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Transcript of IMPLEMENTATION PARTNER WORKSHOP - Oracleoukc.oracle.com/static14/opn/events14/166716/Oracle Sales...
IMPLEMENTATION PARTNER WORKSHOP
ORACLE SALES CLOUD
Oracle Sales Cloud
Initial Setup Oracle Product Development
2014
Safe Harbor Statement
The following is intended to outline our general product direction. It is intended
for information purposes only, and may not be incorporated into any contract.
It is not a commitment to deliver any material, code, or
functionality, and should not be relied upon in making
purchasing decisions. The development, release, and timing of
any features or functionality described for Oracle’s products
remains at the sole discretion of Oracle.
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Content Subject to Change
The information in this presentation is correct as of the recording date.
However, Oracle Sales Cloud continues to evolve and software patches
are applied frequently; therefore this information is subject to
change. Check with your Oracle Representative for updates.
This content is not warranted to be error-free.
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Initial Setup Topics
How do I get Oracle Sales Cloud?
How do I set up Enterprise structures and profiles?
How do I setup users, roles, visibility and security?
How do I manage personalization and internationalization?
How do I set up Mobile and Outlook integration
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Getting Oracle Sales Cloud – STEP 1
•To get Sales Cloud, you
could either:
•Sign up for a free 30
day trial, or
•Contact your Oracle
Sales Representative to
order Sales Cloud
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Getting Oracle Sales Cloud – STEP 2
•The customer completes the questionnaire.
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Sales Cloud Environment
Within 5 business days, Oracle provisions two environments:
1 Production Environment
1 Non-Production Environment
NOTE: Customers can use any client with no additional expense: Desktop UI, Simplified UI, Sales Cloud Mobile, CRM for Microsoft Outlook
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Production Non-Production
(Stage / Test )
Production Environment
Environment for Production-level activities
Sized for Production user loads
Monthly scheduled maintenance
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Production
Non-Production Environment
Environment for training, configuration,
and testing activities
One Non-Production environment
included with contract
Environment to apply and test configurations and data
prior to migrating them to Production
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Environment can be refreshed per request
Monthly scheduled maintenance Non-Production
(Stage / Test )
How do I know when Sales Cloud ready?
Once the environments are
provisioned,
the customer will receive emails with:
A welcome message
Sales Cloud Credentials for the
initial administrator
Credentials for the Sales Cloud
administration portal
For additional environments,
customers can contact their Oracles sales
rep.
For additional language support,
customers should file a service request. 14 Copyright © 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.
Sales Cloud Administration Portal
Allows you to track usage and receive notifications for OSC
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My Account
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Provides a macro view of systems to which you have access
Provides Metrics on users, data and system uptime
Allows Account Administrators to have the Welcome Email resent.
My Services
Provides a micro view of a single system
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Provides Metrics on users, data and system uptime
Identity Self Service
Allows you to change user names and passwords for
cloud.oracle.com services.
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Application Services Notifications
Access patch and upgrade notifications through cloud.oracle.com
Initially only the administrator will receive notifications. Additional
users to be notified can be set up here...
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Notifications
Proactive Communication
•Scheduled and unscheduled
maintenance
•Patch bundle documentation
•My Oracle Support: Master
Note Listing Functional
ReadMes for Fusion CRM
Patch Bundles (My Oracle Support Doc ID #1540801.1)
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Scheduled Maintenance: Patches and Upgrades
•Targeted to the statistically lightest
utilization
•Once a month application patching
cycle • Non-Production environments
patched on first Friday of the month
•Production environments patched on
third Friday of the month
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Production to Test Refresh
A refresh of your test environment
from your production environment is
accomplished by requesting it via a
Service Request
Can request 4 times in a 12 month
period
All metadata is moved, however,
some territory management data
needs to be regenerated based upon
that metadata.
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How do I set up Enterprise structures and profiles?
General Implementation Process
Initial Setup
Tasks
Import Data
Migrate Setup
Data
Validate Setup
and
Customizations
Deploy Mobile
& Desktop
Clients
Create Territories
Migrate Customizations
Setup Tasks for Specific Modules
Extend and Customize
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Quick Steps Guide
Use the Getting Started guide to continue setting up a simple
instance for users to become familiar with the application
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Functional Setup Manager
Functional Setup Manager is used throughout this training. You get to
FSM via the Classic UI Navigator item called Setup and Maintenance.
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Verify Provisioned Settings
Review and update, if necessary, the provisioned settings when you
first receive the application.
•You do this by accessing setup tasks:
– Manage Enterprise HCM Information
– Manage Legal Address
– Manage Legislative Data Group
– Manage Legal Entity
– Manage Legal Entity HCM Information
– Manage Business Unit
– Manage Users (only one initial user provided)
– Manage Administrator Profile Values (Set default business unit)
For instructions, see the “Setup Process Overview” chapter of the
Getting Started with your Sales Cloud Implementation guide.
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Configuring Initial Settings
You must set up some enterprise-wide data, such as:
Accounting Calendar
Currencies
Geographies
Sales Catalog/Products
Customer Center
Sales Dashboard
For instructions, see the “Setup Process Overview” chapter of the
Getting Started with your Sales Cloud Implementation guide.
