Oracle Fusion Applications CRM Reporting and Analytics Handbook, Release 11.1.6

Release 11.1.6

E41685-01

Contents

Title and Copyright Information

Preface

- Audience

- Documentation Accessibility

- Related Documents

- Conventions

Part I Key Accounts and Products

1 How Do I Find the Top Ten Accounts by Revenue?

- How to Find the Top Ten Accounts by Revenue

2 Which Are the Top Ten Products by Closed Revenue?

- How to Identify the Top Ten Products by Closed Revenue Amount

Part II Sales Quota and Performance

3 How Near or Far Am I in Meeting My Sales Quota for the Quarter and Year?

- How to Evaluate Sales Quota Performance for the Quarter

- How to Evaluate Sales Quota Performance for the Year

4 Am I Closing Revenue in Line with My Forecast?

- How to Verify that I Am Closing Revenue in Line with My Forecast Figures

5 Is My Team Closing Revenue in Line with Their Forecast?

- How to Verify that My Team is Closing Revenue in line with Their Forecast

Part III Pipeline

6 Is Our Overall Pipeline Healthy Enough to Meet Sales Goals?

- How to Access the Pipeline Analysis

7 How Does My Current Forecast Compare with My Pipeline?

- How to Compare Your Current Forecast with Your Pipeline

8 How Long Is It Taking Me and My Sales Team to Convert Leads to Opportunities?

- How to View the Time It Takes to Convert Leads to Opportunities

9 What Are My Forecast and Closed Revenues for the Quarter? How Do They Compare Against My Quota?

- How to Find Your Forecast and Closed Revenues for the Quarter and Compare Them Against Your Quota

Part IV Opportunities

10 What Are the Top 10 Open Opportunities? What Are Their Days to Close and Total Revenues?

- How to Identify the Top Ten Opportunities by Total Revenue and Their Days to Close and Revenue

11 What Is the Opportunity Revenue Distribution Across Sales Stages?

- How to View Opportunity Revenue Distribution Across Sales Stages

Part V Competitors

12 Who Are My Top Competitors and What Is Our Revenue Exposure to Them?

- How to Identify Your Top Competitors and Your Revenue Exposure to Them

13 Which Were the High Value Opportunities that We Most Recently Lost to Our Competitors?

- How to Identify the High Value Opportunities Recently Lost to Competitors

Oracle® Fusion Applications

CRM Reporting and Analytics Handbook

Release 11.1.6

E41685-01

August 2013

Explains how to use Oracle Fusion CRM Applications to perform current state analysis of business applications.

Oracle Fusion Applications CRM Reporting and Analytics Handbook, Release 11.1.6

E41685-01

Copyright © 2013 Oracle and/or its affiliates. All rights reserved.

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Preface

Oracle Fusion Applications is a complete set of applications for performing business tasks across your enterprise. These applications are based on business process models. Many of the common features and functionality are available to all users, while others are available in select pages or flows.

Part of the Oracle Fusion Applications offering is an ad-hoc query and self-service reporting solution that provides an easy to use interface for business users to perform current state analysis of their business applications.

This guide contains information about using Oracle Fusion CRM Applications to perform current state analysis of business applications.

Audience

This document is intended for users of Oracle Fusion CRM Applications who want to perform current state analysis of their business applications.

Documentation Accessibility

For information about Oracle's commitment to accessibility, visit the Oracle Accessibility Program website at http://www.oracle.com/pls/topic/lookup?ctx=acc&id=docacc.

Access to Oracle Support

Oracle customers have access to electronic support through My Oracle Support. For information, visit http://www.oracle.com/pls/topic/lookup?ctx=acc&id=info or visit http://www.oracle.com/pls/topic/lookup?ctx=acc&id=trs if you are hearing impaired.

Related Documents

For more information, see the following documents in the Oracle Fusion Applications documentation set:

- Oracle Fusion Transactional Business Intelligence User's Guide

- Oracle Fusion Applications Common User Guide

Conventions

The following text conventions are used in this document:

Convention

Meaning

boldface

Boldface type indicates graphical user interface elements associated with an action, or terms defined in text or the glossary.

italic

Italic type indicates book titles, emphasis, or placeholder variables for which you supply particular values.

monospace

Monospace type indicates commands within a paragraph, URLs, code in examples, text that appears on the screen, or text that you enter.

