Applications Sales Implementation Guide
11g Release 1 (11.1.3)
Part Number E20373-03
This chapter contains the following:
Sales Offering: Overview
Manage Application Implementation
From leads to opportunities to sales catalogs, forecasting, and analytics, the sales business process allows enterprises to leverage the tools that help them move from sales automation to sales effectiveness. Applications such as customer center, opportunity management, sales catalog, sales account management, sales predictor, sales prospector, sales territory management, sales partner management, and more give administrators and sales representatives access to the latest sales effectiveness tools and functionality. In addition, applications such as CRM for Outlook and Mobile Sales can extend sales representative efficiency even more.
Before you begin, use the Getting Started page in the Setup and Maintenance work area to access reports for each offering, including full lists of setup tasks, descriptions of the options and features you can select when you configure the offering, and lists of business objects and enterprise applications associated with the offering.
The first implementation step is to configure the offerings in the Setup and Maintenance work area by selecting the offerings and options that you want to make available to implement. For the Sales offering, you can select the following options:
Sales References and Competitors
Sales Prediction Engine
Next, create one or more implementation projects for the offerings and options that you want to implement first, which generates task lists for each project. The application implementation manager can customize the task list and assign and track each task.
If you select all of the options, the generated task list for this offering contains the following groups of tasks:
Define Common Applications Configuration
Define Common CRM and Common Sales Configuration
Define and Maintain Opportunities and Sales Partners
Define Territory Management and Sales Quota Configuration
Define References and Competitors
Define Sales Forecasting Configuration
Define Lead Management
Define Transactional Business Intelligence Configuration
Define Extensions for Sales
Import and Export Setup Data and Define Data Export
Manage definitions used across offerings, typically applying to multiple products and product families. These definitions include enterprise structures, workforce profiles, security, and approval rules, amongst others.
You can find other information that supports the common implementation tasks in the Oracle Fusion Applications Concepts Guide.
Define and manage the setup for common options within the customer relationship management set of business processes, such as trading community model, resources, products and sales catalogs, file-based import, sales prediction configuration, and customer center. Configure CRM for Outlook and Mobile Sales integrations. Additionally, define and manage the setup for common functions within the sales business process, such as notes, tasks, interactions, and calendar.
Define and manage the lookup choices, options, and additional fields available to sales opportunity and revenue management features. Schedule and monitor the process to automatically evaluate and assign candidate objects, such as resources, to the eligible opportunity revenue. In addition, configure sales partner management.
Define and manage the attributes, attribute values, metrics, policies, and measure information that is related to territory management. In addition, define and manage the setup to support sales quotas.
Define and manage the setup for the creation of competitive information to be leveraged by the sales organization in the sales business process. In addition, define and manage the setup for the creation of sales references to be leveraged by the sales organization in the sales business process.
Configure forecasting options, such as forecast period parameters, unadjusted forecast criteria, and selected metrics. Additionally, manage processes for generating and refreshing forecasts and define lookups and profile options.
Configure Oracle Transactional Business Intelligence for ad hoc reporting, including managing the repository, connections, presentation catalog, and currency type display.
Define extensions, such as custom Oracle Enterprise Scheduler jobs.
You can also customize and extend applications using other tools. For more information, see the Oracle Fusion Applications Extensibility Guide.
Review and manage export objects and schedule export processes to export business objects to external data files.
The Manage Applications Implementation business process enables rapid and efficient planning, configuration, implementation, deployment, and ongoing maintenance of Oracle Fusion applications through self-service administration.
The Setup and Maintenance work area offers you the following benefits:
Prepackaged lists of implementation tasks
Task lists can be easily configured and extended to better fit with business requirements. Auto-generated, sequential task lists include prerequisites and address dependencies to give full visibility to end-to-end setup requirements of Oracle Fusion applications.
Specific implementations can become templates to facilitate reuse and rapid-start of consistent Oracle Fusion applications setup across many instances.
A set of built-in reports helps to analyze, validate and audit configurations, implementations, and setup data of Oracle Fusion applications.
With Oracle Fusion Functional Setup Manager you can:
Learn about and analyze implementation requirements.
Configure Oracle Fusion applications to match your business needs.
Get complete visibility to setup requirements through guided, sequential task lists downloadable into Excel for project planning.
