See What's Coming in Oracle Sales Cloud

Transcription

1 See What's Coming in Oracle Sales Cloud Release 9 Release Content Document 1

2 Table of Contents SMARTPHONES... 6 ORACLE SALES CLOUD MOBILE APP... 6 Dynamic Layouts for Mobile Pages... 6 Integration with Oracle Social Network... 7 Attachments... 7 Enterprise Data Quality... 7 Enhanced Contact Management... 7 Filmstrip View for Analytics... 7 CALL REPORT APP... 7 ORACLE VOICE... 7 TABLETS... 8 ORACLE MOBILYTICS... 8 ANALYTICS... 9 SALES ANALYTICS... 9 Intuitive Report Center... 9 Prebuilt Reports for Activities... 9 Prebuilt Reports for Lead Management Forecast Reporting Filmstrip View for Analytics Prebuilt Reports for Customer Analysis New Subject Areas for Enhanced Activity Reporting New Subject Areas for Enhanced Territory Reporting User Preferred Currency (Simple and Advanced) Granular Data Visibility for Accounts Product Group Reporting Contract Reporting and Analytics Multiple Child Objects for Custom Subject Areas Channel Account Manager Dashboard AUDIT REPORTING Audit Reporting for Contracts CORE SALES FORCE AUTOMATION (SFA) GLOBAL SEARCH AND LIST MANAGEMENT ACCOUNTS AND CONTACTS Manage Accounts and Contacts Create a Quote from an Account Enrich Accounts and Contacts View Digital Activities in Contact Overview Household Roll-up & Relationship Diagram LEADS

3 Creating and Converting Prospect Leads Lead Assignment and Conversion Lead Mass Actions Prebuilt Reports for Lead Management OPPORTUNITIES Sales Coach Configurable Close Period Price Book Create a Quote from an Opportunity FORECASTING Intuitive Sales Manager Forecasting Forecast Reporting SALES LIGHTBOX CALENDAR AND ACTIVITIES Activities Object and APIs Consolidated Activity Views Call Reports Team Calendar Prebuilt Reports for Activities Customization Options for Activities SALES PREDICTOR Prebuilt Reports for Customer Analysis Manage Cross-sell and Up-sell Rules ORACLE SALES CLOUD FOR OUTLOOK Deployment and Upgrades Assign Partner Resources to Opportunities and Leads Role-Based Configuration Outlook Contact Matching Simulate Synchronization Filter Results PARTNER RELATIONSHIP MANAGEMENT Partner Management Channel Account Manager Dashboard Partner Lead distribution Partner Opportunity Management Assign Partner Resources to Opportunities and Leads in Outlook CONTRACTS AND SALES AGREEMENTS Configurable Negotiation Workflows Workload Management Contract Reporting and Analytics

4 Sales Agreements SALES PERFORMANCE MANAGEMENT QUOTAS Quota Export TERRITORIES Territory Geography Migration INCENTIVE COMPENSATION Compensation Plan Document and Approval Workflow Currency Conversion Rate Import Enhanced Transaction Import Rule Migration New Calculation Functions User-Friendly Plan Names Participant Alternate Targets Process Submission and Period Close Web Services CUSTOMER DATA MANAGEMENT CUSTOMER MASTER Bulk and Real-Time Data Enrichment New SOAP Web Services for Accounts, Contacts and Households DATA QUALITY Embedded Enterprise Data Quality CONFIGURATION AND CUSTOMIZATION APPLICATION COMPOSER Intuitive Full Custom Object Support Choose Icons and Themes Many-to-Many Relationships Groovy White List Field Groups Multiple Child Objects for Custom Subject Areas Customize Object Overview Pages Subtab Extensibility Direct Page Links modularity constraint Removed Customization Options for Activities USER INTERFACE TEXT CUSTOMIZATION PROCESS COMPOSER PLATFORM-AS-A-SERVICE (PAAS) CLOUD INTEGRATIONS Marketing Cloud Integration CPQ Cloud Integration CLOUD TO ON-PREMISES INTEGRATIONS

5 Siebel Oracle E-Business Suite JD Edwards INDUSTRY SOLUTIONS High Tech and Industrial Manufacturing Financial Services Consumer Goods - Retail Execution Communications SETUP AND MAINTENANCE FILE-BASED DATA IMPORT Roundtrip Support Import Validation of Extensible Data Elements Record Matching Using Business Key and External ID Simplified Exception Reporting Progress/Status Reporting Auto-Mapping for Import Simplified Import Submission Web Service Object Description Service TERRITORY SETUP Territory Geography Migration MASTER GEOGRAPHIES Enhanced Master Geographies Load

6 Oracle Sales Cloud Release 9 includes many new enhancements for smartphones, core sales, analytics and partner relationship management. From the mobile app or a browser, Oracle Sales Cloud makes it easy for sales reps, managers, and executives to access reports and accomplish tasks quickly. We continue to improve performance and user adoption by simplifying page layouts and introducing more intuitive designs. With Analytics, we support more complex analyses, yet offer easy-to-understand, visual dashboards and a wide array of prebuilt reports for activities, opportunities and more. Enhancements in Partner Relationship Management, such as the new partner portal and automated partner lead distribution, provide a more efficient and streamlined approach for channel account managers. With Release 9, Oracle Sales Cloud offers tailored solutions for the high tech and industrial manufacturing, financial services, consumer goods retail execution, and communications industries. Sales analytics, partner relationship management and customization and configuration enhancements appear throughout this document and are identified by the icons above. SMARTPHONES Access Oracle Sales Cloud on smartphones to maximize your selling time by quickly executing transactions and activities. The Oracle Sales Cloud Mobile app now includes dynamic layouts, streamlined integration with Oracle Social Network, the ability to add voice and photo attachments to specific objects, an improved data quality option, and the new filmstrip view for sales analytics. The new Call Report app enables sales teams to complete important, common tasks in a minute or less. Oracle Voice offers a virtual personal assistant allowing sales reps to interact with Oracle Sales Cloud through natural, spoken conversation. To access Release 9 mobile capabilities, download the latest version from the Apple App Store (iphone and ipad), Google Play (Android), or the Oracle Sales Cloud instance (Blackberry). ORACLE SALES CLOUD MOBILE APP The Oracle Sales Cloud Mobile app is the most efficient way for sales reps to access Oracle Sales Cloud from a smartphone. The following topics describe the new enhancements for the Oracle Sales Cloud Mobile app. DYNAMIC LAYOUTS FOR MOBILE PAGES Tailor Oracle Sales Cloud Mobile to provide sales reps and sales managers with the right information at each stage of the business process. Now available for mobile pages, dynamic layouts enable you to display different fields for different user roles, record types, record statuses or stages, or by using other advanced criteria. 6

