Oracle Sales Cloud Release 11

Oracle Sales Cloud
Release 11
Release Content Document
December 2015
Revised: January 2016
TABLE OF CONTENTS
REVISION HISTORY .................................................................................................................................................6
OVERVIEW .............................................................................................................................................................7
About This Document ........................................................................................................................................... 7
SMARTPHONES ......................................................................................................................................................8
ORACLE SALES CLOUD MOBILE APP ............................................................................................................................8
Dynamic Choice List Fields for Mobile Pages ..................................................................................................................... 8
CALL REPORT APP ..................................................................................................................................................9

DEAL MANAGEMENT APP ........................................................................................................................................9
MOBILE COMMISSIONS APP ................................................................................................................................... 10
TABLETS ............................................................................................................................................................... 11
ORACLE MOBILYTICS ............................................................................................................................................. 11
Customize Reporting Metrics........................................................................................................................................... 11
RETAIL EXECUTION TABLET APP ............................................................................................................................... 12

SALES ANALYTICS ................................................................................................................................................. 13
Channel Sales Manager Dashboard ................................................................................................................................. 13
Prebuilt Report for Customer Asset Analysis ................................................................................................................... 13
Prebuilt Reports for Partner Sales Reps ........................................................................................................................... 13
Reports Combining Standard and Custom Subject Areas ................................................................................................ 14
New Subject Areas for Relationship Reporting ................................................................................................................ 14
New Subject Areas for Account Asset Reporting ............................................................................................................. 14
Enhanced Quota Reporting .............................................................................................................................................. 14
New Subject Areas for Account and Contact Notes ......................................................................................................... 14
Long Text Fields in Reports .............................................................................................................................................. 14
Partner Hierarchy Reporting ............................................................................................................................................ 14
Enhanced Error Handling ................................................................................................................................................. 15
Updated User Interface ................................................................................................................................................... 15
CORE SALES FORCE AUTOMATION ....................................................................................................................... 16

Mass Record Transfer ...................................................................................................................................................... 16
GLOBAL SEARCH AND LIST MANAGEMENT ................................................................................................................. 16

Wildcard Characters......................................................................................................................................................... 16
ACCOUNTS AND CONTACTS..................................................................................................................................... 17

Territory Assignment Based on Account Owner .............................................................................................................. 17
Favorites .......................................................................................................................................................................... 17
Multiple Industry and Organization Classifications .......................................................................................................... 17
Influence Map .................................................................................................................................................................. 17
Contact and Household Assessments .............................................................................................................................. 18
Contract Details ............................................................................................................................................................... 18
Configuration and Customization Options for Contacts .................................................................................................. 18
CALENDAR AND ACTIVITIES ..................................................................................................................................... 19

Deal Calendar ................................................................................................................................................................... 19
OPPORTUNITIES ................................................................................................................................................... 19
Configurable Credit Recipients and Forecast Territories ................................................................................................. 19

Browse Product Catalog................................................................................................................................................... 19
SALES FORECASTING.............................................................................................................................................. 20
Unit-Based Forecasting .................................................................................................................................................... 20
Enhancements for Simplified Forecasting........................................................................................................................ 20
PRODUCTS AND PROMOTIONS................................................................................................................................. 21

Simplified Product Definition ........................................................................................................................................... 21
Manage Promotions ........................................................................................................................................................ 21
Web Services for Products and Price Books..................................................................................................................... 21
Product and Price Book Import ........................................................................................................................................ 21
PARTNER RELATIONSHIP MANAGEMENT ............................................................................................................. 22

Deal Management App .................................................................................................................................................... 22
Channel Sales Manager Dashboard ................................................................................................................................. 22
Business Plans and Objectives ......................................................................................................................................... 22
Marketing Development Funds (MDF)............................................................................................................................. 23
Partner Program Management ........................................................................................................................................ 23
Partner Hierarchies and Distributor-Reseller Relationships ............................................................................................ 23
Partner Home Page Announcements............................................................................................................................... 23
Self-Service Registration for Partners .............................................................................................................................. 24
Partner User Impersonation ............................................................................................................................................ 24
Accept or Reject Leads From Email .................................................................................................................................. 24
CONTRACTS ......................................................................................................................................................... 25
External Web Services for Contracts ................................................................................................................................ 25
Overriding the Electronic Signature Process .................................................................................................................... 25
Negotiate Pricing Adjustments for Product Groups ......................................................................................................... 25
Contract Flexfield Attributes Based on Contract Type ..................................................................................................... 25
SALES PERFORMANCE MANAGEMENT ................................................................................................................. 26

QUOTAS ............................................................................................................................................................. 26
Compatibility with Simplified Territory Management ..................................................................................................... 26
TERRITORIES........................................................................................................................................................ 26
Streamlined Synchronization Process .............................................................................................................................. 26
INCENTIVE COMPENSATION .................................................................................................................................... 27

Mobile Commissions App ................................................................................................................................................ 27
Compensation Plan Distribution Enhancements ............................................................................................................. 27
Custom Rollup Summarization......................................................................................................................................... 27
Purge Test Data ................................................................................................................................................................ 27
CUSTOMER DATA MANAGEMENT........................................................................................................................ 28

Social Data Enrichment .................................................................................................................................................... 28
Blue Coat Cloud Data Protection ..................................................................................................................................... 28
INDUSTRY SOLUTIONS ......................................................................................................................................... 29

HIGH TECH AND MANUFACTURING........................................................................................................................... 29
Bid Management ............................................................................................................................................................. 29
Configurable Sales Home Page for High Tech and Manufacturing .................................................................................. 29
FINANCIAL SERVICES ............................................................................................................................................. 30
Financial Profile for Contacts ........................................................................................................................................... 30

Enhanced Needs Analysis ................................................................................................................................................ 30
Enhanced Pages for Retail Bankers .................................................................................................................................. 30
Oracle Policy Automation Integration.............................................................................................................................. 31
CONSUMER GOODS .............................................................................................................................................. 32

Retail Execution .................................................................................................................................................. 32
Retail Execution Tablet App ............................................................................................................................................. 32
Custom Store Visit Tasks .................................................................................................................................................. 32
Store Visit Duration .......................................................................................................................................................... 33
Trade Promotion Management.......................................................................................................................... 33

Trade Funds ..................................................................................................................................................................... 33
Multiple Fixed Tactics for Account Promotion ................................................................................................................. 33
Multiple Variable Tactics for Promotions ........................................................................................................................ 33
Per-Account Sales Target ................................................................................................................................................. 33
Price Book ........................................................................................................................................................................ 33
Promotion Evaluation ...................................................................................................................................................... 34
Configurable Sales Home Page ........................................................................................................................................ 34
COMMUNICATIONS ............................................................................................................................................... 35
Configurable Sales Home Page for Communications ....................................................................................................... 35
Sales Coach for Contract Renewals .................................................................................................................................. 35
Enhanced Pages for Communications Sales Reps ............................................................................................................ 35
INDUSTRY SOLUTION PLATFORM .............................................................................................................................. 36

Industry Solution Patch Updates ..................................................................................................................................... 36
CONFIGURATION AND CUSTOMIZATION ............................................................................................................. 37

APPLICATION COMPOSER ....................................................................................................................................... 37
Summary Boxes for Custom Objects ................................................................................................................................ 37
Create Action on Subtabs ................................................................................................................................................ 37
Full-Page Create and Edit Pages for Subtabs ................................................................................................................... 37
Customizable Object Icons ............................................................................................................................................... 38
Configuration and Customization Options for Contacts .................................................................................................. 38
Direct Linking From Email ................................................................................................................................................ 38
Object Workflow Enhancements ..................................................................................................................................... 38
Sandbox Enforcement ...................................................................................................................................................... 38
Enhanced Groovy Validation............................................................................................................................................ 39
INTEGRATIONS ..................................................................................................................................................... 40
Oracle Integration Cloud Service ..................................................................................................................................... 40
Integrating Oracle Sales Cloud with Oracle Service Cloud ............................................................................................... 40
RESTful Web Services ....................................................................................................................................................... 40
ID Propagation and Federation for SaaS and PaaS........................................................................................................... 41
SETUP AND MAINTENANCE ................................................................................................................................. 42

