Scenario for Managing Plans for a Single Account
This scenario gives one example of how Oracle CRM On Demand business planning functionality might be used. You might use the Oracle CRM On Demand business planning functionality differently, depending on your business model.
In this scenario, an account manager is responsible for managing plans for single accounts. The account manager uses sophisticated functions to manage large and complex accounts (for example, a multinational company) compared with a simple account (such as a home-based business). Such an account has multiple plans for different periods or even within the same period for different account managers. For example, a general account manager or a special products account manager might have different plans.
The account manager performs the following tasks to manage the plans for an account:
- Before the planning period, the account manager creates a business plan for each account. The plan establishes the high-level quantitative and qualitative goals for the account for the associated period. An annual plan and child quarterly plans are usually available, particularly for important accounts. The key metric for the business plan is revenue. Typically, a plan for a large customer contains child plans for different operating units and territories, and so on, but all plans are managed as one account. For information on how to set up a business plan, see Business Plans.
- In the approval process for the business plan, the account manager changes the status of the plan from Draft to Submitted. Other key personnel review and edit the plan. The account manager approves the plan, changing the status to Final Approved. At the end of the planning period, the account manager can change the status to Expired to reduce the number of active plans.
- The account manager completes additional details of the business plan; that is, the objectives. Objectives are goals that are at a lower level in the plan. For example, an objective might be to conduct a certain number of sales calls. The account manager can associate specific activities and opportunities with either a business plan or an objective. For information on how to set up an objective, see Objectives.
- As sales opportunities arise, the account manager enters the opportunities, associating them with either the plan or objective. For information on how to set up opportunities, see Opportunities.
While performing the planning activities, the account manager can do the following:
- View plans, objectives, opportunities, and activities that are explicitly associated with an account and any associated account contacts
- View any objectives that apply to all accounts
- Review existing activities continuously, and create follow-up activities and opportunities