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Accounting Calendar
You must set up the accounting calendar
•The calendar breaks down your fiscal year into accounting periods
•It is used across your enterprise for territory management and
forecasting
•You want to set it up correctly because it cannot be changed once you
have entered data
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Accounting Calendar: Start Date
Specify the first date of the period of the oldest historical data on
which you will be reporting
Example: If you select January 1, 2010 as your first calendar date,
then you would only be able to enter or import historical data associated
with this date or more current
You cannot add previous years once the first calendar period has
been opened
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Accounting Calendar: Start Date
Use one of these methods to determine your Start Date:
Set the Start Date to one year before the date that your organization
was created.
• Base it on your opportunities:
1. Find the earliest date of your open opportunities (or closed, if you want to capture
closed opportunity history)
2. Then determine the beginning of your fiscal
calendar for that year
1. Add one or two years before that to use as your start date
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Accounting Calendar: Period Frequency
The system generates periods based on your selection
Options: 4-4-5, 4-5-4, 5-4-4, 4 Week, Weekly, Monthly,
Quarterly, Yearly, or Other to set up a custom calendar.
Set this to the lowest period you care about for forecasting, but no
lower. This determines:
The level of granularity available within analytics
The level at which users view and adjust forecasting aggregates
by the time dimension
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Calendar breaks down periods within a year.
Accounting Calendar: Setup Tasks
Go to the “Manage Account
Calendar” to set up your
accounting calendar
Go to the “Manage Calendar
Profile Option” to specify the
Accounting Calendar for your
organization
Specifies which
accounting calendar to
use
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How do I set up users and security?
Topics
Authentication and Authorization
Components of Access Control
Components of RBAC
Data Sharing Modes
Access Control Management Tools
Securing Custom Objects
Customization Tips and Upgrade Considerations
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Authentication and Authorization
Authentication - The process of verifying your identity
It is applied to Users, Automated Agents or Web Services
Credentials are checked at login.
Access is then granted or denied.
Authorization - The process of granting access to something of value
The “something” is a protected system resource which could be
data objects like opportunities or contacts, or functional artifacts like
menus, pages, workflows, buttons, reports, dashboards, tasks, jobs,
web service etc.
Also called Application Security or Access Control
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Components of Access Control
View All
Partners
RBAC
Team
Territory
Resource Hierarchy
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Components of Access Control: Role Based Access Control (RBAC)
View All
Partners
RBAC
Team
Territory
Resource Hierarchy
Standardized Provides a role-centric user experience
Based on the RBAC industry standard
Proven model for large-scale authorization
Integrated with governance, audit and
advanced encryption technologies
Flexible
Provides modular security configuration
through privileges and role hierarchies
Allows modelling simple to very complex
security solutions
Easy to add or remove exceptions for
individual users
Transparent
Privileges are visible to authorized
administrators
Data access rules are clearly visible for each
data resource 78 Copyright © 2014, Oracle and/or its affiliates. All rights reserved. Proprietary and Confidential - Distributed to Authorized Customers. Subject to Safe Harbor.
Components of RBAC: Terminology
User
A user is a human being. The concept of a user can also include machines,
networks, or intelligent autonomous agents.
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Role Hierarchy
Privileges Users Roles
Security Policy Role Provisioning Rules
Components of RBAC : Terminology
Role
A role describes the user’s function within the context of the user’s
organization that permits the user to access the protected artifacts of the user’s organization.
For example, sales representative, operations manager, doctor,
teller, administrator etc., are common job roles.
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Role Hierarchy
Users Privileges Roles
Security Policy Role Provisioning Rules
Components of RBAC: Terminology
Privilege (or Entitlement)
Most granular level in role based access control
Also called permission in RBAC terminology
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Role Hierarchy
Users Privileges Roles
Security Policy Role Provisioning Rules
Components of RBAC: Users
Each user has a User Account.
Users can be assigned to one or more roles. An authenticated
user establishes a session and is granted all the assigned roles.
All users must be Resources to be assigned work in Oracle Sales Cloud
Users are typically Employees, Contingent Workers, or Partner Members.
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Users Privileges
Role Hierarchy
Roles
Role Provisioning Rules Security Policy
Components of RBAC: Role Provisioning Rules
Automated rules to provision enterprise roles to users
Leverages resource role as a criterion
Creates one mapping per resource role
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Role Hierarchy
Users Roles Privileges
Role Provisioning Rules Security Policy
Role Provisioning Rules: Resource Role
It is not a type of role in the context of access control.
It is an attribute of a resource and a criterion in a provisioning rule.
It is used to:
Denote the resource’s function in the organization where they work
Filter appropriate resources for assignment
Determine a resource’s position in a reporting hierarchy, for
example, identifies managers in an organization
Determine a resource’s function in the context of a team
Provision enterprise roles to users based on a provisioning rule
It is seeded, but configurable by the deploying company.
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Role Provisioning Rules: How They Work
An enterprise role is provisioned to a user automatically when at least
one of the user's attributes satisfies the conditions specified in the role-
provisioning criteria.
The provisioning occurs when the assignment is either created or updated.
Any change to a person's assignment causes the person's automatically
provisioned roles to be reviewed and updated as necessary.
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Role Hierarchy
Users Roles Privileges
Role Provisioning Rules Security Policy
Role Provisioning Rules: User Interface
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5
1
2
4
6
3
Components of RBAC: Roles
Users acquire privileges to protected system resources through roles.
A single role can be provisioned to many users
A single user can be provisioned with many roles.