7 INTEGRATION WITH ORACLE SOCIAL NETWORK Collaborating with your sales team just became easier. Oracle Social Network conversations are now accessible from Oracle Sales Cloud Mobile so you don t need to toggle to the Oracle Social Network application to view and add to conversations about your leads, accounts, households, opportunities or custom objects. You can also post comments directly to Oracle Social Network to start a new conversation or join an existing one. ATTACHMENTS You have more options to capture important business information from your smartphone. In addition to viewing attachments, you can add voice and picture attachments to your opportunities, leads, activities and other objects. ENTERPRISE DATA QUALITY Keep your data clean and accurate even when you re on the go. Create new accounts and contacts in Oracle Sales Cloud Mobile and Enterprise Data Quality will alert you to potential duplicates. You can choose to create a new record or select an existing account directly from the duplicate notification. Note: Separate license required for Enterprise Data Quality. ENHANCED CONTACT MANAGEMENT Change the primary contact or remove contacts associated with accounts, leads and opportunities directly from your smartphone. FILMSTRIP VIEW FOR ANALYTICS With the new filmstrip view for analytics, scroll through various reports by simply swiping left or right on your mobile device. CALL REPORT APP With the single-purpose Call Report app, sales reps can record key sales activities and update related opportunity data in one minute or less. Just open this app to view your upcoming appointments, prepare for your next meeting, create a call report for your completed meeting, and update the related opportunity and appointment data for future reference. ORACLE VOICE Oracle Voice is a speech-driven mobile app that on-the-go sales reps can use to quickly update and view information about their opportunities, contacts, notes and activities. The friendly, conversational 7

8 interface also allows for tap and type interactions when appropriate. Above all, Voice is built to give sales reps a fun way to do work. With increased usage, everyone benefits from current sales data and improved visibility into sales activities. TABLETS Access Oracle Sales Cloud from your tablet browser anytime, anywhere. The Oracle Mobilytics app for the ipad helps sales leaders gain important business insights while on the go. Download the latest version from the Apple App Store. ORACLE MOBILYTICS Oracle Mobilytics is a new offering for sales executives that provides unprecedented mobile business intelligence into sales performance. These interactive visualizations, created specifically for the ipad, allow your sales leaders to model and gain greater insight: Forecast Shaper allows you to perform What If analyses to help you achieve your quota. Tap and move opportunities between the current and next quarter to preview potential attainment changes for this quarter s quota. Track proposed changes and to your team, or interact with your team directly using Oracle Social Network in the context of your projections. Filter opportunities by team member, deal size, product, industry, and country to help identify gaps. Tap or double tap to view opportunity details. Pipeline Analyzer allows you to analyze sales stages to help move large or important deals along and improve conversion rates. Swipe up or down to view all deals for each sales stage. Spot best practices and use these to keep your pipeline and activities in sync. Apply filters to help analyze problem sales stages or product and industry areas. Deals Radar helps you discover the deals that are being actively managed. Review your team s activities and focus in on the right deals for the quarter; the closer the opportunity is to the target, the more activities are logged. Zoom in to view opportunity win probability in relation to team interactions, or view by time. Chat with or team members to initiate new interactions or to target different opportunities. Aging Monitor helps you keep your forecast on track by showing your pipeline by deal size and days in the pipeline so you can hone in on stale deals. Team Tracker helps you manage your team s performance by showing your team s standing based on this year s attainment percent and time in their current role. Apply the team filter to view your direct reports team s performance or drill into individual team member details. 8

9 Review each individual s current accounts, open opportunities, and closed deals in relation to prior year and current year attainment. Use this information to leverage your top performers best practices and to coach underperformers and team risks. These sales modeling capabilities enable leaders to better predict or effect changes by refocusing efforts on specific opportunities, adjusting territory assignments, gaining a better understanding of their pipeline, and improving sales performance. ANALYTICS Oracle Sales Cloud offers embedded sales analytics to guide your actions. With Release 9, we have introduced an extensive line up of new prebuilt reports for activities, leads, partner relationship management, Sales Predictor and forecasts. There are also new subject areas and attributes that enable more comprehensive analyses for sales activities, territories and other objects. Expanded audit reporting provides managers and administrators with the ability to evaluate application usage. The new Mobilytics app for tablets will enable executives to model different scenarios and effect changes. SALES ANALYTICS A wide array of prebuilt reports and custom reporting options provide important business insights. The sales analytics INTUITIVE REPORT CENTER icon indicates enhancements that are described in other sections of this document. 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 . Mark reports as favorites. PREBUILT REPORTS FOR ACTIVITIES New prebuilt reports help sales reps manage their open tasks and help sales managers gain insight into their teams sales activities. For sales reps: Top Accounts by My Activities 9

10 My Open Tasks For sales managers: My Team s Activities Top Accounts by My Team s Activities My Team s Tasks on Open Opportunities PREBUILT REPORTS FOR LEAD MANAGEMENT Use the following prebuilt reports to analyze leads and spot trends that can help you turn more leads into closed deals: Lead Trending Leads By Age Leads By Source FORECAST REPORTING New, prebuilt reports display forecast details and comparisons in an easy-to-read format. Simple informative bar charts show total forecast dollars next to won revenue and open pipeline by month. Sales managers also see these forecast comparisons for each member of their team. When you store quota information in Oracle Sales Cloud, you can immediately see your forecast numbers compared to your quota in a simple gauge view. FILMSTRIP VIEW FOR ANALYTICS With the new filmstrip view for analytics in Oracle Sales Cloud Mobile, scroll through various reports by simply swiping left or right on your mobile device. PREBUILT REPORTS FOR CUSTOMER ANALYSIS New reports provide you with insights about the buying patterns of your existing customers. You can leverage these reports to specify cross-sell and up-sell business rules to promote certain products or services. A data profiling report also helps sales administrators find gaps in the customer data set that must be addressed before they design their data-mining models. The reports include: Customer Asset Analysis: Displays customer assets by geography Buying Patterns: Analyzes buying patterns for selected products Performance: Analyzes how many recommendations have been adopted as leads by sales reps 10