Part I

Key Accounts and Products

This Part describes how to answer business questions related to key accounts and products.

1 How Do I Find the Top Ten Accounts by Revenue?

This tutorial shows you how to find the top ten accounts by revenue.

This tutorial shows you how to how to find the ten opportunities that can bring in the most revenue if they close. This potential revenue is referred to as Open Opportunity Revenue in the tutorial. You can also use Closed Opportunity Revenue, which is revenue from closed opportunities for a customer, or Expected Opportunity Revenue, which is the revenue amount multiplied by the win probability from opportunities for a customer.

How to Find the Top Ten Accounts by Revenue

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. Click Create and select Analytics.

The Select Subject Area list is displayed.

3. Select the Sales - CRM Customer Overview subject area.

4. Expand the subject area folder (by clicking the arrow next to the folder) and select these columns to include in the analysis:

- From the Customer folder: Customer Name

- From the Customer folder: Party Type Code

- From the Pipeline Facts folder: # of Opportunities

- From the Pipeline Facts folder: Open Opportunity Revenue

For each column that you want to add:

1. Select the column in the Subject Areas list.

2. Click the Add button (the right arrow button to the right of the Subject Areas list) to move it to the Selected Columns list.

5. Click Next.

6. Specify the views to include in the analysis as follows:
Click the Table box and select Table (recommended).

7. In the Title field, enter Top Ten Accounts By Revenue.

8. Click Next.

9. To further define the table to include only related account information, exclude Party Type Code (by selecting it, clicking Move To, and selecting the Excluded option on the Move To menu):

10. Click Next.

11. Add a filter to show only the "organization" party type by performing the following steps:

1. Click Add Filter and select Party Type Code.

2. In the Operator column, select is equal to.

3. In the Value column, enter O.

12. Add a filter to show only the ten accounts with the highest amount of revenue by performing the following steps:

1. Click Add Filter and select Open Opportunity Revenue.

2. In the Operator column, select is ranked last.

3. In the Value column, enter 10.

13. Sort Open Opportunity Revenue from high to low by performing the following steps:

1. Click Add Sort and select Open Opportunity Revenue.

2. Select High to Low.

14. Click Next.

15. Leave the default settings on this page and click Next.

16. Save the analysis as follows:

1. In the Analysis Name field, specify a name for the analysis.

2. In the Save In list, select the folder where you want to save the analysis.
The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

If you save the analysis in My Folders, then it available only for your personal use. If you save the analysis in Shared Folders/Custom, then it is available to all users who can access Shared Folders/Custom.

3. Click Submit, then OK in the confirmation dialog.

The final report is saved in the specified folder. You can now navigate to the analysis, which looks like this:

2 Which Are the Top Ten Products by Closed Revenue?

This tutorial shows you how to create a new Fusion report to determine which products rank in the top ten by closed revenue. A Fusion report is based on an "analysis" that defines the information that you want to see in the report. So to create a new Fusion report, you first need to create an analysis. The folder in which you save the analysis controls whether it is only available for your personal use, or whether other people can use the analysis.

How to Identify the Top Ten Products by Closed Revenue Amount

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. Click Create and select Analysis.

The Select Subject Area list is displayed.

3. Select the Sales - CRM Opportunities and Products Real Time subject area.

4. Expand the subject area folder (by clicking the arrow next to the folder) and select these columns to include in the analysis:

From the Product folder: Sales Catalog Hierarchy Base Level Name
From the Pipeline Detail Facts folder: Closed Opportunity Line Revenue

For each column that you want to add:

1. Select the column in the Subject Areas list.

2. Click the Add button (the right arrow button to the right of the Subject Areas list) to move it to the Selected Columns list.

5. Click Next.

6. Specify the views to include in the analysis as follows:
Click Table (recommended) from the Table box, and click Bar (recommended) from the Graph box.

7. In the Title field, enter "Top Ten Products by Closed Revenue" as the title of the analysis.

8. Select the Preview box to preview the view in the analysis.
The view is displayed with data.

9. Click Next, then click Next again in the Edit Table and Edit Graph windows to accept the default table and graph layout.

