8Multiple Business Units

This chapter contains the following:

As part of your enterprise structure in the applications, the business unit (BU) primarily serves as a container or construct that can be used to separate or share setup and reference data. A business unit typically performs one or many business functions and has a specific place in the organization hierarchy. Usually, each business unit has a manager, strategic objectives, a level of autonomy, and responsibility for its profit and loss.

A business unit can:

  • Process transactions on behalf of many legal entities and post transactions to its own primary ledger.

  • Segment transactional data from other business units. For example, if you run your Sales business separately from your Marketing business, you segment the Sales business data to prevent access by the Marketing employees.

  • Report on transactions.

  • Share sets of reference data across applications. Business units process transactions using reference data sets that reflect your business rules and policies across the company. You can share reference data, such as payment terms and transaction types, across business units, or you can choose to have each business unit manage its own set, depending on the level at which you want to enforce common policies.

Business Unit Terminology

Be aware of the following terminology as you implement and work with multiple business units:

  • Master data: Data that's managed globally and isn't specific to any BU. Examples include:

    • Accounts: Customer accounts can't be segmented by BU.

    • Users: Users can be associated to BUs through their resource organization membership, but in general are managed globally.

    • Products: While different BUs might sell different products, the definition of a product is global.

    Note: Access to master data, such as accounts and contacts, must be driven through territory-based assignment. Master data can't be segregated by business unit.
  • Reference data: This is data that's used by transactional objects like leads and opportunities. Reference data can be different across BUs or common across BUs. Reference data is organized into reference data sets, also called sets, each with a unique Set ID. Examples include:

    • Lookup types, such as those that provide lists of values for several fields in opportunities and leads

    • Opportunity sales methods, available for modification in the sales methods setup pages

  • Transactional data: This is the sales user data, such as that associated with leads, opportunities, and contracts that are created during a typical sales process.

Setting up your enterprise structure with multiple business units (BUs) lets you have separate units that can perform different business functions and that can be rolled up into the management hierarchy.

In the sales applications, these business objects support the use of multiple BUs:

  • Contracts

  • Leads

  • Opportunities

  • Resource Organizations

  • Territories

Benefits of Using Multiple BUs

Before implementing a multiple-BU model, think about how your organization would benefit from implementing multiple BUs. This evaluation is, of course, specific to each organization, but some of the considerations include:

  • Access customer data across BUs: Realize a complete, single view of your customers and their interactions across all BUs.

  • Global reporting and forecasting: Get company-wide analytics for key stakeholders and executives. Forecasting and pipeline management can be done globally.

  • Standardize business processes: Use best practices and standardize sales processes across the enterprise.

  • Improve collaboration: Sales teams across BUs can collaborate on deals with the same customer, avoiding conflicts for similar products and improving cross-sell and upsell opportunities.

  • Reduce integration costs and data duplication: Fewer integrations are needed between sales and ERP systems, with improved data quality in the sales system.

  • Reduce duplicate development: Lower ownership costs for implementation and consulting resources. Avoid duplication of setups and company-defined development artifacts.

  • Reduce subscription costs: Users supporting different BUs don't need to sign on to multiple systems that require separate licenses.

Benefits of Multiple BUs

In the sales applications, depending upon your business needs, structuring your enterprise with multiple BUs can be beneficial within the sales business objects that support multiple BUs.

This table lists some of the ways your implementation can benefit from using multiple BUs:

Business Object Usage or Benefit More Information

Contracts

  • You can associate contracts with a BU, allowing them to be restricted by BU.

  • You can specify some Contract Terms Library components at the BU level. For example, you can enable clause and template adoption at the BU level.

See the topics on setting up business units for the contract terms library in the Implementing Enterprise Contracts guide.

Leads

  • You can associate leads with a BU, allowing transactional data to be restricted by BU.

  • You can select which assignment rules and assessment templates to use for your leads.

  • You can use set-ID-enabled lookups to segregate lookup values by BU. This type of configuration lets you present different lookup values to users in different BUs.

See these topics in this chapter:

  • Overview of Multiple Business Units in Leads

  • Set Leads Business Unit Properties

  • Add the Business Unit Field to Leads

  • Map the Lead Business Unit for Territory Assignment

Opportunities

  • You can associate opportunities with a BU, allowing transactional data to be restricted by BU.

  • You can use set-ID-enabled lookups to segregate lookup values by BU. This type of configuration lets you present different lookup values to users in different BUs.

  • You can set profile options at the BU level, including the close opportunity required fields, default sales method, and territory assignment method.

  • You can associate several opportunity attributes with a set ID, allowing them to be shared across reference data sets.

See these topics in this chapter:

  • Overview of Multiple Business Units in Opportunities

  • Set Opportunity Business Unit Properties

  • Add the Business Unit Field to Opportunities

Resource Organizations

You can associate sales resources and resource organizations with a BU, thereby limiting the sets of data that the sales resources have access to.

See these topics in this chapter:

  • Overview of Sales Resources and Multiple Business Units

  • Associate Business Units with Resource Organizations

Territories

You can define the coverage of a sales territory by selecting a BU. Leads and opportunities identified with your defined BU are assigned to the territory.

See:

  • Territories Defined with Business Units topic in this chapter

  • Territories chapter section on dimensions

Here's an illustration of the different data types associated with multiple business units. The diagram shows master data, such as customer data, products, and users, independent of BU-striped data. The BU-striped data includes reference data, transactional data, and resource organization and resource user data.

The figure shows the interaction of the different
data types, resource organizations, and resources.

Multiple BUs Use Case

The use case described here can help you understand the concepts associated with multiple BUs.

In the use case, Vision Enterprises is a global high-technology company with two divisions: Vision Corp., focused on software, and Vision Systems, selling high-end servers and engineered systems that combine hardware and software in a single stack. Both divisions operate globally across North America, Europe, and Asia Pacific regions, so they create BUs for each of these areas.

This figure shows the use case. The diagram shows Vision Enterprises as encompassing its two divisions, Vision Corp. and Vision Systems. The diagram shows the two divisions, Vision Corp. and Vision Systems, as each encompassing three BUs: North America, Europe, and Asia Pacific.