For example, sales representative, sales manager, doctor, teller,
administrator etc., are common job roles.
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Users Privileges
Role Hierarchy
Roles
Role Provisioning Rules Security Policy
Types of Roles: Overview
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Application
Enterprise or
External
HCM
Duty
Job
CRM
Duty
Abstract
OBI
Duty
Database
LDAP
Types of Roles: Job Role
LDAP
Determines the high-level job function in your organization
Can be provisioned to one or more users
Can span various application pillars like OBI, HCM, FSCM, CRM
Cannot be directly associated to functional privileges.
Example: Sales Representative, Marketing Manager, IT Security
Manager
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Job Abstract
Types of Roles: Abstract Role
LDAP
Provisioned to one or more users, irrespective of their job function
Can be provisioned to one or more users
Cannot be directly associated to functional privileges
Can span various application pillars like OBI, HCM, FSCM, CRM
Example: Employee, Contingent Worker, Resource
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Job Abstract
Types of Roles: Duty Role
Determines the duties the user can perform as part of their job function
Specific to a Fusion application pillar, such as OBI, HCM, CRM,
FSCM, etc. Cannot span pillars
Cannot be provisioned directly to a user
Can be directly associated to privileges
Example: Opportunity Sales Manager Duty, Sales
Forecasting Management Duty, Sales Transaction Analysis Duty
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HCM
Duty
CRM
Duty
OBI
Duty
Database
Components of RBAC: Role Hierarchy
Roles can be associated with other roles to form a hierarchy of roles
Roles inherit permissions from subordinate roles in a hierarchy
Role hierarchy allows you to:
Organize privileges along functional lines
Add and remove functionality easily
Reuse roles to grant or revoke functionality in varying levels of granularity
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Users Privileges
Role Hierarchy
Roles
Role Provisioning Rules Security Policy
Role Hierarchy Inheritance Rules
Enterprise roles can inherit from subordinate enterprise roles.
Enterprise roles can inherit subordinate duty roles.
Duty roles can inherit from subordinate duty roles.
Duty roles cannot inherit from enterprise roles.
Circular references are not allowed.
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Role Hierarchy
Users Roles Privileges
Role Provisioning Rules Security Policy
Role Hierarchy Example: Sales Representative
Sales Representative •
•
•
Sales Representative Duty for OBI
Sales Campaign Analysis Duty
Sales Transaction Analysis Duty
OBI
• Sales Representative Duty for FSCM SCM
• Sales Representative Duty for HCM HCM • Sales Representative Duty
Incentive Compensation Participation Duty
Lead Registration Processing Duty
Opportunity Sales Representative Duty
Sales Lead Follow Up Duty
Sales Party Management Duty
CRM
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Components of RBAC: Privileges
Most granular level in role based access control
Also called permission in RBAC terminology
Determines the operation that can be performed on a protected
system resource
Can be aggregations of operation-resource pairs
Types: Functional Privileges and Data Privileges
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Role Hierarchy
Privileges Users Roles
Security Policy Role Provisioning Rules
Privilege Types: Functional Privileges
Privileges that determine the set of actions on non-data system
resources such as tasks, regions, jobs, web services
Example: View Opportunity
Internal Privilege name:
Action
Internal Oracle code A suffix indicating
that this privilege is a functional privilege
The protected system resource
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MOO_VIEW_OPPORTUNITY_PRIV
Functional Privilege: View Opportunity Action
v i e w
Resource
TaskFlowResourceType
Resource Definition
/WEB-
INF/oracle/apps/crmCommon/activities/publicUi/fuse/flow/ZmmFuseActivitiesAppointmentParticipants.xml#ZmmFuseActivitiesAppointmentParticipa nts
v i e w TaskFlowResourceType
v i e w TaskFlowResourceType
v i e w
v i e w
TaskFlowResourceType
TaskFlowResourceType
/WEB-INF/oracle/apps/crmCommon/activities/publicUi/fuse/flow/ZmmFuseActivitiesTaskAssignees.xml#ZmmFuseActivitiesTaskAssignees
/WEB-INF/oracle/apps/crmCommon/objects/publicUi/fuse/flow/ZmmFuseCustomerDetails.xml#ZmmFuseCustomerDetails
WebserviceResourceType
WebserviceResourceType
WebserviceResourceType
WebserviceResourceType
TaskFlowResourceType
WebserviceResourceType
TaskFlowResourceType
TaskFlowResourceType
TaskFlowResourceType
TaskFlowResourceType
invoke
invoke
invoke
invoke
v i e w
v i e w
v i e w
v i e w
invoke
v i e w
/WEB-INF/oracle/apps/crmCommon/objects/publicUi/fuse/flow/ZmmFuseObjectCustomerInfo.xml#ZmmFuseObjectCustomerInfo
/WEB-INF/oracle/apps/crmCommon/objects/publicUi/fuse/flow/ZmmFuseObjectCustomerInfo.xml#ZmmFuseObjectCustomerInfo
/WEB-INF/oracle/apps/crmCommon/objects/publicUi/fuse/flow/ZmmFuseObjectDetailsTF.xml#ZmmFuseObjectDetailsTF
/WEB-INF/oracle/apps/crmCommon/search/publicUi/flow/BasicSearchTF.xml#BasicSearchTF
/WEB-INF/oracle/apps/crmCommon/search/publicUi/flow/DefaultQueryTF.xml#DefaultQueryTF
invoke
invoke WebserviceResourceType
WebserviceResourceType
http://xmlns.oracle.com/apps/sales/baseSales/common/salesLookups/salesLookupService/LookupValuesService#findLookupValuesAsync
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#checkConstraint
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#deleteOpportunityContact
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#deleteOpportunityLeadAsync
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#deleteOpportunityResourceAsync
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#deleteOpportunitySource
http://xmlns.oracle.com/apps/sales/opptyMgmt/opportunities/opportunityService/OpportunityService#findOpportunity
/WEB-INF/oracle/apps/crmCommon/activities/publicUi/fuse/flow/ZmmFuseActivitiesMyActivityDetailsTF.xml#ZmmFuseActivitiesMyActivityDetailsTF
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/WEB-
INF/oracle/apps/crmCommon/activities/publicUi/fuse/flow/ZmmFuseActivitiesMyActivitiesGraphTF.xml#ZmmFuseActivitiesMyActivitiesGraphTF
Privilege Types: Data
Data Privileges Privileges that determine the set of actions that can be performed
on a system resource that controls data
Example: View Opportunity
Internal Privilege name: MOO_VIEW_ OPPORTUNITY_DATA
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Action
The protected system data resource
Internal Oracle code A suffix indicating
that this privilege is a data privilege
Data Privilege: View Opportunity
Action
Resource
Resource Definition
View
DbResource
Table MOO_OPTY
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Components of RBAC: Security Policy
A security policy is a unique association between a duty role and a
privilege.
