PeopleSoft Enterprise Strategic Account Planning 9.1 PeopleBook

Setting Up PeopleSoft Strategic Account Planning

This chapter provides an overview of setup for PeopleSoft Strategic Account Planning and discusses how to:

Set up objectives.
Set up supported roles for planning.
Define plan types.
Define assessments.
Define goals.
Create a territory tree for accounts.
Set up merge options for account teams.

Understanding Setup for PeopleSoft Strategic Account Planning

This section provides overviews of:

Objectives.
Supported roles for planning.
Plan types.
Assessments.
Goals.

Objectives

Strategic objectives relate to outcomes that strengthen an organization's overall business position and competitive vitality. Objectives are defined at a higher level than goals. For example, an objective might be to increase revenue from additional sales. At the goal level, this objective would be defined in measurable terms, such as increasing revenue by 25 percent.

Objectives are provided by default from the plan type to the template, but you can select additional objectives by either selecting from predefined objectives or by creating custom objectives.

Supported Roles for Planning

PeopleSoft Enterprise Strategic Account Planning delivers four supported roles for planning: company, consumer, partner, and site. You use supported roles when you define accounts. Role types are associated with plan types to identify the plan types applicable to specific roles.

Plan Types

You use plan types to create the account template. The definition of a plan type controls the free-form text fields that are available in the Details section of the Account Planning component.

Assessments

Assessments are the quantifiable definition of plan goals. The assessments are associated with plan goals in the template and in the account plan itself.

Assessment name specifies the visual status breaks that appear (green, red, yellow, and so on) and the variance indicator associated with the associated assessment.

The assessments show visual icons to depict the plan goal’s status break. For example, if the plan meets 100 percent of the target, the system shows a green icon. It shows a red icon when the actual is less than 60 percent of the target. The purpose of the variance indicator is to indicate whether the high attainment is good or bad for a goal. For example, achieving a high revenue number is good and is shown in green, but having a high number of reported bugs is not good and is shown in red.

Goals

Goals are the quantifiable measurements of objectives. A goal has a target and an attainment. You can measure the attainment using the data library or you can enter it manually.

In a template or in a plan, you can add a new goal either by selecting a shared goal, which is already set up, or by manually entering all the details. You can also add a minimum or maximum limit on the goal target.

Setting Up Objectives

To set up objectives, use the Objectives (RSP_OBJECTIVE) component.

This section discusses how to set up objectives for account or segment planning.

Pages Used to Set Up Objectives

Page Name	Definition Name	Navigation	Usage
Objectives	RSP_OBJECTIVE	Set Up CRM, Product Related, Strategic Account Planning, Objectives, Objectives	Create objectives for account or segment planning.
Strategic Plan Objectives - Objective Details	RSP_OBJECTIVE_SEC	Click the link in the Description column for an existing objective. Click the Enter Objective Description link for a new objective.	Create descriptions of your objectives.

Page Name

Definition Name

Navigation

Usage

Objectives

RSP_OBJECTIVE

Set Up CRM, Product Related, Strategic Account Planning, Objectives, Objectives

Create objectives for account or segment planning.

Strategic Plan Objectives - Objective Details

RSP_OBJECTIVE_SEC

Click the link in the Description column for an existing objective.
Click the Enter Objective Description link for a new objective.

Create descriptions of your objectives.

Setting Up Objectives for Account or Segment Planning

Access the Objectives page (Set Up CRM, Product Related, Strategic Account Planning, Objectives, Objectives).

Objective Code

Enter a four-character code for the objective.

Objective Name

Enter a name for the objective.

Description

Click the text in the Description column to access the Objective Details page, where you can enter or modify a description of the objective.

Setting Up Supported Roles for Planning

To set up supported roles for planning, use the Supported Roles for Planning (RSP_ROLES) component.

This section discusses how to set up supported roles for account planning.

Page Used to Set Up Supported Roles for Planning

Page Name	Definition Name	Navigation	Usage
Supported Roles for Planning	RSP_ROLES	Set Up CRM, Product Related, Strategic Account Planning, Supported Roles for Planning, Supported Roles for Planning	Define supported roles for account planning.

Setting Up Supported Roles for Account Planning

Access the Supported Roles for Planning page (Set Up CRM, Product Related, Strategic Account Planning, Supported Roles for Planning, Supported Roles for Planning).

Rolename

Select a role for account planning. Possible values are Company, Consumer, Partner, and Site.

Role # (role number)

Displays the role number for the Rolename that you entered.

Status

Select a status for the role. Possible values are Active and Inactive.

Defining Plan Types

To define plan types, use the Plan Type (RSP_PLAN_TYPE) component.