BU use case

Sales Administrator and Multiple BUs

Keep in mind that by default, sales administrators have access to only the data available in the BU to which they're associated. However, there are few access paths, such as organization hierarchy and default business unit, through which an administrator could get access to opportunities outside her BU.

Setup Tasks

Before you begin implementing multiple business units (BUs) in your sales application, you need to consider all of the steps and options available.

Here are the high-level steps to set up multiple-BU functionality in sales, along with where to find more information about each step. All of these steps may or may not be necessary, depending upon which product or business object you're enabling for multiple BU support.

Note: For the purposes the multiple-BU setup in sales, Oracle assumes that your company's basic enterprise structure, including a legal entity, legal division, and organizations, is already set up. See the Getting Started with Your Sales Implementation guide for more details.
Step Description Where to Find More Information

Set sales profile options to enable multiple BUs functionality

Set two profile options to enable the multiple-BU functionality.

See the topic, Set Sales Business Unit Profile Options

Create additional BUs

Define additional business units in the Setup and Maintenance work area. If you have already done this as part of your enterprise setup, then you can skip this step.

  • See the topic, Define Business Units

  • The guide, Oracle Applications Cloud Understanding Enterprise Structures

Set business unit functions

A business function describes how a business unit is used. You must set business unit functions. If you have already done this as part of your business unit setup, then you can skip this step.

See the topic, Set Business Unit Functions

Create set-enabled reference data

If you're going to partition reference data by BU, you must create additional reference data sets for set-enabled attributes of objects.

See these topics:

  • Overview of Managing Reference Data

  • Create Reference Data Sets

Assign a default reference data set to business units

For each BU for which you want to partition data, assign it a default reference data set.

See the topic, Specify Business Unit Set Assignments

Associate sales resources with BUs using resource organizations

While most sales resources are associated with a single BU, overlay teams might need to work with multiple BUs. You can associate sales team members with one or more BUs.

See these topics:

  • Overview of Sales Resources and Multiple Business Units

  • Associate Resource Organizations With Multiple Business Units

  • Multiple Business Units and Data Access, in the Securing CX Sales and B2B Service guide

Associate BUs with territories

If you want to assign sales team members within territories by BU, you can assign the Business Unit dimension to territories.

See these topics:

  • Territories Defined with Business Units

  • How You Model Your Sales Organization

  • How to Set Up Territory Dimensions

Enable leads and partners to use multiple BUs

You can specify lead attributes and some partner attributes at the BU level.

Use Application Composer to enable the Business Unit field in the leads UI.

See these topics:

  • Overview of Multiple Business Units in Leads

  • Set Leads Business Unit Properties

  • Add the Business Unit Field to Leads

Enable opportunities to use multiple BUs

Specify opportunity attributes at the BU level.

Use Application Composer to enable the Business Unit field in the opportunities UI.

See these topics:

  • Overview of Multiple Business Units in Opportunities

  • Set Opportunity Business Unit Properties

  • Add the Business Unit Field in Opportunities

Move opportunities or leads to another BU

Run the Migrate Lead and Opportunity Business Unit Data scheduled process.

See the Migrate Lead and Opportunity BU Data topic in this chapter

Implement company-defined, BU-specific business processes and UI layouts

Use Oracle Application Composer to define and manage UI layouts, workflows, validations, and triggers for different BUs.

See the Configuring Applications Using Application Composer guide and the chapters on extending business objects in this guide

To enable multiple business units (BUs) for sales, you must set two profile options.

  • Multiple Business Units Enabled (HZ_ENABLE_MULTIPLE_BU_CRM): Set this profile option to Yes. The default value is No.

  • Customer Relationship Management Business Unit Default (HZ_DEFAULT_BU_CRM): Set this to the default sales business unit.

Note: If you exported values for business unit profile options and then imported them into another environment, keep in mind that the values aren't retained, and you need to set them each time after export/import.

To set the profile options:

  1. In Setup and Maintenance, go to:

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Manage Common CRM Business Unit Profile Options

  2. In the Manage Common CRM Business Unit Profile Options page, select the HZ_ENABLE_MULTIPLE_BU_CRM profile option and set it to Yes.

  3. Click Save and Close.

  4. Select the HZ_DEFAULT_BU_CRM profile option and set it to the default sales business unit.

  5. Click Save and Close.

A single business unit (BU) is created for you when you first set up the sales applications. You can define additional BUs in as needed. If you have already done this as part of your enterprise setup, then you can skip this step.

The setup of business units is part of the enterprise structure setup. This table shows what you need to do to set up enterprise structures. For the purposes of the sales multiple-BU setup, we assume that your company's basic enterprise structure, including a legal entity, legal division, and organizations, is already set up.

Step Description

Define Enterprise

Define the enterprise to get the name of the deploying enterprise and the location of the headquarters. This step is completed for you as part of your initial setup. See the Getting Started With Your Sales Implementation guide for more information.

Define Enterprise Structures

Define enterprise structures to represent an organization with one or more legal entities under common control. Define organizations to represent each area of business within the enterprise.

Define Legal Jurisdictions and Authorities

Define information for governing bodies that operate within a jurisdiction.

Define Legal Entities

Define legal entities and legal reporting units for business activities handled by the Oracle cloud applications.

Define Business Units

Define business units of an enterprise to perform one or many business functions that can be rolled up in a management hierarchy.

Define Financial Reporting Structures

Define financial reporting structures, including organization structures, charts of accounts, organizational hierarchies, calendars, currencies and rates, ledgers, and document sequences used in organizing the financial data of a company.

Define Chart of Accounts

Define chart of accounts including hierarchies and values to enable tracking of financial transactions and reporting at legal entity, cost center, account, and other segment levels.

Define Ledgers

Define the primary accounting ledger and any secondary ledgers that provide an alternative accounting representation of the financial data. Some sales implementations don't need to record accounting transactions and thus don't need a ledger.

Define Accounting Configurations

Define the accounting configuration that's the framework for how financial records are maintained for an organization.

