25Opportunities

This chapter contains the following:

Opportunities allow organizations to support the full sales process, from leads, to opportunities, to sales, to follow-up analytics. Within opportunities, sales organizations can capture a wide variety of information related to an opportunity, such as customer (account) and the products to be sold. They can use the supplied sales methods and sales stages to step the opportunity to its eventual conclusion.

In addition, account intelligence, sales actions, and historical sales analysis further enable salespeople to increase their win rates by offering data-driven pipeline management and recommendations for the next best sales action. For example, setting win probability variance thresholds and providing multiple recommendations per opportunity enables sales representatives to optimize their sales opportunities.

This table lists opportunity features.

Feature Details

Support the sales life cycle

Create, manage, and close opportunities, supporting the entire sales life cycle. By integrating with leads, you can convert leads to opportunities. Post-sale, take advantage of supplied business intelligence reports related to sales.

Maintain opportunity information

Here are just some of the data that sales teams can capture for an opportunity:

  • Accounts: You can associate an account (for example, a customer or prospect) with the opportunity.

  • Opportunity owner: The person who creates an opportunity is automatically assigned ownership. You can change owner if needed.

  • Contacts: You can associate contacts with an opportunity. In addition, you can specify a contact's role, affinity, and influence level on an opportunity. A single contact can be marked as primary.

  • Currency: The application supports multiple currencies at both the opportunity header and revenue-line levels.

  • Budget: A Budgeted indicator lets you display whether the opportunity revenue amount has been budgeted by the customer, as well as the date that the budget was made available.

  • Competitors and partners: You can associate partners and competitors with opportunities, both at the opportunity and revenue line levels.

  • Marketing data: The Source field allows the association of sales campaigns with an opportunity.

  • Mass update opportunities: Allow sales personnel to update several opportunity attributes at once on multiple opportunities.

Employ sales methodology

Your company can employ its own sales methodology by using the supplied sales methods and stages. For each sales stage, administrators can create action items (process steps), task templates, recommended documents, assessment templates, and fields that are required for use in opportunities. In addition, administrators can specify a different default win probability percentage for each sales stage.

Use Sales Coach for guided selling

Sales Coach, part of sales methods, guides salespeople through each step of the sales cycle with an organization's own sales methodology and best practices. The action items (process steps), task templates, recommended documents, assessment templates, and mandatory fields set up by your administrator in each of the sales stages translate into guided notes and appropriate opportunity UI interactions.

Leverage the product revenue model

Opportunities support a product revenue model that features revenue-based forecasting, products and product groups, recurring revenue, and revenue data captured at the line level, such as win probability, close date, include in forecast, and status.

Support recommended actions

Prompts salespeople to respond to the next best set of recommended actions for customer engagement, drive pipeline and determine how often to reach out to customers post sales.

Here are some of the benefits of the next best sales action feature:

  • Support multiple recommendations per opportunity.

  • Enables smarter sales experiences and optimizes the selling process.

  • Provides a percentage win probability in comparison to other opportunities from your sales organization or a prediction about the close date of the opportunity.

    For example, based on historical data, the likelihood to close an opportunity is less than 40%.

  • Supports user feedback per opportunity.

  • Enables administrative and supervisory controls.

    For example, manage the win probability variance thresholds for opportunities and define user actions to suit the organization's requirements. As salespeople update the opportunity information, win likelihood and recommended actions are regenerated.

Assign sales team

Opportunities align with territories and the assignment engine for rule-based or territory-based autoassignment of salespeople to opportunities. In the team pages, you also can manually add sales team members to an opportunity.

Allocate sales credit

By allocating sales credit to salespeople on product lines, you can capture the amount of credit salespeople receive for the sale. You can track direct, channel, and overlay resources and their contributions using revenue and nonrevenue credit splits.

Use forecast territories on product lines

By integrating with forecasting, you can use forecast criteria to automatically include product-line revenue in the forecast. You can leave the default forecast territory on the product lines or assign another forecast territory. The forecast is refreshed in real-time from revenue when an opportunity is created or updated.

Assess opportunities and their products, contacts, and competitors

You can use assessments to evaluate the health of an opportunity or an opportunity product, contact, or competitor. After setup by the administrator, assessments are available to salespeople in the Assessments tab.

View business intelligence reports

Several supplied business intelligence reports give you views into sales metrics, from lists of opportunities and accounts, to pipeline data, sales team performance, and other revenue metrics.

Sales Methods, Sales Stages, and Sales Coach

You can use sales methods and sales stages to employ the sales methodology that best aligns with an opportunity. Use Sales Coach, which administrators set up within sales stages, as both a teaching tool and a method to make your organization's best-practice information readily available to salespeople.

Sales Methods and Sales Stages

Sales methods are an opportunity attribute that link sales strategy to sales execution. For example, is the customer more interested in price, features, service, or delivery time? After you make these decisions, you can align your sales methods and sales stages to reflect these customer requirements. You can also use a different sales methodology for your price-conscious customers than for your customers who are interested in features. A sales method can include all activities associated with the different sales stages during the sales process, from qualifying, to negotiating, to closing.

The application comes with a few sales methods and associated sales stages. Administrators can modify the supplied sales methods and stages, or create new ones.

Sales Coach

Sales Coach is a virtual coach available to salespeople while they view or edit an opportunity. For example while viewing an opportunity, a salesperson will see Recommended Documents for the sales stage that his opportunity is in. He can download the Recommended Documents that his administrator has posted to help with the sale.

This table describes the tools available as part of sales methods and sales stages.

Tool Description

Action items (called process steps in the setup UI)

Part of Sales Coach. Guides salespeople through an organization's sales best-practice processes for a particular sales stage.

Recommended documents

Part of Sales Coach. Provides coaching strategies and best-practice information in the form of documents, such as customer letter templates, relevant websites, and training materials.

Task templates

Provides a list of required or recommended tasks relevant to a particular sales stage. Recommended task templates are optional. Autogenerated task templates are automatically applied to your list of tasks for a particular sales stage, when the opportunity moves to that stage. Note that task templates aren't supported in the simplified UI.

Assessment templates

Helps salespeople analyze and score an opportunity attributes. After selecting an assessment type, salespeople enter a series of responses to achieve a weighted score. This score then helps determine the success rate of the opportunity.

A company's sales methodology is a formalized approach toward achieving a sale. In opportunities, you can employ your company's sales methodology using a sales method that's automatically associated with the opportunity when it's created. The sales method contains several sales stages that salespeople progress as the opportunity matures.

Several sales methods and stages are predefined. You can use the predefined ones, modify them to suit your business needs, or create your own ones.

You can specify the default sales method using the profile option, Sales Method Default. Setting the profile option is described in the topic, Set Default Sales Method Profile Option.

