Oracle Sales Cloud - Administration
Content
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functionality described for Oracle’s products remains at the sole discretion of Oracle.
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2
Oracle Sales Cloud
Implementation Partner Workshop
Smartphones and Tablets
February, 2015
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Smartphones and Tablets Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Role-based Perspective of Mobile Benefits
Oracle Sales Cloud Mobile App
Oracle Voice
Oracle Mobilytics
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to view different layouts for different business users based
on specific attributes of the user and the related OSC object for mobile app.
We heard…
With Release 9, dynamic layouts has been introduced to display different
layouts at runtime based on login user’s role and the object the user is
trying to access.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to have a faster and easier way to collaborate with other
sales members from within Oracle Sales Cloud Mobile.
We heard…
With Release 9, Oracle Sales Network conversations are accessible within
Oracle Sales Cloud Mobile. No need to toggle to OSN application to view and
join conversations.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to have Data Quality functionality in Oracle Sales Cloud
Mobile, so that we can ensure that duplicate and bad data does not get into
OSC.
We heard…
With Release 9, we have integrated Enterprise Data Quality engine with
Oracle Sales Cloud Mobile. EDQ keeps your account and contact data clean
and accurate.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to view and manage the attachments in Oracle Sales Cloud
Mobile.
We heard…
With Release 9, you can view attachments in common file formats, including
doc, xls and pdf, and it is also possible to capture business information in the
form of pictures or voice recordings for opportunities, leads, activities or
other sales objects.
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Role-based Perspective of Mobile Benefits
Role
Objective
How to achieve Objective
Sales Rep
Enable more selling with mobile
tools that provide updates without
extra effort
Provide relevant information to increase
productivity, not just a tool for managers
Sales Exec
Improve forecast visibility
Increased collaboration between
managers and reps
Track updates to opportunities in real-time
anytime anywhere
Sales Ops
Customize the mobile experience
with easy to use tools
Ensure tools are easy to use
More reps using results in better data for all
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Oracle Sales Cloud Mobile
Key Capabilities
Real-time and Offline Access to Data
Read/Write Access to Key Objects
̶ Customer, Contacts, Leads, Opportunity
̶ Activities, Notes, Alerts
̶ Top level/Child custom objects
Manage Forecast and Forecast Items
Saved Searches
AroundMe
Interactive Analytics
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Oracle Sales Cloud Mobile
New Capabilities
Dynamic Layouts
Enhanced Integration with Oracle Social Network
Attachments
Enterprise Data Quality
Enhanced Contact Management
Filmstrip View for Analytics
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Oracle Sales Cloud Mobile App
Supported Devices and Platforms
iOS (version 8.0, 7.0, 6.0 and 5.0)
̶
iPhone models 6, 5S, 5C, 5, 4S, 4, 3GS
Android (version 4.0.2 and higher)
̶
Smartphone and tablet (7” and 10”) devices
BlackBerry (version 7.0, 6.0 and 5.0)
̶
Models: Bold, Storm, Curve, Torch
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Dynamic Layout
Customize the mobile application to display different fields
and related objects based on:
̶ User role
̶ Record type
̶ Advance expression
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Enhanced Integration with Oracle Social Network
Collaborate with your sales team within Oracle Sales Cloud Mobile
Share your opportunities or other sales objects
Join an object wall that is already shared
View conversations
Post attachments and newsfeeds
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Attachments
View attachments in common file formats
̶ .doc,
.xls, .pdf, .ppt, etc7
Attach and share voice recordings and
pictures
Post attachments to Oracle Social Network
and share them with the sales team
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Enterprise Data Quality
Perform data matches on Accounts or Contacts
Display alerts showing potential duplicates
Create a new record or select an existing account or
contact directly from the notification
Validate address
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Enhanced Contact Management
Change the primary contact for accounts, leads, and
opportunities
Remove contacts associated with accounts, leads,
and opportunities
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Analytics
Filmstrip View
̶ Browse through reports by swiping left or right
̶ Interactively toggle between the Filmstrip view and List view
̶ Post reports to Oracle Social Network
Interactive Analytics
̶ Drill down to more detailed information
̶ View summary information
̶ View embedded charts
̶ Show categories in a table format
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Oracle Voice
Execute transactions quickly using voice
interaction with text and touch capabilities
Capture data faster and more effectively with
a conversational approach
Augment existing mobile solutions
Supported Devices and Platforms
̶
iOS (version 8.0 and 7.0)
iPhone models 6, 5S, 5C, 5, 4S, 4
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Oracle Mobilytics
Make Decisions with Real-Time Data on the Go
Tailored specifically for sales managers and executives
Intuitive iPad application
Gain important business insights from interactive reports
Integrated with Oracle Social Network and email
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Oracle Mobilytics (continued)
Interactive Visualizations
Forecast Shaper
̶ Perform “What if” analysis to help achieve quota
̶ Review current quarter close rate against quota
̶ Drag and drop opportunities and preview
potential forecasted changes
̶ Filter opportunities to identify gaps
Pipeline Analyzer
̶ Analyze sales stages to move important deals
along
̶ View all opportunities for each sales stage
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Oracle Mobilytics (continued)
Interactive Visualizations
Deals Radar
̶ Review team’s activities and focus in on the right
deals for the quarter
̶ View opportunity win probability in relation to deal
size
̶ View opportunity details to get all activity
information
Aging Monitor
̶ Keep forecast on track
̶ View pipeline by deal size and projected close
̶ Hone in on stale opportunities to close
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Oracle Mobilytics (continued)
Interactive Visualizations
Team Tracker
̶ Monitor team performance and address
performance issues
̶ Displays team’s performance based on attainment
̶ Drill down to view individual team member
performance and details
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Coming Soon!
Call Report App
̶ Perform critical and frequent tasks in one minute or
less
View upcoming appointments
View last call report
Prepare for next meeting
Create or update a call report for completed
meetings
Update the related opportunity data
Share call report on OSN to inform sales team
about the latest updates
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Additional Resources
Videos/Recorded Trainings for OSC Mobile
Oracle Sales Cloud Mobile (Sales Rep using Smartphone)
Getting Started with Oracle Voice
Oracle Sales Cloud: Mobilytics
Call Report: Prepare and Report Your Meetings Easily
R8 Release Training
R9 Release Training
Additional Videos: Search for Oracle Sales Cloud Mobile in the web application help or in the Oracle
Learning Library:
Viewing Reports and Analytics in Oracle Sales Cloud Mobile
Configuring Oracle Sales Cloud Mobile Pages for a Specific Role
Posting Attachments to an OSN Conversation from Oracle Sales Cloud Mobile
Sharing an Opportunity with OSN From Oracle Sales Cloud Mobile
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Practices: Basic Tasks on Smartphone
Practice 07A-1 covers the following topics:
Download and configure Oracle Sales Cloud Mobile
Configure offline access
Download and configure Oracle Social Network
Explore opportunity
-
Search opportunity
Review opportunity layout
Edit opportunity sales stage
View and add attachments (NEW)
Post attachment to OSN (NEW)
View conversation (NEW)
Review Analytics (NEW)
Review Forecasts
Review AroundMe
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Practices: Configuring the Mobile Application
Practice 07A-2 covers the following topics:
Activate sandbox
Configure springboard
Add a custom object
Configure the layout of the opportunity object for sales reps (Dynamic Layouts) (NEW)
-
Add a field to opportunity detail page
Add the custom object as related object
Add a report to the analytics page
Explore password save options
Run Geocode task
Set security for an OSC instance
Configure Contact/Calendar Sync
Verify changes in sandbox
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Practices: Basic Tasks on Oracle Voice (Take Home)
Practice 07A-3 (NEW) covers the following topics:
Configure Oracle Voice
View opportunities and notes
Create a note
Add a contact
List possible commands
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Oracle Sales Cloud for Outlook
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Oracle Sales Cloud for Outlook Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Overview
Key Capabilities
What’s New in Release 9?