Define Facilities

Define your manufacturing and storage facilities as inventory organizations if your company tracks inventory balances there and item organizations if your company only tracks the items used in the facility but not the balances.

Define Reference Data Sharing

Define how reference data in the applications is partitioned and shared.

For detailed concepts about implementing the enterprise structure, read the guide, Oracle Applications Cloud Understanding Enterprise Structures, available on Oracle Help Center. The use case in the topic, Multiple Business Units in Sales: Overview, can help you with a sample structure.

For a procedure on how to create additional business units, see the topic, Defining Business Units: Procedure.

You define business units in the Setup and Maintenance work area. You can skip this step if you have already created business units when you set up your enterprise structure.

Note: Remember, a single business unit is created for you when you initially set up your applications. The profile option, HZ_ENABLE_MULTIPLE_BU_CRM enables multiple-BU functionality for the sales applications, and it must be set to yes in order to be able to create additional BUs.

Here's how to create additional business units:

  1. In Setup and Maintenance, go to:

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Manage Business Unit

  2. In the Manage Business Units page, select the create icon, or select Create from the Actions menu.

  3. In the Create Business Unit page, in the Name field, enter a name for the BU.

  4. Optionally, enter the Manager and a Location.

  5. Ensure that the Active check box is selected.

  6. Pick a Default Set for the BU. This is the reference data set that the BU will use.

    For more information on reference data sets, see the topics on reference data sets.

  7. Click Save and Close.

A business unit can perform many business functions. A business function represents a business process, or an activity, that can be done by people working within a business unit. It describes how a business unit is used. You must set up business unit functions in the Setup and Maintenance work area. If you have already done this as part of your business unit setup, then you can skip this step.

To set business unit functions:

  1. Sign in as a setup user or as the sales administrator.

  2. In Setup and Maintenance, go to:

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Assign Business Unit Business Function

  3. If, after selecting the Assign Business Unit Business Function task, a Select Scope dialog window appears showing two radio buttons, select the Assign Business Unit Business Function option.

    1. Select the arrow in the Business Unit field.

    2. Click the Select and Add option.

    3. Click Apply and Go to Task.

    4. In the Select and Add: Business Unit page, search for and select the BU that you're assigning a function to.

    5. Click Select and Add in the dialog window.

  4. After you select a BU, the Assign Business Functions page appears. In the Business Unit Functions list, select the functions that apply to the business unit.

    For more information about business unit functions, see the topic, Business Functions.

  5. Click Save and Close.

Reference data is data that's associated with transactional objects, such as leads and opportunities. Reference data is organized into reference data sets. The reference data model lets companies separate transactional data so that it can be used across business units (BUs) or only for specific BUs. A data set called the Common set is predefined with the application. You can use the Common set for reference data that you want to share across business units. You can also create and maintain company-defined sets and assign them to specific BUs.

Examples of reference data include lists of values, such as the Win/Loss Reason list of values in opportunities, opportunity sales methods lists, opportunity sales stages lists, and price lists.

All reference data is tagged with a configuration ID called Set ID. For example, every value in a list of values in an opportunity is tagged with a Set ID.

You can create separate sets and subsets for each business unit. Alternatively, you can create additional common sets or subsets to enable sharing reference data across several business units, without duplicating the reference data.

This illustration shows an example of reference data in the Common set and different reference data in a set called APAC. Users associated with the BUs assigned to the Common set can access the data associated with it, but they can't access the data associated with the APAC BU, unless they're part of the BUs assigned to that reference data.

The diagram shows Vision Enterprises as encompassing
its two divisions, Vision Corp. and Vision Systems. The diagram shows
the two divisions, Vision Corp. and Vision Systems, as each encompassing
three BUs: North America, Europe, and Asia Pacific. The diagram also
shows a Common set and an APAC set, each containing different reference
data.

You assign reference data sets to set-enabled attributes in the Manage Business Unit Set Assignment page in Setup and Maintenance. For a procedure on assigning data sets to set-enabled data, see the topic, Specify Business Unit Set Assignments.

Reference data is organized into reference data sets. You create reference data sets in the Manage Reference Data Sets page in Setup and Maintenance.

Use the following procedure to create reference data sets. In a later step, you assign them to business units. If you have already created reference data sets, you can skip this step.

  1. Sign in as a setup user or as the sales administrator.

  2. In Setup and Maintenance, go to the Sales offering and search for the Manage Reference Data Sets task.

  3. Click the new icon, or select New from the actions menu.

  4. On the Manage Reference Data Sets page, enter the appropriate data in the following fields:

    • Set Code: Enter a unique code.

    • Set Name: Enter the name of the set.

    • Description: Enter a description of the set.

  5. Click Save and Close.

If you're partitioning reference data so that different business units (BUs) can use different sets of data, you must assign a default set to each business unit. You may have already done this when setting up BUs. If that's the case, then you can skip this step. If you do specify set assignments as described here, these settings override the setting in the business units edit page.

Use the following procedure to assign reference data sets to business units.

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

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Manage Business Unit Set Assignment

  2. In the Manage Business Unit Set Assignment page, for each reference data object, select the set that you want to assign to the business unit.

  3. Click Save and Close.

Sales Resources and Multiple Business Units

You can map multiple business units (BUs) to your resource organizations in order to regulate sales users' visibility into transactional data. Transactional data is the data found in business objects such as opportunities, leads, and contracts.

Note: It is assumed you have already created a resource organization hierarchy according to the instructions in the Getting Started with Your Sales Implementation guide.

Sales User Access to Transactional Data

Sales users' access to transactional data for an object is the same in multiple BU environments and single BU environments. That is, sales users can access object data across BU boundaries provided that they have valid access to the object by means of territory or team membership, through the resource hierarchy, or by being granted full access to the object. For example, a sales representative can have access to data as determined by team and territory membership, irrespective of the BUs she's associated with.