For information about creating sales methods or editing existing ones, see the topic, Configure Sales Methods.

Note: Sales Coach, which is a teaching tool and method to push best practice information to salespeople in the opportunities UI, is also set up in the sales methods pages, using the sales stages. Assessments also can be associated with sales stages.

Sales stages track the progress of an opportunity during the sales cycle. You change the sales stage when you determine it's time to move the opportunity to the next stage.

Sales Stage Attributes

You typically set up these attributes while setting up sales stages:

  • Phase: A step in the sales cycle of an opportunity.

    For example, the first step might be Discovery, where the salesperson researches the customer's needs.

  • Order: The sequence of the stage within a sales method.

    For example, you might start with Discovery and move to Conclusion.

  • Duration: The number of days an opportunity will remain in this stage.

  • Stalled Deal Limit: The number of days an opportunity can remain in this stage before it's considered stalled.

You can also associate elements of Sales Coach, such as recommended documents, action items, or assessments, with a sales stage.

A typical sales method has several sales stages. Each stage within a sales method delineates the progress of an opportunity.

Sales Methods

The sales method used on an opportunity represents your company's formalized approach toward the sale. The application comes with a few predefined sales methods. By default, the sales method used on a newly created opportunity is the supplied Standard Sales Process sales method.

Sales Stages

Several stages usually exist within a single sales method. You use different stages to represent different phases of an opportunity, from prospecting to forecasting to closing the opportunity.

Sales Methods and Sales Coach Configuration

You can create and edit sales methods and their stages by following the procedures in this topic.

It doesn't cover these components of sales methods and stages setup:

  • Recommended documents

  • Action items (called process steps in the setup UI)

  • Assessment Templates

  • Activity Templates

  • Mandatory fields

For information about setting up sales methods and stages, see the related topics.

Create or Edit Sales Methods

Here's how to create or modify existing sales methods.

Note: Several sales methods are predefined. You can use the predefined ones, modify them to suit your business needs, or create your own sales methods. However, if you modify or create a default sales method, then this affects your standard prebuilt business intelligence reports for Sales and you may have to modify them.
  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Methods and Sales Stages

  2. If you want to create a sales method: In the Manage Sales Methods page, click the Create icon.

  3. If you want to edit a sales method: In the Manage Sales Methods page, drill down on the sales method, or select the row showing the sales method and click the Edit icon.

  4. In the Create Sales Method or Edit Sales Method page, fill in the required information. Here are some details of the more complex attributes of sales methods:

    • Set: A set represents a group of business units. The Set field allows the sales method to be shared across multiple business units. Select the Common Set, unless you're aware that a different set should be selected.

    • Close Window: Set in days, the Close Window value is added to the current date to set the initial opportunity close date. If it isn't set, the application retrieves the default close window from the Opportunity Close Date Default profile option.

    • Disable: The Disable check box lets you disable the sales method. Only disable sales methods during implementation and not after the methods are in use in current opportunities.

  5. Add new or modify existing sales stages as described in the section, Create or Edit Sales Stages.

  6. Save your changes.

Create or Edit Sales Stages

Here's how to create or modify existing sales stages.

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Methods and Sales Stages

  2. From the Manage Sales Methods page, select the sales method whose sales stages you want to modify.

    The Edit Sales Method page appears.

  3. To add another sales stage to the sales method: In the Edit Sales Method page, click the Create icon and fill out the required information in the Create Sales Stage page.

  4. To edit a sales stage: In the Edit Sales Method page, drill down on the sales stage, or select the row and click the Edit icon. Fill out the required information in the Edit Sales Stage page.

  5. Set or enter attributes of sales stages. Here are some details of the more complex fields:

    • Disable: This check box lets you disable the sales stage. Only disable sales stages during implementation and not after the stages are in use in current opportunities.

    • Win Probability: This field represents the likelihood (in percent form) of winning the opportunity. This Win Probability field sets the default win probability at opportunity level for the sales stage. If you don't want your sales stages to control opportunity win probability, make sure they aren't defined by blanking out any value in this field.

    • Duration: Enter the average number of days you expect opportunities to stay in this stage. This field is used in the Stalled Deals infolet and underlying report. When opportunities are in a sales stage longer than the value entered here, they're considered stalled at that stage, and are reported in the stalled deals infolet on the dashboard.

  6. Save your changes.

Sales Coach is a mechanism to present best practice sales methodology to salespeople to improve their sales effectiveness. A teaching tool, Sales Coach can help less experienced salespeople with aspects of an opportunity when and where they need help. Administrators set up Sales Coach by associating action items and recommended documents with a sales stage. Salespeople can then view these items as they work their opportunities. Since the teaching components or job aids are associated with a specific sales stage, each sales stage potentially can have multiple action items and recommended documents associated with it.

Here are the elements that you can define for each sales stage:

  • Sales Coach items:

    • Action items (process steps): These are recommended actions the salesperson should take while working an opportunity in a specific sales stage. Action Items appear in the Sales Coach region of the edit opportunity page.

    • Recommended documents: These are documents, files, or URLs recommended for viewing or sharing during a specific sales stage. Recommended Documents appear in the Sales Coach region of the edit opportunity page.

  • Other items:

    • Task templates: You can define task templates to set tasks for salespeople to perform. For more information, see the topic, Associate Task Templates with Assessment Templates.

    • Assessment templates: Assessments let salespeople evaluate the health of an opportunity. Opportunity assessments appear under a separate tab labeled Assessments in the edit opportunity page. For more information, see the topic, Guidelines for Setting Up Opportunity Assessments.

    • Required fields: You can mark specific fields as required for a specific sales stage. When a salesperson moves an opportunity to that sales stage, the fields you mark as required become marked with an asterisk that users must complete before moving to the next sales stage.

Add Action Items (Process Steps)

Here's how to add action items to a sales stage. Note that in the setup pages, action items are set up in the Process Steps region.

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Methods and Sales Stages

  2. From the Manage Sales Methods page, click the sales method whose sales stages you want to modify.

    The Edit Sales Method page appears.

  3. In the Edit Sales Method page, click the sales stage you want to modify. In the upper portion of the page, it's assumed you would have already entered the core information for the sales stage. For more information about these fields, see the topic, Create and Edit Sales Methods and Stages.

  4. In the Process Steps region, click the create icon to create a process step. Enter your process step information. For example, a first process step or action item might be "Gather High Level Information from Customer".

    Process steps show up as Action Items in the Sales Coach region in the edit opportunity pages. The action items show up only when the opportunity is in the sales stage that you associated with the process steps.