10. In the Sort and Filter window, click Add Sort and select the Closed Opportunity Line Revenue measure.

11. Add a filter to show only the top 10 products by closed opportunity line revenue by performing the following steps:

1. Click Add Filter and select Closed Opportunity Line Revenue.

2. In the Operator column, select is ranked last.

3. In the Value column, enter 10.

12. Click Finish.

13. Save the analysis as follows:

1. In the Analysis Name field, specify a name for the analysis such as Top 10 Products by Closed Revenue.

2. In the Save In list, select the folder in which you want to save the analysis.
The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

If you save the analysis in My Folders, then it is available only for your personal use. If you save the analysis in Shared Folders/Custom, then it is available to all users who can access Shared Folders/Custom.

3. Click Submit, then OK in the Confirmation dialog.

You can now navigate to the analysis, which looks like this:

Part II

Sales Quota and Performance

This Part describes how to answer business questions related to sales quota and performance.

3 How Near or Far Am I in Meeting My Sales Quota for the Quarter and Year?

This tutorial shows you how to determine current and past sales quota achievement.

- "How to Evaluate Sales Quota Performance for the Quarter"

- "How to Evaluate Sales Quota Performance for the Year"

You can add the analyses shown in this tutorial to the sales dashboard. For more information, see "How do I Embed a Report in a Sales Dashboard?" in Oracle Fusion Applications Reporting and Analytics Handbook.

How to Evaluate Sales Quota Performance for the Quarter

You use the Current Period Performance analysis to evaluate your sales quota attained for the current forecast period. Your sales quota is the revenue target assigned to your territory for a given forecast period. Managers and territory owners assign quotas to users.

In this tutorial, the current forecast period is Q3. The administrator configures the sales calendar forecast periods.

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Current Period Performance, and select View.

The Current Period Performance analysis is displayed.

4. Evaluate the following analysis elements to determine your sales quota performance for the current quarter:

- Target Quota — Set revenue amount you are required to sell for the quarter. Managers and territory owners set target quotas for users.

- Closed Revenue — Closed (won) opportunity revenue assigned to you with a close date that falls within the quarter.

- Difference — Difference between your target quota and closed revenue.

- Open Revenue — Open opportunity revenue assigned to you and scheduled to close within the quarter.

- Quota Attained — Percent of the target quota you already attained for the quarter. In this tutorial, you have reached 34 percent of your target quota for the quarter.

How to Evaluate Sales Quota Performance for the Year

You use the Past Period Performance analysis to view your sales quota performance for the year.

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Past Period Performance, and select View.

The Past Period Performance analysis is displayed.

4. Evaluate the following analysis elements to determine your sales quota performance for the year:

- Target Quota — Set revenue amount you are required to sell for the year. Managers and territory owners set target quotas for users.

- Closed Revenue — Closed (won) opportunity revenue assigned to you with a close date that falls within the year.

- Difference — Difference between your target quota and closed revenue.

- Quota Attained — Percent of the target quota you already attained for the year. In this tutorial, you have reached 70% of your target quota for the year.

4 Am I Closing Revenue in Line with My Forecast?

This tutorial shows you how to analyze individual sales performance by comparing closing revenue with sales forecast figures.

This tutorial is aimed at sales representatives.

How to Verify that I Am Closing Revenue in Line with My Forecast Figures

Sales representatives can analyze their own performance by following these steps.

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Current Period Performance, and select View.
The Current Period Performance report is displayed.

I can now use this report to analyze my Closed Revenue against Target Quota.

5 Is My Team Closing Revenue in Line with Their Forecast?

This tutorial shows you how to analyze team sales performance by comparing closing revenue with sales forecast figures.

This tutorial is aimed at sales managers and sales vice presidents.

How to Verify that My Team is Closing Revenue in line with Their Forecast

Sales managers and vice presidents can analyze team performance by using the following steps to create a new analysis.

For example, the chart in the following analysis compares month-to-month closing revenue with forecast, against quota.

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. In the Contents pane, click Browse Catalog.

3. In the Oracle BI Catalog window, click New, then Analysis.

4. In the list of subject areas, click Sales - CRM Forecasting.

5. In the Subject Areas tab, expand the Time area, and drag Enterprise Period to the Selected Columns area.

6. In the Subject Areas tab, expand the Facts\Revenue Forecast Facts area, and drag Latest Forecasted Open and Latest Won - Forecasted to the Selected Columns area.