Updated User Interface ................................................................................................................................................... 42
Improved Landing Experience.......................................................................................................................................... 42
Setup Based on Offerings and Functional Areas .............................................................................................................. 42
ASSIGNMENT MANAGER ........................................................................................................................................ 42

Custom Object Assignment .............................................................................................................................................. 42
CUSTOMIZATION MIGRATION ................................................................................................................................. 43

Enhanced Customization Migration ................................................................................................................................. 43
SIMPLIFIED SETUP................................................................................................................................................. 44
Enhanced Master Geographies Load ............................................................................................................................... 44
Seeded Role Provisioning Rules ....................................................................................................................................... 44
REVISION HISTORY
This document will continue to evolve as existing sections change and new information is added. All
updates are logged below, with the most recent updates at the top.
Date
19 JAN 2016
Whats Changed
Multiple Industry and Organization
Classifications
19 JAN 2016
Incentive Compensation
19 JAN 2016
Compensation Plan Distribution

Enhancements
Customer Data Management
Enhanced Pages for Retail Bankers
Trade Funds
Enhanced Pages for Communications
Sales Reps
Object Workflow Enhancements
19 JAN 2016
19 JAN 2016
19 JAN 2016
19 JAN 2016
19 JAN 2016
19 JAN 2016
19 JAN 2016
15 DEC 2015
Setup and Maintenance

Seeded Role Provisioning Rules
Notes
Consolidated Account Assignment for
Multi-Value Account Classifications and
Opportunity Assignment for MultiValue Account Classifications
descriptions into one enhancement.
Configurable Payment Approval
Workflow and Compensation
Paysheet Payment Tracking
enhancements moved to earlier
release.
Updated enhancement information.
Feature moved to later release.
Consolidated Configurable Task
Owners and Assignees in Object
Workflow and Configurable Email
Recipients in Object Workflow
descriptions into one enhancement.
Added Additional features.
Initial Document Creation
OVERVIEW
Oracle Sale Cloud Release 11 offers more advanced PRM capabilities, tools and utilities for data security
and integration development, further investment in preconfigured industry solutions, and
enhancements focused on sales team productivity.
Oracle Sales Cloud is improving productivity for channel sales managers and partners both in and out of
the office. Expanded partner relationship management capabilities include a new Deal Management
app, partner program management, self-service registration for partners and much more.
Oracle recognizes the importance of data security by focusing on the protection of personally
identifiable information using additional security settings and integration with Blue Coat Cloud Data
Protection, offering data residency protection through tokenization. Integrating Oracle Sales Cloud with
other cloud and on-premises applications is vastly accelerated with the introduction of Oracle
Integration Cloud Service (ICS).
Oracle continues to invest in preconfigured industry solutions. The current industry solutions (High Tech
and Manufacturing, Financial Services, Consumer Goods, and Communications) offer expanded
capabilities and new tools with Release 11.
Continued improvement in core sales force automation, expanded configuration and customization
options, new and improved smartphone apps, simplified product management, and the addition of
more prebuilt reports and custom analytics capabilities help sales teams increase efficiency and close
more deals.
ABOUT THIS DOCUMENT
Enhancements marked with a diamond are included in Release 11 but will not be present in the initial
delivery.
SMARTPHONES
Sales teams can access Oracle Sales Cloud on smartphones to quickly execute transactions and
maximize selling time. Release 11 offers sales reps greater efficiency with more capabilities built into the
Call Report app. Sales reps can view appointments, log call reports, and review previous meeting details
using their smartphones. The new Deal Management app gives channel account managers the flexibility
to complete deal management tasks quickly while away from the office. Oracle Sales Cloud Mobile has
been enhanced to support dynamic choice lists for standard and custom objects. For companies using
incentive compensation, the new Mobile Commissions app gives sales reps anytime, anywhere access to
their compensation details.
To begin using Release 11 smartphone apps, download the latest version from the Apple App Store
(iPhone) or Google Play (Android).
The smartphones and tablets
document.
icon indicates enhancements that appear in other sections of this
ORACLE SALES CLOUD MOBILE APP

The Oracle Sales Cloud Mobile app is the most efficient way for sales reps, managers and executives to
access Oracle Sales Cloud from a smartphone.
DYNAMIC CHOICE LIST FIELDS FOR MOBILE PAGES
Dynamic choice lists are now available for Oracle Sales Cloud Mobile. Using Application Composer, sales
administrators can customize mobile pages in Oracle Sales Cloud to include dynamic choice list fields for
standard and custom objects. For example, sales administrators can add a custom Service Agreement
field to the Oracle Sales Cloud Mobile account or opportunity screens.
CALL REPORT APP

The Call Report app is designed to help sales reps complete tasks in one minute or less, improving their
productivity and increasing sales. With Release 11, sales reps can:
View all of their appointments

View all call reports they have logged
See the call reports they need to complete
Dismiss calls from the Calls To Log list
Add pre-defined objectives to call reports
Add attachments to call reports
Update a contacts buying role and affinity
Create ad hoc call reports to log ad hoc activities
Call, email, message or locate contacts
DEAL MANAGEMENT APP

The Deal Management app is a single-purpose app that enables channel account managers to complete
deal management tasks quickly, improving their productivity and increasing sales. Using the Deal
Management app on their smartphones, channel account managers can:
Approve, reject or return deal registrations

Add comments to returned and rejected deals
View all pending, rejected and returned deals
View all opportunities
Identify potential duplicate opportunities
Call, email, message or locate partner contacts
See related enhancements in the Partner Relationship Management section of this document.
MOBILE COMMISSIONS APP

For companies using Oracle Incentive Compensation, the Mobile Commissions app allows sales reps to
review their compensation details anytime, anywhere. By simply opening the app, sales reps get a quick
snapshot of their commissions and bonus payments with easy access to further details, including:
Last Incentive Payment

Current Earnings
Current Credit Attainment
Disputes
Performance
Payment Period Statement
Sales Reps can also keep track of commission progress. The Updates tab shows the last three earnings,
credits and payment transactions. If specific details are needed, organizations can choose to offer
interactive custom reports that display in real time within the Mobile Commissions app.
See related enhancements in the Incentive Compensation section of this document.
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TABLETS
The Oracle Mobilytics app helps sales leaders gain important business insights using an iPad. New
customization options allow organizations more autonomy to change default metrics and report
parameters to offer sales executives the most meaningful data. The new Retail Execution tablet app is
specifically designed to allow retail sales reps in the consumer goods industry to execute store visits
with ease.
Oracle sales cloud apps for tablets are available from the Apple App Store.
The smartphones and tablets
document.
icon indicates enhancements that appear in other sections of this
ORACLE MOBILYTICS
Oracle Mobilytics provides sales executives with unprecedented mobile business intelligence, insight
into sales performance, and the power to model forecasts with interactive graphics created specifically
for the iPad.
CUSTOMIZE REPORTING METRICS
Customize Oracle Mobilytics to show the most meaningful metrics and Key Performance Indicators
(KPIs). Sales administrators can customize report metrics to suit the organizations business needs. The
following customizations are now possible:
Specify the number of years worth of data to be analyzed within Oracle Mobilytics.
Opportunity data in the Oracle Mobilytics app is based on the fiscal year defined in Oracle
Sales Cloud.
Determine the opportunity size on the Deal Radar Report by defining a range for the
opportunity revenue amounts.
Change the number of months that determines whether opportunities are placed in the
inner, middle, or outer bands on the Deal Radar Report, Time-Months view. By default, the
inner circle displays opportunities that will close in the current month; the middle circle
displays opportunities that will close next month; and the outer circle displays opportunities
that will close three months from the current date.
Change the number of interactions that determines whether opportunities are placed in the
low, medium, or high bands on the Deal Radar Report, Sales Activity view. By default, the
inner circle displays opportunities with eight or more interactions; the middle circle displays
opportunities with four to eight interactions; and the outer circle displays opportunities
with four or less interactions.
Customize the tenure and attainment percent on the Team Tracker performance card by
specifying different tenures and attainment rates.
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RETAIL EXECUTION TABLET APP