Each duty role can include one or more security policies.
Types: Functional Security Policy and Data Security Policy
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Role Hierarchy
Privileges Users Roles
Security Policy Role Provisioning Rules
Functional Security Policy
WHO CAN DO WHAT
Functional Security Policy is a unique association between a duty
role and a function privilege.
Example: Opportunity Sales Manager Duty (a duty role) can Create Opportunity (a functional privilege)
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Role Hierarchy
Users Roles Privileges
Role Provisioning Rules Security Policy
Data Security Policy
WHO CAN DO WHAT ON WHICH SET OF DATA
Unique association between a duty role, a data privilege and a condition. A
condition is a filter or SQL where-clause that define the data set.
Example: Opportunity Sales Manager Duty (the duty role) can View Opportunity
(the privilege) where they are in the management chain of an opportunity sales
team member with view, edit, or full access (the condition)
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Role Hierarchy
Users Roles Privileges
Role Provisioning Rules Security Policy
RBAC Building Blocks
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User
Enterprise Roles
Duty Roles
Policies
Privileges
Close Opportunity
Create Opportunity
Delete Opportunity
View Opportunity
View Opportunity Interactions
View Opportunity Notes
View Opportunity Team
Job Role
Function Security policies
Opportunity Sales Representative Duty
Sales Representative Duty
Sales Representative
Mary Gilmore
View Opportunity + condition
Manage Opportunity Restricted Profile + condition
Manage Opportunity Revenue + condition
Manage Opportunity Team + condition
Manage Opportunity General Profile + condition
View Opportunity Note + condition
Manage Opportunity Note + condition
Abstract Role
Data Security policies
Related Duty Roles
Employee
Components of Access Control: Data Sharing Modes
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View All
Partners
RBAC
Team
Territory
Resource Hierarchy
Opportunity Schema for Sharing Modes
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Partner Team
Opportunity
Team
Account Team
Account Territory Team
Territory Team
Sharing Mode: Team
Opportunity
Opportunity Team
Users who are explicitly on the team can see the Opportunity record.
David Murphy is the record owner.
Note: PRM access is modeled with separate Partner Teams.
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Team Member Role (Team Function) Access
David Murphy Primary Sales Rep Full
Caren Carson Overlay Representative Edit
Tim Horton Product Specialist Edit
Sharing Mode: Resource Hierarchy
Users who are explicitly on the team can see the Opportunity record.
John Doe is manager of Caren Carson.
John Doe can see the Opportunity record.
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Opportunity
John Doe
Manager of
Opportunity Team
Caren Carson
Role (Team Function)
Primary Sales Rep
Overlay Representative Edit
Tim Horton Product Specialist Edit
Team Member
David Murphy
Access
Ful l
Sharing Mode: Inheritance from Account Team
Account Team
Team Member Role (Team Function) Access
David Murphy Primary Sales Rep Full
Caren Carson Overlay Representative Edit
Tim Horton Product Specialist Edit
Opportunity
Users who are explicitly on the Account team can see the
related Opportunity records.
This is also called “Account Team Selling.”
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Sharing Mode: Resource Hierarchy + Inheritance from Account Team
Opportunity John Doe
Account Team
Manager of Team Member Role (Team Function) Access
David Murphy Primary Sales Rep Full
Caren Carson Overlay Representative Edit
Tim Horton Product Specialist Edit
Users who are explicitly on the Account team can see the Opportunity record.
John Doe is manager of Caren Carson.
John Doe can see the Opportunity record.
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Sharing Mode: Inheritance from Parent
Opportunity
Opportunity Team
Interactions
Users who are explicitly on the Opportunity team can see the related
Interaction records.
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Team Member Role (Team Function) Access
David Murphy Primary Sales Rep Full
Caren Carson Overlay Representative Edit
Tim Horton Product Specialist Edit
Sharing Mode: Territory
West Jenny Lopez
East Mark Twain
Opportunity C A
Opportunity is associated with CA territory.
