Oracle. Sales Cloud Creating and Administering Analytics. Release 12. This guide also applies to on-premises implementations

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1 Oracle Sales Cloud Release 12 This guide also applies to on-premises implementations

2 Oracle Sales Cloud Part Number E Copyright , Oracle and/or its affiliates. All rights reserved. Author: Penny Anderson This software and related documentation are provided under a license agreement containing restrictions on use and disclosure and are protected by intellectual property laws. Except as expressly permitted in your license agreement or allowed by law, you may not use, copy, reproduce, translate, broadcast, modify, license, transmit, distribute, exhibit, perform, publish, or display any part, in any form, or by any means. Reverse engineering, disassembly, or decompilation of this software, unless required by law for interoperability, is prohibited. The information contained herein is subject to change without notice and is not warranted to be error-free. If you find any errors, please report them to us in writing. If this is software or related documentation that is delivered to the U.S. Government or anyone licensing it on behalf of the U.S. Government, then the following notice is applicable: U.S. GOVERNMENT END USERS: Oracle programs, including any operating system, integrated software, any programs installed on the hardware, and/ or documentation, delivered to U.S. Government end users are "commercial computer software" pursuant to the applicable Federal Acquisition Regulation and agency-specific supplemental regulations. As such, use, duplication, disclosure, modification, and adaptation of the programs, including any operating system, integrated software, any programs installed on the hardware, and/or documentation, shall be subject to license terms and license restrictions applicable to the programs. No other rights are granted to the U.S. Government. This software or hardware is developed for general use in a variety of information management applications. It is not developed or intended for use in any inherently dangerous applications, including applications that may create a risk of personal injury. If you use this software or hardware in dangerous applications, then you shall be responsible to take all appropriate fail-safe, backup, redundancy, and other measures to ensure its safe use. Oracle Corporation and its affiliates disclaim any liability for any damages caused by use of this software or hardware in dangerous applications. 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. This software or hardware and documentation may provide access to or information about content, products and services from third parties. Oracle Corporation and its affiliates are not responsible for and expressly disclaim all warranties of any kind with respect to third-party content, products, and services unless otherwise set forth in an applicable agreement between you and Oracle. Oracle Corporation and its affiliates will not be responsible for any loss, costs, or damages incurred due to your access to or use of third-party content, products, or services, except as set forth in an applicable agreement between you and Oracle. The business names used in this documentation are fictitious, and are not intended to identify any real companies currently or previously in existence. For information about Oracle's commitment to accessibility, visit the Oracle Accessibility Program website at ctx=acc&id=docacc. Oracle customers that have purchased support have access to electronic support through My Oracle Support. For information, visit pls/topic/lookup?ctx=acc&id=info or visit if you are hearing impaired.

3 Contents Preface 1 i About This Guide Audience and Scope Related Guides Overview 3 Understanding Analytics Terminology... 3 Overview of Your Analytics Work Areas... 4 Understanding Analytics Security and Access... 5 Managing Analytics with the BI Administrator Role Reviewing Prebuilt Analyses Navigating to BI from the Home Page... 7 Understanding Business Intelligence Catalog Folders... 8 Understanding View Access and Preferences for Users 3 4 Understanding Currency Preferences Setting Currency Preferences for Analytics Why do I see amounts of zero in analyses? Creating and Editing Analytics Creating Analytics with Subject Areas Listing of Standard Subject Areas Exploring Subject Area Context: Worked Example Creating a Simple Activity Analysis Creating an Activity Analysis: Worked Example Creating an Opportunity Analysis: Worked Example Creating a Historical Trending Analysis: Worked Example Creating Analytics with Multiple Subject Areas Editing Prebuilt Analyses

4 5 Managing Analytics in UI Work Areas Analytics Work Areas Overview Working in a Sandbox Setting up the Sales and Sales Infolet Pages Adding Analytics to Object Pages Setting Up Direct Page Linking for Custom Objects: Worked Example Adding Paths and Links to Analytics from Work Areas Adding an Analysis to the Analytics Work Area Creating Custom Subject Areas Custom Subject Areas: Explained Creating and Editing Custom Subject Areas: Explained Objects in Custom Subject Areas: Explained Fields or Attributes in Custom Subject Areas: Explained Publishing Custom Subject Areas: Explained Measures in Custom Subject Areas: Explained Creating and Viewing an Analysis for a Custom Subject Area 7 Managing Analytics Folders 85 Saving Analytics and Reports: Points to Consider Creating Folders: Procedure Setting Folder Permissions and Attributes: Procedure Setting Folder Permissions: Procedure Moving Analyses and Reports: Procedure What happens to customized analytics and reports when a patch is applied? Sharing Analytics Using Briefing Books Scheduling Analytics and Reports... 92

5 9 Appendix: Prebuilt Analytics Overview of Your Sales Cloud Analytics Analyses for Sales Representatives Analyses for Sales Managers General Analytics Analyses for Channel Account Managers Analyses For Executives Using Opportunities Analytics Using Forecasting Analytics Using Leads Analytics Using Activities Analytics Using Partner Analytics Using Quota Analytics Using Incentive Compensation Analytics

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7 Preface Preface This preface introduces information sources that can help you use the application. Oracle Applications Help Use the help icon to access Oracle Applications Help in the application. If you don't see any help icons on your page, click the Show Help icon in the global header. Not all pages have help icons. You can also access Oracle Applications Help at Using Applications Help Watch: This video tutorial shows you how to find help and use help features. Additional Resources Community: Use Oracle Applications Customer Connect to get information from experts at Oracle, the partner community, and other users. Guides and Videos: Go to the Oracle Help Center to find guides and videos. Training: Take courses on Oracle Cloud from Oracle University. Documentation Accessibility For information about Oracle's commitment to accessibility, see the Oracle Accessibility Program. Comments and Suggestions Please give us feedback about Oracle Applications Help and guides! You can send to: i

8 Preface ii

9 Chapter 1 1 About This Guide About This Guide Audience and Scope This guide is intended for administrators and other job roles tasked with creating, modifying, and administering Sales Cloud analytics. The guide assumes that you have the permissions to perform the following tasks: Enable and edit Sales pages and content on those pages for all the sales roles Edit analytics that come with the application Build new analytics and subject areas as needed, and configure them to show role-specific data to the logged in user Access all analytics with full read write permissions For information on Sales Cloud implementation, security, and other topics, see the guides in the Related Guides section of this chapter. Related Guides For additional Sales Cloud learning resources, refer to the Oracle Help Center, application online help, and Oracle University. The following documentation provides information relevant to administering analytics: Title Description Oracle Engagement Cloud Implementing Service Request Management This book describes how to set up the Oracle Engagement Cloud Service Request Management application for users. Oracle Engagement Cloud extends Sales Cloud with service request management and knowledge management capabilities that enable organizations to better serve customers and partners by helping capture, manage and share service issues related to accounts, partners, and contacts. Oracle Engagement Cloud Using Service Request Management This book describes how to use the Oracle Engagement Cloud Service Request tools. This book shows sales teams how to use the tools to capture details about customer issues including tracking the problem description, associated account, and contact, product, category, asset and severity of any issues. Getting Stated with Oracle Partner Relationship Management This book describes how to use the Oracle Partner Relationship application to manage sales partner and channel activities. It covers working with the partner and channel analytics to gain business intelligence. Partner relationship management functionality allows companies to utilize indirect or channel sales, where salespeople working for your partner sell your company's products or services. Getting Started with Your Sales Cloud Implementation This guide if for the start-up administrator who gets the application up and running. This guide includes detail about sales roles, and setting up sales roles. This guide provides you with the concepts and procedures required to implement sales automation in an test environment. This guide leverages the default settings provided by Oracle and does not provide detailed explanations of all available features. All setup steps described in this guide pertain to features and functionality available to sales users in the simplified user interface. 1

10 Chapter 1 About This Guide Title Description Securing This guide contains detail about user permissions and role-based access to application objects and functionality. This guide describes how to enable user access to functions and data. Some of the tasks described in this guide are performed only or mainly during implementation of. Most, however, can be performed at any time and as new requirements emerge. Related Topics Oracle Help Center 2

11 Chapter 2 2 Overview Overview Understanding Analytics Terminology These topics include terms to describe the work areas and analytic concepts administrators should be familiar with. These terms are covered in the table below. Term Description Analytic Sales Cloud provides a couple ways to create and edit analytics. A wizard is provided to create both an analysis and a report. All analytics are created using the Business Intelligence Answers wizards, and are built from subject areas. This guide talks about analytics as an aggregate, or the broader term in which analysis/ analyses reports, infolets, and dashboards, would be included, where applicable. Analysis/ Analyses An analysis is a type of analytic used primarily for online presentation on desktop computers, laptop, or mobile devices. This guide uses the term analysis/ analyses to refer to an individual analysis, or a group of individual analyses which are one piece of a complete analytic solution. Analyses can come prebuilt, or can be built to meet the custom needs of a sales organization. Analytic Work Area Analytic work area is a work area that is configured to show analytics for sales users. Administrators enable and configure most of the work areas with analytics for sales users. Some analytic pages are designed to show analyses only, like the Analysis page, the Sales Infolet and Sales Pages. Other work areas provide analytics tabs to augment pages sales teams use for managing their daily sales activities, such as on the Opportunities and Activities pages. Column The term column in the context of creating analytics is used to describe the objects that hold the data that populates an analysis. The columns are attributes of the subject area dimensions and you drag the columns to the palette as you build your analytics. Once in an analysis, a column is represented as an actual vertical column of data, in the standard table format. Fact Folders/Facts The Fact folders contain filters to count or measure the information in an analysis. Facts are pieces of information that are calculated using standard operators such as addition, subtraction, and so on. Infolet An infolet is a small container or "widget" on the Sales Infolet page that holds an analytic. Administrators can configure the infolet shape and size. The Sales Infolet page holds up to six infolets. You can add, edit, or remove the infolets as well as change the analytic content in the infolet. Key Performance Indicator (KPI) Key Performance Indicators are values that analytics provide to help sales organizations get a snapshot of how well they are performing in a particular context and compared to specific goals or quotas. Navigator Navigator is represented by an icon with four parallel white lines on in the upper left corner of the Home Page. When you click the Navigator icon you go to a page that shows all the options for sales users to manage and monitor their sales activities. Administrators see options for managing the application. Oracle Business Intelligence Answers (BI) BI is a major work area for administrators. You view, edit, and create analytics, as well as custom subject areas in BI. Your subject areas can be viewed when you select the New analysis option. 3

12 Chapter 2 Overview Term Description Report A report is a type of analytic used primarily for published presentation. Types of reports might be financial documents, human resource spreadsheets, and so on. The wizard for building a report walks you through a series of options for formatting the layout of the report. Sandbox A sandbox is a testing stage you use to add and view changes to the interface without actually implementing your changes. To implement your changes and overwrite the existing public interface with a version which includes your changes, you must take additional steps to publish your sandbox. Sales Cloud Home Page The landing page for the application. Sales Icon An icon on the Home Page represented by an image of a stack of papers. The Sales Icon links to a page that contains icons with links to all of the major work areas for sales users. Subject Area Subject areas are the building blocks of your analytics. You begin building your analytics by choosing an appropriate subject area. Technically, subject areas are a grouping of information pieces called data objects that relate to each other in a particular context. Examples of context are pipeline, revenue, partners, performance, and so on. White Dot Navigation The white dots on the Home Page that link to the Infolet Sales Page and the Sales Pages. Both of these pages are enabled by administrators for users. Overview of Your Analytics Work Areas As an administrator, your job is to create, edit, and maintain analytics for your organization. You can use the prebuilt analytics, you can modify the prebuilt analytics, or you can create your own. Administrators determine which analytics to use, and then add them to user work areas. Sales users with specific roles see analytics you make available. For example, a sales representative sees analyses such as My Performance, or My Pipeline. Other roles, such as sales managers see team analytics, such as My Team's Performance. The following table describes the areas administrators use to provide analytics to their sales users. Work Area Name Description Oracle Business Intelligence Answers (BI) Administrators view, edit, and create analytics, as well as custom subject areas in BI. All subject areas can be viewed when you select the New analysis option. Sales Cloud Home Page This page is the main landing spot for users and administrators and is the springboard for all analytics pages. Sales Infolet Page This page comes prebuilt with infolets specific to sales roles. Once enabled, you can delete existing analyses, and add new analyses for a total of six per page. You can also change the layout of the infolets, shape, size, and so on. The white navigation dots on the home page take you to the Sales Infolet page. 4

13 Chapter 2 Overview Work Area Name Description Sales Pages These five blank pages are available for you to add whatever analytics you like. The white navigation dots on the home page take you to the Sales Pages. Object Pages On these pages sales users work with opportunities, accounts, contacts, activities and so on. Administrators enable the tabs on these pages and add analyses to the tabs on the side of the page. Analytics Page This page is where sales users search for analytics they have permissions to view and make them favorites. Sales users also see analytics that administrators have configured to show specific to their role. Understanding Analytics Security and Access Permissions are authorizations that are granted to a user or role to perform a specific action or group of actions on analytics objects. Permissions are a part of the security model, and how permissions are initially assigned is based on how users, roles, and groups were set up on your application. The setup administrator has likely assigned you the role of Sales Administrator or the Sales Administrator might have created a sub-role specifically for administering analytics. As the person responsible for administering analytics, your permissions enable you to access all of the analytics work areas. You have access to the BI catalogs, dashboards, and tools to create, edit, and add analytics to your sales team's work areas. Related Topics Role-Based Access Control: Explained Managing Analytics with the BI Administrator Role The Sales Cloud Administrator is a ready-to-use role that helps configure and embed BI analytics in the Sales Cloud environment. The analytics are created in BI Answers, where there are tools to set up and configure how analytics are shown to users. Although the Sales Administrator role has many privileges in BI, if administrators or other users want to perform high-level tasks in BI, they must be assigned the BI Administrator Duty role by the Security Administrator. BI Administrator tasks include but are not limited to managing the following: Catalog Groups Privileges Sessions Publisher Scheduling and Delivery 5

14 Chapter 2 Overview Assigning the BI Administrator Role Permissions are a part of the security model, and how permissions are initially assigned is based on how users, roles, and groups were set up on your application. Permissions are authorizations that are granted to a user or role to perform a specific action or group of actions on analytics objects. To assign the BI Administrator role: Sign in as a Security Manager, for example IT_SECURITY_MANAGER. Click Tools > Security Console Select the Roles tab, if the tab is not already selected by default. Click Create Role. Fill in the required information Click Next until you come to the Role Hierarchy page. Click the Plus icon to bring up the Add Role Membership page. Search All for BI Administrator Role. From the search result select BI Administrator Role and click Add Role Membership. Click Next until you get to the Users page. Add all the users that need the BI administrator role assigned to them. (You can assign users with the BI administrator role later as well). 12. Click Next. 13. Click Save and Close. Assigning Additional Users to the BI Administrator Role Once the BI Administrator role is created, additional users are easily added to this role in the security console. To add additional users to the BI Administrator role: Sign in as a Security Manager (IT_SECURITY_MANAGER). Click Tools > Security Console Select the Users tab. Search for the user to be assigned the BI Administrator role. Select the user and choose Edit. Click Add Role. Search for the BI Administrator role created using the Assigning the BI Administrator Role steps. Click Done. Click Save and Close. Reviewing Prebuilt Analyses Your application comes with prebuilt analytics designed specifically for the individual roles in your sales organization. The following roles have custom analytics including: Sales Representatives - Performance, opportunities, pipeline, leads, and quota analytics Sales Managers - Team analytics including activities, leads, performance, opportunities, quota, and performance Channel Account Managers - MDF Requests, deal registration, partner status, opportunities, pipeline, partner performance, and quota analytics 6

15 Chapter 2 Overview Sales Executive - Team Leads and executive analytics including, actual vs. quota, forecast vs. quota, top open opportunities, sales stage by age, forecasting, performance, and service request Channel Sales Manager - MDF requests, open pipeline, stalled opportunities, partner business plan objectives, partner hierarchy analytics. Partner Sales Representative - Stalled opportunities and top open opportunities analytics In addition to the role-specific analytics, there are over general analyses that contain metrics on forecasting, revenue, performance, pipeline, and customers. Related Topics Prebuilt Sales Cloud analytics in downloadable format Overview of Your Sales Cloud Analytics Navigating to BI from the Home Page As an administrator, your main work area for analytics is Business Intelligence (BI). To create new analytics, and to edit prebuilt analytics you navigate from the Home Page to BI. To get to BI: 1. Select the Navigator icon in the upper left corner of the Home Page. 2. Select Reports and Analytics (sometimes under the More... link). 3. You are taken to the Reports and Analytics pane. Select the Browse Catalog open book icon. 7

16 Chapter 2 Overview This figure shows the Browse Catalog icon which takes you to BI to administer analytics. Understanding Business Intelligence Catalog Folders All of the prebuilt analytics are stored in BI under Shared Folders in the Sales folder. Under Sales there are three folders: Subject Area Contents - holds data related to subject areas. Analytics Library/Embedded Content- holds embedded content. General content that is used for generic analytics that are not role-specific. Embedded Content - holds role-specific analytics used for infolets and sales pages. 8

17 Chapter 2 Overview This figure shows the Sales directories in BI. Store the analytics you build in My Folders, at the same level as Shared Folders. Related Topics Saving Analytics and Reports: Points to Consider Understanding View Access and Preferences for Users Your sales users, such as sales representatives, sales managers, or channel partners customize some of the analytics work areas they use daily. On their Analytics page, users customize what they see in the following ways: Use Search to find an analysis and then make it a favorite to show on that page going forward Make favorite analytics from the analytics available to them in the BI and work area directories View analytics administrators have set up specifically for their sales role For other work areas, such as the Opportunities page, the content shows only the record that particular user role is allowed to see. If the signed in user is a Sales Manager, the Opportunities page shows all the opportunities associated with the Sales Manager role, including opportunities for subordinates. Users can customize what records they see, as long as they have permissions to see them. The Opportunities page provides a variety of options for users to choose which records they see. Users are limited to only the records the user role has permissions to see. Users can view and filter available records in a variety of ways. To change view preferences: 1. In the Opportunities page select Show Advanced Search. 9

18 Chapter 2 Overview This figure shows the Show Advanced Search option. Show Advanced Search 2. Under Advanced Search users select the record set they prefer to view. Notice there are a variety of options available. Any subsets of records are only a subset of the set of records that user is allowed to see based on their role. The options available under Advanced Search for the Opportunities Page for various roles are the following: Records I own Records where I am on the team Records in my territory Records my subordinates own Records where my subordinates are on the team Records in my territory hierarchy All records I can see The same role viewing rules apply when users are looking at records in BI. They only see the records their role is allowed to see. If they are viewing the records under the subject area Sales - CRM Pipeline, the records available under Opportunity are specific to the role assigned to them by their administrator. Related Topics Adding Case Object View Access to the Newly Created Custom Role 10

19 3 Chapter 3 Understanding Currency Preferences Understanding Currency Preferences Setting Currency Preferences for Analytics gives you the ability to set your personal currency preferences, as well as set currency preferences which determine how your reports display currency and calculate exchange rates. The user preferences for Sales Cloud are set in the Sales Cloud environment, and the currency preferences for reporting are set in Oracle Business Intelligence (BI). Both user preferences impact how your report currency is calculated and displayed. Your application administrator sets the corporate currency as the common currency basis for all users. There are three ways currency is set in the Sales Cloud and BI environments: User Currency - Set by the business user in, Regional settings. This setting applies to the entire application interface for that user only. The currency options available are set by your application administrator. Reports Currency - Set by the business user in BI under My Account in the Reports area. The setting applies to that user only and only relevant for report production. Corporate Currency - Set by the application administrator. This setting applies to all users in that company. For information on setting corporate currency, see Getting Started with Your Implementation: Configuring Your Corporate Currency. Setting Your General User Currency User currency settings govern the currency that is used as the default for your application interface. User currency is set in the application and applies to your entire interface for your signed-in session. To Set Your user currency: 1. Navigate to Personalization, Set Preferences. 2. Select Regional from the Task list in the left pane. 3. Select the preferred currency to be used. The currency drop-down list includes currencies that were set up in Oracle Sales Cloud for your company by your application administrator. 11

20 Chapter 3 Understanding Currency Preferences This figure shows the user currency preferences option for Sales Cloud. Setting Personal Analysis Currency The reports currency feature determines the currency that is used for creating your sales reports. This currency setting also determines how and when your currency conversion rates are calculated. To Set Your Reports Currency: Navigate to Business Intelligence. Click Reports and Analytics in the navigator menu. Click Browse Catalog. Click the drop-down arrow and select My Account. Go to the Preferences. Select your choice in Currency. 12

21 Chapter 3 Understanding Currency Preferences This figure shows the currency options in BI. For reporting, only Entered, CRM, and the User Preferred options apply. The following table describes the currency menu options. Currency drop-down Name Description Entered Currency Currency used on a transaction (Opportunity, Lead, and so on). CRM Currency Currency set up in application as the common Corporate currency used company-wide. User Preferred Currency using Simple Currency Management Conversion to User Preferred Currency is performed at the time your run the report, and is calculated from the Corporate currency based on the last time the record was updated and saved or closed. User Preferred Currency using Advanced Currency Management Conversion to User Preferred Currency happens on the date your run the report, and uses the currency indicated on the record. Setting a Default Currency Conversion Option for All Users The default setting for the way currency conversion is handled for analytics is the User Preferred Currency Using Simple Currency Management. This simple currency management setting provides the best run-time performance when dealing with currency exchange rate management. But there are cases when your organization might want to standardize the setting 13