Business unit assignment can, however, indirectly affect a user's access to object transactional data. In a multiple BU environment, BUs are available as territory dimensions and can be included as part of the territory coverage definition for the assignment of transactions. A sales user gains access to object data through territory membership. If BU is specified as a territory dimension, then the user's access to data is limited to objects which, when they were created, were assigned to the same BU that's assigned to the user's territory team. For more information about data access and users, see the topic, Multiple Business Units and Data Access, in the Securing CX Sales and B2B Service guide.

Sales Administrator Access to Business Units

Sales administrators, who are created as resources in the organization, have access to all of the data available in the BUs to which they're associated.

Use Case With Resources Across Business Units

In some cases, you may want to have certain types of users have visibility into data across BUs. For example, you may want your overlay sales representatives to have access to all BUs. Here are some examples:

  • Associate overlay sales representatives with all business units and differentiate them using territory dimensions, such as geographic region of responsibility.

  • Associate sales operations and sales administrators to one, many, or all business units.

In the use case, Vision Enterprises is a global high-technology company with two divisions: Vision Corp., focused on software, and Vision Systems, selling high-end servers and engineered systems that combine hardware and software in a single stack. Both divisions operate globally across North America, Europe, and Asia Pacific regions, so they create BUs for each of these areas.

The following figure shows the use case. The diagram shows Vision Enterprises as encompassing its two divisions, Vision Corp. and Vision Systems. The diagram shows the two divisions, Vision Corp. and Vision Systems, as each encompassing three BUs: North America, Europe, and Asia Pacific. The diagram shows the following types of users having access to all BUs under both divisions: sales overlay team, sales operations, and sales administrators.

BU resources use case

Multiple Business Units in Territories

Territories Defined with Business Units

You can use the Business Unit dimension in your territory setup to define territory coverage. A territory's jurisdiction can include one, multiple, or all business units (BUs). In opportunity and lead assignment, when the BU associated with the opportunity or lead matches the BU mapped to the territory, the sales team members within that territory get assigned to the lead or opportunity product.

When you implement territories, enable the Business Unit dimension. When you build your territory hierarchy, you can use the business unit dimension in the territory coverage. You always have just one territory hierarchy, with one top-level territory. In a typical multiple business unit implementation, you define first-level territories by business unit.

The Business Unit dimension also helps facilitate the loading of territory metrics, partitioned by BUs.

Tip: Assignment of sales accounts ignores the Business Unit dimension.

Use Case

In this use case you have one territory hierarchy with one top-level territory. The Vision Enterprises territory has this structure:

  • One overlay territory that includes all products and all geographies. Child territories can be added to further delineate overlay team member responsibility by product or geography.

  • A territory for each business unit. Child territories are defined by product or geography.

This chart shows the use case. Vision Enterprises has two divisions, Vision Corporation and Vision Systems. Each division has three business units, and therefore three first-level territories defined by these business units. The overlay territory is defined with all business units, and the Vision Corporation North America territory defined by the Vision Corp NA BU. The Vision Systems North America territory is defined by the Vision Systems NA BU. The Vision Corp NA territory has child territories defined by geography. The Vision Systems NA territory has child territories defined by geography and by product.

Vision Enterprises Territory Hierarchy

Multiple Business Units in Leads

Overview of Multiple Business Units in Leads

Using multiple business units (BUs) in leads lets you offer different versions of the Leads UI according to the BU of the user. Users in one BU can't view leads from another BU if they don't have the appropriate access. However, you can present different drop-down lists for leads in different BUs.

Multiple Business Units in Leads Use Case

Let's say your company has two divisions, each with three BUs for the geographical areas where they do business: North America, Europe, and Asia. The sales processes between the three business units is different. You can tailor the Leads pages based on the different business units.

For example, when a lead is created in the North America BU, salespeople have a finite set of values to select from in the Lead Reject Reason drop-down list. In contrast, salespeople who work in the Europe BU have different reasons for rejecting a lead and must use values that are specific to their business unit.

Set ID Lookup Types

To enable different values in a drop-down list for a specific BU, you use the supplied set-ID enabled lookup types for leads.

This table shows the leads set-ID lookup types, the values, and the descriptions. Use the Manage Set Enabled Lookups task from the Setup and Maintenance work area to access the lookup types related to leads.

Lookup Type Lookup Values Description

Lead Qualification Budget Status

  • Approved

  • Pending

  • Unknown

The approval status of a customer budget. The data is used to assess the lead qualification status.

Lead Rank

  • Cold

  • Hot

  • Warm

Lead rank values used as a measure of lead quality and prioritization.

Lead Reassignment Reason

  • No activity

  • Other

  • Workload

Possible reasons specified for reassigning leads.

Lead Reject Reason

  • Duplicate lead

  • Failed to reach contact

  • Incorrect data

Possible reasons specified for rejecting leads. Rejected leads can be reassigned or retired.

Lead Retire Reason

  • Duplicate lead

  • No purchase interest

Possible reasons for retiring leads. Retired leads are considered closed leads.

Lead Registration Type

  • Co-sell

  • Referral

  • Resale

Types of leads available for partners.

Lead Source Channel

  • Direct mail

  • E-Mail

  • Fax

  • Marketing Cloud

  • Phone

  • Sales campaign

  • Sales visit

  • Social

  • Company website

  • Wireless message

  • Model-based prediction

  • Rules-based prediction

Source channel responsible for lead generation.

Lead Time Frame

  • 3 months

  • 6 months

  • 9 months

  • 12 months

  • 15 months

  • 18 months

Lead cycle duration that usually coincides with a typical sales cycle duration for products and services offered.

Business Units in the Leads UI

Some users can transact in multiple BUs, for example, salespeople who are members of different sales teams. These users can select the BU they want when the lead is being created but note that the business unit can't be changed once the lead is created. Based on their selection, the set ID-enabled lookup types display based on the BU of their choice.

Additional Leads Modification by Business Units

You can modify BUs to meet your specific leads requirements. For example, you can:

  • Select which assignment rules to use for your leads, which lead assessment templates to use, and so on.

  • Set BU attributes to be visible in the Add Fields UI when performing a search for leads.

  • Hide BU attributes for single BU deployments in all transaction and search UIs.