Available in both online and offline modes, the new Oracle Sales Cloud Retail Execution app enables
retail sales reps to plan and execute retail store visit tasks using their tablet device:
View a list of store visit appointments

Review a guided store visit task list
Prepare for the store visit using the Account 360
Check in to begin the store visit
Audit inventory
Present promotions and add promotional items to the shopping cart
Order products on site to restock inventory
Capture signatures and submit shopping cart items to create an order
Check out to end the store visit
Mark tasks as complete
The app automatically captures the time for each store visit, from check in to check out, allowing sales
managers to measure the efficiency of store visits. The Oracle Sales Cloud Retail Execution app is
compatible with iPad and Android tablet devices.
See related enhancements in the Retail Execution section of this document.
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SALES ANALYTICS
Oracle Sales Cloud offers embedded sales analytics to identify key events, guide sales activities and
improve deal performance. Release 11 provides expanded analytics capabilities, more prebuilt reports,
and a fresh visual design for Oracles Business Intelligence tools. A new dashboard gives channel sales
managers easy access to key performance indicators. Sales administrators have more options to create
targeted reports for sales teams, including the ability to create reports combining standard and custom
subject areas and the option to show account and contact relationships and long text fields in reports.
Enhanced error handling and an updated user interface make it even easier to create effective and
useful reports.
The sales analytics
icon indicates enhancements that appear in other sections of this document.
CHANNEL SALES MANAGER DASHBOARD

The channel sales manager dashboard offers six prebuilt Key Performance Indicators (KPIs) that provide
easy access to relevant information and help channel sales managers stay productive and close more
deals. Available from the Dashboard icon, the dashboard includes these prebuilt KPIs:
Actual vs. Quota

Top Open Opportunities
Stalled Opportunities
Open Pipeline
Deal Registrations
Team Performance
See related enhancements in the Partner Relationship Management section of this document.
PREBUILT REPORT FOR CUSTOMER ASSET ANALYSIS
The new, prebuilt Customer Asset Analysis report helps sales managers analyze the composition of their
customers owned assets (installed base) for each industry, geography, and product line.
PREBUILT REPORTS FOR PARTNER SALES REPS
Two new, prebuilt reports help partner sales reps track their sales pipeline and gain valuable insight so
they can close opportunities faster:

13
REPORTS COMBINING STANDARD AND CUSTOM SUBJECT AREAS

You now have the flexibility to create reports that combine attributes and metrics from custom and
standard subject areas that share a common dimension. For example, you can create a report that
combines data from a custom opportunity subject area with any standard, opportunity-related subject
area such as Sales-CRM Pipeline. You can create combined reports for an array of standard objects,
including accounts, contacts, households, opportunities, partners, sales accounts, territories, and
resources.
NEW SUBJECT AREAS FOR RELATIONSHIP REPORTING
The new Account Relationship, Contact Relationship and Partner Relationship subject areas allow you to
build custom reports that show the custom relationship between accounts, contacts, partners and other
organizations and persons.
NEW SUBJECT AREAS FOR ACCOUNT ASSET REPORTING
The new Account Asset Reporting subject area allows you to build custom reports that show the details
of all assets that have been assigned to an account.
ENHANCED QUOTA REPORTING
New, non-rollup quota metrics for territories and resources are now available for quota management
reporting. These metrics allow you to build custom reports for the territory or resource hierarchy that
reference the quota at each node level and ensure that metrics arent incorrectly rolled up along the
hierarchy.
NEW SUBJECT AREAS FOR ACCOUNT AND CONTACT NOTES
The new Account Notes and Contact Notes subject areas allow you to build custom reports that include
the notes and associated attributes that have been created for an account or contact.
LONG TEXT FIELDS IN REPORTS
You can now include all standard and custom long text fields in your reports by selecting the fields from
standard or custom subject areas.
PARTNER HIERARCHY REPORTING
The partner hierarchy has been added to all partner dimensions. This enables you to create custom
reports showing revenue and other transaction metrics rolled up by the partner hierarchy defined in
Oracle Sales Cloud.
14
ENHANCED ERROR HANDLING

When an error prevents a report from displaying properly, Oracle Sales Cloud shows details explaining
the error. Having more information will help you fix the issue and create error-free reports in the
future.
UPDATED USER INTERFACE
Oracle's new design approach for mobile, desktop and Oracle Cloud applications includes a fully
redesigned component set and interactions. The updated interface for Oracle Business Intelligence
Answers, Oracle Business Intelligence Enterprise Edition Dashboards, and Oracle Business Intelligence
Publisher offers a fresh visual design and modern layout for Oracle Sales Cloud Analytics.
15
CORE SALES FORCE AUTOMATION

Core Sales Force Automation (SFA) enhancements are built to meet the essential needs of sales reps and
sales managers, giving them access to customer and sales information from a tablet or smartphone.
With Release 11, sales reps now have easy access to contract details, the ability to evaluate contacts
and households with assessments and the power to manage their own product promotions. The new
deal calendar reduces duplication of effort by allowing sales reps to coordinate sales activities and view
all recent and upcoming appointments for their accounts and opportunities. Enhanced forecasting
capabilities and the addition of unit-based forecasting ensures forecast accuracy. Account and
opportunity assignment is more accurate with the option to define accounts with multiple industry and
organization classifications. Sales managers can enjoy greater efficiency with the ability to easily
reassign account territories and transfer mass records when sales reps leave the company or change
jobs. You can define and maintain products in Oracle Sales Cloud using simplified pages, import, or Web
services.
MASS RECORD TRANSFER
When a sales rep changes jobs or leaves the company, all of their records must be transferred to a new
owner. Oracle Sales Cloud release 11 offers an easy way to transfer multiple records from an existing
owner to a new owner. From a centralized screen, you can now easily transfer lead, opportunity, deal
registration, and custom object records from an existing or past owner to a new owner.
GLOBAL SEARCH AND LIST MANAGEMENT
Quickly find your critical sales information using global search or list management to create your own
accounts, contacts, opportunities or leads lists.
WILDCARD CHARACTERS
Sales Reps can now use the % and * characters interchangeably to find information from Oracle Sales
Cloud global search.
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ACCOUNTS AND CONTACTS

Build solid business relationships with a complete and accurate view of your accounts, contacts and
households. Release 11 offers greater efficiency and more customization options. Sales managers can
now assign account territories by changing the account owner field and sales reps can pinpoint
important accounts and contacts with favorites, assessment options, and an influence map. Options to
customize overview pages and subtabs allow you to show the most important information to your sales
team.
TERRITORY ASSIGNMENT BASED ON ACCOUNT OWNER
You can now use the account owner field to determine territory assignment for accounts. Territory
assignment based on account owner can be particularly useful when a team member leaves the
company or is reassigned to a different territory. In that case, the sales manager can simply reassign all
of the sales reps accounts to a different owner, which triggers the reassignment of territories for those
accounts to the territories of the new owner.
FAVORITES
Sales reps can now quickly access the accounts they work on most frequently by marking them as
favorites. Favorite accounts are easy to see in lists and easy to find through search and list
management. Accounts can be designated as favorites directly in Oracle Sales Cloud or the accounts can
be created and marked as favorites using Web services.
MULTIPLE INDUSTRY AND ORGANIZATION CLASSIFICATIONS
Account classification is now more flexible, providing greater accuracy for account qualification and
territory assignment. You can now assign primary as well as non-primary industry and organization type
values to accounts. You can also load your own industry and organization classifications and use them
to qualify your accounts. When an account is allocated multiple classification values, you now have the
option to use all of the values to drive territory-based assignment for accounts and opportunities or
leads with an associated account. You also have the option to use only the primary account
classification.
INFLUENCE MAP
New in Oracle Sales Clouds simplified pages, the Influence Map is an organizational chart that shows
how the contacts for an account are related to each other. Sales reps can also see a quick snapshot of
information about each contact, including job title, buying role, influence level, and affinity. From the
Influence Map, sales reps can manage reporting relationships and drill into contact details.
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CONTACT AND HOUSEHOLD ASSESSMENTS

