflected in its Revenue Items. CHANGES FROM THE PREVIOUS RELEASE 







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Sales Reps can create opportunities for any account type: customer, prospect or custom type. Sales reps can see the prospect or custom accounts that they created in addition to the customer accounts in the opportunity account picker. They can also prefilter the picker results by choosing the account type from the Type filter. Opportunities can be associated with Sales Prospect accounts. Unlike Account assignment, where Sales Prospects are not automatically assigned by default, opportunities associated with Sales Prospects are included for automatic assignment. Those opportunities are assigned regardless of whether sales prospect assignment is turned on or off. To make product selection for opportunities consistent with leads, the following names have been changed: the Revenue Items table is now called the Products table and the two available product types are now Group and Product. Formerly Product was called Item. For consistency across Oracle Sales Cloud Create pages, and for compatibility with the dynamic layout feature introduced in Release 9, the revenue table has been removed from the Create

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Opportunity page. If you want to add products while you are creating an opportunity, you can do so by clicking Save and Continue. The Next Task and Next Appointment due sections in the opportunity summary page have been removed because they are not extensible and prevent you from creating dynamic layouts. You can still view your next task or appointment by clicking the new Activities subtab. Lookup codes have been enabled for Set ID in Release 9. However, if you modify or create lookup codes for the following lookup types, then you must specify “Common Set”. o o o o o o o



Win/Loss Reason (MOO_SETID_WIN_LOSS_REASON) Strategic Value (MOO_SETID_STRATEGIC_VALUE) Opportunity Assessment Override Reason (MOO_SETID_ASSESS_OVRRIDE_RSN) Decision Level (MOO_SETID_DECISION_LEVEL) Estimated Deal Duration (MOO_SETID_DEAL_HORIZION) Level of Risk (MOO_SETID_RISK_LEVEL) Sales Revenue Type (MOO_SETID_REVENUE_TYPE)

When defining sales methods and sales statuses, you must specify ‘Common Set’ as the value for the (Reference Data) Set attribute. Oracle Sales Cloud does not currently support reference data sets other than ‘Common Set’. Return to Release Feature Summary

FORECASTS View, manage and submit forecasts from your desktop or mobile devices. Embedded analytics provide information that you can use to improve the accuracy of your forecasts. INTUITIVE SALES MANAGER FORECASTING Using simplified pages, sales managers can review and adjust their forecasts wherever they are. These easy-to-use pages enable sales managers to view the latest forecasting data and compare it to key metrics such as pipeline and won revenue. Sales managers can quickly see which sales reps have submitted their forecasts, what has changed since the previous forecast, and the opportunities that comprise the forecast. Sales managers can also drill down to their subordinates’ forecasts to view a forecast in the same way that a sales rep sees it. This provides sales managers with the opportunity for more effective coaching and greater forecast accuracy. Sales managers can add, remove or adjust individual lines in the sales rep's forecast, segment the totals by time period and override forecast totals for each sales rep. Any adjustments are clearly identified throughout the forecast hierarchy, allowing management to quickly view the changes made by sales managers on their team.

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Review and adjust your forecasts anywhere. See who has submitted their forecasts and what has changed since the previous forecast.

STEPS TO ENABLE There are no steps necessary to enable these enhancements. TIPS AND CONSIDERATIONS   

Using simplified pages makes the user experience different from using standard desktop pages. You cannot see future forecasts on simplified pages, only forecasts that can be submitted are displayed. The forecast trend graph that showed the forecast as it changed over various submissions is no longer displayed on simplified pages, instead the following bar graphs are displayed: o o

If the quota metric is enabled, then a quota gauge is displayed. Otherwise a bar chart is displayed showing how the forecast is broken up into elements of time. For instance, how much of the Q1 forecast will close in January, February and March.

The trend graph is no longer displayed on an analysis tab. If you want, you can add your own custom analytics on an analysis tab. You can still view the trend graph and future forecasts on desktop pages. 



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Sales managers have a different set of pages for forecasting from the sales reps. The application automatically displays the sales manager pages for any territory with subordinate territories. If the territory is a leaf-level territory, then the sales rep pages are displayed. The manager pages are customized separately from the sales rep UI. For example, if a custom field is added to the sales rep page, then it will not be automatically added to the sales manager page. If you have already customized the sales rep Review page, no existing page customizations will be lost, but you might want to add customizations to the new manager UI Edit page.

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KEY RESOURCES 

For more information about sales planning and forecasting, see Using Sales in the Oracle Help Center.

CHANGES FROM THE PREVIOUS RELEASE Navigate to forecast details using either a Review or an Edit link. Instead of drilling into a forecast by selecting the forecast name, drill into the forecast by selecting a link called either "Review" or "Edit” depending upon the context. Won revenue and open pipeline numbers are no longer displayed on the forecast overview page. To see these numbers, hover over the relevant graph element.

Navigate to forecast details using either a Review or an Edit link. To see won revenue and open pipeline numbers, hover over the relevant graph element.

FORECAST REPORTING For a description of this enhancement, see the Sales Analytics section of this document. SALES LIGHTBOX Sales Lightbox offers a library for Microsoft PowerPoint presentations and slides in a simple shopping cart experience. Easily create and assemble new presentations from multiple presentations and slides. Sales reps and sales managers can:  

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Search for presentations by topic or author using a visual browser. View slide views, shares and downloads to find the most popular content.

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    

Create new presentations by adding individual slides or full presentations to the shopping cart. Upload edited presentations to Sales Lightbox. Share presentations with other sales reps. Collaborate with a sales team on a presentation. Link presentations to account, contact or opportunity records.

Administrators can delete any presentation to prevent sensitive content from being shared.

Create new presentations by adding individual slides or full presentations to the shopping cart.

STEPS TO ENABLE Four job roles have Sales Lightbox privileges preconfigured. These are sales rep, sales manager, sales vice president and sales administrator. If you want to grant view-only user privileges to any other job roles, then follow these steps: 1. Sign into Authorization Policy Manager (APM). 2. In the top left hand Search Window, change the drop-down list to External Roles. 3. Enter Channel Sales Manager. Channel Sales Manager has been used as an example, but you can use any job role other than the four roles that already have privileges. 4. Click Search. 5. Click the View icon to see the job role. 6. Click the Application Role Mapping tab. 7. In the Display Name column, select CRM. 8. Click Map.

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9. 10. 11. 12.

Enter Shared Documents Viewing Duty for the Display Name and search. Select the duty role and click Map. Sign out of APM. Wait five minutes for the Enterprise Scheduler job to finish assigning privileges.

TIPS AND CONSIDERATIONS 

The All Presentations view in Sales Lightbox is available to administrators who have the Customer Relationship Manager Administrator job role.

KEY RESOURCES 

For more information about this feature, see: o o

Sales Lightbox topics in the Application Help Using Sales in the Oracle Help Center.

CALENDAR AND ACTIVITIES See all of your activities in one place and quickly add appointments, create tasks and log calls related to your accounts, contacts, households, partners, leads and opportunities. ACTIVITIES OBJECT AND APIS Appointments, tasks, and interactions are now stored in one activities object and can be retrieved using a single set of APIs. This unified model allows sales reps and managers to capture and view all tasks, appointments, interactions in one place. The single activities object also offers full support for configuration and customization, reporting and security. .

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The Activities list shows tasks and appointments.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. However, you must follow important steps to migrate any customizations you made to tasks and interactions in previous releases. For detailed information and steps to complete your upgrade, see Oracle Sales Cloud Release 9 Activity Upgrade Guide (My Oracle Support Doc ID 1938115.1).

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TIPS AND CONSIDERATIONS    



Automated scripts will move your activity data into the new model for you. Your old activity data will be preserved. Interactions will be migrated as completed tasks in Release 9. If you customized interactions and tasks, including UI changes, services, and workflow customizations, then you must follow important steps to migrate those customizations. You can manipulate any activity type or child record using a single set of APIs. There are no longer separate APIs for tasks, appointments and interactions. Activity contacts and assignees also offer one set of APIs. After upgrade, copies of layouts made in Release 8 for the following objects show the tabs for the old interaction, task, and appointment objects at runtime: o o o o o

Account Contact Household Sales Lead Opportunity

This issue will be resolved for customers directly upgrading from Release 8 to Release 9.2 Patch Bundle 1. Customers who have upgraded from Release 8 to 9.1 or Patch Bundle 0, and have run the Activities Upgrade post-upgrade steps, will still see this issue with PB1 and must recreate the layouts and disable the old layouts to show the tabs for the new objects. Important: Custom child objects created for the Activity object cannot be imported. Attempts to generate the import artifacts using Application Composer will result in errors. Avoid creating custom child objects for Activities if possible until Release 9.2 Patch Bundle 2 is available. Custom child objects of the Activity object created before PB2 will continue to have issues with import following PB2 application. KEY RESOURCES For detailed information and steps to complete your upgrade, see Oracle Sales Cloud Release 9 Activity Upgrade Guide (My Oracle Support Doc ID 1938115.1). CONSOLIDATED ACTIVITY VIEWS View all of your sales activities in one, top-level view. The activities page displays tasks and appointments with these familiar views:  

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My Calendar: Appointments are displayed in a familiar calendar format with views by day, week, month, or in a list. My Tasks: Manage your tasks and those assigned to you from a central list and sort them by due date, or open, overdue or high-priority tasks.

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All Activities: View all appointments and tasks in one consolidated list.

All customer touch points including upcoming tasks, logged calls and appointments are also listed in a consolidated child view. From the activities page, you can quickly review all past and planned activities related to accounts, contacts, households, partners, opportunities, leads and top-level custom objects.

The consolidated Activities view for an opportunity.

You can view your last completed activities in the Account and Contact Overview subtab.

Account and Contact Overview subtab.

STEPS TO ENABLE Use Application Composer to show the last completed activities infolet in the Account and Contact Overview subtab.

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TIPS AND CONSIDERATIONS  

On the Activities page, you can see all of the activities owned by or assigned to you. You have the option to view all of your activities in a consolidated list. You can also view your appointments in a calendar view and your tasks in a task list.

CALL REPORTS New call reports allow you to easily log a customer visit using your tablet or smartphone. You can indicate who attended the meeting, the objectives achieved, the opportunity discussed, and the products presented. You can also add a short meeting summary. In addition, you can e-mail the call summary to your external contacts and/or post a complete, internal version of the call report to Oracle Social Network.

On the appointment list page, you can see which appointments have associated call reports and how many call reports have been created. Easily tap or click to view those call reports.