7. In the Subject Areas tab, expand the Facts\Territory Quota Facts area, and drag Territory Quota to the Selected Columns area.

8. In the Filters area, click the filter icon, and select "Time"."Enterprise Period".

9. At the New Filter dialog, select is equal to/is in from the Operator list, click the down arrow next to the Value field, select the box next to Jan-13, Feb-13, Mar-13 and so on to Dec-13, then click OK.

After you click OK, you see Jan-13; Feb-13; Mar-13; and so on displayed in the Filters area.

10. Click Results to display the Results tab, then click New View and select Graph, then Line-Bar, then Default.

11. Click Edit View at the top of the Graph area.

12. In the Layout area, drag Latest Won - Forecasted from the Lines (Vertical Axis 2) area to the Bars (Vertical Axis 1) area, then drag Territory Quota from the Bars (Vertical Axis 1) area to the Lines (Vertical Axis 2) area.

13. Click Done.

I can now use this report to analyze latest won forecast, latest forecast open, and quota.

14. To save the analysis, click the Save Analysis icon near the top-right corner.

15. Save the analysis as follows:

1. In the Name field, specify a name for the analysis.

2. In the Save In list, select the folder in which you want to save the analysis.
The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

If you save the analysis in My Folders, then it available only for your personal use. If you save the analysis in Shared Folders/Custom, then it is available to all users who can access Shared Folders/Custom.

The following example shows My Folders as the Save In target directory and "Month to Month Comparison Revenue V Forecast" as the Name for the analysis.

3. Click OK.

Part III

Pipeline

This Part describes how to answer business questions related to the sales pipeline.

6 Is Our Overall Pipeline Healthy Enough to Meet Sales Goals?

This tutorial shows you how to access the Pipeline analysis to determine if your sales pipeline or your team's sales pipeline is healthy enough to meet sales goals.

This analysis provides information about opportunity revenue and sales stage target revenue. By comparing opportunity revenue to sales stage target revenue, you can determine pipeline health.

How to Access the Pipeline Analysis

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Pipeline Report and select View.

The Pipeline analysis is displayed.

4. Use the View option to change the analysis' view from Funnel (the default view) to the Table or Graph view.

7 How Does My Current Forecast Compare with My Pipeline?

This tutorial shows you how to compare your current forecast with your pipeline.

Forecasting future sales is a method of providing predictions of future revenue for specific time periods. Typically, sales managers create a sales forecast for a sales territory and for a specific time period. The forecast includes revenue from all opportunities that meet the set criteria.

Sales representatives can see the current forecasts for their territories (as well as past and future forecasts) from the Manage Sales Forecasts page. The forecasting data on that page includes the following terms:

- Closed revenue - the actual revenue for the target territory that was closed during the forecast period

- Pipeline - the total revenue that is scheduled to close within the forecast period

- Quota - the revenue target associated with the expected performance of a sales representative's territory for a given forecast period

How to Compare Your Current Forecast with Your Pipeline

1. From the Navigator menu, select Manage Sales Forecast.

2. In the Current Forecasts pane of the Manage Sales Forecasts page, click a revenue forecast - that is, a forecast whose Forecast Type is Revenue - for the territory that you want to examine.

3. A Revenue Forecast: <Period> page is displayed, available either for viewing or editing. If you are in the time period for updating forecast information, you can edit the forecast; otherwise you can only view the forecast data.
The lower part of the page contains one or more forecast-related tabs. The Forecast Items tab is always displayed. The Forecast Summary and Forecast Analysis tabs are available if a sales administrator has enabled them.

The following figure shows an Edit Revenue Forecast page, with the Forecast Items tab visible, and the Forecast Summary and Forecast Analysis tabs enabled.

In this page, you can view both your adjusted and unadjusted forecasts for the territory, and compare these forecasts with your pipeline.

4. If the Forecast Summary tab is enabled, click that tab to see more details about the current and previous forecast and the current pipeline.

The Forecast Summary tab allows users to enter adjustments at an aggregate level by product and time. Specifically, instead of adjusting forecasts from an individual line item level, managers can view the aggregate product forecast and make summary adjustments at that aggregate level.

5. If the Forecast Analysis tab is enabled, then click that tab to see one or more forecast-related, context-sensitive analytic reports.