Your sales teams can now evaluate contacts and households using assessments. Assessments offer
ratings and feedback and can be customized with business logic that prompts action based on the
assessment rating. You may hide or display the Assessment subtab on the contact and household details
pages. When the Assessment subtab is displayed, sales reps can create new assessments and edit or
delete existing assessments.
CONTRACT DETAILS
Sales reps and sales managers can view and manage contracts from their account, contact, and
household details pages. The number of active contracts is easy to see in the Overview tab. Contract
details are available from the Contracts subtab, which includes prebuilt lists showing active, in process,
on hold, closed and all contracts. You can also add a section to the account, contact and household
overview pages to show the number of contracts. That number links to details in the Contracts subtab.
CONFIGURATION AND CUSTOMIZATION OPTIONS FOR CONTACTS
Customize the contact card view to give sales reps quick access to the contact information they use
most often. The default fields on the contact cards include contact name, title, main phone number,
and email address. You can now hide, show, and change the display order of standard or custom fields
on the contact cards.
As an administrator, you can also hide or show the alphabet bar using Application Composer.
See related enhancements in the Application Composer section of this document.
18
CALENDAR AND ACTIVITIES

See all of your activities in one place and quickly add appointments, create tasks and log calls related to
your accounts, contacts, households, partners, leads and opportunities.
DEAL CALENDAR
The Deal Calendar enables sales teams to better coordinate sales activities by providing a consolidated
timeline view of all of the appointments for an opportunity or account. With the deal calendar, sales
reps can:
See the full schedule of recent and upcoming appointments for an opportunity or account.
Switch between calendar views, including day, week, month, and agenda.
Create and access saved opportunity, account and team calendars from an easily accessed
side panel.
OPPORTUNITIES
Use Oracle Sales Cloud to track the full life cycle of an opportunity, from creation through every stage
until it's closed.
CONFIGURABLE CREDIT RECIPIENTS AND FORECAST TERRITORIES
Sales administrators can now customize the logic used to assign sales credits and set the territories used
for forecasting. The ability to configure this logic ensures that the right sales rep gets credit and that the
forecast territory is in sync with the credit recipient. The following are some example scenarios where
this feature can be used:
When a sales rep creates an opportunity for one or more products, all opportunity line
items must be credited to that sales rep and forecasted into that sales reps territory,
regardless of how the opportunity line items are assigned.
When an opportunity is created by one sales rep but shared by many, each line item of the
shared opportunity must be credited to the corresponding sales rep and forecasted in that
sales reps territory.
When opportunities are imported into Oracle Sales Cloud using file-based data import or
Web services, the credit recipient must be set to the account owner.
BROWSE PRODUCT CATALOG

When adding products to opportunities, sales reps can now find relevant products by browsing through
the product hierarchy. Search capabilities also allow sales reps to find products by keyword.
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SALES FORECASTING
View, manage and submit forecasts from your desktop or mobile devices. Embedded analytics provide
information that you can use to improve the accuracy of your forecasts.
UNIT-BASED FORECASTING
Sales managers can now forecast product quantities in addition to revenue. Especially useful in the
manufacturing industry, unit forecasting enables sales managers to view and adjust forecast line items
by quantity. Sales managers can also view and adjust the total quantity forecasted by product and time.
ENHANCEMENTS FOR SIMPLIFIED FORECASTING
Using Oracle Sales Clouds simplified pages, sales managers can:
Find past, current and future forecasts

Perform ad hoc searches
Create and manage saved searches
Toggle between a list view and a card view on the Forecasts page
Manage subordinate or delegated forecasts
Withdraw a submitted forecast
Copy forecast values from the previously submitted forecast
Remove forecast adjustments to return to an unadjusted state
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PRODUCTS AND PROMOTIONS

Create a catalog of products for sales reps to select when entering opportunities and leads.
SIMPLIFIED PRODUCT DEFINITION
Manage your companys products using Oracle Sales Clouds simplified pages. You can define your
products and pricing within Oracle Sales Cloud, import products and pricing from external applications,
or synchronize changes to product information from external applications using RESTful web services.
MANAGE PROMOTIONS
You can now manage simple promotions in Oracle Sales Cloud. Sales reps can then apply these
promotions to discount the standard prices defined in price books.
WEB SERVICES FOR PRODUCTS AND PRICE BOOKS
Standards-based RESTful Web service calls allow you to maintain product and price book data in Oracle
Sales Cloud or other applications and synchronize changes in real-time. Oracle Sales Cloud supports
operations to create, update, delete and retrieve information about price books, products, product
attachments.
PRODUCT AND PRICE BOOK IMPORT
You can import product and pricing information into Oracle Sales Cloud using Oracles familiar file-based
data import tool.
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PARTNER RELATIONSHIP MANAGEMENT

Oracle Sales Cloud streamlines partner relationship management (PRM) and indirect sales processes to
increase the value of the partner network. With Release 11, Oracle Sales Cloud PRM offers powerful,
user-friendly, configurable tools for critical channel management business processes, such as partner
on-boarding, program management, business planning, and deal management. Several new capabilities
simplify the administration of the partner portal and help achieve higher partner adoption.
DEAL MANAGEMENT APP
The Deal Management app is a single-purpose app that enables channel account managers to complete
deal management tasks quickly, improving their productivity and increasing sales. Using the Deal
Management app on their smartphones, channel account managers can:
Approve, reject or return deal registrations

Add comments to returned and rejected deals
View all pending, rejected and returned deals
View all opportunities
Identify potential duplicate opportunities
Call, email, message or locate partner contacts
See other apps in the Smartphones section of this document.

CHANNEL SALES MANAGER DASHBOARD
The channel sales manager dashboard offers six prebuilt Key Performance Indicators (KPIs) that provide
easy access to relevant information and help channel sales managers stay productive and close more
deals. Available from the Dashboard icon, the dashboard includes these prebuilt KPIs:
Actual vs. Quota

Open Pipeline
Deal Registrations
Team Performance
See related enhancements in the Sales Analytics section of this document.

BUSINESS PLANS AND OBJECTIVES
Channel account managers can now author partner business plans to record joint commitments
between the brand owner and partners and to achieve specific strategic goals. In collaboration with
partners, channel account managers can finalize detailed, measurable objectives and get partner
22
approval. Later, objective attainment can be recorded, making it possible to track and analyze how
objectives were met. Partners have full visibility into their business plans, can participate in the approval
process and can create activities and Marketing Development Funds (MDF) requests related to their
business plans.
MARKETING DEVELOPMENT FUNDS (MDF)
Brand owners can now manage MDF budgets, requests and claims and channel operations managers
can create and activate MDF budgets. As soon as a budget is activated, eligible partners can use the
funds to implement strategic marketing initiatives. Using the partner portal, partners can create and
submit requests for marketing funds which go through an approval process. When the channel
manager approves an MDF request, the partner can proceed with the marketing activity. To be
reimbursed for the marketing expenses incurred, partners submit one or several MDF claims against the
approved MDF request. Approved claims are paid by the brand owner. Channel managers can register
key payment information using MDF claim settlements.
PARTNER PROGRAM MANAGEMENT
Brand owners can distinguish and reward channel partners for their loyalty and performance using tiers,
partner programs, and program or tier benefits. Channel operations managers can create and manage
partner programs with or without tiers. They can also maintain a library of benefits that can be offered
to partners based on partner tier and program enrollment. Channel account managers can assign a tier
to a partner and enroll the partner in programs that apply to their country of operation and tier. Any
channel user can view the list of benefits enjoyed by a partner enrolled in a particular program. Partner
administrators who log into the partner portal can see their companys tier and tier badge, signifying
their level of achievement in the brand owners partner programs.
PARTNER HIERARCHIES AND DISTRIBUTOR-RESELLER RELATIONSHIPS
Channel managers can now capture and view comprehensive partner profile data and can manage
complex partner hierarchies for large global or multi-site resellers. They can also manage relationships
between resellers and distributors or other third party relationships. In addition, channel managers can
analyze indirect sales relationships, and configure security access and business rules using partner
hierarchies and relationships.
PARTNER HOME PAGE ANNOUNCEMENTS
The configurable news and announcements section of the partner portal delivers critical information to
partners, such as product launch details or announcements about upcoming seminars or recommended
training. Partner sales reps see announcements when they log in. You can configure announcements to
appear by country, partner type, level, or for a specific list of partners. Partner sales reps see only the
announcements configured for their company.
23
SELF-SERVICE REGISTRATION FOR PARTNERS