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When you’re viewing appointment details, you can see a list of call reports created for the appointment, and who created the call reports.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS  

Call reports can only be created from an appointment. The ability to e-mail call reports is only available from the Call Report mobile app, not from the simplified pages.

TEAM CALENDAR Sales managers can view all of their team’s appointments in a timeline view to easily see important customer meetings. The team calendar page supports all security and privacy settings for each user and displays appointments with these views:   

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Week view: All of your team’s appointments for the upcoming week in an easy-to-read timeline format. Day view: All of your team’s daily appointments by hour. Search and save team calendar resources: Navigate quickly to a team in the resource hierarchy or save calendar views for other groups of resources.

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Team calendar view.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS  



The team calendar is available in weekly view or daily view. Groups of users can be predefined and saved as a calendar view. The users don't have to be part of the same organizational team. For instance, you can use a team calendar for people working on a specific deal. Alternatively, you can navigate the resource hierarchy in order to see the calendar of specific groups within your organization. If you add a person to your calendar, then you only see the details of that person’s appointments if that person has chosen to share their calendar details with you. If not, you see only that the person is busy.

APPOINTMENT AND TASK DELEGATION When you create an appointment, you become the default owner. The Edit Appointment page now has an owner field that you can change to delegate your appointments to someone else. The appointment will then appear on the new owner’s calendar. When you delegate an appointment, your name is automatically entered into a Delegated By field. This gives you and the owner full edit access to the appointment so that you can both update the appointment as necessary. This new functionality also applies to tasks. You can delegate tasks and appointments independently.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. PREBUILT REPORTS FOR ACTIVITIES For more information about prebuilt reports for activities, see the Sales Analytics section of this document. CONFIGURATION AND CUSTOMIZATION OPTIONS FOR ACTIVITIES The full set of customization options is now available for tasks and appointments. Using Application Composer, you can add custom attributes, create dynamic layouts and use groovy scripts to customize the activity object as well as the activity assignee and activity contact objects.

Application Composer with the activity-related objects highlighted.

STEPS TO ENABLE There are no steps necessary to enable these options. TIPS AND CONSIDERATIONS  

You can customize the Activity object as well as the Activity Assignee and Activity Contact objects in Application Composer, by selecting the Customer Center application. All configuration and customization options, including custom fields, objects, buttons, workflows or scripting are available for each of activity-related objects.

KEY RESOURCES For more information about configuration and customization options, see these guides in the Oracle Help Center:

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  

Extending Sales Groovy Scripting Reference for Oracle Sales Cloud Getting Started with Oracle Sales Cloud Customizations

SALES PREDICTOR Oracle Sales Cloud has a built-in recommendation engine that enables your sales operations team to segment existing customer data, mine data for past opportunities, and identify the next-best products to position in each account. You can author business rules to reinforce strategic sales plans, position new products to specific industries or target customer segments. The recommendation engine has prebuilt reports that show your sales administrator interesting buying patterns that you might want to consider in your territory account planning. The simplified pages make it easy to author cross-sell and up-sell business rules. PREBUILT REPORTS FOR CUSTOMER ANALYSIS To see the prebuilt reports for customer analysis, go to the Sales Analytics section of this document. MANAGE CROSS SELL AND UPSELL RULES Sales prediction rules define product recommendations for accounts and contacts. Administrators can determine and set up cross-sell and upsell rules to suggest products that sales reps should promote based on your organization’s sales plans and objectives. Using an easy-to-use rules editor, administrators can author and test product recommendations before rolling them out to the entire sales organization.

Manage Rules page: Create and manage recommendation rules.

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STEPS TO ENABLE There are no steps necessary to enable these enhancements. These enhancements are available automatically to anyone with the sales analyst and sales administrator roles.

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KEY RESOURCES  

For more information about Sales Predictor, see the Analyze Sales chapter in Using Sales in the Oracle Help Center. For more information about Sales Predictor configuration, see the Define Sales Predictor Configuration chapter in Implementing Sales in the Oracle Help Center. Return to Release Feature Summary

ORACLE SALES CLOUD FOR OUTLOOK Oracle Sales Cloud works seamlessly with Microsoft Outlook™. Release 9 provides more ways for administrators to proactively manage users, customize the UI by role and filter data for synchronization to ensure high performance. Partner resources can be added to opportunities or leads and Outlook forms and filters can be customized for different roles. In this release, duplicate detection and merge has also been included to ensure good data integrity between your Outlook contacts and Oracle Sales Cloud. DEPLOYMENT AND UPGRADES Oracle Sales Cloud for Outlook can now be easily deployed and automatically upgraded for your entire sales fleet. 

To install the Outlook client, click Start Download on the Outlook Installer task in User Preferences.



Oracle Sales Cloud for Outlook detects whether a new upgrade is available on the server and applies upgrades with minimal user interaction New installation administration settings enable easy installation. Sales reps can now complete installation by entering only their user credentials



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STEPS TO ENABLE 1. Click Start Download on the Outlook Installer task in User Preferences. NOTE: The installer is only available from desktop pages. 2. Unzip the downloaded file to a local directory. 3. Run the Oracle Sales Cloud for Outlook.msi file. 4. Enter your user credentials when prompted. TIPS AND CONSIDERATIONS You can maintain client installation preferences from within Oracle Sales Cloud. KEY RESOURCES For more information about setting up Oracle Sales Cloud for Outlook, see the Oracle Sales Cloud for Outlook Deployment Guide (My Oracle Support Doc ID 1923639.1). ASSIGN PARTNER RESOURCES TO OPPORTUNITIES AND LEADS Sales reps and sales managers can add partner resources to opportunities and leads directly in Outlook. This improves your sales team's effectiveness by incorporating partner management functionality in the same UI. STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES  

For more information about managing partners, see Using Sales in the Oracle Help Center. To see more enhancements related to partner management, see the Partner Relationship Management section of this document.

ROLE-BASED CONFIGURATION Sales reps and sales managers have unique application requirements. You now have the option to customize Oracle Sales Cloud for Outlook to meet these role-specific needs. Using Application Composer, you can customize Outlook forms and filters for different user roles.

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Use role-based configuration to customize Outlook layouts to display different fields, sections and child forms depending on a user’s role.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS Role-based configuration has been extended to server-side filters, so you can define which data synchronizes to the Outlook client depending on the user’s role. KEY RESOURCES For more information about extending Outlook pages, see Extending Outlook Pages Using Application Composer (My Oracle Support Doc ID 1646113.1). OUTLOOK CONTACT MATCHING Oracle Sales Cloud for Outlook now offers duplicate matching and merge between native Outlook contacts and the contacts in Oracle Sales Cloud so you can identify and resolve any possible duplicates.

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Identify duplicates in native Outlook contacts and the contacts in Oracle Sales Cloud and merge individual attributes from each contact into one contact record.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For more information about Outlook Contact Matching, see the Oracle Sales Cloud for Outlook Application Help

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SIMULATE SYNCHRONIZATION FILTER RESULTS The volume of data you synchronize directly affects synchronization performance. New data volume counts show the number of records that will be synchronized before synchronization begins. This information helps you find the best data filtering options for optimal synchronization performance.

Simulate synchronization filter results and view a report that shows you a breakdown of the data volume of each object.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For more information about simulating synchronization filter results, see the Oracle Sales Cloud for Outlook Application Help. Return to Release Feature Summary

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PARTNER RELATIONSHIP MANAGEMENT Streamline partner relationship management (PRM) and indirect sales processes to increase the value of your partner network. Channel account managers can now manage partners more effectively with simplified pages and a new dashboard. A simplified partner portal is now available to help your partner sales reps qualify leads and register opportunities easily. PARTNER MANAGEMENT Intuitive, simplified pages are now available for partner management. Channel account managers can:  

Perform overall partner management including signing up new partners, providing portal access, assigning them to a channel account manager and adding other team members. View the leads, opportunities, program enrollments, and activities each partner generates in a Partner 360 overview.

Partner overview page.

Important: Most of the Release 9 partner management capabilities for simplified pages were made available in January 2015. However, the initial Release 9 version did offer some enhancements, including partner contact management. Any page customizations done to partner management features prior to January 2015 will need to be re-done. Therefore, it is recommended that you do not customize your partner contact management pages until after the January Release 9 patch bundle is applied to your environments.

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TIPS AND CONSIDERATIONS You can’t migrate from desktop pages to simple pages if you're using Deal Registration for the lead object. Deal Registration is not available for the lead object in simplified pages. If you want to use Deal Registration for leads, continue to use desktop pages. CHANNEL ACCOUNT MANAGER DASHBOARD To learn more about the channel account manager dashboard, see the Sales Analytics section of this document. PARTNER LEAD DISTRIBUTION Leveraging Oracle Sales Cloud’s robust lead assignment capability, you can route marketing leads automatically to the best partners based on geography, industry expertise, and skill sets. As a channel account manager, you can see the leads assigned to the partners in your territory and can re-allocate or re-assign leads from one partner to another, if necessary. In the simplified partner portal, partners can easily accept or reject leads assigned to them. They can qualify their accepted leads using your assessment questionnaires. They can also log their activities and can promote qualified leads to opportunities to request registration approval.

Distribute leads to partners

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PARTNER OPPORTUNITY MANAGEMENT In the simplified partner portal, partners can create and register opportunities and share opportunities with you. For each opportunity, partners can share their end customer information such as the products they are interested in, account details, opportunity sales stage, and win probability. Partners can also request resource support with a task or appointment request. Channel account managers can approve or reject partner opportunity registrations. For example, they can view each partner’s pipeline, see how often a partner has interacted with a customer regarding a specific opportunity, review opportunity registrations, and approve special support requests. ASSIGN PARTNER RESOURCES TO OPPORTUNITIES AND LEADS IN OUTLOOK To learn more about this enhancement, go to the Oracle Sales Cloud for Outlook section of this document. Return to Release Feature Summary

CONTRACTS AND SALES AGREEMENTS Enterprise Contracts provides a comprehensive solution for managing your sales contracts. With Release 9, you can standardize corporate contract policies and negotiation workflows, improve internal controls, and comply with contractual obligations and regulatory requirements. You can also create custom reports using the new Enterprise Contracts subject area. CONFIGURABLE NEGOTIATION WORKFLOWS During customer negotiations, contracts might be passed back and forth between various stakeholders: sales, legal or finance. Your contracts administration team can now define the various stages and transitions that a contract progresses through during customer negotiations. For example, when contract language is modified, you can pass the contract through legal review or financial review for a more thorough review of the contract's sections by the appropriate team. The progress of the contract through each stage is tracked in the contract status history.