John Doe can see the Opportunity record.
Matt Lopez can see the Opportunity
record.
Mark Twain cannot see the
Opportunity record.
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USA John Doe
Sharing Mode: Inherited from Account Territory
Opportunity is associated with an Account. The Account is associated with the CA territory.
John Doe and Matt Lopez can see the Opportunity record.
John Doe and Matt Lopez can see the Interaction child record.
Mark Twain cannot see the Opportunity record nor the Interaction record.
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USA John Doe
Opportunity
West Matt Lopez
C A
Account
East Interactions Mark Twain
RBAC Data Security Rules for Sharing Modes
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View All
Partners
RBAC
Team
Territory
Resource Hierarchy
Where they are an opportunity sales team member with view,
Where they are in the management chain of an opportunity
Where they are a member of the opportunity sales account team
Where they are in the management chain of an opportunity
Where they are a territory resource in the opportunity territory
team or a territory resource with a descendant territory in the
opportunity territory team
Where they are a territory resource in the opportunity sales
account territory team or a territory resource with a
descendant territory in the opportunity sales account
territory team
Where they are a member of the account team of a partner
Where they are a member of a partner resource organization
whose partner organization is on the opportunity
edit, or full access
sales team member with view, edit, or full access
sales account team member
organization on the opportunity
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1 71 I Farber Sales Representative Duty
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1 71 I Opportunity Sales Representative Duty
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Sales Representative Duty
This is the applimtion role that inherit all duties performed by sales representatives,
General Application Role Hierarchy External Role Mapping External User Mapping
Inherits I Is Inherited By
Sales Representative Duty inherits permission from the following roles.
Actions blew . +Add K Remove a Open Find Policies
Application Role Summary Information
Display Name Opportunity Sales Representative Duty
Role Name MOO_OPPORTJNITY_SALES_REPRESENTATIVE_DUTY
Description Manages or views all aspects of the application. This role is for salespersons.
Category
a Create Policy 21 Find Polices
(Name
Dtplay Name
Description
r, 3 Sales Lead Follow Up Duty
r> 0 Personal Campaign Management Duty
r, 3 Person Information Management Duty
r, 3 Real Time Communication Management Duty
r, 3 Sales Party Management Duty
r, 3 Sales Party Review Duty
r, 3 Appointment Note Management Duty
r› 3 Appointment View Duty
r, 3 Interaction Management Duty
r> 0 Task Note Management Duty
r, 3 Sales Forecasting Duty
r, 3 Incentive Compensation Partidpation Duty (CRM)
r, 3 Opportunity Sales Account Sales Representative Duty
r> Opportunity Sales AccountTerritory Resource Duty
C, Opportunity Sales Representative Duty
Opportmity Territory Resource Duty
Mici_SALES_LEAD_FOLLOW_UP_DLIT'Y Processes sales lead for follow up actions including the qualification and conversion of sales lead to revenue opportunities.
MKT_PERSONAL_CAMPAIGN_MANAGEMENT_DUTY Manages seamed personal campaigns used to promote product or event to spedfic customers .
PER_PERSON_INFORMATION_MANAGEMENT_DUTY Manages person information.
ZCC_REAL_TIME_COMMUNICATION_MANAGEMENT_D UP( Allows to manage real time commun.tion.
ZCM_SALES_PARTY_MANAGEMENT_DUTY Manages creation and maintenance of the sales organizations and consumers for internal sales users. Additional duties include
ZCM_SALES_PARTY_REVIEW_DUTY Allows resources read-only access to sales parties information suds as manage customer work area and all sales party duties.
ZMM_APPOINTMENT_NOTE_MANAGEMENT_DUTY Manages creating and maintaining appointment notes.
ZMM_APPOINTMENT_VIEW_DUTY Manages viewing of appointment data.
ZMM_INT1ERACTION_MGMT_DUTY Manages creating and reviewing of interaction data. Interactions record inbound and outbound communications.
ZMM_TASK_NOTE_MANAGEMENT_DLITY Manages creating and reviewing of task notes data. Task notes record additional information about the spedfic thsk.
CN_INCENTIVE_COMPENSATION_PARTICIPATION_DUTY_C Review incentive report, plans, disputes incentive transactions, and payment for self MO
_OPPORTUNITY_SALES_ACCOUNT_SALES_REPRESEN Mews all aspects of the application. This role is for members of the sales account team.
-RJNITY_SALES_ACCOUNT_TEPRITORY_RESC Mews all aspect; of the application. This role is for members of the sales account territory team.
TUNITY_SALES_REPRESENTATIVE_DUTY Manages or views all aspects of the application. This role is for salespersons,
-RJNITY_TERRITORY_RESOURCE_DUTY Manages all aspects of the application. This role is for resources whose territories are on the opportunity territory team.
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Opportunity Sales Representative Duty
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1111Default Policy Domain
Manages or views all aspects of the application. This role is for salespersons.
General Applimtion Role Hierarchy External Role Mapping External User Mapping
Apply I Revert
Required Field
Display Name I Opportunity Sales Representative Duty
Role Name MOO_OPPORTUNITY_SALES_RERESENTATIVE_DLM Description
Manages or views all aspects of the application. This role is for
salespersons.
Ro l e Ca tego ry
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Name I Grant on Oppor
*DB Resource I Opportunity for Table MOO_OPTY
aSearch Authorization Poli...