You can now offer a self-service registration process for prospective partners that includes your
branding, business process, and usability requirements. A new RESTful Web service API for the partner
object makes it possible to build a registration page that seamlessly integrates with Oracle Sales Cloud.
A customizable approval workflow makes it possible for your channel sales team to review and approve
registration requests. Alternatively, you can configure your own registration approval workflow to
accommodate your unique and complex business requirements.
PARTNER USER IMPERSONATION
Using partner user impersonation capabilities, channel operations managers and channel account
managers can log in as a partner sales rep to resolve portal issues. The manager doesnt need explicit
permission from the partner sales rep in order to investigate and troubleshoot issues with the partner
portal. All information updates made during an impersonated session are recorded through the audit
reporting framework. You can control which roles have the authority to impersonate a sales rep.
ACCEPT OR REJECT LEADS FROM EMAIL
Partner sales reps can quickly accept or reject assigned leads directly from email. When a lead is
distributed to a partner, the primary partner contact is assigned to the lead and receives an email with
lead summary information. The partner sales rep can accept or reject the lead directly from the email,
which will update the lead in Oracle Sales Cloud. Partner sales rep can also use the direct link provided
in the email to view lead detail information and accept or reject the lead from the lead details page.
24
CONTRACTS
Oracle Contracts provides a comprehensive solution for managing sales contracts. Release 11 offers
greater flexibility in authoring, pricing and signing contracts.
EXTERNAL WEB SERVICES FOR CONTRACTS
Contracts web services are now published and available for use outside of Oracle Sales Cloud. You can
create, update, delete and merge contracts or send contract details to other applications. This simplifies
integration with external applications, and makes it easier to model your end-to-end contract life cycle.
OVERRIDING THE ELECTRONIC SIGNATURE PROCESS
If electronic signatures are enabled for a contract type, all contracts of that type will go through an
electronic signature process by default. You can override this default and make the signature process
manual at the contract level. This flexibility allows you to accommodate specific cases, such as
companies that dont accept electronic signatures.
NEGOTIATE PRICING ADJUSTMENTS FOR PRODUCT GROUPS
You can now define pricing adjustments on sales agreements by product group. To support this change,
price book selection is now optional, allowing you to define pricing adjustments for a line item
independent of product prices sourced from a price book.
CONTRACT FLEXFIELD ATTRIBUTES BASED ON CONTRACT TYPE
Contract flexfields make it easy for you to capture additional information when you create a contract.
The attributes you want to capture might vary by contract type. To make the authoring process more
efficient, you can specify which attributes apply to the contract type and display only those fields in the
additional information section of the contract.
25
SALES PERFORMANCE MANAGEMENT

Sales Performance Management (SPM) enables companies to improve sales effectiveness, streamline
incentive compensation and achieve targeted revenue goals. Release 11 offers improved payment
tracking, enhanced compensation plan distribution and a configurable paysheet approval process.
Oracle Sales Clouds SPM solution now offers quota management compatibility for simplified territory
management and improvements to territory synchronization.
QUOTAS
Define sales goals to align with top-down sales objectives based on revenue or product groups, set
quotas, and track sales performance against these objectives.
COMPATIBILITY WITH SIMPLIFIED TERRITORY MANAGEMENT
Updates made directly to active territories using the simplified territory management UI or Web services
are now compatible with quota management. If you enable the active territory updates feature, then
any current or future sales quotas defined within a quota plan can be updated to reflect the latest
territory definitions.
TERRITORIES
Set up sales territory models efficiently and evaluate the effectiveness of your territories to increase
sales performance.
STREAMLINED SYNCHRONIZATION PROCESS
Geography setup changes are reflected in Territory Management immediately, you dont need to run
the Load and Activate process.
You have the option to exclude the Geography dimension from Load and Activate processing. If the
Geography dimension is excluded, then Load and Activate will run significantly faster but the gaps and
overlaps reports will be unavailable.
26
INCENTIVE COMPENSATION
Incentive Compensation empowers organizations to streamline the rollout of new plan initiatives,
provides productivity tools to reduce administrative costs, and presents relevant business insights to
drive sales performance.
MOBILE COMMISSIONS APP
The Mobile Commissions app allows sales reps to review their compensation details anytime, anywhere.
By simply opening the app, sales reps get a quick snapshot of their commissions and bonus payments
with easy access to further details, including:
Last Incentive Payment

Current Earnings
Current Credit Attainment
Disputes
Performance
Payment Period Statement
Sales Reps can also keep track of commission progress. The Updates tab shows the last three earnings,
credits and payment transactions. If specific details are needed, organizations can choose to offer
interactive custom reports that display in real time within the Mobile Commissions app.
See other apps in the Smartphones section of this document.
COMPENSATION PLAN DISTRIBUTION ENHANCEMENTS
Enhancements to existing incentive compensation plan design and plan acceptance features include:
Mass submission for plan document approval and acceptance

Reviewable published plan documents
Contract terms assignment validation
CUSTOM ROLLUP SUMMARIZATION

You can now enter your organizations summarization logic in the setup UI and improve indirect
crediting performance. This enhancement makes it possible to summarize rollup attainment at the
individual level.
PURGE TEST DATA
When youve finished testing and want to start from the beginning with new transactions, credits,
earnings, payments, and plans, you can purge data using a new process available in Enterprise Manager.
27
CUSTOMER DATA MANAGEMENT