  • Hide BU attributes for multiple BU deployments for users who transact in one BU only.

You can set several lead settings at the business unit (BU) level. When you set an option such as a rule or template at the BU level, the option setting is effective for only the BU that you indicate. You set lead BU-level options in the Specify Sales Business Function Properties page, in the Lead Settings section.

Here's how to specify business unit properties for leads:

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

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Specify Sales Business Function Properties

  2. If a BU isn't associated with the task, the application prompts you to select one. The Select Scope dialog box appears. In this dialog box:

    1. Select the Specify Sales Business Function Properties option.

    2. In the Business Unit list of values, click Select and Add and add the BU.

    3. After you have selected the BU, click Apply and Go to Task.

  3. In the Specify Sales Business Function Properties page, in the Lead Settings section, set these options:

    • Lead Templates

    • Lead Conversion Mapping

  4. Save your changes.

BU-Enabled Lead Profile Options

This table describes the lead template and copy map BU-enabled profile options and their default values, if any.

Profile Option Description Default Value

Qualification Assessment Template

Specify the qualification template to use for evaluating and qualifying leads.

None

Direct Lead to Opportunity Copy Map

Specify the mapping file name created in Application Composer, Copy Maps. This file is used to map objects and attributes when a direct lead is converted to an opportunity.

None

Partner Lead to Opportunity Copy Map

Specify the mapping file name created in Application Composer, Copy Maps. This file is used to map objects and attributes when a partner lead is converted to an opportunity.

None

Add the Business Unit Field to Leads

You can associate a Business Unit (BU) with a lead once the BU feature is enabled. Use Oracle Application Composer to add the business unit field to the leads UI. This enables a finite list of values to be displayed in the drop-down list of the Business Unit field.

Add the Business Unit Field

Here's how to add the Business Unit field to the Edit Lead page:

Note: When modifying the UI, you must make your changes in a sandbox. See the Configuring Applications Using Application Composer guide for more information about using sandboxes.
  1. Create and activate a sandbox to work in.

  2. Navigate to Application Composer.

  3. In the Application Composer page, select Sales to filter the object search.

  4. Expand Standard Objects and navigate to Sales Lead > Pages. The Sales Leads: Pages page appears.

  5. In the Sales Leads: Pages page, ensure that the Application Pages tab is active.

  6. In the Details Page Layouts region, click the duplicate layout icon to duplicate and edit an existing layout.

    The Duplicate Layout dialog window appears. Note that you may be using a different layout than the default one. If this is the case, then select the appropriate layout.

  7. In the Duplicate Layout dialog window, enter the new layout name and select the existing page layout to duplicate.

  8. Click Save and Edit.

    The Details Layout: Default custom layout page appears, with the name of the new layout in the page title.

  9. In the Summary subtab region, click the edit icon.

    The Details Layout: Default custom layout: Edit Summary page appears.

  10. In the Details Layout: Default custom layout: Edit Summary page, find the Business Unit field in the Configure Detail Form list. Move the field from the Available Fields list to the Selected Fields list.

  11. Click Save and Close.

  12. Click Done in the Details Layout: Default custom layout page.

  13. Validate the change by navigating to the Edit Lead page and verify that you can see the Business Unit field.

  14. Publish the sandbox.

The Business Unit field is now available to sales users in the edit lead pages.

Map the Lead Business Unit for Territory Assignment

A Business Unit (BU) represents a unit of the enterprise that performs a particular business function such as sales, service, or marketing. This topic is applicable for the lead assignment set up where you want to use the BU during territory assignment processing. To do this, you must set up assignment mapping between the lead BU field and the BU territory dimension.

For example, you have a scenario where your organization:

  • Has multiple business units with defined territories

  • Wants to assign sales leads based on the business unit

If the lead is contained in BU1, then set up assignment mapping so that territory assignment only matches the BU1 territories along with any matching dimensions. For example, matching dimensions might include geography, product, account type, sales channel and so forth.

Set the Lead Business Unit Field to Active

Here's how to set the Business Unit mapping to active:

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

    • Offering: Sales

    • Functional Area: Leads

    • Task: Manage Sales Lead Assignment Objects

  2. On the Manage Sales Lead Assignment Objects page, locate and select Sales Lead in the Name column.

  3. In the Sales Lead: Details region, select the Candidates tab.

  4. Select the Sales Lead Territory candidate.

  5. Select the Sales Lead Territory: Mapping Sets tab.

  6. In the Name column, select from one of these active mapping sets for the sales lead object you want:

    • Mapping Set 1

    • Mapping Set 2

    • Mapping Set 3

    • Mapping Set 4

    • Mapping Set 5

  7. In the Mapping Set: Mappings region, locate and select the BUnit dimension function code.

  8. Deselect the Inactive check box to make the function code active.

  9. Repeat steps 2 through 4 for each sales lead Mapping Set.

  10. Click Save and Publish.

  11. Monitor and refresh the page to confirm the publish process has succeeded.

The sales lead assignment processing is now ready to use the active BU information when assigning territories.

Multiple Business Units in Opportunities

Using multiple business units in opportunities lets users associate opportunities and related attributes with a specific business unit (BU) and then report on the data by BU.

Business Units and Opportunity Attributes

In addition to associating an opportunity itself with a BU, you can also associate several opportunity attributes with business units.

The following opportunity attributes are set-enabled and hence allow association with a business unit and with reference data sets. Reference data sets let objects share reference data across BUs. For example, you can choose to have opportunity the Win/Loss Reason lookup type shared across BUs, or you can choose to have each BU manage its own. You can also assign a reference data set to reference data objects, such as sales methods.