22 Chapter 3 Understanding Currency Preferences for all system users, by setting the default preference to another options, such as CRM Currency or User Preferred Currency Using Advanced Management. To change the default currency setting for all users, administrators need to add a profile option and a corresponding value. Note that when administrators change the default currency setting for users in their organization, individual users can still override that setting and select their preferred currency in My Account. The following table shows the profile option code parameters to override the default currency setting. Profile Code Profile Value Description BI_ DEFAULT_ CURRENCY_ CONVERSION_ METHOD CRM Currency - Defaults to CRM Currency. BI_ DEFAULT_ CURRENCY_ CONVERSION_ METHOD User Preferred Currency 1 - Defaults to User Preferred Currency Simple Currency Management. BI_ DEFAULT_ CURRENCY_ CONVERSION_ METHOD User Preferred Currency 2 - Defaults to User Preferred Currency Advanced Currency Management. Adding a Currency Profile To set default global currency conversion types for all users, administrators create a currency profile. Currency profiles are added in Sales Cloud under Setup and Maintenance which is one of the drop-down options under the user name in the upper right corner of the Home Page. Only administrators can change global currency preferences by creating profiles. To Add a currency profile: 1. Go to Setup and Maintenance. 2. Search for Manage Profile Options. 14

23 Chapter 3 Understanding Currency Preferences 3. Click the + (add icon) under Search Results: Profile Options. 4. Enter the following values: Profile Option Code: BI_DEFAULT_CURRENCY_CONVERSION_METHOD Profile Display Name: BI Default Currency Conversion Method Application: Common CRM Module: CRM Analytics Core (search to find). 15

24 Chapter 3 Understanding Currency Preferences Start Date: Provide previous day's date to proceed to next step to define values. 5. Click Save and Close. 16

25 Chapter 3 Understanding Currency Preferences 6. In the Manage Profile Options dialog, you see your new profile. check the Enable box for Site. 7. Click Save and Close. Defining Currency Profile Values Once you have created your currency profile, the last step is to define the profile value. This step defines which currency management option is assigned to that profile. To Define a currency profile value: Go to Setup and Maintenance. Search for "Manage Administrator Profile Values" Click Manage Administrator Profile Values. In Profile Option Code search for your profile: BI_DEFAULT_USER_CURRENCY In Manage Administrator Profile Values, Click + (Add icon). Select Site as the Profile level. Enter "User Preferred Currency 2" in Profile Value. Click Save and Close the dialog. 17

26 Chapter 3 Understanding Currency Preferences Understanding User-Preferred Currency Reporting and Exchange Rates The simple and advanced user-preferred currency choices determine how and when your currency exchange rates are calculated for your reports. For both simple and advanced currency management, when you save or close a report, the application sets the exchange rate at that time. The option you choose impacts how quickly your reports are generated at run time. User Preferred Currency using Simple Currency Management The advantage of this option is performance; you will get results faster. With this option the application doesn't have to look up the rate for each transaction because when you close or save a record, the application converts it to your corporate currency at that day's rate. When you run the opportunity report, the application multiplies that value by your preferred currency exchange rate for the date you run the report. This simple currency management option eliminates the need for the application to cycle through each record, and calculate the corresponding exchange rate to your preferred exchange rate at the time that record was closed or last saved. It simply takes the value on record for the original transaction exchange to corporate currency, and multiplies it by your preferred currency exchange rate at the time your run the report. User Preferred Currency using Advanced Currency Management This option provides a more precise exchange rate, because it goes through each record to determine the rate on the date the record was updated or closed. The downside of this option is performance. Your reports will take longer to run. The 18

27 Chapter 3 Understanding Currency Preferences application has to cycle through each record and match currency exchange rates with the date the record was closed or updated and saved. Related Topics Accounting Calendar and Corporate Currency Setup Overview Why do I see amounts of zero in analyses? The currency exchange rates might not be set up correctly. For example, you choose EUR as your preferred currency in general preferences, and your corporate currency is USD. Amounts in analyses are displayed in EUR after conversion from USD, based on the current exchange rate. But if the exchange rate between EUR and USD isn't set up, or if the conversion fails for any reason, then the amounts show as zero. If this happens, contact your help desk. 19

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29 Chapter 4 4 Creating and Editing Analytics Creating and Editing Analytics Creating Analytics with Subject Areas The analytics in are created in Oracle Business Intelligence (BI) Answers using the standard ready-to-use subject areas. You can build your own analyses, as well as your own custom subject areas. Understanding Subject Areas Creating an analysis begins with subject areas. A subject area is basically a grouping of information pieces, or more technically, a grouping of data objects, that relate to each other in a particular context. Examples of context are pipeline, revenue, partners, performance, and so on. Subject area data objects are pulled from your transactional database, then grouped together in a way that answers a specific set of questions about your sales organization. Every time someone adds sales information, and selects "Save", those pieces of information are stored, and can be used to build real-time and historical analyses. Anything that involves a sales transaction can be grouped into a subject area, then used to build analytics that expose key metrics for your sales organization. Working with Subject Areas Standard subject areas are built from sales transactional objects such as Employee, Activity, or Customer. The attributes of these objects are available in the Dimension folders and can be added to your analyses as columns. An attribute could be employee name, address, manager and so on. The Fact folders contain filters to count or measure the information. Listing of Standard Subject Areas comes with over 50 standard subject areas for you to select from. The table below contains a list of standard subject areas and a brief description. For additional detail on subject areas, sign in to Customer Connect at the URL and search for "subject areas." This takes you to a page where you can download a spreadsheet with subject area detail. Standard Subject Areas The following table lists the subject areas available for creating analytics in Business Intelligence. Standard Subject Areas Subject Area Descriptions Sales - CRM Account Relationship Use this subject area to report on all aspects associated with the customer accounts relationships. The account relationship metrics can be analyzed by different aspects of the account relationship details such as contact name, location, codes, identifiers, type, status. Metrics for this include the number of customer relationships related to a particular account. 21

30 Chapter 4 Creating and Editing Analytics Standard Subject Areas Subject Area Descriptions Sales - CRM Activity Contact Use this subject area to report on all aspects associated with an activity contact. The activity contact metrics can be analyzed by customer, and then by activities associated with a customer such as, activity start and end date, activity ID, activity type and activity owner. Metrics include # of activity contacts, and # of contact attendee. Sales - CRM Activity Objective Use this subject area to report on all the objectives defined on an activity. The objective metrics on an activity can be analyzed by objective, objective code, objective ID. Metrics include # of activity objectives. Sales - CRM Activity Resource Use this subject area to report on resources for an activity, and also all the activities for a resource. The activity resource metrics can be analyzed by activity detail such as activity ID, activity number, and last updated date and sign in. Employee details can be added to the resource metrics including resource primary organization. Metrics include # of activity resources, and # of resource attendee. Sales - CRM Asset Use this subject area to report on all the assets for an account. Sales - CRM Asset Contact Use this subject area to report on all contacts related to an asset. Sales - CRM Asset Resource Use this subject area to report on all resources related to an asset. Sales CRM - Business Plan Objective Split Use this subject area to report on objectives on a business plan. Sales - CRM Contact Note Use this subject area to report on all the notes associated with a contact. Sales - CRM Contact Relationship Use this subject area to report on any relationships associated with a contact. Sales - CRM Contact Resource Use this subject area to report on resources related to a contact. Sales - CRM Contacts Use this subject area to report on all contacts related to a customer. Sales - CRM Customer Classification Use this subject area to report on the different classification that is set up for a customer. Sales - CRM Customer Note Use this subject area to report on all the notes associated with a customer. Sales - CRM Customer Overview Use this subject are to provide a 360 degree reporting view on a customer. Sales - CRM Customers and Contacts Real Time Use this subject area to report on all the contacts and the association they have to customers. Sales - CRM Deal Registration Use this subject area to report on deals registered by or for the Partners. Sales - CRM Deal Registration Product Use this subject area to report on deals registered at the product level by or for the Partners. 22

31 Chapter 4 Creating and Editing Analytics Standard Subject Areas Subject Area Descriptions Sales - CRM Forecasting Use this subject area to report on the submitted forecasts by the sales team. Sales - CRM forecasting and Pipeline Revenue Real Time Use this subject area to report on a submitted forecast on actual revenue. Sales - CRM Historical Forecasting Use this subject area to report on submitted forecasts that are based on the territories setup at the time of the forecasts. Sales - CRM Historical Pipeline Use this subject area to report on the time-based snapshots for the opportunities. Sales - CRM Interactions and Customers Real Time Interaction is no longer valid is Sales Cloud. Sales - CRM Interactions and Opportunities Real Time Interaction is no longer valid is Sales Cloud. Sales - CRM Lead Contact Use this subject area to report on all contacts for a sales lead, and also the leads for a contact. Sales - CRM Lead Product Use this subject area to report on products items associated with a sales lead. Sales CRM Lead Resource Use this subject area to report on all resources associated with a sales lead, and also all the leads that are associated with a resource. Sales - CRM Lead Territory Use this subject area to report on all territories associated with a sales lead, and all the leads associated with a territory. Sales - CRM MDF Budget Use this subject area to report on budget details for MDF. Sales - CRM MDF Claim Use this subject area to report on claims for MDF. Sales - CRM MDF Claim Settlement Use this subject area to report on claim settlements for MDF. Sales CRM MDF Request Use this subject area to report on requests for MDF. Sales - CRM Opportunities and Products Real Time Use this subject area to provide a report on opportunities and the product detail. Sales - CRM Opportunity Assessments Use this subject area to report on the assessments that have been captured for opportunities. Sales CRM Opportunity Campaign Use this subject area to report on opportunities for campaigns. Sales - CRM Opportunity Contact Use this subject area to report on contacts associated with an opportunity, and also all the opportunities associated with a contact. Sales CRM Opportunity Partner Use this subject area to report on opportunities for partners. 23

32 Chapter 4 Creating and Editing Analytics Standard Subject Areas Subject Area Descriptions Sales - CRM Opportunity Resource Use this subject area to report on resources associated with an opportunity, and also all the opportunities associated with a resource. Sales - CRM Opportunity Sales Stage Snapshot Use this subject area to report on the event-based snapshots taken when the sales stage changes on opportunities. Sales - CRM Opportunity Territory Use this subject area t report on territories associated with an opportunity, and also opportunities associated with a territory. Sales CRM Partner Business Plan Use this subject area to report on partner business plans. Sales - CRM Partner Relationship Use this subject area to report on any relationships associated with a particular partner. Sales - CRM Pipeline Use this subject area to report on all aspects associated with the sales pipeline. The pipeline metrics can be analyzed by Asset, Competitor, Customer, Primary Contact, Sales stage, the originating Lead and Partner, Opportunity/ Revenue owner, and the Opportunity territory. Metrics for this SA include all the opportunity(pipeline) and revenue (pipeline detail). In addition other metrics that are commonly used in Pipeline reporting are also included. These are Resource and Territory Quotas, Activity, and Lead facts. Sales - CRM Quota Management Use this subject area to provide a report on your sales pipeline and the details about the opportunities. Sales - CRM Resource Territory Use this subject area to report on territories associated with a resource. Sales - CRM Sales Activity Use this subject area to report on resource sales activity. Sales - CRM Sales Account Territory Use this subject area to report on resources associated with sales accounts, and also all the accounts associated with a resource. Sales CRM Territory Resource Use this subject area to report on resources by territory, and also all the territories that the resources is a member. Territory Management - CRM Forecast Use this subject area to provide a report on forecasts by territory. (Internal Use Only). Territory Management - CRM Leads Use this subject area to provide a report on territory leads. (Internal Use Only). Territory Management - CRM Pipeline Use this subject area to provide a report on territory pipeline. (Internal Use Only) Territory Management - CRM Quota Use this subject area to provide a report on territory sales quotas. (Internal Use Only). Territory Management - CRM Sales Accounts Use this subject area to provide a report on territory sales accounts. (Internal Use Only). Partners - CRM Leads and Opportunities Real Time Use this subject area to provide a report on leads and opportunities. 24

33 Chapter 4 Creating and Editing Analytics Standard Subject Areas Subject Area Descriptions Partners - CRM Opportunities and Product Real Use this subject area to provide a report on opportunities associated with products. Partners - Partner Classification Use this subject area to report on the different classification that is set up for a partner. Partners - CRM Partner Overview Use this subject are to provide a 360 degrees reporting view on a partner. Partners - CRM Partner Contact Use this subject area to report on partner contacts and their statuses within Sales Cloud. Partners - CRM Partner Performance Real Time Use this subject area to report on performance of partners. Partners - CRM Partners Programs Use this subject area to provide a report on programs associated with partners. Partners - CRM Partner Resource Use this subject area to provide a report on resources associated with partners, and also the partners associated with a resource. Partners - CRM Partner Territory Use this subject area to provide a report on territories associated with partners, and also the partners associated with a territory. Partners - CRM Partner and Product Real Time Use this subject area to provide a report on products associated with partners. Partners - CRM Program Enrollments Real Time Use this subject area to report on partner program enrollments. Partners - CRM Program Performance Real Time Use this subject area to report on partner program performance. Partners - CRM Registered Leads Real Time Use this subject area to report on partner registered leads. Marketing - CRM B2B Customers Use this subject area to report on B2B customers. Marketing - CRM B2C Customers Use this subject area to report on B2C customers. Marketing - CRM Campaign Launch Use this subject area to report on campaigns that are launched. Marketing - CRM Campaign Performance Use this subject area to report on the performance of campaigns that are launched. Marketing - CRM Campaigns and Contacts Real Use this subject area to report on contacts on campaigns. Marketing - CRM Campaigns and Leads Real Time Use this subject area to report on leads on campaigns. 25

34 Chapter 4 Creating and Editing Analytics Standard Subject Areas Subject Area Descriptions Marketing - CRM Campaigns and Opportunities Real Time Use this subject area to report on campaign opportunities. Marketing - CRM Lead to Order Use this subject area to provide a report that shows orders from leads. Marketing - CRM Leads Use this subject area to report on leads. Marketing - CRM Leads Real Time Use this subject area to report on sales leads. Marketing - CRM Leads and Opportunities Real Time Use this subject area to report on opportunity leads. Exploring Subject Area Context: Worked Example Subject area context is very important to understand. The context defines what column details the analysis displays. Adding an employee column doesn't mean all employees show up in the analysis. It depends on the context you are using to create the analysis. If you build an analysis, and it doesn't show what you are expecting, be sure that you are adding your columns and facts in context. The subject area dimension folders contain the columns and the facts folders define the relationship of the columns. If you add the Employee column to your analysis, and then add the Fact, Number of Activities to the same analysis, then only the employees that have one or more activities show on this analysis in this context. There might be hundreds of employees that have some sort of relationship with A.C. Networks in some other context, but they don't have activities associated directly with this company, so they will not show up on your activity analysis. The following is an example that might help explain this further. In this exercise you will build an activity analysis, and add an additional subject area, then explore some different scenarios. 1. Build an activity analysis as directed in "Creating an Activity Analysis: Worked Example". 2. With your activity analysis in edit mode, add the standard subject area Sales - CRM Quota Management. 3. Both subject areas appear under Subject Areas. Expand Sales - CRM Sales Activity. Expand Customer. Expand Sales Account Extension. Drag Level 1 Account Name onto the palette. 4. Still in Sales Activity, expand Employee. Drag First Name and Last Name onto the palette. 5. Expand Facts, then Activity Facts. Drag # of Activities onto the palette. This fact is key to this analysis because the relationship of Employee to this subject area is dependent on the employee having one or more activities for one or more accounts. If your employee has never entered activities for any given account, they will not show up on this report, even if they have another type of relationship with an account. Since the context of this subject area has to do with sales activities, only employees with activities are included. 6. Now select the "Results" tab. You see four employees in the resulting analysis. Each of these employees has one or more activities. 7. Now select the "Criteria" tab. Under Subject Areas expand Sales - CRM Quota Management. Expand Facts. Expand Pipeline Facts and drag Opportunity Revenue to the palette. 8. Go to the "Results" tab. Notice that now there are more employees. This result is because you have added employees that also have relationships to Quota Management. In this case, employees are added that have generated revenue. 26

35 Chapter 4 Creating and Editing Analytics 9. Go back to "Criteria". Remove # of Activities. The results show only the three employees that have revenue. Helena has both revenue and activities so she shows up in both scenarios. Finally, note that if you remove both # of Activities and Opportunity Revenue and look at the results, you again have only the four employees that have a relationship with only the Sales Activity dimension. Creating a Simple Activity Analysis Watch: This video shows you how to create a simple Sales Cloud activity analysis in BI which shows individual customized reports for sales users when they log into sales cloud and go to their Analytics work area. Creating an Activity Analysis: Worked Example Creating an activity analysis from subject areas is done in Oracle Business Intelligence (BI) using the New Analysis wizard. 27

36 Chapter 4 Creating and Editing Analytics Creating an Activity Analysis When you are thinking of building an analysis from a subject area, think of your objectives. What metrics do you want to see? Subject areas are intended to answer business questions. For example, the business questions that are answered with the Sales - CRM Sales Activity Subject Area are the following:: Is there any workload balancing issues in my team? Which team members are available to focus on a new product? What are my urgent overdue tasks, and what is my workload for this week? How is my team performing? Which accounts are my sales representative focusing on and does this align with business priorities? Which accounts can I focus on more to meet our business objectives? Let's say you're a sales manager, and one aspect of sales activities you are interested in is how much your team is interacting with potential opportunities. You want to get a quick snapshot of how often a particular opportunity has been contacted. How many times has your employee called, ed, stopped by, or had any other activity associated with that opportunity? You can build an analysis to look at this information. To build a simple activity analysis from a subject area: 1. In BI select New analysis. 2. Select Sales - CRM Sales Activity: From the dimension Customer add Account Name. From the dimension Employee add Last Name. From the Facts folder, add # of Activities. 3. You can filter Customer to see a specific account, select the drop-down arrow below the list icon on the right corner of Account Name. This figure shows the filter option on the Customer Account Name column. 28

37 Chapter 4 Creating and Editing Analytics 4. You are filtering to show in this report only A.C. Networks. Check A.C. Networks and select OK. 5. Now you can see what your analysis looks like. On the left side you see four tabs. Select Results. The Results tab shows you what your analysis looks like at this point. Move back and forth from Criteria to Results at any time to see how your analysis looks. 6. Name and save your analysis. Creating an Opportunity Analysis: Worked Example Opportunity analyses draw from the Sales - CRM Pipeline to show various aspects of the pipeline, including revenue at various stages, and total revenue. The analysis you build in this example that shows Total Revenue, Open Pipeline, and Won Revenue for sales representatives for the current quarter. 29

38 Chapter 4 Creating and Editing Analytics Creating an Opportunity Analysis This figure shows the Opportunity Analysis, that you will create in this example. To create an Opportunity analysis, perform the following steps Navigate to BI Select the New drop-down list. Select Analysis. Go to the editing palette and on the Subject Area panel expand the Sales - CRM Pipeline subject area. This subject area Sales - CRM Pipeline includes the following columns and facts that we are going to use for this analysis in this example. Columns and Facts Definition Sales Stage Contains data on the stage the opportunity on in the pipeline. Amount Contains the amount of the opportunity revenue at a stage in the pipeline. Open Pipeline Contains the amount of the revenue that is not closed in the pipeline. Won Revenue Contains the amount of revenue that is closed in this quarter. 30

39 Chapter 4 Creating and Editing Analytics Columns and Facts Definition Total Revenue Contains the amount of all opportunity revenue in the pipeline for this quarter. Enterprise Quarter Contains real time opportunity custom data Pipeline Facts: Number of Opportunities Contains real time revenue data 5. In the Subject Areas Panel, in the Sales - CRM Opportunities subject area, expand Historical Sales Stage. Add the columns: Sales Stage, Sales Stage Name, and Sales Stage Row ID: 6. Expand Pipeline Detail Facts: Add Amount, Open Pipeline,, Won Revenue, % of Total Amount. 7. Expand Pipeline Facts:# of Opportunities. 8. Expand Employee. Add Employee Row ID. 9. Expand Time. Add Enterprise Quarter. 10. Expand Employee. Add Employee Login. On the editing palette, on Employee Login, hover over the gear image and from the drop-down list menu and select Filter. Under Add More Options select Session Variable. In the Session Variable field add: USER_PARTY_ID. Select OK. From the drop-down list again, select Delete. You only added the column to add the variable. Adding this variable tells the application to show data for the signed in user specific to their opportunities only. 11. You are finished adding data to your Opportunity analysis. Select the Results tab to view your analysis. Save your analysis. To see how to add this analysis to your user's work areas, see chapter 5, "Adding Analytics to UI Work Areas". Creating a Historical Trending Analysis: Worked Example Using historical trending features, sales reps and managers can see how the pipeline and opportunities are trending. They can also use historical trending to detect any anomalies and manage the pipeline more effectively. Creating Historical Trending Analyses To create historical trending reports, analyses do the following steps Navigate to BI Choose New. Select Analysis. Select the Sales - CRM Historical Pipeline subject area. You may need to scroll down. This subject area is specifically designed for reporting on opportunities and revenues against their daily, weekly or monthly (depending on the enterprise calendar period setup), quarterly and yearly trends or to compare opportunity and revenue data against specific points in time. The other historical snapshot subject area is Sales - CRM Opportunity Sales Stage Snapshot, that includes the following: 31

40 Chapter 4 Creating and Editing Analytics Term Definition Historical Opportunity Dimension Contains historical snapshot data on standard opportunity attributes Historical Opportunity Extension Dimension Contains historical snapshot data on custom opportunity attributes Historical Revenue Dimension Contains historical snapshot data on standard revenue attributes Historical Revenue Extension Dimension Contains historical snapshots data on custom revenue attributes Pipeline Snapshot Date Dimension Contains opportunity/ revenue snapshot frequency. An attribute from this dimension is a must for reporting on data from any of the historical dimensions and facts Opportunity Dimension Contains real time opportunity data Opportunity Extension Dimension Contains real time opportunity custom data Revenue Dimension Contains real time revenue data Revenue Extension Dimension Contains real time revenue custom data Other dimensions Contains real time data Historical Pipeline Facts Similar to pipeline facts in the Sales - CRM Pipeline Subject Area. Here, the measurements are calculated based on historical opportunity snapshot data (at opportunity granularity) Historical Pipeline Detail Facts Similar to pipeline detail facts in the Sales - CRM Pipeline Subject Area. Here, the measurements calculated based on historical opportunity and revenue snapshot data (at revenue granularity) Select the columns for your analysis: 5. In the regional area, expand Opportunity. 6. Double-click Opportunity Name to add it to the Selected Columns section. You may need to scroll down to locate Opportunity Name. 7. Add Owner First Name. 8. Add Owner Last Name. 9. Expand Customer and add Customer Name. 10. Collapse Customer and expand Industry. 11. Add Industry Name and collapse Industry. 12. Expand Product and add Product Name. 13. Collapse Product and expand Revenue. 14. Add Revenue ID and collapse Revenue. 15. Expand Pipeline Snapshot Date. Notice that you can choose a pipeline date, period (week or month), quarter, or year. 16. Add Pipeline Snapshot Date and collapse Pipeline Snapshot Date. 17. Expand Historical Pipeline Detail Facts. 32

41 Chapter 4 Creating and Editing Analytics Notice that you can add facts on revenue lines, open or closed opportunities, or both. 18. Add Opportunity Line Revenue. 19. Verify your columns. After you create a historical trending report, you should create filters for your report. The next section describes this process Filtering Historical Analyses Click Create a filter for the current Subject Area, in the local area, under Filters. In the drop-down list, click More Columns. In the dialog box, expand Opportunity. Select Opportunity Status Category. Click OK. Verify that Operator = is equal to / is in. Select Value = OPEN. Click OK to close the New Filter dialog box. After creating your filters for your historical trending report, you should save your analysis. Creating Analytics with Multiple Subject Areas You can create analytics that combine attributes and metrics from custom and standard subject areas that share a common dimension. For example, you can create an analysis that combines data from a custom opportunity subject area with any standard, opportunity-related subject area such as Sales CRM Pipeline. You can create combined analyses for an array of standard objects, including accounts, contacts, households, opportunities, partners, sales accounts, territories, and resources. Whether you are creating a new analysis, or using an existing analysis to add objects from your custom subject area, the steps for adding multiple custom or standard subject areas to your palette are the same. To add multiple subject areas to your analysis: 1. Create your analysis using a single subject area. See "Creating an Activity Analysis: Worked Example". 33

42 Chapter 4 Creating and Editing Analytics 2. In the Subject Area section, select the Add/Remove icon at the top right. 34

43 Chapter 4 Creating and Editing Analytics 3. Select or remove one or more standard or custom subject areas from this analysis by selecting or deselecting the box to the left of the subject area. If you have created custom subject areas, they also appear in this list under the name you assigned to them. Working with Cross Subject Area Queries Each subject area contains a collection of dimensional attributes and measures relating to one-dimensional STAR model and grouped into individual folders. The term STAR refers to the semantic model where a single fact is joined to multiple dimensions. You can create an analysis that combines data from more than one subject area. This type of analysis is referred to as a cross-subject area query. Cross-subject area queries are classified into three broad categories: Combining queries from multiple subject areas. Using common (conformed) dimensions. Using local and common (confirmed) dimensions. Using a "set" operation (Union or Union All for example) to combine more than one result set from different subject areas. Combining Logical SQL using the Advanced tab. A Common dimension is a dimension that exists in all subject areas that are being joined in an analysis. For example. the Customer dimension is the common dimension for the Sales - CRM Pipeline and Marketing - CRM Leads subject areas. A Local dimension is a dimension that exists only in one subject area. For example, Opportunity and Revenue are local dimensions for the "Sales - CRM Pipeline" subject area. 35

44 Chapter 4 Creating and Editing Analytics The following are some general guidelines to follow when working with multiple subject areas: If all the metrics and attributes needed for the analysis are available in a single subject area and fact metrics, use that subject area only and do not create a cross subject area query. Such an analysis performs better and is easier to maintain. When joining two subject areas in an analysis, make sure at least one attribute from a common dimension is used in the analysis. When using common dimensions always choose attributes from the common dimension from a single subject area. For instance if you are using the Customer dimension to build a query between subject area 1 and subject area 2, then select all customer dimension attributes from either subject area 1 or from subject area 2. (Not some customer attributes from subject area 1 and some from subject area 2.) In some scenarios, the common dimension may have more attributes in one subject area than the other. In such a situation, you can only use the subset of common attributes for a cross-subject area query. Always include a measure from each subject area that is being used in your analysis. You do not have to display measures or use them, but you should include them. You can hide a measure if not needed in the analysis. When using common and local dimensions use SET VARIABLE ENABLE_DIMENSIONALITY=1; in the Advanced SQL tab. Combining Queries from Multiple Subject Areas The simplest and fastest way to generate an analysis is to use a single subject area. If the dimension attributes and fact metrics that you are interested in are all available from a single subject area, then you should use that subject area to build the analysis. Such an analysis results in better performance and is much easier to maintain. If your analysis requirements cannot be met by any single subject area because you need metrics from more than one subject area, you can build a cross-subject area query using common dimensions. There is a clear advantage to building a crosssubject area query using only common dimensions, which is recommended. Keep in mind that if you use three subject areas for an analysis, your common dimensions must exist in all three subject areas. Joining on common dimensions gives you the benefit of including any metric from any of the subject areas in a single analysis. While you can create an analysis joining any subject area to which you have access, only a cross-subject area query that uses common dimensions returns data that is at the same dimension grain. This happens so that the data is cleanly merged and the result is an analysis that returns exactly the data you want to see. Knowing how cross-subject area queries are executed in BI helps you understand the importance of using common dimensions when building such an analysis. When a cross-subject area analysis is generated, separate queries are executed for each subject area in the analysis and the results are merged to generate the final analysis. The data that is returned from the different subject areas is merged using the common dimensions. When you use common dimensions, the result set returned by each subject area query is at the same dimensional grain, so it can be cleanly merged and rendered in the analysis. Using Common Dimensions for an Analysis This example pulls the number of Opportunities, number of Opportunity Revenue Lines, number of Leads, and number of Interactions by Customer. The common dimension in all three subject areas used for this analysis is Customer and different fact metrics are pulled from each subject area. The following subject areas are used for this example analysis: Subject area 1: "Marketing - CRM Leads" Subject area 2: "Sales - CRM Pipeline" 36

45 Chapter 4 Creating and Editing Analytics Subject area 3: "Sales - CRM Sales Activity" Customer is the common dimension used for this example analysis: "Marketing - CRM Leads"."Customer" -- Customer "Sales - CRM Pipeline"."Customer" -- Customer "Sales - CRM Sales Activity"."Customer" -- Customer The following are the metric measures for this example analysis: Marketing - CRM Leads"."Lead Facts" -- "# of Leads" Sales - CRM Pipeline"."Pipeline Detail Facts" -- "# of Opportunity Revenue Lines" Sales - CRM Pipeline"."Pipeline Facts" -- "# of Opportunities" "Sales - CRM Sales Activity"."Interaction Facts" -- "# of Interactions" Using Local and Common Dimensions for an Analysis This example pulls Opportunity Line Revenue by Product and number of Interactions by Customer. Customer is a common dimension in both subject areas used for this query. Product is a local dimension to the Sales - CRM Pipeline subject area and Interaction is a local dimension to Sales - CRM Sales Activity. Different fact metrics are pulled from each subject area. Note that use of local dimension may impact the grain of the analysis. In such cases the metrics may get repeated for each of these rows. The following are the subject areas used for this example analysis: Subject area 1: "Sales - CRM Pipeline" Subject area 2: "Sales - CRM Sales Activity" Sales is the common dimension for this example analysis: "Sales - CRM Sales Activity"."Customer" - Customer The following are the local dimensions used for this example analysis: "Sales - CRM Pipeline"."Product" - Product "Sales - CRM Sales Activity"."Interaction" -- Interaction The following are the metrics (measures) used for this analysis: "Sales - CRM Sales Activity"."Interaction Facts" -- # of Interactions "Sales - CRM Pipeline"."Pipeline Detail Facts" -- Opportunity Line Revenue The following is the logical SQL used for this analysis; SET VARIABLE ENABLE_DIMENSIONALITY=1; SELECT 0 s_0, "Sales - CRM Pipeline"."Customer"."Customer Name" s_1, 0 s_0, "Sales - CRM Pipeline"."Customer"."Customer Name" s_1, "Sales - CRM Sales Activity"."Interaction"."Interaction Type Name" s_3, "Sales - CRM Pipeline"."Pipeline Detail Facts"."Opportunity Line Revenue" s_4, "Sales - CRM Sales Activity"."Interaction Facts"."# of Interactions" s_5 FROM "Sales - RM Pipeline" ORDER BY 1, 6 DESC NULLS FIRST, 2 ASC NULLS LAST, 3 ASC NULLS LAST, 4 ASC NULLS LAST FETCH FIRST ROWS ONLY 37

46 Chapter 4 Creating and Editing Analytics Using Set Operations to Combine Result Sets from a Subject Area This example creates a compound analysis query that is a union of two result subsets from same subject area, combining results from: #Leads by Campaign from the Marketing - CRM Campaign Performance subject area (result 1) #Interactions by Interaction Type from the Marketing - CRM Interactions Real Time subject area (result 2) SELECT saw_0, saw_1 FROM ((SELECT 'Campaign ~ ' "Marketing Source"."Campaign Name" saw_0, "Response Facts"."# Responses" saw_1 FROM "Marketing - CRM Campaign Performance") UNION (SELECT 'Interaction ~ ' "Interaction"."Interaction Type Code" saw_0, "Interactions Facts"."# of Interactions" saw_1 FROM "Marketing - CRM Interactions Real Time")) t1 ORDER BY saw Combining Logical SQL Using the Advanced Tab If your requirement cannot be met by either of the two methods already discussed, then there is another advanced technique you can try. This technique lets you join multiple logical SQL statements based on common IDs or keys, which can be written against the same or different subject areas, just as used in normal SQL. Both Outer and Equijoin are supported. The following example demonstrates this technique. Currently Oracle Transactional BI does not support Lead as a dimension for Revenue. However, this example illustrates how you can combine pipeline and lead data in an analysis by combining the logical SQL found on the Advanced tab. Step 1: Write a BI Answers query using the "Sales - CRM Opportunities and Products Real Time" subject area to show the Revenue line amount and Opportunity. Once the correct results are achieved, go to the Advanced tab and grab the logical SQL associated with this query. Logical SQL for the above query: Query 1 SELECT "Sales - CRM Opportunities and Products Real "Sales - CRM Opportunities and Products Real "Sales - CRM Opportunities and Products Real Revenue" s_12 FROM "Sales - CRM Opportunities and Products Time"."Contact"."Full Name" s_1, Time"."Opportunity"."Opportunity ID" OPTY_ID, Time"."Pipeline Detail Facts"."Opportunity Line Real Time" Step 2: Write a second BI Answers query using the "Marketing - CRM Leads and Opportunities Real Time" subject area to show Leads associated with the Opportunity, as shown below. Once the correct results are achieved, go to the Advanced tab and grab the logical SQL associated with this query. Logical SQL for the above query: Query 2 SELECT "Marketing - CRM Leads and Opportunities Real "Marketing - CRM Leads and Opportunities Real "Marketing - CRM Leads and Opportunities Real "Marketing - CRM Leads and Opportunities Real FROM "Marketing - CRM Leads and Opportunities Time"."Lead"."Lead Id" s_1, Time"."Lead"."Lead Name" s_2, Time"."Opportunity"."Opportunity ID" s_3, Time"."Opportunity"."Opportunity Name" s_4 Real Time" Step 3: Go to the Advanced tab in BI Answers and copy/paste the following logical SQL which is an OBIEE - Equijoin of the two previous SQL statements based on Opportunity ID. Use any text editor to combine the logical SQL statements copied from Steps 1 and 2. SELECT Lead_Opty.s_1, Lead_Opty.s_2, Lead_Opty.s_3, Lead_Opty.s_4, Opty_Prod.s_1, Opty_Prod.s_2 FROM ( SELECT 38

47 Chapter 4 Creating and Editing Analytics "Marketing - CRM Leads and Opportunities Real Time"."Lead"."Lead Id" s_1, "Marketing - CRM Leads and Opportunities Real Time"."Lead"."Lead Name" s_2, "Marketing - CRM Leads and Opportunities Real Time"."Opportunity"."Opportunity ID" s_3, "Marketing - CRM Leads and Opportunities Real Time"."Opportunity"."Opportunity Name" s_4 FROM "Marketing - CRM Leads and Opportunities Real Time" ) Lead_Opty, ( SELECT "Sales - CRM Opportunities and Products Real Time"."Contact"."Full Name" s_1, "Sales - CRM Opportunities and Products Real Time"."Opportunity"."Opportunity ID" OPTY_ID, "Sales - CRM Opportunities and Products Real Time"."Pipeline Detail Facts"."Opportunity Line Revenue" s_2 FROM "Sales - CRM Opportunities and Products Real Time" ) Opty_Prod WHERE Lead_Opty.s_3 = Opty_Prod.OPTY_ID Note: If you create a new analysis using this SQL, any hierarchical columns, member selection, groups or formatting is stripped out. Joining Custom and Standard Subject Areas Analyses can be build using combinations of standard, as well as both custom and standard subject areas. Then add subject area option appears once you have created an analysis from a single subject area. You can delete subject areas using these same steps. When you create your analysis, you select a single subject area during the creation steps. Once the analysis is created, you add additional standard or custom subject areas. For example, if a custom object is used to record past sales value, a join analysis can be created to show the pipeline together with the sales history using a join between the standard subject area CRM Customer Overview, and a custom subject area that includes past sales from the custom object. Only certain objects can be used hen you are combining your own custom subject area with a standard subject area. The following objects support joining custom with standard subject areas: Customer Organization (Account) Sales Account Household (Group) Resource Resource Partner Resource Employee Sales Resource Contact (Person) Opportunity Partner Territory 39

48 Chapter 4 Creating and Editing Analytics Editing Prebuilt Analyses You edit prebuilt analytics in BI. Select a directory and the contents appear in the right pane. Select Edit and the analysis opens in another window for editing. To edit a prebuilt analysis: 1. Open the analysis for editing in BI. 2. From the tabs on the upper left, select Criteria. 3. Drag and drop columns from the Subject Area pane to the editing palette on the right. This figure shows the analytics editing palette with the Criteria tab showing the columns that make up that analysis. Right-click the gear icon and get options for editing that column such as filtering and deleting that column from the analysis. Related Topics Overview of Your Sales Cloud Analytics 40

49 Chapter 5 5 Managing Analytics in UI Work Areas Managing Analytics in UI Work Areas Analytics Work Areas Overview Administrators add and edit analytics for the sales user work areas. Some of the initial tasks are to enable the Infolet and Sales Pages, and add analytics to those pages. After you have set up the sales pages, you can configure additional user work areas as needed. Work Areas Available for Sales Cloud Analytics This table shows the work areas that are available to add analytics. Type Description Visibility Sales Pages Includes five blank pages that administrators configure and add prebuilt or custom analytics. Not visible until administrators enable the Sales Pages in Set System Options. Sales Infolet Page Comes prebuilt with role-based analytics and infolets. One page for each role. Not visible until administrators enable the Sales Infolets in Set System Options. Object Pages Analytics can be added to the following object page work areas: Analytics Page Leads Opportunities Forecasts Accounts Households Contacts Activities This page is where users can add analyses themselves by searching for the analysis and making it a favorite. To add analytics tabs to these pages, administrators must set variables on the analysis, enable the subtab for that page, and then go on that page analytics tab, and add an analysis. Administrators make custom analytics available for users on the Analytics page by adding session variables on the analysis. These variables can show data specific to the user that is signed in and viewing their Analytics page. Working in a Sandbox When you make changes to the user work areas in the UI, all your changes are first made in a sandbox. The purpose of this is to have an environment to work in, and make changes, and review, before your changes are published. 41

50 Chapter 5 Managing Analytics in UI Work Areas As you work in your sandbox, any changes you make will not be saved unless you publish your sandbox. If you don't publish your sandbox and exit out of the sandbox your changes are discarded. Creating a Personal Sandbox Start a sandbox session to make any changes in the UI. To create a sandbox: 1. Click the arrow next to your name in the upper right corner and select Manage Sandboxes and create a sandbox. 2. Click New (plus sign). 3. In the Create Sandbox dialog enter a sandbox name. 42

51 Chapter 5 Managing Analytics in UI Work Areas 4. Click Save and Close. Publishing Your Sandbox To save your changes you must publish your sandbox. You can choose not to save your sandbox if you don't want to save the changes, or you can publish your sandbox, which overwrites the existing pages with your changed version. When you are finished making changes to your sandbox, select your sandbox name in the upper left of the Home Page and select More. At the bottom of the sandbox dialog select Publish. 43

52 Chapter 5 Managing Analytics in UI Work Areas Setting up the Sales and Sales Infolet Pages Setting Up the Sales Page Analytics Administrators enable the sales pages on the Set System Options page. You can enable as many pages as you want, up to a total of five. Once you have enabled the pages, you add analytics by navigating to the Sales Page from the white dots on the home page. All of the tasks in this section are done by creating and making changes in your sandbox. For more information about sandboxes, see "Working in Your Sandbox". Enabling the Sales Pages Enabling the Sales Pages is done by adding a check mark next to the pages you want available. To enable the Sales Pages: 1. From Navigator select Structure. 2. Select Set System Options. 3. On the Set System Options page check the box next to the pages you want visible. 44

53 Chapter 5 Managing Analytics in UI Work Areas 4. Click Save and Close. Adding Content to the Sales Pages Adding analytics to your Sales Pages is done in Customize Pages. To add content to your Sales Page: 1. At the top of the page drop-down list the arrow on your name and select Customize Pages. 2. Select Job Role and drop-down list to select the role to which your change should apply. Any analytics you add to dashboards in this context apply only to the role you define here. 45

54 Chapter 5 Managing Analytics in UI Work Areas 3. Click OK. 4. Click Change Layout. 5. Select a layout. 6. Click Add Content and Open and navigate to Oracle Business Intelligence and highlight an analytic to add. Select OK. Related Topics Creating a Simple Activity Analysis Direct Page Links: Explained 46

55 Chapter 5 Managing Analytics in UI Work Areas Enabling the Sales Infolet Pages On the Sales Infolet pages, each sales role has a set of prebuilt analytics that administrators enable. If you add custom roles, you must enable the Sales Infolet page for each new role. A Sales Representative page includes the following: Actual vs. Quota Top Open Deals Open Pipeline Forecast Open Leads Stalled Deals The Sales Manager page includes the following: Actual vs. Quota Top Open Deals Open Pipeline Forecast Team Leads Team Performance To get more detail on all the Sales Infolet pages see, Chapter 5, "Examining the Sales Infolet Content". Enabling Your Sales Infolet Page You enable the Sales Infolet Page for each individual sales role in your organization. To Enable the Sales Infolet Page: 1. Select Navigator. In Navigator select Structure. 2. In Structure, select Set System Options. 47

56 Chapter 5 Managing Analytics in UI Work Areas 3. In Set System Options select Social Panel and Sales Infolets. Customizing the Sales Infolet Pages The Sales Infolet pages are where your sales team sees key analytics. Ready-to-use analyses are implemented inside configurable portals called infolets. The infolets come with a set of default analytics set up for roles in your organization, or you can customize which analytics you want your users to see. You can add ready-to-use, or custom analytics to your infolets. You can also change the way the infolets themselves appear on the page, in size, shape, and so on. Sales Infolet Caching As you make changes to your infolets, remember that all Sales Cloud infolets are cached by default. Currently the default setting is one hour before the existing infolet content is invalidated and refreshed with new content. This means that any new changes or updates to your analytics are not visible in your infolets for an hour, when the cache is refreshed. 48

57 Chapter 5 Managing Analytics in UI Work Areas You can manually override this behavior by opening your analytic in BI, going to the Advanced tab, and checking the Bypass Oracle BI Presentation Services Cache. Once this check box in enabled your infolet analysis is visible immediately. Editing Infolet Tiles and Views You can change the way the infolet containers appear on the page. To edit infolet tiles and views: 1. In your sandbox, select the arrow next to your name and select Customize Work Area Pages. This time you see the Customize Pages dialog. Select Job Role and select a role. All of the changes you make in this sandbox once saved apply only to those employees with those assigned to the job role you choose. Click OK. 49