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Define stages for your contract’s progress

STEPS TO ENABLE There are no steps necessary to enable these enhancements. TIPS AND CONSIDERATIONS  

When defining a user's status, be sure to select the Allow Assignment checkbox for each user transition. This enables you to assign the contract to named assignees during a user transition. Codes entered for user status or user transition are case sensitive. A code Draft is different from the code DRAFT.

KEY RESOURCES For more information about this feature, see the User Statuses and Transitions: Explained section in the Application Help. WORKLOAD MANAGEMENT Workload management provides an effective way for contract managers to manage the contracts assigned to their teams. Managers can review their contracts queue and assign contracts to appropriate team members and proactively track progress. This reduces the overall time to contract by enabling managers to identify bottlenecks quickly and allocate the workload to team members more efficiently.

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Manager’s view of the workload for their organization

STEPS TO ENABLE 1. Set up resources, resource organizations and define organization managers. 2. Assign the Workload Management Duty role to all resource organization managers for contracts. TIPS AND CONSIDERATIONS  

Though a contract might be assigned to an organization or a nested resource organization, the contract is considered to be unassigned until the contract is assigned to a resource. The Manage Workload page displays data only for the resource organization for which the logged in user is the manager. All contracts assigned to the manager’s entire organization are summarized on this page.

KEY RESOURCES For more information about this feature, see the following sections in Application Help:   

Contract Assignment and Workload Management: Explained How can I balance resource workload when assigning contracts? How can I find out which contracts must be assigned to individual resources?

CONTRACT REPORTING AND ANALYTICS For more information about contract reporting, go to the Sales Analytics section of this document.

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SALES AGREEMENTS Sales reps can quickly create and negotiate sales agreements with preferential pricing terms or rebates in return for customer commitments, such as an agreed purchase volume. Reps can negotiate simple discounts or price overrides for products that the customer is going to purchase in the future. In addition, sales reps can download the agreement lines into an Excel spreadsheet, make changes offline and upload their changes back to the application. They can also preview the sales agreements, line items, pricing and legal terms in PDF format.

Create sales agreements.

Return to Release Feature Summary SALES PERFORMANCE MANAGEMENT Enhancements to Sales Performance Management provide you with the ability to migrate territory geographies and rules, import currency conversion rates and export quotas. These features significantly reduce manual, time-consuming work. Incentive Compensation enables administrators to perform more complex calculations and add expression options, while continuing to make the application easy to use for sales reps by providing customizable display names for plans, plan components and performance measures. QUOTAS Define sales goals to align with top-down sales objectives based on revenue or product groups. Set quotas and track sales performance against these objectives. QUOTA EXPORT In Release 9, you can export sales quotas for resources and territories into CSV files for offline editing. You can perform this export action from within the quota module, without visiting the setup screens.

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Export sales quotas from with the quota module.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS To retain the format of date fields, import the exported files into an Excel spreadsheet rather than opening the file directly. To do this, follow these steps: 1. 2. 3. 4. 5. 6. 7.

Open a new Excel spreadsheet. From the Data menu, select Get External Data From Text. Select the Resource Quota CSV file from the saved location. Click Import. Select Delimited and click Next. Select Comma, deselect any other delimiters, and click Next. Click Finish to view the files.

KEY RESOURCES For more information about quotas, see the Managing Sales Quotas section of Using Sales in the Oracle Help Center.

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TERRITORIES Set up sales territory models efficiently and evaluate the effectiveness of these models to increase sales performance. For information about setting up territory dimensions, metrics and geographies, see Territory Setup in this document. TERRITORY MANAGEMENT LANDING PAGE After selecting the Territories and Quotas menu item in the navigator, the landing page for Territory Management is displayed. This page is now the same as the View Active Territories page in the previous release. The page presents the list of all the active territories that have been defined, as well as the details for the selected territory, such as profile and coverage information.

Territory Management landing page

STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For more information about the Territory Management landing page, see Oracle Sales Cloud Release 9 Territory Management Changes (My Oracle Support Doc ID 1933360.1).

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NAMED ACCOUNTS IN TERRITORY DEFINITIONS Adding named accounts to territory definitions has become simpler. Instead of two ways of doing it, only the more robust and flexible method is supported. Named accounts are now managed exclusively using the Included Customers and Excluded Customers regions in the territory coverage.

Included customers in the territory definition

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS In general, named accounts are customers that have high value to the organization, or need special treatment for other reasons. In the context of territory management, named accounts are typically listed explicitly in the territory definition, as opposed to being covered by using dimensions such as Geography or Industry. Up until this release, there have been two ways of adding named accounts to the territory definition – using Included Customers as depicted above, and using the Customer dimension, as depicted in the following figure.

Named accounts using the Customer dimension

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The two methods of naming accounts to a territory, supported up until this release, are functionally overlapping. Naming accounts using Included Customers is much more flexible and usable, and this is now the only supported method. There are no changes when it comes to the usage of any other dimensions, ex: Account Type, Geography, Industry, etc. For example, it is still possible to set all named accounts’ Named Account attribute to Yes, and list them as Included Customers in a Key Accounts Territory, and at the same time, use the Account Type dimension to exclude named accounts from other (dimension based) territories, by setting their Account Type dimension to Not Named. During the upgrade process, any named accounts that have been defined in the Dimensional Coverage will be migrated to the list of Included Customers automatically. KEY RESOURCES For more information about named accounts, see Oracle Sales Cloud Release 9 - Territory Management Changes (My Oracle Support Doc ID 1933360.1). CHANGES TO DESKTOP PAGES References to the term "sales account" have been changed as follows:   

The Sales account centric coverage model has been renamed to Customer centric. In assignment preview, the Sales Accounts tab has been renamed Customers and the All sales accounts saved search has been renamed All customers. The names of seeded metrics have been renamed, substituting customer for sales account. Return to Release Feature Summary

INCENTIVE COMPENSATION Using the Manage Incentive Compensation process, you can perform complex calculations for nondiscretionary incentive plans such as sales commission plans or bonuses with formulaic calculations. In addition, you can adjust incentive plans for all organizations, measure performance in relation to metrics, reward appropriate behavior and analyze the effect of incentive programs based on your financial and sales goals. COMPENSATION PLAN DOCUMENT AND WORKFLOW Accelerate compensation plan review, approval and acceptance using the new plan document and workflow. You can easily tailor the plan document using Oracle BI Publisher to provide the approver and participant with key information about the compensation plan and expected goals. You decide how many approval levels within the HR supervisory hierarchy and analyst hierarchy are required for your approval process. Because compensation plan routing and acceptance are automated, participants and their managers are more aware of their incentive potential.

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The plan document and workflow is accessed by participants, participant managers and compensation administrators.

STEPS TO ENABLE Perform set up using the Functional Setup Manager within Incentive Compensation: 1. Navigate to Setup and Maintenance - Define Incentive Compensation task. 2. Enable the plan acceptance workflow by selecting ‘Yes’ for the parameter ‘Enable Plan Approval and Acceptance Workflow.’ 3. Set the Default Participant plan approval status to Ready to Publish. 4. Enter the number of levels to which the notification will be sent for each approval hierarchy chain before final acceptance by the participant: o o

The number of levels in Analyst Approval Hierarchy (starting from the leaf node) must be equal to or more than the number of approval levels specified in the setup. For the HR Supervisor Hierarchy, the number of managers assigned must match the number of levels specified in the setup.

5. Provide a manager’s name for a participant in the Manage Users page. 6. After your compensation plans are assigned to participants and individualized, compensation analysts publish the plan document that triggers the approval workflow. TIPS AND CONSIDERATIONS 

 

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The contract text has effective dates and the compensation plan also has effective dates. These dates are ignored when a plan document is generated. Ensure that each plan is associated with only one contract text. Assign an analyst and manager to each participant before publishing their plan. Don’t change the approval parameters when there are pending approval notifications.

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KEY RESOURCES For more information about this feature, see the Incentive Compensation Plan Document Approval and Acceptance Process: How It's Configured topic in the Application Help. CURRENCY CONVERSION RATE IMPORT Another integration task has been automated: now you can import currency conversion rate information. Whether you use daily, weekly, or monthly rates, you can import rate details using a data file.

Whether you use daily, weekly, or monthly rates, you can load conversion rates using a data file.

STEPS TO ENABLE If you're a new customer, then the Incentive Compensation Daily Rate type is seeded. If this type does not represent the rates you're importing, then define your rate type using the Manage Currency Conversions task. 1. Navigate to Setup and Maintenance - Define Incentive Compensation task. 2. Assign the rate types that you want for your transaction and payment processing using the Manage Parameters task. 3. Define the operating currency for your business unit and define the processing currency parameter. 4. Select the daily rate type for the various transaction processes using the Transaction Conversion Rate Type.

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The Transaction Conversion Rate Type is used to convert base transaction amounts during credit, rollup, and calculation processes. 5. Select the Collection Conversion Rate Type parameters. The Collection Conversion Rate Type parameters are used to convert transaction amounts during the transaction collection process. 6. Select the period rate type for the Payment Conversion Rate Type parameter. If you’re an existing customer and want to use the import feature for your existing rate types, then no setup is needed. KEY RESOURCES 



Download the currency import template from the Oracle Enterprise Repository: http://fusionappsoer.oracle.com (Firefox is recommended). This template contains instructions, attribute level information, and the structure for your data. If you want to use the web service to upload data files to the content repository, instead of manually uploading them using the File Export and Import work area, then see Oracle Fusion Middleware Developing with Oracle WebCenter Content.