Oracle Sales Cloud Customer Data Management allows organizations to consolidate and maintain a best
version customer profile that sales reps and sales managers can trust. Release 11 provides support for
tokenization of personal attributes with Blue Coat Cloud data protection. Additional capabilities using
Oracles Data as a Service provide social media enrichment for accounts and contacts.
SOCIAL DATA ENRICHMENT
The Data as a Service Integration with Oracle Sales Cloud now enables sales teams to further enrich
accounts and contacts with social media attributes and icons. Sales reps and sales managers can choose
from 127 social attributes or handles. Some of the most popular social media handles include LinkedIn,
Facebook, Google, Twitter, Klout, and YouTube. The data is continuously updated in partnership with
Dun & Bradstreet.
BLUE COAT CLOUD DATA PROTECTION
Oracle Sales Clouds integration with Blue Coat provides additional data protection for personally
identifiable information as part of Oracle customers corporate and legal compliance requirements.
With a hybrid cloud model using tokenization, confidential and sensitive data remains stored in a token
vault, a local database behind the firewall on the customers site. The data never enters Oracle Sales
Cloud. Even though the data is tokenized, sales reps and sales managers can still search, sort and run
reports in Oracle Sales Cloud. The token generation and protection processes are completely
transparent to sales reps and sales managers; there are no extra logins, special processes or keys to
enter.
28
INDUSTRY SOLUTIONS
Oracle Sales Clouds industry solutions leverage the comprehensive Oracle product portfolio to address
distinct industry-specific requirements. Currently available preconfigured industry solutions include:
High Tech and Manufacturing, Financial Services, Consumer Goods, and Communications. Release 11
further demonstrates Oracles continued investment in industry solutions. New capabilities include bid
management for the High Tech and Manufacturing industry, enhanced needs analysis and more
financial profile information for the Financial Services industry, a new retail execution tablet app and
trade fund management for the Consumer Goods industry, and sales coach for contract renewals for the
Communications industry. The addition of the configurable sales home page for each industry solution
offers quick insights into Key Performance Indicators (KPIs) specific to each industry.
HIGH TECH AND MANUFACTURING
Oracle Sales Cloud for High Tech and Manufacturing provides structured selling capabilities that tell your
sales reps what they need to know and what they need to do to plan and execute each opportunity
methodically. Sales reps can keep track of sales goals and strategy throughout the year.
BID MANAGEMENT
Streamline manufacturing sales execution with the capability to track and manage complex
opportunities that involve a bid process. Using the new bid management capabilities, channel account
managers and sales reps can:
Create and update project opportunities and associate one or more bid opportunities with
each project.
Associate tasks and appointments with bid opportunities and log calls for bid opportunities.
View the My Open Bid Opportunities and My Open Project Opportunities lists.
Analyze bid-related KPIs, including the number of total bids and bid amount on a
configurable home page.
Collaborate on bid opportunities with partners using Oracle Social Network Conversations.
CONFIGURABLE SALES HOME PAGE FOR HIGH TECH AND MANUFACTURING

The configurable sales home page offers prebuilt KPIs that focus on channel sales. The prebuilt home
page for High Tech and Manufacturing includes these industry-specific KPIs:
Channel Performance
Channel Pipeline
Channel Top Opportunities
29
FINANCIAL SERVICES
Oracle Sales Cloud for Financial Services provides a single 360 view of customer information and
interactions that retail bankers can use to build a personalized relationship with each customer and
offer financial products and services that best suit a customers unique needs. With an integrated
Marketing Cloud solution, banks can automate the process of identifying, creating and nurturing
referrals to cross-sell products on any channel including social, mobile and Web.
FINANCIAL PROFILE FOR CONTACTS
The contact details page includes the following financial profile information to help retail bankers easily
review a candidates loan qualifications:
Annual Income
Credit Ranking
Employment Status
Number of Dependents
Type of Residence (Own or Rent)
Total Cash Balance
Total Loan Balance
ENHANCED NEEDS ANALYSIS

An enhanced needs analysis flow and Oracle Policy Automation (OPA) upgrades make it possible for
retail bankers to do the following when completing a needs analysis for a home purchase, refinance, or
home equity loan:
Attach the interview questionnaire, in PDF format, to the opportunity

Immediately see the products selected in OPA as opportunity revenue line items
Review assets and income information on the same page in Oracle Sales Cloud
Format the amount fields
ENHANCED PAGES FOR RETAIL BANKERS

Oracle Sales Clouds pages have been enhanced to match the way retail bankers work. These changes
make it easier for retail bankers to find what they need:
Fewer fields and sections on the standard contact, account, and opportunity pages
Newly arranged subtabs show the most critical items, such as financial accounts and
analytics, first
New icons for financial account transactions and cases
Fewer icons for the retail banker and retail bank manager roles
30
ORACLE POLICY AUTOMATION INTEGRATION

The OPA data connector has been enhanced to support seven standard objects: accounts, contacts,
households, leads, opportunities, partners and activities. Creating custom interviews for these objects
gives banking institutions the ability to target interviews to their customer base.
31
CONSUMER GOODS
Oracle Sales Cloud for Consumer Goods is a comprehensive industry solution that includes retail
execution and trade promotion management. The retail execution solution enables retail sales reps to
execute in-store tasks using mobile and Web channels. The trade promotion management solution
enables brand marketing managers and key account managers to fulfill customers needs and achieve
sales quotas using promotion programs and account promotions. Executive Dashboards allow sales
managers to monitor KPIs and manage the retail call calendar.
RETAIL EXECUTION
Using the retail execution solution, account managers and sales managers can perform in-store retail
activities such as auditing retail inventory, sharing promotion information, taking order information and
conducting surveys. Sales managers can manage call schedules and monitor their business and teams
activities using sales dashboards.
RETAIL EXECUTION TABLET APP
Available in both online and offline modes, the new Oracle Sales Cloud Retail Execution app enables
retail sales reps to plan and execute their retail store visit tasks using their tablet device:
View a list of store visit appointments

Review a guided store visit task list
Prepare for the store visit using the Account 360
Check in to begin the store visit
Audit inventory
Present promotions and add promotional items to the shopping cart
Order products on site to restock inventory
Capture signatures and submit shopping cart items to create an order
Check out to end the store visit
Mark tasks as complete
The app automatically captures the time for each store visit, from check in to check out, allowing sales
managers to measure the efficiency of store visits. The Oracle Sales Cloud Retail Execution app is
compatible with iPad and Android tablet devices.
See other apps in the Tablets section of this document.
CUSTOM STORE VISIT TASKS
Retail sales administrators can now create custom store visit tasks for different appointment types.
Once a store visit is complete, retail sales reps can review and mark custom tasks as complete.
32
STORE VISIT DURATION

The duration of store visits can now be tracked automatically when retail sales reps check in and check
out of their store visits. Retail sales administrators can enable or disable store visit duration calculations
for their company based on the requirements of the business.
TRADE PROMOTION MANAGEMENT
With trade promotion management, marketing managers can set up, manage and publish promotion
programs. Account managers can set up and manage account-specific promotions.
TRADE FUNDS
To cover their costs, marketing managers can use trade funds to manage and allocate funding for
promotions. They can create trade funds and set total amounts for them. Account managers can then
allocate funding from the trade funds to each promotion. The allocated amount cannot exceed the
balance of the trade fund.
MULTIPLE FIXED TACTICS FOR ACCOUNT PROMOTION
Account managers can now set multiple fixed tactics for promoted groups and promoted products on
promotions. The fixed tactics include Merchandising, Advertising, Catalog and Space.
MULTIPLE VARIABLE TACTICS FOR PROMOTIONS
Marketing managers and account managers can now set multiple variable tactics for promoted groups
and promoted products on promotions. The discount effect is additive so, if there are multiple offinvoice discounts for the same promoted product, then the order price is calculated after incorporating
multiple discounts.
PER-ACCOUNT SALES TARGET
To track stores sales performance, account managers and sales managers can set up monthly sales
targets for each account. Sales reps can then view and measure their accounts sales and compare sales
with their respective sales targets.
PRICE BOOK
Sales administrators can now set up account-specific product list prices by configuring a price book.
Account managers and sales managers can then associate the price with their respective accounts. This
enables the sales reps to view account-specific product prices during their store visits and create sales
orders.
33
PROMOTION EVALUATION
Account managers can evaluate the effectiveness of promotions by reviewing the following key metrics
associated with promotion strategy and tactics:
Gross Sales
Incremental Sales
Incremental Profits
Trade Spend
Return on Investment (ROI)
CONFIGURABLE SALES HOME PAGE

The configurable sales home page offers six prebuilt Key Performance Indicators (KPIs) that help sales
teams track sales performance and take appropriate action. Sales reps and sales managers can click the
following summary boxes to access detailed information:
Sales vs. Target: shows a summary of closed opportunities compared with the quota for the
current quarter.
Visits vs. Target: shows the number of scheduled store visits compared with completed
store visits and the related gap in the current quarter.
In-flight Promotions: shows the number of promotions and the total order amount
originated from promotions in the current quarter.
Sales Trend: shows the total number of orders and the total order amount for the current
quarter.
Accounts: shows the number of managed accounts and the accounts that have met peraccount sales targets for the current month.
Eligible Promotions: shows the number of active promotions in a quarter.
34
COMMUNICATIONS
The Oracle Sales Cloud for Communications industry solution is a comprehensive and integrated
solution for communications companies. It increases sales force adoption with a simple, easy-to-use
interface tailored to sales reps and sales executives. The sales process is streamlined for configure,
price, and quote capabilities with pre-integration to Siebel eCommunications and Oracle Billing Insight.
CONFIGURABLE SALES HOME PAGE FOR COMMUNICATIONS
The configurable sales home page offers prebuilt Key Performance Indicators (KPIs) that focus on the
most important deals and highlight trouble spots. The prebuilt sales rep home page for
Communications includes these KPIs:
Actual vs. Quota

Contract Renewals
New Contracts
Renewal Rate
Bundled Deals
Stalled Deals
SALES COACH FOR CONTRACT RENEWALS

Use Sales Coach to guide your sales reps through the contract renewal process using the simple task list
with links to approved collateral. Sales Coach is accessible directly from the Opportunity overview page.
ENHANCED PAGES FOR COMMUNICATIONS SALES REPS
Oracle Sales Clouds pages have been enhanced to reflect the way that sales reps for the
communications industry work. These changes make it easier for sales reps to find what they need:
Fewer fields and subtabs on the standard contact, account, and opportunity pages
Newly arranged subtabs show the most critical items first
35
INDUSTRY SOLUTION PLATFORM

INDUSTRY SOLUTION PATCH UPDATES
When new objects and attributes are added to Oracle Sales Cloud industry solutions through a patch,
any object model changes will be reflected in the object SOAP schemas. This allows you to perform
create, read, update and delete (CRUD) operations on industry-specific fields on industry-specific or
standard objects using SOAP and REST Web services, unless the fields are flagged for exclusion from
service payloads.
36
CONFIGURATION AND CUSTOMIZATION

Oracle's standards-based, open and flexible platform makes it easy for developers to rapidly build and
deploy rich applications or to integrate with and extend Oracle Sales Cloud. Release 11 Application
Composer offers direct linking from email, configurable task owners, assignees, and email recipients in
object workflows, and security from untested customizations with sandbox enforcement. Oracle
Integration Cloud Service unlocks an array of integration possibilities with an easy web-based interface
and powerful integration tools. ID propagation and federation for SaaS and PaaS enables user access
and navigation between Oracle Cloud applications and third-party services.
The configuration and customization
this document.
icon indicates enhancements that appear in other sections of
APPLICATION COMPOSER
Oracle Sales Cloud Application Composer is a tool that enables you to extend and customize the
application to meet the unique needs of your business.
SUMMARY BOXES FOR CUSTOM OBJECTS
Track KPIs for custom objects by creating aggregate-type summary boxes that show key metrics for
custom top-level objects and all associated intersection and child objects. You can then hide or show the
KPIs on overview pages for account, contact, household, and partner objects.
CREATE ACTION ON SUBTABS
You can now enable a Create button for subtabs that allows sales reps to create new records for related
standard objects. With the ability to create new records for both standard and custom objects directly
within subtabs, sales reps can save time and avoid the process of creating new records and then
associating them to the parent record.
FULL-PAGE CREATE AND EDIT PAGES FOR SUBTABS
You now have the option to designate either inline or full-page record creation and editing for custom
child object subtabs. The new, full-page create and edit option is useful when a greater number of fields
is required, whereas the existing inline option offers the ability to quickly create and edit fields within a
list. When full-page create and edit is configured, sales reps will enter record details within a full-page
dialog box and will return to the list view when they save the record. To edit records, sales reps click the
link in the record name field to open a full page for editing.
37
CUSTOMIZABLE OBJECT ICONS

To ensure that sales reps can easily recognize each object in the application, you can now select the icon
that appears on the home page, navigator, and subtabs on all of Oracle Sales Clouds simplified, desktop
and mobile pages. Changes made to icons for any standard object or custom object update throughout
the application.
CONFIGURATION AND CUSTOMIZATION OPTIONS FOR CONTACTS
Customize the contact card view to give sales reps quick access to the contact information they need
most often. The default fields on the contact cards include contact name, title, main phone number, and
email address. You can now hide, show or change the display order of standard or custom fields on the
contact cards.
As an administrator, you can also hide or show the alphabet bar using Application Composer.
See related enhancements in the Accounts and Contacts section of this document.
DIRECT LINKING FROM EMAIL
You can now include direct links to specific records in an email message. Clicking the link opens the
record in Oracle Sales Clouds simplified pages.
OBJECT WORKFLOW ENHANCEMENTS
With the following configuration options, you can streamline your sales teams work processes and
improve their efficiency:
Configure an object workflow to automatically create a task and assign the task to a single
task owner or a group of task assignees. Task assignee names can be stored in a custom
text or formula field type.
Configure an object workflow email notification to be sent to one or more email addresses
that are stored in a custom text or formula field type. You can configure email addresses in
the To, CC, BCC lines, or as a Reply To.
SANDBOX ENFORCEMENT
Application Composer helps ensure that your Oracle Sales Cloud instance is secure from untested
customizations. Administrators can view customizations outside of a sandbox, but must make most
changes to customizations and configurations within a sandbox.
38
ENHANCED GROOVY VALIDATION

Validation warnings will now appear when you input incorrect variable type assignments into a groovy
script. The warning includes the line number and the position of the error, so you can find and fix the
issue.
39
INTEGRATIONS
In addition to providing a wide set of prebuilt integrations, Oracle also provides an extensive set of tools
and capabilities for building custom integration flows.
ORACLE INTEGRATION CLOUD SERVICE
Oracle Integration Cloud Service (ICS) is Oracles next-generation integration platform that maximizes
investment in both cloud and on-premises applications. ICS helps integration developers develop,
deploy, execute, manage, and monitor integrations with a Web-based, point-and-click interface. ICS
offers comprehensive integration without the typical complexity associated with integration platforms
by enabling developers to easily connect applications such as Oracles CX applications and Oracle On
Premises applications as well as third-party on premises and cloud applications. In addition, the
provided Adapter SDK allows developers to build custom adapters or, alternately, customers can use
purchased adapters from the Oracle Cloud Marketplace built by Oracle Partners. ICS features are being
released very rapidly. Currently, ICS provides the following:
Graphical User Interface A simplified integrations development interface targeted for

citizen developers.
Monitoring Dashboard An intuitive, prebuilt dashboard displays metrics and statistics that
are used to monitor integrations.
Built-in Security Oracle security for integration connections.
Robust Error Management Clear and intuitive warnings to help developers find errors
early and follow up with corrective action.
Cloud Adapter SDK A software development kit to build additional adapters.
Cloud Marketplace A library of Oracle and partner-developed prebuilt integrations.
Using ICS, Oracle Sales Cloud provides a new prebuilt integration option between Sales Cloud and
Service Cloud. Additional ICS-based prebuilt integrations are planned.
INTEGRATING ORACLE SALES CLOUD WITH ORACLE SERVICE CLOUD
Using ICS, you can combine the power of the Oracle Sales Cloud and Oracle Service Cloud applications.
Using this bi-directional integration, accounts and contacts from Oracle Sales Cloud can be synchronized
with organizations and contacts in Oracle Service Cloud or you can synchronize organizations and
contacts from Oracle Service Cloud with accounts and contacts in Oracle Sales Cloud. This
synchronization is executed using Oracles Integration Cloud Service as the backbone for mapping and
exchanging information.
RESTFUL WEB SERVICES
RESTful Web services make it easier to build custom applications, such as mobile apps or custom UIs,
and integrate with a wider array of applications. Oracle continues to invest in the creation of new
40
RESTful Web service APIs for Oracle Sales Cloud by adding RESTful Web services for the following
objects:
Territories
Price Book
Product Items
Sales Promotions
ID PROPAGATION AND FEDERATION FOR SAAS AND PAAS

A robust security structure is necessary to enable user access and navigation between Oracle Cloud
applications and third-party cloud services. The following options provide Single-Sign-On and Identity
Propagation for Oracle Sales Cloud (SaaS), PaaS, and other cloud services:
Single Sign On: Federation allows a user who is signed in to navigate between associated
applications without having to reauthenticate for every application.
Identity Propagation: SAML tokens enable user identity to be relayed from one application
to another during a SOAP Web service call. The other associated application acknowledges
the SAML token for a valid, signed-in user and allows the request to access a resource or
make a Web service invocation. Oracle Sales Cloud REST services are protected by a multitoken SSL policy. User identity can be propagated, from PaaS, during REST invocation
through JWT tokens.
JWT Tokens for Callbacks: Oracle Sales Cloud can generate JWT tokens that can be captured
and allow a valid signed-in user to make call backs to Sales Cloud or any other associated
Oracle Public Cloud (OPC) cloud service. This technique is applicable to PaaS and third-party
applications that arent associated with the same identity domain as Sales Cloud.
UI Mashups: Mashups allow a UI hosted on OPC to be embedded in a region (such as a
subtab) in another cloud service. In this case, user context is shared between the parent and
child pages.
41
SETUP AND MAINTENANCE

Oracles Setup and Maintenance tools have been updated for Release 11 with a new design, layout, and
simplified navigation. Custom object assignment, enhanced customization migration and seeded role
provisioning rules streamline Oracle Sales Cloud setup and maintenance.
UPDATED USER INTERFACE
Oracle's new design approach for mobile, desktop and Oracle Cloud applications, the Alta UI, has been
applied to Oracle Sales Clouds setup and maintenance tools for a fresh visual design and modern
layout. This new user interface offers updated navigation that makes it possible to move through the
end-to-end setup process with fewer clicks.
IMPROVED LANDING EXPERIENCE
The new Setup and Maintenance landing page displays your subscribed Offerings by default. All relevant
documents that help you plan for an Offering implementation are directly available from this page. The
Task pane has been removed from the new UI to give it a streamlined look and feel. However, the
entries previously found in the Task pane are still easily accessible from the panel drawer located at the
top right corner of the page.
SETUP BASED ON OFFERINGS AND FUNCTIONAL AREAS
In the new Setup page, the Functional Areas and the tasks necessary to set up each area are displayed
next to each other. This arrangement gives greater visibility to the setup requirements of each
Functional Area as well as reducing the number of clicks necessary to navigate to the tasks.
ASSIGNMENT MANAGER
Assign the right sales reps and territories to core sales objects, such as opportunities, using territory
dimensions or assignment rules. In Release 11, the assignment flows have been extended to include
custom objects.
CUSTOM OBJECT ASSIGNMENT
The ability to assign territories to custom objects in Oracle Sales Cloud allows you to balance sales
efforts that align with the unique aspects of your business. Assignment rules offer a simple approach to
defining the criteria for matching values on custom or standard objects with territories.
42
CUSTOMIZATION MIGRATION
The Customization Migration feature enables sales administrators to migrate Oracle Sales Cloud
customizations and reports from a source instance to a target instance.
ENHANCED CUSTOMIZATION MIGRATION
Oracle Sales Clouds Customization Set Migration tool can now merge SOAP XSD documents, rather than
overwriting the XSD documents from source to target. When an Oracle industry solution update occurs,
SOAP Web Service XSD files are regenerated and include both the industry solution changes as well as
any data model customizations.
43
SIMPLIFIED SETUP
Oracle continues to invest in best practices and technologies that can simplify application setup and
implementation. Oracle Sales Cloud customers can save time and money with seeded data and simple
master geography data loaded from Nokia.
ENHANCED MASTER GEOGRAPHIES LOAD
The Import Nokia Data option enables you to load master geography data quickly. In Release 11, you
can select and load master geography data from Nokia for Singapore, United Arab Emirates (UAE), and
over 60 countries spanning the EMEA, APAC, and LAD regions.
SEEDED ROLE PROVISIONING RULES
Setting up Oracle Sales Cloud has been made easier for new customers with seeded role mappings. New
customers are no longer required to set up the mappings between resource roles and enterprise roles
before creating users. They can start creating sales users with the following seeded resource roles:
Sales Administrator
Sales Lead Qualifier
Sales Manager
Sales Representative
Sales Vice President
Channel Account Manager
Channel Sales Manager
Channel Operations Manager
Contingent Worker
Partner Administrator
Partner Sales Manager
Partner Sales Representative
Contract Administrator
Contract Manager
Customer Data Steward
Data Steward Manager
Employee
---
44
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CALL REPORT APP ..................................................................................................................................................9

RETAIL EXECUTION TABLET APP ............................................................................................................................... 12

CORE SALES FORCE AUTOMATION ....................................................................................................................... 16

GLOBAL SEARCH AND LIST MANAGEMENT ................................................................................................................. 16

ACCOUNTS AND CONTACTS..................................................................................................................................... 17

CALENDAR AND ACTIVITIES ..................................................................................................................................... 19

Configurable Credit Recipients and Forecast Territories ................................................................................................. 19

PRODUCTS AND PROMOTIONS................................................................................................................................. 21

PARTNER RELATIONSHIP MANAGEMENT ............................................................................................................. 22

SALES PERFORMANCE MANAGEMENT ................................................................................................................. 26

INCENTIVE COMPENSATION .................................................................................................................................... 27

CUSTOMER DATA MANAGEMENT........................................................................................................................ 28

INDUSTRY SOLUTIONS ......................................................................................................................................... 29

FINANCIAL SERVICES ............................................................................................................................................. 30

Financial Profile for Contacts ........................................................................................................................................... 30

CONSUMER GOODS .............................................................................................................................................. 32

Trade Promotion Management.......................................................................................................................... 33

INDUSTRY SOLUTION PLATFORM .............................................................................................................................. 36

CONFIGURATION AND CUSTOMIZATION ............................................................................................................. 37

SETUP AND MAINTENANCE ................................................................................................................................. 42

ASSIGNMENT MANAGER ........................................................................................................................................ 42

CUSTOMIZATION MIGRATION ................................................................................................................................. 43

Compensation Plan Distribution

Setup and Maintenance

icon indicates enhancements that appear in other sections of this

ORACLE SALES CLOUD MOBILE APP

CALL REPORT APP

View all of their appointments

DEAL MANAGEMENT APP

Approve, reject or return deal registrations

MOBILE COMMISSIONS APP

Last Incentive Payment

icon indicates enhancements that appear in other sections of this

RETAIL EXECUTION TABLET APP

View a list of store visit appointments

icon indicates enhancements that appear in other sections of this document.

CHANNEL SALES MANAGER DASHBOARD

Actual vs. Quota

Top Open Opportunities

REPORTS COMBINING STANDARD AND CUSTOM SUBJECT AREAS

ENHANCED ERROR HANDLING

CORE SALES FORCE AUTOMATION

ACCOUNTS AND CONTACTS

CONTACT AND HOUSEHOLD ASSESSMENTS

CALENDAR AND ACTIVITIES

BROWSE PRODUCT CATALOG

Find past, current and future forecasts

PRODUCTS AND PROMOTIONS

PARTNER RELATIONSHIP MANAGEMENT

Approve, reject or return deal registrations

See other apps in the Smartphones section of this document.

Actual vs. Quota

See related enhancements in the Sales Analytics section of this document.

SELF-SERVICE REGISTRATION FOR PARTNERS

SALES PERFORMANCE MANAGEMENT

Last Incentive Payment

Mass submission for plan document approval and acceptance

CUSTOM ROLLUP SUMMARIZATION

CUSTOMER DATA MANAGEMENT

CONFIGURABLE SALES HOME PAGE FOR HIGH TECH AND MANUFACTURING

ENHANCED NEEDS ANALYSIS

Attach the interview questionnaire, in PDF format, to the opportunity