Supported Platforms
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Oracle Sales Cloud for Outlook Overview
Search, Create and Manage Sales Data in Outlook
Opportunity
Account
Revenue Items
Lead
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Oracle Sales Cloud for Outlook
Key Capabilities – Prior to Release 9
Account, Opportunity and Lead data available
Calendar, Contact and Task data consolidated
Save customer emails to Oracle Sales Cloud
Access sales data while disconnected from network
Synchronize data between Oracle Sales Cloud and Outlook
Customization using Application Composer
Flag Customers and Contacts as favorites
Associate data in Outlook directly to records in Oracle Sales Cloud
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Oracle Sales Cloud for Outlook
Key Capabilities
Improved deployment and upgrades
Role-based configuration
Simulate synchronization filter results
Assign partner resources to opportunities and
leads
Outlook contact matching
Oracle Sales
Cloud for Outlook
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Improved Deployment and Upgrades
Install the Outlook client from the Outlook preferences page
Install requires user’s login credentials only**
** Depends on how admin sets it up in the ini file
Upgrade Outlook client automatically
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Role-Based Configuration
Customize Outlook forms to
display different fields, sections
and child form views by user role
Set up synchronization filters that
employ user roles to control data
synced to a client
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Simulate Synchronization Filter Results
Simulate data sync from within Outlook using
configured synchronization filters to determine
data volume
Report data sync metrics by object record
counts
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Assign Partner Resources
Add partners as resources to opportunities and leads
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Outlook Contact Matching
Match and merge duplicate contacts between Outlook and OSC
Identify and resolve duplicates
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Outlook Demos
Role-Based Customization
Configure a form-region for Sales Manager
̶ Configure a synchronization filter for Sales Manager
̶
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Oracle Sales Cloud for Outlook
Supported Platforms and Other Dependencies
Client platform support
Outlook 2007 SP2, Outlook 2010, Outlook 2013
Windows 7, Windows 8.1
Other dependencies
.NET Framework 4 or above on client machine
Requires Outlook mail profile to be configured with:
̶ Microsoft Exchange service using Cached Exchange Mode (OST)**
̶ SMTP/POP3 service using personal folders (PST)
Note: IMAP is not supported
̶
** Does not require any additional Exchange permissions
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Coming Soon!
Oracle Sales Cloud for IBM Notes
Integration using familiar user interface
Synchronization of Contacts and Calendar
data from Oracle Sales Cloud
Link Email, Contacts and Calendar records
to relevant Sales Cloud data (i.e. Account,
Opportunity, Lead)
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Additional Resources
Videos/Recorded Trainings for OSC for Outlook:
Oracle Sales Cloud for Outlook (Reps Sell More with Integrated Email)
Microsoft Outlook Extensibility in Oracle Sales Cloud webinar
R8 Release Training
Additional Guides:
For more information on Outlook integration:
Oracle Sales Cloud for Outlook Client - Release 9 (11.1.9.2) Upgrade Guide
̶ Review this guide if you are upgrading from OSC R8 to R9
Oracle Sales Cloud for Outlook - Deployment Guide
Extending Outlook Pages using Application Composer
Using Sales Guide: Overview of Oracle Sales Cloud for Outlook chapter
Implementing Sales: Define Outlook Integration
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Analytics
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How do I work with Analytics within
Oracle Sales Cloud (OSC)?
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44
Analytics Feedback
Partners and Customers told us…
We would like to have the flexibility to view currency amount fields in BI reports.
There are times when the revenue fields need to be displayed in the entered
currency of the revenue lines, and other times in the user preferred currency,
without having to create multiple versions of the reports
We heard…
With R8, the currency amount fields can be viewed in the CRM currency
With R9…
In R9, the currency amount fields can also be viewed in the user preferred
currency, as well as in the original entered currency
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Analytics Feedback
Partners and Customers told us…
We would like to have the ability to centrally report on task, appointments,
including all customers interactions. Reporting on territories along with the
Account and Resources are also critical for us to validate and review the
assignment process.
We heard…
With R8, we provided the ability to report on Account which enabled the
creation of custom reports for account teams and their role
With R9…
In R9, we have introduced additional three new BI subject areas to cover the
reporting of Activities, and two subject areas to cover the reporting of Territory
association to Account Resources
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Analytics Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Analytics – Key Highlights
Analytics Overview – Components
Analytics - Key Capabilities
Analytics - What’s New
Analytics – Use Case
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Role-based Perspective Of Sales Analytics
Role
Objective
How to achieve Objective
Sales Ops
• Provide insights to sales
management to maximize
sales effectiveness
• Easily create, modify and deliver custom reports and
dashboards
Sales Manager
• Gain visibility and
predictability into sales
pipeline and forecast
• Track updates to opportunities in real-time anytime,
anywhere
Sales Executive
• Understand business trends
to achieve financial goals
• Provide relevant information to increase
productivity, not just a tool for managers
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Analytics – Key Highlights
Executive Dashboards
Opportunity and Forecast Trending
Sales Rep Activity Management
1-Click Analytics Access
Consolidated View of Sales Performance
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Executive Dashboards
Manage Your Business with Enterprise grade Analytics
View 6 prebuilt real-time dashboards for executives to track
performance
Tailor dashboard to provide the right information for each
role
Increase sales velocity by helping the team to close deals
faster
Tracking stalled deals using the Push Counter
Drill down to detail report and take action using Oracle
Social Network
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50
Opportunity and Forecast Trending
Accurately forecast your sales to build a sales plan
Track forecast and opportunity changes up to 15
months
Quick view of close date, sales stage and
revenue changes
Compare forecast trends across forecast periods
View forecast comparisons for each sales
member in your team
Adjust opportunities to develop a more accurate
forecast
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51
Sales Rep Activity Management
Boost your sales team’s effectiveness to close more deals
Track open tasks on opportunities
Measure and plan sales representative activities
for key accounts
Track sales activities by top opportunities
Customize reports for your own unique business
processes
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52
1-Click Analytics Access
Access all your reports and share analytical insights with team members
Email and share reports or save them as PDFs
Easy interface to search reports
Mark reports as favorites
Automatically access all reports created in Oracle
Business Intelligence
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53
Consolidated View of Sales Performance
Opportunity-Quote-Order Reporting
Analyze opportunity conversions to
quotes and orders
Use data from multiple data sources
Have single view of data across all your
opportunities, quotes and orders
Track all customer touch points
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54
Analytics Overview
Analytics functionality in Oracle Sales Cloud is built on standard Oracle
Business Intelligence (OBI) services and functionality
Leverages common OBIEE components:
Intermediate metadata layer
BI Catalog
BI Report Generation Tools
Subject Areas
Pre-Packaged
Reports &
Dashboards
Embedded
Analytics
Self-Service
Query &
Reporting
BI common metadata
Sales Cloud Database
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Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component - Pre-packaged Reports
Sample OOTB Reports: Opportunities and Leads
Opportunity Reports
My Team’s Performance
My Team’s Pipeline
My Team’s Leadership Board
My Performance
My Pipeline
Top Open Opportunities
Sales Performance Trend
Sales Stages by Age
Lead Reports
Team’s Leads
My Leads by Age
My Open Leads by Source
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57
Analytics Component - Pre-packaged Reports
Additional Sample OOTB Reports: Forecast and Partners
Forecast Reports
Forecast vs. Quota
Team Forecast vs. Team Open Pipeline
Partner Reports
My Forecast vs. My Open Pipeline
Partner Performance
Open Pipeline
Partner Leadership Board
Partner Win Rate
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58
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component – Infolets
Configurable Infolets
Build Infolets that display sales
performance
Drill down capabilities gives
further insights into pipeline,
opportunity changes, team
performance and historical
trending
Infolets can be configured for
Sales Executives, Managers and
Sales Reps
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60
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component - Embedded Analytics (Simplified UI)
Display standard or custom
reports in list view pages where
the sales team needs them most
Embed actionable reports on the
list view and detail pages for
Leads, Opportunities, Accounts
and Contacts
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62
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component – Subject Area(s)
Oracle Sales Cloud analyses and reports are built on BI Subject Areas
Are sets of related information with a common business purpose
Are designed to identify a set of relevant and related data upon
which to build an analysis or report
This report 7.