ENHANCED TRANSACTION IMPORT Named values in the transaction import file allow you to create transaction data files using names instead of unique internal identifiers. The import process uses names, or a combination of names, to derive the unique ID. This makes the file-based data import process more intuitive and easier to manage. The following named values are now available:      

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Business Unit Name Credited Participant Name Credited Participant E-Mail Credit Category Name Credit Rule Name Role Name

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You can create your transaction data file using names instead of unique internal identifiers. The import process uses the names to derive the unique ID. STEPS TO ENABLE 1. Navigate to the Credits and Earnings work area and select the Import Transactions Using File Based Data Import task. 2. Open an existing Activity to edit mappings or create a new Activity. 3. If you want to use the new attributes available for mapping, and your transaction data file includes the values, then create a new mapping or copy an existing mapping to update. 4. Map your data file to the new target attributes. 5. Activate and Save your changes. TIPS AND CONSIDERATIONS This feature has not yet been extended to transaction import using the Credits and Earnings work area, Incentive Compensation Transaction Import task. KEY RESOURCES 





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Oracle Enterprise Repository for Oracle Fusion Applications provides the definitive catalog of integration-related content to simplify customizations, extensions and integrations. To access the Oracle Enterprise Repository, enter http://fusionappsoer.oracle.com using your browser (note that Firefox is recommended). Sign in as a user or a guest to Oracle Enterprise Repository. If you want to use the web service to upload data files to the content repository, instead of manually uploading them using the File Export and Import work area, then see Oracle Fusion Middleware Developing with Oracle WebCenter Content. For more information about importing transactions, see Using Incentive Compensation in the Oracle Help Center. 117

RULE MIGRATION The rule migration feature streamlines your implementation process. Use this feature to roll out new analyst approval hierarchies, classification rules, crediting rules and teams in your test environment. When you're ready, export the rules and import them into a production environment.

Export rules to an XML file which can then be imported into a production environment

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS The rule migration feature supports the migration of a single rule or the entire rule hierarchy. The export and import of a partial hierarchy isn't currently supported. KEY RESOURCES  

For a demonstration of this enhancement, see Managing Data Through Import and Web Services Release Training. For more information about rule hierarchies, see Using Incentive Compensation in the Oracle Help Center.

NEW CALCULATION FUNCTIONS Now you can implement compensation plans faster using an expanded set of compensation plan expression options. These expressions are parameterized to improve flexibility. You can define interchangeable, reusable groupings of numeric operators and SQL functions as inputs for and outputs of incentive formulas. These new expressions are based on customer feedback and include: 

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Credit Category Name. Returns the name associated with the credit category identifier. For example, you can use this function in your input expression when your rate table includes a credit category dimension. 118





 

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Prorated Plan Component Participation. Returns the proportional ratio of the number of participated days in the plan component interval. For example, you can use this function in your expression to prorate earnings based on the number of days that the participant is assigned to the plan. Prorated Measure Participation. Returns the proportional ratio of the number of participated days in the performance measure interval. For example, you can use this function in your expression to prorate attainment based on the number of days that the participant is assigned to the plan. YTD Target Incentive. Returns the year-to-date target incentive for the plan component. For example, you can use this function in your expression to calculate year-to-date earnings. Previous Interval Attainment. Returns the measure attainment for the previous interval. For example, you can use this function in your expression to compare a participant’s current and previous interval attainment for a performance measure. Date Difference. Returns the difference between two dates in terms of days, weeks, months, or quarters. Rolling Average Attainment. Returns the Average attainment for the measure for a specified number of intervals. Product Name. Returns the product name (in uppercase) associated with the product identifier. For example, you can use this function in your input expression when your rate table includes a product dimension.

New expressions are found in the user-defined functions menu.

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STEPS TO ENABLE Use the Configure Tables and Columns task, in Setup and Maintenance, to enable the attributes used as inputs for the new functions. TIPS AND CONSIDERATIONS 





When you create a plan component that uses one or both of the Prorated Plan Component Participation and YTD Target Incentive functions, add a placeholder expression for the incentive formula. Once the plan component is saved, you can define your expression using the plan component as input to the function. You then update the plan component by replacing the placeholder incentive formula with the new expression. The same applies when you create a performance measure formula that uses one or more of the Previous Interval Attainment, Prorated Measure Participation, and Rolling Average Attainment functions. The two-step process is required because you can't select the plan component or performance measure as an input to the function until you create the plan component or performance measure. Similarly, when duplicating plans, plan components, or performance measures that include one or more of these particular functions, you must edit the expression to replace the original plan component or performance measure with the newly created input attributes.

USER-FRIENDLY PLAN NAMES If the compensation plan names make perfect sense to your plan administrator but little sense to your participants, then you can configure participant-friendly display names when you define your plans, plan components and performance measures. The display names are available in the plan document. Substitute the plan, plan component and performance measure names with the corresponding display name value.

Configure participant-friendly display names when you define your plans.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS If you adopt Display Name, then you must substitute this column in any of the preconfigured OTBI reports referencing plan information. PARTICIPANT ALTERNATE TARGETS You can personalize participant plan metrics more easily using additional measure attributes to perform calculations at the participant level. Set up to six attainment goals in one performance measure. Total target values can easily be distributed evenly across the performance measure periods and retotaled when you update individual period values. Use the goals in the performance measure expression or in your reports. Alternate goals at the performance measure level aren't new in this release. However, the ability to individualize these alternate targets using the Participant Snapshot work area is new.

Enable total alternate target, interval, and period alternate target columns

STEPS TO ENABLE You can add alternate targets at the interval level using the View > Columns menu. However, if you want to add the alternate targets to the target detail regions, then you must use page customization. 1. Create and activate a sandbox by selecting the Settings and Actions menu, Manage Sandboxes task. .

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2. Select the Customize Compensation Plans Pages or Customize Participant Pages task from the Settings and Actions menu. This opens the page customization tool where you can customize the page. 3. When you're done, you must publish the sandbox. o

o

To add the alternate totals to the Performance Measure page, navigate to the Compensation Plans work area, select the Manage Performance Measures task, search and select a performance measure to open the Performance Measure page. To add the alternate totals to the Participant Goals page, navigate to the Participant Snapshot work area, choose Select Participant to select a participant with an assigned compensation plan. Once you have selected the participant, select the Mange Goals task to open the Manage Goals page.

PROCESS SUBMISSION AND PERIOD CLOSE WEB SERVICES Two new web services make it easier for you to manage day-to-day backend processes and add periodend controls. You can coordinate and automate incentive compensation process submission using the Manage Process Submission web service. Sixteen processes are eligible, including those used for collection, crediting, classification, calculation, and payment. If you need tighter control for your periodend processing or must align your incentive compensation calendar with your financial calendar period status, then you can close your incentive compensation period using the Incentive Compensation Period Status web service.

Submit Incentive Compensation processes using a web service

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES 



If you're interested in the web service to upload data files to the content repository, instead of manually uploading them using the File Export and Import work area, then see Oracle Fusion Middleware Developing with Oracle WebCenter Content. For an overview of Oracle Sales Cloud web services, see Oracle Sales Cloud Web Services (My Oracle Support Doc ID 1354841.1).

WEB SERVICE FOR ESTIMATING COMPENSATION Sales reps can use this Web service to estimate their earnings and measure their goal attainment. These estimates are based on real-time incentive calculations. By estimating potential compensation against pipeline opportunities, sales reps can determine where to focus their efforts so that they can meet their goals and maximize their target incentives. This Web service enables Oracle Incentive Compensation to be integrated with CRM applications such as Oracle Sales Cloud, Oracle CPQ, Siebel CRM, or any third-party CRM application. Using various methods provided by the Web service, sales reps can pass information from transactions, such as opportunities and quotes, to Oracle Incentive Compensation and calculate their potential attainment and earnings. Results can then be displayed within the CRM application. STEPS TO ENABLE There are no steps necessary to enable this enhancement. KEY RESOURCES For an overview of Oracle Sales Cloud web services, see Oracle Sales Cloud Web Services (My Oracle Support Doc ID 1354841.1). FLEXIBLE PAYSHEET APPROVAL When your paysheet approval processing requirements go beyond incentive compensation manager approval, your application administrator can now edit the approval flow and configure rules for determining your approvers. This feature still supports your governance requirements while giving you more flexibility and control over your paysheet approval processing. STEPS TO ENABLE 1. Navigate to the Tasks to be Configured page using the Setup and Maintenance work area, Manage Task Configuration for Incentive Compensation task.

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2. To edit the assignees for paysheet approval, select the ‘NotificationforPaysheet’ task, select the edit icon, and then select the Assignees tab:

The ready-to-use configuration includes two enabled service oriented architecture (SOA) participants in the paysheet approval stage. The first SOA participant represents the current paysheet approval flow using the analyst-to-compensation manager hierarchy defined using the Participant Assignment work area. The second SOA participant sends a notification to the requesting analyst:

3. Select the inactive SOA label participant to enable and edit an additional parallel approval flow:

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4. An example rule is provided for your reference. This rule sends paysheet notifications to participant managers, based on the HR Supervisor Hierarchy. Select the edit icon to edit the rule or to create your own rule. You can define a rule which routes the paysheet to an approval group. You define approval groups using the Setup and Maintenance, Manage Approval Groups for Incentive Compensation task. 5. Select the Advanced button to enable the SOA participant by updating the Ignore Participant indicator. PAYMENT ACKNOWLEDGMENT To facilitate payment tracking and reconciliation between paysheets and your payment system, three additional values can be captured for each paid paysheet. Fields are available for you to manually enter the values or your administrator can use the PaysheetPaymentAcknowledgment web service to automate the payment acknowledgement process.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. Return to Release Feature Summary CUSTOMER DATA MANAGEMENT Keeping track of customer information is now faster and more efficient. The data enrichment process has been streamlined so that data stewards can easily import company and contact data from Dun & Bradstreet. The new SOAP web services make it easier for you to integrate other applications with Oracle Sales Cloud Customer Master. The Enterprise Data Quality engine improves data integrity by identifying duplicates in real time as well as making it easier for you to set up rule definitions. When you use Oracle Sales Cloud data management tools, you can ensure that you have a clean customer master. CUSTOMER MASTER Cleanse addresses, match account and contact records, remove duplicates, enrich business cards, and cross-reference customer 360-data across the enterprise. REAL-TIME DATA ENRICHMENT Improve your knowledge of customers with clean and enriched data using real-time business information from Oracle Social Data and Insight Cloud Service for account and contacts. Data stewards can import new company or contact data to augment the customer records in Oracle Sales Cloud. Data stewards can also enable real-time data enrichment to allow sales reps to enrich their account and business contact data with the Dun & Bradstreet data that they want.

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Enrich account to update the latest company information

STEPS TO ENABLE Before you can enrich data, you must first purchase a third-party data service subscription and your administrator must create a new user with the Data Service Client API AppID role. This user is used by Oracle Sales Cloud to securely communicate with the Oracle Social Data and Insight REST APIs. After enabling the Manage Social Data role, you must set up Sales Cloud and Data Cloud integration as follows: 1. Set up Sales Cloud and Data Cloud integration. For more information, see the Manage Sales Cloud and Data Cloud Integration: Explained section in the "Enrich Sales Cloud Data" chapter of Implementing Customer Data Management in the Oracle Help Center. 2. Set and configure enrichment processes. For more information, see the Manage Automatic Enrichment Preferences: Explained section in the "Enrich Sales Cloud Data" chapter of Implementing Customer Data Management in the Oracle Help Center. 3. Set administrator profile options.

