GLP R8 Training Lesson 05 Forecasting

8/9/2019 GLP R8 Training Lesson 05 Forecasting

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1 Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential -Distributed to Authorized Customers. Subject to Safe Harbor.

ORACLEIMPLEMENTATION PARTNE

Oracle Sales Cloud

ForecastingOracle Product Development2014


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Safe Harbor Statement

The following is intended to outline our general product direction. It is i

for information purposes only, and may not be incorporated into any coIt is not a commitment to deliver any material, code, or functionality, and should not be relied upon in makingpurchasing decisions. The development, release, and timing of

any features or functionality described for Oracles productsremains at the sole discretion of Oracle.

2 Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.


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or

-

Content Subject to Change

The information in this presentation is correct as of the presentation dat

However, Oracle Sales Cloud continues to evolve and software patches

applied frequently; therefore this information is subject to

change. Check with your Oracle Representative for updates.

This content is not warranted to be err

free.



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Forecasting

Certain setup tasks are required to start using forecastin Once defined, the forecasting process is automatic

Forecast items are automatically generated Opportunity revenue items and forecast items

are automatically synchronized



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Opportunity to Forecast Process

1. Create opportunity2. Add revenue item to the opportunity3. Assignment is run

This assigns the revenue item to the appropriate territory4. Set opportunity/revenue item to close within the forecast peri5. Revenue item meets forecast criteria (if set up)

6. Forecast item is generated7. Forecast is updated and visible Territory owner sees all items in their forecast

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Forecast Dependencies

How you set up your territories defines how your forecais organized Forecasts roll up and down the territory hierarchy

TerritoryDefinition

Opportunity ForecastingManagement



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Forecast Dependencies Opportunities must be assigned to territories

Unassigned opportunities will not be included in the forec

even though the opportunity is within the forecasting peri

TerritoryDefinition

Opportunity ForecastingManagement



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Forecast Dependencies Your organizations Accounting Calendar defines the

degree of granularity for your forecast For example, if you want to capture adjustments at a wee

level, your calendar must have its Period Frequency set toWeekly



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Territory Forecast ParticipationRevenue and Nonrevenue

Most territories should have Forecast Participation set toRevenue

Most companies do not track nonrevenue credits Should you be interested?

Yes - If you sell through partners and you want to sha

their forecasts Yes - If you have overlay reps who need to submit a s

forecast



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015

EW: Simplified UI for Sales Forecasting From the Simplified UI, Sales Reps can:

Review the forecast and embedded analytics Review the items that comprise the forecast Drill into opportunities to update the opportunity and the f View opportunities not included in the current forecast Submit the forecast

Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to


11/2410 Copyright 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to

N

Historically accurate forecasting report is a

EW: Desktop UI Enhancements The regions for Current Forecasts, Past Forecasts and

Future Forecasts are condensed into a single region

Search for forecast and Saved Search provided New Analytics tab is added to the landing page. Adjusted

Forecast Changes report is moved there Users can act as another user via search

vailable

Safe Harbor.


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Overview of Setup Tasks All Forecasting setup tasks are accessed through Functio

Setup Manager



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hts reserved. Proprietary and Confidential -Distributed to Authorized Customers. Subject to Safe Harbor.018

Forecast Administration Specify forecasting options to meet your business

requirements:

1. Define forecasting dates and periods These settings drive the schedule, editing, and submissiontimes

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019

Forecast Administration

2. (Optional) Establish criteria to determine which revenuitems are included in forecasts

Allow or prevent your users to override the forecast criteria3. Run forecast processes



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Tips for Success

Understand the life cycle of forecasting periods You specify parameters that automatically control the

forecast processing behavior Sales reps must submit their forecast during the period betw

the Freeze Date and Due Date Once submitted, only sales managers can adjust the forecas After the Due Date, the forecast becomes historical and is r

only



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Tips for Success

Ideally, schedule a gap in between forecasts If possible, schedule a days gap in between forecasts. E.g

one forecast has a due date on the first of the month, thenext forecasts freeze date should be the third of the month

Recommend At least1 day Gap



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Tips for Success

Schedule forecast processes to run at the appropriate time anfrequency:

Schedule to run daily, after midnight Run Due Date Check Process

Archives forecasts with a due date in the past Schedule to run during the gap between forecasts, after the D

Date Check process runs Run Refresh Forecast Process

Updates the territory & product hierarchyused in forecasting

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Tips for Success Schedule to run daily:

Run Refresh Revenue Metrics Process Run Refresh Forecast Items Process

If Summary tab is enabled, schedule to run every 10 minutes: Run Refresh Forecast Summary Process



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Tips for Success If Historical subject area is used,

schedule to run as needed Run Generate Forecast Metrics Process

Refreshes the Historical Forecast subject area Run this process once for each all forecasts to calculate the initi

metrics Diagnostic Parameters:

fcst_status_qualif_list=PAST,PREVIOUS,ACTIVE,NEXT

Run this process once a day to refresh the metrics, at a time whno one will be using the system

Diagnostic Parameters: fcst_status_qualif_list=ACTIVE,NEXT



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Software$150,000

Software$150,000

Software$150,000

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Tips for Success Recognize the correlation between forecasts and territory node

Model your territory with the desired forecasting behavior in mi If you are forecasting by region, then you need to set up territory b

regions If you are forecasting by product line, then you need to set up territ

by product line Keep in mind that forecasting rolls up the territory hierarchy, no

Globalthe resource hierarchy $1,000,000

EMEA Americas APAC$300,000 $300,000 $300,000

Hardware Hardware Hardware$150,000 $150,000 $150,000



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Tips for Success Ensure that opportunities are always assigned:

Configure for automatic assignment when opportunity is saved Task Name: Manage Opportunity Profile Options Profile Option Code: MOO_OPTY_ENABLE_AUTO_ASGN This will allow mobile application users to see the territory assignm

Trigger assignment manually Schedule a batch process to run assignment



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Tips for Success

Understand that by design, the Simplified UI and mobile devihave less functionality than the Desktop UI

You cannot specify recurring revenue, splits, or nonrevenue cre You cannot manually trigger opportunity assignment in mobile

devices

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should be either 1 or 2.

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Tips for Success

When specifying forecasting options, only enable the Summatab if the functionality is needed

The Summary tab lets you view and adjust aggregates based onthe product hierarchy. When specifying forecasting options, the product hierarchy dep

Producthierarchy


GLP R8 Training Lesson 05 Forecasting

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