58 Chapter 5 Managing Analytics in UI Work Areas 2. Select the drop-down arrow on the right upper corner of the infolet and select Edit Tile and Views. 3. The Edit Tiles and Views dialog appears. Here you select the size and shape of this infolet. Select Save and Close. Editing Infolet Content You can change the analytics that show in any of your sales infolets. 50

59 Chapter 5 Managing Analytics in UI Work Areas To edit infolet content: 1. In your sandbox, select the upper right corner of the infolet you want to change and from the drop-down arrow select Edit Content. The Edit Content Dialog appears. Select Add Content. 2. The reports directories appear. Navigate to Reports and Analytics > BI Presentation Server > Shared Folders > Sales > Embedded Content. Select the report to add to that infolet and select Add. Publish your sandbox when you are finished with your changes. 51

60 Chapter 5 Managing Analytics in UI Work Areas Adding an Infolet Add infolets in your sandbox by selecting the documents icon just below your name. Select Create Infolet. Name your infolet and select Save. Your new infolet appears on your Sales Infolet Page. You still must add content by following the steps in Editing Infolet Content. Publish your sandbox when you are finished with your changes. 52

61 Chapter 5 Managing Analytics in UI Work Areas Deleting an Infolet Delete infolets in your sandbox by selecting the menu on the infolet you are deleting, and selecting Delete. Adding Analytics to Object Pages Adding Analytics to Object Pages: Overview Administrators can add analytics to object landing and edit pages. In these procedures we are using the Opportunities landing and edit pages as an example. For the object landing pages there are two steps: 1. Enable the Analytics tab. 2. Add an analytic to the enabled tab. For the edit object pages, there are three steps: 1. Set the "Is "Prompted" filter on the analytic in BI. 2. Enable the Analytics tab. 3. Add the analytic to the enabled tab. Enabling Analytics Tabs for Object Landing Pages: Worked Example The analytics tabs on your object pages do not show by default. Administrators must enable the tabs before they can add analytics to object pages. 53

62 Chapter 5 Managing Analytics in UI Work Areas Enabling Landing Page Analytics Tabs This procedure uses the Opportunities object landing page as an example. The procedure is the same for all of the object landing pages. To enable the opportunities landing page analytics tab: From the Home page click Navigator. Click Structure. Choose Opportunities. On the analytics row, change the value for visible column to "Yes." 5. Click Save and Close. The Opportunities landing page now shows the Analytics tab on the left side. Adding an Analysis to the Object Landing Page: Worked Example Once the analytics tab is enabled, administrators add the analytic to the landing page tab. This procedure uses the Opportunity landing page as an example. The procedure is the same for all object edit and landing pages. Adding an analysis to an Opportunity Landing Page Tab Once you have enabled the analytics tab, add the analysis. To add an analysis: 1. In a specific opportunity, select the Analytics tab on the left column. You enabled this tab in the previous section. 2. Select Add Content and navigate to the analysis you want to show on the Opportunity page. 3. Click Add Content and navigate to the analysis you want to show.. 54

63 Chapter 5 Managing Analytics in UI Work Areas Enabling Analytics Tabs and Adding Analytics to Object Edit Pages: Worked Example There are three steps you need to complete to add analytics to edit object pages. 1. Set the "Is Prompted" filter in the analytic in Business Intelligence. 2. Enable the sub-tab to the object page. 3. Add the analysis to the sub-tab on the object page. All of these steps are done using the Opportunities landing and edit pages. You can use these same steps for any of the object pages listed as analytics work areas in the table at the start of this chapter. To Set the "Is Prompted Filter For analytics to show on your user Opportunity pages you enable the "Is Prompted filter" on the analysis you want available. Adding this filter adds an analytic with data that relates only to the opportunity your user is currently viewing. To enable the "Is Prompted" filter: 1. Open an existing analysis, or create a new analysis in BI. 2. In the report Criteria tab, select the Filter icon. Under Operator, select is prompted. Leave the other options blank. 3. Select OK. 55

64 Chapter 5 Managing Analytics in UI Work Areas This figure shows the New Filter dialog for analyses, and the "is Prompted" option. Enabling Object Edit Page Analytics Tabs This procedure uses the Opportunity object landing page as an example. The procedure is the same for all object edit pages. To enable the edit opportunity page analytics tab: From the Home page click Navigator. Click application Composer. Select Sales from the Application drop-down list. Expand Standard Objects and go to Opportunity. Under Opportunity select Pages. 56

65 Chapter 5 Managing Analytics in UI Work Areas 6. Under Detail Page Layouts copy the standard layout or select an existing created layout where the Analytics subtab is added. 7. Click the Reorder sub-tab, (double arrows button under sub-tab region text. A screen appears which has three analytics sub-tabs that can be added. 8. Click OK. 57

66 Chapter 5 Managing Analytics in UI Work Areas 9. Click Done. The Analytics sub-tab now shows on the Edit Opportunity page. The final step is to add an analysis to the Edit Object tab you have just enabled. To add an analysis to the Edit Object tab: 1. In a specific opportunity, select Analytics on the left column. You enabled this tab in the previous section. 2. Select Add Content and navigate to the analysis you want to show on the Opportunity page. 3. Next to the analysis select Add. The analysis is now available to view from the Edit Opportunity page. When an analysis is added to the Opportunity page, it should show the data specific to that transaction record. This specific data shows because of the filter prompt in the analytic that passes parameters from the transaction record to the analytic. A parameter button is visible in the analytic when a filter prompt is added. The parameter by default is set to (#{sessionscope.mooanalyticsopportunityid). Parameters can be changed using the filter prompt option on the Edit Opportunity page. 58

67 Chapter 5 Managing Analytics in UI Work Areas 4. You can use one of these parameters or session scope variables depending on which object page you are on, and the columns available in the analytic. Customer ID: #{sessionscope.zcmanalyticscustomerid} Contact ID: #{sessionscope.hzanalyticscontactpartyid} Contact Name: #{sessionscope.hzanalyticscontactname} Opportunity ID: #{sessionscope.mooanalyticsopportunityid} Partner ID: #{sessionscope.zpmanalyticspartnerid} Setting Up Direct Page Linking for Custom Objects: Worked Example You can add direct page linking for records in custom objects to provide links to additional details about each individual record in an analysis. When users click the custom object name, or any record with an associated ID value, it opens up a window showing additional drill-down detail for that record. Direct page linking is done in three steps: 1. Defining an action link. 2. Constructing the direct link URL. 3. Updating the direct link URL and parameters to navigate to a selected record. This figure shows an analytic with direct linking to drill-down to the detail page of the custom object, in this case Doc Name. 59

68 Chapter 5 Managing Analytics in UI Work Areas Defining an Action Link You can add a direct page URL to any column of an analysis created for a custom object by adding an action link from column properties. Note that the analysis must have a column that holds the identification of the record, such as Record ID in the case of a custom object. To add a direct page link to an analysis: 1. Create or open an analytic that contains a column for Doc Name. Select the gear icon on the column and then from the drop-down list choose Column Properties. 60

69 Chapter 5 Managing Analytics in UI Work Areas 2. In Column Properties, select the Interaction tab. 3. Under Value, for Primary Interaction choose Action Links from the drop-down list 4. Click the + icon to add an action link. 61

70 Chapter 5 Managing Analytics in UI Work Areas 5. Click Create New Action and then from the drop-down list select Navigate to a Web Page. Constructing the Direct Link URL You add you specific URL to the action field. This instruction details how to determine the correct URL for your environment. These URLs are examples only. 1. Add the direct link URL to the Create New Action field. To create a direct link to a default summary page tab for a custom object use this direct link URL pattern: OACEX htm#OACEX Copy the first part of the URL from the customer instance actual URL. Replace XXXX with the custom object's API name using all upper case letters including _C. For example, OSBPARENTOBJ1_C. Obtain the API name from the object's overview page (click the object's node in the Custom Objects tree in Application Composer). URL example: fndglobalitemnodeid=crm_custom_card_osbparentobj1_c&fndtaskitemnodeid=crm_custom_tab_osbparentobj1_c&fnd= %3BsubTabName%253DSUMMARY%253BObjectId%253D[$Id$]%253B%3B%3B%3Bfalse%3B256%3B%3B%3B 2. When you have added the URL click Define Parameters. The next step is to construct the direct link URL. Updating the Direct Link URL and Parameters to Navigate to a Selected Record The define parameters fields are populated with some prompts and values already. You are going to update parameter 3 and add a 4th parameter. 62

71 Chapter 5 Managing Analytics in UI Work Areas This figure sows the deflate values on the Create New Action page. To update the direct link URL and parameters: 1. Change parameter 3 prompt and value to the following: Prompt: subtabname Value: SUMMARY 2. Add a 4th parameter by clicking the Add Parameter (+) on the top right with the following detail: Click Options... on the bottom left to open a window where you can select Open in New Window to open the link results in a new browser or tab window. Prompt: ObjectId Set the value to a Column Value by select the Record Id from the drop-down list. For example, "OSBParentObj1_c"."Id" 63

72 Chapter 5 Managing Analytics in UI Work Areas This figure shows the result of the Edit Action page when the correct values are added. 3. Confirm that updated values and parameters and final URL: Update 3rd parameter prompt: &fnd=@{3 to &fnd=%3bsubtabname%253d@{3} The final URL looks like this: Add the 4th Parameter and add in the prompt field ObjectId. Add this to the Value field: 253BObjectId %253D@{4} fndglobalitemnodeid=@{1}&fndtaskitemnodeid=@{2}&fnd=%3bsubtabname%253d@{3}%253bobjectid %253D@{4}%253B%3B%3B%3Bfalse%3B256%3B%3B%3B Click OK to edit the Action window. Click OK to edit the Action Link window. The Column Properties window displays again. Click the Data Format tab. Check the Override Default Data Format and select Number in the Treat Number As field. Click OK and save the analysis. Select the Results tab and click a Record ID for a record and the user is taken to that record in simplified pages. This analysis with links to drill-down detail can be viewed on the Analytics page or any analytics side-tab or sub-tab. Related Topics Direct Page Links: Explained Adding Paths and Links to Analytics from Work Areas Your analytics are stored in BI and to get the paths to an analysis, you navigate to BI and check the properties on that analysis. Before you add new infolets in the dashboard, or change existing infolets, it's best to first get the analysis paths first. Navigating away from the dashboard takes you out of dashboard editing mode. 64

73 Chapter 5 Managing Analytics in UI Work Areas Finding Your Report Pathways To set up the infolet report and tile paths on your dashboard: From the Navigator, Sales area, click Dashboard. Click the directory icon under Reports and Analytics. From Reports and Analytics, go to Sales, Embedded Content, Sales Representative, Dashboard. Highlight the report you want, right-click and click More. Under your report name, click More, then Properties. From the General area, go to Location and copy the path. The path is your report location for your infolets dashboard. 7. Click OK. 65

74 Chapter 5 Managing Analytics in UI Work Areas Repeat the steps 1 through 6 to find your tile reports. Adding an Analysis to the Analytics Work Area Administrators can configure analyses to show user-specific analytic data on user's Analytics page. This is done by adding session variables to the analytic in BI. Adding a session variable, such as USER_PARTY_ID tells the application to show only the data that is specific to that signed in user. These variables exist for each user for the duration of a browsing session and expire when the user closes the browser or signs out. There are two types of session variable: system and non-system. Session variables are primarily used when authenticating users against external sources such as database tables or LDAP servers. If a user is authenticated successfully, session variables can be used to set filters and permissions for that session. 66

75 Chapter 5 Managing Analytics in UI Work Areas This figure shows the Analytics work areal, which is accessed from the Sales icon on the Home Page. 67

76 Chapter 5 Managing Analytics in UI Work Areas Adding a Session Variable to an Analysis Your users view analytics from the home page. And you embed and configure how analytics appear in the work areas. But you create and edit analytics in BI. See the Related Links below for a link to information about variables in the Oracle BI Repository. Related Topics Using Variables in the Oracle BI Repository 68

77 6 Chapter 6 Creating Custom Subject Areas Creating Custom Subject Areas Custom Subject Areas: Explained A custom subject area is a report subject area that you create for building reports using Oracle Business Intelligence (BI) Composer. contains predefined report subject areas, but also enables you to create your own subject area for your reporting needs. The report subject area that you create is called a custom subject area. A custom subject area is a set of entities, attributes, and measures that represent information about the areas of an organization's business. When you use the BI Composer to build reports, the reports display according to the criteria that you specify as part of the report creation flow. Before you begin creating your own (custom) subject areas, you might want to review these topics to get a better understanding of the terminology: Objects in Custom Subject Areas Fields or Attributes in Custom Subject Areas Measures in Custom Subject Areas Date Leveling in Custom Subject Areas Implicit Fact Column in Custom Subject Areas Creating and Editing Custom Subject Areas Securing Custom Subject Areas Publishing Custom Subject Areas Concepts and Terminology in Custom Subject Areas Before creating a custom subject area, it is important to understand the concepts and terminology used in custom subject areas. These concepts are discussed in their related topics in detail. Objects: Objects within represent an entity; for example, an opportunity. Standard object: An object delivered with is called standard object; for example, Opportunity is a standard object. Custom object: A new object that is added during the deployment of is called a custom object. Fields or attributes: A field, also called an attribute, is where entity information is stored in. An opportunity name is stored in a field under the opportunity entity or object. Measures: Measures are a set of functions that you can apply on date, numeric, or currency type fields of the selected primary, child, or related objects while defining a custom subject area. Date Leveling: Date leveling is a date hierarchy representation between dates and the associated measures. For example, total revenue by month. Implicit Facts: An implicit fact column defines the join path that should be used when running a report with only dimension attributes from a subject area that has measures from different facts or entities. Related Topics Date Leveling in Custom Subject Areas: Explained 69

78 Chapter 6 Creating Custom Subject Areas Creating and Editing Custom Subject Areas: Explained This topic covers how you create and edit custom subject areas, and how you can activate or inactivate a custom subject area while editing. You cannot modify a predefined report subject area that is delivered with ; however, you can create custom subject areas to meet your reporting needs. Note: Before you create a custom subject area, review all the included subject areas to see if the one you want is already available. Creating a Custom Subject Area You create custom subject areas using train stops that appear at the top of the page. These train stops enable you to move back and forth during the configuration process. You can also save your configuration at a logical point and then continue to create later. Note: You can only create custom subject areas when you are not in an active sandbox. To create a custom subject area using train stops: Navigate to Application Composer. Select an application from the Application list. Click Custom Subject Areas on the Overview page of Application Composer. Select Actions - Create. This figure shows the first page in the guided process for creating custom subject areas. Here are the steps in the train stops that you can use for configuring your custom subject area: 1. Define Custom Subject Area 70

79 Chapter 6 Creating Custom Subject Areas In this step, you provide the name for your subject area and select the primary object that is the basis for the reports you create later using the custom subject area. Subject areas usually have names or labels that correspond to the type of information they contain, such as service requests and orders. Display labels have the Custom: prefix added automatically. 2. Select Child Objects In this step, you select the child objects whose data you want to use in your reports. You can add child objects only if the primary object has child objects. Otherwise, the add icon is disabled. When you select child objects for your custom subject area, consider the following points: For a one-to-many primary-child relationship, you can add a single child object if required. The parent-childgrandchild-great grandchild hierarchy supports adding only up to three levels of child objects, for example, parent-child1-child1.1-child For a many-to-one primary-related relationship, you can add as many related objects as you want. 3. Configure Fields In this step, you select the fields that you want to display on your reports. You typically add at least one field from each of the objects that you have selected for your custom subject area. Select the desired measures to generate for number, date, or currency fields from all the available objects so that the subject area includes only those measures that you want to analyze. Also, define at least one measure. In the Measure Aggregations column, select an option from the list of predefined formulas that you can apply to the Measure field. When you select the formula, the application applies the selected formulas to the selected field and measures. You can change the display labels of the fields that you select in this step. Additionally, you can use the Select Fields dialog to remove fields that belong to the primary object, or add fields from the related objects. The Select Fields dialog appears when you click Select Fields when configuring fields for your custom subject area. This figure shows the Select Fields dialog. 71

80 Chapter 6 Creating Custom Subject Areas After you publish your custom subject area, the fields you have selected for your subject area are automatically added to their owning object's folder. If you have also defined measures, those fields are automatically added to the Facts folder. For more information on measures, see Measures in Custom Subject Areas: Explained. This figure shows the Facts folder and the object folder whose fields are selected. 4. Configure Marketing Segmentation For more information on marketing segmentation, see Marketing Segmentation: Functional Overview and its related topics. 5. Configure Date Leveling If required, select the Date columns for date leveling. For more information on date levelling, see Date Levelling in Custom Subject Areas: Explained. 6. Configure Security Select the required security level for the Everyone Role Name, which is added by default, or add additional Role Names by clicking in the + icon and define the security level for each one of them. The security definition here only controls who can access the custom subject area definition to create reports. It doesn't control data visibility which is automatically controlled based on the user running the reports. For more information on securing custom subject areas, see Securing Custom Subject Areas: How It Works topic. 7. Review and Submit 72

81 Chapter 6 Creating Custom Subject Areas Review the custom subject area configuration for all added objects, attributes, and measures, and if satisfied, click Submit. If changes are required, click Back to navigate back to the required screen. After you submit, the custom subject area configuration is prepared for publishing. You can create and submit a custom subject area either immediately or save and close the custom subject area at any point and submit it later. You must first submit a custom subject area for publishing before you can select it from within Oracle BI Composer. After you save or submit a custom subject area, you cannot modify its primary object. To access the published custom subject area in BI: From the Navigator menu, select Tools - Reports and Analytics. In the Contents pane, click Create. Select the published custom subject area and start creating your report. 73

82 Chapter 6 Creating Custom Subject Areas This figure shows a sample custom subject area. Note the custom: prefix. Editing Custom Subject Areas You can edit a published or saved custom subject area and then republish it when your changes are done. Modifying a custom subject area does not affect the reports that you had created using that custom subject area before making the changes. You can use the modified custom subject area if you need to enhance existing reports. To edit a custom subject area: 1. On the Overview page of the Application Composer, click Custom Subject Areas. 2. From the Application list, select the application depending on the object you used for creating the custom subject area. 3. Locate the custom subject area that you want to edit, and click the Edit icon. You can filter out inactive custom subject areas in Application Composer by viewing custom subject areas in Active status. This is safer than deleting them, because the inactive subject areas are still available and can be found by searching. 4. Make the desired changes and then click Submit to republish the custom subject area. While you can edit a custom subject area in any status, there are considerations on what you can or can't do when editing. When editing a published custom subject area, it is not possible to: Change the primary object. Add or remove child objects. 74

83 Chapter 6 Creating Custom Subject Areas Remove previously added measures. Add more aggregation types for measures that are already published. Note: You cannot modify a predefined report subject area that is delivered with. Instead, you must create separate custom subject areas to meet your reporting needs. Before you create a custom subject area, be sure to review all the included subject areas to see if the one you want is already available. Activating or Inactivating Custom Subject Areas When editing custom subject areas, you can activate or inactivate custom subject areas when your reporting or business requirements change. This enables you to control what information is displayed on the reports that use the information from custom subject areas. You can inactivate only those custom subject areas that are published and a status of OK, and can activate only previously inactivated custom subject areas. To inactivate a custom subject area, select it in the list and then click the Inactivate button. To activate an inactive custom subject area, select it and click Activate. Note that if no custom subject area is selected in the list, the button doesn't appear. This graphic shows an active custom subject area selected, and the Inactivate button. When searching for custom subject areas, you can filter out inactive custom subject areas in Application Composer by viewing only those in Active status. Inactivating a custom subject area is safer than deleting it, because the inactive subject areas are still available and can be found by searching. Related Topics Date Leveling in Custom Subject Areas: Explained Objects in Custom Subject Areas: Explained A custom subject area is a set of entities (objects), attributes, and measures that you use to build reports. This topic covers how you use various types of objects in Application Composer to create custom subject areas. Every custom subject area has a primary object, which is the focus of any reports that you later create. You can also optionally add child objects and related objects to the custom subject area, to meet your reporting needs. Custom subject 75

84 Chapter 6 Creating Custom Subject Areas areas support both custom and standard objects. The objects that you create are called custom objects and those delivered with are standard objects. For more information on the various types of objects in, see Defining Objects Explained topic. Primary Objects A primary object is any reportable top-level object. You create a custom subject area based on this primary object. Additionally, the primary object is the focus of the report that you create based on the custom subject area. The list of available primary objects includes all reportable objects, which are either top-level custom objects, or standard objects that are configured as reportable by the owning application. After you save your custom subject area, you can't change its primary object; however, you can create another custom subject area using a different primary object. Note: You cannot include Notes and Tasks in a custom subject area. They are not reportable. Based on how you want to configure your custom subject area, you can add one child to an object. Child Objects A child object is an object that has a one-to-many relationship with a parent object and can be a parent object of another child object. Add a child object to a custom subject area if you want your report to include data from both the primary object and its children. If an object's parent object is already a child object (of another parent object) then the object is a grandchild object. Custom subject areas support parent-child-grandchild-grand grandchild objects. This figure shows the parent-child-grandchild-grand grandchild hierarchy. You can add a single child object to the primary object as required, as long as there are child objects available. If there are no child objects for the chosen primary object, the list that enables selecting child objects does not appear. The parent-child-grandchild-grand grandchild hierarchy supports adding only up to three levels of child objects, for example, parent-child1-child1.1-child

85 Chapter 6 Creating Custom Subject Areas Note: Once you publish a custom subject area, you cannot add or remove child objects. Related Objects A related object is any object with a many-to-one relationship with its parent object. Custom subject areas support objects related to parent, child, grandchild or grand grandchild objects. You can add one or more related objects to a custom subject area. If a many-to-one relationship exists in the Relationships component of Application Composer and if the object is enabled for reporting, then it will be available in custom subject areas as a related object. For example, when configuring a custom subject area, you can select the Opportunity object, which is a primary object, and then click the Select Fields button. Select Related object, then select a related object from the drop-down menu. This figure shows how you add related objects. You can also use the Select Fields dialog box to add or remove opportunity fields, or add or remove related object fields from the custom subject area. Select the fields you want to add or remove, then move them to the appropriate list. After you publish a custom subject area, you cannot remove related objects; however, you can create another custom subject area and then use the applicable related objects. For an example of how you configure a custom field and create a custom subject area using that field, see Creating a Custom Object and Associating it With a Custom Dynamic Choice List Field: Worked Example topic. Related Topics Extensibility and Reporting: Example Associating Custom and Standard Objects and Creating Reports: Worked Example 77

86 Chapter 6 Creating Custom Subject Areas Fields or Attributes in Custom Subject Areas: Explained This topic explains the various types of fields or attributes that you use for configuring your custom subject area. Fields or attributes store entity information in. Fields can be standard or custom. Standard fields are delivered with, and custom fields are the ones that you create. Types of Reportable Fields The field types you can use to create reports are as follows: Text Number Date Percentage Date time Currency Check box Fixed choice lists Dynamic choice lists Long text When you create a custom field, you can create reports for the following data types: Boolean Note: If you are using Boolean data type for fields other than check boxes, those fields are displayed as either 0 or 1 on your custom reports. Number Currency Date String Percentage Phone Date time Long text Creating Reports Using Extension Fields For key objects in, predefined extension dimensions exist which include custom or extended fields. These fields enable you to create reports on extensions that are made to standard objects. Note: Extension dimension fields are not available for reporting until custom fields have been specified. 78

87 Chapter 6 Creating Custom Subject Areas Here's a summary of the steps for creating a report using extension dimension fields: 1. Using Application Composer, create custom fields for standard objects, and ensure that the custom fields are exposed on the user interface. 2. Publish the sandbox. 3. In the navigator menu, select Reports and Analytics under Tools to navigate to Oracle Business Intelligence (BI) Composer. 4. Select a real time or Oracle Transactional Business Intelligence (OTBI) subject area that includes the predefined extension dimension. 5. Create a report. When you specify the columns for your report, you can select the extension fields from the extension dimension folder, which appears as the <Object Name> Extension folder. For example, Opportunity Extension. The extension fields available for reporting vary by object type. Using Hierarchies in Reports with Custom Subject Areas Some of the pre-delivered subject areas include hierarchical structures, such as customer hierarchy, that enable reporting and aggregating up the hierarchy. You can use these hierarchies in your reporting when you join a custom subject area with these pre-delivered subject areas that include hierarchies. For example, you might create a custom object named Ticket, which includes the Customer field as a dynamic choice list. You then create a custom subject area for Ticket, and create a report using this custom subject area and one of the predelivered subject areas that include a customer hierarchy. You can now report on the hierarchy using aggregations, such as Number of Tickets. The following hierarchies are supported: Resource Territory Customer Partner For example, you could create a custom object named Ticket, which includes the Account field as a dynamic choice list. Create a custom subject area for Ticket, then use this custom subject area and one of the pre-delivered subject areas that include a customer hierarchy: Create a report using a pre-seeded subject areas such as Sales - CRM Customer and Contacts Real Time that contains the account hierarchy. Add the custom subject area to the report to join the two subject areas. Add the account hierarchy from the pre-seeded subject area. Add the metric, such as Number of Tickets, from the custom subject area. 79

88 Chapter 6 Creating Custom Subject Areas The report will calculate aggregations, such as Number of Tickets, using the hierarchy. Related Topics Extensibility and Reporting: Example Publishing Custom Subject Areas: Explained This topic covers what happens when you submit a custom subject area for publishing, and what the submission statuses indicate. After you successfully publish your custom subject area, you can start building reports using Oracle Business Intelligence (BI) Composer based on your published subject area. What Happens When you Submit for Publishing When you submit a custom subject area for publishing, two processes occur in the background. The first process is synchronous and creates Oracle Applications Development Framework (Oracle ADF) artifacts. You must wait until this first process is over. The second process is asynchronous and creates centralized metadata repository (RPD) fragments and submits them to the Oracle BI server. Note: You must refresh the status to know whether the custom subject area is submitted successfully. You may have to refresh the status multiple times, because the creation of Oracle ADF and RPD artifacts may require some time. 80

89 Chapter 6 Creating Custom Subject Areas A custom subject area can have one of the following statuses: Pending: This status indicates either of the following: You saved and closed the configuration process for a custom subject area before submitting it for publishing. A failure occurred in the background processes when creating Oracle ADF and RPD artifacts. In Process: This status indicates that the data is in the process of being published to Oracle BI. Note: If the in-process status does not change to OK, even after multiple refresh attempts, then there could be an error in publishing. If an error occurs, the details are displayed, as well as information about how to fix problems, where applicable. These error status details allow you to pinpoint and fix problems quickly. OK: This status indicates that the custom subject area has been published successfully. You can use Oracle BI Composer to create reports using the objects, attributes, and measures that you have configured in the subject area. Related Topics Securing Custom Subject Areas: How It Works Measures in Custom Subject Areas: Explained Measures are a set of functions. Measure columns allow business users to see a summary of how their business processes are working so far. Examples include a SUM of the Revenue in Euros, or a COUNT of the number of Opportunities worth over $500,000. The designer defines the aggregation function (SUM, COUNT, and so on) for custom measures, so end users don't need to do so themselves when they create an analysis. You can apply these functions on fields of type Date, Numeric, or Currency. Measures available to a particular type of field may differ depending on the field type. After you define the measures for the required fields and publish the custom subject area, you can select these fields and the applied measures when creating your report in the Oracle Business Intelligence Composer. You can only specify aggregate formulas to apply to a measure when creating a custom subject area. It is not possible to edit a measure in an already published custom subject area. Here are some measures you can apply to fields of type numeric, currency, or date. For numeric and currency fields, a measure can be: All Note: All is not a measure, but an option in the UI that selects all of the measures. Sum: Calculates the sum of the values. Average: Calculates the mean value. Count: Calculates the number of rows that are not null. Count Distinct: Calculates the number of rows that are not null. Each distinct occurrence of a row is counted only once. 81

90 Chapter 6 Creating Custom Subject Areas Note: Although Count Distinct is usually used in cases requiring a count on a foreign key (because a count of distinct rows is what's wanted), it is not required. If your requirements allow multiple instances of the same foreign key value to be counted multiple times, you can use Count rather than Count Distinct. Maximum: Calculates the highest numeric value. Minimum: Calculates the lowest numeric value. First: Selects the first occurrence of the item. Last: Selects the last occurrence of the item. Median: Calculates the middle value. Standard Deviation: Calculates the standard deviation to show the level of variation from the average. Standard Deviation Population: Calculates the standard deviation using the formula for population variance and standard deviation. For date fields, a measure can be: All Maximum Minimum You can select measures based on your reporting needs. For example, you can use measures to view product sales per store, state, or country. Or, to view the number of support tickets opened or closed per day, week, or month, and so on. Related Topics Date Leveling in Custom Subject Areas: Explained Creating and Viewing an Analysis for a Custom Subject Area In this section, you first create a report using the published custom subject area and then view it. Creating an Analysis for a Custom Subject Area The following process describes how to create an analysis in Oracle Business Intelligence Composer (BI Composer) using the Sales - CRM Pipeline subject area. 1. Click the Navigator menu item. 2. Under the Tools category, click Reports and Analytics. 3. Click Create, and then click Analysis. 82

91 Chapter 6 Creating Custom Subject Areas 4. Under Select Subject Area, locate and select the published Custom: Opportunity Winning Partners custom subject area. 5. Review the custom subject area: Expand each folder and review its attributes and measures. 6. Follow the steps in the report creation wizard to create a report: a. Add the attributes and measures to the selected columns list. b. Click Next. c. Select Table and Graph to be included in the report. d. Click Next. e. Define the Table layout options. f. Click Next. g. Define how data will be sorted or filtered in the report. h. Click Next. i. Define any desired column format. j. Click Next k. Enter the Analysis Name as Opportunity Winning Partners. l. Click Submit and wait until the Confirmation screen is displayed. 7. Run the created report by navigating to the folder where you saved the report. 8. Select Opportunity Winning Partners. 9. Click View to run the report. 83

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93 7 Chapter 7 Managing Analytics Folders Managing Analytics Folders Saving Analytics and Reports: Points to Consider You save analyses, dashboards, and reports in the business intelligence (BI) catalog, along with other objects, including prompts and filters. The catalog has a hierarchy of folders, with My Folders and Shared Folders at the top. One important folder is Custom, which you find under Shared Folders and use to store your custom analytics and reports. My Folders You're the only one who can access anything that you save in My Folders. You can see your saved items in My Folders on the Reports and Analytics work area, but not in My Folders in the Reports and Analytics pane on any other work area. The only exception is when you create an analysis using the wizard in the Reports and Analytics pane, and save it in My Folders. In this case, the analysis is available in the pane on all work areas. Shared Folders If you have the appropriate roles, you can also save in Shared Folders so that your custom analytics or reports are available to anyone with the right access. You should save objects under the Custom subfolder, which has subfolders organized by product family. Regarding predefined analytics and reports in Shared Folders: You should save a copy of the predefined analysis or dashboard in the corresponding product family subfolder under the Custom folder, and edit only the copy. Directly edit predefined analytics only when necessary, to make sure that any references to the analysis or dashboard still work properly. For predefined reports only, you can use a special Customize option to copy the report and also the folder structure and permissions. The copy is linked to the original, so editing the copy is like directly editing the original. Custom Folder Keep all custom analytics and reports in the Custom folder so that: You ensure that customized copies of those objects are not affected during upgrades, which can change predefined analytics and reports outside the Custom folder. You might lose customizations saved outside the Custom folder during upgrades. You can easily find customized objects. You can edit objects in the Custom folder without compromising security on the original objects. When you copy an object into the Custom folder, the copied object inherits the permission settings of the Custom folder. An administrator can reset the permissions on the object and the folder that it's in. Related Topics Reports and Analytics Pane: Explained Creating and Editing Reports: Explained Creating and Editing Analytics: Highlights 85

94 Chapter 7 Managing Analytics Folders Using the Customize Option for Predefined Reports: Points to Consider Creating Folders: Procedure You manage analyses and reports in the business intelligence catalog, where you create folders to organize them. Creating Folders Follow these steps: 1. In the catalog, navigate to the desired location of the new folder in the Folders pane. 2. In the catalog toolbar, click New, and select Folder. 3. In the New Folder dialog box, enter the folder name, and click OK. Addressing Automatically Created Folders If conflicts are detected during upgrade, folders named backup_nnn are automatically created in the catalog. After reviewing and resolving any conflicts, Oracle recommends that you manually delete the backup folders from the catalog. You can contact your help desk to request an automated removal if you have a large number of folders to delete. Setting Folder Permissions and Attributes: Procedure Business intelligence catalog folder properties control folder permissions and other attributes. You can access the properties of any object or folder in the catalog to perform tasks such as viewing system information or changing attributes or ownership. All other users can only access and modify the properties of the objects that they create or own. Setting Folder Properties Follow these steps: 1. In the catalog, select the folder you want to assign properties to. 2. In the Tasks pane, click Properties. 3. In the Properties dialog box, select any of the options in the Attributes section: Hidden: Specifies that the object is hidden. System: Specifies that the object is a system object. Read Only: Specifies that the object is read-only. Do Not Index: Excludes the object from the index used by the full-text catalog search. Excluded objects do not display in the results of any full-text catalog search; the object can still be found using the basic catalog search. 4. Use the Ownership section to take ownership of a folder or object in the catalog. This area displays only if the proper privileges were assigned to the user, group, or role. Note that the owner of an object or folder can't automatically access the object or folder. Set ownership of this item: Click to become the owner of the folder or object. 86

95 Chapter 7 Managing Analytics Folders Set ownership of this item and all sub items: Click to become the owner of the folder and any sub folders or sub items contained within the item. For example, if you click this link for a dashboard folder, then you take ownership of all of the dashboard's components. Setting Folder Permissions: Procedure You can assign permissions on folders and other objects. Accessing and Setting Permissions You can set permissions or change ownership for any catalog object or folder. Nonadministrative users can access and modify the permissions of the objects that they create or own. To set folder permissions: 1. In the catalog, select the folder or object. 2. In the Tasks pane click Permissions. 3. In the Permissions dialog box, the owner and any other users, roles, or groups with permissions are listed in the Permissions list. To add a user or role, click Add users/roles in the toolbar and search for users or roles to add them to the Selected Members list in the Add Application Roles, Catalog Groups and Users dialog box. To delete a user or role, select the account or role in the Permissions list and click Delete selected users/roles. 4. In the Permissions list, to set ownership for a user, select Custom in the Permissions drop-down list for the account, then select Set Ownership in the Custom Permissions dialog box and click OK. You can also select the Owner option for the user or role. 5. Use the Permissions drop-down to set permissions for the object. Object permissions vary by object. 6. Use the Apply permissions to sub-folders option to assign permissions to the folder's subfolders, and the Apply permissions to items within a folder to assign them to objects in the folder but not to subfolders. Moving Analyses and Reports: Procedure You can archive to bundle the entire catalog, specific folders, or multi component objects as a.catalog file and upload the.catalog file to unarchive the data to another location in the catalog. Use the archive process to transfer specific data across environments, for example from a development environment to a production environment. Creating an Archive To create an archive file: 1. Locate the object in the catalog. 2. Select More and then select Archive. 3. In the Archive dialog box, select one or more of the following options: Keep Permissions: Maintain the object or folder's existing permissions. If you do not select this option, then the archiving process does not include any permissions. Upon unarchiving, the parent folder's permissions are assigned to all of the objects and folders. Keep Time stamps: Maintain the Creation Time, Last Modified, and Last Accessed times assigned to the object or folder. Upon unarchiving, the LastModified time is updated to indicate the time at which the object or folder is unarchived. If you select this option, the Old option in the Paste Overview area of the Preferences 87

96 Chapter 7 Managing Analytics Folders dialog box is available when unarchiving. You use the Old option to overwrite existing catalog items that are older than the catalog items in the archive. If you do not select this option, then the archiving process does not include time information and the Old option in the Paste Overview area of the Preferences dialog box is not available. 4. Click OK to download the archive file. Moving a File to a New Location To unarchive a file: Select the folder in the catalog where you want to upload the archived file. In the Tasks pane click Unarchive. In the Unarchive dialog box, browse for and select the archive file. Use the Replace option to specify whether to replace an existing folder or object with the same name. All: Select this option to replace any existing folders or objects with the same names as folders or objects included in the archive file that you are uploading. Old: Select this option to replace folders or objects except those folders or objects that exist, unless they are older than the source. None: Select this option to add any new folders or objects, but preserve any existing folders or objects. Force: Select this option to add and replace all folders or objects. 5. Use the ACL option to specify how the folders or objects are assigned permissions using Access Control Lists (ACLs) when unarchived. Inherit: Inherits the folder or object's permissions (ACL) from its new parent folder. Preserve: Preserves the folder or object's permissions (ACL) as it was in the original, mapping accounts as necessary. Create: Preserves the folder or object's permissions (ACL) as it was in the original, creating and mapping accounts as necessary. 6. Click OK. What happens to customized analytics and reports when a patch is applied? All custom analytics and reports are preserved if you save them in the Custom subfolder within Shared Folders, or in My Folders in the business intelligence (BI) catalog. Changes to predefined analytics and reports outside the Custom folder are preserved only if the patch doesn't include a new version of those BI objects. If the patch does include a new version of a predefined object that you edited outside the Custom folder, then: The new version overwrites the existing predefined object. A copy of the existing object (with your edits) is automatically created in the same folder, with a new name that indicates it's a custom version. 88

97 Chapter 7 Managing Analytics Folders If the patch includes a new version of both the predefined object and a folder in its file path, then: The new folder, along with the new version of the object, overwrites the existing predefined folder and object. A copy of the existing folder (along with your edited object) is automatically created. The folder is renamed to indicate that it's a custom version, but your edited object is not renamed. Note: Future patches won't affect renamed custom objects or anything within a renamed custom folder. 89

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99 8 Chapter 8 Sharing Analytics Sharing Analytics Using Briefing Books Creating Briefing Books: Procedure A briefing book is a collection of updatable or static analyses or dashboard pages (which can contain reports). The static snapshots give you a picture of what's going on at the time that the analysis or dashboard page is added to the briefing book. You can download briefing books as PDF or MHTML for viewing or printing, and share them with others. The PDF file includes a table of contents for the book. Like analytics and reports, briefing books are stored in the business intelligence (BI) catalog. Adding Content to New Briefing Books Follow these steps: 1. Open the Reports and Analytics work area, or the Reports and Analytics pane if available in other work areas. 2. Click the Browse Catalog button. 3. Select your analysis, then click More and select Add to Briefing Book. Or, find your dashboard and click Open. a. Go to the dashboard page you want to add. b. Click the Page Options button and select Add to Briefing Book. 4. Indicate if you want the analysis or dashboard results to change (Updatable) or not (Snapshot) whenever the briefing book is downloaded or rerun. 5. Click Browse. 6. Name your briefing book and save it in My Folders. Adding Content to Existing Briefing Books Follow these steps: 1. Open the Reports and Analytics work area, or the Reports and Analytics pane if available in other work areas. 2. Click Browse Catalog. 3. Select your analysis, then click More and select Add to Briefing Book. Or, find your dashboard and click Open. a. Go to the dashboard page you want to add. b. Click the Page Options button and select Add to Briefing Book. 4. Indicate if you want the analysis or dashboard results to change (Updatable) or not (Snapshot) whenever the briefing book is downloaded or rerun. Downloading and Editing Briefing Books Follow these steps: 1. Open the Reports and Analytics work area, or the Reports and Analytics pane if available in other work areas. 91

100 Chapter 8 Sharing Analytics 2. Click Browse Catalog to locate your briefing book. You can find briefing books only in the BI catalog. Related Topics Reports and Analytics Pane: Explained Scheduling Analytics and Reports Setting Reports Up to Run as Scheduled Processes: Points to Consider You can create a job definition for predefined or custom reports so that users can run them as scheduled processes. Use the Define Custom Enterprise Scheduler Jobs task in the Setup and Maintenance work area to create job definitions. Otherwise, users can open reports (which are set up to be run online) through the Reports and Analytics pane, or open and schedule them from the business intelligence catalog. General Job Definition Information This table describes the general information to enter for your job definition. Field What You Enter Job Type BIPJobType Report ID The path to the report in the catalog, starting with the folder beneath Shared Folders, for example: Custom/ <Family Name>/ <Product Name>/<Report File Name>.xdo. Make sure to include the.xdo extension for the report definition. Default Output A default output format. Parameters You can define parameters to be available to users when they submit scheduled processes based on your job definition. When users run the scheduled process, the values they enter for the parameters: Are passed to the data model that the report is using. Determine the data to be included in the report. The parameters that you define must be in the same order as parameters in the data model. For example, the data model has parameters in this order: P_START_DATE P_END_DATE P_CURRENCY 92

101 Chapter 8 Sharing Analytics You create parameters as follows: Start Date End Date Currency Note: Because you define parameters using the list of values sources from the Define Custom Enterprise Scheduler Jobs task, you should not define lists of values in the data model. User Property The only user property you need to define is EXT_PortletContainerWebModule. Only lists of values associated with the application that you select are made available for parameters in this job definition. Related Topics Managing Job Definitions: Highlights Managing List of Values Sources: Highlights Customizing Data Models: Procedure Creating Custom Reports: Procedure Setting Reports Up for Scheduling in the Reports and Analytics Pane: Procedure You can set up reports as scheduled processes, which means users can submit them from the Scheduled Processes and other work areas. If you want users to also submit these scheduled processes from the Reports and Analytics pane, then you must configure properties for the corresponding reports. Enabling a Report for Scheduling To enable scheduling in the Reports and Analytics pane: 1. Select the report in the business intelligence catalog and click Edit. 2. Click Properties. 3. On the General tab in the Properties dialog box, enter the following fields: Field Value Enterprise Scheduler Job Package Name The path for the job definition, for example: / oracle/ apps/ ess/<product family>/ <product>/ <business area>/ Jobs Enterprise Scheduler Job Definition Name The job definition name (not display name), for example: ABCDEFG Related Topics Setting Up the Reports and Analytics Pane: Procedure 93

102 Chapter 8 Sharing Analytics Accessing Report Components to Customize: Points to Consider Scheduling Analytics for Distribution Analyses can run based on a schedule that you define. You can set up other automated tasks, for example to deliver results to specific recipients or send notifications. You submit a report with the schedule and criteria for other automated tasks defined. Some reports are set up as scheduled processes, in which case you submit the process as you would any scheduled process. Submitting Analytics as Scheduled Processes Use the following procedure to schedule an analytic: Open the Reports and Analytics pane in any work area where the report is available. Navigate to the analytic within the folders. Click the name of the analytic.. Open the More link to navigate to the business intelligence (BI) catalog. In the More menu, click Schedule to set the analytic up as a scheduled process. In the Agent window, define criteria for the agent using the appropriate tabs, including entering a schedule. Note: For analytic set up as scheduled processes, you can also: Schedule them from any work area where there's a link to the report. Use the Navigator to open the Scheduled Processes work area, where you can submit all processes that you have access to. You can also schedule reports from the Reports and Analytics work area that you access using the Navigator. 94

103 Chapter 9 9 Appendix: Prebuilt Analytics Appendix: Prebuilt Analytics Overview of Your Sales Cloud Analytics This section lists all of the Sales Cloud analyses that come out-of-the-box with your application. You can customize any or all of these to custom sales transactional information for each of the roles in your organization. Related Topics A detailed listing of all Sales Cloud prebuilt analytics. Analyses for Sales Representatives This table lists the analyses that are designed for sales representatives. They can see how they are doing against their quotas, open opportunities, how long it takes to close deals, and deals in the pipeline, and much more. Standard Analyses for Sales Representatives The following table contains analyses stored in BI under..sales/embedded Content/ Sales Representative. Report Title Report Description Column Names My Forecast vs. Open Pipeline Shows what is in the pipeline against the forecasted revenue for the selected period. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information such as Forecast, Adjusted Forecast, Won Revenue, Open Pipeline, and Forecast Period. My Open Leads by Age Shows the age of open leads in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information such as Lead Age (days), Lead Count, Deal Size, number of Leads, and Total Leads. My Open leads by Source Shows open leads and the lead origin. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information such as Lead Count, Deal size, number of Open Leads, number of Leads, Time frame, Lead Source, Source, and Age. My Open Tasks Shows tasks such as call, chat meeting, not specified, that still need to be completed. Sales reps use this analysis to plan their workload, and adjust schedules, and identify overdue tasks. Uses key information for analysis display such as Number of Tasks, Activity Type, and Due Date. This analysis is filtered to display only those partners where the logged in user is part of the account team. My Performance Shows how sales rep is performing. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such Enterprise Quarter, Target Quota, Won Revenue, Remaining Quota, Quota Attainment, and Axis Limit. 95

104 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names My Pipeline Shows opportunities that are stuck in the pipeline. Shows if there is enough open opportunity to meet forecasted targets. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Sales Stage, Sales Stage Name, Sales Stage Row ID, Amount, Open Pipeline, Won Revenue % of Total Attainment. Closed Opportunity Line Revenue, Total Revenue, Pipeline Facts, Employee. My Stalled Opportunities Shows open owned opportunities that are stalled. Stalled is defined as open for a time period longer than the average duration of the sales stage. Sorted descending by days stalled. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Win %, Name, Opportunity ID, Account, Customer Row ID, Customer Type Code, Sales Stage, Pipeline Days, Close Date, Pipeline Amount My Top Accounts by Open Opportunities Shows where accounts are based on open opportunities. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Open Opportunity Line Revenue, Number of Open Opportunities, Customer Name, Customer Row ID, Customer Type Code. My Top Open Opportunities Shows top opportunities currently in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Win %, Name, Opportunity ID, Account, Customer Row ID, Customer Type Code, Primary Contact, Contact Row ID, Sales Stage, Close Date, Amount. My Unaccepted Leads by Age Shows leads in the pipeline that are still inprogress, and have not closed. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Lead Age, Lead Count, Lead Count, Deal Size, Number of Leads, Lead Age. My Won Opportunities Shows top opportunities that have been closed. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Name, Opportunity ID, Account, Customer Row ID, Customer Type Code, Primary Contact, Contact Row ID, Amount, Close Date. My Top Accounts by My Activities Shows top accounts with the most activity by this logged in user. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Number of Activities, Call, Chat, Demo, Meeting, Not Specified, Others, Customer Name, Customer Row ID, Customer Type Code. My Actuals vs. Quota Tile Shows won revenue against revenue quota. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Resource Quota, Won Revenue, and Attainment Percent. My Forecast vs. Open Pipeline Tile Shows if there is enough open opportunities in the pipeline to meet forecasts. This analysis is filtered to display only those partners where the logged in user is part of Uses key information such as Revenue Forecast Facts, Forecast. 96

105 Chapter 9 Report Title Appendix: Prebuilt Analytics Report Description Column Names the account team. This analysis is used for infolet dashboard display. My Open Leads Tile Shows open leads. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Lead Facts, Lead Count. My Pipeline Tile Shows deals in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Pipeline Detail Facts, Open Revenue, and Deal Count. My Stalled Opportunities Tile Shows deals stuck in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Pipeline Facts, Opportunity Revenue, Deal Count, and Opportunity ID. My Top Open Opportunities Tile Shows top open deals in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Pipeline Detail Facts, Open Revenue, and Deal Count. My Performance Tile Shows how sales rep is performing. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Employee Name, Rank, Won Revenue, Resource Quota, Quota Attainment. Analyses for Sales Managers This table lists the analyses designed to help sales managers in their day-to-day team management and decision-making. They can see how their teams are doing against their quotas, open opportunities, how long it takes to close deals, and deals in the pipeline, and much more. Standard Analysis for Sales Managers The following table contains analyses stored in BI under..sales/embedded Content/ Sales Manager. Report Title Report Description Column Names My Teams Activities (By Type) Allows managers to ensure the workload is appropriately distributed and actively highlight any issues. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as# of Activities, Call, Chat, Demo, Meeting, Not Specified, Others, Customer Name, Customer Row ID, Customer Type Code. 97

106 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names My Team's Leads How many leads does my team currently have. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such Deal Size, # of Leads, Age, Name, Rank, Customer Row ID, Employee, Lead Status, Time frame, Lead Channel, Lead ID, Account. Team Leadership Board Shows the leaders of a sales team. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Employee name, Employee Row ID, Won Revenue, Closed Opportunity Line Revenue, Target Quota, Quota Attainment. My Team's Performance Shows opportunities that are stuck in the pipeline. Shows if there is enough open opportunity to meet forecasted targets. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Sales Stage, Sales Stage Name, Sales Stage Row ID, Amount, Open Pipeline, Won Revenue % of Total Attainment. Closed Opportunity Line Revenue, Total Revenue, Pipeline Facts, Employee. My Team's Top Open Opportunities Shows top open opportunities of a sales team. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Open Opportunity Line Revenue, # of Open Opportunities, Customer Name, Customer Row ID, Customer Type Code. My Team's Tasks on Open Opportunities Shows top opportunities currently in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Tasks on Open Opportunity, Completed Tasks on Open Opportunities, % Completion, Enterprise Quarter, Employee First Name, Employee Last Name, Employee Row ID, Opportunity Status Category. Top Accounts by My Team's Activities Shows top accounts with the most activity by this logged in user. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as# of Activities, Call, Chat, Demo, Meeting, Not Specified, Others, Customer Name, Customer Row ID, Customer Type Code. My Team's Actuals vs. Quota Tile Shows team won revenue against revenue quota. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Resource Quota, Won Revenue, and Attainment Percent My Teams Forecast vs. Open Pipeline Tile Shows if the team has enough open opportunities in the team pipeline to meet forecasts. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Resource Quota, Won Revenue, and Attainment Percent. My Team's Leads Tile Shows team open leads. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Revenue Forecast Facts, Forecast. 98

107 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names My Team's Performance Tile Shows how the sales team is performing. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Employee Name, Rank, Won Revenue, Resource Quota, Quota Attainment. My Team's Pipeline Tile Shows team's opportunities that are stuck in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Open Revenue, and Deal Count My Team's Open Opportunities Tile Shows top open opportunities of a sales team. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Open Revenue, and Deal Count. Customer Asset Analysis Shows customer assets on the books by customer name and quantity. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Product Name, Quantity of Assets, Product Count, Customer and Asset Purchase Date. Analyses for Channel Account Managers This table lists the analyses that are designed to help Channel Account Managers in their day-to-day management and monitoring of their channel partners. They can see how their partners are doing against their quotas, open opportunities, how long it takes to close deals, and deals in the pipeline, and much more. Analysis Listing for Channel Account Managers The following table contains analyses stored in BI under /Shared Folders/Sales/Embedded Content/Channel Account Manager. Where indicated, reports can be added to the Sales Infolet page for Channel Account Managers. Other reports can be exposed on the Analytics work area, or added to Analytics side tabs in object work area details pages. Report Title Report Description Column Names Actual vs. Quota Tile For the current quarter, this infolet shows the total quota assigned to the logged-in Channel Account Manager, along with the actual revenue won by the partners of the Channel Account Manager. Uses key information such as Resource Quota, and Pipeline Won Revenue. This analysis is exposed on the Sales Infolets page. 99

108 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names Actual vs. Quota The detail report includes a gauge that displays the percentage of quota attained in the current quarter. Uses key information such as Enterprise Quarter, Won Revenue, Target Quota, Pipeline Detail Facts, and Resource Quota. Deal Registration Tile This infolet shows "pending approval" deal registrations that are submitted by partners who the Channel Account Manager has access to. Uses key information such as Submitted Date, Partner, Registration Number, Customer, Deal Size, and Close Date. This analysis is exposed on the Sales Infolets page. Deal Registration Shows the deals registered in the pipeline. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Submitted Date, Partner, Registration Number, Customer, Deal Size, and Close Date. MDF Requests for CAM Tile This infolet shows "pending approval" MDF requests submitted by partners owned by the logged-in Channel Account Manager. Uses key information such as Submitted Requests (Amount), Requests Pending Approval (Amount), Approved Requests (Amount), Claims Pending Approval, Approved Claims, and Settled Amount. This analysis is available, but not automatically displayed, on the Sales Infolets page. MDF Detail Report for CAM Shows "pending approval" MDF requests submitted by partners owned by the loggedin Channel Account Manager. The Channel Account Manager can drill down into each amount to obtain a list of the related MDF requests. Open Pipeline Tile This infolet shows the total revenue and the number of open opportunities closing in the current and next quarter from partners owned by the logged-in Channel Account Manager. <<Need to verify this with Ana.>> Uses key information such as Submitted Requests (Amount), Requests Pending Approval (Amount), Approved Requests (Amount), Claims Pending Approval, Approved Claims, and Settled Amount. Uses key information for analysis display such as Pipeline Revenue, and Count. This analysis is exposed on the Sales Infolets page. Opportunities By Stage Shows the open opportunities in the pipeline and the stage of the pipeline they are currently in. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Historical Sales Stage, Win Rate, Amount in the Pipeline, Opportunity Name, and Customer Name. Opportunities By Stage Shows the open opportunities in the pipeline, the partner, and the stage of the pipeline they are currently in. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner name, Historical Sales Stage, Win Rate, Amount in the Pipeline, Opportunity Name, and Customer Name. Partner Performance Tile This infolet shows the name of the top performing partner and the amount of won Uses key information such as Partner Name, Partner ID, and Partner Status. 100

109 Chapter 9 Report Title Appendix: Prebuilt Analytics Report Description Column Names revenue in the current quarter. This analysis is filtered to display only those partners owned by the logged-in Channel Account Manager. This analysis is exposed on the Sales Infolets page. Partner Performance Shows top performing partners by amount of revenue closed at this time. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner Name, Amount Won, and Number of Opportunities Won. Partner Status Tile This infolet shows the number of partners who are currently awaiting activation by the channel manager organization. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner Amount, and Partner name. This analysis is available, but not automatically displayed, on the Sales Infolets page. Partner Status Shows the number of partners that are currently awaiting activation for the channel manager organization. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner Name, Partner ID, and Partner Status. Partner's Pipeline by Partner Shows each partner, and the amount of revenue in their pipeline by pipeline stage. It also shows total revenue in the pipeline, open revenue, and won revenue for partners combined. Can be shown in graph or list view. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner Name, Pipeline Amount, Open Pipeline, Won Revenue, Total Revenue, and Opportunity Line Revenue. Partner's Pipeline by Stage Shows an analysis with the total amount of partner potential revenue in each pipeline stage, as well as closed revenue, and total of all revenue for all partners. Can be shown in graph or list view. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Partner Name, Pipeline Amount, Open Pipeline, Won Revenue, % of Total Amount, Total Revenue, and Opportunity Sales Stage. Stalled Opportunities Tile This infolet shows opportunities expected to close in the current quarter that are stuck in the pipeline. Stalled is defined as open for a time period longer than the average duration of the sales stage. This infolet also filters opportunities with partners owned by the logged-in Channel Account Manager. Uses key information for analysis display such as Win %, Name, Opportunity ID, Account, Customer Row ID, Customer Type Code, Sales Stage, Pipeline Days, Close Date, Pipeline Amount. This analysis is exposed on the Sales Infolets page. 101

110 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names Stalled Opportunities Shows opportunities that are stuck in the pipeline, and sorted descending by days stalled. Stalled is defined as open for a time period longer than the average duration of the sales stage. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information for analysis display such as Win %, Name, Opportunity ID, Account, Customer Row ID, Customer Type Code, Sales Stage, Pipeline Days, Close Date, Pipeline Amount. Top Open Opportunities Tile This infolet shows the top open opportunities (Win Probability > 70%) in the pipeline by count and amount. This analysis is filtered to display opportunities with partners owned by the logged-in Channel Account Manager. Uses key information for analysis display such as Open Opportunity Line Revenue, # of Open Opportunities, Customer Name. This analysis is exposed on the Sales Infolets page. Top Opportunities Shows top opportunities that partners are working on. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information for analysis display such as Open Opportunity Line Revenue, # of Open Opportunities, Customer Name, Customer Row ID, Customer Type Code. Won Opportunities Drill Down Shows a single partner's accounts and the total amount of closed or won opportunities sorted from highest on top. This analysis is filtered to display only those partners where the logged-in user is part of the account team. Uses key information such as Pipeline Amount, Customer Name, Close Time, Opportunity Name, and Partner. Analyses For Executives This table lists the analyses that are designed to help sales executives make key business decisions. They show forecast detail, opportunities for their teams, quota information, and performance detail. Analysis Listing For Sales Executives The following table contains analyses stored in BI under..sales/embedded Content/ Sales Executive. Report Title Report Description Column Names Actual vs. Quota Shows the quota assigned and how many opportunities won. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information such as Resource Quota, Won Revenue, and Attainment Percent. Forecast vs. Open Pipeline for Sales Exec Shows if the team has enough sales in the pipeline to meet forecasted targets. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Enterprise Quarter, Territory Owner ID, forecast, Territory Owner, Territory Name, Territory ID, Won Revenue, Open Pipeline. 102

111 Chapter 9 Appendix: Prebuilt Analytics Report Title Report Description Column Names Forecast vs. Quota Shows how the team is trending toward meeting their quota. This analysis is filtered to display only those partners where the logged in user is part of the account name. Uses key information for analysis display such as Total Forecast, Target Quota, Remaining Quota, Forecast vs. Quota, Axis Limit. My Team's Leads for Sales Exec Shows many leads does the team currently has. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such Deal Size, # of Leads, Age, Name, Rank, Customer Row ID, Employee, Lead Status, Time frame, Lead Channel, Lead ID, Account. My Team top Open Opportunities for Sales Exec Shows top open opportunities of a sales team. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Open Opportunity Line Revenue, # of Open Opportunities, Customer Name, Customer Row ID, Customer Type Code. My Team's Tasks on Open Opportunities Shows top opportunities currently in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Tasks on Open Opportunity, Completed Tasks on Open Opportunities, % Completion, Enterprise Quarter, Employee First Name, Employee Last Name, Employee Row ID, Opportunity Status Category. Sales Stage by Age Shows where deals are in the pipeline by how long they have been in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Sales Stage Name, # of Days in Stage, # of Opportunities, Total Opportunities, Enterprise Quarter, Sales Stage Row ID. Sales Performance Trend Shows how sales are trending for that quarter in terms of opportunities won and lost. This analysis is filtered to display only those partners where the logged in user is part of the account team. Shows how sales are trending for that quarter in terms of opportunities won and lost. This analysis is filtered to display only those partners where the logged in user is part of the account team. Team Leadership Board Shows the leaders of a sales team.. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Employee name, Employee Row ID, Won Revenue, Closed Opportunity Line Revenue, Target Quota, Quota Attainment. Top Open Opportunities Shows top open opportunities of a sales team. This analysis is filtered to display only those partners where the logged in user is part of the account team. Uses key information for analysis display such as Open Opportunity Line Revenue, # of Open Opportunities, Customer Name, Customer Row ID, Customer Type Code. Actual vs. Quota for Sales Exec Tile Shows the quota assigned and how many opportunities won. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Resource Quota, Won Revenue, Gap, Attainment Percent. My Team Forecast vs. Open Pipeline for Sales Exec Tile Shows if the team has enough sales in the pipeline to meet forecasted targets. This Uses key information such as Revenue Forecast Facts, Forecast. 103

112 Chapter 9 Report Title Appendix: Prebuilt Analytics Report Description Column Names analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. My Team Leads for Sales Exec Tile Shows how many leads the team currently has in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Lead Facts, # of Leads, # of leads converted. My Team Performance for Sales Exec Tile Shows team performance by won revenue. his analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Employee Name, Rank, Won Revenue, Resource Quota. My Team Pipeline for Sales Exec Tile Shows opportunities that are stuck in the pipeline and are not moving forward. Shows if there is enough open opportunity to meet forecasted targets.. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Pipeline Detail Facts, Open Revenue, and Deal Count. My Team top Open Opportunities for Sales Exec Shows top opportunities currently in the pipeline. This analysis is filtered to display only those partners where the logged in user is part of the account team. This analysis is used for infolet dashboard display. Uses key information such as Pipeline Detail Facts, Open Revenue, and Deal Count. General Analytics This chapter lists reports that are not specific to the logged in user, or to a product area. They are general reports that are under the directories in the analytic library folder. General Analytics Listing The following table lists the reports listed in BI under..sales/analytic Library/(report location)/. Report Location Report Title Report Description Column Names Competitors Closed and Lost Revenue Trend Shows for the quarter revenue that was won against revenue that was in the pipeline that didn't close. Uses key information such as Quarter, Closed Revenue, Lost Revenue, and Year 104

113 Chapter 9 Appendix: Prebuilt Analytics Report Location Report Title Report Description Column Names Competitors Current Year Win Rate Shows how many deals won (closed) for that year for a Competitor. Uses key information such as Competitor, Competitor Row ID, and Win Rate Competitors Reason Lost Shows the reasons that opportunities dropped out of the pipeline without closing. Uses key information such as Opportunity Reason Won or Lost, and Win Loss Facts. Competitors Reason Won Shows the reasons that opportunities in the pipeline were won. Uses key information such as Opportunity Reason Won or Lost, and Win Loss Facts. Competitors Recent Competitive Wins Shows the wins and revenue for competitors. Uses key information such as Customer Row ID, Customer Name, Competitor, Time, and Pipeline Facts Closed Revenue. Competitors Win Loss Scorecard Shows primary competitor win rate against losses and closed revenue. Uses key information such as Competitor, Win Loss Facts, Pipeline Facts and Win Loss Facts. Competitors Win Loss Trend Shows the quarterly trend of win loss opportunities in a bar chart. Uses key information such as Enterprise Quarter, and Win Loss Facts. Competitors Win Rate Analysis Shows the win rate of competitors by product group. Uses key information such as Product, Competitor and Win Loss Facts. Customers Costumer Pipeline Shows deals in the pipeline stages against opportunity revenue and open opportunities. Uses key information such as Opportunity, Pipeline Facts, Open Opportunity and #of Open deals. Customers Top Customers Shows Top Customers by Open Opportunity Revenue. Uses key information such as Customer, Pipeline Facts, # of Open Opportunities, and Open Opportunity Revenue. Demand Generation Average Sales Cycle by Source Shows average sales cycle in days against campaign name on a bar chart. Uses key information such as Marketing Source, Sales Cycle Facts, and Pipeline Facts. Demand Generation Close Rate by Source Shows the number of closed opportunities created by campaign. Uses key information such as Marketing Source, and Pipeline Facts. Demand Generation Closed Revenue by Campaign Shows the closed revenue generated by the top campaigns. Shows key information such as Marketing Source, and Pipeline Facts Closed Revenue. 105

114 Chapter 9 Appendix: Prebuilt Analytics Report Location Report Title Report Description Column Names Demand Generation New Opportunities by Month Shows the number of new opportunities as well as the opportunity revenue created by month. Shows key information such as Secondary Dates Open Month, and Pipeline Facts. Demand Generation New Opportunities by Source Shows the number of new opportunities created from campaigns. Shows key information such as Marketing Source, and Pipeline Facts. Demand Generation Number of New Opportunities by Subordinate Shows the number of new opportunities by subordinate. Shows key information such as Sales Resource Hierarchy, and Pipeline Facts. Demand Generation Open Opportunities by Campaign Shows the number of open opportunities by campaign. Uses key information such as Marketing Source Campaign Name, Opportunity, Customer, Close Date, Enterprise Quarter, and Pipeline Facts. Demand Generation Opportunity Revenue by Source Shows the number of opportunities created by top campaigns. Uses key information such as Campaign Name, and Pipeline Facts. Embedded Content My Dashboard Shows all accounts and opportunity details. Uses key information such as Opportunity, Contact, close Date, Win %, Quantity, Amount, and Competitor. Embedded Content/ Dashboards Forecast Change detail Shows forecast by opportunity details. Uses key information such as Customer, Sales Forecast Type Code, Opportunity, Forecast Item, Revenue Item ID, Opportunity, Territory, Territory Owner, Sales Account, Product. Embedded Content/ Dashboards My Customers Shows opportunity by open and closed revenue. Uses key information such as Opportunity Name, Number of Open Opportunities, Open Revenue and Closed Revenue. Embedded Content/ Dashboards My Customers Real Time Shows opportunity by open revenue as of the current day. Uses key information such as Opportunity Name, Number of Open Opportunities, Open Revenue and Closed Revenue. Embedded Content/ Dashboards My Team Customers Shows team opportunities by open revenue. Uses key information such as Opportunity Name, Number of Open Opportunities, Open Revenue and Closed Revenue. Embedded Content/ Dashboards My Team Customers Real Time Shows team opportunities by open revenue as of the current day. Uses key information such as Opportunity Name, Number of Open Opportunities, Open Revenue and Closed Revenue. 106

115 Chapter 9 Appendix: Prebuilt Analytics Report Location Report Title Report Description Column Names Embedded Content/ Customer Analytics Customer Data Completeness Shows the quality or completeness of the information entered in the application for opportunities. Uses key information such as Customer, and Customer Data Quality Facts. Embedded Content/ Customer Analytics Customer Watch Shows, by Customer, the current quarter opportunities (customers for which the user or his or her direct reports are on a sales account team). Uses key information such as Customer Action, Customer Sales Account, Enterprise Quarter, and Pipeline Detail Facts. Embedded Content/ Customer Analytics Customers at a Glance Shows customers for which the user, or his or her direct reports, are on sales account team, along with key performance indicators relating to the customer interaction. Uses key information such as Customer Action, Sales Account, Owner, Win Loss Facts, Lead Facts, Lead Opportunity Conversion, Interaction Facts, and Sales Account Facts. Embedded Content/ Customer Analytics Customers at a Glance Real Time Shows current customers for which the user, or his or her direct reports, are on sales account team, along with key performance indicators relating to the customer interaction. Uses key information such as Customer Action, Sales Account, Owner, Win Loss Facts, Lead Facts, Lead Opportunity Conversion, Interaction Facts, Days Since Interaction, and Sales Account Facts. Embedded Content/ Customer Analytics My Customer Hierarchy Shows active customer details. Uses key information such as Customer Name, Address, Owner, URL, Industry, Sales Account Facts, and Account Active Flag. Embedded Content/ Customer Analytics My Customers Shows customer details and contact and interaction and pipeline details. Uses key information such as Customer Row ID, Date, Name, Number of Open Opportunities, Open Revenue, Number of Critical SRs, Days Since Last Interaction, Number of Opportunities Created. Embedded Content/ Customer Analytics My Customers Real Time Shows a listing of my customers and relevant metrics for each customer, such as number of opportunities, open revenue, and days since last interaction. Uses key information such as Customer Row ID, Name, Number of Open Opportunities, Open Revenue, Date During Past Months Number of Opportunities Created, Revenue Closed. Embedded Content/ Customer Analytics My Team Customers Shows a listing of my team customers, which are customers assigned to me, my subordinates, or my descendant territories. Also Shows relevant metrics for each customer, such Uses key information such as Customer Row ID, Date, Name, Number of Open Opportunities, Open Revenue, Number of Critical SRs, Days Since 107

116 Chapter 9 Report Location Report Title Appendix: Prebuilt Analytics Report Description Column Names as number of opportunities, open revenue, and days since last interaction. Last Interaction, Number of Opportunities Created. Embedded Content/ Customer Analytic My Team Customers Real Time Shows a listing of my team customers, which are customers assigned to me, my subordinates, or my descendant territories. Also Shows relevant metrics for each customer, such as number of opportunities, open revenue, and days since last interaction. Uses key information such as Customer Row ID, Date, Name, Number of Open Opportunities, Open Revenue, Number of Critical SRs, Days Since Last Interaction, Number of Opportunities Created. Embedded Content/ Customer Analytics Open Opportunities Shows open opportunities by days to close, against closed probability by percentage. Uses key information such as Opportunity Name, Customer, Opportunity Close Probability %, Pipeline Days to Close, and Pipeline Revenue. Embedded Content/ Customer Analytics Recent Interactions Shows the contact name and the number of interactions with that contact. Uses key information such as Date, Contact, Contact Row ID, Interaction Type, Employee, Interaction Facts # of Interactions. Embedded Content/ Customer Analytics Revenue Rollup Shows the won revenue pipeline as well as expected for each customer. Uses key information such as Customer Name, Owner Pipeline Facts Won Revenue, Pipeline Facts Expected Revenue, Lead Facts Predicted Revenue, Lead Facts Total Revenue. Embedded Content/ Opportunity and Revenue Management Current Period Performance Shows quota attained by the logged in user. This report shows attainment for current quarter. Uses key information such as Employee Row ID, Employee Login, Resource Quota Facts Target Quota, Pipeline Facts Open Revenue/ Closed Revenue/ Difference Embedded Content/ Opportunity and Revenue Management Current Revenue at Stake Shows open competitive revenue in dollars by pipeline stage. Uses key information such as Competitor, Enterprise Quarter, Historical Sales Stage Order, Sales Method Name, Sales Stage Name. Embedded Content/ Opportunity and Revenue Management Opportunities at a Glance Shows all open opportunities owned by user in the current quarter along with sales account and days to close. Sorted descending by value. Uses key information such as Customer, Opportunity Name, Opportunity Action, Sales Account, Employee, Opportunity Win Probability. Embedded Content/ Opportunity and Revenue Management Opportunity List Report This report is a drill-down from the Pipeline, Current Revenue at Stake, and Customer Watch reports. It Shows opportunity sales credit amounts in Uses key information such as Opportunity, Customer, Enterprise Year, Historical Sales Stage, Customer Name, Opportunity Name. 108

117 Chapter 9 Report Location Report Title Appendix: Prebuilt Analytics Report Description Column Names relationship to the revenue target for each sales stage. This report provides multiple views (table, graph) and aggregates data for the current year. Embedded Content/ Opportunity and Revenue Management Opportunity List Report for Current Quarter This report is a drill-down from the Pipeline, Current Revenue at Stake, and Customer Watch reports. It Shows opportunity sales credit amounts in relationship to the revenue target for each sales stage. This report provides multiple views (table, graph) and aggregates data for the current quarter. Uses key information such as Opportunity, Customer, Enterprise Year, Historical Sales Stage, Customer Name, Opportunity Name, Sales Method Name. Embedded Content/ Opportunity and Revenue Management Opportunity Watch Highlights open opportunities in the current quarter with the highest value, as well as their win probability, coverage, and days stalled. Shows all the open opportunities in the current quarter (that the user owns) along with selected attributes. Sorted descending by opportunity value. Uses key information such as Opportunity Action, Opportunity, Employee, Customer, Pipeline Facts, Opportunity Win Probability. Embedded Content/ Opportunity and Revenue Management Opportunity Watch Real Time Highlights open opportunities currently with the highest value, as well as their win probability, coverage, and days stalled. Shows all the open opportunities in the current quarter (that the user owns) along with selected attributes. Sorted descending by opportunity value. Uses key information such as Opportunity Action, Opportunity, Employee, Customer, Pipeline Facts, Opportunity Win Probability, Days to Close. Embedded Content/ Opportunity and Revenue Management Past Period Performance Shows quota attained by the logged in user. This report provides attainment for previous quarter. Uses key information such as Employee, Resource Quota Facts Target Quota, Pipeline Facts Difference between Target and Closed Revenue, and Quota Attained. Embedded Content/ Opportunity and Revenue Management Pipeline Report Shows opportunity sales credit amounts in relationship to the revenue target for each sales stage. This report provides multiple views (table, graph) and aggregates data for the current year. Uses key information such as Enterprise Year, Historical Sales Stage, Quota Factor, Average Days at Stage. Embedded Content/ Opportunity and Revenue Management Stalled Opportunities Shows open owned opportunities that are stalled. Stalled is defined as open for a time period longer than the average duration of the sales Uses key information such as Opportunity Action, Customer, Opportunity Status, Customer, Employee, Contact, Sales Stage, Revenue. 109

118 Chapter 9 Report Location Report Title Appendix: Prebuilt Analytics Report Description Column Names stage. Sorted descending by days stalled. Embedded Content/ Opportunity and Revenue Management Team at a Glance Shows a listing of the users direct reports along with select metrics. This report is available only for managers. Uses key information such as Employee, Enterprise Quarter, Employee Action Sales Resource Hierarchy User Organization Hierarchy Based Login, Resource, Interaction Facts. Embedded Content/ Opportunity and Revenue Management Team at a Glance Real Time Shows a listing of the users direct reports along with select metrics. This report is available only for managers. Uses key information such as Employee, Enterprise Quarter, Employee Action, Sales Resource Hierarchy, User Organization Hierarchy Based Login, Resource, Interaction Facts. Embedded Content/ Opportunity and Revenue Management Win-Loss Reasons Shows won or lost revenue in dollars for the quarter against a set of reasons such as relationship, product, no budget, etc., that contributed to the result. Uses key information such as Enterprise Year and Enterprise Quarter, Competitor, Revenue Close Reason Code, Win Loss Facts. Embedded Content/ Opportunity and Revenue Management Win-Loss Trends Shows the win or lost trend in dollars for a competitor by enterprise year by quarter. The year and competitor can be selected to change graph criteria. Uses key information such as Enterprise Year and Enterprise Quarter, Competitor, Revenue Close Reason Code, Win Loss Facts. Embedded Content/Sales Activity Sales Rep Account Activity Chart Shows the number of activity interactions for each of the accounts owned by a sales rep. Uses key information such as Employee Name, Customer Account Name, Interaction facts Number of Interactions. Embedded Content/Sales Forecasts Forecast Change detail Shows forecast by opportunity details. Uses key information such as Customer, Sales Forecast, Forecast Type Code, Opportunity, Forecast Item, Revenue Item ID, Opportunity, Territory, Territory Owner, Sales Account, Product. Embedded Content/Sales Forecasts Forecast Trending Across Forecast Periods Shows forecast period and forecast revenue trend as a moving average across time. Uses key information such as Sales Forecast, Forecast Period name, Forecast Name, Forecast Period End Date, Sales Forecast Aggregate Facts Forecasted Revenue. Embedded Content/Sales Forecasts Forecast Trending Within Forecast Period Shows forecast period and forecast revenue trend as a moving average within a selected period. Uses key information such as Sales Forecast, Forecast Period name, Forecast Name, Forecast Period End Date, Sales Forecast 110

119 Chapter 9 Report Location Report Title Appendix: Prebuilt Analytics Report Description Column Names Aggregate Facts Forecasted Revenue. Embedded Content/Sales Forecasts Forecast Revenue by Customer Shows forecast period and forecast revenue trend for territory owners by customer against revenue forecast. Territory owner can be selected to show the chart for that individual employee. Uses key information such as Territory ID, Territory Owner, Sales Forecast, Forecast Name, Forecast Type Code, Customer Name and Unadjusted Forecast. Embedded Content/Sales Forecasts Forecasted Revenue by Sales Channel Shows forecast period and forecast revenue trend for sales channel by product group against revenue forecast. Channel type can be selected as indirect, direct, or all channels. Uses key information such as Territory ID, Sales Forecast, Forecast Name, Forecast Type Code, Product Group, Sales Channel Name, Adjusted Forecast. Embedded Content/Sales Forecasts Opportunity Contribution to Forecast Shows adjusted forecast by opportunity against opportunity name as a pie chart. Uses key information such as Territory, Opportunity, Sales Forecast, Forecast Name, Opportunity Name, Adjusted Forecast by Opportunity. Embedded Content/ Sales Quota Management Territory Quota History Bar Chart Shows historic values of territory quotas for the selected territory. drill-downs are enabled to show periodic distributions or territory quotas over quarters, months, or weeks. Uses key information such as Territory, Enterprise Year, and Territory Quota. Embedded Content/Sales Quota Management Resource Quota Historic Chart Shows historical values of resources quotas for the selected sales resource within a territory. Drill downs are enabled to show periodic distributions of resource quota over quarters, months, or weeks. Uses key information such as Enterprise Year, Employee, (resource), Resource Quota, and Sales Goal. Embedded Content/Sales Quota Management Opportunity Sales Stage Detail Shows a list of opportunities and the sales stage they are in as well as the close date and days stalled. Uses key information such as Opportunity Name, Expected Close Date, # of Days in Current Stage, Pipeline Facts Days Stalled, Average Duration in Stage, Enterprise Quarter. Embedded Content/Sales Quota Management Reference Effectiveness Shows reference name against the win rate by percentage. Uses key information such as Reference Name, Reference Win Rate, Enterprise Year. Embedded Content/Sales Quota Management Top Current Quarter Opportunities Shows a list of opportunities, customer name and the stage they are in for the current quarter. Also shows win probability and open revenue. Uses key information such as Sales Resource Hierarchy Employee Name, Opportunity, Sales Stage Name, Customer name, Opportunity Name, Close Date, Win Probability. 111

120 Chapter 9 Appendix: Prebuilt Analytics Report Location Report Title Report Description Column Names Embedded Content/Sales Quota Management Top New Opportunities Shows a list of new opportunities by sales rep with stage and opportunity revenue. Uses key information such as Sales Resource Hierarchy, Customer Name, Opportunity Name, Sales Stage, Opportunity Revenue. Embedded Content/Sales Quota Management Top Stalled Opportunities Shows a list of opportunities by sales rep wit opportunity name and sales stage and number of days in stage. Uses key information such as Sales Resource Hierarchy, Opportunity Name, Sales Stage Name, # Days in Stage, # of Opportunities. Pipeline Opportunity Sales Stage Detail Shows a list of opportunities and the sales stage they are in as well as the close date and days stalled. Uses key information such as Opportunity Name, Expected Close Date, # of Days in Current Stage, Pipeline Facts Days Stalled, Average Duration in Stage, Enterprise Quarter. Pipeline Resource Effectiveness Shows a pie chart with reference name against reference win rate by percentage. Uses key information such as Reference Name, Reference Win Rate, Enterprise Year. Pipeline Top Current Quarter Opportunities Shows a list of opportunities, customer name and the stage they are in for the current quarter. Also shows win probability and open revenue. Uses key information such as Sales Resource Hierarchy Employee Name, Opportunity, Sales Stage Name, Customer name, Opportunity Name, Close Date, Win Probability. Pipeline Top New Opportunities Shows a list of new opportunities by sales rep with stage and opportunity revenue. Uses key information such as Sales Resource Hierarchy, Customer Name, Opportunity Name, Sales Stage, Opportunity Revenue. Pipeline Top Stalled Opportunities Shows a list of opportunities by sales rep wit opportunity name and sales stage and number of days in stage. Uses key information such as Sales Resource Hierarchy, Opportunity Name, Sales Stage Name, # Days in Stage, # of Opportunities. Sales Effectiveness Average Sales Cycle by Source Shows competitor name against closed opportunity as a bar chart with graph lines for sales cycle detail. Uses key information such as Enterprise Year, Competitor Name, Sales Cycle Facts Average Sales Cycle of Revenue Lines, Pipeline Closed Opportunity Line Revenue. Sales Effectiveness Pipeline Scorecard Shows a list of employees names with deal size and revenue detail. Uses key information such as Employee Name, Pipeline Facts # of Open Opportunities, Average Deal Size, Opportunity Revenue, Closed Revenue. 112

121 Chapter 9 Appendix: Prebuilt Analytics Report Location Report Title Report Description Column Names Sales Effectiveness Top Performers Shows a list of employees names with performance detail such as win rate, average sales cycle, deal size and closed revenue. Uses key information such as Employee Name, Win Rate, Average Sales Cycle, Average Deal Size, Closed Revenue. Sales Effectiveness Win Rate Shows a bar chart with closed revenue by product group. Uses key information such as Product Group, Win Rate, Closed Revenue, Enterprise Quarter. Sales Effectiveness Win Rate & Lost Revenue Shows a bar chart with win rate by number, against lost revenue by quarter. Uses key information such as Enterprise Year, Enterprise Quarter, Win Rate, Lost Revenue. Sales Effectiveness Win Rate by Product Group Shows a bar chart by product against win rate by percentage. Use key information such as Product Group and Win Rate. Sales Effectiveness Win Rate by Subordinates Shows a bar chart with win rate by percentage for subordinate (non-management) employees. key information such as Position Full Name, Win Loss Facts Win Rate Using Opportunities Analytics 113

122 Chapter 9 Appendix: Prebuilt Analytics My Performance: Explained My Performance analysis shows the total opportunity revenue in your sales pipeline, organized by sales stage. Frequently Asked Questions About My Performance Analyses The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Performance Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to see how you've been performing this quarter against your targets. What can I do with this analysis? Analyze the following details on your performance: How can I edit this analysis? Target Quota - Your sales goal for the time frame. Won Revenue - Opportunity revenue that you've already closed (won). Remaining Quota - Percent of the target quota that the sales team has already attained for the quarter. In this example, they have closed (won) 70% of their targeted sales quota for the quarter. Quota Attainment - Percent of the target quota that the sales team has already attained for the quarter. In this example, they have closed (won) 70% of their targeted sales quota for the quarter. Oracle Business Intelligence Answers 114

123 Chapter 9 Appendix: Prebuilt Analytics Related Subject Area This analysis uses the Sales Activities subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. My Stalled Opportunities: Explained Keep your deals moving forward. Use My Stalled Opportunities analysis to identify your stalled opportunities, and to follow up and ensure that you close opportunity revenue on time. Frequently Asked Questions About My Stalled Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Stalled Opportunities Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to evaluate and respond to your opportunities that are not progressing through the sales pipeline as quickly as you'd like. What can I do with this analysis? Analyze the following details on your stalled opportunities: Win % - The win probability for the opportunity. This indicates how likely you are to win the opportunity this quarter. Name - The name of the opportunity. Account - The name of the customer associated with the opportunity. Sales Stage - Sales stage assigned to the opportunity. The sales stage indicates how far along the opportunity is in the sales process. 115

124 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? Days - Number of days the opportunity has been sitting in the current sales stage beyond the maximum number of days allowed for the sales stage. Close Date - The date when the opportunity is scheduled to close within the current quarter. Amount - Line revenue linked to the opportunity that is scheduled to close in the current quarter. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Opportunities subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. My Pipeline: Explained Keep an eye on what's coming in. Use this analysis to see how much opportunity revenue you have in your sales pipeline. See how much of that revenue is in each of the various sales stages. Frequently Asked Questions About My Pipeline The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Who uses this analysis? Answer From the home page click Analytics - My Pipeline Sales Representative 116

125 Chapter 9 Appendix: Prebuilt Analytics FAQ Answer When do I use this analysis? Use this analysis to determine the total opportunity revenue in your sales pipeline, organized by stage, scheduled to close in the selected period. What can I do with this analysis? Analyze the following details on your pipeline: How can I edit this analysis? Total Revenue - Total opportunity revenue scheduled to close within the selected period. Open Pipeline - Open opportunity revenue that has not yet been closed (won). Won Revenue - Opportunity revenue already closed (won). Sales Stage - The names of the sales stages. Note that Sales Stage only displays in the table view when you select the List option in the Show View list. Revenue by Sales Stage - Total opportunity revenue per sales stage. Opportunity Count - The number of opportunities in each stage. Note that Opportunity Count only displays in the table view when you select the List option in the Show View list. Revenue Percent - The percent of the total opportunity revenue in each stage. Note that Revenue Percent only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. My Top Open Opportunities: Explained Go straight to the top. Use this analysis to see your top opportunities. Knowing which opportunities have the most potential helps you optimize your time by focusing on your most likely wins. 117

126 Chapter 9 Appendix: Prebuilt Analytics Frequently Asked Questions About My Top Open Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Top Accounts by Open Opportunity Revenue Who uses this analysis? Sales Representative When do I use this analysis? Use the my Open Opportunities analysis to help you stay focused where there is the most potential for returns. What can I do with this analysis? Analyze the following details on your top opportunities: How can I edit this analysis? Name - The name of the account. Note that Name only displays in the table view when you select the List option in the Show View list. Open Opportunity Amount - The range of amounts to gauge how much opportunity revenue is available. Note that Open Opportunity Amount only displays in the chart view. Actual Opportunity Amount - The combined amount of opportunity revenue for all of the opportunities for this account. Open Opportunity Count - The number of opportunities for this account. Note that Open Opportunity Count only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Opportunities and Products Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. 118

127 Chapter 9 Appendix: Prebuilt Analytics My Won Opportunities: Explained Use the My Won Opportunities analysis to get a high-level view of your won opportunity revenue. Frequently Asked Questions About My Won Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Won Opportunities Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to find out how many opportunities you've closed within a certain time period, and how much revenue you've brought in. What can I do with this analysis? Analyze the following details on your won opportunities: How can I edit this analysis? Name - The name of the opportunity Account - The name of the customer associated with the opportunity. Primary Contact - The name of the primary customer contact on the opportunity. Close Date - The date when the opportunity was closed. Amount - The amount of won opportunity revenue in the sales stage. Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales Activity subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. 119

