Adobe Captivate - Oracle



Slide 3 - Oracle Sales Cloud Release 11

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Welcome to training for Release 11. In this session we will talk about Consumer Goods for Oracle Sales Cloud.

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Slide 4 - Agenda

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For the enhancements covered in this training, we’ll give an overview, followed by more detail to explain how you can use them, and what business value they bring.

Then we’ll walk you through a demonstration.

Next we’ll explain what you need to consider before enabling these features in your business, and what you need to know to set them up.

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Slide 5 - Enhancements Overview

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We are introducing new features in both Retail Execution and Trade Promotion Management web solutions.

The Release 11 Retail Execution includes the following new features:

• Set and use per-account product pricing by price book

• Configure and generate the task list for each type of store visit

• Track check-in time, check-out time and store visit duration

• Track Promotion Sales for each order item

• Set account sales target and use it for account-based reporting

• Configurable Dashboard to view sales performance reports on Infolet Page

Let’s take a look at each of these enhancements in detail.

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Slide 6 - Price Book

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You can manage your per-account product pricing with the Price Book. Create and set the price book for a given account. All price quotes for the account will come from the price book if it exists or includes the quoted product. Otherwise the default price in the product catalog will be used.

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Slide 7 - Price Book

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Using Price Book, you can now set different prices for different accounts. This will enable you to tailor your product pricing to the needs of each individual account.

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Slide 27 - Store Visit Tasks

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You can configure and generate the task list for each store visit. Create a Store Visit Type record and add standard or custom Store Visit Task records to it. Set the Store Visit Type field in Activity object with the created Store Visit Type record for each store visit appointment. A list of the tasks based on the Store Visit Type will be generated for the store visit appointment.

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Slide 28 - Store Visit Tasks

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Using Store Visit Tasks, you can now configure the system to automatically create a pre-defined task list for each store visit appointment. This will enable you to improve your Sales Representatives’ in-store productivity by providing a guided task list.

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Slide 47 - Store Visit Duration

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You can track the check-in time, check-out time and store visit duration for each store visit appointment. Turn on the profile option and the store visit duration will automatically be tracked for all future store visit appointments. To disable the tracking, simply turn the profile option off.

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Slide 48 - Store Visit Duration

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Using Store Visit Duration Tracking, you can now view the store visit duration for each store visit and create reports on them. This will enable you to better measure and manage your Sales Representatives’ in-store productivity.

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Slide 61 - Track Promotion Sales

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You can track the originating promotion for each order item. When Promotion Products were added to the shopping cart, the originating promotion was automatically tracked for each order item.

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Slide 62 - Track Promotion Sales

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Using this feature, you can now create and view reports on sales performance related to promotions. This will enable you to better monitor and manage your promotion performance.

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Slide 86 - Configurable Dashboard

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You can create, manage and view infolets from the Infolet Page. Six standard performance reports were provided out-of-the-box and can be disabled or enabled. Custom infolets can be created and added to the Infolet Page as well.

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Slide 87 - Configurable Dashboard

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Using Configurable Dashboard, you can now customize your analytics dashboard based on your needs and enjoy a better visual experience. This will enable you to draw better business insights.

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Slide 92 - Enhancements Overview

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Now let’s look at Release 11 Trade Promotion Management which includes the following for Marketing Managers and Account Managers:

• Multiple Promotion Tactics

• Promotion Evaluation

• Trade Fund and Funding Allocation

Let’s take a look at each of these enhancements in detail.

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Slide 93 - Multiple Promotion Tactics

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You can create multiple variable promotion tactics for each Promotion Group or Promotion Product in Promotion Programs and Promotions. You can also create multiple fixed promotion tactics for each Promotion Group or Promotion Product in Promotions. The net effect on the same product from multiple promotion tactics will be aggregated.

The fixed promotion tactics is now defined at the Promotion Group and Promotion Product level, rather than at the Promotion level.

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Slide 94 - Multiple Promotion Tactics

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Using Multiple Promotion Tactics, you can now include multiple promotion tactics for the same product in one promotion. For example, you can include off-invoice discount, bill-back discount, advertising and merchandising expense for the same product in one promotion. This will enable you to create and manage more complex promotions in respond to the market needs.

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Slide 108 - Promotion Evaluation

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You can enter base sales, incremental lift percentage and margin percentage for each Promotion Product. Five standard promotion evaluation metrics including gross sales, incremental sales, incremental profits, trade spend and ROI will automatically be calculated for the promotion.