To set administrator profile options: 1. In the Setup and Maintenance work area, click the All Tasks tab in the Overview region and search for the Manage Administrator Profile Values task. .

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2. In the search results, click the Go to Task button for the task. 3. In the Manage Administrator Profile Values page, search for the DAAS_PRODUCTION_MODE profile option code. 4. Se the profile level Site to No. 5. Click Save and Close. After setting the previous options, you can then select the fields that you want to enrich:

TIPS AND CONSIDERATIONS A third-party data subscription service subscription is required for Oracle Sales Cloud data enrichment. NEW SOAP WEB SERVICES FOR ACCOUNTS, CONTACTS AND HOUSEHOLDS New and simplified SOAP web services make it easy to integrate accounts, contacts and households with other spoke systems. Simplified object structures represent logical views of accounts, contacts and households. You don’t need to know the full data model to use the services correctly. Instead of calling multiple granular web services to orchestrate a set of customer record updates, you can now perform the most common customer data management actions with new APIs. For example, you can create account locations and contacts with one API call. The following top level SOAP services are available:    .

Sales Cloud Account Sales Cloud Contact Sales Cloud Household 128

Use these services to create, edit, find, merge and delete account, contact and household objects. The services support commonly used profile attributes:   

One set of industry classification and parent node information attributes that are required to create an account hierarchy. One set of address and address purpose attributes. One instance of different contact point type attributes such as phone, mobile, fax, e-mail and so forth.

The following sets of child services are also available and allow you to manage multiple addresses and relationships for the three top level objects:  

Sales Cloud Address Sales Cloud Relationship

STEPS TO ENABLE There are no steps necessary to enable these enhancements. TIPS AND CONSIDERATIONS    

Attributes that are available on the simplified pages by default are available within each of the top-level services. The Sales Cloud Account service supports the management of an account hierarchy for a given account. The Sales Cloud Address service can be used only when there's more than one address related to the top-level object. The top-level services don't support any relationships. Use the Sales Cloud Relationship service to manage relationships between any two top-level objects.

KEY RESOURCES For more information about using Web Services in Oracle Sales Cloud, see Oracle Sales Cloud: Using Simplified SOAP Web Services (My Oracle Support Doc ID 1938666.1). Return to Release Feature Summary DATA QUALITY Automate the recognition of duplicate account and contact records using a robust data-quality engine. EMBEDDED ENTERPRISE DATA QUALITY Release 9 includes a built-in enterprise data-quality engine for all new customers. The new solution includes:

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Integrated data steward UI to define data-quality rules using a web browser Real-time data matches on newly created or updated records Batch data matches on account or contact records Easier set up of matching configurations for a variety of matching needs Data matching on account and contact custom attributes Real-time and batch address cleansing and verification

Real-time and batch data matching

Real-time and batch address cleansing

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS  

For real-time and batch account, contact or address matching and cleansing, you must buy Data Quality Matching and Data Quality Cleansing licenses. For address verification (AV), you must buy a Data as a Service (DaaS AV) license.

KEY RESOURCES 



For the tasks that you need to perform to switch your data-quality engine from Informatica Identity Resolution (IIR) to Enterprise Data Quality (EDQ), see Switching from IIR to EDQ After Upgrade - A Step-by-Step Guide (My Oracle Support Doc ID 1936006.1) For more information about EDQ and its configuration, see the Define Data Quality section of Implementing Customer Data Management. Return to Release Feature Summary

CONFIGURATION AND CUSTOMIZATION Oracle's standards-based, open and flexible platform makes it easy for developers to rapidly build and deploy rich applications or integrate with and extend Oracle Sales Cloud. Application Composer now has full custom object support and visual assets to create themes for ease of use. You can now add custom objects to the simplified UI at the same level as the standard account, contact, opportunity and lead objects. Choose from more than 35 icon families to make your sales reps feel more at home in the application. Release 9 also includes improvements to the Process Composer tool for approvals, e-mail notifications and more. APPLICATION COMPOSER Oracle Sales Cloud Application Composer is a tool that enables you to extend and customize the application to meet the unique needs of your business. INTUITIVE FULL CUSTOM OBJECT SUPPORT You can now add custom objects to the simplified UI at the same level as the standard account, contact, opportunity and lead objects. Custom top-level objects are fully supported in Oracle Sales Cloud and enable you to:   

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Create and edit the default page layouts for custom objects. Create dynamic page layouts to show the right fields based on the role of the user or data on the record. Add a new icon for the custom object to the home page and the filmstrip.

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Show a summary page for the custom object. Create custom saved lists to add to the summary page. Customize lists and search results. Extend the custom object Search and Select dialog box.

When you click the Create Default Pages button for the custom object that you created, Application Composer automatically creates a default layout for both the objects’ creation page and details page in the simplified pages. Similarly, you can create a default layout in the desktop pages, mobile pages, and outlook pages as well.

Click the Create Default Pages button to create a default layout in the simplified pages.

You can also extend the intuitive home page to include icons for those custom objects.

Example of an intuitive home page with custom objects added.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS To hide objects from the intuitive Home page, go to Settings and click the Structure tab. KEY RESOURCES  

For a demonstration of this enhancement, see the Configuration and Customization Release Training. For more information on how to add custom objects to the simplified pages, see Customizing Sales in the Oracle Help Center.

CHOOSE ICONS AND THEMES When you create a set of simplified pages for the custom object, you can select the display icon to use for those pages right from the Object Overview page. There are more than 35 icon families to choose from. Each of the icons has many variations optimally sized for the different tabs, home pages and themes. Once you select one icon for every custom object you create, Oracle Sales Cloud automatically displays the right variation of the icon depending on where it’s shown in the application. For instance, if the user chooses to use a rich theme instead of a flat theme in the application, then the icons will dynamically change to show more details to match the user’s preference.

More than 35 icon families are available

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Variations of an icon

Important: Additional industry-specific icon families will be added in subsequent releases. Plans are to expand the set of icon families in every release. STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS   

If you don't select an icon, then Application Composer supplies a default icon. You can replace it with your preferred icon at any time. Once you select an icon, it cannot be changed. You can select the same icon for multiple objects.

KEY RESOURCES  

For a demonstration of this enhancement, see the Configuration and Customization Release Training. For more information on how to choose an icon for custom objects, see Customizing Sales in the Oracle Help Center.

MANY-TO-MANY RELATIONSHIPS Many-to-many relationships allow you to model complex, real-world situations to meet your business needs. For instance, a company in the automotive industry can model dealers and vehicles with manyto-many relationships: a dealer can be related to many vehicles, and a vehicle can be related to many dealerships. In this example, you would create a many-to-many relationship between the Dealer and Vehicle objects, where the related records from both objects store their primary identifiers in an intersection table.

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After you create the relationship, you can create subtabs and expose them under both objects. You can also display fields from either the parent or from the intersection object on those subtabs.

Choose M:M for the Cardinality field when you create a many-to-many relationship.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS    

The intersection object's table records two foreign keys: one for the source object and the other for the target object. Recording these keys enables the many-to-many relationship. A child object cannot be the source object or target object. Common components, such as notes and activities aren't available for selection as either source objects or target objects. In general, you create a relationship between two objects within the same application. You can, however, select common objects as target objects. Common objects include: o o o o

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Account Address Customer Contact Profile Resource

Once you create a relationship, you can no longer edit the source and target objects. Once you create a relationship, you can no longer edit the relationship name. The relationship adds a field to the target object to store the foreign key details. If the source object is ever deleted, then the target object records remain in the database. You can optionally specify data filter criteria for both the source and target objects. The filter criteria that you specify controls which records are available for association with a record from the other object in this relationship.

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KEY RESOURCES  

For a demonstration of this enhancement, see the Configuration and Customization Release Training. For more information on how to create a many-to-many relationship, see Customizing Sales in the Oracle Help Center.

GROOVY WHITE LIST To make Groovy scripting more secure, Oracle Sales Cloud issues a warning when potentially unsafe functions (functions that aren't on the white list) are invoked by your script.

Example error message

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS  

A list of supported Groovy classes and methods is documented in Groovy Scripting Reference for Oracle Sales Cloud. Existing scripts are supported as is, even if they use functions that aren't on the white list.

KEY RESOURCES For more information about scripting, see Groovy Scripting Reference for Oracle Sales Cloud in the Oracle Help Center.

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FIELD GROUPS Organizing your page layouts can improve how your sales reps and sales managers enter data in Oracle Sales Cloud. Field groups give you the option to organize groups of fields under a heading, which is particularly useful for large pages and forms. Users can expand and collapse field groups to organize page views. Field groups are created as part of either a creation page layout or a details page layout. Once you add a group of fields into a field group, you can easily move that group of fields up or down the page layout, with a single click.

Example of field group Primary Address

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS   



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The fields that you can select for a field group are attributes of the top-level object that you're creating the page layout for, such as the Opportunity object. Group related fields so they always appear together on a page. Group secondary fields in a region that your end users can optionally expand, if they need to. For example, some fields on a page are useful, but might not be critical for your end users. Define the field group so that the region is always collapsed by default at run time. Multiple field groups always appear together at run time within a larger field group container. When designing a page layout, you can move a field group up or down, but only within this larger container. In most cases, field groups appear at run time as regions right below the page's top summary region. 137



Once you add a field to a group, you can't add the same field to another group. However, you can easily move a field between groups.

KEY RESOURCES To learn how to create field groups, see Customizing Sales in the Oracle Help Center. MULTIPLE CHILD OBJECTS FOR CUSTOM SUBJECT AREAS For more information about this enhancement, see the Sales Analytics section of this document. CUSTOMIZE OBJECT OVERVIEW PAGES Using dynamic layouts, you can customize the account, contact, household and partner overview pages. You can add or remove fields and choose which infolets are displayed on the overview pages.

Add or remove fields or choose infolets to customize the object overview pages.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. RESOURCE DETAILS PAGE CUSTOMIZATION The Resources details page is now customizable. You can do the following:  .

Add, remove, and reorder fields. 138



Hide, show, and reorder buttons and actions.