7 is based on this
subject area
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64
Analytics Component – Subject Area(s)
A Subject Area consists of a set of folders
Each folder contains multiple columns that represent attributes that
describe the entities in the subject area
Reports are defined in terms of columns in the subject area
Entities in the
subject area
Subject
area
Attributes of the
Employee entity
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65
Analytics Component – Subject Area(s)
Dimension Folders
Contains specifications of the
entities participating in an
analysis
The entities are often referred
to as dimensions
Dimension
folder
A separate dimension folder
appears for each entity in the
subject area
Dimensions
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66
Analytics Component – Subject Area(s)
Fact Folders
Contains a list of quantitative
attributes that characterize the entities
̶
Depending on the context of the
report, a column in a fact folder can
be
Fact – a value which is tied to a
single instance of a dimension Example:
Expected revenue for a revenue line item
Measure – a value which has been
computed or aggregated over a set of
dimension instances
Example: Total expected revenue for all
opportunities
Fact folder
Columns
in a fact
folder
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67
Analytics Component – Subject Area(s)
Benefits:
Serve as logical representations of sales cloud data
Are independent of the source of the data
̶ Can originate in the transactional or historical repositories
Are independent of the underlying storage schemas
̶ Shield the report and analytics developers from having to understand the
physical schemas
Subject Area Documentation:
http://www.oracle.com/technetwork/documentation/otbi-2225435.html
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68
Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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69
Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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70
Analytics – Key Capabilities
BI Extensibility: Custom Fields
“Customer Type” is a custom field
Custom Field:
“Customer Type”
is available when
creating a report
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71
Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Are subject areas that are created by CRM
administrators to allow reporting and analyses on
custom objects
Are created using Oracle Application Composer
Are published to the BI Catalog
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Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Custom subject areas created
using Oracle Application
Composer include:
̶ A dimension folder for the
custom object
Serves as the focus for the subject
area
̶ A dimension folder for each
child and related object
̶ A single fact folder containing all
the measures
Fact
folder
Custom
object
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Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Why Use Custom Subject Areas?
Tailor reporting capabilities by including the objects,
child objects, fields and metrics you need
Common use cases for creating CSA’s:
–
I’ve created a custom top level object and want to
use it as the primary object of a subject area
–
I’ve created a custom child object and I want to
include it in my reports
–
I’ve added DCL type of custom attributes to a
standard object and I want to report on them
–
I want to report on some measures that are not
provided out of the box
OOTB
Custom
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Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Creating a Custom Subject Area
1.
2.
3.
4.
5.
6.
7.
8.
Identify the primary object
Add child objects
Select the fields
If necessary, apply date leveling
Specify security
Review the subject area
Publish the subject area
Examine the subject area
Lab: Illustrates how to create a Custom Subject Area
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Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics – Key Capabilities
Building Cross Area Joins
What is a Cross Subject Area Report?
A report that combines data from more than one subject area
Queries to build Cross Subject Area reports are classified into 3 broad
categories:
̶
̶
̶
Combining queries from multiple subject areas – reviewed in class
Using a ‘Set Operation’ (Union or Union All, for example) to combine more than
one result set from same or different subject areas – refer to (MOS ID 1601082.1)
Combining logical SQL using the Advance tab – refer to (MOS ID 1601082.1)
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Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Common Dimensions)
Example: Retrieve
̶ # of Opportunities
̶ # of Opportunity Revenue Lines
̶ # of Leads
̶ # of Interactions by Customer
Subject Areas Used
Marketing – CRM Leads
Sales – CRM Pipeline
Sales – CRM Sales Activity
Common Dimensions
Across Subject Areas
Customer
Measures to be retrieved
# of Leads
# of Opportunity Revenue
Lines
# of Opportunities
# of Activities
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Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Common Dimensions)
Criteria:
Results:
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Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Local & Common
Dimensions)
Example: Retrieve
̶ Opportunity Line Revenue
̶ # of Activities by Customer
Subject Areas Used
Sales – CRM Pipeline
Sales – CRM Sales Activity
Common Dimensions
Across Subject Areas
Customer
Measures to be retrieved
# of Activities
Local Dimensions
Opportunity Line Revenue
Sales – CRM Pipeline . Competitor
Sales – CRM Sales Activity . Activity
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Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Local & Common Dimensions)
Criteria:
Results:
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Best Practices: Cross-Subject Area Joins
If all the metrics and attributes needed for the report are available in a single
subject area, use that subject area only and do not create a cross subject area
query
When joining 2 subject areas in a report, make sure at least one attribute from a
common dimension is used in the report
When using common dimensions always pick attributes from the common
dimension from a single subject area
Always include a measure from each subject area that is being used in the report
(This is required)
When using common and local dimensions, please set
SET VARIABLE ENABLE_DIMENSIONALITY = 1; in the Advanced SQL tab
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Analytics Overview – Key Capabilities
Building Cross Area Joins
Other alternative ways to build Cross Subject Area Joins:
Using a ‘Set Operation’ (Union or Union All, for example) to combine more
than one result set from same or different subject areas
Combining logical SQL using the Advance tab
Refer to MOS article:
Creating Cross-Subject Area Reports Using BI Answers (MOS ID
1601082.1)
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Analytics – Key Capabilities
BI Extensibility
Custom Fields
Custom Subject Areas
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics – Key Capabilities
(Infolet Configuration)
Your Dashboard comes with 6
Infolets installed by default
Infolets are based on your role within
the organization
̶ For Sales Reps, the Infolets show
individual performance and lead
details
̶ For Sales Managers, the Infolets
are more focused on team
performance
You can also customize Infolets
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Analytics – Key Capabilities
(Infolet Configuration)
Customizing an Infolet:
Only a Sales Administrator can customize (add, edit, remove) an Infolet
You can add Infolets to the dashboard as long as there are no more than 6
Infolets
If 6 Infolets are already there, you will need to remove an existing Infolet to
create space for a new one
Lab: Illustrates how to customize an Infolet
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Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics Overview – Key Capabilities
Historical Trending
Historical Opportunity Trending
̶ Create custom reports to track historical progression of opportunities
̶ Display variances and comparisons between time periods
̶ Analyze revenue by product, resource or territory
Historical Forecast Trending
̶ Analyze forecast trends and compare to pipeline, won revenue and quota
̶ Forecast metrics remain historically consistent and accurate across
forecasting periods even if product or territory hierarchies change
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Specify the time and date to capture a snapshot of the opportunity and revenue
to report on in any future time frame
̶ Point to Note: Schedule the creation of snapshots after salespersons have entered all
opportunity information, or when there is less business traffic
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Schedule “Generate Sales Historical Snapshots” job
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Verify success of “Generate Sales Historical Snapshots” job
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Create Historical Opportunity Trending Report
̶ Similar to creating any other report
Lab: Illustrates how to create an Historical Opportunity Trending Report
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Create Historical Opportunity Trending Report**
Result Set
*** This is covered in the lab
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93
Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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94
Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New - Pre-packaged Reports
Activities
For Sales Reps
Top Accounts by My Activities
My Open Tasks
For Sales Managers
My Team’s Activities
Top Accounts by My Team’s Activities
My Team’s Task on Open Opportunities
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What’s New - Pre-packaged Reports
Lead Management
Lead Management Reports
Lead Trending
Leads By Age
Leads By Source
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What’s New - Pre-packaged Reports
Forecast Reporting
Forecast Reports
Forecast Overview
Forecast v/s Quota
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New - Additional Subject Areas
Create Activity Reports
Enhanced Sales Activity BI subject areas to
provide the ability to create reports on
Activities by the associated accounts, leads
and opportunities
Sales – CRM Sales Activity Subject Area
Sales – CRM Activity Contact
Sales – CRM Activity Resource
Note: As activities move to the new, consolidated activity model, your activity data will be preserved for reporting
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What’s New - Additional Subject Areas
Create Territory based Reports
New BI subject area which allows reporting on
the accounts and resources on each of the
territories
Sales – CRM Territory Resource
Sales – CRM Account Territory
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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102
What’s New – Intuitive Report Center
Central location to gain visibility
The new, intuitive report center offers a
central location to gain insight and view
analytics in Oracle Sales Cloud. You can
easily:
Change views to see analytics in list or chart
views
Find reports using advanced search functions
Share reports with team members via email
Mark reports as favorites
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New – Data Visibility
Granular Data Visibility For Accounts
Get more focused insight into your accounts
with reports that show only the accounts you
own instead of the entire list of accounts you
can see
Using saved queries, you can filter data for a
specific part of your organization, a specific
territory or the records you own.
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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106
What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Provides users the ability to report on
opportunity revenues in either the corporate or
the user preferred currency
Two User Preferred Currency options are
available – simple and advanced. The options
differ in the way the exchange rate is selected
̶ Simple: The simple option uses the current
exchange rate
̶ Advanced: The advanced option uses a more
precise exchange rate based on the close date
of an opportunity
User can select the different options from BI
user account page (depicted on the right)
Lab: Illustrates how User Preferred Currency is utilized
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Set up:
- Corporate Currency is USD
- Reports should be displayed in Euros (i.e. User preferred currency is set to EUR)
- To keep it simple, each opportunity consists of a single revenue line.
So, Closed Date here refers to the Actual Closed Date on the revenue line.
