1. Customer Relationship Management for Sales Implementation Guide
  2. Understanding UDCs for CRM Sales Applications

Understanding UDCs for CRM Sales Applications

UDCs are used throughout the JD Edwards EnterpriseOne system to store values that the organization uses to process business information. Before you begin processing information, you should review the UDCs that are associated with the systems the organization uses, and verify that the appropriate values are available.

For the JD Edwards EnterpriseOne CRM Sales Force Automation system (system code 90CB), these UDCs are available:

UDC Table

Description

90CB/CA - Sales Driver Category

You set up sales driver categories to define the reasons that a potential customer might purchase products or services from the organization. Typically, sales drivers are the important reasons that sales representatives need to focus on in order to successfully sell to the customer.

For example, a common concern that customers have is whether the organization has enough inventory to satisfy their needs on an ongoing basis. Therefore, you can set up a sales driver category code to represent Inventory.

90CB/CC - CRM Sold To Ship To

You use CRM Sold To Ship To codes to determine which customer to use when determining which members of the sales force to assign to a sales opportunity. A sales opportunity might have one customer set as the Sold To customer, and a different customer set as the Ship To customer. The system assigns sales team members from either the Sold To customer's sales team, the Ship To customer's sales team, or both, depending on this value.

You should not change these codes.

90CB/CE - Category Expense

You use category expense codes to specify the types of expenses that are incurred during the sales process. Examples of category expense codes might include air travel, hotel, and per diem.

90CB/CG - Category Time

You use category time codes to specify how a sales representative spends time during the sales process. Examples of category time codes might include demonstrations, development, or setup time.

90CB/CT - Cost Type

You use cost type codes to specify whether a cost or expense is an amount of time or a monetary amount.

90CB/FC - Function Code

You set up function codes to specify the roles that contacts have in their respective organizations.

For example, you might set up function codes to represent roles such as CEO, CIO, Staff, Supervisor, or Owner.

90CB/FS - Forecast Status

You set up forecast status codes to specify whether a sales forecast has been submitted or is currently open for revision. Once a forecast has been submitted, it cannot be revised.

90CB/IM - Sales Driver Importance

You set up sales driver importance codes to identify how important a particular sales driver is to a potential customer.

For example, you might set up codes 1 through 5, where 1 is the most important, and 5 is the least important. When you enter a sales driver category code on a lead or opportunity, you can then assign an importance code, which will assist the sales representative in knowing how important that driver is to the deal.

90CB/LR - Lost Reason

You use lost reason codes to specify the reason that a lead or opportunity was not closed. You can then use this information to analyze the reasons why the sales force is losing business.

For example, you might find that a high percentage of sales are lost because the price is too high. This information might cause you to research the market to verify whether the prices that the organization has set are in line with prices of competitors.

90CB/LS - Lead Source

You use lead source codes to specify how a lead was identified to an organization.

For example, you might set up a code for a particular trade show. You can then analyze the number of leads that were sourced from that trade show to determine whether to attend the show in upcoming years.

90CB/PM - Payment Method

You use payment methods to specify how a person is paid for the expense

90CB/QT - Qualification Question Type

You use qualification question type codes to specify the type of question you are asking. The code is informational only, and is used to assist the sales representative in understanding the context of the question.

90CB/SL - Sponsorship Level

You use sponsorship level codes to describe how an influencer endorses the associated sales deal. For example, you use sponsorship level codes to specify that an influencer is an advocate, an opponent, enthusiastic, or pessimistic about the deal.

90CB/ST - Sponsorship Type

You use sponsorship type codes to specify the role that an influencer plays in the sales deal. Examples of sponsorship type codes include executive, financial, or technical.

90CB/ST - Status

You use status codes to specify the status of a lead. Examples of status codes include Active and Converted.

You might also want to review the UDCs that are associated with other CRM system codes. These additional system codes are included in the CRM product family:

  • 90B - CRM Financial Services.

  • 90CA - CRM Foundation.

  • 90CD - CRM Service Management.

  • 90CE - CRM Solution Advisor.

  • 90CF - CRM Call Scripting.

  • 90CG - CRM Case Management.

  • 90S - CRM Standalone Base Applications.

You should also review the UDCs for other JD Edwards EnterpriseOne systems that the organization uses. Examples of system codes that are commonly used in conjunction with the JD Edwards EnterpriseOne CRM Sales Force Automation system include:

  • 01 - Address Book.

  • 34A - Advanced Planning & Scheduling.

  • 41 - Inventory Management.

  • 42 - Sales Management.

  • 42B - Sales Order Entry.

  • 42S - Customer Self Service.

    Note: If you need to create custom UDCs for CRM, you should use system code 90M, CRM Custom.
See also: