Chapter 1 Overview of Lead To Order Process

Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates
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Overview ofno
Lead to Order
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Copyright Oracle, 2007. All rights reserved.
Overview of Lead to Order Process
Chapter 1 - Page 1
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Objectives
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Oracle E-Business Suite
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Oracle
L E-Business Suite
d
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ag The Oracle E-Business Suite automates every aspect of your business - every department and
every function - within your company: marketing, sales, support, finance, human resources,
consulting, education, engineering, and so on. It automates functions that include procurement,
order management, contracting, projects, supply chain, alliances, and many others.
Oracles goals in engineering this automation were to:
Integrate all corporate data and processes within a single database
To use only standard tools (HTML, Java, XML, and the Oracle database)
To accommodate all essential business processes while eliminating any need for
customization
To use the Business Process Execution Language (BPEL) to provide a map between
applications to orchestrate how the services created by an application should be used by
other applications.
The best of breed approach attempts to automate processing within departments but Oracle
E-Business Suite automates within and across departments to accommodate complete business
flows.
Chapter 1 - Page 5
The major flows the suite is engineered to support include:

Campaign to Cash
Problem to Resolution
Order to Cash
Procure to Pay
Accounting to Financial Reporting
People to Paycheck
Forecast to Demand
Demand to Build
Project Proposal to Project
Develop to Launch
The suite also offers industry-specific modules and an information architecture which supports
integration with complementary business systems.
In this course, we will be learning about the objects that are part of the Campaign to Cash flow.
This flow has the following sub-flows:
Campaign to Lead
Lead to Opportunity
Opportunity to Quote
Quote to Order
Order to Cash
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Enterprise Roles in Sales Flow
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Enterprise
Roles in Sales Flow
L
d
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ag There are several enterprise roles in the Oracle E-Business Suite sales flow:
Sales Manager
A sales manager is the administrative professional in charge of sales campaigns and the
overall sales plan of an organization.
Sales Administrator
The Sales Administrator role enables a sales group member (such as an administrative
assistant, or other support team member) to have access to all leads, opportunities,
customers, and contacts to which the manager of the sales group has access.
Sales Representative
A sales representative, also known as a sales agent, typically answers customer inquiries
online, in person, or via telephone. This person may also set up quotes, proposals, and
perform some administrative tasks with opportunities and leads.
TeleSales Agent
A telesales agent is a sales representative who interacts with the customer via telephone.
This person, for example, would use Oracle TeleSales to interact with customers.
Chapter 1 - Page 7
Two Types of Customer Relationships
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TwoLTypes of Customer Relationships
d
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ag Customers for an industry can be both end consumers as well as organizations.
Selling to customers who are the end users of a product or service (known as B2C selling) can
require the same support for complex selling processes as is required when selling to
organizations (known as B2B selling).
Oracle Sales provides a complete solution for managing leads, opportunities and customer
information for both kinds of transactions.
Scenarios supported in Oracle Sales
Oracle Sales can be configured to support B2B only scenarios, B2C only scenarios, and
blended scenarios where both B2B and B2C features are enabled.
The B2B features are enabled out of the box and an implementing organization may use OA
personalization to enable product features to suit B2C only or blended scenarios.
The E-Business Suite uses a common data model (Trading Community Architecture) for
addressing both types of relationships.
Chapter 1 - Page 8
Oracle Sales Flow
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Oracle
L Sales Flow
d
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ag The following are examples of scenarios within the sales flows:
Customers show interest and change their mind, therefore a lead does not progress to an
opportunity.
A telesales campaign prompts telesales agents to make outbound calls; the lead is
generated and converted to an opportunity.
A customer adds information to an iStore shopping cart and requests a quote from a sales
person.
Note there can be many different variations to the sales flow.
Chapter 1 - Page 9
Oracle Sales Flow: Sales Campaigns
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Oracle
L Sales Flow: Sales Campaigns
d
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ag The Sales Dashboard is a tool for sales managers to:
Create and execute Sales Campaign Schedules

Explore the install base and historical customer data
Mine the data for cross-sell and up-sell opportunities
Distribute supporting sales kits to sales users
Review the leads generated from the sales campaign schedule
Chapter 1 - Page 10
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Oracle Sales Flow: Capture/Convert Leads
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Oracle
L Sales Flow: Capture/Convert Leads
d
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ag A lead is an expressed customer interest that a sales agent uses to determine whether there is
potential for a sales opportunity.