11 Data Completeness: Shows the quality of customer attribute data NEW SUBJECT AREAS FOR ENHANCED ACTIVITY REPORTING The following subject areas have been added or enhanced to create more options to analyze sales activities: Sales CRM Sales Activity Subject Area: Create reports showing activities arranged by associated objects such as accounts, leads, opportunities, contacts, and employees. Sales CRM Activity Contact: View contacts involved in sales activities and all activities associated with that contact. Sales CRM Activity Resource: View the employee resources involved in sales activities and all the activities that a particular resource is involved in. NEW SUBJECT AREAS FOR ENHANCED TERRITORY REPORTING To give sales managers the tools to better understand and balance their territories, we have added the following new subject areas: Sales CRM Territory Resource: View the sales resources assigned to each territory, including their roles. Sales managers can also see how sales team members are spread across different territories. Sales CRM Account Territory: Analyze the accounts assigned to each territory and see all the territories assigned to each account. This analysis helps Sales Administrators validate the assignment process. USER PREFERRED CURRENCY (SIMPLE AND ADVANCED) Each person can view opportunity reports in their preferred currency. We provide two options for currency management: simple and advanced. The simple option uses the current exchange rate and provides better performance. The advanced option uses a more precise exchange rate based on the close date of an opportunity. 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. 11

12 PRODUCT GROUP REPORTING We have added product group custom attributes to standard subject areas. Using these attributes, you can create more focused analyses. For example, you can create a report that analyzes the sales pipeline by product group extensions instead of analyzing the entire sales pipeline. CONTRACT REPORTING AND ANALYTICS Using the new subject area, Enterprise Contracts, you can create custom reports on contracts. Generate reports that are applicable to your business needs and gain insight about the impact of different contracts on your business, for example, which contracts are expiring soon, the largest deals signed last quarter, and which contracts are affected by overdue deliverables. MULTIPLE CHILD OBJECTS FOR CUSTOM SUBJECT AREAS For broader reporting options on your entire object model, you can 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 and then add as many children as you need, such as an opportunity revenue object, an opportunity contact object and an opportunity reference object. CHANNEL ACCOUNT MANAGER DASHBOARD Channel account managers can see critical sales and partner activity information in a dashboard along with required action information and detailed reports. The dashboard includes key performance indicators for: Quarterly Sales Top Opportunities Partner Pipeline Partner Performance Lead Distributions AUDIT REPORTING Review and track data changes and user activity in the Oracle Sales Cloud application. AUDIT REPORTING FOR CONTRACTS Now available for the Contracts object, audit reporting allows you to track the usage of the Oracle Sales Cloud application. The audit history tracks which attributes were inserted or updated, includes the old and new value and displays the name of the user that made the changes. 12

13 CORE SALES FORCE AUTOMATION (SFA) Core SFA enhancements are built to meet the essential needs of sales reps and sales managers, allowing access to customer and sales information using a tablet browser or smartphone client. Simplified pages are optimized for the tablet browser, and the smartphone client leverages the native phone capabilities to capture client activities on the go. Global search makes it easier to find what you're looking for in Sales Cloud. List management allows you to segment any account or transaction list easily. Sales Predictor points your sales reps to the next cross-sell or up-sell opportunity tailored for each customer. To increase productivity, activity management is more comprehensive with consolidated views and a team calendar option. New, prebuilt reports for leads, activities, forecasting and Sales Predictor provide greater business insight. GLOBAL SEARCH AND LIST MANAGEMENT Find what you need when you need it with these search and list management enhancements: Global Search: Use a Google-like keyword search to find your data and attachments easily and quickly from any of Oracle Sales Cloud s intuitive pages. This global search crawls all the data in Sales Cloud, including custom objects and attributes, and returns the search results based on matching keywords. Security policies are applied to ensure that search results only include records that a sales rep can access. Auto Suggest of Recent Items: As you type in the search box, Oracle Sales Cloud suggests a list of recently accessed items. The search engine works with both standard and custom objects and only shows records that a user has permission to access. Saved Searches: Create and edit your own personalized lists of accounts, contacts, households, assets, opportunities and leads using saved searches within Oracle Sales Cloud s simplified pages. You can also export your lists to an Excel spreadsheet. ACCOUNTS AND CONTACTS Build solid business relationships with a complete and accurate view of your accounts, contacts and households. MANAGE ACCOUNTS AND CONTACTS The following enhancements make it even easier to manage customer data using Oracle Sales Cloud s simplified pages on your desktop or tablet browser: 13

14 Quick Create: Create an account or contact record without specifying an address. Quick Actions: Log a call, add a note, or create a task easily from any account or contact page. Multiple addresses: Capture as many addresses as needed for an account, contact or household. Assessments: A guided account planning process helps you analyze your strengths, weaknesses, opportunities, and threats for a given account. Billing Accounts: Integrate billing details from Oracle Financials Cloud. Customizable Overview Pages: Add or remove fields, photos, and summaries of related transactions on account, contact and household overview pages. Do Not Call Management: Indicate which phone numbers or s your clients do not want you to use. These indicators can be updated via government compliance lists, company internal lists, or file-based data import. Sales reps can also update the Do Not Call indicator from their tablets during client visits. CREATE A QUOTE FROM AN ACCOUNT If you re using Oracle CPQ Cloud as your quoting tool, you can access CPQ Cloud s configurator, price and quote proposal functions directly in the Oracle Sales Cloud application. Customer data for the quote is automatically filled in to minimize data entry and help you deliver quotation documents to your customers faster. You can also view all the quote history for an account. ENRICH ACCOUNTS AND CONTACTS Sales teams need access to the most complete account information and updated business contacts in Sales Cloud. With the click of a button, sales reps and sales managers can enrich their accounts and contacts with Dun and Bradstreet data from Oracle Social Data and Insight Cloud service. Sales teams can: Add new accounts or new business contacts from the Dun and Bradstreet database Update existing account records with additional data such D-U-N-S Number, industry classifications, number of employees or annual revenue Update existing contact records with accurate phone numbers, addresses, job titles and company information VIEW DIGITAL ACTIVITIES IN CONTACT OVERVIEW For companies that subscribe to both Oracle Sales Cloud and Marketing Cloud, sales reps can view their contacts Marketing Cloud interactions, such as the last web site visited, number of s opened, number of web forms submitted, or search engine keywords used, on Oracle Sales Cloud s contact 14

15 overview page. This gives sales reps a better understanding of their customers digital channel activities and buying behaviors. HOUSEHOLD ROLL-UP & RELATIONSHIP DIAGRAM A household consists of one or more contacts to whom you are selling. For consumer-oriented industries, such as banking, insurance, retail, or telecommunications, it is important to have an aggregated view of total assets, expenses, transactions, and activities for a household. The Household 360 overview page is enhanced to show all the aggregated leads, opportunities, assets and activities for each family. You can also capture referral contacts for the household. A relationship diagram shows a visual representation of all the roles and connections to the family or other contacts tied to the household. For example, you can see the husband s employer, the wife s referral contact, or the school the children attend to gain a comprehensive view about the family. LEADS Manage the entire life cycle of sales leads from the initial contact to conversion. CREATING AND CONVERTING PROSPECT LEADS Sales reps can create leads for new prospects without having to create new account or contact records first. The company and business contact names are simply attributes captured directly on a lead record. Once a lead is qualified, you can determine whether to convert the lead to an opportunity and/or a contact. This keeps your prospect and customer lists separate. File-based data import or web services are also enhanced to allow the creation of prospect leads without associated accounts or contacts. LEAD ASSIGNMENT AND CONVERSION Leads can be assigned automatically using territory-based assignment or rules-based assignment. Lead assignment is streamlined so that the Lead Owner field is updated when a sales rep accepts or rejects a lead. When a sales rep converts a lead to an opportunity, all the relevant lead information, including the custom attributes, are carried over to the opportunity. LEAD MASS ACTIONS You receive lots of leads from marketing or other channels. You can manage your leads queue with ease using bulk actions such as assign, score, qualify, convert, retire or reopen. You can select several leads at once and apply the appropriate action to mass-update all of the selected records. 15