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Slide 109 - Promotion Evaluation

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Using Promotion Evaluation, you can now view basic evaluation metrics based on your sales projection. This will enable you to quickly evaluate the effectiveness of your proposed promotion.

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Slide 120 - Slide 120

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Slide 121 - Trade Fund and Funding Allocation

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You can create and manage Trade Funds, and allocate funding for each promotion from the balance of the trade funds.

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Slide 122 - Trade Fund and Funding Allocation

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Using Trade Fund and Funding Allocation, you can now view the funding allocation for each promotion. This will enable you to have better financial visibility on how promotions are funded.

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Slide 137 - Summary of Enhancement Capabilities

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Using Price Book, you can now set different prices for different accounts.

Store Visit Tasks enables you to improve your Sales Representatives’ in-store productivity by providing a guided task list.

With Store Visit Duration Tracking, you can track the check-in time, check-out time and store visit duration for each store visit.

You can track the originating promotion for each order item and create promotion performance reports.

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Slide 138 - Summary of Enhancement Capabilities

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You can set and view the monthly sales targets for each account, which can then be used as the basis for per-account sales vs. target reports.

With Configurable Dashboard, you can now customize your analytics dashboard based on your needs and enjoy a better visual experience.

Using Multiple Promotion Tactics, you can now include multiple promotion tactics for the same product in one promotion.

You can now view basic evaluation metrics based on your sales projection.

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Slide 139 - Summary of Enhancement Capabilities

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You can create and manage Trade Funds, and allocate funding for each promotion from the balance of the trade funds.

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Slide 140 - Implementation Advice

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In this implementation advice section we will go through what you need to consider before enabling Consumer Goods solution and what you need to know to set it up.

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Slide 141 - Feature Impact Guidelines

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This table depicts key upgrade information for the new features covered in this training.

None of these features are automatically available after the upgrade

All of these features require setup - setup specifies are covered later in this section.

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Slide 142 - Feature Impact Guidelines

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Slide notes

This table depicts key upgrade information for the new features covered in this training.

None of these features are automatically available after the upgrade

All of these features require setup - setup specifies are covered later in this section.

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Slide 143 - Feature Impact Guidelines

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This table depicts key upgrade information for the new features covered in this training.

None of these features are automatically available after the upgrade

All of these features require setup - setup specifies are covered later in this section.

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Slide 144 - Setup Summary – Price Book

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To set up this feature you must enable the Price Book field in the Account object layouts.

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Slide 145 - Setup Detail – Price Book

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You can either add the Price Book field to your existing Account layouts or activate the correspondent OOTB Consumer Goods Account layouts. Activating layouts is to create user layouts by duplicating the OOTB Consumer Goods layouts, and assigning proper roles and expressions. For detailed steps please refer to the “Creating Page Layouts” section in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 146 - Setup Summary – Store Visit Tasks

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To set up this feature you must create layouts for Store Visit Task and Store Visit Type objects. You also need to import the seeded standard store visit tasks and types.

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Slide 147 - Setup Detail – Store Visit Tasks

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You can activate the layouts by duplicating the correspondent OOTB consumer Goods layouts and assigning proper roles. You must also create the standard Store Visit Tasks and Store Visit Types by importing the CSV files that come with Customization Set Migration. For detailed steps please refer to the “Creating Page Layouts” and “Setting Up Base Data” sections in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 148 - Setup Summary – Store Visit Duration Tracking

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To set up this feature you must create a custom profile option and set its value to “Y”. You must also create proper layouts for Activity object.

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Slide 149 - Setup Detail – Store Visit Duration Tracking

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You must use Setup and Maintenance to create a Profile Option named TRACK_VISIT_DURATION and set its site value to “Y”. You can either add the tracking fields to your existing Activity layouts or activate the correspondent OOTB Consumer Goods Activity layouts. For detailed steps please refer to the “Enabling Tracking Store Visit Duration” section in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 150 - Setup Summary – Track Promotion Sales

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To set up this feature you must create proper layouts for Shopping Cart and Order objects. You also need to set up the proper security rules on Promotion Revenue object for Account Manager role.

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Slide 151 - Setup Detail – Track Promotion Sales

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You can either add the Promotion field to your existing Shopping Cart and Order layouts or activate the correspondent OOTB Consumer Goods Shopping Cart and Order layouts. To enable Promotion revenue tracking and reporting for Account Manager, you also need to grant proper access permissions on Promotion Revenue object for Account Manager role. For detailed steps please refer to the “Creating Page Layouts” and “Setting Up Account Manager Role” sections in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 152 - Setup Summary – Account Sales Target

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To set up this feature you must create proper layouts for Account object. You also need to set up the proper security rules on Sales Target object for Account Manager role.

