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.

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

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.


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


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


Getting Oracle Sales Cloud – STEP 2

•The customer completes the questionnaire.


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


Production Non-Production

(Stage / Test )

Production Environment

Environment for Production-level activities

Sized for Production user loads

Monthly scheduled maintenance


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


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


My Account


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


Provides Metrics on users, data and system uptime

Identity Self Service

Allows you to change user names and passwords for

cloud.oracle.com services.


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...


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)


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


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.


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


Quick Steps Guide

Use the Getting Started guide to continue setting up a simple

instance for users to become familiar with the application


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.


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.


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.


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


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


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


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


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


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


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


Components of Access Control

View All

Partners

RBAC

Team

Territory

Resource Hierarchy


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.


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.


Role Hierarchy

Users Privileges Roles


Components of RBAC: Terminology

Privilege (or Entitlement)

Most granular level in role based access control

Also called permission in RBAC terminology


Role Hierarchy

Users Privileges Roles


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.


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


Role Hierarchy

Users Roles Privileges


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.


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.


Role Hierarchy



Role Provisioning Rules: User Interface


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.


Users Privileges

Role Hierarchy

Roles


Types of Roles: Overview


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


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


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


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


Users Privileges

Role Hierarchy

Roles


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.


Role Hierarchy



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


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


Role Hierarchy



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


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



/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










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


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


/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


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


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


Role Hierarchy



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)


Role Hierarchy



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)


Role Hierarchy



RBAC Building Blocks


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


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


View All

Partners

RBAC

Team

Territory

Resource Hierarchy

Opportunity Schema for Sharing Modes


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.


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.


Opportunity

John Doe

Manager of

Opportunity Team

Caren Carson

Role (Team Function)

Primary Sales Rep

Overlay Representative Edit


Team Member

David Murphy

Access

Ful l

Sharing Mode: Inheritance from Account Team

Account Team





Opportunity

Users who are explicitly on the Account team can see the

related Opportunity records.

This is also called “Account Team Selling.”


Sharing Mode: Resource Hierarchy + Inheritance from Account Team

Opportunity John Doe

Account Team

Manager of Team Member Role (Team Function) Access




Users who are explicitly on the Account team can see the Opportunity record.

John Doe is manager of Caren Carson.



Sharing Mode: Inheritance from Parent

Opportunity

Opportunity Team

Interactions

Users who are explicitly on the Opportunity team can see the related

Interaction records.






Sharing Mode: Territory

West Jenny Lopez

East Mark Twain

Opportunity C A

Opportunity is associated with CA territory.


Matt Lopez can see the Opportunity

record.

Mark Twain cannot see the

Opportunity record.


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.


USA John Doe

Opportunity

West Matt Lopez

C A

Account

East Interactions Mark Twain

RBAC Data Security Rules for Sharing Modes


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


Create Enterprise Roles

Manage Duty Roles

Manage Role Hierarchies Manage Security Policies


Authorization Policy

Oracle Identity

APM

OIM Manager

Manager

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Manage Offerings and Options

Manage Features

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Manage Task Lists and Tasks

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Topology Registration

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Manage Offerings and Options

Manage Features

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Manage Task Lists and Tasks

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Topology Objects

Manage Domains

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Review Topology

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Entitlements Resource Center

0 How to get started with Oracle Entitlement Server

0 How to navigate Authorization Policy Manager

0 How to configure Applimtion Access

0 How to configure Applimton Policy

0 How to configure Delegated Administration

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Authorization Management

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1 71 I Partner Sales Representative Duty

Opportunity Partner Sales Representative Duty Ci)

Opportunity Sales Account Sales Representative

1 71 I Opportunity Sales Representative Duty

lwi Sales Competitor Sales Representative Duty

Sales Reference Customer Sales Representative

Orade Fusion CRM for Microsoft Outlook Sales R

a Mobile CRM Sales Representative Duty

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Home 0 Sales Representative Duty

am Appli.tion Roles


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.

https://fap0581-fs,oracleads..com/apm/faces/AuthPolicyMgr.j:px7FS_SOURCE=FSkafrLoop=287325855764300DilfsT2013 -05-13,15:49:30321&_afrWindowMode=08ipageTtle= Manage+ Data -F Security+ Policieskadf.ctrl-state=f4bygel2e_198# Orade Entitiement Server 111.1.1.6.0




Search(?) For Application Roles

In a rn i i l


72 Drowse (41 Search Results

A c t i o n s V i e w I a E) Name

Sales Representative Duty 0

Partner Sales Representative Duty

Opportunity Partner Sales Representative Duty C..D

Opportunity Sales Account Sales Represenative


lwi Sales Competitor Sales Representative Duty la)

Sales Reference Customer Sales Representative (i)

Orade Fusion CRNI for Microsoft Outlook Sales R 0 ® Mobile CRM Sales Representative Duty

1 71 I

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Home .a Sales Representative Duty 0 Opportunity Saks Represe...

am Appli.tion Roles


Find Pokes

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

Copyright i© 2011, Orade and/or it affiliates. All rights reserved. Orade Entitlements Server I 11.1.1.6.0

4

Role Hierarchy



Functional Policies Data Security Policies

5

Role Hierarchy



Functional Policies Data Security Policies



Home .a Sales Representhtive a Opportunity Sales Represe...

Data Security Policy: Edit

General Information Roles Rule

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,

edit, or full access


Search (?)


I n a m

Sales Represerrlative Duty

72 Browse C Search Results

A c t i o n s V i e w I a E ) Name


Partner Sales Representative Duty

Opportunity Partner Sales Representative Duty a Opportunity Sales Account Sales Representative


fi Sales Competitor Sales Representative Duty 4 Sales Reference Customer Sales Representative 4 Orade Fusion CRM for Microsoft Outlook Sales R 4

® Mobile CRM Sales Representative Duty

1 71 I

r.

1 71 I

Start Data 12/2/10

End Date

Descr ipt ion

S a v e

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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.


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...


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


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


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


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


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


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


Geographies

Geographies are reference data used to:

Validate addresses

Specify the geography component of a territory

Country names and their codes are seeded data.


Geographies: Country by Country

For each country, you must:

Define the structure

Define the specific values to match the structure (hierarchy)

Specify validation


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


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


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


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


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



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)



Define the level of validation.



• Specify if a list of values is available to users

• The list of values is generated from the geography data you

have entered



Specify if addresses that do not pass validation can be saved TIP: Always set this to “Error” to prevent bad data from being saved


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.


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.

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

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


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


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.


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


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.


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


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


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


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


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


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



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



Enhanced analytics from your mobile device

Drill down to more detailed

information

View embedded charts

Show categories in a table

format


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


Create Customers Add new customers from anywhere, anytime

Create Customers

(e.g. Account, Contact or Household)


Enhanced Activity Management

Create follow-ups and sales tasks

Appointments:

– Create Interactions

– Create Tasks

– Remove Invitees

Tasks:

– Create Interactions

– Create Appointments

– Remove Assignees


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


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


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


Key Takeaways

Disconnected Mode

Integration with Oracle Social Network


Object Enhancements: Create

Customers, Enhanced Activities, Custom

Child Objects

Support for Saved Searches

Automatic Geocoding

Oracle Voice

Mobile and Social


Oracle Sales Cloud Oracle Sales Cloud for Outlook


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


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


Oracle Sales Cloud for Outlook

Search, Create and Manage Sales Data in Outlook


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



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


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


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


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


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/


implementation partner workshop - oracleoukc.oracle.com/static14/opn/events14/166716/oracle sales...

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