  5. Save your changes.

Add Recommended Documents

To add recommended documents, edit a sales stage using the steps outlined in the preceding procedure, Adding Action Items (Process Steps). In the Recommended Documents region, attach documents, files, or URLs that you want your salespeople to have access to in the edit opportunity pages. For example, you can give your salespeople access to marketing materials, collateral, or websites. Recommended documents are available in the edit opportunity page when the salesperson is editing the opportunity in the sales stage that's associated with these documents.

You can specify what sales method to apply to all newly created opportunities by setting the profile option Sales Method Default.

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Opportunity Profile Options

  2. In the search region of the Manage Opportunity Profile Options page, select Opportunity Management as the application, or just enter the profile option name Sales Method Default directly in the Profile Display Name field.

  3. In the search results list, click the profile option name.

  4. Set the profile option to the sales method you want to be the default for newly created opportunities.

Note: Opportunity and revenue reports and analytics are designed to work with the Standard Sales Process method supplied by Oracle. If you use other sales methods as the default sales method, then you might have to modify your reports.

Task and Assessment Templates

Assessments let salespeople evaluate the health of an opportunity while they work on it as part of their sales process. Assessments can be used, for example, to help determine whether an opportunity is viable enough for the salesperson to offer an incentive, such as a discount, to the customer. Assessments include questions with scored responses. Responding to the questions provides the salesperson with immediate scoring and recommendations or follow-up business processes. You create assessment templates in the setup pages and then add the assessment template to an opportunity sales stage. The assessment generated from the template are accessible to salespeople in the Assessments tab in opportunities for the sales stage you associated with them.

Here are the high-level steps to add assessments to sales stages:

  1. Define your assessment templates using the Manage Opportunity Assessment Templates task available from the Setup and Maintenance work area.

    For more information, see the Assessments chapter in the Implementing Sales guide. The topic, How to Create Assessment Templates, has the steps.

  2. Edit a sales stage and, in the Assessment Templates area, associate the assessments with a sales stage. Mark the assessment mandatory to make it required that salespeople complete the assessment before they can move the opportunity to another sales stage.

    For more information, see the section Opportunity Assessments, in the Opportunities chapter of the Using Sales guide. The topic, Perform an Opportunity Assessment, has the steps.

Add Assessments to Sales Stages

Here's the procedure to add an assessment template to an opportunity sales stage.

Note: You must have already created an assessment template before it's available to add to a sales stage. See the topic, Create Assessment Templates, for the steps.
  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Methods and Sales Stages

  2. On the Manage Sales Methods page, click the sales method whose sales stages you want to modify.

    The Edit Sales Method page appears.

  3. In the Edit Sales Method page, click the sales stage you want to configure. In the upper portion of the page, it's assumed you would have already filled out the core information for the sales stage. For more information about these fields, see the topic, Create and Edit Sales Methods and Stages.

  4. In the Assessment Templates region, click the create icon.

  5. Search for and select the assessment template you created earlier.

  6. In the Type column, pick:

    • Recommended if you want the salesperson to have access to the assessment in the Assessments tab for this sales stage, but isn't required to complete before moving the opportunity to the next sales stage.

    • Mandatory if you want the salesperson to have access to the assessment in the Assessments tab for this sales stage, and is required to complete before moving the opportunity to the next sales stage.

  7. Save your changes.

A task template is a group of tasks associated with a business object, including opportunities. You create a task template in the setup pages and then add the task template to an opportunity sales stage. The tasks generated from the template are accessible to salespeople in the Activities tab in opportunities, for the sales stage you associated with them.

Here are the high-level steps to add tasks to the Activities tab in opportunities for a particular sales stage:

  1. Define your task templates using the Manage Sales Task Templates task available from the Setup and Maintenance work area.

    For more information, see the Task Templates chapter in the Implementing Sales guide. The topic, Create a Task Template, has the steps.

  2. Edit a sales stage and, in the Activity Templates area, associate the task template with a sales stage, as described next.

Add Task Templates to Sales Stages

Here's how to add a task template to an opportunity sales stage.

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Methods and Sales Stages

  2. On the Manage Sales Methods page, click the sales method whose sales stages you want to modify.

    The Edit Sales Method page appears.

  3. In the Edit Sales Method page, click the sales stage you want to configure. In the upper portion of the page, it's assumed you would have already completed the core information for the sales stage. For more information about these fields, see the topic, Create and Edit Sales Methods and Stages.

  4. In the Activity Templates region, click the create icon.

  5. Search for and select the task template you created earlier.

  6. In the Type column, select Automatically generated as the type.

    If you don't select Automatically generated, the associated tasks won't appear in the UI for users.

  7. Save your changes.

Sales Statuses

Opportunities and product lines on opportunities have statuses, such as Open, Won, or Lost. These statuses are part of larger status categories. The application uses status categories when calculating business intelligence metrics for win/loss analysis. Status categories aren't visible in the UI but statuses are.

To change statuses, you can create statuses, associating them with the existing status categories. You can't add new status categories.

Predefined Sales Statuses and Categories

The application comes with four predefined sales statuses and status categories, as shown in the following table. Salespeople can select these statuses for an opportunity or for a product line while editing an opportunity. The application can set statuses automatically when synchronizing the opportunity header and its product lines.

Status Code, Status, and Category Meaning

Open

Time between when a potential sales is realized and the customer decision on the sale is obtained

Won

Opportunity is closed with a buying decision from the customer and won over competitors, if any

Lost

Opportunity is closed without proceeding to a sale and lost to competitors, if any

No Sale

Opportunity is closed and not pursued

Create and Modify Sales Statuses

You can create sales statuses or update existing ones, as long as you stay within the four predefined categories. You also can mark statuses as inactive or active. Inactive statuses don't display in the UI.

The following rules apply when creating sales statuses:

  • Statuses must belong to one of the predefined status categories.

  • Status codes must be unique and can't be blank.

  • The Status value must be unique and can't be blank.

  • At least one active status in the Open status category must exist.

Oracle recommends that you retain the predefined status codes. As a best practice, if you want to configure statuses, create additional codes. Don't obsolete or replace existing status codes.

Here's how to modify sales statuses:

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Manage Sales Status

  2. In the Manage Sales Statuses page click the Add icon to add a new status and:

    1. Enter a new Status Code.

    2. Enter a new Status. This is the value that shows in the opportunity pages.

    3. Select the Active check box.

    4. Select from one of the predefined values for Status Category.

  3. To modify an existing status, click in the row of the status so that it becomes editable and modify the values as you want.

  4. Save your changes.

This figure shows the Manage Sales Statuses page with a new status added named "Abandoned".

The graphic shows the Manage Sales Statuses page
with a new status added named "Abandoned".

You can use only Y and N in the query by example (QBE) field located above the Active column in the Manage Sales Statuses page.

