Adobe Captivate 星期四, 四月 26, 2018
Slide 3 - 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 Program Management. Partner Program Management includes partner programs, tiers, benefits, and program enrollments.
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Slide 4 - Agenda
Slide notes For the enhancements covered in this training, we’ll give you 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.
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Slide 5 - Enhancements Overview
Slide notes Partner Program Management helps you set up a program structure to distinguish and reward your partners, based on their performance and contributions to your business. You can define partner programs with or without tiers, and add benefits from a benefits library to programs or program tiers. You can assign tiers to partner accounts, and enforce country- and tier-based eligibility when enrolling partners in different programs. The partner’s program benefits and tier information are visible in enrollment details and in Partner Center.
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Slide 6 - Tiers
Slide notes A “tier”… • Is assigned to PARTNERS to differentiate based on value & performance • Is associated with PROGRAMS to provide different BENEFITS per tier • Can be used to capture custom, tier-specific criteria within a program • And determines what benefits a partner receives when enrolled in a tiered partner program. Before you can assign tiers to partners and make them a part of your partner program structure, you must define the tiers. For example, your program may consist of Platinum, Gold, Silver, and Authorized tiers, and you group your partners into these tiers based on different criteria. You can add and remove tiers, and edit the names of existing tiers. You can optionally upload a tier badge, which is an image that incorporates your unique branding, to visually represent each tier. Tiers can be reordered according to their ranking within your partner program.
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Slide 7 - Benefits
Slide notes Benefits indicate entitlements awarded to partners based on their enrollment in partner programs. You can define a library of benefits that can be added to any partner program. You can assign each benefit to a category for easier searching and reporting, for example: financial rewards, Deal Registration, leads, sales and marketing support, MDFs, technical support, and training. You can also define benefits of different value types, which signify how a benefit value should be entered and interpreted when the benefit is added to a program. This will become clearer when we look at partner programs.
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Slide 8 - Partner Program Enhancements
Slide notes A partner program • Represents a relationship between you, the brand owner, and different types of qualified PARTNERS, for example, resellers, systems integrators, and distributors • Can be global or country-specific • May or may not have a tiered structure • And promises BENEFITS to approved partner enrollees When defining tiered partner programs in Oracle Sales Cloud PRM, you can add benefits from your benefits library for all or some of the program tiers, as applicable to your business. You can also specify different values for different tiers. For example, you may have a benefit called “Additional discount above list price”. When you add it to your “North America Reseller Program”, you can specify 25% discount for your Platinum tier partners, 20% for Gold partners, and 15% for Silver partners. You can also define programs without tiers, in which case the value of a benefit added to the program applies to all enrolled partners. While auto-approval is the default behavior for publishing partner programs, you can configure the approval workflow to fit your business process. Once a program is approved and published, you can enroll eligible partners in the program. As a PRM object, Partner Program is extensible in Application Composer.
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Slide 9 - Partner Enhancements
Slide notes While the existing Level attribute has not been removed from the partner account screens, the new Tier attribute has been introduced with the intention of eventually replacing Level. To clarify further, the new partner “tier” field and the existing partner “level” field are conceptually the same thing, but they are configured differently in PRM and offer different functionality. • Both tier and level provide you a way to differentiate your partners • And both can be used to segment your partners in reporting and analytics However, you must use tier to do the following: • Automatically limit program enrollment to eligible partners based on their ranking in the partner program • And track program benefits that vary based on a partner’s ranking in the partner program. You are encouraged to replicate your current Level values as partner tiers, using the new Tiers functionality. Then using Application Composer, you should hide the Level attribute while exposing the Tier attribute in the Create Partner and Edit Partner pages. That way, you can assign a tier to each partner. You can expose the tier badge in the partner overview page to provide a quick way to identify your most valuable partners. The tier name and badge will also be displayed to Partner Administrators in the Partner Portal company overview page automatically, if you define and use tiers.
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Slide 10 - Partner Program Enrollment Enhancements
Slide notes The existing Partner Program Enrollments functionality has been enhanced in several ways. In the context of the new features introduced in this release, the definition of an enrollment has been broadened as follows: A partner program enrollment: • Represents the membership of a PARTNER in a partner PROGRAM, which may or may not have TIERS • Entitles the PARTNER to BENEFITS associated with the PROGRAM or PROGRAM TIER • And will enforce partner country and tier consistency with program definition With respect to enforcement of partner eligibility for program enrollment, Oracle Sales Cloud will validate that the program applies to the country of the partner’s primary address. It will also validate that the partner’s tier is part of the program. For example: you’ll be permitted to enroll a Silver partner located in Canada in the North American Partner Program, if this program includes the Silver tier. However, you will be prevented from enrolling the same partner in a partner program for Asia Pacific countries, or in a program that excludes Silver tier partners. Another new feature is the addition of more details in the Edit Enrollment page. The Program name is now a hyperlink through which an authorized user can drill into the program details. Also, as a channel manager, you can see the list of program tier benefits enjoyed by the partner when enrolled in that particular program in the enrollment details page.
