1About This Guide

This chapter contains the following:

Prerequisites

This guide assumes that you have subscribed to Oracle Sales Cloud and have received the e-mail with your environment and initial sign-on information.

Purpose and Scope

This guide is intended for administrators tasked with learning how to set up sales automation capabilities in Oracle Sales Cloud. This document uses a case study to provide you with the concepts and procedures you'll need to implement sales automation in a test environment. This guide does not provide detailed explanations of all available features and settings.

What You Will Be Able to Do After Completing the Setups in This Guide

After completing the setups in this guide, you will be able to:

  • Manage account and contact information

    • Track your team's interactions with account contacts

    • Schedule meetings, calls, and demos for the whole team

  • Share and collaborate on sales documents

    • Share documents, images, and other rich media between people and groups

    • Make it possible for everyone to annotate and discuss each document

  • Manage opportunities

    • Automatically assign the right sales people to each opportunity

    • Have your sales team manage the opportunity life cycle using a standard sales process

    • Leverage the experience of your entire organization to help teams sell through social interactions

  • Manage the sales team

    • Assign tasks and deadlines to ensure the work gets done

    • Provide management with reports on your team's activities

  • Forecast your revenue

    • Your salespeople submit their forecasts based on criteria you choose

    • Managers can adjust the forecasts, if necessary

  • Work on multiple devices

    • Manage all your customer-facing information, forecasts, and other activities on mobile devices and in Microsoft Outlook

      Setting up Outlook and mobile devices is optional. If you want, you can leave this setup for later.

Case Study

This guide employs a case study to help define the scope of the implementation considerations and tasks. The case study is based on a fictitious company named Vision Corporation, a global high-tech company which sells multiple server product lines geared towards the business customer. The company is introducing a product line of green servers that are energy efficient, eco-friendly, and will further help it to remain competitive in the server market.

Here is a portion of Vision Corp.'s organization chart which the company has decided to use for the pilot implementation:

Vision Corp. organization chart

The scope of the use case assumes that Vision Corp.:

  • Sells to businesses and must know everything about the key contacts at the customers it sells to.

  • Does all of its business in North America and in a single currency, the U.S. dollar, and does not take advantage of the multi-currency features available in Oracle Sales Cloud.

  • Is setting up sales automation initially without any integrations to other Oracle Cloud offerings.

  • Organizes its sales territories by state and product.