Module I Opportunity Management
1 Edit Policy
Opportunity sales representative duty Qn
view opportunity where they are an
opportunity sales team member with view,
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A c t i o n s V i e w I a E ) Name
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Opportunity Sales Representative Duty
fi Sales Competitor Sales Representative Duty 4 Sales Reference Customer Sales Representative 4 Orade Fusion CRM for Microsoft Outlook Sales R 4
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1 71 I
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Start Data 12/2/10
End Date
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Access the opportunity for table MOO_OPTY where they are an opportunity sales team member with view, edit, or full access
&TABLE_ALIAS.opty_id IN (SELECT myopres.opty_id FROM Moo_opty_resources myopres WHERE myopres.resource_id = (SELECT HZ_SESSION_UTIL.GET_USER_PARTYID FROM dual ) AND myopres.access_level_code IN ('200', '300') )
Customizing Access Control: Tips for Success
This guidance assumes that after due diligence, you have concluded that the reference roles
provided do not meet your security needs.
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Customizing Access Control: Tips for Success
Leverage the default security settings whenever possible.
Use this best practice if you must make changes to the defaults:
Define the requirement clearly and determine the gaps.
Analyze the effect of changes that need to be made.
Record all changes in writing using ‘before’ and ‘after’ tags.
Discuss those changes with Oracle Support.
Understand how territory contributes to visibility and set up territories
with that in mind.
Note: DO NOT BE LAZY! We have seen implementations time and time again where every person has Sales Rep and Admin roles...
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Upgrade Considerations
Changes to the reference implementation provided by Oracle Sales Cloud creates conflicts.
Conflicts are detected by the Oracle Sales Cloud operations team and reported to the customer
MODIFICATION CONFLICTS
Artifact type: Application Role
Artifact Name: MOO_SALES_REPRESENTATIVE_DUTY
Description: This artifact is modified at attribute level in patch version and also in production.
Customer must accept or reject changes that caused the conflicts
Rejection of changes overwrites the customization
Acceptance of changes keeps the customization
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Other Resources
Fusion OER has a list of Roles and details about those roles per
application per version.
https://fusionappsoer.oracle.com/ - Select Role and Sales
Security Concepts and Examples in the Getting Started with
Oracle Sales Cloud guide
http://docs.oracle.com/cloud/131/user services/FASMC/F1012266A
N10741.htm#FASMC1012266
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How do I manage Personalization and Internationalization?
Currencies
• All currencies are enabled by default
Disable the currencies that your company will not use
-----You cannot change a currency code after you enable the currency,
even if you later disable that currency
You can enter start and end dates to set a date range for the
currency to be available to users
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If you leave Start Date blank, the currency is
valid immediately.
If you leave End Date
blank, the currency is
valid indefinitely.
Currencies: Default
Specify the default currency for your enterprise
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Currencies: Exchange Rates
Set up conversion (exchange) rates for your enabled
currencies.
You can set up daily rates as well as historical rates.
If you do not set up conversion rates for enabled currencies,
then you might have issues when:
Converting leads to opportunities, if the records are
using different currencies
Reporting on Opportunities which have multiple currencies
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Currencies: Setup Tasks
Go to “Manage Currencies” to disable the currencies that
you will not be using
Go to “Manage Currency Profile Options” to specify the
default corporate currency
Go to “Manage Conversion Rate Types” to set up exchange
rates
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Geographies
Geographies are reference data used to:
Validate addresses
Specify the geography component of a territory
Country names and their codes are seeded data.
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Geographies: Country by Country
For each country, you must:
Define the structure
Define the specific values to match the structure (hierarchy)
Specify validation
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City
State
New
York
New York
Country
Albany
USA
Los
Angeles
California
San
Francisco
Geography Data Load
There are 3 ways to enter Geography Structure and Data:
1. Use Native Sales Cloud data
2. Use structure and data that you already own (or get from a 3rd
party)
3. Manually enter the data
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Geography Data Load: Native Data
For R8, structure and data for the following countries is
provided as part of the base Sales Cloud License. Another 34
countries will be released with R9.
Countries Supported
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United States Austria Hungary Russia Canada Belgium Iceland Romania Denmark Mexico
Switzerland Finland Turkey France Norway Germany Poland Greece Portugal
Geography Data Load: Native Data
Steps:
1. Manage Geographies
2. Select the Country for which you want to import data
3. Actions Import Nokia Data
4. Process runs in the background
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Geography Data Load: Import
Geographies can be imported using the file import functionality
Data must be licensed from a 3rd party or already owned by the
customer
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For details about importing geographies, see the Importing Master Reference Geography Data implementation note (My Oracle Support Doc ID #1481758.1).
Geography Data Load: Manual Setup
Define all the geography types for each country that will be
used in your geography.
For example for United States:
– States have counties, which have cities, which have postal codes
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Geography Data Load: Manual Setup
Define the specific hierarchy values to match the structure
As you enter the values, you are setting up the hierarchy for that
country’s geography
– Example: New York (state), Albany (county), Albany (city), 12262 (postal code)
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Geography Data Load: Manual Setup
Define the level of validation.