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Slide 153 - Setup Detail – Account Sales Target

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You can either add the Sales Targets subtab to your existing Account layout or activate the correspondent OOTB Consumer Goods Account layout. To enable Sales Target reporting for Account Manager, you also need to grant proper access permissions on Sales Target object for Account Manager role. For detailed steps please refer to the “Creating Page Layouts” and “Setting Up Account Manager Role” sections in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 154 - Setup Summary – Configurable Dashboard

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To set up this feature you must hide all base OOTB infolets and add Consumer Goods OOTB infolets for both Sales Manager and Sales Representative roles.

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Slide 155 - Setup Detail – Configurable Dashboard

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You must create a sandbox first before you use Customize Workarea Pages to set up the Configurable Dashboards at the proper Job Role layers. You need to hide all base OOTB infolets and create new infolets using the OOTB Consumer Goods reports. For detailed steps please refer to the “Setting Up Base Data” section in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 156 - Setup Summary – Multiple Promotion Tactics

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To set up this feature you must create proper layouts for Promotion Program and Promotion objects.

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Slide 157 - Setup Detail – Multiple Promotion Tactics

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You can either update your existing Promotion Program and Promotion layouts or activate the correspondent OOTB Consumer Goods layouts. For detailed steps please refer to the “Creating Page Layouts” section in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 158 - Setup Summary – Promotion Evaluation

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To set up this feature you must create proper layouts for Promotion object.

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Slide 159 - Setup Detail – Promotion Evaluation

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You can either update your existing Promotion layouts or activate the correspondent OOTB Consumer Goods layouts. For detailed steps please refer to the “Creating Page Layouts” section in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 160 - Setup Summary – Trade Fund and Funding Allocation

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To set up this feature you must create proper layouts for Trade Fund and Promotion objects. You also need to set up the proper security rules on Trade Fund and PromoTradeFund objects for Account Manager role.

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Slide 161 - Setup Detail – Trade Fund and Funding Allocation

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You can either update your existing Trade Fund and Promotion layouts or activate the correspondent OOTB Consumer Goods layouts. You also need to grant proper access permissions on Trade Fund and Promotion objects for Account Manager role. For detailed steps please refer to the “Creating Page Layouts” and “Setting Up Account Manager Role” sections in “Oracle Sales Cloud Getting Started with Consumer Goods Implementation”.

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Slide 162 - Job Roles

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This table details the shipped job roles that will access this enhancement.

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Slide 163 - Business Process Model Information

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The business processes associated with the new capabilities covered in this training are detailed here.

The high level business processes are Retail Execution and Trade Promotion Management.

For Retail Execution, you need to create Appointments , specify its time and then assign them to Accounts. You need to create account and add contact to it. You also need to create inventory by defining products and then assigning them to Accounts. You can also create and manage account-specific Price Books. Furthermore, you can define and have the system automatically generate a task list for each type of store visits.

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Slide 164 - Business Process Model Information

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For Trade Promotion Management, you need to create Promotion Programs and define its duration, groups and items. You also need to create specific Promotions and specify its duration and assign products. You can also create Trade Funds and allocate funding from them to Promotions.

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Slide 165 - Related Reports & BI Analytic Information

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There are six reports available for Consumer Goods industry solution.

Sales vs. Target displays Sales vs. Quota for the current quarter.

Accounts displays the number of accounts the user manages for the current month; and the number of accounts that met respective account sales quota for the current month.

Visits vs. Target displays the number of appointments scheduled vs. completed for the current quarter.

Eligible Promotions displays the number of eligible promotions for the current quarter.

In Flight Promotions displays the number of in flight promotions and associated order amount for the current quarter.

Sales Trend displays the number of orders and the total amount of orders placed in the current quarter.

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Slide 166 - Related Reports & BI Analytic Information

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For the six reports that are available for Consumer Goods industry solution, the following BI subject areas and dimensions are available:

Order Object CSA

Time

User Hierarchy

Order Item CSA

Time

User Hierarchy

Promotion Object CSA

Time

User Hierarchy

Promotion Child CSA

Time

User Hierarchy

Sales Target CSA

Time

User Hierarchy

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Slide 167 - Related Reports & BI Analytic Information

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Sales – CRM Activity Resource

Time

User Hierarchy

Sales – CRM Pipeline

Time

User Hierarchy

Territory

Sales – CRM Customer Overview

Time

User Hierarchy

Territory

This concludes this presentation, thank you for listening. You can easily pause and rewind any of these slides if you require additional time to take in the detail.

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