You can customize the Resource Details page.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. SUBTAB EXTENSIBILITY Release 9 significantly broadens support for the configuration of subtab field layouts by making most subtabs independently configurable. For example, you can configure the Leads subtab for accounts to show different fields from the Leads subtab for opportunities. You can also choose to create a different subtab field configuration for each dynamic layout that you create.

Edit subtab field layouts for different objects or for dynamic layouts.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS 



Prior to Release 9, some subtabs (for example, those based on the Relationships object), could be customized through a common shared layout. Any changes previously made to these common layouts will be preserved in Release 9 by replicating the common changes for each subtab that you can configure independently. If you have created duplicate layout based on the default layout for Account or Contact prior to Release 9 PB1, the duplicate layout continues to reference existing common shared layouts. If you want to independently customize subtabs for Relationships, Assets, Team and Contacts in Account or Contact details page, then you will need to recreate the duplicate layout.

KEY RESOURCES For more information about creating custom layouts for subtabs, see Oracle Sales Cloud Release 9 - ReCreating Custom Layouts for Subtabs in Account, Contact, Household Detail Page Layouts (My Oracle Support Doc ID 1956974.1) DIRECT PAGE LINKS Add a link to an e-mail, a report, or a custom app that opens an Oracle Sales Cloud account, contact, household, opportunity, lead, activity or top-level custom object record. The link might open a specific subtab of a record detail page.

Add a link to a specific record detail page or subtab.

You can also link directly to a subtab for custom objects. To do this, use the following URL pattern:

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https://hostname:port/application/faces/CrmFusionHome?tabToOpen=CRM_CUSTOM_TAB_&c ardToOpen=CRM_CUSTOM_CARD_&TF_ObjectId=&TF_subTabName=   

= Object API Name in all UPPER case including "_C" = Object Primary Key in the database = Subtab showDetailItem component ID. This is an automatically generated ID that you can find by viewing the details page layout where the custom subtab exists.

Subtabs Region

STEPS TO ENABLE There are no steps necessary to enable this enhancement. MODULARITY CONSTRAINT REMOVED Application customization for applications across the web is now fully supported. You can reference objects from any application when you customize the object model, UI or business logic of Oracle Sales Cloud.

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Add any related object from Oracle Sales Cloud when creating dynamic choice lists.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. MULTIPLE APPROVALS ALLOWED ON A SINGLE RECORD The preconfigured Business Process Management approval process now supports multiple approvals on a single record. Multiple approvals can be processed in a serial fashion. In other words, when one approval is in process, another approval cannot be submitted in parallel. An approval can be submitted only when the previous approval process on the record is completed. STEPS TO ENABLE There are no steps necessary to enable this enhancement. USER INTERFACE TEXT CUSTOMIZATION The User Interface Text tool offers a search-and-replace function to change text that appears throughout the Oracle Sales Cloud application. In Release 9, the User Interface Text tool has been enhanced to support changes to text within Oracle Transactional Business Intelligence RPD messages (logical attribute labels), Global Menu labels (Navigator and Home Page menu text), and Oracle Enterprise Scheduler Service process names.

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS 

  

You can only customize UI text or messages within a sandbox. Any changes to UI text won't be available to users until the sandbox is published. However, the changes to messages are effective immediately in the production instance and can't be reverted even when the unpublished sandbox is deactivated. It is recommended that you use separate sandboxes for UI text and messages customization. Any changes that you make in Application Composer, Page Composer, or within tasks in Setup and Maintenance will override any UI text customizations made using this method. New strings are stored in an override bundle in MDS. You can edit strings in a sandbox and migrate them using Customization Migration. Locale-specific replacement strings are stored in the MDS override bundle for that locale.

KEY RESOURCES For more information about UI text customization, see Customizing Sales in the Oracle Help Center. PROCESS COMPOSER You can create and edit approval processes for custom and standard child objects. For example, you can create an approval process for the contacts object in which it's a child object of Opportunity. In addition, a new approval process parameter, e-mailAddress, has been added. Using this parameter, you can send an e-mail notification to one or more individuals to notify them when an approval request is approved or denied. The e-mail notification will contain the outcome of the action taken by the approver. For example, the subject of the e-mail can be Opportunity has been approved.

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You can also configure two new process parameters, called title1 and title2, to change the notification to a more meaningful one so that users can easily recognize different approval requests. STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS EmailAddress, title1 and title2 are optional parameters. KEY RESOURCES For more information about this enhancement, see Customizing Sales in the Oracle Help Center. PLATFORM-AS-A-SERVICE (PaaS) Oracle has released open source sample code to demonstrate and accelerate integrations between the Java Cloud Service and Database Cloud Service for Oracle Sales Cloud. Oracle’s Platform-as-a-Service (PaaS) solutions harness the power of industry-standard Java 2 Enterprise Edition through the Java Cloud Service and Oracle’s Database cloud service featuring the Application Express platform. The solutions include:     

Dynamic web service handlers using JAX-WS Data synchronization connectors Rich UI data visualization components Mobile App REST façade on Oracle Sales Cloud web services A healthcare provider sample application

PaaS solutions are available on Oracle Technology Network.

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Oracle Cloud Marketplace

KEY RESOURCES Find integration solutions on Oracle Cloud Marketplace. CLOUD INTEGRATIONS Oracle is investing in the overall customer experience in the areas of sales, marketing, service, and Configure, Price, Quote (CPQ) and has developed tools and methodology to integrate them. ORACLE MARKETING CLOUD Understanding your contacts’ interactions in digital and social media can help you identify the right products and target your sales activities. Integration with Oracle Marketing Cloud provides a digital profile of your contacts in a common UI. With a central data repository, the integration between sales and marketing provides a 360 view of the customer and the ability to follow leads from prospect to closed opportunity.

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This diagram represents the integration between Oracle Marketing Cloud and Oracle Sales Cloud.

Integrating Oracle Marketing Cloud and Oracle Sales Cloud allows you to see the digital activities for a contact.

STEPS TO ENABLE See the Accounts and Contacts section of this document to see the steps to set up digital activities. KEY RESOURCES For more information about viewing digital activities for a contact, see the Accounts and Contacts section of this document.

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CPQ CLOUD INTEGRATION Oracle CPQ Cloud accelerates the conversion of sales opportunities to revenue by automating the sales order process with guided selling, dynamic pricing and an easy-to-use workflow approval process that is accessible anywhere, on any device. You can now manage quotes and orders from Oracle CPQ Cloud using Oracle Sales Cloud’s simplified UI. Bidirectional synchronization keeps accounts, contacts, and quotes up-to-date in both applications. Single sign-on allows you to switch easily between the applications.

Account overview page with quote and order information.

STEPS TO ENABLE To set up the integration between Oracle CPQ Cloud and Oracle Sales Cloud, you must: 1. Set up single sign on (SSO) access in both Oracle Sales Cloud and Oracle CPQ Cloud. Consult Oracle Sales Cloud operations to set up SSO on cloud instances. 2. Synchronize users between Oracle Sales Cloud and Oracle CPQ Cloud. For users to have access to both Oracle Sales Cloud and Oracle CPQ Cloud, you must create them as users in both applications. You can add users to Oracle Sales Cloud in the UI or using import. In Oracle CPQ Cloud, you can create users in the UI using import or using web services. 3. Register and synchronize your product list between Oracle Sales Cloud and Oracle CPQ Cloud. You can create products in the UI or import products into Oracle Sales Cloud. In Oracle CPQ Cloud you can create products in the UI, import products, or create products using web services. A third party can be the master of the products and enable integration. 4. Recognize the Oracle CPQ Cloud. Use the Manage Sales Cloud to CPQ Integration task in Setup and Maintenance to define the specific Oracle CPQ Cloud to integrate.

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TIPS AND CONSIDERATIONS Single Sign on needs to be turned on in both Oracle Sales Cloud and Oracle Marketing Cloud by request to the Cloud operations team. KEY RESOURCES For more information, see the Oracle Configure, Price, Quote (CPQ) Cloud Knowledge Zone.

CLOUD TO ON-PREMISES INTEGRATIONS Prebuilt integrations between Oracle Sales Cloud and other Oracle CRM and ERP applications help you successfully migrate from on-premises-based systems to the cloud. SIEBEL CRM The world's most complete customer relationship management (CRM) solution, Oracle's Siebel CRM helps organizations differentiate their businesses to achieve maximum top-line and bottom-line growth. With a Siebel-Oracle Sales Cloud integration, account, contact, activity and opportunity data can flow from Oracle Sales Cloud to the Siebel application. This integration allows you to navigate quickly from Oracle Sales Cloud’s Customer Center or opportunity records to Siebel quotes. KEY RESOURCES For more information, see Integrating Oracle Sales Cloud with Siebel CRM (My Oracle Support Doc ID 1670543.1) ORACLE E-BUSINESS SUITE Oracle E-Business Suite is the most comprehensive suite of integrated global business applications. Oracle E-Business Suite enables organizations to make better decisions, reduce costs and increase performance. Oracle Sales Cloud and Oracle E-Business Suite can share account and contact information with a bidirectional synchronization. KEY RESOURCES For more information, see Integrating Oracle Sales Cloud with Oracle E-Business Suite (My Oracle Support Doc ID 1670543.1).

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JD EDWARDS JD Edwards delivers over 80 application modules to support a diverse set of business processes and key industry solutions, such as Consumer Package Goods, Manufacturing, Asset Intensive and Projects and Services. Oracle Sales Cloud now shares account information with JD Edwards, enabling front-end sales activities and analytics to complement existing business processes. KEY RESOURCES For more information about integrating Oracle Sales Cloud with JD Edwards, see Integrate Oracle Sales Cloud with JD Edwards EnterpriseOne.

INDUSTRY SOLUTIONS Designed in close collaboration with Oracle customers, Oracle Sales Cloud Release 9 Industry Solutions are preconfigured and built on the Oracle Sales Cloud platform. You can tailor these industry solutions further using the same set of configuration and customization tools that you're already using to meet your unique business needs. HIGH TECH AND INDUSTRIAL MANUFACTURING Oracle Sales Cloud for High Tech and Industrial Manufacturing provides additional account planning and structured-selling capabilities to tell your sales reps what they must know, and what they must do to plan and execute each opportunity methodically. Sales reps can create account plans, and keep track of sales goals and strategy throughout the year. The Sales Coach tool creates a task template with links and documents for sales reps to follow as they work to close each deal. Sales reps can also log trouble tickets on behalf of customers during field visits.

