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Monday, July 31, 2017
Slide 3 - Oracle Sales Cloud Release 11
Slide notes
Hello, my name is Joe. In this session we will talk about what’s coming in Oracle Sales Cloud Release
11 for High Tech and Manufacturing.
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Slide 4 - Agenda
Slide notes
For the enhancements covered in this training, we’ll give an overview, followed by more detail to explain how you can use them, and what business value
they bring.
Then, we’ll walk you through a demonstration.
Next, we’ll explain what you need to consider before enabling these features in your business.
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Slide 5 - Enhancements Overview
Slide notes
In Release 11, we introduce Bid Management as a framework to manage complex opportunities.
The new Bid Management feature allows you to create opportunity hierarchies to support several specialized uses for the following three personas:
• Channel Account Managers
• Sales Representatives
• And Key Account Managers
We will briefly explore some of the specific use cases later in the presentation.
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Slide 6 - Bid Opportunity
Slide notes
To support the bid process, we’ve introduced a new Opportunity Type called Bid.
This is a child level opportunity in an overall opportunity hierarchy that lets you collect, track, and manage activities specifically related to the bid process.
Note the new page layout which dynamically renders several additional fields such as Bid Type and the new Bid Information section.
• The Bid Information section includes a new multi-select pick list that allows you to clearly track where you are in the bid process.
• You’ll use the check boxes to indicate if you’ve received or submitted an RFI, RFP, or RFQ
• You can also track Strategic Importance, the anticipated Start Date, Requested Due Date and other information specifically related to this bid
Also note the new Parent Project field which allows you to associate the Bid Opportunity with a parent Project Opportunity.
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Slide 7 - Project Opportunity
Slide notes
A new Project Opportunity layout has also been added.
Note the new Project Information section.
In this section, you will be able to track additional data related to your bids, for example
• You can indicate which Bid is most likely to succeed
• Which partner is ultimately selected
• The selection date
• And the specific Bid selected
Of course with Sales Coach, you will be able to associated your specific sales methodology for Bid Management, and you will be able to do this at the
Project Opportunity level and the Bid Opportunity level.
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Slide 8 - Opportunity Bid Sub Tab
Slide notes
The Project Opportunity page also include a new Bids sub-tab highlighted in the lower left corner of the Project Opportunity page.
The new Bids sub-tab allows you to do four things:
1. It allows you to view a list of all Bid Opportunities associated with this Project Opportunity
2. It allows you to create a new child opportunity and automatically associating it to the Project Opportunity using the Create button
3. It allows you to create a parent-child association to an existing Bid opportunity using the Add button
4. It allows you to delete a child relationship using the X on the right of the Bid Opportunity list
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Slide 9 - Bid Management Reports for Sales Representatives
Slide notes
We have also provided two new infolets which we recommend for all Sales Representatives and Key Account Managers working on complex opportunities
• The Top Open Projects infolet provides a summary of open project opportunities where win probability exceeds 70%. This allows you to focus on
opportunities you’re most likely to win. You can drill down to view a list of the specific opportunities and drill further to the opportunity detail and the account
detail to make edits while as reviewing the report.
• The Top Open Bids infolet is very similar. It provides a summary of bid opportunities where win probability exceeds 70%.
You can use these infolets as is, modify them to meet your specific business requirements, or you can use them as examples to create completely new
infolets.
Note that the screen shot displays the new Release 11 Sales Infolets page
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Slide 10 - Bid Management Reports for Channel Account Managers
Slide notes
For Channel Account Managers, three additional reports have been added:
1. The Sales Performance report provides an overview of Quota vs. Closed Revenue, vs. Revenue Gap, vs. Forecast. This is a very important report
because it tells you exactly where you are in terms of your sales goals. You cannot manage what you cannot measure.
2. Next, a new Pipeline report shows Revenue and Opportunity Count by sales stage
3. And finally, a Top Opportunities report
All reports support drill down for additional details.
You can use these reports as is, modify them to meet your specific business requirements, or you can use them as examples to create completely new
reports.
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Slide 11 - Bid Management
Slide notes
The business value of Bid Management is two fold:
1. First, it allows you to model and manage complex opportunities using a two-level opportunity hierarchy.
2. Next, it allows you to improve forecast accuracy by ensuring bids are not double counted in your forecast.
Note that Bid Management may be used in at least three use cases as follows:
• First use case.
• As a Channel Account Manager, you receive several opportunities from your partner network. As you review the various deals, it becomes apparent that
several partners are bidding on a single project. To track this project effectively, you’ll want to organize each partner's bid opportunity under a single project
opportunity. As each partner progresses, the partner most likely to win will become clear, and you’ll be able to adjust your forecast accordingly to include
only a single opportunity and avoid a situation in which you’re double counting. You will also be able to focus your efforts where they are most likely to add
value.