- Revenue line was captured in INR (Indian Rupee)
Exchange rates: Today‘s date: July 31, 2104
Jan 31st, 2014 rate: USD->EUR = 0.75011
Jan 31st, 2014 rate: INR->EUR = 0.01050
Jan 31st, 2014 rate: INR->USD = 0.01401
Mar 31st, 2014 rate: USD->EUR = 0.75013
Mar 31st, 2014 rate: INR->EUR = 0.01052
Mar 31st, 2014 rate: INR->USD = 0.01403
Jul 31st, 2014 rate: USD->EUR = 0.75017
Jul 31st, 2014 rate: INR->EUR = 0.01055
Jul 31st, 2014 rate: INR->USD = 0.01407
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
1) Opportunity 1 (Status = 'Closed')
- Close Date: Jan 31st, 2014
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record: INR->USD 0.01401
2) Opportunity 2 (Status = 'Closed')
- Close Date: March 31st, 2014
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record: INR->USD 0.01403
3) Opportunity 3 (Status = 'Open')
- Close Date: Blank
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record is based on the last time the opportunity is updated,
i.e. today: INR->USD 0.01407
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Option selected: User Preferred Currency using Simple Currency Management
In the above case if I create, and more importantly view, the report today, the
Exchange Rate saved on
opportunity value for:
transactional record
Opportunity 1 will be EUR 10,517 i.e. 1M x 0.01401 x 0.75017
Opportunity 2 will be EUR 10,532 i.e. 1M x 0.01403 x 0.75017
Opportunity 3 will be EUR 10,562 i.e. 1M x 0.01407 x 0.75017
Exchange rate from USD to
EUR on July 31st
Note: This option relies on the rate saved on the transaction and today's flat rate
between the Corporate and User Preferred Currency.
This option is faster, because BI does not have to look up the rate for each transaction.
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110
What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Option selected: User Preferred Currency using Advanced Currency Management
In the above case if I create, and more importantly view, the report today, the
Exchange Rate saved on the date
opportunity value for:
of the transaction
Opportunity 1 will be EUR 10,500 i.e. 1M * 0.01050
Opportunity 2 will be EUR 10,520 i.e. 1M * 0.01052
Opportunity 3 will be EUR 10,550 i.e. 1M * 0.01055
Note: This option does not rely on the rate saved on the transaction. Instead it looks up
the rate between the INR and EUR for the specific date that applies to the transaction.
So even though, only one conversion hop takes place, the actual lookup for each record
would mean sluggish report response time.
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111
Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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112
What’s New – Multiple Child Objects
Multiple Child Objects for Custom Subject Areas
Include multiple child objects when you create
a custom analytics subject area
For example, you can create a custom
subject area with
̶ Opportunity as the primary object
̶ Then add as many children as you need,
̶ such as:
Opportunity Revenue Object,
Opportunity Contact Object,
Opportunity Reference Object
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113
Analytics - Use Case
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Analytics – Use Case
Set up:
ABC Corp has started to use OSC to track revenue data by their customers.
Customers are categorized by business segment
Customer sales histories are available from ABC Corp legacy system
Requirement:
ABC Corp management holds a weekly meeting where the team needs
to view current sales revenue and compare that to the sales histories by
customer and by segment.
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115
Analytics – Use Case
Tying BI and Extensibility concepts together
Create a custom field on Account to represent Segment
Create a custom child object of Account to record Sales History
(Sales Date, Amount)
Generate a Custom Subject Area to include
̶
̶
Account
Sales History
Extensibility
Custom Subject Area
Build a report in CRM Pipeline to show current Sales by Customer by Segment
BI: Utilizing Subject Areas
Build a report using the new CSA to show Sales History by Customer
Build a combined report to show Current and Historical Sales History
BI: Cross Area Joins
Areas of focus for this use case
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Analytics – Use Case
Build a report using CRM Pipeline to show current Sales by Customer by Segment
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117
Analytics – Use Case
Build a report using CRM Pipeline to show current Sales by Customer by Segment
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118
Analytics – Use Case
Build a report using CSA to show Sales History By Customer
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119
Analytics – Use Case
Build a report using CSA to show Sales History By Customer
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120
Analytics – Use Case
Combining results from multiple Subject Areas
Using the “UNION” operation to combine the results from the 2 reports
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Analytics – Use Case
Combining the results
Using the “UNION” operation to combine the results from the 2 reports
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Analytics – Use Case
Combined Report
Combined report to show Current and Historical Sales History
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123
Analytics Features –
Coming Shortly
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Analytics Features – Coming Shortly
Channel Sales Manager Dashboard
Quickly glean Sales and Partner activity
information from a dashboard. The
dashboard includes key performance
indicators for:
̶ Quarterly sales
̶ Top opportunities
̶ Pipeline
̶ Partner Performance
̶ Stalled Opportunities
̶ Lead Distributions
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125
CX Reporting using OTBI-Enterprise
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126
OTBI-Enterprise for CX Reporting
Build reports and analysis using multiple data sources
Oracle SaaS Cloud
Salesforce.com, Microsoft Dynamics
Sales
3rd Party Data Sources
Service
Oracle On-Premise Data
OTBI Enterprise CX
Marketing
Oracle CX Cloud
Financials, ERP, Siebel, EBS, etc.
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127
Oracle BI Applications & Tools
One Solution Foundation Delivers All Analytical Needs
OTBI Standard
Operational Reporting
OTBI Enterprise for CX
Advanced Analytics
Real-Time Operational CRM Reporting
Advanced Managerial Analytics
Key Benefits
• Insight into the real-time state of
the business
• Meets core reporting needs
•
•
•
•
Focus & Capabilities
Real-time operational reporting
Transactional reporting
Straightforward metrics and
KPI’s
Designed to report on a single
source of data (e.g. Sales
Cloud)
OT
BI
OTB
I-E
Key Benefits
• Extends insights with multi-sourced,
cross-pillar, integrated analyses
• Deeper, broader, faster insights for
improved decision-making
•
•
•
•
•
Focus & Capabilities
Cross-source analyses across Oracle
applications (CX, HCM, ERP, more)
Long-term historical trending
Predictive analytics
Extend insights with non-Oracle data
Optimized for processing-intensive
analyses leveraging data warehouse
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128
Analytics - Key Takeaways
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129
Analytics - Key Takeaways
Manage your business with Executive Dashboards
Track forecast and pipeline changes using historical data up to 15 months
Boost your sales effectiveness with Sales Rep Activity Management
Provide greater visibility with real-time embedded analytics and 1-Click Access
Interactive sales performance visualization with Oracle Mobilytics
Extend Oracle Sales Cloud Partner ecosystem to provide additional capabilities
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130
Additional Resources
For more information on reporting and analytics functionality, link to:
http://docs.oracle.com/cloud/latest/salescs_gs/salescs_report.htm
Resource Center for BI Reports, access document ID (MOS ID
1624768.1) on support.oracle.com
Using Business Intelligence Publisher Reports to Query Oracle Sales
Cloud Transactional Tables, access document ID (MOS ID 1603630.1)
on support.oracle.com
Oracle Sales Cloud Business Intelligence (BI) Variables, access
document ID (MOS ID 1900513.1) on support.oracle.com
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Demo
Launch BI Answers
Create a report using Subject Area “CRM – Sales Pipeline” –
define a filter
Embed the report created above in SUI
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Practice: Oracle Sales Cloud Analytics
Practice 07B covers the following:
Generating a Report
Examining Dashboards/Infolets
Add an Infolet to the Dashboard Tab
Embedding Analytics in Simplified UI
Creating a Custom Report
Exploring Historical Trending
Creating Custom Subject Areas
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Practice (contd): Oracle Sales Cloud Analytics
Practice 07B covers the following:
Navigating from a report to another report
Navigating from a Report to an Object Page
Adjusting Report Currency
Scheduling a Report
Creating Custom Activity Reports
Building Cross-Subject Area Joins
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134
The following is intended to outline our general product direction. It is intended for
information purposes only, and may not be incorporated into any contract. It is not a
commitment to deliver any material, code, or functionality, and should not be relied upon
in making purchasing decisions. The development, release, and timing of any features or
functionality described for Oracle’s products remains at the sole discretion of Oracle.
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2
Oracle Sales Cloud
Implementation Partner Workshop
Smartphones and Tablets
February, 2015
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Oracle Confidential – Internal/Restricted/Highly Restricted
Smartphones and Tablets Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Role-based Perspective of Mobile Benefits
Oracle Sales Cloud Mobile App
Oracle Voice
Oracle Mobilytics
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to view different layouts for different business users based
on specific attributes of the user and the related OSC object for mobile app.
We heard…
With Release 9, dynamic layouts has been introduced to display different
layouts at runtime based on login user’s role and the object the user is
trying to access.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to have a faster and easier way to collaborate with other
sales members from within Oracle Sales Cloud Mobile.
We heard…
With Release 9, Oracle Sales Network conversations are accessible within
Oracle Sales Cloud Mobile. No need to toggle to OSN application to view and
join conversations.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to have Data Quality functionality in Oracle Sales Cloud
Mobile, so that we can ensure that duplicate and bad data does not get into
OSC.
We heard…
With Release 9, we have integrated Enterprise Data Quality engine with
Oracle Sales Cloud Mobile. EDQ keeps your account and contact data clean
and accurate.
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Oracle Sales Cloud Mobile App Feedback
Partners and Customers told us…
We would like to view and manage the attachments in Oracle Sales Cloud
Mobile.
We heard…
With Release 9, you can view attachments in common file formats, including
doc, xls and pdf, and it is also possible to capture business information in the
form of pictures or voice recordings for opportunities, leads, activities or
other sales objects.
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Role-based Perspective of Mobile Benefits
Role
Objective
How to achieve Objective
Sales Rep
Enable more selling with mobile
tools that provide updates without
extra effort
Provide relevant information to increase
productivity, not just a tool for managers
Sales Exec
Improve forecast visibility
Increased collaboration between
managers and reps
Track updates to opportunities in real-time
anytime anywhere
Sales Ops
Customize the mobile experience
with easy to use tools
Ensure tools are easy to use
More reps using results in better data for all
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Oracle Sales Cloud Mobile
Key Capabilities
Real-time and Offline Access to Data
Read/Write Access to Key Objects
̶ Customer, Contacts, Leads, Opportunity
̶ Activities, Notes, Alerts
̶ Top level/Child custom objects
Manage Forecast and Forecast Items
Saved Searches
AroundMe
Interactive Analytics
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Oracle Sales Cloud Mobile
New Capabilities
Dynamic Layouts
Enhanced Integration with Oracle Social Network
Attachments
Enterprise Data Quality
Enhanced Contact Management
Filmstrip View for Analytics
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Oracle Sales Cloud Mobile App
Supported Devices and Platforms
iOS (version 8.0, 7.0, 6.0 and 5.0)
̶
iPhone models 6, 5S, 5C, 5, 4S, 4, 3GS
Android (version 4.0.2 and higher)
̶
Smartphone and tablet (7” and 10”) devices
BlackBerry (version 7.0, 6.0 and 5.0)
̶
Models: Bold, Storm, Curve, Torch
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Dynamic Layout
Customize the mobile application to display different fields
and related objects based on:
̶ User role
̶ Record type
̶ Advance expression
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Enhanced Integration with Oracle Social Network
Collaborate with your sales team within Oracle Sales Cloud Mobile
Share your opportunities or other sales objects
Join an object wall that is already shared
View conversations
Post attachments and newsfeeds
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Attachments
View attachments in common file formats
̶ .doc,
.xls, .pdf, .ppt, etc7
Attach and share voice recordings and
pictures
Post attachments to Oracle Social Network
and share them with the sales team
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Enterprise Data Quality
Perform data matches on Accounts or Contacts
Display alerts showing potential duplicates
Create a new record or select an existing account or
contact directly from the notification
Validate address
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Enhanced Contact Management
Change the primary contact for accounts, leads, and
opportunities
Remove contacts associated with accounts, leads,
and opportunities
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Analytics
Filmstrip View
̶ Browse through reports by swiping left or right
̶ Interactively toggle between the Filmstrip view and List view
̶ Post reports to Oracle Social Network
Interactive Analytics
̶ Drill down to more detailed information
̶ View summary information
̶ View embedded charts
̶ Show categories in a table format
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Oracle Voice
Execute transactions quickly using voice
interaction with text and touch capabilities
Capture data faster and more effectively with
a conversational approach
Augment existing mobile solutions
Supported Devices and Platforms
̶
iOS (version 8.0 and 7.0)
iPhone models 6, 5S, 5C, 5, 4S, 4
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Oracle Mobilytics
Make Decisions with Real-Time Data on the Go
Tailored specifically for sales managers and executives
Intuitive iPad application
Gain important business insights from interactive reports
Integrated with Oracle Social Network and email
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Oracle Mobilytics (continued)
Interactive Visualizations
Forecast Shaper
̶ Perform “What if” analysis to help achieve quota
̶ Review current quarter close rate against quota
̶ Drag and drop opportunities and preview
potential forecasted changes
̶ Filter opportunities to identify gaps
Pipeline Analyzer
̶ Analyze sales stages to move important deals
along
̶ View all opportunities for each sales stage
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Oracle Mobilytics (continued)
Interactive Visualizations
Deals Radar
̶ Review team’s activities and focus in on the right
deals for the quarter
̶ View opportunity win probability in relation to deal
size
̶ View opportunity details to get all activity
information
Aging Monitor
̶ Keep forecast on track
̶ View pipeline by deal size and projected close
̶ Hone in on stale opportunities to close
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Oracle Mobilytics (continued)
Interactive Visualizations
Team Tracker
̶ Monitor team performance and address
performance issues
̶ Displays team’s performance based on attainment
̶ Drill down to view individual team member
performance and details
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Coming Soon!
Call Report App
̶ Perform critical and frequent tasks in one minute or
less
View upcoming appointments
View last call report
Prepare for next meeting
Create or update a call report for completed
meetings
Update the related opportunity data
Share call report on OSN to inform sales team
about the latest updates
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Additional Resources
Videos/Recorded Trainings for OSC Mobile
Oracle Sales Cloud Mobile (Sales Rep using Smartphone)
Getting Started with Oracle Voice
Oracle Sales Cloud: Mobilytics
Call Report: Prepare and Report Your Meetings Easily
R8 Release Training
R9 Release Training
Additional Videos: Search for Oracle Sales Cloud Mobile in the web application help or in the Oracle
Learning Library:
Viewing Reports and Analytics in Oracle Sales Cloud Mobile
Configuring Oracle Sales Cloud Mobile Pages for a Specific Role
Posting Attachments to an OSN Conversation from Oracle Sales Cloud Mobile
Sharing an Opportunity with OSN From Oracle Sales Cloud Mobile
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Practices: Basic Tasks on Smartphone
Practice 07A-1 covers the following topics:
Download and configure Oracle Sales Cloud Mobile
Configure offline access
Download and configure Oracle Social Network
Explore opportunity
-
Search opportunity
Review opportunity layout
Edit opportunity sales stage
View and add attachments (NEW)
Post attachment to OSN (NEW)
View conversation (NEW)
Review Analytics (NEW)
Review Forecasts
Review AroundMe
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Practices: Configuring the Mobile Application
Practice 07A-2 covers the following topics:
Activate sandbox
Configure springboard
Add a custom object
Configure the layout of the opportunity object for sales reps (Dynamic Layouts) (NEW)
-
Add a field to opportunity detail page
Add the custom object as related object
Add a report to the analytics page
Explore password save options
Run Geocode task
Set security for an OSC instance
Configure Contact/Calendar Sync
Verify changes in sandbox
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Practices: Basic Tasks on Oracle Voice (Take Home)
Practice 07A-3 (NEW) covers the following topics:
Configure Oracle Voice
View opportunities and notes
Create a note
Add a contact
List possible commands
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Oracle Sales Cloud for Outlook
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Oracle Sales Cloud for Outlook Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Overview
Key Capabilities
What’s New in Release 9?