Recommended Actions

Adaptive intelligence combines decision science and machine learning to help your salespeople increase and accelerate sales. When they view their opportunities, they get recommendations to increase their win rates and insights that help them close deals faster. Oracle Adaptive Intelligence must be configured before sales users can benefit from the best sales action feature.

Perform these steps so that your salespeople can avail of the best sales action capabilities.

  • Configure best sales action for opportunities

  • Expose the desired UI elements on Opportunities pages using Application Composer

Perform the following steps to configure best sales action for opportunities:

  1. In Setup and Maintenance, go to the following:

    • Offering: Sales

    • Functional Area: Sales Adaptive Intelligence

    • Task: Configure Best Sales Action

  2. Select the Best sales action enabled at site level check box if you want this feature to be available to all users.

    If you want the feature to be available to a subset of users, deselect the check box and edit the Enable Adaptive Intelligence profile option (ZCA_ENABLE_ADAPTIVE_INTELLIGENCE). See the topic, Edit the Adaptive Intelligence Profile Option.

  3. On the Configure Best Sales Action page, enter a value for Display alert when user-provided win probability differs by this amount under the Predicted Win Probability section.

    The adaptive intelligence predicted win probability indicator (warning alert) displays based on the results.

    Note: The value you enter is the minimum threshold to display the win probability warning indicator for opportunities. If the difference between the salesperson's win probability prediction and the adaptive intelligence prediction is more than the value you set here, the warning indicator appears. For example, if the value is set to 25 and the salesperson's win probability prediction is 20%, and the predicted win probability is 50%, the warning indicator appears.

    See the topic, Edit the Opportunity Win Probability Risk Threshold Profile Option.

  4. In the table under Recommended Action, enable the recommended action that you want to be displayed by selecting the associated check box.

  5. Optionally, edit the Action and Explanation fields for the selected recommend actions to suit your organization needs.

Your salespeople see alerts in the Win % column for those opportunities where the threshold has been exceeded.

Next, you want to extend your opportunity pages using application composer to include the desired UI elements, for example:

  • Recommended Action and Win Probability columns in the Opportunities list page

  • Recommended Actions section and Win Probability and Predicted Win Probability fields in the Edit Opportunity page

See the topic, Add Recommended Actions to Opportunities and follow the steps.

For more information, see the Oracle Adaptive Intelligent Apps for CX - Implementing Adaptive Intelligent Sales guide on the Oracle Help Center.

Within opportunities, sales organizations use account intelligence, sales actions, and historical sales analysis to help salespeople increase their win rates by setting win probability variance thresholds and providing multiple recommendations per opportunity. Once you have configured the best sales action feature, use Application Composer to display UI elements in your opportunity pages to avail of the recommendation actions. For example, you can:

  • Display the Recommended Action and Win Probability columns on the Opportunities list page

  • Display the Recommended Actions section and the Win Probability and Predicted Win Probability fields on the Edit Opportunity page.

Here are the high-level steps to add opportunity related UI elements, such as Recommended Action and Win Probability columns and Recommended Actions section to the relevant Opportunity pages:

  1. Enter a sandbox. See the Overview of Sandboxes topic for details.

  2. Navigate to Application Composer.

  3. Expand the Opportunity object tree.

  4. In the Opportunity tree, click the Pages link.

  5. Ensure that the Application Pages tab is active.

  6. In the region that corresponds to the page you're modifying, duplicate the standard layout or select a custom layout if one exists, and edit the resulting layout. For example, use these steps to expose the Recommended Action and Win Probability columns to the opportunities list page:

    • In the Landing Page Layouts work area, select Standard Layout, then select Duplicate from the Actions menu.

    • Click the Edit icon for the Opportunity list page.

    • In the Landing Page Layout, locate and select Recommended Action, and Win Probability and move them from the Available Fields list to the Selected Fields list.

  7. Next, navigate to the Details Page Layout region, duplicate the standard layout and then edit the resulting layout.

  8. On your custom details layout page, click Show next to Recommended Actions to ensure that this section appears on the Opportunity details page.

  9. Save your changes.

  10. Test the changes you just made.

  11. Publish the sandbox.

After you complete these configuration steps, your salespeople see the Recommended Action and Win Probability columns in the Opportunity list page and the Recommended Actions section in the Edit Opportunity page.

For information about how to configure best sales action, see the Oracle Adaptive Intelligent Apps for CX - Implementing Adaptive Intelligent Sales guide on the Oracle Help Center.

The Enable Adaptive Intelligence (ZCA_ENABLE_ADAPTIVE_INTELLIGENCE) profile option enables the viewing of adaptive intelligence integration results between Oracle Adaptive Intelligent Apps for Customer Experience and your sales application. The profile option is set to No by default. After you enable the profile option, you can extend the opportunity list and detail pages to display the Recommended Actions section and related steps. In addition, the Recommended Action column is displayed on the Opportunities edit page only after you add it to the Opportunities detail page using Application Composer. For more details, see the Add Recommended Actions to Opportunities topic.

Here's how to edit the Enable Adaptive Intelligence profile option:

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Sales Foundation

    • Task: Manage Administrator Profile Values

  2. From the search region of the Manage Administrator Profile Values page, enter the profile option code name ZCA_ENABLE_ADAPTIVE_INTELLIGENCE in the Profile Option Code field.

  3. Click Search.

  4. In the list that's returned, click on the profile option code link.

  5. Set the profile option value to the required value.

    For example, to roll out the best sales action feature to a subset of users:

    • From the ZCA_ENABLE_ADAPTIVE_INTELLIGENCE: Profile Values section, click the New icon.

    • In the Profile Level drop down list, select User.

    • Enter the users you want to avail of the feature in the User Name field.

    • Select Yes in the Profile Value field.

  6. Click Save and Close.

For more information about adaptive intelligence in Oracle applications, see the Oracle Adaptive Intelligent Apps for CX - Implementing Adaptive Intelligent Sales guide on the Oracle Help Center.

The Opportunity Win Probability Risk Threshold (MOO_WIN_PROB_AI_THRESHOLD) profile option lets you specify the threshold value used to determine the percentage win probability differential. The adaptive intelligence predicted win probability indicator displays based on the results. The default percentage win probability differential is 30.

The Win % column on the Opportunities page shows the likelihood to win the opportunity that's predicted by the adaptive intelligent algorithm. This prediction might differ from the salesperson's estimation of win probability by more than the value set in the Opportunity Win Probability Risk Threshold profile option. In this case, the Win % column displays a warning indicator. For example, if the profile option value is set to 25 and the win probability is 20 percent, and the predicted win probability is 50%, the indicator appears.

Here's how to edit the Opportunity Win Probability Risk Threshold profile option:

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Sales Foundation

    • Task: Manage Administrator Profile Values

  2. From the search region of the Manage Administrator Profile Values page, enter the profile option code name MOO_WIN_PROB_AI_THRESHOLD in the Profile Option Code field.

