Adobe Captivate
Friday, February 12, 2016
Slide 3 - Oracle Sales Cloud
Release 10
Slide notes
Hello, my name is Nick. Welcome to training for Release 10 . In this session we will talk what’s coming
in about in Oracle Sales Cloud for Sales Forecasting
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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, and what you need to know to set them up.
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Slide 5 - Enhancements Overview
Slide notes
Forecasting has added two new features in Release 10.
Product Aggregates and Overlay Forecasts.
Lets take a look at each in more detail.
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Slide 6 - Product Aggregates
Slide notes
The new product aggregates feature shows the product totals of all forecasted opportunities. The product aggregates can be shown for the quarterly
forecast total, or they can be broken down by the months within that quarter.
Forecasting reflects any edits made to an opportunity, or any adjustments made at the deal level in real time.
Forecasting allows adjustments to be made to the leaf product. The parent products will be recalculated upon save as will your overall forecast number.
Adjustments are only visible up the management chain.
The product aggregates feature can be enabled by the administrator, and the depth of the product hierarchy within forecasting can be set by the
administrator to 1, 2 or 3 levels deep
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Slide 7 - Product Aggregates
Slide notes
Forecasting highlights adjustments and unadjusted numbers. A blue dot indicates an adjustment was made. Hovering over the blue dot will display the
adjustment made, as well as the unadjusted forecast which is based off the sales reps opportunities. Any adjustments made by subordinates are also
shown. This allows you to determine how close the manager adjustments are to the underlying sales reps opportunities.
Up and down arrows indicate changes from the previous forecast. Hovering over the arrows will show what the quarterly forecast was last month, compared
to right now. This allows you to identify what has changed, on a product by product basis.
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Slide 8 - Overlay Forecasts
Slide notes
Sales Cloud Forecasting allows overlay sales credits to be forecasted by overlay sales organizations.
The overlay forecast rolls up separately from the revenue sales credit, so the same deal can be forecasted by two or more different sales reps.
If a user has access to both a revenue and an overlay forecast, each forecast will appear as a separate card. The revenue forecast will be displayed first by
default. The user will be able to navigate to the overlay forecast by clicking the right arrow at the bottom of the screen.
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Slide 9 - Simplified User Interface
Slide notes
Product aggregates allow product level visibility in the forecasting process.
Overlay forecasts enable overlay sales organizations to own a separate forecast.
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Slide 49 - Summary of Enhancement Capabilities
Slide notes
Here is the summary of the features I have talked about today …
The new product aggregates feature shows the product totals of all forecasted opportunities.
Product aggregates can be adjusted by management in a manner that is not visible to subordinates.
The overlay forecast allows an overlay sales organizations to submit a separate forecast from the prime sales force.
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Slide 50 - 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 51 - Feature Impact Guidelines
Slide notes
The product aggregates feature must be enabled by your systems administrator.
The overlay forecast feature is enabled on a territory by territory basis.
If either the product aggregates feature or the overlay forecast feature have already been enabled for the Desktop UI, then they will be automatically
available for the Simple UI.
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Slide 52 - Setup Summary
Slide notes
The setup for forecasting is achieved by navigating to the Select Forecasting Options setup task.
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Slide 53 - Product Aggregates Setup Detail
Slide notes
To enable the product aggregates feature, check the Enable Summary Tab checkbox on the Select Forecasting Options screen.
Also define the depth of the product hierarchy. For improved usability, set the product hierarchy depth to 1, to show only the first level of products in the
hierarchy.
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Slide 54 - Overlay Setup Detail
Slide notes
To enable the overlay forecast feature, navigate to the Territories Desktop UI to access full set of Territory Management features
Create a new proposal to update your territories as required.
Set the Forecast Participation to Revenue and nonrevenue for those territories that will see both the revenue forecast and the overlay forecast.
Set the Forecast Participation to Nonrevenue for those territories that should only see the overlay forecast.
All parent territories, that have one or more child territories that are participating in the overlay forecast, should either have Forecast Participation set to
either Nonrevenue or to Revenue and nonrevenue.
To uptake the latest territory hierarchy for the current forecast, the forecast must have a frozen date in the future, and the Run Refresh Forecast process
must be run.
No additional setup is required. The Run Refresh Forecast job will automatically enable the overlay forecast feature for those territories with the correct
Forecast Participation.
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Slide 55 - Implementation Decision Points
Slide notes
The overlay forecast is enabled for a user by creating a territory for them with a forecast participation attribute of “Nonrevenue”
How should the overlay sales organization be modeled in the territory hierarchy?
Territory dimensionality will control what opportunities the overlay sales force can see. The territory hierarchy will determine which managers have visibility
into the overlay forecast.
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Slide 56 - Job Roles
Slide notes
This table details the shipped job roles that will access the new capabilities covered in this training.
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Slide 57 - 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 process is Sales Planning and Forecasting with the activity Manage Sales Forecast.
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