  • Opportunity lookup types:

    • Win/Loss Reason (MOO_SETID_WIN_LOSS_REASON)

    • Strategic Value (MOO_SETID_STRATEGIC_VALUE)

    • Opportunity Assessment Override Reason (MOO_SETID_ASSESS_OVRRIDE_RSN)

    • Decision Level (MOO_SETID_DECISION_LEVEL)

    • Estimated Deal Duration (MOO_SETID_DEAL_HORIZION)

    • Level of Risk (MOO_SETID_RISK_LEVEL)

    • Sales Revenue Category (MOO_SETID_REVN_CATEGORY)

    • Sales Revenue Type (MOO_SETID_REVENUE_TYPE)

  • Sales methods

  • Sales statuses

When you enable set-ID lookup types, you must assign them to a business unit in the Manage Set Enabled Lookups page in the Setup and Maintenance work area. To find this page, do the following:

  1. Sign in as a setup user or sales administrator.

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

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Set Enabled Lookups

For more information, see the related topic, Managing Set-Enabled Lookups: Example.

For more information about reference data sets, see the topic, Business Units and Reference Data Sets: How They Work Together. Also consult the online help, using keywords "reference data".

You can set several opportunity profile options at the business unit level, as well as specify the default sales method for a business unit. For more information, see the topic, Specifying Sales Business Function Properties: Procedure.

You can set several opportunity profile options, including the one for default sales method, at the business unit (BU) level. When you set a profile option at the BU level, the profile option setting is effective for only the BU that you indicate. You set opportunity BU-level profile options in the Specify Sales Business Function Properties page.

Here's how to specify business unit properties for opportunities:

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

    • Offering: Sales

    • Functional Area: Company Profile

    • Task: Specify Sales Business Function Properties

  2. If a BU isn't associated with the task, the application prompts you to select one. The Select Scope dialog box appears. In this dialog box:

    1. Select the Specify Sales Business Function Properties option.

    2. In the Business Unit list of values, click Select and Add and add the BU.

    3. After you add the BU, click Apply and Go to Task.

  3. In the Specify Sales Business Function Properties page, set the profile options that you want as outlined in the BU-Enabled Profile Options section.

  4. Save your changes.

BU-Enabled Profile Options

This table outlines the opportunity BU-enabled profile options.

Profile Option Description Default Value

Sales Method

Determines the default sales method the application picks when an opportunity is first created.

Standard Sales Process

Require Win/Loss Reason

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

Yes

Require Competitor

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

Yes

Territory-Based Resource Assignment Style

Determines if all members of the territory should be added to an opportunity team or just the owner. Or, if all (owner and members of the territory) should be excluded from the opportunity team. For example:

  • 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

Note: When you set a profile option at the BU level, the profile option setting takes precedence for the BU.

All

Add the Business Unit Field to Opportunities

If you want sales teams to be able to associate a business unit with an opportunity, enable the Business Unit list of values in the opportunities UI.

Add the Business Unit Field

After you use Application Composer to add the Business Unit field to the opportunities UI, all available business units display in a drop-down list in the Business Unit field.

  1. Create and activate a sandbox to work in.

  2. Navigate to Application Composer.

  3. Expand Standard Objects and navigate to Opportunity > Pages. The Opportunity: Pages page appears.

  4. In the Opportunity: Pages page, ensure that the Application Pages tab is active.

  5. In the Details Page Layouts region, select the Standard Layout in the table and then click the Duplicate icon. The Duplicate Layout dialog box appears.

    Note that you may be using a different layout than the default one. If this is the case, then select the appropriate layout.

  6. Enter a name for the new layout and click Save and Edit.

  7. In the Summary subtab region, click the edit icon.

  8. In the Details Layout: Default Layout: Edit Summary page, find the Business Unit field in the Configure Detail Form list. Move the field from the Available Fields list to the Selected Fields list.

  9. Click Save and Close.

  10. Click Done in the Details Layout: Default Layout page.

  11. Validate the change by navigating to the edit opportunity page and ensuring that you can see the Business Unit field in the edit opportunity page.

    The user you sign in with to validate the change must belong to a sales resource organization. For example, you must sign in as a sales representative.

  12. Publish the sandbox.

  13. The Business Unit field is now available to sales users in the edit opportunity application pages.

Enable Opportunity Territory Assignment by Business Unit

A business unit (BU) represents a unit of the enterprise that performs a particular business function, such as sales, service, or marketing. You can configure the application to assign opportunities based on the BU. To use BU during territory assignment, you must activate the assignment mapping between the opportunity revenue BU field and the BU territory dimension.

The procedure in this topic outlines the required setup for a scenario where your organization:

  • Has multiple BUs, with defined territories

  • Wants to assign opportunities based on the BU

For example, if the opportunity is contained in BU1, then you want to set up assignment mapping so that territory assignment only matches the BU1 territories, along with any matching dimensions. Matching dimensions might include geography, product, account type, and sales channel.

Set the Opportunity Revenue BU Field to Active

Here's how to set the opportunity revenue BU field to active:

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

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Assignment Manager Objects

  2. In the Name column of the Manage Sales Assignment Manager Objects page, locate and select Revenue.

  3. In the Revenue: Details region, select the Candidates tab.

  4. Select the Territory candidate.

  5. Select the Territory: Mapping Sets tab.

  6. In the Name column, select Sales Account Mapping Set.

  7. In the Sales Account Mapping Set: Mappings region, locate and select the BUnit dimension function code.

  8. Click the edit icon on the table to go into edit mode.

    The Edit Mapping window appears.

  9. Deselect the Inactive check box to make the function code active. Click OK.

  10. Click Save and Publish.

  11. Monitor and refresh the page to confirm the publish process has succeeded.

The opportunity assignment processing is now ready to use the BU information when assigning territories.

Change the Business Unit for a Subset of Opportunities

Salespeople can update the business unit on an opportunity. They can also update the set-enabled lookup values on the opportunity and revenue lines.

Read this topic to learn how to add new specific or common set values for sales methods and stages. Learn how to enable or disable existing lookup values for:

  • Set-enabled lookups for these opportunity tasks:

    • Manage Levels of Risk

    • Manage Strategic Values

    • Manage Decision Levels

    • Manage Deal Horizons

    • Manage Win/Loss Reasons

    • Manage Opportunity Revenue Types

  • Sales Status lookup values

  • Specific Sales Method and Sales Stage for the Sales Method

You set lookup values from the relevant tasks available from the Define Opportunity Management Lookups page. This page is accessible from the Sales offering work area.

