Slide 3 - Oracle Sales Cloud Release 11

Adobe Captivate 星期二, 四月 03, 2018

Oracle Sales Cloud Release 11

Slide notes Hello. In this session we will talk about what’s coming in Oracle Sales Cloud Release 11 for Partner Business Plans and Objectives.

of 15 Adobe Captivate 星期二, 四月 03, 2018

Agenda

Slide notes For the enhancements covered in this training, we’ll give an overview, followed by more detail to explain how you can use the enhancements, 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 for your business.

Enhancements Overview

Slide notes Starting from this release it is possible for channel account managers to create and manage Partner Business Plans and Objectives. Partner Business Plans define strategic goals and objectives define specific tactical goals that should be met by partners.

Partner Business Plan

Slide notes Channel Account Managers will be able to define partner business plans for their partner accounts. Partner business plans serve as a collaboration platform for brand owners and partners in defining strategic goals. The plans demonstrate the commitment on the brand owner's side and partner’s side to the partnership, as well as the brand owner's understanding of the partner’s business. The plans make sure that the brand owner's and partner's objectives are aligned, and contain an execution path that is needed to meet the set goals.

Slide notes Each Partner Business Plan may have one or more objectives that define measurable tactical goals to be achieved by the partner. Each objective can be split using one or more of four available dimensions: Time, Product Group, Account and Geography. By splitting an objective it is possible to define the targets at a more granular level. For example it is possible to specify what revenue should be reached within the first quarter for a specific product line in a specific geographical region. Attainment can be tracked both at the objective and individual split level.

Slide notes Partner Business Plans enable collaboration between channel account managers and their partners in defining partnership strategies and tactical goals. With Business Plan Objectives, we can not only define specific goals, but we can also track and measure attainment, thus measuring the performance of the partner against the business plan.

Summary of Enhancement Capabilities

Slide notes Here is a summary of the Partner Business Plans and Objectives features I have talked about today. Partner Business Plans and Objectives for channel partners allows you to: - Outline strategic goals - Identify strengths, weaknesses, opportunities and threats of the plan - Capture the mutual commitment between vendor and channel partners - Identify detailed objectives with precise definitions across various dimensions such as time, geography, and accounts - Track attainment and thus monitor channel partner performance

Implementation Advice

Slide notes In this implementation advice section we will go through what you need to consider before enabling these features in your business, and what you need to know to set them up.

Feature Impact Guidelines

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

The feature is available automatically. There is optional setup that might be required to meet your business needs. Details are covered in the next couple of slides.

Setup Summary

Slide notes The optional setup for Partner Business Plans and Objectives is achieved by two tasks available in Functional Setup Manager. The first task, Manage Standard Lookups, allows for managing business plan types, statuses, as well as team member functions. The second task, Manage Objective Types, allows a user to specify new objective types.

Partner Business Plans and Objectives Setup Detail

Slide notes A user can add unlimited number of objective types. For each of the types a user can also define dimensions by which an objective can be split. A user can delete an objective type as long as it has not been used in the application yet. Once used the objective type can be marked as disabled, and thus removed from the list of the objective types when a new objective is created.

Implementation Decision Points

Slide notes Before using Partner Business Plans consider whether Marketing Development Fund Requests should be visible from the Business Plan UI, also whether a user should be able to choose a Business Plan in the Activities UI when an activity is created outside the context of a specific Business Plan.

Implementation Decision Points

Slide notes Before using Partner Business Plan Objectives consider whether Marketing Development Fund Requests should be visible from the Objectives UI, also whether a user should be able to choose a Business Plan Objective, called also Sales Objective, in the Activities UI when an activity is created outside the context of a Business Plan Objective.

Job Roles

Slide notes Channel Account Manager, Channel Sales Manager, Channel Operations Manager, Sales Administrator, CRM Application Administrator, Partner Sales Manager, and Partner Administrator are the shipped job roles that will access the new capabilities covered in this training.

Business Process Model

Slide notes Here is the business process information associated with these enhancements.