• In the second use case,
• you’re a Sales Representative working on a very complex opportunity that requires you to reach out to your partner network to close the deal. Essentially
you need a sub-contractor, therefore you want to put the project out to bid. You’ll ask several partners to participate. You’ll create a project opportunity to
track the overall bid and you will create a several bid opportunities, one for each partner participating in the bid process. You will be able to track the bid
mostly likely to win and focus your efforts accordingly.
• For the third use case,
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• you’re a Key Account Manager. One of your customers has asked you to take on a very large project. You’ll need several distinct and perhaps
independent divisions and product lines to participate from your organization. Each division and product line needs to track their own opportunity, but you
want to ensure the opportunities are aggregated under a single project so you can track the overall status holistically. You’ll create a parent project
opportunity. Each division and product line will create one or more bid opportunities related to the parent project. As a Key Account Manager you’ll be able
to quickly asses your progress using a top down or bottom up view of the project as a whole.
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Slide 81 - Summary of Enhancement Capabilities
Slide notes
Here is the summary of the features I have talked about today …
Bid Management provides a two-tier opportunity hierarchy that lets you track complex bid processes and complex opportunities which require multiple
partners, divisions and/or product lines to participate.
Project Opportunity Characteristics include the following:
• Project opportunities are used to aggregate Bids and track them holistically.
• Note that in this initial release, Project Opportunities should not be modeled as child opportunities. They should be used as a parent opportunity only.
• We recommend you use the Standard Opportunity layout for Partner Sales Representatives since partners rarely require the features described, however,
you are welcome to make the new Opportunity Types available to your partner network if this is required.
The Project Information section is rendered dynamically and provides several project opportunity specific fields.
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Slide 82 - Summary of Enhancement Capabilities
Slide notes
We have added a Bid Opportunity to allow you to track bid management details and associate the bid opportunity with a parent project. This allows you to
manage bid projects or complex opportunities holistically.
Bid opportunity characteristics include the following:
• Bid opportunities are used to track Bid details.
• A Bid opportunity can be associated with one and only one Parent Project.
• You can easily re-parent a Bid opportunity by associating it to a new Project Opportunity.
• You can also delete relationships between Project Opportunities and Bid Opportunities.
• Note that Bid opportunities CANNOT have children.
The Bid opportunity layout includes a Bid Information section that can be used to track several attributes of a Bid, for example:
• The Bid Process, which includes a multi-select pick list to track RFI, RFP, and RFQ's received or submitted. Of course you can extend this list or remove
items from the list using standard Oracle Sales Cloud extensibility features.
• You can also track Strategic Importance, Start Date, and other attributes.
• Very important to note, by default, the “Include in Forecast” field is set to NO for Bid opportunities, and will remain NO even if you change the Opportunity
type back to Project to Standard. To change the value of “Include in Forecast”, simply used the “Include in Forecast” picker. We do this to prevent
inadvertent double counting of bid opportunities in your forecast. Of course you can also change the default setting if desired.
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Slide 83 - Additional Information
Slide notes
Dynamic layout is used to render the corresponding new layouts for Bid Opportunities and Project Opportunities. Commonly used fields have been
included, but of course you can and should further customize the layouts using Oracle Sales Cloud extensibility to embody your specific use cases and
business requirements.
This version of Bid Management enables a two-level opportunity hierarchy between Project Opportunities and Bid Opportunities. Project Opportunity is
always a parent, and Bid Opportunity is always a child.
However, please note that you will be able to create a parent to child relationship between Project Opportunities and any other opportunity, regardless of
type. At this point, we officially only support Bid Opportunity as a child and Project Opportunity as a parent.
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Slide 84 - Implementation Advice
Slide notes
In this implementation advice section we will go through what you need to consider before enabling these features in your business and what you need to
know to set them up.
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Slide 85 - Feature Impact Guidelines
Slide notes
This table depicts key upgrade information for the new features covered in this training.
Please note that these features are not automatically available to users. Setup is required to enable the features and associate them with specific job roles.
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Slide 86 - Setup Summary
Slide notes
A few setup steps are required to enable the features discussed today.
You will use standard Oracle Sales Cloud Extensibility to enable Bid Management. This includes three general areas of the application:
• Application Composer
• Customize Workarea Pages
• Setup and Maintenance
A set of very detailed, click-by-click instructions have been provide for you in the setup guide which is available on My Oracle Support. I won’t repeat all of
the detail here, but I’d like to give you an overview of what you can expect.
