Set Up Deal Registration for Channel Sales

Deal registration is a process by which partners request exclusive rights to an opportunity from the channel organization. It provides partners with the means to inform the channel organization about a potential opportunity, and then receive priority for that opportunity.

Partners can register deals using their access to the channel organization's applications. These deals are routed to designated channel account managers for approval. In turn, channel account managers can reject or return deal registration requests to partners, asking for additional information or justification. Before approving deals, channel account managers can check for duplicate opportunities to avoid channel conflicts. Once a deal registration is approved, an opportunity is automatically created to track the deal as it progresses through the pipeline.

Note:

If you want to use the preconfigured deal registration flow, the only task you must perform is to add an approver's name to the default approver profile option MKL_DEFAULT_DEAL_REGISTRATION_APPROVER.

Preconfigured workflows are included for deal registration; however, to optimize deal registration for a channel sales environment, you can modify the relevant fields and pages for the applicable roles using Application Composer and Page Composer.

As well, activity management pages are optimized for direct sales. You can modify the activities pages to show deal registration attributes for indirect sales which have deal registration programs.

Note:

These tasks require that you sign in as a user with administrative privileges, such as the sales administrator or the application implementation consultant. For additional details and procedures on modifying the applications, see the Oracle Applications Cloud Configuring Applications Using Application Composer guide.

Preconfigured Deal Registration Flow

The preconfigured deal registration process flow goes through the following steps:

1. Assignment adds team members and potential approvers to the deal team.

   By default, assignment rules for deal registration are not included.

2. If no approver is identified or if the approver can't be identified on the team, the deal registration is routed to the default approver. The default approver is also identified by the profile option MKL_DEFAULT_DEAL_REGISTRATION_APPROVER.

3. The deal object is retrieved and sent to the human task.

4. The human task uses rules to determine approvers for the deal and then sends notifications.

5. The approvers then either approve, reject, or return the deal.

6. When a deal is approved, the deal is converted to an opportunity based on the copy map profile option MKL_DEAL_TO_OPTY_MAPPING_NAME.

Set Up the Preconfigured Deal Registration Workflow

Sales administrators and application implementation consultants must perform the following tasks to set up the preconfigured deal registration workflow:

1. Assign the preconfigured deal registration duty roles to the appropriate resources.

2. Configure your assignment rules.

3. Assign the preconfigured approver profile option to the appropriate deal registration approvers.

The following table provides the profile option names and codes, a description and preconfigured value for each profile option necessary for deal registration.

Profile Option Name and Code	Description	Preconfigured Value
Deal Registration Assignment Mode MKL_DEAL_DEFAULT_ASGN_MODE	This profile option determines if the default assignment mode is rule-based, territory-based, or both.	Rules-based Assignment Only/ORA_RBA
Resource Sales Team Access Level Default for Deal Registration MKL_DEAL_DEFAULT_SALES_TEAM_ACCESS_LEVEL	This profile option determines the default access level that's granted to a resource added to the deal registration team. This can be changed later by people who have Full Access to the deal. The following values represent the access levels for resources added to the deal registration team: 100 - View only access 200 - Edit access 300 - Full access	200
Assignment Rule for Rule-Based Deal Assignment MKL_DEAL_RBA_RULESETGROUP	This is the profile option you use with rule-based deal assignment.	NULL
Deal Registration Query Default Number of Days MKL_DEAL_SEARCH_LAST_UPDATED_RANGE_DEFAULT	This profile option determines the start and end dates for the Last Update Date search fields in Deal Registration Search UI.	90
Assignment Rule for Territory-Based Deal Assignment MKL_DEAL_TBA_RULESETGROUP	This is the profile option you use with territory-based deal assignment.	NULL
Deal Registration to Opportunity Mapping MKL_DEAL_TO_OPTY_MAPPING_NAME	This profile option is the name of the copy map used to convert a deal to an opportunity.	Copy Deal Registration To Opportunity Map
Use Default Deal Registration Approval Business Process MKL_DEAL_USE_DEFAULT_APPROVAL_PROC	This profile option determines if you will use the preconfigured deal registration business process flow, MklDealsApprovalProcess. Set this to No only if you're using a modified business process flow.	Yes
Deal Registration Default Approver MKL_DEFAULT_DEAL_REGISTRATION_APPROVER	This profile option contains the user name of a person to use as the default approver if the Human Task rules don't identify an approver.	NULL
Corporate Currency Default ZCA_COMMON_CORPORATE_CURRENCY	This profile option controls the type of currency you use in your organization	USD
Exchange Rate Type Default ZCA_COMMON_RATE_TYPE	This profile option determines the exchange rate type you use in your organization.	Corporate
All Partner Contacts in Partner SOAP Service Enabled ZPM_ENABLE_ALL_PARTNER_CONTACTS_IN_SOAP	This profile option determines if all partner contacts, or only the preferred contact, is returned for a partner by SOAP web services. To ensure that the deal registration submission is successful, set this profile option to No if you expect your partners to have more than 500 contacts.	Yes

Set Up an Optimized Deal Registration Workflow

Sales administrators and application implementation consultants can optimize the deal registration approval and notification workflow to ensure a more robust integration of deal registration functionality. Sales administrators and implementation consultants must perform the following tasks to set up an optimized deal registration workflow for partner channel sales:

1. Import or create your partner users, create partner deal teams as appropriate for your business needs, and define partner owners (this task isn't specific to deal registration, but it's required for deal registration to function properly).

2. Define the deal registration assignment rules. There are two types of assignment profile options, rule-based and territory-based. The recommended approach is to use rule-based assignment for deal registration. You designate approvers for each partner deal team you have and assign the deal registrations to the partner on the deal team designated as owner. The rest of the team can also see the deal registration.

3. Define partner deal approvers within each partner deal team. There are preconfigured approval rules, however the recommended approach is to define rules that select the members from the team as approvers. If you want to have multiple approvers, then you must add each approver to the partner deal team as a part of assignment first.

4. Configure notifications for deal registration.

5. In Application Composer, configure dynamic page layouts for the channel account manager, partners, and approvers.

6. Add Reject and Return reason code lookups.

7. Identify duplicate opportunities.

8. In Application Composer, define the Copy Map for the deal to opportunity conversion.

   Publish your sandbox.

Note:

For more information on Approval Management, see the Approval Management chapter of the Implementing Applications guide.