6. Select additional analytic reports to view from the Reports menu.

7. In the Revenue Forecast page, you can also see additional forecast and pipeline details, by selecting more columns.
To select other columns, click View, then Columns, then select from the displayed column list.

8. View and analyze past and future forecasts by expanding the appropriate Past Forecasts and Future Forecasts panes in the Manage Sales Forecast page. The columns and options on these panes are similar to those in the Current Forecasts pane.

8 How Long Is It Taking Me and My Sales Team to Convert Leads to Opportunities?

This tutorial shows you how to view the average number of days it takes to convert leads to opportunities.

If you are logged in to Fusion Applications as a sales manager or vice president, then you can see the average number of days that it takes you and your sales team to convert leads to opportunities.

If you are logged in to Fusion Applications as a sales representative, then you can see the average number of days that it takes you to convert leads to opportunities.

How to View the Time It Takes to Convert Leads to Opportunities

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Marketing
Dashboards
Leads

3. Click Overview, and select View.

The Leads dashboard is displayed.

If you are a sales manager or vice president, then the Overview tab shows the average number of days that it takes you and your sales team to convert leads to opportunities.

If you are a sales representative, then the Overview tab shows the average number of days that it takes you to convert leads to opportunities.

Note that if you do not select a year and quarter, then the data displayed represents all data entered in the application.

4. To display data for a specific year and quarter, select the appropriate values, and click Apply.

The data displayed is updated based on the year and quarter selected.

9 What Are My Forecast and Closed Revenues for the Quarter? How Do They Compare Against My Quota?

This tutorial shows how to view forecast and closed revenue for the current quarter, and how to compare that revenue against quota. The tutorial is based on the point of view of an individual sales representative.

Forecasting future sales is a method of providing predictions of future revenue for specific time periods. Typically, sales managers create a sales forecast for a sales territory and for a specific time period. The forecast includes revenue from all opportunities that meet the set criteria.

Sales representatives can see the current forecasts for their territories (as well as past and future forecasts) from the Manage Sales Forecasts page. The forecasting data on that page includes the following terms:

- Closed revenue - the actual revenue for the target territory that was closed during the forecast period

- Pipeline - the total revenue that is scheduled to close within the forecast period

- Quota - the revenue target associated with the expected performance of a sales representative's territory for a given forecast period

How to Find Your Forecast and Closed Revenues for the Quarter and Compare Them Against Your Quota

1. From the Navigator menu, select Manage Sales Forecast.

2. In the Current Forecasts pane of the Manage Sales Forecasts page, click a revenue forecast - that is, a forecast whose Forecast Type is Revenue - for the territory that you want to examine.

3. A Revenue Forecast: <Period> page is displayed, available either for viewing or editing. If you are in the time period for updating forecast information, you can edit the forecast; otherwise you can only view the forecast data.
The lower part of the page contains one or more forecast-related tabs. The Forecast Items tab is always displayed. The Forecast Summary and Forecast Analysis tabs are available if a sales administrator has enabled them.

The following figure shows an Edit Revenue Forecast page, with the Forecast Items tab visible, and the Forecast Summary and Forecast Analysis tabs enabled.

In this page, you can:

- View and compare your forecast and closed revenue for the current period - typically the current quarter

- View and compare your forecast and closed revenue against your quota for the current period

4. If the Forecast Summary tab is enabled, click that tab to see more details about the current and previous forecast and the current pipeline.

The Forecast Summary tab allows users to enter adjustments at an aggregate level by product and time. Specifically, instead of adjusting forecasts from an individual line item level, managers can view the aggregate product forecast and make summary adjustments at that aggregate level.

5. If the Forecast Analysis tab is enabled, click that tab to see one or more forecast-related, context-sensitive analytic reports.

6. Select additional analytic reports to view from the Reports menu.

7. In the Revenue Forecast page, you can also see additional forecast and pipeline details, by selecting more columns.
To select other columns, click View, then Columns, then select from the displayed column list.

8. View and analyze past and future forecasts by expanding the appropriate Past Forecasts and Future Forecasts panes in the Manage Sales Forecast page. The columns and options on these panes are similar to those in the Current Forecasts pane.

Part IV

Opportunities

This Part describes how to answer business questions related to sales opportunities.