Modify BU Setup for Opportunities

Here's how to create specific values or enable or disable existing lookup values for opportunities. You also set up the sales status, sales method, and sales stage before you select your business unit to apply the changes.

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

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Define Opportunity Management Lookups

  2. On the Define Opportunity Management Lookups page, select the opportunity task that you want.

  3. Add a new set-enabled lookup value or either enable or disable an existing lookup value.

  4. After the setup is done for the task lookups, navigate to the Setup and Maintenance work area and go to:

    • Offering: Sales

    • Functional Area: Opportunities

    • Task: Manage Sales Status

  5. In the Sales Statuses section of the Manage Sales Statuses page, add a new sales status or select or deselect Active for an existing sales status.

  6. Next, go to the Manage Sales Methods and Sales Stages task.

  7. Add a new sales method and sales stage for the sales method that you want.

  8. After you complete the setup related to lookups, sales statuses, sales methods, and sales stages, navigate to the Define Business Units task.

  9. Click the Manage Business Unit Set Assignment task.

  10. In the Reference Data Set Code column, for each object, set the business unit.

  11. Click Save and Close.

Repeat step these steps for each new individual business unit you have added.

Migrate Lead and Opportunity BU Data

There might be times when you need to move all leads or opportunities from one business unit to another. For example, you could have a new business unit taking over all opportunities from another business unit. All opportunities would have to be updated from the old to new business unit. The migration is easy to do by running the Migrate Lead and Opportunity Business Unit Data scheduled process.

  1. Navigate to Tools > Scheduled Processes.

    Alternatively, run the process from the Migrate Lead and Opportunity Business Unit Data task in Setup and Maintenance.

  2. Click Schedule New Process.

  3. Search for the Migrate Lead and Opportunity Business Unit Data process.

    Tip: You may need to search for the process in the search and select window available by clicking the Search link at the at the bottom of the Name list on the main search window.
  4. Select your options:

    • Business Object: Opportunity or Lead

    • From Business Unit: Business unit that you want to migrate data from

    • To Business Unit: Business unit that you want to migrate data to

  5. Submit the process.

Additional Implementation Concepts

Reference data sets are logical groups of reference data that various transactional entities can use depending on the business context. You can get started using either the common reference data set or the enterprise set depending on your implementation requirement. You can also create and maintain additional reference data sets, while continuing to use the common reference data set.

Consider the following scenario. Your enterprise can decide that only some aspects of corporate policy should affect all business units. The remaining aspects are at the discretion of the business unit manager to implement. This enables your enterprise to balance autonomy and control for each business unit. For example, your enterprise holds business unit managers accountable for their profit and loss, but manages working capital requirements at a corporate level. Then, you can let managers define their own sales methods, but define payment terms centrally. As a result, each business unit has its own reference data set for sales methods and one central reference data set for payment terms assigned to all business units.

Partitioning

Partitioning reference data and creating data sets provide you the flexibility to handle the reference data to fulfill your business requirements. You can share modular information and data processing options among business units with ease. You can create separate sets and subsets for each business unit. Alternatively, you can create common sets or subsets to enable sharing reference data between several business units, without duplicating the reference data.

The following figure illustrates the reference data sharing method. The user can access the data assigned to a specific set in a particular business unit, as well as access the data assigned to the common set.

The figure shows a user having access to the business
data within a specific reference data set for the UK location. The
same user also has access to business data from different locations
- Tokyo, Paris, and Berlin, which are part of a common reference data
set

Reference data sharing enables you to group set-enabled reference data such as jobs or grades to share the data across different parts of the organization. Sets also enable you to filter reference data at the transaction level so that only data assigned to certain sets is available to be selected. To filter reference data, Oracle Fusion Human Capital Management (HCM), applications use the business unit on the transaction. To set up reference data sharing in Oracle Fusion HCM, you create business units and sets, and then assign the sets to the business units.

Common Set Versus Specific Sets

Some reference data in your organization may be considered global, and should therefore be made available for use within the entire enterprise. You can assign this type of data to the Common Set, which is a predefined set. Regardless of the business unit on a transaction, reference data assigned to the Common Set is always available, in addition to the reference data assigned to the set that corresponds to the business unit on the transaction.

Other types of reference data can be specific to certain business units, so you can restrict the use of the data to those business units. In this case, you can create sets specifically for this type of data, and assign the sets to the business units.

Business Unit Set Assignment

When you assign reference data sets to business units, you assign a default reference data set to use for all reference data types for that business unit. You can override the set assignment for one or more data types.

Example: Assigning Sets to Business Units

InFusion Corporation has two divisions: Lighting and Security, and the divisions each have two locations. Each location has one or more business functions.

The following figure illustrates the structure of InFusion Corporation.

A figure that illustrates the structure of InFusion Corporation.
The enterprise has two divisions, with each division having two legal
entities. Each legal entity has one or more business functions related
to Sales and Marketing.

When deciding how to create business units, InFusion decides to create them using the country and business function level. Therefore, they created the following business units:

  • Sales_Japan

  • Marketing_Japan

  • Sales_US

  • Sales_UK

  • Marketing_India

  • Sales_India

Because locations, departments, and grades are specific to each business unit, InFusion does not want to share these types of reference data across business units. They create a reference data set for each business unit so that data of those types can be set up separately. Because the jobs in the Sales business function are the same across many locations, InFusion decides to create one additional set called Jobs. They override the set assignment for the Jobs reference data group and assign it to the Jobs set. Based on these requirements, they create the following sets:

  • Sales_Japan_Set

  • Mktg_Japan_Set

  • Sales_US_Set

  • Sales_UK_Set

  • Mktg_India_Set

  • Sales_India_Set

  • Grades_Set

The following table describes the default set assignment and the set assignment overrides for each business unit in InFusion:

Business Unit Default Set Assignment Set Assignment Overrides

Sales_Japan

Sales_Japan_Set for grades, departments, and locations

Jobs set for jobs

Marketing_Japan

Mktg_Japan_Set for grades, departments, and locations

None

Sales_US

Sales_US_Set for grades, departments, and locations

Jobs set for jobs

Sales_UK

Sales_UK_Set for grades, departments, and locations

Jobs set for jobs

Marketing_India

Mktg_India_Set for grades, departments, and locations

None

Sales_India

Sales_India_Set for grades, departments, and locations

Jobs set for jobs

When setting up grades, departments, and locations for the business units, InFusion assigns the data to the default set for each business unit. When setting up jobs, they assign the Jobs set and assign the Common Set to any jobs that may be used throughout the entire organization.