Supported Platforms
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Oracle Sales Cloud for Outlook Overview
Search, Create and Manage Sales Data in Outlook
Opportunity
Account
Revenue Items
Lead
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Oracle Sales Cloud for Outlook
Key Capabilities – Prior to Release 9
Account, Opportunity and Lead data available
Calendar, Contact and Task data consolidated
Save customer emails to Oracle Sales Cloud
Access sales data while disconnected from network
Synchronize data between Oracle Sales Cloud and Outlook
Customization using Application Composer
Flag Customers and Contacts as favorites
Associate data in Outlook directly to records in Oracle Sales Cloud
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Oracle Sales Cloud for Outlook
Key Capabilities
Improved deployment and upgrades
Role-based configuration
Simulate synchronization filter results
Assign partner resources to opportunities and
leads
Outlook contact matching
Oracle Sales
Cloud for Outlook
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Improved Deployment and Upgrades
Install the Outlook client from the Outlook preferences page
Install requires user’s login credentials only**
** Depends on how admin sets it up in the ini file
Upgrade Outlook client automatically
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Role-Based Configuration
Customize Outlook forms to
display different fields, sections
and child form views by user role
Set up synchronization filters that
employ user roles to control data
synced to a client
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Simulate Synchronization Filter Results
Simulate data sync from within Outlook using
configured synchronization filters to determine
data volume
Report data sync metrics by object record
counts
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Assign Partner Resources
Add partners as resources to opportunities and leads
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Outlook Contact Matching
Match and merge duplicate contacts between Outlook and OSC
Identify and resolve duplicates
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Outlook Demos
Role-Based Customization
Configure a form-region for Sales Manager
̶ Configure a synchronization filter for Sales Manager
̶
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Oracle Sales Cloud for Outlook
Supported Platforms and Other Dependencies
Client platform support
Outlook 2007 SP2, Outlook 2010, Outlook 2013
Windows 7, Windows 8.1
Other dependencies
.NET Framework 4 or above on client machine
Requires Outlook mail profile to be configured with:
̶ Microsoft Exchange service using Cached Exchange Mode (OST)**
̶ SMTP/POP3 service using personal folders (PST)
Note: IMAP is not supported
̶
** Does not require any additional Exchange permissions
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Coming Soon!
Oracle Sales Cloud for IBM Notes
Integration using familiar user interface
Synchronization of Contacts and Calendar
data from Oracle Sales Cloud
Link Email, Contacts and Calendar records
to relevant Sales Cloud data (i.e. Account,
Opportunity, Lead)
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Additional Resources
Videos/Recorded Trainings for OSC for Outlook:
Oracle Sales Cloud for Outlook (Reps Sell More with Integrated Email)
Microsoft Outlook Extensibility in Oracle Sales Cloud webinar
R8 Release Training
Additional Guides:
For more information on Outlook integration:
Oracle Sales Cloud for Outlook Client - Release 9 (11.1.9.2) Upgrade Guide
̶ Review this guide if you are upgrading from OSC R8 to R9
Oracle Sales Cloud for Outlook - Deployment Guide
Extending Outlook Pages using Application Composer
Using Sales Guide: Overview of Oracle Sales Cloud for Outlook chapter
Implementing Sales: Define Outlook Integration
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Analytics
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How do I work with Analytics within
Oracle Sales Cloud (OSC)?
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44
Analytics Feedback
Partners and Customers told us…
We would like to have the flexibility to view currency amount fields in BI reports.
There are times when the revenue fields need to be displayed in the entered
currency of the revenue lines, and other times in the user preferred currency,
without having to create multiple versions of the reports
We heard…
With R8, the currency amount fields can be viewed in the CRM currency
With R9…
In R9, the currency amount fields can also be viewed in the user preferred
currency, as well as in the original entered currency
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Feedback
Partners and Customers told us…
We would like to have the ability to centrally report on task, appointments,
including all customers interactions. Reporting on territories along with the
Account and Resources are also critical for us to validate and review the
assignment process.
We heard…
With R8, we provided the ability to report on Account which enabled the
creation of custom reports for account teams and their role
With R9…
In R9, we have introduced additional three new BI subject areas to cover the
reporting of Activities, and two subject areas to cover the reporting of Territory
association to Account Resources
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Topics
Get Oracle
Sales Cloud
Initial Setup
Learn Core
SFA + SPM
Learn about
Data
Shapes
Configure &
Customize
the
Application
Administer
Key Areas
Integrate
with Other
Systems
Analytics – Key Highlights
Analytics Overview – Components
Analytics - Key Capabilities
Analytics - What’s New
Analytics – Use Case
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Role-based Perspective Of Sales Analytics
Role
Objective
How to achieve Objective
Sales Ops
• Provide insights to sales
management to maximize
sales effectiveness
• Easily create, modify and deliver custom reports and
dashboards
Sales Manager
• Gain visibility and
predictability into sales
pipeline and forecast
• Track updates to opportunities in real-time anytime,
anywhere
Sales Executive
• Understand business trends
to achieve financial goals
• Provide relevant information to increase
productivity, not just a tool for managers
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Highlights
Executive Dashboards
Opportunity and Forecast Trending
Sales Rep Activity Management
1-Click Analytics Access
Consolidated View of Sales Performance
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Executive Dashboards
Manage Your Business with Enterprise grade Analytics
View 6 prebuilt real-time dashboards for executives to track
performance
Tailor dashboard to provide the right information for each
role
Increase sales velocity by helping the team to close deals
faster
Tracking stalled deals using the Push Counter
Drill down to detail report and take action using Oracle
Social Network
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50
Opportunity and Forecast Trending
Accurately forecast your sales to build a sales plan
Track forecast and opportunity changes up to 15
months
Quick view of close date, sales stage and
revenue changes
Compare forecast trends across forecast periods
View forecast comparisons for each sales
member in your team
Adjust opportunities to develop a more accurate
forecast
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51
Sales Rep Activity Management
Boost your sales team’s effectiveness to close more deals
Track open tasks on opportunities
Measure and plan sales representative activities
for key accounts
Track sales activities by top opportunities
Customize reports for your own unique business
processes
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52
1-Click Analytics Access
Access all your reports and share analytical insights with team members
Email and share reports or save them as PDFs
Easy interface to search reports
Mark reports as favorites
Automatically access all reports created in Oracle
Business Intelligence
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53
Consolidated View of Sales Performance
Opportunity-Quote-Order Reporting
Analyze opportunity conversions to
quotes and orders
Use data from multiple data sources
Have single view of data across all your
opportunities, quotes and orders
Track all customer touch points
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54
Analytics Overview
Analytics functionality in Oracle Sales Cloud is built on standard Oracle
Business Intelligence (OBI) services and functionality
Leverages common OBIEE components:
Intermediate metadata layer
BI Catalog
BI Report Generation Tools
Subject Areas
Pre-Packaged
Reports &
Dashboards
Embedded
Analytics
Self-Service
Query &
Reporting
BI common metadata
Sales Cloud Database
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Component - Pre-packaged Reports
Sample OOTB Reports: Opportunities and Leads
Opportunity Reports
My Team’s Performance
My Team’s Pipeline
My Team’s Leadership Board
My Performance
My Pipeline
Top Open Opportunities
Sales Performance Trend
Sales Stages by Age
Lead Reports
Team’s Leads
My Leads by Age
My Open Leads by Source
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57
Analytics Component - Pre-packaged Reports
Additional Sample OOTB Reports: Forecast and Partners
Forecast Reports
Forecast vs. Quota
Team Forecast vs. Team Open Pipeline
Partner Reports
My Forecast vs. My Open Pipeline
Partner Performance
Open Pipeline
Partner Leadership Board
Partner Win Rate
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58
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component – Infolets
Configurable Infolets
Build Infolets that display sales
performance
Drill down capabilities gives
further insights into pipeline,
opportunity changes, team
performance and historical
trending
Infolets can be configured for
Sales Executives, Managers and
Sales Reps
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60
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
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Analytics Component - Embedded Analytics (Simplified UI)
Display standard or custom
reports in list view pages where
the sales team needs them most
Embed actionable reports on the
list view and detail pages for
Leads, Opportunities, Accounts
and Contacts
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62
Analytics Components
Pre-packaged Reports
Dashboard/Infolet
Embedded Analytics
Subject Area(s)
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Component – Subject Area(s)
Oracle Sales Cloud analyses and reports are built on BI Subject Areas
Are sets of related information with a common business purpose
Are designed to identify a set of relevant and related data upon
which to build an analysis or report
This report 7.