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Slide 11 - Partner Program Management
Slide notes Your channel managers want to manage programs with consistent coverage globally in order to increase revenue and speed to market. They also want to make sure partners are aligned with the correct programs. Partners will invest more heavily in relationships with brand owners who provide them with greater business value. One way partners draw value from a brand owner is through a list of benefits offered through the brand owner’s partner program. However, partner benefits come at a cost to the brand owner. Therefore, brand owners need to first create a program and tier structure to define a partner’s position in the program, based on the partner’s investment in the relationship, which may be determined by different criteria such as revenue, competencies, and customer satisfaction. Appropriate benefits-- whether financial, sales, marketing, technical, training, or other types of resources-- should be offered to partners according to their level of investment, as reflected in the partners’ tiers, to ensure the brand owner’s investment in the partners is worth the cost. This creates a win-win scenario for brand owners and their partners. Oracle Sales Cloud PRM makes it easy for you to define a global program structure, with or without tiers, streamline the program approval process, and group partners into that structure. It enables you to define and assign benefits to partners based on their position in your partner programs. Your channel managers will also have increased visibility into the partner benefits and program elements. They can easily promote or demote partners, as needed. Finally, when your business changes, you can quickly adjust your programs.
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Slide 187 - Summary of Enhancement Capabilities
Slide notes • Channel users and sales administrators can now import partner programs, along with partner program tiers and program tier benefits, into Oracle Sales Cloud PRM from external data sources. • New REST Web Services can be used to integrate Partner Programs, Program Tiers, Program-Tier Benefits, Tiers, and Benefits with third-party systems.
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Slide 188 - Additional Information
Slide notes Partner “tier” field (new) is not the same as partner “level” field (introduced in prior releases), although conceptually, they are the same thing • Both tier and level provide you a way to differentiate your partners • Both can be used to segment your partners in reporting and analytics You must use tier to do the following: • Automatically limit program enrollment to eligible partners based on their position in the partner program • Track program benefits that vary based on a partner’s tier
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Slide 189 - Implementation Advice
Slide notes In this implementation advice section, we will go through what you need to consider before enabling these features in your business, and what you need to know to set them up.
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Slide 190 - Feature Impact Guidelines
Slide notes This table depicts key upgrade information for the new features covered in this training. It details: • If a feature is automatically available after the upgrade. All features described in this training except Partner Enhancements are automatically available upon implementation. • If a feature can be accessed using the shipped job roles – the exact job roles are detailed later in this section. All features can be accessed with these shipped roles. • If a feature has any setup associated with it. Only Partner Enhancements require setup. Setup details are covered later in this section.
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Slide 191 - Partner Enhancements Setup Summary
Slide notes To assign tiers to partners, you must expose the Tier field in the Create Partner and Edit Partner pages through Application Composer. To view the partner’s current tier name and corresponding tier badge, you must expose these read-only fields in the Partners list page and the Edit Partner – Overview tab, also through Application Composer. Since the tier name is read-only in some pages and editable choicelist in others, they are listed as separate fields in Application Composer. “TierName" is the read-only field; you will need to change this to a more user-friendly display label of your choosing, for example, “Tier” or “Partner Tier”. On the other hand, “TierID” is the editable field, which already has the display label “Tier” and does not require modification. It is alright to have two fields with the same display label, for example “Tier”. Within Application Composer, when you look for the field to add to a page and see two fields with the same display label, hover over each field to see its unique system name. That will help you select the most appropriate field. Details of how to perform these setups are provided in the following slide.
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Slide 192 - Partner Enhancements Setup Detail
Slide notes Log in as an administrative user, for example, a user with the Sales Administrator role. 1. In order to perform setups through Application Composer, you must be in an active sandbox. Navigate to Manage Sandboxes, under the Settings and Actions menu, and create a new sandbox. NOTE: It is recommended that only one user at a time make and test changes within a sandbox, and then publishes the sandbox. This eliminates conflicts that can occur when users attempt to publish overlapping sandboxes that were created at different times. See training and documentation related to Extensibility and Application Composer for more information. 2. Verify that you are in an active sandbox. 3. In your sandbox, navigate to the Tools folder, and then Application Composer.