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149

KEY RESOURCES 

For more information about the High Tech and Industrial Manufacturing solution, go to cloud.oracle.com/cx-high-tech-manufacturing. o o

View the Sales Cloud Partner Relationship Management datasheet. See video demonstrations of the Sales Cloud High Tech & Industrial Manufacturing industry solution.

FINANCIAL SERVICES Oracle Sales Cloud for Financial Services helps financial professionals, such as personal bankers or mortgage brokers, review their clients’ financial portfolios, recommend the best financial products based on current needs, and streamline account origination. Using Oracle Policy Automation technology, Sales Cloud for Financial Services provides bankers a tablet-friendly interview application to assess a client’s loan application in-person at a branch or at the client’s house. The interview application recommends the best loan products by immediately taking into account the client’s financial holdings, preferences, and eligibility. Bankers also have a complete 360-view of a household, including the family relationships, referrals, account transactions, and activity history.

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Oracle Sales Cloud offers a comprehensive KPI-driven dashboard.

KEY RESOURCES 

For more information about the Financial Services solution, go to cloud.oracle.com/cx-financialservices. o o

View the datasheets related to Oracle CX for Financial Services. See videos and demonstrations about the Oracle CX for Financial Services industry solution.

CONSUMER GOODS - RETAIL EXECUTION Field sales reps working in the consumer goods industry make regular visits to retail outlets to perform inventory audits, share promotional information to achieve up-sell and cross-sell quotas, capture order information and fill out surveys. Sales reps can plan their routes, manage customer calls and update account information using Oracle Sales Cloud on an iPad. Oracle Sales Cloud also makes it easier for sales managers to gain insight into their team’s activities in real time using a sales dashboard and to collaborate using Oracle Social Network.

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Inventory audit page

KEY RESOURCES 

For more information about the consumer goods industry solution, go to cloud.oracle.com/cxconsumer-goods. o o

View the Oracle Sales Cloud for the Consumer Goods Industry – Retail Execution datasheet. See video demonstrations of the Sales Cloud Consumer Goods industry solution.

COMMUNICATIONS Sales reps working in communications can work with highlighted top deals based on intelligent scoring of opportunities. Existing contracts, telco usage meters and product recommendations provide date for a structured selling process. Account and contact profiles include digital and social activity. Service requests are also presented to sales reps. The recommended service options are provided, such as addons, configuration for prices and quotes, or triple-play bundles. Deal review is based on margins and overall deal quality. Oracle Social Network enables team collaboration on accounts.

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Configure the quote by selecting the appropriate product or bundle.

KEY RESOURCES 

For more information about the communications industry solution, go to cloud.oracle.com/cxcommunications. o o

View the Oracle Sales Cloud for the Communications Industry datasheet. See a video demonstration of the executive KPI dashboard tailored for the communications industry. Return to Release Feature Summary

SETUP AND MAINTENANCE Oracle Sales Cloud’s setup and maintenance tools make it easier for you to migrate data and set up applications. FILE-BASED DATA IMPORT When using data import files or mappings from previous releases, keep in mind that changes to fields may necessitate updates to your import files or import mappings. For example, the Type field was changed in Release 9. If you want to reuse account import mappings from previous releases, you will need to add the Type field into the mapping file.

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Import terminology in Release 9 has been streamlined to align with the simplified pages. The prebuilt seeded Account, Contact, and Household templates have been updated, but if you have custom import mapping templates, then they must be changed to reflect the new terminology.  

The SalesAccountProfile import object has been renamed to SalesProfile. Two attributes under this entity have also been renamed: SalesAccountType has been renamed to Type and AccountDirectorID has been renamed to OwnerPartyID.

The Sales Account Team import object has been renamed to Customer Sales Team. This name change does not affect import mapping; however, if you use File Import to import account team records, you must now select 'Customer Sales Team' in the File Import Object drop-down list to begin the import task. ROUNDTRIP SUPPORT Using a combination of file-based data export and file-based data import, you can perform round-trip export and import for most objects. Parent-child relationships are maintained throughout the process. Multiple CSV files are supported and each CSV file generated represents a separate object, all of which are contained in a single ZIP file. Use File-Based Data Export to select an object and its related child objects to be exported. For example, you can export a set of opportunity records with their associated revenue records. In the past, this process required you to export these records separately and then determine the associations outside of Oracle Sales Cloud. Now the data is exported as a ZIP file which contains a single CSV file for each object with both parent and child records. After you edit records within the exported data set, import the data using a ZIP file. You can map each column in the input file, either by using a previously created import mapping, or by manually mapping the columns to the target attributes that you want.

Export an object and its related child objects

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STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS  



 



Child records are associated with their parent records using a foreign key value. When you use File-Based Data Export to transfer data between multiple Oracle Sales Cloud instances, record ID values are only valid within that Oracle Sales Cloud instance and cannot be used when importing that data into another Oracle Sales Cloud instance. It is recommended that you don't export any record ID values, that is, Opportunity ID or Contact ID. Custom child objects don't support a user key value other than the record ID value. Do not include them when exporting data if you plan to import that data into a different Oracle Sales Cloud instance. If the data that you're importing is from another instance of Oracle Sales Cloud, and the record ID value is included in the file, then you must flag it as Ignore. To import data that has been exported from another instance of Oracle Sales Cloud, you must use the ZIP file generated as a result of the export activity. Do not alter the name or contents of this file. Any custom objects or attributes that you're importing must already exist in the target Oracle Sales Cloud environment.

KEY RESOURCES For more information on this feature, see Oracle Sales Cloud Understanding File-Based Import and Export (My Oracle Support Doc ID 1564536.1) IMPORT VALIDATION OF EXTENSIBLE DATA ELEMENTS A fixed choice list is a field containing a list of static values that are populated from common lookup types. In Release 9, File-Based Data Import is enhanced to support validation of these fields. Validation on these fields ensures that the data in your input file is accurately reflected after you import it into an Oracle Sales Cloud environment.

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155

Validate values in fixed choice list fields.

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS Perform the validation of imported data, then fix import errors and reimport, if necessary.

RECORD MATCHING USING BUSINESS KEY AND EXTERNAL ID It’s much easier to update existing customer information when you have the option to use either external IDs (that is, registry IDs) or business key values. Previously, you could use only internal IDs and cross-referenced information (that is, source system identifiers and source system values) for record matching during an import. When you use these two alternate keys in the simplified pages, you don’t need to perform multiple export jobs to obtain the object keys because cross-referenced or internal IDs for import matching aren't required. The following table shows examples of import objects and the respective set of external IDs and business keys used for matching data during an import. Object

External ID

Business Keys

Account

PARTY_NUMBER

-

Contact

PARTY_NUMBER

-

Household

PARTY_NUMBER

-

Classification

-

CLASS_CATEGORY_CLASS_CODE - Use for multiple assignments. CLASS_CODE - Use for single assignments.

Relationship

-

SUBJECT_ID, OBJECT_ID, RELATIONSHIP_TYPE, RELATIONSHIP_CODE

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156

Object Address

External ID

Business Keys -

PARTY_SITE_NUMBER

AddressPurpose

-

PARTY_SITE_ID, SITE_USE_TYPE, plus date range

STEPS TO ENABLE There are no steps necessary to enable this enhancement. TIPS AND CONSIDERATIONS   

External IDs and business keys aren't available for all objects Internal IDs and foreign keys are available for all objects Record matching in customer import is based on the following types of record identifiers and occurs in this order: 1. Internal (Fusion) ID 2. External (Public) ID 3. Foreign Keys (OS and OSR) 4. Business Keys

SIMPLIFIED EXCEPTION REPORTING Simplified data validation messages allow you to promptly identify any corrections needed to successfully complete a file import. To enable you to quickly isolate issues, error messages are unified across objects and the number of error messages has been reduced. STEPS TO ENABLE There are no steps necessary to enable this enhancement. SIMPLIFIED IMPORT SUBMISSION WEB SERVICE A new web service method allows you to submit an import activity from your client application with a minimal set of parameters. When you import records to Oracle Sales Cloud using this web service, you can also trigger workflows and Groovy scripts created in Application Composer. This service currently supports imports only for the Lead object. OBJECT DESCRIPTION SERVICE The object description web service allows you to retrieve metadata for an object in Oracle Sales Cloud. This metadata includes parameters that describe how an object appears in the UI, how an object is imported, and how an object is accessed using web services. This enhancement makes it easier for you to create dynamic integrations by using the same display name values shown in Oracle Sales Cloud.

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CUSTOMER IMPORT Sell-To Address is no longer required for a customer to be designated as a (buying) customer or a prospect. Therefore, the address no longer drives the value in the account, contact, or household Type field when importing those records. You must include the value for the Type field within the import file. These standard values for the Type attribute are seeded for you and are applicable for accounts, contacts, and households:   

ZCA_CUSTOMER ZCA_PROSPECT ZCA_CONTACT

You may choose to create custom values for the Type attribute, which you can use in your import file. STEPS TO ENABLE There are no steps necessary to enable this change. TIPS AND CONSIDERATIONS  









Unless you changed the default value, Customer is the default when entering a new record through the UI. That is not the case for records created through import. If you use the same import mapping template that you used in previous releases, that does not include a Type field, then the import will create Prospect accounts because sell-to address no longer drives the account type value. With account-related data migration from a 3rd party application data to Oracle Sales Cloud, you must set ‘Sales Profile’.‘Type’ to ZCA_CUSTOMER in order to create accounts designated as customer. When updating existing accounts via import, you must include a import value for the Type field. If no Type is designated via import, then the accounts will change to prospect, the default type for import. When building a relationship on an existing account record with type “Customer” and its contact, Account type is updated and reset to “Prospect” unless you add the Type attribute to the import file. You can change the default Type value for customer create and import by updating these profile options: o o o

.

Account Type Default (ZCA_DEFAULT_ACCOUNT_TYPE) Contact Type Default (ZCA_DEFAULT_CONTACT_TYPE) Household Type Default (ZCA_DEFAULT_HOUSEHOLD_TYPE)

158

CHANGES FROM THE PREVIOUS RELEASE The "Customer Data Management Duplicates" attribute now appears dynamically in the import UI on desktop pages. When you select an applicable object from the object list-of-values (LOV), you will see this attribute. Return to Release Feature Summary TERRITORY SETUP Prepare for territory management by setting up territory dimensions, metrics and geographies. For more information about territory management enhancements, see the Territories section of this document. TERRITORY GEOGRAPHY MIGRATION Migrating your territory geographies from a test environment to a production environment is now more efficient. You can easily export territory geographies from one environment and import the data into the target environment directly from the Manage Territory Geographies setup task.