128 Chapter 9 Appendix: Prebuilt Analytics My Team's Pipeline: Explained Use this analysis to see how much opportunity revenue your team has in the sales pipeline. See the revenue in the various sales stages. Mitigate risk by being proactive and catching potential shortfalls before it's too late. Frequently Asked Questions The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Pipeline Who uses this analysis? Sales Manager When do I use this analysis? Use My Team's Pipeline (by Stage) analysis to determine the total opportunity revenue in your sales team pipeline, scheduled to close within the selected fiscal quarter. What can I do with this analysis? Analyze the following details on your team pipeline: How can I edit this analysis? Total Revenue -Total opportunity revenue scheduled to close within the selected period. Open Pipeline - Open opportunity revenue that has not yet been closed (won). Won Revenue - Opportunity revenue already closed (won). Revenue by Sales Stage - Total opportunity revenue per sales stage. Oracle Business Intelligence Answers 120

129 Chapter 9 Appendix: Prebuilt Analytics Related Subject Area This analysis uses the CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. My Team's Performance: Explained Keep your team on target. My Team's Performance analysis shows the total opportunity revenue in the sales pipeline, organized by sales stage. See how your team is performing against sales goals this quarter or fiscal year. Knowing how your team is doing keeps you informed to make adjustments quickly and stay on target. Frequently Asked Questions About Team Sales Performance The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Performance Who uses this analysis? Sales Manager When do I use this analysis? Use this analysis to see how your team is performing against sales goals this quarter or this fiscal year. 121

130 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on your team's performance:: How can I edit this analysis? Target Quota - Your sales goal for the time frame Won Revenue - Opportunity revenue that you've already closed (won) Remaining Quota - Difference between the target quota and closed (won) opportunity revenue. You can click the link here to view the My Pipeline analysis Quota Attainment - Percent of the target quota that the sales team has already attained for the quarter. In this example, they have closed (won) 70% of their targeted sales quota for the quarter Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales Partner subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Team Leadership Board: Explained Keep your team leaders on target. Use the Team Leadership Board analysis to see how your team is doing with closed revenue, and to keep them on track to meet their sales targets. Frequently Asked Questions About Team Leadership Board The following table lists frequently asked questions about this analysis. 122

131 Chapter 9 FAQ How do I find this analysis? Appendix: Prebuilt Analytics Answer From the home page click Analytics - Team Leadership Board Who uses this analysis? Sales Manager When do I use this analysis? Use the Team Leadership Board analysis to keep your team on track by knowing current won revenue today, and making adjustments as needed to stay on track and meet quotas. What can I do with this analysis? Analyze the following details on your team leadership analysis: How can I edit this analysis? Resource - The name of the team leader. Target Quota - The revenue amount that the team leader is targeted to sell for the current quarter. Quota Attainment - Percent of the target quota that the team leader has attained for the current quarter. Total Won Revenue - The current quarterly total revenue won by all of the team leaders. Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales Activity subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. 123

132 Chapter 9 Appendix: Prebuilt Analytics My Team's Tasks on Open Opportunities: Explained Know your top performers. Use the My Team's Tasks on Open Opportunities analysis to identify those that are performing well, as well as those that need additional support. Frequently Asked Questions About My Team's Tasks The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Tasks on Open Opportunities Who uses this analysis? Sales Manager When do I use this analysis? Use this analysis to see more detailed information about what your sales team is doing to manage and to connect with accounts. What can I do with this analysis? Analyze the following details on your Team's Tasks: How can I edit this analysis? Team Member - Sales team member that has completed tasks within the selected time period. Percent Complete - Percent of tasks with the status "Complete", by sales team member. Oracle Business Intelligence Answers 124

133 Chapter 9 Appendix: Prebuilt Analytics Related Subject Area This analysis uses the Sales Activity subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. My Team's Top Open Opportunities: Explained Target your team's top opportunities. Use the Top Open Opportunities analysis to see where the best revenue opportunities exist. This helps you focus your attention on the opportunities most likely to boost your bottom line. Frequently Asked Questions About My Team's Top Open Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Top Open Opportunities Who uses this analysis? Sales VP When do I use this analysis? Use this analysis to see the top open opportunities are for your sales organization. What can I do with this analysis? Analyze the following details on your team's top opportunities: Win % - The win probability for the opportunity. This indicates how likely the opportunity owner is to win the opportunity this quarter. Amount - The amount of open opportunity revenue in the sales stage. Name - The name of the opportunity. Account - The name of the customer associated with the opportunity. Close Date - The date when the opportunity is expected to close within the current quarter. Sales Stage - The part of the sales pipeline that the opportunity is in. 125

134 Chapter 9 Appendix: Prebuilt Analytics FAQ Answer How can I edit this analysis? Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Opportunities and Products Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. Sales Performance Trend: Explained This analysis shows how your sales teams are performing over time. See if they are selling well, keeping their sales steady, or failing to perform. Use this analysis for guidance when you are delegating resources, setting future quotas, or allocating time. Frequently Asked Questions About Sales Performance Trend The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - Sales Performance Trend Who uses this analysis? Sales VP When do I use this analysis? Use this analysis to lead your team to anticipate and form strategies to maximize revenue opportunities. What can I do with this analysis? Analyze the following details on your team sales trends: Quarter - The fiscal quarter. 126

135 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? Won Opportunity Count - The number of won opportunities. Note that Won Opportunity Count only displays in the table view when you select the List option in the Show View list. Won Opportunity Amount - The amount of won opportunity revenue. Lost Opportunity Count - The number of lost opportunities. Note that Lost Opportunity Count only displays in the table view when you select the List option in the Show View list. Lost Opportunity Amount - The amount of lost opportunity revenue. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Forecasting subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Top Open Opportunities Target your top opportunities. Use the Top Open Opportunities analysis to tell you where the best revenue opportunities exist across the companies your organization is working with. Use this insight to focus your attention on the opportunities that are most likely to payoff and boost your bottom line. Frequently Asked Questions About Top Open Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - Top Open Opportunities Who uses this analysis? Sales VP When do I use this analysis? Use this analysis to see what the top open opportunities are for your sales organization. 127

136 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on your top opportunities: How can I edit this analysis? Win % - The win probability for the opportunity. This indicates how likely the opportunity owner is to win the opportunity this quarter. Amount Name - The name of the opportunity. Account - The name of the customer associated with the opportunity. Close Date - The date when the opportunity is expected to close within the current quarter. Sales Stage - The part of the sales pipeline that the opportunity is in. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Opportunities and Products Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. Sales Stage by Age: Explained See how your well your sales opportunities are moving through the pipeline stages toward closing. This analysis highlights opportunities that are stalled in the pipeline and helps you monitor the lifecycle of your organization's pipeline. Frequently Asked Questions About Sales Stage by Age The following table lists frequently asked questions about this analysis. 128

137 Chapter 9 FAQ How do I find this analysis? Appendix: Prebuilt Analytics Answer From the home page click Analytics - Sales Stage by Age Who uses this analysis? Sales VP When do I use this analysis? Use this analysis to keep an eye on how well your team is moving deals through the pipeline and maximize your opportunities to close deals. What can I do with this analysis? Analyze the following details on your sales stage: How can I edit this analysis? Opportunity Count - The number of opportunities that are in the sales stage. Sales Stage - The sales stages in the sales process. Total Opportunities - The total number of opportunities. Days in Stage - The number of opportunities represented in discrete periods, such as 0-10 Days or 60+ Days. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Using Forecasting Analytics 129

138 Chapter 9 Appendix: Prebuilt Analytics My Forecast vs. Open Pipeline: Explained Keep on track. Use this analysis to see where you stand with your open pipeline, and if you are on track to meet your revenue goals for the current or next quarter. Frequently Asked Questions About My Forecasted Sales Performance The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Forecast vs. Open Pipeline Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to keep an eye on your current performance against your forecasted returns based on your pipeline. What can I do with this analysis? Analyze the following details on your Forecast vs. Open Pipeline: Time Frame - A specific range of time for the forecast. Forecasted Period - The specific time period (months) specified for the territory owner. Total Forecast - The sum of all adjusted item forecasts for the territory owner. Won Revenue - The sum of all won opportunities for the territory owner. Open Pipeline - The sum of all open opportunities for the territory owner. Amount Open Pipeline The sum of all open opportunities for the territory owner for the specific time period (for example, 12-13). Amount Won Revenue - The sum of all won opportunities for the territory owner for the specific time period. 130

139 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? Amount Forecast - The sum of all adjusted item forecasts for the territory owner for the specific time period. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Forecasting subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Forecast Vs. Open Pipeline: My Team: Explained Keep your team on track. Use this analysis to see if the current deals in the pipeline are on track to meet forecasted goals and quotas. Frequently Asked Questions About My Team Forecasted Sales Performance The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - Forecast Vs Open Pipeline: My Team Who uses this analysis? Sales Manager When do I use this analysis? Use this analysis to keep an eye on your team's current performance vs. forecasted returns based on the pipeline. 131

140 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on the Team Forecast Vs Open Pipeline: How can I edit this analysis? Time frame - A specific range of time for the forecast. Territory - The specific territory owner and territory name. Total Forecast - The total of all adjusted forecasts for the all team members for all selected forecast territories. Won Revenue - The total of all won opportunities for all team members for all selected forecast territories. Open Pipeline - The total of all open opportunity revenues for all team members for all selected forecast territories. Amount Open Pipeline - The sum of all closed (won) opportunities for the specific territory owner and territory name. Amount Won Revenue - The sum of all closed (won) opportunities for the specific territory owner and territory name. Amount Forecast - The sum of all adjusted forecasts for the specific territory owner and territory name. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Forecasting subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Using Leads Analytics 132

141 Chapter 9 Appendix: Prebuilt Analytics My Open Leads by Age: Explained Follow up on your aging leads. Use this analysis to find out how many leads are in your queue, based on the dates that they were assigned to you. Knowing how old your leads are enables you to prioritize aging leads, or retire leads. Frequently Asked Questions About My Open Leads by Age The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Open Leads by Aging Who uses this analysis? Sale Representatives When do I use this analysis? Use this analysis to ensure that your aging leads get your full attention. What can I do with this analysis? Analyze the following details on your aging leads: How can I edit this analysis? Lead Age - The number of days since the lead was created. Lead Count - The total number of leads for a specific age range. Total Leads -The total number of all open leads. Deal Size - The total monetary amount the customer is expected to spend. The deal size is automatically determined by the products entered for the lead. Adding or removing products causes the deal size to be recalculated. Note that Deal Size only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers 133

142 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. My Open Leads by Source: Explained Understand where your open leads originate. Use this analysis to capture and address all leads coming from, for example, the Social Media channel, and then progress to another source, such as Direct Mail. Frequently Asked Questions About My Open Leads by Source The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Open Leads By Source Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to see multiple open leads for the same companies. 134

143 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on your open leads: How can I edit this analysis? Time Frame - A specific range of time for the lead's age Lead Source - The set revenue amount that each employee must close for the specified time frame. Lead Count - The total number of leads within the specific time frame generated by the lead source. Deal Size - The total monetary amount the customer is expected to spend. The deal size is automatically determined by the products entered for the lead. Adding or removing products causes the deal size to be recalculated. Note that Deal Size only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. My Unaccepted Leads by Age: Explained Keep focused on your best leads. Use this analysis to see leads you've not yet accepted, based on the dates that they were assigned to you. Knowing your lead status lets you accept the leads that you deem valuable, and then follow up to convert, or retire dead leads. 135

144 Chapter 9 Appendix: Prebuilt Analytics Frequently Asked Questions About My Unaccepted Leads by Age The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Unaccepted Leads By Age Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to keep your leads organized. What can I do with this analysis? Analyze the following details on your unaccepted leads: How can I edit this analysis? Lead Age - The number of days since the unaccepted was created. Lead Count - The total number of unaccepted leads for a specific age range. Total Leads - The total number of all unaccepted leads assigned to you. Deal Size - The total monetary amount the customer is expected to spend. The deal size is automatically determined by the products entered for the lead. Adding or removing products causes the deal size to be recalculated. Note that Deal Size only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. 136

145 Chapter 9 Appendix: Prebuilt Analytics My Team's Leads: Explained See how many leads your team is working on right now. This analysis shows detailed information about the leads that are assigned to your sales team. This lead detail helps you need to keep your team moving forward qualifying and converting leads to opportunities. Frequently Asked Questions About My Team's Leads The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Leads Who uses this analysis? Sales Manager When do I use this analysis? Use this analysis to drive sales by keeping your team focused on moving open leads forward. What can I do with this analysis? Analyze the following details on your team leads: How can I edit this analysis? Time Frame - A specific range of time for the lead's age. Lead Source - The lead channel that generates the lead. Lead Count - The total number of leads within the specific period for a lead channel. Total Leads - The total number of leads within the specific period for all lead sources. Oracle Business Intelligence Answers 137

146 Chapter 9 Appendix: Prebuilt Analytics Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. Using Activities Analytics Top Accounts by My Activities: Explained Analyze and fine tune your contact strategies. This Top Accounts by Activities analysis shows you how and when you interact with your top accounts. Frequently Asked Questions About Top Accounts by My Activities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - Top Accounts by My Activity Who uses this analysis? Sales Representative When do I use this analysis? Use this analysis to examine your contact history with your top accounts. What can I do with this analysis? Analyze the following details on your top accounts by activities: Account - The top five accounts, sorted by the total number of activities that you own. # of Activities - The number of activities that you own and are due for completion within the selected time frame, by Account. Activity Type - Tasks and appointment activities such as calls, , or meetings. 138

147 Chapter 9 Appendix: Prebuilt Analytics FAQ Answer How can I edit this analysis? Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. My Open Tasks: Explained Keep track of your important tasks. This My Open Tasks analysis helps you stay informed about your workload, and to quickly identify any urgent actions that are due in the next few days. Frequently Asked Questions About My Open Tasks The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Open Tasks Who uses this analysis? Sales Representatives When do I use this analysis? Use this analysis to address all of your open tasks quickly, and avoid missing key opportunities. What can I do with this analysis? Analyze the following details on your tasks: # of Tasks - Number of tasks, by a task type, due by a specific day or week within the selected time frame. Due Date - Day or week that tasks are due. 139

148 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? Task Type - Category of tasks you own such as call, demo, , or meeting. Oracle Business Intelligence Answers. Related Subject Area This analysis uses the CRM Opportunities and Products Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. My Team's Activities: Explained Keep an eye on team workload. Use the My Team's Activities analysis to ensure that workloads are appropriately distributed, and to pinpoint any balancing issues that need to be addressed. Frequently Asked Questions About My Team's Activities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - My Team's Activities (By Type) Who uses this analysis? Sales Manager When do I use this analysis? Use this analysis for resource tracking and planning. 140

149 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on your team's activities: How can I edit this analysis? Activity Owner - The sales team member that owns sales activities. Activity Type - The type of activity your sales team members own. For example, , demo, meeting, or call. Open Activities - Total number of activities that are not yet complete and have an end date that falls within the selected time frame. Completed Activities - Total number of activities that have a status of "Complete" and an end date that occurs before the select time frame begins. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Opportunities and Products Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. Top Accounts by My Activities: Explained Analyze and fine tune your contact strategies. This Top Accounts by Activities analysis shows you how and when you interact with your top accounts. Frequently Asked Questions About Top Accounts by My Activities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Who uses this analysis? Answer From the home page click Analytics - Top Accounts by My Activity Sales Representative 141

150 Chapter 9 Appendix: Prebuilt Analytics FAQ Answer When do I use this analysis? Use this analysis to examine your contact history with your top accounts. What can I do with this analysis? Analyze the following details on your top accounts by activities: How can I edit this analysis? Account - The top five accounts, sorted by the total number of activities that you own. # of Activities - The number of activities that you own and are due for completion within the selected time frame, by Account. Activity Type - Tasks and appointment activities such as calls, , or meetings. Oracle Business Intelligence Answers Related Subject Area This analysis uses the CRM Customers and Contacts Real Time subject area. For more information, refer to Oracle Sales Cloud - Subject Area documentation on the Oracle Help Center. Using Partner Analytics 142

151 Chapter 9 Appendix: Prebuilt Analytics Actual vs. Quota - Partners: Explained Use the Actual vs. Quota analysis to see how your sales partners are doing for the current quarter. This analysis shows the actual revenue for that quarter, against the quota set for that quarter for your sales partners. Frequently Asked Questions About Partner Actual vs. Quota The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Dashboard - Actual vs.quota or Search Who uses this analysis? Channel Manager When do I use this analysis? Use this analysis to monitor partners' current sales status. What can I do with this analysis? Analyze the following details on your partners' sales status: How can I edit this analysis? Target Quota- The Quota in dollars set for partners for that quarter. Won Revenue - Total open and closed (won) partner opportunity revenue scheduled to close this quarter. Quota Attainment - The percentage of revenue attained toward the quota. Oracle Business Intelligence Answers 143

152 Chapter 9 Appendix: Prebuilt Analytics Related Subject Area This analysis uses the Sales CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Top Open Opportunities - Partners: Explained This analysis shows your Partners' top opportunities. Use this analysis to see where the best revenue opportunities exist. This helps you know which partner opportunities are most likely to boost your bottom line. Frequently Asked Questions About Partner Top Open Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Dashboard - Top Open Opportunities or Search. Who uses this analysis? Channel Manager When do I use this analysis? Use this analysis to help you monitor your partners' pipeline and open deals status. What can I do with this analysis? Analyze the following details on your partners' top open opportunities: Win % - The win probability for the opportunity. This indicates how likely the opportunity owner is to win the opportunity this quarter. 144

153 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? Amount - The amount of open opportunity revenue in the sales stage. Name - The name of the opportunity. Account - The name of the customer associated with the opportunity. Close Date - The date when the opportunity is expected to close within the current quarter. Sales Stage - The sales stage (for example, 01 - Qualification or 07 - Closed). Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Stalled Opportunities - Partners: Explained Use this analysis to keep an eye on how your partners' deals are moving along. This analysis lets you identify your partners' stalled opportunities, so you can follow up and ensure they are on track to close opportunity revenue on time. Frequently Asked Questions About Partner Stalled Opportunities The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Dashboard - Stalled Opportunities or Search 145

154 Chapter 9 Appendix: Prebuilt Analytics FAQ Answer Who uses this analysis? Channel Managers When do I use this analysis? Use this analysis to help you monitor partner pipeline opportunity status. What can I do with this analysis? Analyze the following details on your partners' stalled opportunities: How can I edit this analysis? Win % - The win probability for the opportunity. This indicates how likely you are to win the opportunity this quarter. Name - The name of the opportunity. Account - The name of the customer associated with the opportunity. Sales Stage - Sales stage assigned to the opportunity. The sales stage indicates how far along the opportunity is in the sales process. Amount - Total opportunity revenue by sales stage for this quarter. Sales Stage - The sales stage (for example, 01 - Qualification or 07 - Closed). Days - Number of days the opportunity has been sitting in the current sales stage beyond the maximum number of days allowed for the sales stage. Close Date - The date when the opportunity is scheduled to close within the current quarter. Amount - Line revenue linked to the opportunity that is scheduled to close in the current quarter. Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. 146

155 Chapter 9 Appendix: Prebuilt Analytics Open Pipeline - Partners: Explained Use the Open Pipeline analysis to keep an eye on what your partners are bringing in. This analysis shows you how much opportunity revenue your partners have in the sales pipeline and shows the revenue in the various sales stages along the pipeline. Frequently Asked Questions About Partner Open Pipeline The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Dashboard - Actual vs. Quota or Search Who uses this analysis? Channel Managers When do I use this analysis? Use this analysis to help you monitor partners' open pipeline status.. What can I do with this analysis? Analyze the following details on your partners' pipeline: Time frame - A specific range of time for the pipeline by stage. Total Revenue - Total open and closed (won) partner opportunity revenue scheduled to close this quarter. Open Pipeline - Open partner opportunity revenue that is not yet closed (won) and scheduled to close this quarter. Won Revenue - Partner opportunity revenue already closed (won) this quarter. Amount - Total opportunity revenue by sales stage for this quarter. Sales Stage - The sales stage (for example, 01 - Qualification or 07 - Closed). 147

156 Chapter 9 FAQ Appendix: Prebuilt Analytics Answer How can I edit this analysis? % of Total Amount - The percentage amount that each stage participates in the total revenue. Note that % of Total Amount only displays in the table view when you select the List option in the Show View list. Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Partner Status : Explained The Partner Status analysis shows you the status of your partner onboarding. See which potential partners are still prospective, and which are registered. Frequently Asked Questions About Partner Status The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Analytics - Partner Status Who uses this analysis? Channel Managers When do I use this analysis? Use this analysis to see your partners' onboarding status. 148

157 Chapter 9 FAQ What can I do with this analysis? Appendix: Prebuilt Analytics Answer Analyze the following details on your partners' status: How can I edit this analysis? Partner Name - The name of your partner. Partner Status - The status of your partner in terms of onboarding to join your team. Oracle Business Intelligence Answers Related Subject Area This analysis uses the Sales CRM Pipeline subject area. For more information, refer to - Subject Area documentation on the Oracle Help Center. Partner Performance: Explained Use the Partner Performance analysis to see how your partners are doing. How much are they bringing in? How many deals have they closed to date? Frequently Asked Questions About Partner Performance The following table lists frequently asked questions about this analysis. FAQ How do I find this analysis? Answer From the home page click Dashboard - Partner Performance or Search 149