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Slide 193 - Partner Enhancements Setup Detail
Slide notes 4. Within Application Composer, select “Sales” from the Application choice list. 5. Expand the Standard Objects node in the tree below, 6. Expand the Partner object. You will see “Fields” and “Pages” below Partner. This is where you will perform your setup tasks for Partner Enhancements.
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Slide 194 - Partner Enhancements Setup Detail
Slide notes 7. On the Fields page, click on the Standard tab to view the list of standard partner attributes. 8. Search by Display Label for “Tier”. Out of the box, you should see two fields: • TierID, with the Display Label “Tier”. Leave this as-is. • TierName, with the Display Label “TierName”. 9. Change the label for TierName to a user-friendly label such as “Tier”, as shown, or “Partner Tier”.
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Slide 195 - Partner Enhancements Setup Detail
Slide notes 10. On the Partner: Pages page, the default tab is Simplified Pages, which is where you will do your configuration. 11. First, edit the summary table (i.e., the Partners landing page list). 12. Next, for the creation page layouts, duplicate the Default Layout (do not modify it) and make your changes to the new layout. 13. Finally, for the details page layouts, duplicate the Default Layout (do not modify it) and make your changes to the new layout.
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Slide 196 - Partner Enhancements Setup Detail
Slide notes 14. On the Edit Summary Table page, under Configure Summary Table section, moves the “Tier” field (hover over field to make sure it is the “TierName” field) from Available Fields (left) to Selected Fields (right). The field may be called something other than “Tier”, depending on the Display Label you chose in a previous step. 15. Use the arrows to reorder the columns, if desired. 16. Click Save and Close. Proceed to the configuration of the Creation Page Layouts.
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Slide 197 - Partner Enhancements Setup Detail
Slide notes 17. To modify the custom Creation page layout, click on the edit icon next to the Create form. 18. Select the correct, editable “Tier” field, i.e., the TierID field. 19. Move the field to the right and reorder, as desired. 20. Save and close. After you return to the previous page, verify that the fields appear as you configured, then click Done.
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Slide 198 - Partner Enhancements Setup Detail
Slide notes 21. Similar to the Creation Page, edit the Details Page Layout. In the edit page for this layout, under the Overview subtab, edit the Overview form. 22. Add the “Badge” and “Tier” fields to the top of the Overview form, then save and close the page. 23. Edit the Profile subtab, Details Info Region. Add the “Tier” field, and if your business is ready to stop using the “Level” field, remove this field from the same region. Click Save and Close, then click Done.
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Slide 199 - Job Roles
Slide notes This table details the shipped job roles that will access the new capabilities covered in this training. These are: • Channel Operations Manager: can manage partner programs, tiers, benefits, enrollments, and partners • Channel Account Manager: can only view partner programs, tiers, and benefits, but can manage enrollments and partners, where the channel account manager is on the partner account team or a member of a territory on the partner account • Channel Sales Manager: can only view partner programs, tiers, and benefits, but can manage enrollments and partners, where the channel sales manager or subordinates are on the partner account team or members of a territory on the partner account • Partner Administrator: can only view tier badge and tier name information in company overview, as well as self-manage partner company information, but cannot view any partner program, tier, or benefit setup data; nor can partner users view Enrollments
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Slide 200 - Business Process Model Information
Slide notes The business processes associated with the new capabilities covered in this training are detailed here. The high level business process is Manage Partners, with activities Manage Partner Programs, Manage Partner Accounts, and Manage Partner Enrollments.
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Slide 201 - Related Reports & BI Analytic Information
Slide notes There are no new, out-of-the-box reports for these new features. However, the “Countries” attribute has been added to the Partner Program dimension, visible under the Partners – CRM Partner Programs Subject Area. Additionally, a new attribute called “Partner Tier Name” has been added to numerous BI Subject Areas that contain the “Partner” dimension. This allows you to create reports that break down partner-related data by partner tier. The following page illustrates this point.
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Slide 202 - Related Reports & BI Analytic Information
Slide notes The screenshot shown on this page displays the list of BI Subject Areas that contain the Partner dimension and the new Partner Tier Name attribute. You can also see a sample BI report, namely, Number of Enrolled Partners by Tier that can be created with this new attribute.
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Slide 203 - Associated Release Training
Slide notes Other training modules that are related to these new capabilities and are recommended viewing are the remaining Partner Relationship Management modules, namely: Partner Management, Partner Business Plan and Objectives, and Marketing Development Funds. 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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