16 PREBUILT REPORTS FOR LEAD MANAGEMENT Use the following prebuilt reports to analyze leads and spot trends that can help you turn more leads into closed deals: Lead Trending Leads By Age Leads By Source OPPORTUNITIES Use Oracle Sales Cloud to track the full life cycle of an opportunity, from the initial creation through every stage until it's closed. SALES COACH Guide your sales reps through the steps they must take to close each deal successfully and consistently. Sales Coach s simple task lists recommend actions for each sales stage and point sales reps to approved collateral and templates that reinforce your sales methodology. CONFIGURABLE CLOSE PERIOD To view all open opportunities in a single list, configure the close period for your opportunity lists to match your company s unique opportunity life cycle. For example, you can configure the close period to view all deals in the past 45 days, in the current year, in the next three quarters, or in the next three years. PRICE BOOK Price book functionality is now configurable in Application Composer. This supports the display of the list price for products added to an opportunity. Sales reps can enter a price discount for the revenue item if needed. CREATE A QUOTE FROM AN OPPORTUNITY If you re using Oracle CPQ Cloud as your quoting tool, it s easy to create a new quote directly from an opportunity simply by clicking a Create Quote button. All the account, contact and opportunity data is defaulted on the quote page to minimize data entry. You can generate a quote for your customers faster. You can also see all the pricing and quote history for a given opportunity. 16

17 FORECASTING View, manage and submit forecasts from your desktop or mobile devices. Embedded analytics provide information you can use to improve the accuracy of your forecasts. INTUITIVE SALES MANAGER FORECASTING Using simple pages, sales managers can review and adjust their forecasts wherever they are. These easy-to-use pages enable sales managers to view the latest forecasting data and compare it to key metrics such as pipeline and won revenue. Sales managers can quickly see who has submitted their forecast, what has changed since the previous forecast, and the opportunities that comprise the forecast. Sales managers can also drill into their subordinates forecasts to view the forecast the same way that the sales rep sees it. This provides sales managers with the opportunity for more effective coaching and greater forecast accuracy. Sales managers can add, remove or adjust individual lines in the sales rep's forecast, segment the totals by time period and override forecast totals for each sales rep. Any adjustments are clearly identified throughout the forecast hierarchy, allowing management to quickly view the changes made by sales managers on their team. FORECAST REPORTING New, prebuilt reports display forecast details and comparisons in an easy-to-read format. Simple informative bar charts show total forecast dollars next to won revenue and open pipeline by month. Sales managers also see these forecast comparisons for each member of their team. When you store quota information in Oracle Sales Cloud, you can immediately see your forecast numbers compared to your quota in a simple gauge view. SALES LIGHTBOX Sales Lightbox offers a library for Microsoft PowerPoint presentations and slides with a simple shopping cart experience. Simply create and assemble new presentations from multiple presentations and slides. Sales reps and Sales managers can: Search for presentations by topic or author using a visual browser View slide views, shares and downloads to find the most popular content Create new presentations by adding individual slides or full presentations to the shopping cart Upload edited presentations to Sales Lightbox 17

18 Share presentations with other users or link presentations to account, contact or opportunity records Administrators can delete any presentation to prevent sensitive content from being shared. CALENDAR AND ACTIVITIES See all of your activities in one place and quickly add appointments, create tasks and log calls related to your accounts, contacts, households, partners, leads and opportunities. ACTIVITIES OBJECT AND APIS Appointments, tasks, and call reports (interactions) are now stored in one activities object and can be retrieved via a single set of APIs. This unified model allows sales reps and managers to capture and view all tasks, appointments, interactions, and call logs in one place. The single activities object also offers full support for configuration and customization, reporting and security. CONSOLIDATED ACTIVITY VIEWS View all of your sales activities in one, top-level view. The activities page displays tasks and appointments with these familiar views: My Calendar: Appointments are displayed in a familiar calendar format with views by day, week, month or in a list My Tasks: Manage your tasks and those assigned to you from a central list and sort them by due date, or open, overdue or high-priority tasks All Activities: View all appointments, tasks, and call logs in a consolidated list All customer touch points including upcoming tasks, logged calls and appointments are also listed in a consolidated child view. From the activities page, you can quickly review all past and planned activities related to accounts, contacts, households, partners, opportunities, leads and top-level custom objects. CALL REPORTS New call reports allow you to easily log a customer visit using your tablet or smartphone. You can indicate who attended the meeting, what objectives were achieved, which opportunity was discussed, and what products were presented. You can also add a short meeting summary. In addition, you can an external version of a call report to your customer and/or post a complete, internal version of the call report to Oracle Social Network. 18

19 TEAM CALENDAR Sales managers can view all of their team s appointments in a timeline view to easily see important customer meetings. The team calendar page displays appointments with these views: Week view: All of your team s appointments for the upcoming week in an easy-to-read timeline format Day view: All of your team s daily appointments by hour Search and save team calendar resources: Navigate quickly to a team in the resource hierarchy or save calendar views for other groups of resources PREBUILT REPORTS FOR ACTIVITIES New, prebuilt reports help sales reps manage their open tasks and help sales managers gain insight into their team s sales 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 Tasks on Open Opportunities CUSTOMIZATION OPTIONS FOR ACTIVITIES The full set of customization options is now available for tasks and appointments. Using Application Composer, you can add custom attributes, create dynamic layouts and use groovy scripts to customize the activity object as well as the activity assignee and activity contact objects. SALES PREDICTOR Oracle Sales Cloud has a built-in recommendation engine that enables your sales operations team to segment existing customer data, data-mine past opportunities, and identify the next-best products to position in each account. You can author business rules to reinforce strategic sales plays, position new products to specific industries or target customer segments. The recommendation engine has prebuilt reports that show your sales administrator interesting buying patterns that you may want to consider in your territory account planning. The simplified pages make it easy to author cross-sell and up-sell business rules. 19