This section discusses how to define plan types for account or segment planning.

Page Used to Define Plan Types

Page Name	Definition Name	Navigation	Usage
Plan Type	RSP_PLAN_TYPE	Set Up CRM, Product Related, Strategic Account Planning, Plan Types, Plan Types	Define plan types for account planning.

Defining Plan Types

Access the Plan Type page (Set Up CRM, Product Related, Strategic Account Planning, Plan Types, Plan Types).

You use plan types to define goals and create account templates.

Description	Enter a description for the plan type. This is a required field.
Status	Select a status for the plan type. Possible values are Active and Inactive.

Subject Area Folder Name

Select a default subject area to specify terms for the automatic attainment calculation.

Usage

Usage

Select the usage for the plan type. Possible values are Account Planning and Segment/Audience Planning. This is a required field. If you want the plan type to be used for both account planning and segment/audience planning, add a row and select both values.

Objectives

Sequence	Enter a number that orders the objectives.
Objective Name	Select an objective that you defined on the Objectives page. Add lines as necessary to define additional objectives for the plan type.

Applicable Roles

Role Type	Select a role type that you defined on the Supported Roles For Planning page. Add lines as necessary to define additional role types for the plan type.
Status	Select a status for the role type. Possible values are Active and Inactive.

Defining Assessments

To define assessments, use the Assessments (RSP_ASSESSMENT) component.

This section discusses how to define assessments for evaluating plan goals.

Page Used to Define Assessments

Page Name	Definition Name	Navigation	Usage
Assessments	RSP_ASSESSMENT	Set Up CRM, Product Related, Strategic Account Planning, Define Assessments, Assessments	Define assessments for evaluating plan goals.

Defining Assessments for Evaluating Plan Goals

Access the Assessments page (Set Up CRM, Product Related, Strategic Account Planning, Define Assessments, Assessments).

Assessment Code

Enter a two-character code for the assessment.

Assessment Name

Enter a name for the assessment.

Variance Indicator

Select either High or Low to denote whether a high value or a low value is a positive for a goal. For example, if the goal is revenue generation, then select High. If the goal is product failures, then select Low.

Assessment Parameters

Seq (sequence)	Enter a sequence number for the assessment line.
Operator	Enter an operator for the assessment line. Possible values are <, <=, =, >= >, and Between.
Value	Enter a numeric value to compare against the actual value. If you enter Between in the Operator field, enter a numeric value that is at the low end of the range.
Value2	If you enter Between in the Operator field, enter a numeric value that is at the high end of the range.
Label	Enter a label that describes the outcome specified on the assessment line. For example, if the actual is greater than 125 percent of the target, you can enter a label of Very Good.
Image Name	Select an image file that the system displays on plan results pages when the actual results match the criteria specified on the assessment line. After you select the image file, the system displays the actual image to the right of this field.

Defining Goals

To define goals, use the Goal (RSP_GOAL_TBL) component.

This section discusses how to define goals. Each account or segment plan that you create contains goals. You can manually enter goals on each account or segment plan. Also, if you have goals that are used on multiple account and segment plans, you can define shared goals on the Goal page and then associate these shared goals with the appropriate account and segment plans.

Pages Used to Define Goals

Page Name	Definition Name	Navigation	Usage
Goal	RSP_GOAL_TBL	Set Up CRM, Product Related, Strategic Account Planning, Define Goal, Goal	Define goals for account planning.
Term Selection	RSP_GOAL_EOCF_SEC	Click the Select Term button next to the Term Name field on the Goal page.	Select a term for the goal.

Defining Goals

Access the Goal page (Set Up CRM, Product Related, Strategic Account Planning, Define Goal).

Goal Name

Enter a name for the goal.

Short Name

Enter a short name for the goal.

Usage

Select the usage for the goal. Possible values are:

Planning: This goal is used only for planning.

SmartViews: This goal (metric) is used within SmartViews for reporting purpose only.

Both Planning and SmartViews: This goal can be used for planning, as well as for reporting purposes within SmartViews.

Status

Select a status for the goal. Possible values are Active and Inactive.

Plan Type

Select a plan type for the goal.

Calc Method (calculation method)

Specify whether the attainment for the goal will be calculated automatically from the system or manually entered by the user.

Term Name

Click the Select Term link to access the Term Selection page. PeopleSoft Strategic Planning integrates Terms setup under Active Analytics Framework (AAF) to calculate the attainment of a goal.

Can Be Aggregated

Select this check box to indicate that this value can be used in an aggregate calculation.

Type

Select a value based on the type of goal. Possible values are Amount, Other, Percent, and Quantity. For example, if the goal is revenue generation, select Amount. If the goal is number of new accounts, select Quantity.