Export territory geographies from a source environment and then import them into a target environment.

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159

STEPS TO ENABLE There are no steps necessary to enable this enhancement. You can migrate territory geographies using export and import flows that are accessible directly from the Manage Territory Geographies task. KEY RESOURCES  

For more information about territory setup, see Getting Started with Your Oracle Sales Cloud Implementation in the Oracle Help Center. For more information about file-based data import and export, see Understanding File-Based Data Import in the Oracle Help Center.

MASTER GEOGRAPHIES Load master geography data to establish the basis for addresses and more. ENHANCED MASTER GEOGRAPHIES LOAD The Import Nokia Data option allows you to load master geography data quickly and easily. In Release 9, the number of countries that you can select and load from Nokia has been expanded to 59 countries spanning the EMEA, APAC and LAD regions. In Release 9, Nokia data is available for the following 34 additional countries:            

Andorra Argentina Brazil Cayman Islands Chile Croatia Dominican Republic Estonia Guadeloupe India Indonesia Isle Of Man

          

Israel Jamaica Latvia Liechtenstein Lithuania Luxembourg Malaysia Malta Martinique Netherlands New Zealand

          

Peru Puerto Rico Reunion Island San Marino Slovakia Slovenia South Africa Swaziland Taiwan Uruguay Vatican City

More countries will be added in later releases.

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160

The Import Nokia Data option is available from the Manage Geographies task.

Important: The geography data is provided by Nokia and is third-party content. In accordance with Oracle policy, this software and documentation may provide access to or information on content and services from third parties. Oracle Corporation and its affiliates aren't responsible for and expressly disclaim all warranties of any kind with respect to third-party content and services. Oracle Corporation and its affiliates will not be responsible for any loss, costs, or damages incurred due to your access to or use of third-party content, products, or services. STEPS TO ENABLE There are no steps necessary to enable this enhancement. However, this feature will not be available if your geography data is already set up for a specific country. It is recommended that you only import Nokia data for a new setup or when you set up a new country. You can use existing geography data for territory geographies and address validations, changing that data can cause problems in those areas. Follow these steps to import Nokia Data: Go to Navigator > Setup and Maintenance. Click the All Tasks tab. Search for the Manage Geographies task, and in that task row, click Go to Task. Search for and select a country. Note: You must import data for each country separately. 5. Click Actions > Import Nokia Data. Note: The Import Nokia Data option will not be available if the country structures are already set up. 6. Click OK to acknowledge the warning.

1. 2. 3. 4.

The country structure and hierarchy are populated when the import process has finished.

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TIPS AND CONSIDERATIONS 

  

 

The following countries were supported in the previous release:  Austria  Greece   Belgium  Hungary   Bulgaria  Iceland   Canada  Ireland   Czech Republic  Italy   Denmark  Mexico   Finland  Norway   France  Poland  Germany  Portugal

Romania Russia Spain Sweden Switzerland Turkey United States

Data load is an asynchronous process. So, you don't have to stay on the Manage Geographies screen, you can complete other tasks while the process is running. You can load multiple countries, one after the other. Each country is imported based on the order in which you start each process. Although you should not import Nokia data for geographies that are referenced as part of territory definitions or address validations, you might want to do the initial geography load, check it, and redo it. In that case, you must delete any existing structure and hierarchy data for the selected country before you import Nokia data again. Do not delete geographies that are already referenced in territories or address validation because they're building blocks, and deleting them can cause problems. The Import Nokia Data option is disabled if country structure and hierarchy are already populated. Important: There is only one exception: The United States (US) structure is preconfigured. Even though the Import Nokia menu item is enabled in the Action menu for the US, you must first delete the geography structure for the US and then initiate the import job.

  

After you have submitted the import process, don't attempt to update the same geography manually or through another import until the process is complete. Once data is loaded, you can choose to delete Nokia data, load data from an alternate data source, or delete and reload data from Nokia later. When errors occur, the process aborts and any data already loaded is rolled back. You will never get a partial data import. Although failure is rare, the Import Nokia Data process might fail if server issues occur or changes are made during the import process.

KEY RESOURCES 

.

For more information about loading geographies, see Getting Started with your Oracle Sales Cloud Implementation in the Oracle Help Center.

162

POST-UPGRADE CONSIDERATIONS The product eligibility rules definition in Sales Catalog has been deprecated from Release 9.

REVISION HISTORY This document will continue to evolve as existing sections change and new information is added. All updates are listed in the following table, with the most recent updates at the top. Date 3 July

3 July 3 July 3 July 3 July 15 May

15 May 23 March 23 March 20 Feb 15 20 Feb 15 20 Feb 15 20 Feb 15

.

What’s Changed Call Report App: Last Call Report Appointment Details E-mail Call Report Summary Share Call Reports on Oracle Social Network Do Not Call Management Accounts and Contacts: Changes from the Previous Release Resource Details Page Customization Multiple Approvals Allowed on a Single Record Call Report App: Last Call Report Appointment Details E-mail Call Report Summary Share Call Reports on Oracle Social Network Global Search and List Management Incentive Compensation: Web Service for Estimating Compensation Post Upgrade Considerations Global Search and List Management: Tips and Considerations Accounts and Contacts: Customizable Overview Pages Multiple Phones and E-mails Accounts and Contacts: Changes from the Previous Release Leads: Seeded Qualification Template

Notes Updated screenshots.

Added link to steps for enabling functionality in Implementing Sales guide. Added some record set lookup values. Added new feature. Added new feature. Updated descriptions.

You cannot search on Notes. Added description of new feature. Product Group Eligibility feature has been deprecated. Stated that you must file an SR to enable Release 9 account list functionality. Added some tips and considerations. Described changes to the standard currency field on the Account and Asset pages. Added description of new feature.

163

Date 20 Feb 15 20 Feb 15 20 Feb 15 20 Feb 15

What’s Changed Calendar and Activities: Appointment and Task Delegation Customer Data Management: Real-Time Data Enrichment Application Composer: Direct Page Links File-Based Data Import

23 Jan 15

Global Search and List Management: Steps to Enable

23 Jan 15

Global Search and List Management: Tips and Considerations Manage Accounts and Contacts: Multiple Addresses Manage Accounts and Contacts: Changes from the Previous Release Opportunities: Changes from the Previous Release Consolidated Activity Views

23 Jan 15 23 Jan 15 23 Jan 15 23 Jan 15 23 Jan 15 24 Dec 14

Incentive Compensation: Web Service for Estimating Compensation Global Search and List Management: Tips and Considerations

24 Dec 14

Quick Create

24 Dec 14

Account and Contact Customization

24 Dec 14

Assets Subtab for Prospect Accounts

24 Dec 14

Configuration and Customization Options for Leads Opportunities: Changes from the Previous Release

24 Dec 14

24 Dec 14 24 Dec 14 24 Dec 14

.

Forecasts: Changes from the Previous Release Consolidated Activity Views Partner Management: Tips and Considerations

Notes Added description of new feature. Added instructions for setting up Sales Cloud and Data Cloud integration. Added instructions for linking directly to a subtab for custom objects. Listed import mapping templates that have changed names. Added link to online documentation. Added more information to the description of the Starts with search operator. Added more information to the description of the Contains search operator. Updated steps to enable the multiple addresses feature. Added a tip about primary address types. Added a topic describing links that have been removed from panel drawers. Added tip about change to adding products while creating an opportunity. Added a screen capture showing the Account and Contact Overview subtab. Added new feature. Added tips about standardized search operators, cleansed operators, hard-coded queries, and customizing lists. Added steps to make optional address fields required. Added a tip about recreating duplicate layouts and existing field groups. Added a topic about Assets subtab for prospect accounts. Added a tip about lookup codes. Added information about creating opportunities, table name changes, lookup codes, and changes to the Create Opportunity page and opportunity summary page Added information about changes to navigation and display. Added information about the Account and Contact Overview subtab. Added a tip that you can’t migrate from desktop to simple pages if you’re using Deal Registration for the lead object.

164

Date 24 Dec 14

26 Nov 14

What’s Changed Changes to Desktop Pages for Territories File-Based Data Import: Changes from the Previous Release Filmstrip View for Analytics

26 Nov 14 26 Nov 14 26 Nov 14

Call Report app Oracle Voice Global Search and List Management

26 Nov 14

Navigation from Overview Pages

26 Nov 14

Manage Accounts and Contacts > Quick Create

24 Dec 14

26 Nov 14 26 Nov 14 26 Nov 14 26 Nov 14 26 Nov 14 26 Nov 14 26 Nov 14 26 Nov 14

Manage Accounts and Contacts > Customizable Overview Pages Manage Accounts and Contacts > Contact Visibility Manage Accounts and Contacts > Account and Contact Customization Manage Accounts and Contacts > Search and View Industry Hierarchy Household Rollup and Relationship Diagram Configuration and Customization Options for Leads Opportunity List Page

26 Nov 14

Multiple Currencies on Opportunities Intuitive Sales Manager Forecasting

26 Nov 14

Call Reports

26 Nov 14

Territories

26 Nov 14

File-Based Data Import

.

Notes Added information about territory hierarchy tables and references to “sales account.” Added information about the “Customer Data Management Duplicates” attribute. Added instructions for refreshing custom reports so they show in the filmstrip view. Added additional features and details. Added details to Steps to Enable section Added tips in list management section about:  Migration of Sales Account lists to Accounts list.  Change to search criteria in Add Fields list. Added a new section about navigation changes for the account, contact, and household overview pages. Added tips about changes to the Type field and about the Type field on page layouts. Added tip about Legal Entity in the Account Type field. Added information and a link in the Tips and Considerations and Key Resources sections. Added new section to outline changes to contact visibility. Added a new section to describe change to the Sales Account object. Added a new section to describe enhancements to industry search. Added information and links in the Tips and Considerations and Key Resources sections. Added tips and instructions for exposing hidden fields and regions on Leads pages. Added section to describe changes to the opportunity list page. Added section to describe changed behavior. Added information in Tips and Considerations section. Added a new section to describe the call reports enhancements in the simplified pages. Added two new sections:  Territory Management Landing Page  Named Accounts in Territory Definitions Deleted two enhancements that are no longer planned for Release 9:  Progress and Status Reporting  Auto-mapping for Import 165

Date 26 Nov 14

What’s Changed Customer Import

15 Sept 14

Initial document release

.

Notes Added new section to outline the need for the Type field in import.

166

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