20 PREBUILT REPORTS FOR CUSTOMER ANALYSIS New reports provide you with insights about the buying patterns of your existing customers. You can leverage these reports to specify cross-sell and up-sell business rules to promote certain products or services. A data profiling report also helps sales administrators find gaps in the customer data set that must be addressed before they design their data-mining models. The reports include: Customer Asset Analysis: Displays customer assets by geography Buying Patterns: Analyzes buying patterns for selected products Performance: Analyzes how many recommendations have been adopted as leads by sales reps Data Completeness: Shows the quality of customer attribute data MANAGE CROSS-SELL AND UP-SELL RULES Sales prediction rules define product recommendations for accounts and contacts. Administrators can determine and set up cross-sell and up-sell rules to suggest products that sales reps should promote based on your organization s sales plays and objectives. Using an easy-to-use rules editor, Administrators can author and test product recommendations before rolling them out to the entire sales organization. ORACLE SALES CLOUD FOR OUTLOOK Oracle Sales Cloud works seamlessly with Microsoft Outlook. Release 9 provides more ways for administrators to proactively manage users, customize the user interface by role and filter data for synchronization to ensure high performance. Partner resources can be added to opportunities or leads and Outlook forms and filters can be customized for different roles. In this release, duplicate detection and merge has also been included to ensure good data integrity between your Outlook contacts and Oracle Sales Cloud. DEPLOYMENT AND UPGRADES Oracle Sales Cloud for Outlook can now be easily deployed and automatically upgraded for your entire sales fleet. Install the Outlook client by clicking a link on the Outlook preferences page in Oracle Sales Cloud. Oracle Sales Cloud for Outlook detects whether a new upgrade is available on the server and applies upgrades with minimal user interaction. 20

21 New installation administration settings enable easy installation; sales reps can now complete installation entering only their user credentials. ASSIGN PARTNER RESOURCES TO OPPORTUNITIES AND LEADS Sales reps and sales managers can add partner resources to opportunities and leads directly in Outlook. This improves your sales team's effectiveness by incorporating partner management functionality in the same user interface they use every day. ROLE-BASED CONFIGURATION Sales reps and sales managers have unique application requirements. You now have the option to customize Oracle Sales Cloud for Outlook to meet these role-specific needs. Using Application Composer, Outlook forms and filters can be customized for different user roles. OUTLOOK CONTACT MATCHING Oracle Sales Cloud for Outlook now offers duplicate matching and merge between Outlook contacts and Oracle Sales Cloud contacts. Any possible duplicates between native Outlook contacts and the contacts in Oracle Sales Cloud can be identified and resolved. SIMULATE SYNCHRONIZATION FILTER RESULTS The volume of data you synchronize directly affects synchronization performance. New data volume counts show the number of records that will be synchronized before synchronization begins. This information helps you find the best data filtering options for optimal synchronization performance. PARTNER RELATIONSHIP MANAGEMENT Streamline partner relationship management (PRM) and indirect sales processes to increase the value of your partner network. Channel account managers can now manage partners more effectively anywhere, anytime with simplified pages and a new dashboard. A simplified partner portal is now available to help your partner sales reps qualify leads and register opportunities easily. The partner relationship management sections of this document. icon indicates enhancements that are described in other PARTNER MANAGEMENT Intuitive, simplified pages are now available for partner management. Channel account managers can: 21

22 Perform overall partner management including signing up new partners, providing portal access, assigning them to a channel account manager and adding other team members. View the leads, opportunities, program enrollments, and activities each partner generates in a Partner 360 overview. CHANNEL ACCOUNT MANAGER DASHBOARD Channel account managers can see critical sales and partner activity information in a dashboard along with required action information and detailed reports. The dashboard includes key performance indicators for: Quarterly Sales Top Opportunities Partner Pipeline Partner Performance Lead Distributions PARTNER LEAD DISTRIBUTION Leveraging Oracle Sales Cloud s robust lead assignment capability, you can route marketing leads automatically to the best partners based on geography, industry expertise, and skill sets. As a channel account manager, you can see the leads assigned to the partners in your territory and can re-allocate or re-assign leads from one partner to another, if necessary. In the simplified partner portal, partners can easily accept or reject leads assigned to them. They can qualify their accepted leads using your assessment questionnaires. They can also log their activities and can promote qualified leads to opportunities to request registration approval. PARTNER OPPORTUNITY MANAGEMENT In the simplified partner portal, partners can create and register opportunities and share opportunities with you. For each opportunity, partners can share their end customer information such as the products they are interested in, account details, opportunity sales stage, and win probability. Partners can also request resource support via a task or appointment request. Channel account managers can approve or reject partner opportunity registrations. For example, they can view each partner s pipeline, see how many interactions the partner has had with the customers about a specific opportunity, review opportunity registrations, and approve special support requests. 22

23 ASSIGN PARTNER RESOURCES TO OPPORTUNITIES AND LEADS IN OUTLOOK Sales reps and sales managers can add partner resources to opportunities and leads directly in Outlook. This improves your sales team's effectiveness by incorporating partner management functionality in the same user interface they use every day. CONTRACTS AND SALES AGREEMENTS Enterprise Contracts provides a comprehensive solution for managing your sales contracts. With Release 9, you can standardize corporate contract policies and negotiation workflows, improve internal controls, and comply with contractual obligations and regulatory requirements. Custom reports can be created using the new Enterprise Contracts subject area. CONFIGURABLE NEGOTIATION WORKFLOWS During customer negotiations, contracts might be passed back and forth between various stakeholders sales, legal or finance. Your contracts administration team can now define the various stages and transitions that a contract progresses through during customer negotiations. For example, when contract language is modified, you can pass the contract through legal review or financial review for a more thorough review of the contract's sections by the appropriate team. The progress of the contract through each stage is tracked in the contract status history. WORKLOAD MANAGEMENT Workload management provides an effective way for contract managers to manage the contracts assigned to their teams. Each manager can review their contracts queue and assign contracts to appropriate team members and proactively track progress. This reduces the overall time to contract by identifying bottlenecks quickly and allocating workload to team members more efficiently. CONTRACT REPORTING AND ANALYTICS Using the new subject area, Enterprise Contracts, you can create custom reports about contracts. Generate reports that are applicable to your business needs and gain insight about the impact of different contracts on your business, for example, which contracts are expiring soon, the largest deals signed last quarter, and which contracts are affected by overdue deliverables. 23