Variance Indicator

Select where a high or low value is positive for the goal. Possible values are High is Positive and Low is Positive.

Min Target (minimum target)

Enter the minimum target value for the goal.

Max Target (maximum target)

Enter the maximum target value for the goal.

Default Target

Enter the default target value for the goal.

Assessment

Select an assessment name that you defined on the Define Assessments page.

Creating a Territory Tree for Accounts

To set up a management structure for account planning and to set up automatic assignment of sales representatives to accounts, you must create a territory tree for accounts.

See Creating Territory Trees.

Setting Up Merge Options for Account Teams

This section discusses how to set up merge options for account teams.

Page Used to Set Up Merge Options for Account Teams

Page Name	Definition Name	Navigation	Usage
Account Team Merge Options	RSP_ACCTM_MERGE	Set Up CRM, Product Related, Strategic Account Planning, Account Team Merge Options	Set up assignment and notification options for account teams when customers to which they're assigned are merged by Customer Data Hub (CDH).

Setting Up Merge Options for Account Teams

Access the Account Team Options page (Set Up CRM, Product Related, Strategic Account Planning, Account Team Merge Options).

When two customers are merged by Customer Data Hub (CDH) as a result of duplicate prevention, it is possible that the account teams that are assigned to the customers will differ. Use this page to determine the assignment and notification options for account teams that are impacted as a result of customer merge.

Assignments on Customer Merge

Remove Account Team	Select to have no account team assigned to the surviving customer. In this case, manual intervention is needed to assign a new account team to the survivor.
Combine Account Team	Select to add all account team members of the non-survivors to the existing account team of the survivor, after removing any duplicates.
Retain Survivor Account Team	Select to only keep the account team of the surviving customer and remove the teams of the non-survivors.

Role Notifications

Notifications can be sent to the appropriate people or roles whenever account team assignments are made on a customer merge. Two role notification options have been provided.

Create Task for Role and Role Name	Select to have the system create a task is for the role that is specified in the Role Name field. For example, the Sales AppAdmin role can be notified about the need to assign a new account team to a survivor.
Email Role	Select to have the system send an email to the specified role.

Team Notifications

Two team notification options have been provided to notify members of the account team of changes that have happened because of a merge.

Email Account Team Owners Only	Select to have the system send email only to the account team owners of the Survivor and each Non-Survivor, describing the assignments made and any actions that need to be taken.
Email all Removed Account Team Members	Select to have the system send email to all the original members of the survivor or non-survivor that are no longer on the new account team of the survivor.

See Understanding Customer Data Management and the Customer Data Hub.

Objective Code	Enter a four-character code for the objective.
Objective Name	Enter a name for the objective.
Description	Click the text in the Description column to access the Objective Details page, where you can enter or modify a description of the objective.

Rolename	Select a role for account planning. Possible values are Company, Consumer, Partner, and Site.
Role # (role number)	Displays the role number for the Rolename that you entered.
Status	Select a status for the role. Possible values are Active and Inactive.

Assessment Code	Enter a two-character code for the assessment.
Assessment Name	Enter a name for the assessment.
Variance Indicator	Select either High or Low to denote whether a high value or a low value is a positive for a goal. For example, if the goal is revenue generation, then select High. If the goal is product failures, then select Low.

Goal Name	Enter a name for the goal.
Short Name	Enter a short name for the goal.
Usage	Select the usage for the goal. Possible values are: Planning: This goal is used only for planning. SmartViews: This goal (metric) is used within SmartViews for reporting purpose only. Both Planning and SmartViews: This goal can be used for planning, as well as for reporting purposes within SmartViews.
Status	Select a status for the goal. Possible values are Active and Inactive.
Plan Type	Select a plan type for the goal.
Calc Method (calculation method)	Specify whether the attainment for the goal will be calculated automatically from the system or manually entered by the user.
Term Name	Click the Select Term link to access the Term Selection page. PeopleSoft Strategic Planning integrates Terms setup under Active Analytics Framework (AAF) to calculate the attainment of a goal.
Can Be Aggregated	Select this check box to indicate that this value can be used in an aggregate calculation.
Type	Select a value based on the type of goal. Possible values are Amount, Other, Percent, and Quantity. For example, if the goal is revenue generation, select Amount. If the goal is number of new accounts, select Quantity.
Variance Indicator	Select where a high or low value is positive for the goal. Possible values are High is Positive and Low is Positive.
Min Target (minimum target)	Enter the minimum target value for the goal.
Max Target (maximum target)	Enter the maximum target value for the goal.
Default Target	Enter the default target value for the goal.
Assessment	Select an assessment name that you defined on the Define Assessments page.