10 What Are the Top 10 Open Opportunities? What Are Their Days to Close and Total Revenues?

A Fusion report is based on an "analysis" that defines the information that you want to see in the report. So a Fusion report is based on an analysis. This tutorial shows you how to use a Fusion report to analyze open opportunities by answering the following two questions:

- What are the top 10 open opportunities by revenue?

- How many days do they have to close and what are their revenues?

How to Identify the Top Ten Opportunities by Total Revenue and Their Days to Close and Revenue

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Opportunity Watch Real Time and select View.

The Opportunity Watch Real Time analysis is displayed. The top 10 opportunities in the analysis are sorted by their value, or revenue.

This report displays the following:

- All open opportunities in the current quarter, sorted by value (total revenue), with the highest value opportunities at the top of the list

- Number of days before each opportunity is set to close

- Sales account associated with each opportunity

- Win probability for each opportunity

11 What Is the Opportunity Revenue Distribution Across Sales Stages?

This tutorial shows you how determine opportunity revenue distribution across all stages of the sales pipeline.

You can add the analysis shown in this tutorial to the sales dashboard. For more information, see "How do I Embed a Report in a Sales Dashboard?" in Oracle Fusion Applications Reporting and Analytics Handbook.

How to View Opportunity Revenue Distribution Across Sales Stages

You use the Pipeline analysis to determine the total opportunity revenue, organized by sales stage, that is scheduled to close within the current forecast period. Sales stages represent the progression of an opportunity though the sales process.

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. From the Contents pane, expand the following folders (by clicking the arrow next to each folder):

Shared Folders
Sales
Analytic Library
Embedded Content
Opportunity and Revenue Management

3. Click Pipeline Report, and select View.

The Pipeline analysis is displayed.

4. With the Funnel view selected, move the cursor over the colored areas of each sales stage in the funnel to determine the opportunity revenue currently in that stage and scheduled to close within the current forecast period.
In this tutorial, the current (Actual) opportunity revenue is over 147 million dollars with 64.27 percent of the sales target revenue as met in the Qualification stage.

When the administrator defines the sales process, each sales stage is assigned a given quota factor, typically ranging from 1 to 3. In addition, managers and territory owners set user quotas.

The sales target for each sales stage is automatically calculated by multiplying the current user's quota by the sales stage quota factor.

5. Optionally, from the Show menu, select Graph or Table to change the analysis display as shown in the following figure.

Part V

Competitors

This Part describes how to answer business questions related to competitors.

12 Who Are My Top Competitors and What Is Our Revenue Exposure to Them?

This tutorial shows you how to create an analysis to determine your top competitors and your revenue exposure to those competitors, that is, the revenue at stake in currently open opportunities where there are competitors.

How to Identify Your Top Competitors and Your Revenue Exposure to Them

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. In the Contents pane, click the Browse Catalog icon.

3. In the Oracle BI Catalog window, click New, then Analysis.

4. Select the Sales - CRM Pipeline subject area.

5. In the Subject Areas list, expand Competitor, then double-click Competitor Name.This automatically adds Competitor Name to the Selected Columns list.

6. Restrict the analysis to exclude blank competitor names, that is, for opportunities where there are no competitors, by performing the following steps:

1. Click the icon beside Competitor Name, and select Filter.

2. Select is not null for the Operator.

3. Click OK.

7. In the Subject Areas list, expand Facts, then Pipeline Facts, and double-click Open Opportunity Revenue.

8. To enable the highest value revenues to be displayed first, click the icon beside Open Opportunity Revenue, select Sort, then Sort Descending.

9. Restrict the analysis to the top 10 highest value revenues, by performing the following steps:

1. Click the icon beside Open Opportunity Revenue, and select Filter.

2. Select is in top for the Operator, and leave 10 as the default Value.

3. Click OK.

10. In the Subject Areas list, expand Time, then double-click Quarter.

11. To get a preview of the analysis so far, click the Results tab.

12. To enable Open Opportunity Revenue to display local currency values, with no decimal places, perform the following steps:

1. Click the Criteria tab.

2. Click the icon beside Open Opportunity Revenue, and select Column Properties.

3. In the Column Properties window, click the Data Format tab.

4. Select Override Default Data Format.

5. For Treat Numbers As, select Currency.

6. For the Currency Symbol, select the currency you require (the following figure shows $).

7. Leave the default value of 0 for Decimal Places.

8. Click OK.

13. To get a preview of the analysis, click the Results tab.

14. If this displays the output that you want, then you can save the analysis at this point, by continuing at step 15.
If you want the analysis to display only the most recent quarter's data, then perform the following steps to supply a filter:

1. Click the Criteria tab, then click the icon beside Quarter, and select Filter.

2. Enter or select the most recent quarter (in the example, 2013 Q 3) for the Value.

3. Click OK.

4. Optionally, preview the analysis, by clicking the Results tab.

15. To save the analysis, click the Save Analysis icon near the top-right corner.

16. Save the analysis as follows:

1. In the Name field, specify a name for the analysis.

2. In the Save In list, select the folder in which you want to save the analysis.
The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

If you save the analysis in My Folders, then it available only for your personal use. If you save the analysis in Shared Folders/Custom, then it is available to all users who can access Shared Folders/Custom.

The following example shows Shared Folders/Custom as the Save In target directory and TopCompetitors as the Name for the analysis.

3. Click OK.

You can now navigate to the analysis, which, if you saved the analysis for all quarters, looks like this:

If you saved the analysis for the most recent quarter, the analysis looks similar to the following:

13 Which Were the High Value Opportunities that We Most Recently Lost to Our Competitors?

This tutorial shows you how to create an analysis to determine which were the high value opportunities that were most recently lost to competitors.

How to Identify the High Value Opportunities Recently Lost to Competitors

1. From the Navigator menu, select Reports and Analytics.

The Reports and Analytics page is displayed.

2. In the Contents pane, click the Browse Catalog icon.

3. In the Oracle BI Catalog window, click New, then Analysis.

4. Select the Sales - CRM Pipeline subject area.

5. In the Subject Areas list, expand Customer, then double-click Customer Name. This automatically adds Customer Name to the Selected Columns list.

6. In the Subject Areas list, select Competitor, then double-click Competitor Name.

7. Restrict the analysis to exclude blank competitor names, that is, for opportunities where there were no competitors, by performing the following steps:

1. Click the icon beside Competitor Name, and select Filter.

2. Select is not null for the Operator.

3. Click OK.

8. In the Subject Areas list, expand Opportunity, then double-click Opportunity Name.

9. In the Subject Areas list, expand Time, then double-click Date.

10. In the Subject Areas list, expand Facts, then Win Loss Facts, and double-click Lost Competitive Opportunity Revenue.

11. To enable the highest value revenues to be displayed first, click the icon beside Lost Competitive Opportunity Revenue, select Sort, then Sort Descending.

12. Restrict the analysis to the top 10 highest value revenues, by performing the following steps:

1. Click the icon beside Lost Competitive Opportunity Revenue, and select Filter.

2. Select is in top for the Operator, and leave 10 as the default Value.

3. Click OK.

13. To shorten the column heading for Lost Competitive Opportunity Revenue - to Lost Revenue, for example - perform the following steps:

1. Click the icon beside Lost Competitive Opportunity Revenue, and select Column Properties.

2. In the Column Properties window, click the Column Format tab, select Custom Headings, then enter Lost Revenue for the Column Heading.

14. To enable Lost Revenue to display local currency values, with no decimal places, perform the following steps:

1. In the Column Properties window, click the Data Format tab.

2. Select Override Default Data Format.

3. For Treat Numbers As, select Currency.

4. For the Currency Symbol, select the currency you require (the following figure shows $).

5. Leave the default value of 0 for Decimal Places.

6. Click OK.

15. At this point, the Criteria for the analysis displays the two filters:

16. Click the Results tab to show the preview results for this analysis:

17. To save the analysis, click the Save Analysis icon near the top-right corner.

18. Save the analysis as follows:

1. In the Name field, specify a name for the analysis.

2. In the Save In list, select the folder in which you want to save the analysis.
The folder in which you save the analysis controls whether the analysis is available only for your personal use or available to other users.

If you save the analysis in My Folders, then it available only for your personal use. If you save the analysis in Shared Folders/Custom, then it is available to all users who can access Shared Folders/Custom.

The following example shows Shared Folders/Custom as the Save In target directory and Hival_Comp_Losses as the Name for the analysis.

3. Click OK.

You can now navigate to the analysis, which looks like this:

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