7 is based on this
subject area
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64
Analytics Component – Subject Area(s)
A Subject Area consists of a set of folders
Each folder contains multiple columns that represent attributes that
describe the entities in the subject area
Reports are defined in terms of columns in the subject area
Entities in the
subject area
Subject
area
Attributes of the
Employee entity
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65
Analytics Component – Subject Area(s)
Dimension Folders
Contains specifications of the
entities participating in an
analysis
The entities are often referred
to as dimensions
Dimension
folder
A separate dimension folder
appears for each entity in the
subject area
Dimensions
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66
Analytics Component – Subject Area(s)
Fact Folders
Contains a list of quantitative
attributes that characterize the entities
̶
Depending on the context of the
report, a column in a fact folder can
be
Fact – a value which is tied to a
single instance of a dimension Example:
Expected revenue for a revenue line item
Measure – a value which has been
computed or aggregated over a set of
dimension instances
Example: Total expected revenue for all
opportunities
Fact folder
Columns
in a fact
folder
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67
Analytics Component – Subject Area(s)
Benefits:
Serve as logical representations of sales cloud data
Are independent of the source of the data
̶ Can originate in the transactional or historical repositories
Are independent of the underlying storage schemas
̶ Shield the report and analytics developers from having to understand the
physical schemas
Subject Area Documentation:
http://www.oracle.com/technetwork/documentation/otbi-2225435.html
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68
Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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70
Analytics – Key Capabilities
BI Extensibility: Custom Fields
“Customer Type” is a custom field
Custom Field:
“Customer Type”
is available when
creating a report
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71
Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Are subject areas that are created by CRM
administrators to allow reporting and analyses on
custom objects
Are created using Oracle Application Composer
Are published to the BI Catalog
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Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Custom subject areas created
using Oracle Application
Composer include:
̶ A dimension folder for the
custom object
Serves as the focus for the subject
area
̶ A dimension folder for each
child and related object
̶ A single fact folder containing all
the measures
Fact
folder
Custom
object
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Why Use Custom Subject Areas?
Tailor reporting capabilities by including the objects,
child objects, fields and metrics you need
Common use cases for creating CSA’s:
–
I’ve created a custom top level object and want to
use it as the primary object of a subject area
–
I’ve created a custom child object and I want to
include it in my reports
–
I’ve added DCL type of custom attributes to a
standard object and I want to report on them
–
I want to report on some measures that are not
provided out of the box
OOTB
Custom
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Capabilities
BI Extensibility: Custom Subject Areas
Creating a Custom Subject Area
1.
2.
3.
4.
5.
6.
7.
8.
Identify the primary object
Add child objects
Select the fields
If necessary, apply date leveling
Specify security
Review the subject area
Publish the subject area
Examine the subject area
Lab: Illustrates how to create a Custom Subject Area
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75
Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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76
Analytics – Key Capabilities
Building Cross Area Joins
What is a Cross Subject Area Report?
A report that combines data from more than one subject area
Queries to build Cross Subject Area reports are classified into 3 broad
categories:
̶
̶
̶
Combining queries from multiple subject areas – reviewed in class
Using a ‘Set Operation’ (Union or Union All, for example) to combine more than
one result set from same or different subject areas – refer to (MOS ID 1601082.1)
Combining logical SQL using the Advance tab – refer to (MOS ID 1601082.1)
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Common Dimensions)
Example: Retrieve
̶ # of Opportunities
̶ # of Opportunity Revenue Lines
̶ # of Leads
̶ # of Interactions by Customer
Subject Areas Used
Marketing – CRM Leads
Sales – CRM Pipeline
Sales – CRM Sales Activity
Common Dimensions
Across Subject Areas
Customer
Measures to be retrieved
# of Leads
# of Opportunity Revenue
Lines
# of Opportunities
# of Activities
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Common Dimensions)
Criteria:
Results:
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Local & Common
Dimensions)
Example: Retrieve
̶ Opportunity Line Revenue
̶ # of Activities by Customer
Subject Areas Used
Sales – CRM Pipeline
Sales – CRM Sales Activity
Common Dimensions
Across Subject Areas
Customer
Measures to be retrieved
# of Activities
Local Dimensions
Opportunity Line Revenue
Sales – CRM Pipeline . Competitor
Sales – CRM Sales Activity . Activity
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Analytics – Key Capabilities
Building Cross Area Joins
Combining queries from multiple subject areas (using Local & Common Dimensions)
Criteria:
Results:
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Best Practices: Cross-Subject Area Joins
If all the metrics and attributes needed for the report are available in a single
subject area, use that subject area only and do not create a cross subject area
query
When joining 2 subject areas in a report, make sure at least one attribute from a
common dimension is used in the report
When using common dimensions always pick attributes from the common
dimension from a single subject area
Always include a measure from each subject area that is being used in the report
(This is required)
When using common and local dimensions, please set
SET VARIABLE ENABLE_DIMENSIONALITY = 1; in the Advanced SQL tab
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Analytics Overview – Key Capabilities
Building Cross Area Joins
Other alternative ways to build Cross Subject Area Joins:
Using a ‘Set Operation’ (Union or Union All, for example) to combine more
than one result set from same or different subject areas
Combining logical SQL using the Advance tab
Refer to MOS article:
Creating Cross-Subject Area Reports Using BI Answers (MOS ID
1601082.1)
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83
Analytics – Key Capabilities
BI Extensibility
Custom Fields
Custom Subject Areas
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics – Key Capabilities
(Infolet Configuration)
Your Dashboard comes with 6
Infolets installed by default
Infolets are based on your role within
the organization
̶ For Sales Reps, the Infolets show
individual performance and lead
details
̶ For Sales Managers, the Infolets
are more focused on team
performance
You can also customize Infolets
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Analytics – Key Capabilities
(Infolet Configuration)
Customizing an Infolet:
Only a Sales Administrator can customize (add, edit, remove) an Infolet
You can add Infolets to the dashboard as long as there are no more than 6
Infolets
If 6 Infolets are already there, you will need to remove an existing Infolet to
create space for a new one
Lab: Illustrates how to customize an Infolet
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Analytics – Key Capabilities
BI Extensibility
Custom Fields
̶ Custom Subject Areas
̶
Building Cross-Area Joins
Infolet Configuration
Historical Trending
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Analytics Overview – Key Capabilities
Historical Trending
Historical Opportunity Trending
̶ Create custom reports to track historical progression of opportunities
̶ Display variances and comparisons between time periods
̶ Analyze revenue by product, resource or territory
Historical Forecast Trending
̶ Analyze forecast trends and compare to pipeline, won revenue and quota
̶ Forecast metrics remain historically consistent and accurate across
forecasting periods even if product or territory hierarchies change
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Specify the time and date to capture a snapshot of the opportunity and revenue
to report on in any future time frame
̶ Point to Note: Schedule the creation of snapshots after salespersons have entered all
opportunity information, or when there is less business traffic
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Schedule “Generate Sales Historical Snapshots” job
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Verify success of “Generate Sales Historical Snapshots” job
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Create Historical Opportunity Trending Report
̶ Similar to creating any other report
Lab: Illustrates how to create an Historical Opportunity Trending Report
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Analytics Overview – Key Capabilities
Historical Opportunity Trending
Create Historical Opportunity Trending Report**
Result Set
*** This is covered in the lab
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93
Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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94
Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New - Pre-packaged Reports
Activities
For Sales Reps
Top Accounts by My Activities
My Open Tasks
For Sales Managers
My Team’s Activities
Top Accounts by My Team’s Activities
My Team’s Task on Open Opportunities
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What’s New - Pre-packaged Reports
Lead Management
Lead Management Reports
Lead Trending
Leads By Age
Leads By Source
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What’s New - Pre-packaged Reports
Forecast Reporting
Forecast Reports
Forecast Overview
Forecast v/s Quota
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New - Additional Subject Areas
Create Activity Reports
Enhanced Sales Activity BI subject areas to
provide the ability to create reports on
Activities by the associated accounts, leads
and opportunities
Sales – CRM Sales Activity Subject Area
Sales – CRM Activity Contact
Sales – CRM Activity Resource
Note: As activities move to the new, consolidated activity model, your activity data will be preserved for reporting
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What’s New - Additional Subject Areas
Create Territory based Reports
New BI subject area which allows reporting on
the accounts and resources on each of the
territories
Sales – CRM Territory Resource
Sales – CRM Account Territory
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New – Intuitive Report Center
Central location to gain visibility
The new, intuitive report center offers a
central location to gain insight and view
analytics in Oracle Sales Cloud. You can
easily:
Change views to see analytics in list or chart
views
Find reports using advanced search functions
Share reports with team members via email
Mark reports as favorites
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New – Data Visibility
Granular Data Visibility For Accounts
Get more focused insight into your accounts
with reports that show only the accounts you
own instead of the entire list of accounts you
can see
Using saved queries, you can filter data for a
specific part of your organization, a specific
territory or the records you own.
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Provides users the ability to report on
opportunity revenues in either the corporate or
the user preferred currency
Two User Preferred Currency options are
available – simple and advanced. The options
differ in the way the exchange rate is selected
̶ Simple: The simple option uses the current
exchange rate
̶ Advanced: The advanced option uses a more
precise exchange rate based on the close date
of an opportunity
User can select the different options from BI
user account page (depicted on the right)
Lab: Illustrates how User Preferred Currency is utilized
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Set up:
- Corporate Currency is USD
- Reports should be displayed in Euros (i.e. User preferred currency is set to EUR)
- To keep it simple, each opportunity consists of a single revenue line.