  3. Click Search.

  4. In the list that's returned, click on the profile option code link.

  5. Set the profile option value as needed.

  6. Click Save and Close.

For more information about how to configure best sales action, see the Oracle Adaptive Intelligent Apps - Implementing Adaptive Intelligent Sales guide on the Oracle Help Center.

Opportunity Closure

Salespeople can close an opportunity when the deal is either won, lost, or abandoned for some reason by setting the opportunity to a closed status.

Here's the default application behavior:

  • The application sets the close date to 20 days after the opportunity is created if you didn't enter a different period in the Close Window field during sales method setup (callout 1).

  • When salespeople select one of the closed statuses (Won, Lost, or No Sale) (callout 2), they must enter a win or loss reason and a competitor (callouts 3 and 4).

Edit Opportunity page detail

By setting profile options, you can:

  • Make the entry of the win or loss reason optional.

  • Make the entry of the competitor optional.

  • Set a different number of days for the default opportunity close date.

If you keep the default application behavior, then the setup user or another user with the Sales Administrator job role must create the list of competitors as described in the Setting Up Competitors chapter.

If you make the win or loss and competitor entry optional, the fields remain the Edit Opportunity page. You can use Application Composer to remove them.

You can configure close opportunity behavior by using profile options outlined in this topic.

Close Opportunity Profile Options

This table shows the profile options that control opportunity close behavior.

Profile Option Display Name Default Value Effect

Close Opportunity Win/Loss Reason Required

Yes

Determines whether, when closing an opportunity, the user is required to enter a win or loss reason. Applies both at the opportunity and revenue item levels.

Close Opportunity Competitor Required

Yes

Determines whether, when closing an opportunity, the user is required to enter a competitor. Applies both at the opportunity and revenue item levels.

Opportunity Close Date Default

20

Determines the number of days to add to the system date when determining the default opportunity close date.

The close date defaulting logic follows this precedence.

  • If the Close Window value on the sales method is set, it's used

  • Or else, if this profile option (MOO_DEFAULT_CLOSE_WINDOW) is set, its value is used

  • Or else, the Close Date is left blank

Opportunity Close Date Retain on Closure

No

Tells the application to retain the old close date even after the status of the opportunity or product line is set to a closed status. If you don't set this profile option to yes, then the close date on the opportunity header or product line is updated with the current date when the opportunity or product line is closed.

Set the Profile Options

Here's how to find and set the close opportunity profile options.

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Opportunity Profile Options

  2. In the search region of the Manage Opportunity Profile Options page, enter the profile option name in the Profile Display Name field.

  3. Click Search.

  4. In the list that's returned, click on the profile option name link.

  5. Set the profile option value as needed.

This topic provides a summary of opportunity and product-line business rules relevant to opportunity close processes and their applicability in the edit opportunity, close opportunity, mass update opportunities, and mass update revenue lines flows.

This table describes the synchronization update effect during the close opportunity flow.

Object or Field Being Updated Effect Applicable to Edit Opportunity Flow Applicable to Close Opportunity Flow Applicable to Mass Update Opportunities

Win probability, close date, status

Copy opportunity attribute value to revenue line attribute values.

Yes

Yes

Yes

Win/loss reason

Copy opportunity attribute value to revenue line attribute values.

No

Yes

Yes

This table describes the field or attribute change affect during a change to opportunity status in the context of the close opportunity flow.

Opportunity Status Change Effect Applicable to Edit Opportunity Flow Applicable to Close Opportunity Flow Applicable to Mass Update Opportunities

To won

Set sales stage to last stage of sales method. Set win probability to 100 percent.

Yes

Yes

Yes

To lost or no sale

Set close date to current date

Yes

Yes

Yes

From open to closed

  • Enable win/loss reason

  • Set actual close date to system time stamp

Yes

Yes

Yes

From open to closed

Copy primary competitor to revenue line where competitor is undefined

No

Yes

Yes

From closed to open

  • Set actual close date to undefined

    Disable win/loss reason. Set win/loss reason to undefined.

Yes

Yes

Yes

This table describes the field or attribute change affect during a change to opportunity revenue line status in the context of the close opportunity flow.

Revenue Line Status Change Effect Applicable to Edit Opportunity Flow Applicable to Close Opportunity Flow Applicable to Mass Update Opportunities Mass Update Revenue Lines

To won

Set win probability to 100 percent.

Yes

Yes

Yes

Yes

To lost or no sale

Set close date to current date.

Yes

Yes

Yes

Yes

From open to closed

  • Enable win/loss reason.

  • Set actual close date to system time stamp.

Yes

Yes

Yes

Yes

From closed to open

  • Disable win/loss reason.

  • Set win/loss reason to undefined.

  • Set actual close date to undefined

Yes

Yes

Yes

Yes

This table describes the validations done for competitor, win/loss reason, and status, during the close opportunity flow.

Object Being Validated Effect Applicable to Edit Opportunity Flow Applicable to Close Opportunity Flow Applicable to Mass Update Opportunities Mass Update Revenue Lines

Competitor

If the profile option, Close Opportunity Competitor Requirement, is enabled, require competitor on opportunity and revenue line.

Yes

Yes

Yes

Yes

Competitor

Validation error dialog option to copy primary competitor to revenue line.

Yes

Yes

No

No

Win/loss reason

If the profile option, Close Opportunity Win/Loss Reason Requirement, is enabled, require win/loss reason on opportunity and revenue line.

Yes

Yes

Yes

Yes

Status

Revenue line status must be valid for opportunity status.

Yes

Yes

Yes

Yes

Data Security

The security reference implementation provided by Oracle determines who can access opportunity information in your sales organization.

Whether or not you can access a particular opportunity depends on your membership in the resource and territory hierarchies. You can access an opportunity if:

  • You create the opportunity.

  • You're on the opportunity sales team.

  • The opportunity owner or sales team member is your direct or indirect report in the resource hierarchy.

  • You're the owner or are a member of the territory assigned to the opportunity.

  • You're the owner or member of a parent territory of the territory assigned to the opportunity.

  • You're assigned to a territory for the account associated with the opportunity.

  • You're assigned to a territory that's a parent of the territory for the account associated with the opportunity.

Salespeople can see all opportunities related to their accounts but access differs between territory members and opportunity members:

  • An opportunity owner gets full access to the opportunity, which includes the ability to edit as well as add and remove team members.

  • Owners and members of territories or of parent territories assigned to the account of the opportunity get read-only access to the opportunity and aren't added to the opportunity sales team.

  • Owners and members of territories assigned to the opportunity product lines are added as a distinct list of territories to the opportunity sales team. Owners and members of these territories get full access to the opportunity. Depending on a profile option, either only the owner or all the members of the territory are added as resources to the opportunity sales team. Regardless of the access level for these members as a resource on the opportunity team, they always have full access.