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Geography Data Load: Manual Setup
• Specify if a list of values is available to users
• The list of values is generated from the geography data you
have entered
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Geography Data Load: Manual Setup
Specify if addresses that do not pass validation can be saved TIP: Always set this to “Error” to prevent bad data from being saved
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Set to “Error” so data cannot be
saved if validation fails
Geography: Alternate Geo Names
You can store alternate names for geographies.
Some geo data that you purchase might contain references in a
localized context.
– Example: Copenhagen (primary name), København (alternate name)
– This is not part of the translation functionality.
The system searches against both the primary and the alternate
names.
TIP: Most global organizations use the name in English as the
primary name.
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Geography: Alternate Geo Names Considerations
Alternate names appear in the UI along with the primary names in
these areas:
Admins will see both names in the Detail pages for adding geographies.
End users will see both names in the list of values when entering
addresses (if you enable the LOVs).
– This can cause some confusion and clutter, so decide if you want to include
alternate names.
– Avoid alternate names if you want to force name consistency across your
organization.
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Geographies: Setup Tasks
Go to “Manage Geographies” to define the structure,
manually enter the values for the hierarchy, and specify the
address validation
Go to “Manage Address Formats” to specify the format of
an address for a geography
Go to “Manage File Import Activities” to start importing your
geo data
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Tips for Success: Geographies
Include all the geography types (state, county, city, etc.) that
you may need in your geography structures, even if you do not
expect to upload data for all of those geography types
immediately
If you must modify geography structures after your geography data
is initially loaded, you will need to delete the data first
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Tips for Success: Geographies
Specify Geography Validation at the appropriate level (level that you
want to validate)
Ensures that records will be properly assigned based on your
territory definition
• Prevents users from entering incomplete addresses
– Example: With the North America address style format, the address must have
the correct country, state, and postal code combination based on the geography
hierarchy data to be considered geographically valid.
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Tips for Success: Geographies - Validations
Set the “Geography Validation Control for Country” to “Error”
This prevents users from saving an address that does not pass
validation during address entry
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Tips for Success: Geographies - LOVs
Select the Enable List of Values option, if you are sure that the data
is complete.
This renders the values as a list of values (LOV) in the user interface.
Select this at the appropriate level, such as State or Region.
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Tips for Success: Geographies - LOVs
Consider the pros and cons of enabling LOVs
LOVs at levels such as City or Zip Code can produce a long list
of values that might be cumbersome for end users
Using LOVs can prevent users from saving the address, if the
address does not appear in the LOV
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How do I set up
Mobile and Outlook
Release 8?
Agenda
Oracle Sales Cloud Mobile – Key Capabilities
Oracle Sales Cloud Mobile vs. Salesforce1
Oracle Sales Cloud for Outlook – Key Capabilities
Oracle Sales Cloud for Outlook vs. Salesforce for Outlook
Roadmap
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Oracle Sales Cloud Mobile
Role-based Perspective of Mobile Benefits
Role
Sales Rep
Sales Exec
Sales Ops
How to achieve Objective
Ensure tools are easy to use
More reps using results in better data for all
Provide relevant information to
increase productivity, not just a tool for
managers
Track updates to opportunities in real-
time anytime anywhere
Objective
Enable more selling with
mobile tools that provide
updates without extra effort
Improve forecast visibility
Increased collaboration
between managers and reps
Customize the mobile
experience with easy to use
tools
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Oracle Sales Cloud Mobile Key Capabilities
Real-time access to data
Contact & Calendar accessible offline
Read/Write access to key objects
Contacts, Calendar, Tasks
Customers, Leads, Opportunity, Notes, Interactions
Alerts, Top level Custom objects
Forecast and Forecast Items: View/Edit/Submit/Adjust
Search & AroundMe
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Oracle Sales Cloud Mobile Key Capabilities
Mobile and Social
Disconnected Mode
Integration with Oracle Social Network
Interactive Analytics
Object Enhancements: Create
Customers, Enhanced Activities, Custom
Child Objects
Support for Saved Searches
Automatic Geocoding
Oracle Voice
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Broad Support for Devices & Platforms
Apple iOS 5.0, 6.0, 7.0
iPhone 3GS, 4, 4S, 5C, 5S & iPad
Android 4.0.2 and up
Smartphone and tablet (7” and 10”) devices
5.0, 6.0, and 7.0
Models: Bold, Storm, Curve, Torch
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Disconnected Mode Access critical data anywhere, anytime
Offers Read access to data in
disconnected mode
Saves specific customer information
locally
Automatically stores recently viewed information
Allows seamless transition between
online and offline accessibility
Oracle Social Network Integration Collaborate with sales team members
Display conversations on Oracle
Sales Cloud Mobile objects (e.g.