When using grades, departments, and locations at the transaction level, users can select data from the set that corresponds to the business unit they enter on the transaction, and any data assigned to the Common Set. For example, for transactions for the Marketing_Japan business unit, grades, locations, and departments from the Mktg_Japan_Set is available to select, as well as from the Common Set.

When using jobs at the transaction level, users can select jobs from the Jobs set and from the Common Set when they enter a sales business unit on the transaction. For example, when a manager hires an employee for the Sales_India business unit, the list of jobs is filtered to show jobs from the Jobs and Common sets.

The following figure illustrates what sets of jobs can be accessed when a manager creates an assignment for a worker.

A figure that shows the jobs that can be accessed either
from the job set or the common set.

You can assign the reference data sets to reference objects using the Manage Reference Data Set Assignments page. For multiple assignments, you can classify different types of reference data sets into groups and assign them to the reference entity objects. The assignment takes into consideration the determinant type, determinant, and reference group, if any.

Determinant Types

The partitioned reference data is shared using a business context setting called the determinant type. A determinant type is the point of reference used in the data assignment process. The following table lists the determinant types used in the reference data assignment.

Determinant Type Description

Asset Book

Information about the acquisition, depreciation, and retirement of an asset that belongs to a ledger or a business unit.

Business Unit

The departments or organizations within an enterprise.

Cost Organization

The organization used for cost accounting and reporting on various inventory and cost centers within an enterprise.

Project Unit

A logical organization within an enterprise that's responsible for enforcing consistent project management practices.

Reference Data Set

References to other shared reference data sets.

Determinant

The determinant (also called determinant value) is a value that corresponds to the selected determinant type. The determinant is one of the criteria for selecting the appropriate reference data set.

Reference Groups

A transactional entity may have multiple reference entities (generally considered to be setup data). However, all reference entities are treated alike because of similarity in implementing business policies and legal rules. Such reference entities in your application are grouped into logical units called reference groups. For example, all tables and views that define Sales Order Type details might be a part of the same reference group. Reference groups are predefined in the reference groups table.

Creating a new set-enabled lookup is similar to creating a standard lookup with the addition of specifying a reference data setdeterminant for the lookup codes. You can only create or edit lookup codes for a particular lookup type if its configuration level supports it.

The reference data set for a set-enabled lookup code is part of its foreign key. This is unlike other set-enabled entities. Use the Manage Set Assignments task to define and manage reference data set assignments.

Selecting a Reference Group for a Set-Enabled Lookup Type

Specify a reference group for a set-enabled lookup type to indicate which reference data set assignments are available for its lookup codes. For example a COLORS lookup type might be set-enabled for a Countries reference group that includes the US and EU reference data set assignments.

Selecting a Reference Data Set for a Set-Enabled Lookup

The reference data set determines which lookup code is included in the list of values. For example, there are two references data sets - one for the US and the other for EU. If a COLORS lookup type contains RED, YELLOW, ORANGE, and GREEN lookup codes, you can enable one RED lookup code from the US reference data set and another RED lookup from the EU reference data, each lookup code having different meanings.

The following table elaborates the example, how these two reference data sets (US and EU) contain one lookup code that's common, but each differing in its lookup meaning.

Reference Data Set Lookup Code Lookup Meaning

US

RED

Red

US

YELLOW

Yellow

US

GREEN

Green

EU

RED

Rouge

EU

ORANGE

Orange

Some lookup codes may be unique to one or another reference data set as the ORANGE lookup is to the EU reference data set in the example.

In another example in the following table, a lookup type called HOLD_REASON provides a list of reasons for putting a contract renewal on hold. Reference data sets determine which codes are included in the Hold Reason list of values.

Reference Data Set Lookup Code Lookup Meaning

US

SEC

SEC Compliance Review

US

DIR

Needs Director's Approval

US

VP

Needs Vice President's Approval

CHINA

CSRC

Pending China Securities Regulatory Commission Review

CHINA

PR

Needs President's Approval

COMMON

REQUESTED

Customer Request

Referring to the example in the table, when end-users place a contract on hold in the US business unit, the three reason codes in the US set are available. When placing a contract on hold in the China business unit, the two codes in the China set are available.

Assign a default reference data set to a new business unit. This default set will then be assigned to all the reference data objects for the business unit, such as such as payables payment terms, and receivables accounting rules. To assign the default set, select an existing reference data set or create a new one.

Creating Default Reference Data Sets for a Business Unit

Use the Create Business Unit or the Edit Business Units pages to create a reference data set.

The creation of the reference data set for an existing business unit will not impact the actual sets previously assigned to the business unit. If you want to use the newly created set for your existing business unit use the Manage Set Assignments task, and assign the set to each reference data object you want to change.

Note: You must use the Manage Set Assignments task to assign the set to each specific reference data object that you want to change. In order to activate the set assignments, you must save the record, even if you have not made any updates.

If you created business units automatically, then the Enterprise Structures Configurator automatically creates reference data sets for you. The Enterprise Structures Configurator creates one reference data set for each business unit. You can add additional sets, but you cannot delete any of the sets that were created automatically.

A standard set called the Enterprise set is predefined.

Common Set

The Common set is a predefined set that enables you to share reference data across business units. When you select set-enabled data at the transaction level, the list of values includes data in the:

  • Common set

  • Set associated with the data type for the business unit on the transaction

For example, when you create an assignment, the list of values for grades includes grade in the:

  • Common set

  • Set that is assigned to grades for the business unit in which you creating the assignment