24 SALES AGREEMENTS Sales reps can quickly create and negotiate sales agreements with preferential pricing terms in return for customer commitments, such as an agreed purchase volume. Reps can negotiate simple discounts, or price overrides for products that the customer is going to purchase in the future. SALES PERFORMANCE MANAGEMENT Enhancements to Sales Performance Management include the ability to migrate territory geographies and rules, import currency conversion rates and export quotas. These features significantly reduce manual, time-consuming work. Incentive Compensation enables administrators to perform more complex calculations and add expression options, while continuing to make the system easy to use for sales reps by providing customizable display names for plans, plan components and performance measures. QUOTAS Define sales goals to align with top-down sales objectives based on revenue or product groups. Set quotas and track sales performance against these objectives. QUOTA EXPORT Export territory and resource quotas into CSV files for offline editing. TERRITORIES Set up sales territory models efficiently and evaluate the effectiveness of these models to increase sales performance. TERRITORY GEOGRAPHY MIGRATION Migrating your territory geographies from a test environment to a production environment is now more efficient. Simply export territory geographies from one environment and import the data into the target environment directly from the Manage Territory Geographies setup task. INCENTIVE COMPENSATION Use the Manage Incentive Compensation process to perform complex calculations for nondiscretionary incentive plans such as sales commission plans or bonuses with formulaic calculations. Adjust incentive 24

25 plans for all organizations, measure performance in relation to metrics, reward appropriate behavior and analyze the effect of incentive programs based on financial and sales goals. COMPENSATION PLAN DOCUMENT AND APPROVAL WORKFLOW Accelerate compensation plan review, approval and acceptance using the new plan document and approval workflow. The plan document is easily tailored using Oracle BI Publisher and provides the approver and participant with key information about the compensation plan and expected goals. Determine how many approval levels within the HR supervisory hierarchy and analyst hierarchy are required for your approval process. Because compensation plan routing and acceptance are automated, participants and their managers are more aware of their incentive potential. CURRENCY CONVERSION RATE IMPORT We have automated another integration task: now you can import currency conversion rate information. Whether you use daily, weekly, or monthly rates, you can import rate details using a data file. ENHANCED TRANSACTION IMPORT Named values in the transaction import file allow you to create transaction data files using names instead of unique internal identifiers. The import process uses names, or a combination of names, to derive the unique ID. This makes the file-based data import process more intuitive and easier to manage. The following named values are now available: Business Unit Name Participant Name Participant Credit Category Name Credit Rule Name Classification Rule Name Role Name RULE MIGRATION The rule migration feature contributes to a streamlined implementation process. Roll out new analyst approval hierarchies, classification rules, crediting rules and teams in your test environment. When you are ready, export the rules and import them into a production environment. 25

26 NEW CALCULATION FUNCTIONS Implement compensation plans faster using an expanded set of compensation plan expression options. These expressions are parameterized to improve flexibility. Define interchangeable, reusable groupings of numeric operators and SQL functions as inputs for and outputs of incentive formulas. These new expressions are based on customer feedback and include: Credit Category Name Prorated Plan Component Participation Prorated Measure Participation YTD Target Incentive Previous Interval Attainment Date Difference Rolling Average Attainment Product Name USER-FRIENDLY PLAN NAMES If the compensation plan names make perfect sense to your plan administrator but little sense to your participants, you can configure participant-friendly display names when you define your plans, plan components and performance measures. The display names are available in the plan document. Substitute the plan, plan component and performance measure names with the corresponding display name value. PARTICIPANT ALTERNATE TARGETS Personalize participant plan metrics more easily using additional measure attributes to perform calculations at the participant level. Alternate targets are accumulated by interval so you can use them in calculations the same way that you use goals in calculation formulas. PROCESS SUBMISSION AND PERIOD CLOSE WEB SERVICES Two new web services make it easy to manage day-to-day backend processes and add period-end controls. Coordinate and automate incentive compensation process submission using the Manage Process Submission web service. Sixteen processes are eligible, including those used for collection, crediting, classification, calculation, and payment. If you need tighter control for your period-end processing or need to align your incentive compensation calendar with your financial calendar period status, you can close your incentive compensation period using the Incentive Compensation Period Status web service. 26

27 CUSTOMER DATA MANAGEMENT Keeping track of customer information is now faster and more efficient. The data enrichment process is streamlined for the data steward to import company and contact data from Dun & Bradstreet easily. The new SOAP web services make it easier for other systems to integrate with Oracle Sales Cloud Customer Master. The Enterprise Data Quality engine improves data integrity by identifying duplicates in real time as well as making it easier to set up rule definitions. Release 9 ensures a clean customer master when using Oracle Sales Cloud data management tools. CUSTOMER MASTER Cleanse addresses, match account and contact records, remove duplicates, enrich business cards, and cross-reference customer 360 data across the enterprise. BULK AND REAL-TIME DATA ENRICHMENT Improve your knowledge of customers with clean and enriched data using real-time business information from Oracle Social Data and Insight Cloud Service for account and contacts. Data stewards can import new company or contact data to augment the customer records in Oracle Sales Cloud. Data stewards can also turn on real-time data enrichment to allow sales reps to enrich their account and business contact data with Dun & Bradstreet data if desired. NEW SOAP WEB SERVICES FOR ACCOUNTS, CONTACTS AND HOUSEHOLDS New and simplified SOAP web services make it easy to integrate accounts, contacts and households with other spoke systems. Simplified object structures represent a logical view of accounts, contacts and households. You don t need to know the full data model to use the services correctly. Instead of calling multiple granular web services to orchestrate a set of customer record updates, you can now perform the most common customer data management actions with new APIs. For example, you can create account locations and contacts with one API call. DATA QUALITY Automate the recognition of duplicate account and contact records using a robust data quality engine. EMBEDDED ENTERPRISE DATA QUALITY In Release 9, we offer a built-in data quality engine using the Oracle Enterprise Data Quality solution that is available to all new customers. The new solution includes: 27

28 Integrated data steward UI to define data quality rules via a web browser Real-time data matches on newly created or updated records Batch data matches on account or contact records Easier set up of matching configurations for a variety of matching needs Data matching on account and contact custom attributes including custom child objects Real-time and batch address cleansing (Requires an additional Address Verification service subscription) For existing customers, you can determine whether to use the new Enterprise Data Quality feature or continue to use the Informatica data quality engine. CONFIGURATION AND CUSTOMIZATION Oracle's standards-based, open and flexible platform makes it easy for developers to rapidly build and deploy rich applications or integrate with and extend Oracle Sales Cloud. Application Composer now has full custom object support and visual assets to create themes for ease of use. You can now add custom objects to the intuitive user interface at the same level as the standard account, contact, opportunity and lead objects. Choose from more than 35 icon families to make your sales reps feel more at home in the application. Release 9 also includes improvements to the Process Composer tool for approvals, notifications and more. The configuration and customization sections of this document. icon indicates enhancements that are described in other APPLICATION COMPOSER Oracle Sales Cloud Application Composer is a tool that enables you to extend and customize the application to meet the unique needs of your business. INTUITIVE FULL CUSTOM OBJECT SUPPORT You can now add custom objects to the intuitive user interface at the same level as the standard account, contact, opportunity and lead objects. Custom top-level objects are fully supported in Oracle Sales Cloud and enable you to: Create and edit the default page layouts for custom objects Create dynamic page layouts to show the right fields based on the role of the user or data on the record Add a new icon for the custom object to the homepage and the filmstrip Show a summary page for the custom object 28