    Owners and members of parent territories of the territory assigned to the opportunity aren't added to the opportunity sales team but they always get full access.

The following diagram illustrates some of the different ways you can gain access to an opportunity:

  • Named agents in the diagram (A, B, and C) can access the opportunity.

  • Unnamed agents (highlighted in yellow) can't access the opportunity.

  • Sales managers can access the opportunity because a salesperson in their management chain has access.

  • Owners of parent territories can access the opportunity through the sales territory hierarchy.

This diagram shows who in a sales hierarchy can access an opportunity.

How data security policies determine access to
opportunities
  • Agent A can access the opportunity because she created it. When you create an opportunity, you're the initial owner.

  • Agent B can access the opportunity because he's on the sales team.

  • Sales managers who are higher up in the management chain can also see the opportunity because access is provided through the resource hierarchy. The managers of Agent A and Agent B can access the opportunity information, but agent A and Agent B's colleagues can't.

  • Agent C can access the opportunity because he's the owner of the NW territory. The owner of the parent territory can also access the opportunity.

  • Sales administrators can access the opportunity.

Note: Access using accounts isn't shown in this diagram.

Special Access

Some access isn't affected by the management hierarchy and membership in sales teams or territories. This special access includes:

  • Administrators: Users assigned the Sales Administrator job role get full access to opportunities and other objects. This access is based on their privileges, regardless of where the administrators are in the management hierarchy. Administrators don't have to be on the sales team or members of territories.

  • Deal Protection: Salespeople assigned to an opportunity retain the sales credit on an opportunity even if they're moved to another opportunity.

Default Sales Channel

The sales channel of an opportunity indicates whether the opportunity is being handled directly by an internal salesperson, or indirectly by an outside partner, such as a distributor or a reseller. You can define your territories to include a sales channel, which lets you assign defined resources for each channel and to analyze your revenue by sales channel.

Sales Channel Support

You can set the sales channel at the opportunity header and revenue item levels. The application automatically applies the header value to revenue items when the status category matches.

Use the Manage Default Attributes for Partner Opportunities task to set the default sales channel. This setup enables the Lead Registration Type of a partner lead to determine the default sales channel on an opportunity once the lead registration is approved and converted into an opportunity. If partner functionality isn't implemented, the application automatically sets the sales channel to Direct for all opportunities. Refer to the topic, Partner Lead Registration Type in Opportunities, for additional information.

Default Sales Channel During Opportunity Creation

If you create an opportunity and there's no partner and no lead registration type associated with the opportunity, the header-level sales channel is set to Direct. If you add revenue items while creating the opportunity, the sales channel of the revenue lines is set to the same sales channel as the header.

If you create an opportunity from a lead conversion, it won't have a lead registration type, and the sales channel is set to Direct.

If you create an opportunity from an approved lead registration, the application uses the lead registration type to determine the appropriate header-level sales channel value. For example, an opportunity that originated from a Resale lead registration carries a default sales channel of Indirect (using the default configuration).

When a revenue item is added to an opportunity, the default value of the sales channel always matches the header-level value.

Note that if a lead registration is linked to an opportunity manually from the leads UI, the sales channel predefined logic based on lead registration type doesn't apply.

Opportunity Search

Set Opportunity Search Profile Options

You can configure opportunity search activity by setting profile options described in this topic.

Opportunity Search Profile Options

This table lists the profile options that control opportunity search activity.

Profile Option Display Name Default Value Effect

Require Additional Criteria for Opportunity Search Enabled

No

Determines whether additional search criteria, other than close date, is required when you want your search to:

  • Extend across all opportunities

  • Rely on hierarchy rollups

Opportunity Number Search Enabled for Simplified UI

No

Enable opportunity search by Opportunity Number in the simplified UI.

Opportunity Search Close Period Default

Current Quarter

Specify the default value displayed in the Close Period list of values in opportunity search.

Search Opportunity Filter Default

My Opportunities

Specify the default value displayed in the table filter in revenue search.

Opportunity Search Context-Based Data Security Enabled

No

Enable for improved performance of opportunity search.

Opportunity Search High Performance Data Security Wrapper Query Enabled

Yes

Enable SQL wrapper query on top of data security SQL predicates for improved performance of opportunity search. If disabled, use underlying data security SQL predicates.

Opportunity Search Panel Collapsed

Yes

Enable a collapsed view of opportunity search panel by default. Set to No to have default view as expanded.

Sort Opportunity Searches by Last Updated Date

You can sort the records returned from your opportunity search by setting the Opportunity List Sort profile option. By default, records on the Opportunity List are sorted by Win Probability and Opportunity Name. However, setting the Opportunity List Sort profile option value to Y enables opportunities to be sorted by last updated date in descending order so that sales representatives can quickly review and action recently updated opportunities.

Set the Profile Options

Here's how to set the opportunity search profile options.

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Opportunity Profile Options

  2. In the search region of the Manage Opportunity Profile Options page, enter the profile option name in the Profile Display Name field.

  3. Click Search.

  4. In the list that's returned, click the profile option name link.

  5. Set the profile option value as needed.

  6. Click Save.

Sort Opportunity List By Last Updated Date

You can sort the records returned from your opportunity search by setting the Opportunity List Sort profile option.

Sort Opportunity Searches by Last Updated Date

By default, records on the Opportunities overview page are sorted by win probability and opportunity name. However, if you set the Opportunity List Sort (MOO_LIST_DEFAULT_SORT) profile option to Y, then the opportunities are sorted by last updated date in descending order. This enables sales representatives to quickly review and act upon recently updated opportunities.

Set the Profile Option

Here's how to set the Opportunity List Sort profile option:

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Opportunity Profile Options

  2. In the search region of the Manage Opportunity Profile Options page, enter Opportunity List Sort in the Profile Display Name field.

  3. Click Search.

  4. In the Profile Values section, select Y from the Profile Value drop-down list.

  5. Click Save.

Configure Opportunity Close Period Search

When users search for opportunities, they have a choice of several opportunity fields on which to search. One of the fields is Close Period, which is a range based on opportunity close date. If the supplied opportunity Close Period search values don't meet your business needs, you can add or remove the values that the user can see by modifying the opportunity lookup type, Close Period Values for Search. For example, you can configure the Close Period search so that users can pick all opportunities in the past 45 days, in the current year, in the next three quarters, or in the next three years. You can enable values that aren't enabled by default, and you can add your own user-defined values.

Note that users can search for an opportunity without any close date filter.

