10Configuring Key Accounts

Configuring Key Accounts

This chapter describes how to set up key account management for business planning, budgeting, and marketing. It includes the following topics:

• About Key Account Management

• Restrictions on Configuring Key Account Management Record Types

• Process of Configuring Key Account Management Record Types

About Key Account Management

Oracle CRM On Demand Life Sciences Edition provides an integrated solution for business planning, budgeting, and marketing, so that pharmaceutical sales representatives can manage event budgets, fund requests, market development funds, and associated costs. It provides the following marketing record types:

• Activity. You can use this record type to review, create, and update your activities and to review and update your planned calls.

• Business Plan. You can use this record type to set the overall budget by region.

• Campaign. You can use this record type to create, update, and track campaigns.

• Event. You can use this record type to plan and track events such as sales events or educational events.

• Fund. You can use this record type to track budget allocations and usage.

• Fund Request. You can use this record type to manage budget-approval requests.

• MDF Request. You can use this record type to make marketing development funds (MDF) available to partners for the purpose of selling products in a specific geographical area.

• Messaging Plan. You can use this record type to create, update, and track messaging plans.

• Objective. You can use this record type to create, update, and track objectives for business plans.

• Order. You can use this record type to create, update, and track orders and associated order items for products.

• Sample Request. You can use this record type to create, update, and track orders and associated sample requests.

To use key account management, you must configure certain record types correctly, see Process of Configuring Key Account Management Record Types.

Restrictions on Configuring Key Account Management Record Types

Before you start configuring the key planning and marketing record types for key account management, note the following restrictions:

• You can associate a business plan with several messaging plans and events.

• You can associate a campaign with an objective and several events.

• You can associate an event and an objective with only one fund.

• You can associate a fund request with several activities.

To use key account management, you must configure certain record types correctly, see Process of Configuring Key Account Management Record Types.

Process of Configuring Key Account Management Record Types

You must configure certain key planning and marketing record types in Oracle CRM On Demand Life Sciences Edition so that they are linked to or can be associated with each other to provide an integrated solution for business planning, budgeting, and marketing. For information on the restrictions, see Restrictions on Configuring Key Account Management Record Types.

To configure key account management record types for Oracle CRM On Demand Life Sciences Edition, perform the following tasks:

1. Set up the workflow rules that will trigger integration events for the following key business planning, budgeting, and marketing record types as required:

   • Activity

   • Business Plan

   • Campaigns

   • Event

   • Fund

   • Fund Request

   • MDF Request

   • Messaging Plan

   • Objective

   • Order

   • Sample Request

   For more information about workflow rules and creating workflow rules, see Oracle CRM On Demand Online Help.

2. Make sure that the key business planning, budgeting, and marketing record types are added to or can be displayed on the appropriate page layouts, as described in the following table. For example, do the following:

   • Link events to business plans, campaign, market development fund request, and objective.

   • Link an activity to a fund and fund request, and so on.

   For more information about configuring page layouts, see Setting Up Page Layouts for Oracle CRM On Demand Life Sciences Edition.

   Record Type	Page Layout	Displayed Information	Comment
   Activity	You can use the following page layouts: LS Account Call Page Layout LS Attendee Call Page Layout LS Contact Call Page Layout	Fund Request	You can associate many activities with each displayed record type. For example, you can associate more than one activity with a fund request, order, and so on.
   		Order
   		Sample Request
   Business Plan	LS Business Plan Page Layout	Event	You can associate a business plan with more than one event.
   		Messaging Plan	You can associate a business plan with more than one messaging plan.
   Campaign	LS Campaign Page Layout	Event	You can associate a campaign with more than one event.
   Event	LS Event Page Layout	MDF Request	You can associate an event with only one market development fund request.
   		Business Plan	You can associate many events with a business plan.
   		Campaign	You can associate many events with a campaign.
   		Objective	You can associate many events with an objective.
   Fund	LS Fund Page Layout	Activity	You can associate a fund with more than one activity.
   Fund Request	LS Fund Request Page Layout	Activity	You can associate a fund request with more than one activity.
   MDF Request	LS MDF Request Page Layout	Event	You can associate only one market development fund request with an event.
   		Objective	You can associate many market development fund requests with an objective.
   Messaging Plan	LS Messaging Plan Page Layout	Business Plan	You can associate many messaging plans with a business plan.
   Objective	LS Objective Page Layout	Event	You can associate an objective with more than one event.
   		MDF Request	You can associate an objective with more than one market development fund request.