29 Create custom saved lists to add to the summary page Customize lists and search results Extend the custom object search and select dialog box CHOOSE ICONS AND THEMES Adding meaningful icons can make your sales reps and sales managers feel at home in the application. With Release 9, you can choose from more than 35 icon families. Each family includes many variations of each icon sized optimally for the different tabs, home pages and themes. Select one icon for every custom object you create. Oracle Sales Cloud automatically displays the right variation of the icon depending on where it s shown in the application. For instance, if the user chooses to use a rich theme instead of a flat theme in the application, the icons will change to show more details to match the user s preference. MANY-TO-MANY RELATIONSHIPS Many-to-many relationships allow you to model complex, real-world situations. For example, a company in the automotive industry can model dealers and vehicles with many-to-many relationships: A dealer can be related to many vehicles, and a vehicle may be related to many dealerships. GROOVY WHITE LIST To make Groovy scripting more secure, Oracle Sales Cloud issues a warning when potentially unsafe functions (functions that are not on the white list) are invoked by your script. FIELD GROUPS Organizing your page layouts can improve how your sales reps and sales managers enter data in Oracle Sales Cloud. Field groups give you the option to organize groups of fields under a heading. This is particularly useful for large pages and forms. Users can expand and collapse field groups to organize page views. MULTIPLE CHILD OBJECTS FOR CUSTOM SUBJECT AREAS For broader reporting options on your entire object model, you can 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 and then add as many children as you need, such as an opportunity revenue object, an opportunity contact object and an opportunity reference object. 29

30 CUSTOMIZE OBJECT OVERVIEW PAGES Using dynamic layouts, you can customize the account, contact, household and partner overview pages. You can add or remove fields and choose which infolets are displayed on the overview pages. SUBTAB EXTENSIBILITY Release 9 significantly broadens support for the configuration of subtab field layouts by making most subtabs independently configurable. For example, you can configure the Leads subtab for accounts to show different fields than the Leads subtab for opportunities. You may also choose to create a different subtab field configuration for each dynamic layout that you create. DIRECT PAGE LINKS Add a link to an , a report, or a custom app that opens an Oracle Sales Cloud account, contact, household, opportunity, lead, activity or top-level custom object record. The link may open a specific subtab of a record detail page. MODULARITY CONSTRAINT REMOVED Cross-web application customization is now fully supported. You can reference objects from any application when you customize the object model, UI or business logic of the Oracle Sales Cloud. CUSTOMIZATION OPTIONS FOR ACTIVITIES The full set of customization options is now available for tasks and appointments. Using Application Composer, you can add custom attributes, create dynamic layouts and use groovy scripts to customize the activity object as well as the activity assignee and activity contact objects. USER INTERFACE TEXT CUSTOMIZATION The User Interface Text tool offers a search-and-replace function to change text that appears throughout the Oracle Sales Cloud application. In Release 9, the User Interface Text tool has been enhanced to support changes to text within Oracle Transactional Business Intelligence RPD Messages (logical attribute labels), Global Menu labels (Navigator and Home Page menu text), and Oracle Enterprise Scheduler Service process names. PROCESS COMPOSER Improved functionality of workflow processes allows you to: 30

31 Create and edit approval processes for custom and standard child objects Send an notification to one or more individuals when an approval request is approved or denied Make different types of approval requests easily identifiable by configuring the title of the approval task Submit multiple approval requests for the same item in order to resubmit a rejected item or seek approval from multiple reviewers. PLATFORM-AS-A-SERVICE (PaaS) Oracle has released open source sample code to demonstrate and accelerate integrations between the Java Cloud Service and Database Cloud Service for Oracle Sales Cloud. Oracle s Platform-as-a-Service (PaaS) solutions harness the power of industry-standard Java 2 Enterprise Edition through the Java Cloud Service and Oracle s Database cloud service featuring the Application Express platform. The solutions include: Dynamic web service handlers using JAX-WS Data sync connectors Rich UI data visualization components Mobile App REST façade on Oracle Sales Cloud web services A healthcare provider sample application PaaS solutions are available on the Oracle Technology Network. CLOUD INTEGRATIONS Oracle is investing in the overall customer experience in the areas of sales, marketing, service, and CPQ (Configure, Price, Quote) and has developed tools and methodology to integrate them. MARKETING CLOUD INTEGRATION Understanding your contacts interactions in digital and social media can help you identify the right products and target your sales activities. Integration with Marketing Cloud provides a digital profile of your contacts in a common user interface. With a central data repository, the integration between sales and marketing provides a 360 view of the customer and the ability to follow leads from prospect to closed opportunity. CPQ CLOUD INTEGRATION CPQ Cloud accelerates the conversion of sales opportunities to revenue by automating the sales order process with guided selling, dynamic pricing and an easy-to-use workflow approval process that is accessible anywhere, on any device. 31

32 You can now manage quotes and orders from CPQ Cloud using Oracle Sales Cloud s intuitive user interface. Bi-directional synchronization keeps accounts, contacts, and quotes up-to-date in both applications. Single sign-on allows you to switch easily between the applications. CLOUD TO ON-PREMISES INTEGRATIONS Prebuilt integrations between Oracle Sales Cloud and other Oracle CRM and ERP applications help you successfully migrate from on-premises-based systems to the cloud. SIEBEL The world's most complete customer relationship management (CRM) solution, Oracle's Siebel CRM helps organizations differentiate their businesses to achieve maximum topline and bottomline growth. With a Siebel-Oracle Sales Cloud integration, account, contact, activity and opportunity data can flow from Oracle Sales Cloud to the Siebel application. This integration allows you to navigate quickly from Oracle Sales Cloud s Customer Center or opportunity records to Siebel quotes. ORACLE E-BUSINESS SUITE Oracle E-Business Suite (EBS) is the most comprehensive suite of integrated global business applications. EBS enables organizations to make better decisions, reduce costs and increase performance. Oracle Sales Cloud and Oracle E-Business Suite can share account and contact information with a bidirectional synchronization. JD EDWARDS JD Edwards delivers over 80 application modules to support a diverse set of business processes and key industry solutions, such as Consumer Package Goods, Manufacturing, Asset Intensive and Projects and Services. Oracle Sales Cloud now shares account information with JD Edwards, enabling front-end sales activities and analytics to complement existing business processes. INDUSTRY SOLUTIONS Designed in close collaboration with Oracle customers, Sales Cloud Release 9 Industry Solutions are industry-specific reference applications pre-configured and built on the Sales Cloud platform. You can tailor these industry solutions further using the same set of configuration and customization tools that are already using to meet your unique business needs. 32