So, Closed Date here refers to the Actual Closed Date on the revenue line.
- Revenue line was captured in INR (Indian Rupee)
Exchange rates: Today‘s date: July 31, 2104
Jan 31st, 2014 rate: USD->EUR = 0.75011
Jan 31st, 2014 rate: INR->EUR = 0.01050
Jan 31st, 2014 rate: INR->USD = 0.01401
Mar 31st, 2014 rate: USD->EUR = 0.75013
Mar 31st, 2014 rate: INR->EUR = 0.01052
Mar 31st, 2014 rate: INR->USD = 0.01403
Jul 31st, 2014 rate: USD->EUR = 0.75017
Jul 31st, 2014 rate: INR->EUR = 0.01055
Jul 31st, 2014 rate: INR->USD = 0.01407
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
1) Opportunity 1 (Status = 'Closed')
- Close Date: Jan 31st, 2014
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record: INR->USD 0.01401
2) Opportunity 2 (Status = 'Closed')
- Close Date: March 31st, 2014
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record: INR->USD 0.01403
3) Opportunity 3 (Status = 'Open')
- Close Date: Blank
- Opportunity Value: INR 1M
- Exchange Rate saved on transactional record is based on the last time the opportunity is updated,
i.e. today: INR->USD 0.01407
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Option selected: User Preferred Currency using Simple Currency Management
In the above case if I create, and more importantly view, the report today, the
Exchange Rate saved on
opportunity value for:
transactional record
Opportunity 1 will be EUR 10,517 i.e. 1M x 0.01401 x 0.75017
Opportunity 2 will be EUR 10,532 i.e. 1M x 0.01403 x 0.75017
Opportunity 3 will be EUR 10,562 i.e. 1M x 0.01407 x 0.75017
Exchange rate from USD to
EUR on July 31st
Note: This option relies on the rate saved on the transaction and today's flat rate
between the Corporate and User Preferred Currency.
This option is faster, because BI does not have to look up the rate for each transaction.
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What’s New – User Preferred Currency
View Opportunity Reports in your Preferred Currency
Example Scenario:
Option selected: User Preferred Currency using Advanced Currency Management
In the above case if I create, and more importantly view, the report today, the
Exchange Rate saved on the date
opportunity value for:
of the transaction
Opportunity 1 will be EUR 10,500 i.e. 1M * 0.01050
Opportunity 2 will be EUR 10,520 i.e. 1M * 0.01052
Opportunity 3 will be EUR 10,550 i.e. 1M * 0.01055
Note: This option does not rely on the rate saved on the transaction. Instead it looks up
the rate between the INR and EUR for the specific date that applies to the transaction.
So even though, only one conversion hop takes place, the actual lookup for each record
would mean sluggish report response time.
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Analytics – What’s New
New Pre-built Reports
̶ Activities
̶ Lead Management
̶ Forecast Reporting
Additional Subject Areas
Intuitive Report Center
Granular Data Visibility For Accounts
User Preferred Currency
Multiple Child Objects For Custom Subject Areas
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112
What’s New – Multiple Child Objects
Multiple Child Objects for Custom Subject Areas
Include multiple child objects when you create
a custom analytics subject area
For example, you can create a custom
subject area with
̶ Opportunity as the primary object
̶ Then add as many children as you need,
̶ such as:
Opportunity Revenue Object,
Opportunity Contact Object,
Opportunity Reference Object
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Analytics - Use Case
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Analytics – Use Case
Set up:
ABC Corp has started to use OSC to track revenue data by their customers.
Customers are categorized by business segment
Customer sales histories are available from ABC Corp legacy system
Requirement:
ABC Corp management holds a weekly meeting where the team needs
to view current sales revenue and compare that to the sales histories by
customer and by segment.
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Analytics – Use Case
Tying BI and Extensibility concepts together
Create a custom field on Account to represent Segment
Create a custom child object of Account to record Sales History
(Sales Date, Amount)
Generate a Custom Subject Area to include
̶
̶
Account
Sales History
Extensibility
Custom Subject Area
Build a report in CRM Pipeline to show current Sales by Customer by Segment
BI: Utilizing Subject Areas
Build a report using the new CSA to show Sales History by Customer
Build a combined report to show Current and Historical Sales History
BI: Cross Area Joins
Areas of focus for this use case
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Analytics – Use Case
Build a report using CRM Pipeline to show current Sales by Customer by Segment
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Analytics – Use Case
Build a report using CRM Pipeline to show current Sales by Customer by Segment
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Analytics – Use Case
Build a report using CSA to show Sales History By Customer
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Analytics – Use Case
Build a report using CSA to show Sales History By Customer
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Analytics – Use Case
Combining results from multiple Subject Areas
Using the “UNION” operation to combine the results from the 2 reports
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Analytics – Use Case
Combining the results
Using the “UNION” operation to combine the results from the 2 reports
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Analytics – Use Case
Combined Report
Combined report to show Current and Historical Sales History
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Analytics Features –
Coming Shortly
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Analytics Features – Coming Shortly
Channel Sales Manager Dashboard
Quickly glean Sales and Partner activity
information from a dashboard. The
dashboard includes key performance
indicators for:
̶ Quarterly sales
̶ Top opportunities
̶ Pipeline
̶ Partner Performance
̶ Stalled Opportunities
̶ Lead Distributions
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CX Reporting using OTBI-Enterprise
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OTBI-Enterprise for CX Reporting
Build reports and analysis using multiple data sources
Oracle SaaS Cloud
Salesforce.com, Microsoft Dynamics
Sales
3rd Party Data Sources
Service
Oracle On-Premise Data
OTBI Enterprise CX
Marketing
Oracle CX Cloud
Financials, ERP, Siebel, EBS, etc.
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Oracle BI Applications & Tools
One Solution Foundation Delivers All Analytical Needs
OTBI Standard
Operational Reporting
OTBI Enterprise for CX
Advanced Analytics
Real-Time Operational CRM Reporting
Advanced Managerial Analytics
Key Benefits
• Insight into the real-time state of
the business
• Meets core reporting needs
•
•
•
•
Focus & Capabilities
Real-time operational reporting
Transactional reporting
Straightforward metrics and
KPI’s
Designed to report on a single
source of data (e.g. Sales
Cloud)
OT
BI
OTB
I-E
Key Benefits
• Extends insights with multi-sourced,
cross-pillar, integrated analyses
• Deeper, broader, faster insights for
improved decision-making
•
•
•
•
•
Focus & Capabilities
Cross-source analyses across Oracle
applications (CX, HCM, ERP, more)
Long-term historical trending
Predictive analytics
Extend insights with non-Oracle data
Optimized for processing-intensive
analyses leveraging data warehouse
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128
Analytics - Key Takeaways
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Analytics - Key Takeaways
Manage your business with Executive Dashboards
Track forecast and pipeline changes using historical data up to 15 months
Boost your sales effectiveness with Sales Rep Activity Management
Provide greater visibility with real-time embedded analytics and 1-Click Access
Interactive sales performance visualization with Oracle Mobilytics
Extend Oracle Sales Cloud Partner ecosystem to provide additional capabilities
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Additional Resources
For more information on reporting and analytics functionality, link to:
http://docs.oracle.com/cloud/latest/salescs_gs/salescs_report.htm
Resource Center for BI Reports, access document ID (MOS ID
1624768.1) on support.oracle.com
Using Business Intelligence Publisher Reports to Query Oracle Sales
Cloud Transactional Tables, access document ID (MOS ID 1603630.1)
on support.oracle.com
Oracle Sales Cloud Business Intelligence (BI) Variables, access
document ID (MOS ID 1900513.1) on support.oracle.com
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Analytics Demo
Launch BI Answers
Create a report using Subject Area “CRM – Sales Pipeline” –
define a filter
Embed the report created above in SUI
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Practice: Oracle Sales Cloud Analytics
Practice 07B covers the following:
Generating a Report
Examining Dashboards/Infolets
Add an Infolet to the Dashboard Tab
Embedding Analytics in Simplified UI
Creating a Custom Report
Exploring Historical Trending
Creating Custom Subject Areas
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Practice (contd): Oracle Sales Cloud Analytics
Practice 07B covers the following:
Navigating from a report to another report
Navigating from a Report to an Object Page
Adjusting Report Currency
Scheduling a Report
Creating Custom Activity Reports
Building Cross-Subject Area Joins
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