Lead, Opportunity, Account, Contact,
Household and custom objects)
Show conversations in context
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Interactive Analytics
Enhanced analytics from your mobile device
Drill down to more detailed
information
View embedded charts
Show categories in a table
format
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Custom Child Objects Associate new custom child objects to parent objects
New customization
options: – Add custom child
objects
– Define List and Detail views for
custom child objects
• Search on Custom Child Objects
Deploy to all supported mobile
platforms and devices
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Create Customers Add new customers from anywhere, anytime
Create Customers
(e.g. Account, Contact or Household)
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Enhanced Activity Management
Create follow-ups and sales tasks
Appointments:
– Create Interactions
– Create Tasks
– Remove Invitees
Tasks:
– Create Interactions
– Create Appointments
– Remove Assignees
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Saved Searches
Find critical information faster Search precisely by using
multiple fields and selected record
sets
Use “equal”, “begins with”,
“contains”, “ends with” to search
Saved Searches from desktop
browser are displayed on Oracle
Sales Cloud Mobile
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Automatic Geocoding
Find Customers, Contacts, Leads and Opportunities near your location
AroundMe is now automatically
enabled
No customization is required
Location information is automatically geocoded
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Oracle Voice
Capture data faster
Execute transactions quickly using
voice interaction with text and touch
capabilities
Capture data faster and more
effectively with a conversational
approach
Augment existing mobile solutions
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Key Takeaways
Disconnected Mode
Integration with Oracle Social Network
Interactive Analytics
Object Enhancements: Create
Customers, Enhanced Activities, Custom
Child Objects
Support for Saved Searches
Automatic Geocoding
Oracle Voice
Mobile and Social
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Oracle Sales Cloud Oracle Sales Cloud for Outlook
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Oracle Sales Cloud for Outlook Key Capabilities
Customer, Opportunity, and Lead data available in
Outlook
Calendar, Contact, and Task data consolidated in
Outlook
Sales reps can easily save customer e-mails to SFA
Sales reps can access sales data while disconnected
from network Oracle Sales
Cloud for Outlook
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Oracle Sales Cloud for Outlook Key Capabilities
Complete a majority of Outlook customizations
directly in App Composer
Quickly access critical records using ‘Favorites’
Associate data in Outlook directly to records in Oracle
Sales Cloud
Faster synchronization and better diagnostic tools
improve the user experience Oracle Sales
Cloud for Outlook
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Oracle Sales Cloud for Outlook
Search, Create and Manage Sales Data in Outlook
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Lead
Opportunity
Customer
Outlook Configuration Easy Customization using Application Composer
One configuration tool for
all Oracle Sales Cloud
channels: Web, Mobile and
Outlook
Customize Layouts,
Data Synchronization,
Event Validations and
Installation Settings
Improve the customer
experience during
patching/upgrade
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Includes a ‘Favorites’ filter to make critical information easier to find.
Favorites Find what you need faster
Allows users to mark Customers
and Contacts as favorites
Quickly find the Customers and Contacts that are most needed
Improve sync performance in
Outlook by syncing only favorites
Online Lookup
Increase sync time performance
Increase the performance of sync times by
associating data in Outlook to specific
records in Oracle Sales Cloud, including:
– Contacts
– Customers
– Leads
– Opportunities
– Products
– Product Groups
– Resources
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Improved Synchronization Faster sync means quick access to data and improved productivity
Perform synchronizations faster
Download attachments only when
needed
Send Diagnostic files to a central
location to better manage user
experience
Enable users to forward error logs
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Key Takeaways
Configuration in Application Composer - Complete the
majority of customization tasks using Application Composer
Favorites - Quickly access critical records using ‘My Favorites’
Online Lookup - Associate data in Outlook directly to
records in Oracle Sales Cloud
Improved Synchronization - Improve the user experience
with faster synchronization and better diagnostic tools
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Oracle Sales Cloud Delivers
Ease of Use Simplified UI expanded to include: Account,
Contact, Forecasting, Sales Campaigns
Key sales rep processes streamlined
Improve Lead search and mass update of Leads
Intuitive Territory Management setup
Extensibility Dynamic layout and child custom objects for Simplified
UI
Simplified UI extension: custom objects, sub-tabs,
buttons, action menus, drilldowns
Full extensibility support in Account, Contact,
Assets, Forecasting
Extensible attributes in Assignment Rules Core SFA B2C – Person Centric Contact Mgmt, Households,
Sales Predictor for B2C
Product & Unit based quotas
Partner self-service user registration
File based import/export for Territories
Audit objects: Sales Rep, Manager, Sales Planning
Social Sharing Account Center (account, contact, and
groups/households) and custom objects and fields
Release 8
Analytics Configurable Sales Dashboards
Historical Opportunity and Forecast trending
Embedded reports in simplified UI
Pre-built reports for Leads, Opportunities, Customers, Forecast and Partners
Customer Data Management Enhanced account and contact integrations
Survivorship framework to improve Account de-duplication
Geo code and spatial support
Mobile (Smart Phone and Tablet) Disconnected mode
Oracle Social Network Integration
Custom child objects and Customer Create
Saved Searches and Automatic Geocoding
CX Integrations Marketing Cloud: Closed loop ROI reporting with opportunity
sync. Publish campaign attributes and marketing responses
DaaS: Enable real-time Account and Contact data enrichment
EBS: Bi-directional sync of account and contact from Sales
Cloud to EBS. Manage EBS quotes from Sales Cloud
JDE: Sync account, contact and manage quotes from Sales
Cloud Outlook Integration
Customization through Application Composer
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Additional Resources
Video
Oracle Sales Cloud Mobile (Sales Rep using Smartphone):
http://www.youtube.com/watch?v=pj7vCfuidkg Oracle
Sales Cloud Mobile (Sales Manager using Tablet):
http://www.youtube.com/watch?v=16dgyX6EAPw
Oracle Sales Cloud for Outlook (Sales Rep using Desktop/browser)
-http://www.youtube.com/watch?v=TKe9Z2R1fbs
Contact us on OSN
Oracle Sales Cloud Mobile conversation: [Oracle Internal]
https://osn-fusioncrm.oracle.com/
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