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Reference GuideFor

Education Sales Representat ives

Previou s Version Feb 07 2012

Latest Versio n Mar 04 2013

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Table of Contents

Section 1

Navigation ...................................................................................................................................................... 1Welcome Page ................................................................................................................................................................. 1Navigator .......................................................................................................................................................................... 1Elements and Navigation .................................................................................................................................................. 1

Sales Dashboard .............................................................................................................................................................. 2User Interface ................................................................................................................................................................... 3Organizing and Customizing Columns Views .................................................................................................................. 3Recommended columns Layout ....................................................................................................................................... 4Personalization ................................................................................................................................................................. 4How to Create, Save and Delete Queries / Saved Searches ........................................................................................... 5Recommended Queries to Create and Save.................................................................................................................... 5

Section 2

Accounts and Contacts ................................................................................................................................... 1How to find My Sales Account(s) .................................................................................................................... 1Customer Intelligence ..................................................................................................................................... 2

Customer Information ....................................................................................................................................................... 2Account Whitespace Install Base and Pipeline information .......................................................................... 3How Account Whitespace work ...................................................................................................................... 3Hoovers (D&B Company) ............................................................................................................................... 3

Access Hoovers from Customer Center.......................................................................................................................... 3

How to register for a Hoovers Account:.......................................................................................................... 4How Hoovers work ......................................................................................................................................... 4Introductory Training Video............................................................................................................................. 7

Sales ................................................................................................................................................................................. 7Service .............................................................................................................................................................................. 7Missing Accounts .............................................................................................................................................................. 7

Contacts Overview ......................................................................................................................................... 8

Search for a Contact....................................................................................................................................... 8Method 1 (Search by specific customer) .......................................................................................................................... 8Method 2 (Search through all accounts) ........................................................................................................................... 8Method 3 (Quick Contact Search) .................................................................................................................................... 8

View My Key Contacts .................................................................................................................................... 9My Key Contacts ............................................................................................................................................................... 92 ways to view My Key Contacts. ................................................................................................................................... 9Contact Tree ..................................................................................................................................................................... 9Quick Create ..................................................................................................................................................................... 9Create Contact ................................................................................................................................................................ 10

Section 3

Lead Management ......................................................................................................................................... 1Introduction .................................................................................................................................................... 1Things to know before you begin .................................................................................................................... 1Recommended columns for Leads list view .................................................................................................... 1Find and Accept your New Marketing Leads .................................................................................................. 2

Find and view New Leads that are offered / assigned to you........................................................................................... 2Accept your Offered Leads ............................................................................................................................................... 3

View Your Accepted / Owned Leads .............................................................................................................. 3Working your leads ......................................................................................................................................... 4

Reassign your leads ......................................................................................................................................................... 4Convert your leads to opportunities .................................................................................................................................. 4Retire your leads ............................................................................................................................................................... 5

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Reject your leads .............................................................................................................................................................. 5Update your leads while they are in progress .................................................................................................................. 5

How to mass update leads ............................................................................................................................. 6How can BDRs Transfer a lead to an ESR ..................................................................................................... 6

Section 4

Opportunities Management ............................................................................................................................ 1Opportunities Introduction .............................................................................................................................. 1

Things to know before you begin .................................................................................................................... 1Business practice and process ....................................................................................................................... 1Creating a New Opportunity ........................................................................................................................... 1Updating an uncompleted opportunity ............................................................................................................ 3

Add an attachment and campaign / source code ............................................................................................................. 3

Add Revenue Line (s), Products and Save & Assign Opportunity ................................................................... 4Changing an Account on an existing opportunity ............................................................................................ 5

Sales Stage ...................................................................................................................................................................... 5Win Probability Definitions ................................................................................................................................................ 6

Add Team Members to an Opportunity ........................................................................................................... 7Set a Team Member as Primary ..................................................................................................................... 8

Add Competitors and Partners to an opportunity ............................................................................................ 8

Add Notes and Interactions to an opportunity ................................................................................................. 9Mass Update a Set of your opportunities ........................................................................................................ 9Close an Opportunity ...................................................................................................................................... 9

Closing a Won or Lost Opportunity ................................................................................................................................... 9

Find My Opportunities .................................................................................................................................. 10RunRate Opportunities ................................................................................................................................. 11BDRs manually assign opportunities to ESRs .............................................................................................. 12

Section 5

Forecasting .................................................................................................................................................... 1Forecasting Introduction ................................................................................................................................. 1

Business practice and process ....................................................................................................................... 1Forecasting Overview ..................................................................................................................................... 2Manage Sales Forecasts Screen. .................................................................................................................................... 2

How to Navigate and Find my Forecast .......................................................................................................... 3How to Update and Submit My Forecast ........................................................................................................ 3

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Navigation

Section 1 Page 1

Navigation

Welcome Page

After you sign in, you land in the home page of Oracle Fusion Applications, which includes the Welcome dashboard and otherdashboards relevant to your roles. Use these dashboards and the global area, specifically the set of menus including Navigator, asstarting points for navigation.

The Get Selling area includes the following quick 5 main links:

Customer Center It displays your sales accounts, customer analysis and more.

Leads It displays the leads list overview.

Opportunities It displays the opportunities list overview.

Sales ForecastIt displays the manager sales forecasts list overview, which includes your current, past, future forecastsand more.

Sales Dashboard It displays intelligent data around your leads, open opportunities (pipeline and forecast).

Navigator

The same Get Selling 5 main links can be also foundif you click the Navigator Link on top nav.bar

Elements and Navigation

Name Image Purpose

Search

Searches are available throughout the applications and help you find the businessobjects that you want to view or manage. While most searches are specific to one or

more business objects, the search in the global area lets you search in a broaderscope.

Actions

The actions button can be found in most list view objects such as the Opportunities,Leads, Accounts, Contacts & Forecast list view. Click to display a set of actions thatapply to the active form or list, or selected record.

View

The View button can be found in the top left corner of both a form and list viewobjects such as the Opportunities, Leads, Accounts, Contacts & Forecast list view.This is where you can reorder your columns, add and remove columns and more.

Saved Search

The Saved Search can be found in most list view objects such as such as theOpportunities, Leads, Accounts, Contacts & Forecast list view. It has list of pre-definedsearches to help you sorting or filtering your search.

HyperlinksA hyperlink is blue text within a list that becomes underlined when the cursor ispassed over the text. Hyperlinks provide one-click access to detailed or additional

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Navigation

Section 1 Page 2

information for the record.

Sign Out

Always exit the application using the Log Out command located by your emailaddress on the right hand corner. Do not close the browser window until the log outscreen displays.

Back Button

Please do not use the BACK button, If you are in the middle of a transaction and usethe BACK button, the transaction may not process completely and could causeproblems.

Save Use the Save button to save your work and stay on the same screen / view.

Save and CloseUse the Save and Close button to save your work and close to return to previousview.

Cancel Use the Cancel button to return to previous view without saving your work.

Ready

Pending activity can be determine by twirling O in the top right corner of the screen

Loading

Sales Dashboard

Note: these reports are ONLY to show the ESRs related data

Home

My Calendar

My TasksPipeline Progression - weekly open and won opptysOppty Watch - Open OpptysStalled Opptys

PipelinePipeline by product & forecast typePipeline by product and close datePipeline by product and deal size

ExceptionsOpen Opptys with close date in the past 180 days, Sandbagging report by rep - list of WON opptysthat were created then won within 5 to 25 days

Demand Generation Lead management scorecard (# of accepted and rejected leads by rep and lead source)

Hardware Hardware Opptys/pipeline (will not apply to us)

Scorecard Pipeline forecast quota blend report

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Navigation

Section 1 Page 3

User Interface

Organizing and Customizing Columns Views

Steps Actions

1.Click the button from the menu in any list and select columns

2.

Check or uncheck any value listed for the value to be visible ornot.

Or select Show All to make them all visible

Or Select Manage Columns, then go to step 3

3.

Click the MoveUp/Down column-ordering buttons (to the rightof the Visible Columns area) to change the order in which thecolumns appear in the list.

Click the Right / Left arrows (to the right of the Hidden Columnsarea) to show or hide the columns

4. Click to save.

Specific Tools

Task List Quick create Search tool Reports Activity guides

Transaction Information Actions

Navigation Preferences Personalization

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Navigation

Section 1 Page 4

Recommended columns Layout

The table below shows the recommended column modifications for the main screen lists view.

Accounts List Contacts List Leads Lists Opportunities List Forecast Items

Customer First Name Lead Number Opportunity Number Opportunity Number

Sellto Address Last Name Name Opportunity Name Credit Receiver

Parent Customer Campaign Name Customer Product > Name

Certification Level Job Title Customer Close Date Opportunity Name

Industry E-mail Primary Contact Status Sales Account

Country Phone Owner Revenue Forecast Type

Key Contacts Status Currency Win Probability %

Influence Level Expiration Date Sales Stage Status

Address R2L Expiration Date Forecast Type Worst & Best Case

R2L Lead Age Win Probability % Close Date

Source CodeBest Case & WorstCase

Revenue

Personalization

General Preferences Regional Language

Calendar & Appointment Preferences

Regional: Select the country you sell to,this will determine the currency of the

country which will determine the defaultcurrency used in opportunity creation.

Date and Time format setting affect thedates and times displayed throughout theapplication.

Language: language is currently onlyavailable in American English

Calendar & Appointment Preferences

Calendar view: Month, Week and DayReminders: Varies timingAppointments: Notify Me

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Navigation

Section 1 Page 5

How to Create, Save and Delete Queries / Saved Searches

The Saved Search feature allows you to enter specific query criteria to find records.Saved searches are login specific. They can only be accessed by the user login under which they were created.

Create and Run Saved Search

1.Expand Saved Search window located on the left hand corner of any list view screen

2.Click the advanced button

3. Edit parameters based on your requirements

4.Note: Some fields are required

Save the Saved Search

1.Click SaveResult: the save search dialog box displays

2. Type a name in the Save Search Name

3.

Check boxes based on your needs: Set as Default Run Automatically when navigating to that location Save the Results Layout

4.Click

Delete a saved Saved Search

1. Select Personalize from the Saved Search drop down

2. Select the saved query you want to Delete

3.Click DeleteNote: You can not delete a saved query if it is set as default, the solution is from the same window select another

query, make it your default then go back to previous query than you will be able to click the delete button.Edit a saved Saved Search

1. Run the Saved Search to be edited

2.Expand the Search window located on the left hand corner of the list view screen

3.Click the advanced button , to see the parameters

4. Make any changes and then click the save button

Recommended Queries to Create and Save

All new Leads (to be accepted)

All Accepted Leads (to work them) Converted Leads All My Open Opportunities ( to be updated)

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Accounts and Contacts

Section 2 Page 1


How to find My Sales Account(s)

Note: Although you might have access to All Accounts but we ask you to use ONLY My Sales Accountsview.For a multiple records of the same customers while searching for an account, make sure to pick the lowest value in the certificationlevel column.

Certification Level Value Definition

30 Install Base (Master)

40 Installed Base (Other)

50 Named Prospect (Account)

100 Named Prospect (No Account)

120 Geo/SIL Prospect

150 Oracle Partner Validated

190 Reviewed (Account)

200 Reviewed (No Account)

290 Unverified (Account)

300 Unverified (No Account)

Here are the steps to find one of your sales customers or the entire list of your sales accounts.

Step Action

1.Click the Navigatorlink.

2.

Click the Customers link.

Result: Summary Overview default view shows all ofMy Sales Accounts

3.

Click in the Customerfield and type the customer name

Note: Certainly you can search by more fields with or without the customer name and it can narrow down andspeed up your results.

4. Click the Search button

5. End of Procedure.

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Section 2 Page 2

Customer Intelligence

Oracle Fusion Customer Center enables the comprehensive management of customer information. Customer Center collects datafrom various systems and presents them in one location.

Customer Information

Customer Center features a tree structure with nodes that navigate you to various screens with customer information and reports.When you first select a customer to display, the default node, profile, for example, displays. The regional Area displays the Customer

Tree, typically containing the following nodes:

Snapshot

Open Opportunities

Recent Interactions Last Six Months

Top Recommendations / All Recommendations

Relationship Heat Map

Profile

Customer Details

Customer Type

Addresses

Contact Points

Organization Type

Industry

Subsidiaries Subsidiaries Accounts Information

Classifications Classifications Account Information, i.e. Apps Org Type, HW Org Type

Contacts

All Contacts List View

Contacts Details

Additional Names

Personal Information

Addresses

Contact Points

Sales Account Team

Team Members

Internal Territories

Partner Territories

Tasks All Tasks

Interactions

All Interactions

Interactions I Participated in

Interactions I Created

NotesAll Notes

My Notes

Appointments

All Appointments

Appointments I Participated in

Appointments I Organize

Competitive Presence Competitive Information by Products

Marketing ResponsesEvents Responses

Software DownloadsProduct Wheel Account Install Base By Product Line

Account Whitespace Install Base and Pipeline information by Products

HooversA Hoover's subscription gives access to the latest company, industry, and contactinformation you need to set sales strategy, prepare for calls, and enhance productpositioning with industry and competitor insight

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Section 2 Page 3

Account Whitespace Install Base and Pipeline information

The Account Whitespace feature allows you to view install base information and pipeline / open opportunities by LOBs and productsfor particular customers by account number.

How Account Whitespace work

Step Action


2.


Note: Make sure to select My Sales Accountsfromthe saved searchdrop down list. see image on the rightNote: Make sure to select an account from the My Sales Accountslist. If you cannot find the account, contact your Territory Admin team to check territory set-up

3.Search and locate your account.Make sure you sort the certification level column ascending.

4.

Click the Desired account Name link from the list; make sure you begin selecting from the lowest certificationlevel number if multiple accounts were found.

Note: If Certification level is not visible, click View>Columns>Manage Columns. Move items from left to right sothey can be visible.

5.Click the Account Whitespace link, located on the left regional area under customer information section.

6.

The Account Whitespace will display (IB) Install Base & Pipeline data by LOB & Products

7. Click the desired icon and then select either Install base detail or Pipeline detail

8. Pipeline Details shows you all open opportunities for this particular account record (not all account numbers)

9.Once you are done, click the Done button on the right hand corner.Note: This will take you back to your searched customer list

10. Repeat steps 4 to 8 to view the Whitespace data for the next account for this customer.

Hoovers (D&B Company)

Access Hoovers from Customer Center

Oracle has an enterprise-wide license for the use of Hoovers an online service that provides a wealth of information about 85million companies worldwide

An intelligent link to Hoovers has been added to the Customer Center navigation panel in Fusion CRM

Benefits to Sales include Instantly and seamlessly access in-depth information about a specific Oracle customer in Fusion Quickly access current details such as company description, news, financials, etc Identify and connect with new contacts in the account using current detail such as name, title, location, phone and email Set up to receive automatic email alerts about key accounts such as news about M&A, restructuring and earnings Understand the customer hierarchy including parent, subsidiaries, branches and affiliates Broaden your prospecting horizon by exploring other companies by industry, size, location, etc.

Access requires an individual login to Hoovers.

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Section 2 Page 4

How to register for a Hoovers Account:

1. Click here toregister as part of the Oracle subscription2. Enter your Oracle email address3. You will receive an email with instructions to complete your registration

How Hoovers work

After navigating/drilling into a customer in Fusion CRM click on the Hoovers link located at the bottom of the Customer

Information section of the Customer Center.

The first time you access Hoovers you will be prompted to log in. Enter the Username and Password for Hoovers that you setup in the registration process.

DO NOT click on the Enterprise Customer?link. It wont work for the Oracle subscription. Check Remember Me to bypass this login screen in the future. Click Log In
http://subscriber.hoovers.com/H/login/selfRegistration.html?token=XZhI41QvdaEL6e2IFwpX%2BA%3D%3D%20http://subscriber.hoovers.com/H/login/selfRegistration.html?token=XZhI41QvdaEL6e2IFwpX%2BA%3D%3D%20http://subscriber.hoovers.com/H/login/selfRegistration.html?token=XZhI41QvdaEL6e2IFwpX%2BA%3D%3D%20

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Section 2 Page 5

Hoovers will use the D-U-N-S number for the customer to correctly identify the company of interest.

The Company Overview for the customer of interest is displayed. From this screen you can access detail such as contacts,family tree, and current news about the customer.

You can also print a report, download data and set email alerts for this customer See the Hoovers training link at the end of this deck to learn more about how to use the Hoovers site

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Section 2 Page 6

If there is no D-U-N-S number for the customer in Fusion, Hoovers will initiate a search using the customer name in this example Ajax.

Hoovers will return the search result listing all of the companies that match the name provided. In this case there are 4,193. Use the filters provided to refine the results until you find the company of interest. You can refine by a number of attributes

including location, annual revenue, number of employees and industry. In this example the user refines the search by country.

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Section 2 Page 7

Mouse over the company name in any list to see At a Glance details such as address, phone and line of business to confirmthe customer of interest.

Then click on Company Overview for the details.

Introductory Training Video

Watch an on-demand video that shows how to use the Hoovers site ClickHEREto open the video in a new browser window

Sales

Recommendations Recommendation Products by License Rep

Leads All Leads & My Leads

Revenue Lines Revenue Lines for all of your selected opportunities

Opportunities My Opportunities

Revenue Analytics Customer Revenue Trends

Sales Interaction Insight Open & Won Pipeline by FY and Products for License and Support

Service

Install Base Assets (Installed Product List and date)

Service Request Submitted SRs in the current and previous fiscal year.

Missing Accounts

Reasons why Accounts may be missing: Duplicate accounts Accounts outside of the hierarchy Incorrect Assignment New accounts Name changes Inactive / No recent business Upload delay up to two weeks

To resolve contact your regional ops team to address root cause of issue (to fix the territory).
http://images.hoovers.com/cdn/release_26_0_0_0/images/i/training/tutorials/IntrotoHoovDec2012NoLinkedIn.swfhttp://images.hoovers.com/cdn/release_26_0_0_0/images/i/training/tutorials/IntrotoHoovDec2012NoLinkedIn.swfhttp://images.hoovers.com/cdn/release_26_0_0_0/images/i/training/tutorials/IntrotoHoovDec2012NoLinkedIn.swfhttp://images.hoovers.com/cdn/release_26_0_0_0/images/i/training/tutorials/IntrotoHoovDec2012NoLinkedIn.swf

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Section 2 Page 8

Contacts Overview

Contacts are associated to accounts therefore you must go to the Customers list view first.There are 2 views to contacts

All contacts My Key Contacts

Search for a Contact

There are a number of ways to view and search for a contact.

Method 1 (Search by specific customer)

Step Action

11.From the Account list viewClick the Account Name link.

12.

Click the Contacts link on the left Regional Area

Note: From the contacts list view of an account, search ability is not possible but the list can be sorted by name orother values. This method might be used for locating contacts you are not familiar with or dont work with on aregular basis, or just to review the contacts list tied to a specific account.

13.Click the View.

14. Point to the Sort cell.

15. Click in the Advanced... field.

16. Click the Sort By list, select a value and click Ok


Method 2 (Search through all accounts)

Step Action

1. From the Account list view

2. Click the Manage Contacts link from the Regional AreaResult: My Key Contacts is the default view

3.Click the All Contacts tab.

4.Click and type in the First Name field or any other available Fields and clickResult: will show all contacts matching your criteria against All Accounts and not just the accounts in yourterritory (All Contacts Tab)

Method 3 (Quick Contact Search)

Step Action


2.Click the Real-Time Search option from the Regional Area

3.Click and type in the First Name field or any other available Fields and clickResult: will show all contacts matching your criteria against All Accounts and not just the accounts in yourterritory (All Contacts Tab)

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Section 2 Page 9

Note: The last column will help you identify and add Key Contacts. When you click green plus icon under this column for anyof the contact, the contact will be flagged as a Key Contact and would be available in the My Key Contacts tab.

The icon will change into a red X indicating that this is a Key Contact.

Clicking the red X icon removes it from My Key Contacts and the icon changes to a star with a green plus, indicating the contact isnot a member of My Key Contacts.

View My Key Contacts

My Key Contacts

Contacts which are flagged as My Key Contacts appear separately from other contacts, flag those that you use often so you canquickly find them. The Key Contacts flag is specific to each user; therefore your Key Contacts may be different than your col leaguesKey Contacts, even if you are both on the same accounts.

2 ways to view My Key Contacts.

Step Action


2. Click the Expand Contacts link.

3. Click on one of the letters to see your key contacts whose FIRST name begins with that letter.

Or

4.Click the Manage Contacts link from the Regional Area.

5.Click the My Key Contacts tab.


Contact Tree

Once you drill into a specific contact, the contact tree displays nodes for contacts with the contact profile and other related informationsuch as the customer (the organization) to whom the contact belongs, interactions with the contact, notes, and so on. All nodes onthe contract tree are visible to all users.

Contact Information Profile Organization Tasks Interactions Notes Appointments Responses

Sales

Leads Opportunities Summary

Quick Create

You can create customer contacts with minimum information using the Quick Create shortcut.They can enter minimum information and add details at a later time.

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Section 2 Page 10

Create Contact

There are 3 ways to create a contact.

Step Action


2.Click the Expand Contacts link.

3. Click this icon to create your contact. This will require to select an Organization

Or

4.Click the Create Contact link from the Regional Area. This will require to select an Organization

Or

5. Click the Account Name link of your specific customer.

6.Click the Contacts link on the left Regional Area

7. Click this icon to create your contact.


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Lead Management

1. Section 3 Page 1

Lead Management

Introduction

A lead is an inquiry, referral, or other information, obtained through advertisements or other marketing channels that identifies apotential customer (Prospect) and specific purchase interest and typically created when a significant interaction or response from thecustomer is recorded.

Things to know before you begin

All leads in Fusion CRM with any status but Retired and Convertedwill be automatically aged out after50days from theload date and the status will become Retired and the outcome will be Expired

If leads do not belong to the ESRs due to incorrect data ,reach out to your regional ops teams to have your territoryupdated

ESRs should not reject leadswill result in leads going into a black hole, nobody to monitor the rejected leads

Leads cannot re-open/accept it after it retires.

Leads with Qualified status were transferred from BDRs to ESRs

All leads will initially have a status ofunqualifiedand ownerasR2L Lead Import. In working the Leads Section, you canupdate the Status field as follows:

Status When to Use

Accepted Contact or Prospect is correct and Lead ownership is confirmed and ESR will work lead (WIP).

Retire After accepting the lead and then determining an opportunity does not exist.

Reassign Lead ownership needs to change and new ownership is known.

Convert to an Opportunity Lead is ready to be converted to an Opportunity

Recommended columns for Leads list view

Refer to the Recommended Column Layout table in theNavigation Section 2

AM runs only for Unqualified Leads New Leads (1 day old) AM runs every 4 Hours Rejected Leads, it runs every night AM does not run after the lead is over 1 day old

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Lead Management

1. Section 3 Page 2

Find and Accept your New Marketing Leads

Find and view New Leads that are offered / assigned to you

Step Action


2.

Click the Lead Qualification link.

Note: The default view is My Leads created within the last 50 days

3. Click the Show drop down list and select My Territory Leads

4.Click the Expand The Searchlink, located right below the word Leads

5.

Adjust the date range to suite your search needs.

Note: the creation date range cannot exceed the 180 day limit.

6.

Insert the source code that was given to you by the Marketing Team and Click Search

Result: This will display ALL Leads that are offered to you for this specific campaign / source code

OR

7.

Insert R2L Lead Import in the owner field and Click Search

Result: This will display ALL Leads that are offered to you forALL campaigns / source codes

8. Continue to the next task to ACCEPT your Offered Leads

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Lead Management

1. Section 3 Page 3

Accept your Offered Leads

Step Action

9. From the previous (Find and view New Leads that are offered / assigned to you) Lead list view

10.You have the option to accept your leads individually one by one by opening each lead and go to actions thenaccept, or highlight /click one of the leads and then Ctrl A to select all the leads displayed

11.Click the Actions object.

12.

Click in the Accept field.

Result: Small pop up window opens confirming that the lead was accepted.


View Your Accepted / Owned Leads

Step Action


2.

Click the Lead Qualification link.

Note: The default view is My Leads created within the last 50 days

3.Click the Expand The Search link.

4.

Adjust the date range to suite your search needs.We recommend going back 2 months prior to the current date, see example below

Example: 2months Prior to the Current date Current dateSep 01 2012 Nov. 1 2012

Note: the creation date range cannot exceed the 180 day limit.

5. Click the Search link.

Result: This search will display Your Accepted Leads and owned by you


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Lead Management

1. Section 3 Page 4

Working your leads

Reassign your leads

Step Action

You have the option to Mass Update your leads including reassign them (see how to mass update leads sectionbelow) or reassign them individually one by one by opening each lead and go to Actions then Reassign.

There are three options. (Immediate, Automatic & Manual)

If immediate and automatic: ESR must ensure territory is fixed and updated before using these options. If manual: Notify the person you are manually assigning the lead (s) to and have them accept them before

AM runs and re-assign them back to you

We recommend using only the Manual option.

1. Select Manual assignment

2.Click the drop down owner list then click search.

3.

Enter the first and last name and click search

4.

Highlight the name from the displayed list and click

Result: The ownership of the lead (s) has been transferred to the person you selected and now will appear whenthat person logs into Fusion CRM > Leads> My Leads.

Convert your leads to opportunities

Step Action

When your contact with a lead is successful and there is a good chance of a sale and want to forecast therevenue in the near future, your next step is to convert the lead into an opportunity.

1. Click the lead name hyperlink to drill-down / open the lead and display more information.

2. Insert a quick note in the notes sub tab under the Additional details section about this conversion.

3.

Click the Actions object.

4.

Click in the Convert to Opportunity field.

Result: Small pop up window opens and say your request for lead conversion was submitted, click Ok.

5.Click in the Save and Close field.

Note: Upon conversion, an opportunity will be created with a close date 2 months out and the name will be theLeads name and conversion date.

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Lead Management

1. Section 3 Page 5

Retire your leads

Step Action

When your contact with a lead is not successful you can close/ retire the record.

1. From the Lead list view


3.

Click the Actions object.

4.

Click in the Retire field.

Result: Small pop up window opens.

5.Click the drop down list of the Retire Reason field and selectthe reason.

6. Click in the OK field.



Reject your leads

Do not reject leads, this will result in leads going into a black hole, nobody to monitor the rejected leads.

If leads do not belong to you due to incorrect data, go back to your regional ops teams to have your territory updated

Update your leads while they are in progress

Make sure you log activities in the Activity Center to track all of your work on a lead.(Activity Centercan be found once you drill down / open the lead)

Interactions Tasks Appointments

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Lead Management

1. Section 3 Page 6

How to mass update leads

Step Action

1.Select the desired lead (s) in the Lead list view.

2.Hold the mouse and scroll down to the desired lead or just select the desired lead and hold the CTRL and selectthe next record.


4.Click the desire action.

5.In here we will click the Retire object.

6.

Click the button to the right of the Retire Reason field and select the reason.

7.Click in the OK field.

8.

Small window pops up confirming that the selected leads were retired.Click in the OK field.

9.End of Procedure.

How can BDRs Transfer a lead to an ESR

Step Action

1. From the Lead list view


3. Note: Once you determine that this lead is for an LC or Private Event and ready to transfer it from you to an ESR.

4.Log an activity in the Activity Center with a quick note in the interaction section so the ESR would pick it upknowing the background of the deal.


6. Click in the Qualify field.

Result: Small pop up window opens confirming the lead status was updated with the value of qualified, click ok.

7. Change the Response Channel from OU-BDC to OU-Education



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Opportunities Management

Section 4 Page 1


Opportunities Introduction

An opportunity is a revenue-producing event related to a particular account. Opportunities have a close date, a win probability, and asales team, and are usually related to one or more contacts, products, decision issues, activities and competitors. Some of the fieldsin the opportunity record are linked; that is changing a value in one field can make other fields required. For example, changing theSales Method field determines what values are available in the Sales Stage field. Therefore, follow the steps in the table carefully and

in the order presented to ensure that you add the opportunity correctly.

Things to know before you begin

Although some fields in Fusion CRM are not mandatory to finish a task, same thing while creating an opportunity but OU would likeall users to fill out as much as possible, in fact here is the OU list of items:

Mandatory

OpportunityName

SalesAccount

PrimaryContact

Currency Sales Channel Close Date Forecast Type

Product (s)SalesMethod: Light

Line ofBusiness: OU

Revenue Source Sales Stage

Business practice and process

Minimum Deal Value to be tracked separately > USD 10K All Deal Types to be tracked as an opportunity To complete their forecast ESRs to create one opportunity to represent collated run rate of

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Section 4 Page 2

Step Action

Note: If Certification level is not visible, click View>Columns>Manage Columns. Move items from left to right sothey can be visible.

4.Click the Opportunities Summary link, located on the left regional area under sales section.

Note: Opportunities Summary displays Opportunities associated to the account for the current quarter, expand thesearch button to change the date range if you wish to see beyond current quarter. You can quickly verify that an

opportunity for the deal doesnt already exist.The default view is for open, current quarter opportunities for the customer are displayed.


6.Click the Create link.

7.Enter the desired name into the Name of Opportunity field. Enter a valid value e.g. "According to the namingconvention".

8.Click the primary contact drop down list,Select one of the recent contacts or associated to the account displayed or click on the Search link.The Search link displays list of your customer contacts, your key contacts list and all contacts.

9.The currency defaults based on the user preferences setting in Fusion, refer topersonalizationin section1, If thecurrency needs to be changed, click in the Currency dropdown menu and select the desired Currency.

10. Click in the Channel field and make the appropriate selection.

Value Definition

Direct On Oracle Documents/Papers

Indirect Through Partners/Resellers

11.

Select the expected close date.Close Date defaults to 60 days from the date of creation of the Opportunity; you may modify the date as desired.

Click the Select Date link to choose a date as required

12.Click The Forecast Type drop down list and select a value according to theWin Probability Definitions

located on the next page.

13.Click the Sales Method drop down list and select the Light object.

14.

At this time the Sales Stage defaults toAssessment and Qualification, once you drill into the opportunity for

further updates you will can click the down list and select a value according to the OUSales Stagedefinitionslocated on the next page.

15.

At this point you have few options to select from:1- Save and Close (Opportunity will be created but NOT complete)2- Add revenue line (s) if known (this will get you closer to the finish point of creating an oppty)3- Save and Go to Opportunity to update more fields including the revenue line (this will take you to another

final form where the oppty can be completed)Recommended.

Note: If selection 1 is made, you will have to go to the Navigator Menu> Opportunities to locate it and update it If selection 2 is made, you will have other 2 options (Save & Close or Save & Go to the oppty to update)

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Section 4 Page 3

Updating an uncompleted opportunity

Add an attachment and campaign / source code

Step Action


2. Click the Opportunities link to go to the opportunities list view screenNote: The default query is open opportunity for the current quarter

3.Locate the uncompleted opportunity, use all the provided method to search and find your opportunity, refer to Findmy opportunities if necessary.

4.Once you locate it,Click the "Opportunity Name Hyperlink you created link to drill down.

5. For the Opportunity Type, leave it blank

6. For the Line Of Business make sure it is OU

7. Click the attachment option if you wish to attach a file, type a text or add an URL.

8. Click the Show MoreNote: You can use any fields in this screen for your benefits

9.Click in the Source link to display the Lead Sources dialog box.


11.Click the Select and Add

12. Query the applicable campaign (per the table below) in Campaign name field andthen click Search

Value Definition

13.Opp From Prospecting_OU_(REGION)_FY13_LeadSource_Follow Up

ESR Creates Opportunity from their own territorywithout the input of any other lead source

14.Opp From Inbound Call_OU_(REGION)_FY13_LeadSource_Follow Up

Customer Calls into OU requesting courseinformation and potential business Opportunity canbe seen

15.Opp From Other LOB_OU_(REGION)_FY13_LeadSource_Follow Up

Another LOB (not License) passes lead info directlyto ESR

16.Opp From License_OU_(REGION)_FY13_LeadSource_Follow Up

License LOB passes lead info directly to ESR

17.Opp From Partner_OU_(REGION)_FY13_LeadSource_Follow Up Oracle Partner passes lead info directly to ESR

18.Opp From Oracle Direct_OU_(REGION)_FY13_LeadSource_Follow Up

Oracle Direct passes lead info directly to ESR

19.Opp From Demand Capture_OU_(REGION)_FY13_LeadGen_Follow Up

Opportunity generated from the demand capturequeue

20.Select the campaign name / source from the list and click Ok

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Section 4 Page 4

Add Revenue Line (s), Products and Save & Assign Opportunity

Step Action

1. Click the Actions object and select Add Row in the Revenue Items section

2.Click The Forecast Type drop down list and select a value according to theWin Probability Definitions

located on the next page

3.

Click the Product Name drop down list and select one ofthe products displayed on the top part of the window (DO NOTSELECT ANY PRODUCTS FROM THE LIST IN THE LOWERSECTION)

Or click the Search link. at the bottom.

The Search link opens a new window and displays a list ofproducts that are available to you based on your assignedproducts and territory. (keep the filter by territory checked).You can use the Basic orAdvanced search feature to find thedesired product.

If you need to know how and what to search for, here is theEducation Product list-click here.

Or go to the sales portal > Fusion CRM> Fusion CRMResource page>Resources> OU Product Picker

When searching through either the Basic orAdvanced mode,use the product name and ignore any code in the front of the product name. i.e. 0E1C - Oracle DB & Sys TOD,search by typing Oracle DB and ignore the 0E1C.

Select the product you desired from the result and Click Ok

4.Click in the Revenue field.

5. Enter the desired amount into the Revenue field.

6. Click in the Revenue Type field and select only from types below.

7. Value Definition

New New project, new business, new sale

Renewal Renewing or extending an existing contract

Expansion Use when customer is adding on to existing project, product or contract.

Conversion Use when item is replacing an existing product

8.Repeat steps 1 to 7 to add more revenue lines.If the opportunity is for an LC add revenue lines for anticipated products that will be purchased with the LCNote: Total of revenue lines should equal total value of Opportunity

Assigning Your Opportunities

9.

Go to the Actions menu located on top right corner then Save & AssignOpportunity

Result: Forecast Territory Name is assigned to the Revenue item based on 3criteria Accounts ownerships ,OU Products and LOB value

What save & assign opportunity do? It will look at the Account Ownership + Products selected (must beproduct You sell) then if they both match it will assign Your Name in the Forecast Territory section seeimage below

10. Go back to the Revenue Line
https://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsxhttps://stbeehive.oracle.com/content/dav/st/OU%20Fusion%20CRM%20info/Public%20Documents/Documents/OU%20Fusion%20Product%20Picker.xlsx

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Section 4 Page 5

11.Click the Revenue Sales Indicator icon

12. Make sure your name and your territory are selected / displayed in the Revenue Sales Credit window

13.

Click the dropdown arrows in both places and select your name and territory IF it is not already selected.Example : OU_YOURSHORTNAME_ESR_AMER_CC_MANAGERSHORTNAME

Check the Lock Owner box, then Done.

IF your name is not listed in the drop down, it means either the account selected when oppty was createdis not from My Sales Accounts or the product selected is NOT part of your product list you can sell.

14. Click Close and Save

15.Use the Mass Update feature to update most column for a set of linesFor example you can change the close date for the records you select, and if you want to edit a single record, clickthe Actions menu and click Quick Edit.

Changing an Account on an existing opportunity

Step Action

1. Open the opportunity in question

2.Click the Magnifier icon beside the sales account.Result: New window opens

3.

Click the My Sales Accounts tab

4.Type the new customer name in the name field

5.Click Search

6. Highlight the customer from the list below and click Ok.

7. Click Save. (You might need to click Actions> Save & Assign Oppty again )

Sales Stage

Sales Stage Activities

1.Assessment and QualificationIdentify NeedsGather High Level Info

2. Discovery

Analyze Customer Needs

Engage ESC

Plan and Conduct Interviews

3. Solution DevelopmentIdentify Solution

Obtain Initial Internal Approvals

4. Solution PresentationPresent Solution

Assess/Address Feedback

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Section 4 Page 6

5. Resolution

Refine and Present Final Proposal

Gain Agreement from Customer

Engage with Customer Contracts

6. CloseSigned Contract with Oracle

Submit Paperwork to Sales Operations

Win Probability Definitions

Win % Definitions

Direct Attached

10%Pipeline

10%Pipeline

RFP (GCM will not allow 1%)

New lead

20%Pipeline

Connected with customer

Qualified general scope/ education interest

General timeframe for purchasing

30%Pipeline

Qualified license footprint

Qualified education need

RFP/Proposal won and Oracle selected as the vendor for the license deal

40%

Upside

First Quote/Proposal provided

Learning Credit Letter Is provided & terms accepted

50%Upside

Contract negotiations

License next steps & close plan understood

Timeframe confirmed for purchasing license and education

Education purchase with license contract has been confirmed by customer

Final POR approved

UAS: Approvals received & pricing given

60%Upside

Verbal commitment

Final budget and approval has been confirmed by the person who has signing authority

General procurement cycle is qualified

Targeted close date confirmed

Pricing plan and payment method confirmed

UAS: Approvals received & pricing given

70%Forecast

Negotiations have been completed, final contracts have been updated, submitted tocustomer.

Final budget & approvals to purchase license & education received

The license rep and/or ESR has confirmed their final meeting to sign their order

OU management has reviewed the license ordering document, confirmed that OU isincluded.

80%Forecast

Final close date confirmed

Purchase requisition initiated with names of purchasing agent and signing authorityincluded

PO is in process

90%Forecast

90%Forecast

License has contracts

OU has contracts

100%Won

100%Won

Form of payment receivedLearning Credit number/account created

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Section 4 Page 7

Add Team Members to an Opportunity

Step Action

1.Click the to expand it

2.Click the opportunity team sub-tab

3.Click the Actions object and select Add Team Members

4. Search by First or Last name, or even the persons managers name

5. Select the person from the list and click apply & done. view the newly added team member in the list

6. Select / highlight your newly added team member

7.

Click into the access dropdown to define the level of access for this new team member.(Edit is the default level)

Pull down the dropdown and select the desire level:

Value Definition

AccessIs the level of access the team member(resource) has to the opportunity

No Access user is on the opportunity team, but has no visibility

View Accessuser can see the opportunity, but cant edit because he/she has read-onlyaccess

Edit Access

user can edit the opportunity except for these fields: Currency Status Sales Method Sales Stage Partners Opportunity Sales Team

Cant add resources to the opportunity team Cant update the access level

Full Access user can edit any editable field on the opportunity

Function Shows the team members function

Assignment TypeShows how the resource was assigned, either via Territory Assignment(Territories) or was manually added (Ad hoc assignment)

To ensure this new team member will NOT be removed when territories assignment manager is run, click into thebox in the Lock Assignment column.

Lock AssignmentShows whether the record is locked when assignment runs. If the box ischecked, then the record will NOT be removed when territory assignment isrun on the opportunity, even if the users territory is removed or changed.

Pull down the menu in the Function column to select the new team members function

8. Click Save or Save & Close

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Section 4 Page 8

Set a Team Member as Primary

Step Action

As an admin person you can set up other team members as primary.Setting a team member as primary will make him / her the owner of the opportunity , then when they search forMy Opportunities it will appear as part of their opptysas the owners.

1.Click the arrow to collapse the addition details section

2.Click the name of the person you want to set as primary to highlight his / herrow

3.

Click Actions then Set Primary

Then the primary person becomes the owner with full access

4.

Click your name to highlight your row and uncheck the lock assignment box beside your name then click thedropdown menu under the edit column and select edit (see access level definitions ) so you will not have fullaccess.

Note: You have the option to delete your name completely.

Click your name to highlight your row and click on the red X above or actions thendelete.


Add Competitors and Partners to an opportunity

Step Action

1. Click the Competitors or Partners icon in the opportunity summary or Result: New window opens

2.Click the Actions object and Select and Add.

3. Type the competitors or Partners name in the Name field - type none for competitorand nopartner for the partners IF NO COMPETITORS NOR PARTNERS involved.

4.Click Search

5. Select the competitor name and click Ok.

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Section 4 Page 9

Add Notes and Interactions to an opportunity

Step Action

1.Click the to expand it

2. Click Interactions or Notes sub-tabs

3. Click the Actions object and select Create

4. Click Save

Mass Update a Set of your opportunities

Step Action

1. Select the desired opportunities in the Opportunities list view.

2.Hold the mouse and scroll down to the desired opportunity or just select the desired opportunity and hold theCTRL and select the next record.


4. Select the Perform Mass Update

5. Mass Update Box opens

6. Click the desire field


Close an Opportunity

In addition to updating opportunities through each sales stage, you must track the reasons why opportunities are won or lost.Tracking

reasons for closure ensures management has feedback about why losses are occurring and can ensure refinement of targeting andsegmentation of future marketing campaigns.

Closing a Won or Lost Opportunity

Step Action

1.Locate and select the opportunity in the Opportunities List view.

Hint : Refer to the How to Find My Oppo rtuni t ies in the next sect ion.

2.

Verify that the following fields are populated prior to changing the status to Won.These fields becomes mandatory before the opportunity can be closed Competitors Partners Win/Loss ReasonsIf you do not have all these attributes defined, you will be prompted to enter them before you can save your closedopportunity

3. In the summary / header view, click the Status drop down list

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Section 4 Page 10

Step Action

4.

Select WonResult: The Win Probability field gets read-only and updated to 100%. The Stage field gets updated to 6. Close. The Close Date gets updated to the current date. You can update it to a past date if applicable/ When the opportunity is saved, the Forecast Type will automatically be updated to Won 100%.

Or LostWhen the status is set to Lost, the Sales Stage field does not Update Automatically. Also Competitor is Mandatoryfield that is required to change status to Lost.

5. Click Save orSave & Close if no further update is required.

Find My Opportunities

Several saved searches can aid you in locating opportunities

Step Action

1. Click the Navigatorlink.

2. Click the Opportunities link to go to the opportunities list view screen

Note: The default query is open opportunity for the current quarter. Here are the value and definitions of what opportunitiesyou can access.

Value Definition

My Opportunities My (I am the owner/primary) Open Opportunities for the current quarter.

My Sales Team OpportunitiesOpen Opportunities for the current quarter where an ESR has been added to theOpportunity Sales Team, either manually added by another user, or where his

territory has been added via territory assignment.

All OpportunitiesAll the opportunities a user has access to.This includes opportunities from the filters described above.

Also, there are few values in the Saved Search drop down list and each item listed brings back a specific set of results

Value Definition

Search By Opportunity NumberAllows user to enter a single opportunity number and searches across statuses andclose dates

PipelineMy Open opportunities with close dates in the current quarter where the forecasttype is one of the Pipeline values. 10% to 30%

CommittedMy Open opportunities with close dates in the current quarter where the forecasttype is one of the Committed values. 70% 99%

UpsideMy Open opportunities with close dates in the current quarter where the forecasttype is one of the Upside values. 40% to 60%

ClosingWon opportunities with close dates in the current quarter where the forecast type isWon 100%

You can also use the Calendar Function toFilter Opportunities instead of providing aclose date and Open Date.Click the Calendar dropdown

You also c an use the Search opt ion, expand it and enter you r desired parameters to create your ownSaved Search an d

save it for futu re use. Refer to the How to Create and Save a Query in the Navigat ion sect ion.

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Section 4 Page 11

RunRate Opportunities

RunRate opportunity is created for your transactional business that is less than 10,000 US dollars ( < US $ 10K) and not linked to aspecific customer account. Your RunRate opportunities to be created on a quarterly basis and to be updated monthly for yourforecast therefore they will require frequent modifications. The best practice is to create one opportunity using the account mentionedbelow, keep the opportunity in open status for the current quarter and update the close date monthly, along with the win probabilityand the naming convention.

RunRate Accounts Naming Convention

RunRate Accounts Naming Convention: RunRate_OU_CC_CALLCENTER

CC= Country Code. Examples- Canada = CA, USA = US

Step Action

1. Click the Navigatorlink.

2.


Note: Make sure the value from the Saved Search dropdown list is

My Sales Accounts

Note: Make sure to select an account assigned to you. If youcannot find the account, contact your Territory Admin team to checkterritory set-up

3. Locate your account, expand the Search button and use it if necessary.

Look for the proper account based on your location

RunRate_OU_CA ESRs located in Canada (Mississauga Call Center and QC)

RunRate_OU_US_Reston1 or RunRate_OU_US_Reston2 ESRs located in Reston Call Center US

RunRate_OU_US_Rocklin1 or RunRate_OU_US_Rocklin2 ESRs located in Rocklin Call Center US

RunRate_OU_US_Austin1 ESRs located in Austin Call Center USRunRate_OU_US_Bangalore1 ESRs located in Bangalore Call Center India

RunRate_OU_US_Remote ESRs located remotely in the US

4.Click the Desired account Name link from the list.

Continue from step 4 in thecreate a new opportunity section above

Once youadd the Revenue Line (s) and ProductsNote: Make sure you select an Education product that you are assigned to sell.

5.

Go to the Actions menu located on top right corner then AssignOpportunity

Result: The Forecast Territory gets assigned to the Revenue item

6. Go back to the Revenue Line

7.

Click the Revenue Sales Indicator icon

Make sure your name and your territory are selected / displayed in the Revenue Sales Credit window

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Section 4 Page 12

Step Action

8.

Click the dropdown arrows in both places and select your name and territory.Example : OU_YOURSHORTNAME_ESR_AMER_CC_MANAGERSHORTNAME

Check the Lock Owner box, then Done.


BDRs manually assign opportunities to ESRs

Coming Soon

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Forecasting

Section 5 Page 1

Forecasting

Forecasting Introduction

Forecasting is a procedure used to predict future revenues and resources for potential sales based on opportunities.

Forecasting in Fusion is tightly couple with opportunities.

Forecasts are refreshed from the revenue lines in real time, therefore IF you need to make changes to your forecast,you change the opportunities and NOT the forecast

Opportunities maintain their synchronicity in the forecast until the forecast is submitted This real-time forecasting eliminates the need for double entry of forecasting data (one entry multiple uses)

Note:

Weekly forecast is a snapshot of the state of the territory at that week.

Won opportunities will remain in the forecast for the entire quarter because it is a snapshot .

User can update opportunity real time from Forecast by clicking opportunity name.

Business practice and process

1) Forecast criteria enables Fusion to automatically include a revenue line in the corresponding Forecast, therefore certaincriteria must be met in order for an opportunity/revenue lines to be included in the forecast. The opportunity fields and therequired values are as follows:

Status: must be Open or Won Close Date: must be within Forecast Period (current quarter)

Forecast Type > 40%

LOB Line of Business = OU

Revenue Line must show your name in the Forecast Territory field when you click on the indicator icon

Note: What makes Fusion CRM assign you as the Forecast Territory rep?

Fusion CRM will only assign you as the Forecast Territory rep If the following3 criteria meet:

1. Accounts ownerships must be selected from My Sales Accounts

2. OU Products (for more information on what product to pick, please refer to the Add Revenue Line (s), Products andSave & Assign Opportunity)

3. LOB value

2) Weekly Forecast Cycle

Forecast Day Role

Tuesday ESRs Forecast

Wednesday Sales Managers Forecast

Thursday Sales Directors Forecast

Friday VPs Forecast & use as one of the inputs for Core Rev Forecast

Tuesday Review at Regional Forecast Call

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Forecasting

Section 5 Page 2

Forecasting Overview

Fusion CRM will dynamically generate the forecast for each territory that you manage based on Oracles forecast calendar.

Manage Sales Forecasts Screen.

Current Forecasts: Forecasting in Fusion allows you to update each forecast within atwo week period (current and next) for both the current quarter and next quarter.

The Start to End Date of the forecast aligns with the close dates of the revenueitems that are automatically pulled into the forecast

The Due Date is the final submission date that the forecast will be accepted before the period ends.

Note: Sales management forecast submissions cannot be completed until all of their subordinateshave submitted their forecasts.

The Unadjusted Forecast (USD) is the total revenue amount of the forecast period prior to anyrevenue item or summary adjustments

The Adjusted Forecast (USD) is the total revenue amount of the forecast period after all revenue itemand summary adjustments have been applied to the forecast

The Best Case Forecast (USD) is the total best case revenue amount of the forecast prior to anyrevenue item or summary adjustments.

A forecast can have status of :

Unsubmitted (i.e. in progress)

Submitted (i.e. locked/ no further updates can be made)

Rejected: (i.e. requires rework / can uptake changes from revenue items into the reject forecast)

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Forecasting

Section 5 Page 3

The Past Forecast list allows youto access previous forecastperiods that are no longeravailable for update but can bereviewed.

The Future Forecasts list allow s you to access future forecast periodsfor Review but they are not eligible for update or submission.

The My Revenue Items in Other Territory Forecasts list allows you to view items owned by you but assigned to another usersforecast via the primary territory. Typically this list shows you items that either have deal protection enabled and have yet to bereassigned to the new territory owner, or they show deals where there is a disconnect between the territory and the owner.

TheAdjusted Forecast Changes list shows the change in the forecast week over week for you or you and your direct reports

How to Navigate and Find my Forecast

Step Action


2. Click the Manage Sales Forecast link

3.

Fromthe Manage Sales Forecasts Screen,Clickthe current week / current quarter hyperlink date for the upcoming Friday under the Current

Forecasts section to drill into that week forecast.

Here is a screen shot of the header and the recommended columns you need to select from the view> columns menu.

How to Update and Submit My Forecast

Step Action

1. Scroll down to the Details section

2.Click the Forecast Items tab

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Forecasting

Section 5 Page 4

Step Action

Note: The Forecast Item tab will display all revenue lines (opptys with multiples lines will appear here as multiplelines) for opportunities with the following statues:

Status: must be Open or Won

Close Date: must be within Forecast Period (current quarter)

Forecast Type > 40%

Revenue Line must show your name / territory assigned and to include the followings:

Product LOB (OU)

Here is a screen hot of the Forecast Item tab and recommended columns you need to select from the view> columns menu

Step Action

3.

Review all columns and lines to ensure all applicable Opportunities have been included in your forecast andsatisfactory to you, if not; you can update yourOPEN opportunities real time from the forecast by clicking theopportunity name hyperlink.

Result: That will take you to the opportunity in question, make any changes you desire and click Save for theupdates to take place and click Save & Close to go back to your forecast.

Update the Worst and Best

4. Highlight the Revenue Line of the OPEN opportunity that you would like to update the Worst Case in it.

5.

Click the Actions and then Edit button

Result: New window opens where you

are allowed to change the Worst Case for

each record, click next to go to the nextrecord orok if you are done.

6. Update the Worst Case based on the Win Probability in that particular record and based on the chart below.

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Forecasting

Section 5 Page 5

Step Action

7.

Best Case appears on yourRevenue Line of your opportunity at all times with any Win Probability %

Worst Case should be ONLY MANUALLY populated when the Win Probability % is 80% and above

Updating the Worst Case can also be done in your opportunity.

1. Highlight the revenue line you wish to edit the worst case

2. Click the small arrow beside the close date to expand it per the image below and insert the amount in theworst case field (always Save or Save & Close)

8.Once you are ready, click Submit

Note: Submitted forecasted becomes read only and can not be modified , you must ask your managerto reject itso you can revise it and make changes to it.


Important Note:

Forecasting: Unadjusted Forecast Amount and Win Probability >60%

You may have noticed that the Unadjusted Forecast (USD) Remains empty in the Forecast if the Win Probability is below 60%. As we

all know all items with a Win Probability greater than 40% automatically appear in the forecast, however they only get filtered throughto the Unadjusted Forecast total if the Win Probability is greater than or equal to 60%.

This is because Upside Probability of 40 % to 50 % only brings the Revenue Item into the Forecast and adds the Revenue againstthe Best Case.

60% through 100% probability beings the Revenue Item into the Forecast and adds the Revenue Against the Best Case andUnadjusted Forecast amounts.

So the unadjusted forecast shows from 60% to 100% and Best Case Forecast shows 40% to 100%If you do not see the Best Case Forecast column please refer toorganizing and customizing columns views

40%

50%

60%

70%

80%

90%

100%

Best

Worst

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Forecasting

Cnt 1670730

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