33 HIGH TECH AND INDUSTRIAL MANUFACTURING Oracle Sales Cloud for High Tech & Industrial Manufacturing provides additional account planning and structure selling capabilities to tell your sales reps what they need to know, and what they need to do to plan and execute each opportunity methodically. Sales reps can create account plans, and keep track of sales goals and strategy throughout the year. The Sales Coach tool creates a task template with links and documents for sales reps to follow as they work to close each deal. Sales reps can also log trouble tickets on behalf of the customers during field visits. FINANCIAL SERVICES Oracle Sales Cloud for Financial Services helps financial professionals, such as personal bankers or mortgage brokers, review their clients financial portfolios, recommend the best financial products based on current needs, and streamline account origination. Leveraging Oracle Policy Automation technology, Sales Cloud for Financial Services provides bankers a tablet-friendly interview application to assess client s loan application in-person at a branch or at the client s house. The interview application recommends the best loan products by immediately taking into account the client s financial holding, preferences, and eligibility. Bankers also have a complete 360 view of a household, including the family relationships, referrals, account transactions, and activity history. CONSUMER GOODS - RETAIL EXECUTION Field sales reps working in the consumer goods industry make regular visits to retail outlets to perform inventory audits, share promotional information to achieve up-sell/cross-sell quotas, capture order information and fill out surveys. Sales reps can plan their routes, manage customer calls and update account information using Oracle Sales Cloud on an ipad. Oracle Sales Cloud also makes it easier for sales managers to gain insight into their team s activities in real time using a sales dashboard and to collaborate using Oracle Social Network. COMMUNICATIONS Sales reps working in communications can work with highlighted top deals based on intelligent scoring of opportunities. Existing contracts, telco usage meters and product recommendations feed into a structured selling process. Account and contact profiles include digital and social activity and service requests are also presented to sales reps. The recommended service options are provided; such as addons, configuration for prices/quotes or triple play bundles. Deal review is based on margins and overall deal quality. Oracle Social Network enables team collaboration on accounts. SETUP AND MAINTENANCE Oracle Sales Cloud s Setup and Maintenance tools have evolved to provide easier migration and initial application setup. 33

34 FILE-BASED DATA IMPORT Import data from external sources using CSV or XML files. ROUNDTRIP SUPPORT Using a combination of file-based data export and file-based data import, you can perform round-trip export and import for most objects. Parent-child relationships are maintained throughout the process. Multiple CSV files are supported and each CSV file generated represents a separate object, all of which are contained in a single ZIP file. IMPORT VALIDATION OF EXTENSIBLE DATA ELEMENTS Import validation within the File-Based Data Import tool checks Fixed Choice List custom fields. You can perform the validation on imported data and then fix import errors and re-import if necessary. RECORD MATCHING USING BUSINESS KEY AND EXTERNAL ID It s much easier to update existing customer information with the option to use either external IDs (that is, registry IDs) or business key values. Previously, only internal IDs and cross-referenced information (that is, source system identifiers and source system values) were used for record matching during an import. When you use these two alternate keys in the simplified pages, you don t need to perform multiple export jobs to obtain the object keys since cross-referenced or internal IDs for import matching are not required. SIMPLIFIED EXCEPTION REPORTING Simplified data validation messages allow you to promptly identify any corrections needed to successfully complete a file import. To enable you to quickly isolate issues, error messages are unified across objects and the number of error messages has been reduced. PROGRESS/STATUS REPORTING A number of improvements make it easier for you to monitor the status of your import activities throughout the import process: When the import activity begins, view an estimated completion time that is based on the completion time for previous imports of the object and the number of records in the import. During execution, monitor the execution of each step of the import process, including the step that is currently executing, the steps that have completed and the steps that have not started. 34

35 At completion, review the size and success of your import activity. See the number of records read from the file, the number of records successfully imported, the number of records with errors and the number of records with warnings. AUTO-MAPPING FOR IMPORT Oracle Sales Cloud will automatically map recognized column headers in your import file to target object and target attributes when you submit a simplified import using web services. Auto-mapping will be triggered when the input file is in ZIP file format and the column headers used in the input files match the values expected by the import application. When auto-mapping is used, manually mapping or specified import mapping is not required. SIMPLIFIED IMPORT SUBMISSION WEB SERVICE A new web service method allows you to submit an import activity from your client application with a minimal set of parameters. When importing records to Oracle Sales Cloud via this web service, you can also trigger workflows and groovy scripts created in Application Composer. OBJECT DESCRIPTION SERVICE The object description web service allows you to retrieve metadata for an object in Oracle Sales Cloud. This metadata includes parameters that describe how an object appears in the UI, how an object is imported and how an object is accessed using web services. This enhancement makes it easier to create dynamic integrations by using the same display name values shown in Oracle Sales Cloud. TERRITORY SETUP Prepare for territory management by setting up territory dimensions, metrics and geographies. TERRITORY GEOGRAPHY MIGRATION Migrating your territory geographies from a test environment to a production environment is now more efficient. Simply export territory geographies from one environment and import the data into the target environment directly from the Manage Territory Geographies setup task. MASTER GEOGRAPHIES Load master geography data to establish the basis for addresses and more. 35

36 ENHANCED MASTER GEOGRAPHIES LOAD The Import Nokia Data option allows you to load master geography data quickly and easily. In Release 9, the number of countries you can select and load from Nokia has been expanded to 59 countries spanning the EMEA, APAC and LAD regions. 36

37 Copyright 2015, Oracle and/or its affiliates. All rights reserved. This document is provided for information purposes only, and the contents hereof are subject to change without notice. This document is not warranted to be error-free, nor subject to any other warranties or conditions, whether expressed orally or implied in law, including implied warranties and conditions of merchantability or fitness for a particular purpose. We specifically disclaim any liability with respect to this document, and no contractual obligations are formed either directly or indirectly by this document. This document may not be reproduced or transmitted in any form or by any means, electronic or mechanical, for any purpose, without our prior written permission. Oracle and Java are registered trademarks of Oracle and/or its affiliates. Other names may be trademarks of their respective owners. Intel and Intel Xeon are trademarks or registered trademarks of Intel Corporation. All SPARC trademarks are used under license and are trademarks or registered trademarks of SPARC International, Inc. AMD, Opteron, the AMD logo, and the AMD Opteron logo are trademarks or registered trademarks of Advanced Micro Devices. UNIX is a registered trademark of The Open Group