Enter setup data through easy-to-use user interfaces available directly from the task lists.
Export and import data from one instance to another for rapid setup.
Validate setup by reviewing setup data reports.
Implement all Oracle Fusion applications through a standard and consistent process.
There are several documentation resources available for learning how to configure Oracle Fusion Applications.
Information Technology Management, Implement Applications Developer Guide
Common Implementation Guide
Customer Data Management Implementation Guide
Enterprise Contracts Implementation Guide
Marketing Implementation Guide
Sales Implementation Guide
Fusion Accounting Hub Implementation Guide
Financials Implementation Guide
Compensation Management Implementation Guide
Workforce Deployment Implementation Guide
Workforce Development Implementation Guide
Incentive Compensation Implementation Guide
Procurement Implementation Guide
P6 EPPM Administrator's Guide for an Oracle Database
P6 EPPM Administrator's Guide for MicroSoft SQL Server Database
An implementation project is the list of setup tasks you need to complete to implement selected offerings and options. You create a project by selecting the offerings and options you want to implement together. You manage the project as a unit throughout the implementation lifecycle. You can assign these tasks to users and track their completion using the included project management tools.
You can also create an implementation project to maintain the setup of specific business processes and activities. In this case, you select specific setup task lists and tasks
Implementation projects are also the foundation for setup export and import. You use them to identify which business objects, and consequently setup data, you will export or import and in which order.
When creating an implementation project you see the list of offerings and options that are configured for implementation. Implementation managers specify which of those offerings and options to include in an implementation project. There are no hard and fast rules for how many offerings you should include in one implementation project. The implementation manager should decide based on how they plan to manage their implementations. For example, if you will implement and deploy different offerings at different times, then having separate implementation projects will make it easier to manage the implementation life cycles. Furthermore, the more offerings you included in an implementation project, the bigger the generated task list will be. This is because the implementation task list includes all setup tasks needed to implement all included offerings. Alternatively, segmenting into multiple implementation projects makes the process easier to manage.
Offerings are application solution sets representing one or more business processes and activities that you typically provision and implement as a unit. They are, therefore, the primary drivers of functional setup of Oracle Fusion applications. Some of the examples of offerings are Financials, Procurement, Sales, Marketing, Order Orchestration, and Workforce Deployment. An offering may have one or more options or feature choices.
The configuration of the offerings will determine how the list of setup tasks is generated during the implementation phase. Only the setup tasks needed to implement the selected offerings, options and features will be included in the task list, giving you a targeted, clutter-free task list necessary to meet your implementation requirements.
Offerings and their options are presented in an expandable and collapsible hierarchy to facilitate progressive decision making when specifying whether or not an enterprise plans to implement them. An offering or its options can either be selected or not be selected for implementation. Implementation managers decide which offerings to enable.
The Provisioned column on the Configure Offerings page shows whether or not an offering is provisioned. While you are not prevented from configuring offerings that have not been provisioned, ultimately the users are not able to perform the tasks needed to enter setup data for those offerings until appropriate enterprise applications (Java EE applications) are provisioned and their location (end point URLs) is registered.
Each offering in general includes a set of standard functionality and a set of optional modules, which are called options. For example, in addition to standard Opportunity Management, the Sales offering includes optional functionality such as Sales Catalog, Sales Forecasting, Sales Prediction Engine, and Outlook Integration. These optional functions may not be relevant to all application implementations. Because these are subprocesses within an offering, you do not always implement options that are not core to the standard transactions of the offering.
Offerings include optional or alternative business rules or processes called feature choices. You make feature selections according to your business requirements to get the best fit with the offering. If the selected offerings and options have dependent features then those features are applicable when you implement the corresponding offering or option. In general, the features are set with a default configuration based on their typical usage in most implementations. However, you should always review the available feature choices for their selected offerings and options and configure them as appropriate for the implementation.
You can configure feature choices in three different ways:
If a feature can either be applicable or not be applicable to an implementation, a single checkbox is presented for selection. Check or uncheck to specify yes or no respectively.
If a feature has multiple choices but only one can be applicable to an implementation, multiple choices are presented as radio buttons. You can turn on only one of those choices.
If the feature has multiple choices but one or more can be applicable to an implementation then all choices are presented with a checkbox. Select all that apply by checking the appropriate choices.