Here's how to modify the Close Period Values for Search lookup type:

  1. In the Setup and Maintenance work area, go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Standard Lookups

  2. In the Manage Standard Lookups page, search for the lookup type, Close Period Values for Search (MOO_OPTY_SRCH_CLS_PERIOD) and update the lookup codes as needed:

    • Use the Enabled to enable or disable a specific lookup code.

    • Update the meaning (display name), start date, end date, check box or display sequence of any of the predefined values.

    • Add or remove lookup codes, as long as they follow the correct lookup code formatting. See the section, Action and Best Practices, for more information about properly formatted lookup codes.

Action and Best Practices

Typically, in your implementation, you have already created and have in use the accounting calendar, also called the fiscal calendar. The effect of and best practices for the close period lookup type values are different depending on whether they reference standard Gregorian or accounting calendar lookup values.

This table describes the differences for the lookup type MOO_OPTY_SRCH_CLS_PERIOD.

Standard Gregorian Calendar Values Fiscal/Accounting Calendar Values

The enabled Gregorian periods are displayed.

The enabled fiscal periods are displayed, in addition to the enabled Gregorian periods.

Supported periods are:

  • Day

  • Week

  • Quarter

  • Month

  • Year

Supported periods are:

  • Quarter

  • Year

Lookup codes don't require a suffix as per these examples:

  • CURR_QTR: Current Quarter

  • NEXT_4_QTRS: Next 4 Quarters

  • PREV_180_DAYS: Previous 180 Days

You must enter the correct code as invalid values aren't displayed in the UI.

  • Fiscal period lookup codes must have the suffix _FSCL.

  • Predefined fiscal periods include the term "Fiscal" in the display name, for example, CURR_QTR_FSCL: Current Fiscal Quarter.

These actions and best practices are common to both types of calendars:

  • Close period lookup codes not in the correct format aren't shown.

  • When the accounting calendar and the close period setup don't match (for instance, the accounting calendar is set up for a quarter, but the fiscal period is set to Next Month), then this close period value isn't shown.

  • When the default close period value or a value previously used in a saved search is disabled, then the close date range for that search is set to blank. Users can save the same search with a new value for future use, or they can restore the value, in which case the search would work as before.

  • You can define a close period called "All" that includes a time span wide enough to view all open opportunities in one list, rather than viewing multiple lists for different periods.

Enable Opportunity Search Filter Record Set Values for Territory Membership

You can enable the territory membership and territory membership hierarchy values that appear in the opportunity search filter record sets. The My territory membership record set returns records where the signed in user is either the owner or a member of territories assigned to the opportunity. The My territory membership hierarchy returns records where the signed in user is either the owner or a member of a territory assigned to the opportunity, or owner or member of a territory that's ascendant to an assigned territory. These record sets are predefined but they must be enabled before your salespeople can use them.

Here are the steps to enable the My territory membership and My territory membership hierarchy values for the opportunity search filter record sets.

  1. Navigate to the Setup and Maintenance work area, and use the following:

    • Offering: Sales

    • Functional Area: Sales Foundation

    • Task: Manage Standard Lookups

  2. In the Meaning field, enter Opportunity Search Filter Record Sets.

  3. Click Search.

  4. Select the lookup type you want to enable in the MOO_OPTY_SRCH_RECORD_SET: Lookup Codes page.

    • Scroll to the MYASSGMEMBTERROPTIES (My territory membership) lookup code and select Enabled.

    • Scroll to the MYASSGMEMBDESCTERROPTIES (My territory membership hierarchy) lookup code and select Enabled.

  5. Click Save and Close.

Copy Maps

You can use two predefined mapping templates for copying an opportunity. The Standard Copy Opportunity Mapping (MOO_COPY_OPTY_MAPPING) is a noneditable template which performs a standard copy of one opportunity to another. The Copy Opportunity Mapping is an editable template that you use as the default mapping file for copying an opportunity.

When you copy opportunities, information such as sales stage, win probability, and status for the opportunity aren't copied to the new opportunity. You may want to include additional information about the opportunity but the necessary attributes aren't contained in the predefined Standard Copy Opportunity Map. To include the information you want, you can add attributes to a copy of the predefined mapping file, called Copy Opportunity Map.

Note: Territory information, such as resource team records aren't copied as the resources are allocated on an on demand basis. Resources that are added manually, as well as those added through opportunity assignment, are copied to the newly created opportunity.

Here's how to include additional attributes or child objects to the editable copy of the predefined Copy Opportunity Map:

  1. Access Application Composer by selecting Application Composer from the Navigator menu.

  2. Select Sales to filter the object search, and select Copy Maps within Advanced Setup.

  3. Expand Copy Opportunity and select Copy Opportunity Map.

    The Edit Copy Map window appears, and you use it to add additional attributes to your copy map.

  4. Select each line in the Entity Mappings section and add records to the Attribute Mappings section. For example, here's an example of the field descriptions in the Attribute Mappings section for each of the attributes you want to add:

    Field Description

    To

    Select the attribute to where the selected entity is copied.

    Referenced View Object

    If this attribute is a foreign key, select the view object joined by this foreign key. The application generates new foreign keys that keep the reference intact.

    Primary Key

    If this attribute is a primary key, select this check box. Instead of copying the value in the From object, the application generates a unique value for this key field for each record in the To object.

    From

    Select the attribute from where the selected entity is copied.

    From Expression

    Optionally, you can enter a Groovy expression to change the value in this attribute. For example, you want to change the value of the From object to some new value in the attribute of the To object. You can also enter a constant to fill this attribute with a constant value in every record of the To object.

  5. Click Save and Close.

Set the Copy Opportunity Mapping Profile Option

You can specify the mapping file name to use when copying an opportunity by setting the Copy Opportunity Mapping profile option. The predefined file is used to copy attributes and child objects when creating a copy of an existing opportunity.

Here's how to access and modify the Copy Opportunity Mapping profile option:

  1. In the Setup and Maintenance work area, go to the following:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Opportunity Profile Options

  2. In the Manage Opportunity Profile Options page, enter Copy Opportunity Mapping in the Profile Display Name field.

  3. Click Search.

  4. In the Profile Values section, you can see the predefined mapping called Copy Opportunity Map.

  5. Click Save.

Note: If you want to use the Standard Copy Opportunity Map, change the profile value to Standard Copy Opportunity Map.

Opportunity Setup Data Reference

Opportunity Profile Options Default Values and Effects

Opportunity profile options are configurable options that affect how opportunities are managed. Values defined at the user level take precedence over values set at the site level. If a value isn't defined at the user level, the site level value is used.

The effect of setting each of the opportunity profile options is described in these sections:

  • Opportunity Assignment

  • Opportunity Close Options

  • Opportunity Sales Method and Revenue

  • Opportunity Team and Partner

  • Opportunity Searches

  • Opportunity Lists and Filters

  • Opportunity Copy Mapping

Opportunity Assignment

This table lists the profile options that affect the assignment of opportunities.