You may chose to follow all of the suggested steps in the guide, or skip items you don’t need. For example, you may decide that you don’t want to use the
reports we’ve provided, therefore you’ll skip the steps involving enabling our reports for your users. Instead, you may want to create your own reports,
perhaps using our reports as an example.
In summary,
• You will use Application Composer to enable the new Opportunity page layouts
• You will use Customize Workarea pages to display the infolets and reports on the new Sales Infolets page
• And you will use Setup and Maintenance to associate the sale process steps of your choice, to be used with Sales Coach, on the new Bid Opportunity and
Project Opportunity pages.
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Slide 87 - Enabling Bid Management Page Layouts
Slide notes
Now a bit more detail in terms of enabling the new page layouts.
You’ll need to do three things:
1. First, you’ll make a copy of the new bid opportunity and project opportunity page layouts
2. Next, you'll associated groovy scripts as instructed in the documentation. The complete groovy script is provided for you. You will simply place it in the
advanced expressions column of the page setup form.
3. Then, you’ll associated job roles to each layout. We make some recommendations in term of which job roles to use, but ultimately, you’ll decide what’s
right for your organization.
The important thing to remember is that you should follow the setup instructions in the sequence provided.
Upon completing the documented setup steps and appropriate testing, publish the sandbox.
Note that it’s very important to publish as instructed in the documentation. I suggest making the changes, testing, then publishing and repeating the
process in smaller chunks of work rather than making all the changes in one shot and publishing only once, at the very end.
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Slide 88 - Enabling Bid Management Infolets and Reports
Slide notes
As discussed earlier, in this release, we also provided two new infolets and three reports.
You will need to follow a few simple setup steps to make the infolets and reports available to your users based on on the new Sales Infolet page.
The new Sales Infolets page should already be enabled in your environment. If it is enabled, you will see two dots on the springboard. The dot on the left is
used to display the standard springboard with the full complement of object icons and folders. The dot on the right is used to display the new Sales Infolets
page. If you do not see the dot on the right, you’ll need to follow the instructions in the setup guide to enable it for your implementation. You’ll need to do
this only once.
Next, to make the two infolets available on the new Sales Infolets page, you will do two things
1. You will Associate each infolet with specific job roles. We recommend you make them available for direct sales users, but of course, this is your choice.
2. Next, you will add the infolets on the Sales Infolets page.
For reports, you will do three things
3. You must first make a copy of the reports.
4. You will then associate appropriate job roles.
5. And finally, you will place the reports on the Sales Infolets page.
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Slide 89 - Configure Sales Methodology for Sales Coach
Slide notes
With Bid Management, we introduced two new opportunity types, Bid and Project.
To define Sales Methods and Sales Stages for Sales Coach on Bid Opportunities and Project Opportunities, you will need to do two things:
• Create a profile option for each sales method
• Then set the default Sales Method for the Opportunity Type
Oracle Sales Cloud already provides three sales methods and stages
• Standard Sales Process
• Line Set-Enabled Sales Process
• Accelerated Sales Process
However we recommend creating your own sales methods and stages for
• the Bid Process
• and the Project process
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Slide 90 - Implementation Decision Points
Slide notes
The following is a summary of the key decision points for your Release 11, High Tech and Manufacturing implementation.
You must consider which job roles will have access to the new pages and complete the setup steps, otherwise the pages will not be visible to your users.
You must consider which job roles will have acess to the new infolets and reports and complete the setup steps, otherwise the new infolets and reports will
not be visible to your users.
And you must consider setting up sales methods and sales stages to associate with the new opportunity layouts, otherwise Sales Coach will not provide
meaningful information to the sales users as they progress through the opportunity life cycle for bid opportunities and project opportunities.
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Slide 91 - Job Roles
Slide notes
Please note that only the Sales Administrator job role can provide access to the vertical custom objects, create vertical roles, and assign vertical
customizations roles.
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Slide 92 - Business Process Model Information
Slide notes
The business processes associated with the new capabilities covered in this training are detailed here.
The high level business processes addressed here are Bid Management and complex Opportunity Management.
To complete the Bid Management flow, you must create a parent project opportunity and associated bid opportunities to track the overall bid process.
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Slide 93 - Setup Best Practices
Slide notes
Be sure to reference the Oracle Sales Cloud Getting Started High Tech and Manufacturing document during your setup process and always check the
Know Issues document on My Oracle Support for late breaking information.
This concludes this presentation, thank you for listening. You can easily pause and rewind any of these slides if you require additional time to take in the
detail.
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