Profile Option Display Name Default Value Effect

Territory-Based Assignment Rule Category

None

Specifies the rule category used for rule filtering during opportunity territory-based assignment.

Territory Based Resource Assignment Style

All

Determines whether to copy all territory resources to the opportunity team or just the territory owner during territory assignment. Selecting the Exclude All option prevents territory members from being added to an opportunity during assignment. Here are the options:

  • All assigns the territory owner and all team members

  • Owner only assigns the owner

  • Exclude All ensures that territory owner or territory members aren't added to the opportunity team

Sales Team Member Assignment Rule Category

None

Specifies the assignment rule category used by the automatic assignment process to assign sales team members to opportunities.

Opportunity Assignment Mode

Territory-based Assignment Only

Determines the types of assignment modes allowed during opportunity assignment.

Assignment Submission at Save Enabled

No

Determines whether the assignment engine is started automatically when an opportunity is saved.

Territory-Based Assignment Selective Update Enabled

Y

Enables opportunity time stamp update during territory-based assignment if assignment outcome changed. If disabled, always update opportunity time stamp during territory assignment.

Opportunity Close Effects

This table shows the profile options that affect opportunity close actions.

Profile Option Display Name Default Value Effect

Close Opportunity Win/Loss Reason Required

Yes

Determines whether, when closing an opportunity, the user is required to enter a win or loss reason. Applies both at the opportunity and revenue item levels.

Close Opportunity Competitor Required

Yes

Determines whether, when closing an opportunity, the user is required to enter a competitor. Applies both at the opportunity and revenue item levels.

Opportunity Close Date Default

20

Determines the number of days after an opportunity is created for the initial close date.

If you want the application to show a blank close date when an opportunity is initially created, blank out any value in this profile option and ensure the Close Window field in the Edit Sales Method page is blank.

Opportunity Close Date Retain on Closure

No

Instructs the application to retain the old close date even after the status of the opportunity or product line is set to a closed status. If you don't set this profile option to yes, then the close date on the opportunity header or product line is updated with the current date when the opportunity or product line is closed.

Close Opportunity Flow Enabled

No

Enables the Close Opportunity interface to record details about the close.

Close Date Range Maximum Value

366

Specifies the maximum number of days the Close Date Range parameter can be set to. Applies to both revenue and opportunity search.

Opportunity Sales Methods and Revenue

This table lists the profile options that affect the opportunity sales methods and revenue lines.

Profile Option Display Name Default Value Effect

Search Revenue Filter Default

My Revenue Items

Specifies the default value displayed in the Show table filter in revenue search.

Multiple Currencies for Opportunity Revenue Lines Enabled

N

Enables multiple currencies for opportunity revenue lines independently of the opportunity header currency. A value of No synchronizes header currency to the lines.

Nonrevenue Credit Allocation Style

Proportional

Specifies the default type of nonrevenue credit allocation split.

Sales Method Default

None

Specifies the default sales method for the business unit. The value specified is used when creating a new opportunity.

Browse Sales Catalog in Opportunities Enabled

N

Specifies whether to allow sales personnel to browse the sales catalog from the Products region in the opportunities UI.

Opportunity Sales Credit Enabled

N

Enables the sales credit interface in the opportunity UI to view and record sales credit allocations for opportunity lines.

Opportunity Synchronization Cascade Enabled

Y

Enables the opportunity cascading logic to keep opportunity summary and revenue lines in synchronization with each other.

Opportunity Team and Partner

This table lists the profile options that affect the team and partner options for opportunities.

Profile Option Display Name Default Value Effect

Internal Resource Sales Team Access Level Default

Edit

Determines the default access level for an internal resource added to the sales team.

Internal Resource Sales Team Function Default

Integrator

Determines the default function for an internal resource added to the sales team.

Opportunity Resource Deal Protection Period

0

Specifies the default number of days that territory resources are protected to stay on a deal, even if ineligible through territory realignment.

Partner Resource Sales Team Access Level Default

No Access

Determines the default access level for partner resources added to the opportunity sales team.

Partner Resource Sales Team Function Default

Integrator

Determines the default function for partner resources added to the opportunity sales team.

Opportunity Searches

This table lists the profile options that affect opportunity searches.

Profile Option Display Name Default Value Effect

Require Additional Criteria for Opportunity Search Enabled

No

Determines whether additional search criteria, other than close date, is required when you want your search to:

  • Extend across all opportunities

  • Rely on hierarchy rollups

Opportunity Number Search Enabled for Simplified UI

No

Enables opportunity search by Opportunity Number.

Opportunity Search Close Period Default

Current Fiscal Quarter

Specifies the default value displayed in the Close Period list of values in opportunity and revenue search.

Search Opportunity Filter Default

My Opportunities

Specifies the default value displayed in the table filter in revenue search.

Opportunity Search Context-Based Data Security Enabled

No

Enables improved performance of opportunity search.

Opportunity Search High Performance Data Security Wrapper Query Enabled

Yes

Enables SQL wrapper query on top of data security SQL predicates for improved performance of opportunity search. If disabled, the application uses underlying data security SQL predicates.

Opportunity Search Panel Collapsed

Yes

Enables a collapsed view of opportunity search panel by default. Set to No to make the expanded view the default view.

Opportunity Lists and Filters

This table lists the profile options that affect opportunity lists and filters.

Profile Option Display Name Default Value Effect

Opportunity List Show Filter Default

My Open Opportunities

Specifies the default value for the Show filter in the opportunity list. Enter My Open Opportunities or My Sales Team Open Opportunities.

Opportunity List Time Period Default

Quarter

Specifies the default time period in the opportunity list. Enter Quarter or Year to set the default to current quarter or current year, respectively.

All Open Opportunities List Enabled

Y

Enables the opportunity list to show all open opportunities across all time periods.

Opportunity List Sort

N

Specifies how you want to sort opportunities. The default is to sort by Win Probability and Name. You can specify to sort by Last Updated Date or you can remove any form of sorting.

Sales Historical Snapshot Record Limit

10000000

Specifies the maximum number of records retained in the Sales historical snapshot tables.

Sales Historical Snapshot Configuration

C=120,D=120,W=58,M=14,Q=5

Specifies the capture and retention settings for opportunity historical snapshots. C is the number of days to look backward at closed opportunities. D is for number of days, W is for number of weeks, M is for number of months, and Q is for number of quarters.

Opportunity Copy Mapping

This table lists the profile option used when copying opportunities.

Profile Option Display Name Default Value Effect

Copy Opportunity Mapping

Copy Opportunity Map

Specify the mapping file name to use when copying an opportunity. The file is used to copy attributes and child objects when creating a copy of an existing opportunity.