Leads are intended to capture the initial contact with potential or existing customers, gathering
just enough information to inform a sales organization whether there is sufficient interest on
behalf of the buyer to make a lead worth pursuing.
Chapter 1 - Page 11
Oracle Sales Flow: Manage Opportunities
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Oracle
L Sales Flow: Manage Opportunities
d
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ag An opportunity is a sales deal that can be forecast. Opportunity management is used to track
information about the products a customer has expressed an interest in buying. Opportunities
differ from leads because the expected revenue from the sale can be tracked, as can the
likelihood of closing the deal. Opportunities can also be used as the basis for allocating sales
credits towards quotas, and quotes can be created from them.
Chapter 1 - Page 12
Oracle Sales Flow: Create Forecast
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Oracle
L Sales Flow: Create Forecast
d
e
ag Forecasting is a quantitative tool used to predict the amount of sales for a specified time period.
Forecasting can be used by individual sales representatives or in a consolidated form by
managers, to commit the amount of sales they predict will close by the end of the forecasting
period.
Chapter 1 - Page 13
Oracle Sales Flow: Prepare Proposal
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Oracle
L Sales Flow: Prepare Proposal
d
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ag You create proposals to position a product or service as a possible solution to a customers
business need. The creation of proposals is based on pre-determined templates, allowing you to
use pre-existing content, and standardized document layouts, as well as information stored in
the database during the sales cycle.
Proposals can be created from:
The Proposals page
A quote in the Quote Details page
An opportunity in Oracle TeleSales or Oracle Sales
A customer in Oracle TeleSales or Oracle Sales
A lead in Oracle Sales
If a proposal is created from a quote, opportunity, customer, or lead the corresponding
information is carried over from the source object to the proposal.
If the proposal is created standalone from Oracle Proposals, the information must be manually
entered.
Chapter 1 - Page 14
To create a proposal, select a template from a list of templates that an administrator has
provided and configure the proposal details.
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Chapter 1 - Page 15
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Oracle Sales Flow: Prepare Quote
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Oracle
L Sales Flow: Prepare Quote
d
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ag Quoting functionality provides sales agents with the ability to communicate prices, discounts,
and special offers associated with an item which is part of a sale.
Oracle Quoting calculates and stores pricing for each item, estimates associated shipping and
tax costs, and passes the information to Order Management at order placement. Order
Management then determines fulfillment of the order.
Assumptions:
There are a number of processes that can precede this flow:
Lead to Opportunity in TeleSales or Sales
Inbound call to Lead for TeleSales
Outbound call to Lead related to Sales Campaign
Shopping Cart from iStore to Contract
There are a number of processes that can occur following this flow:
Quote to Warranty or Extended Warranty
Quote to Order
Order to Shipment (or Drop Shipment)
Chapter 1 - Page 16
Insight to Campaign Plan

Product Trade-in to Order
Service Request to Entitlement for Depot (or Dispatch)
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Chapter 1 - Page 17
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Oracle Sales Flow: Place Order
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Oracle
L Sales Flow: Place Order
d
e
ag The above flow is a basic order flow. The order process will vary depending upon
implementation parameters and whether the order is placed through Oracle iStore or Oracle
Quoting.
Oracle iStore Orders
The following is the basic flow for Oracle iStore orders:
After placing items in the shopping cart, the customer selects the Checkout button from
the shopping cart.
Enters shipping and billing information.
Reviews terms and conditions of the order. If the terms are acceptable, the order is placed.
If the terms are rejected, the sales assistance process is initiated, and the cart becomes a
quote in Oracle Quoting.
Optionally, the customer can also request sales representative assistance before placing the
order. In this case, the sales assistance process is initiated, and the cart becomes a quote in
Oracle Quoting.
Chapter 1 - Page 18
The customer clicks the Place Order button, and the order is submitted to Oracle Order
Management.
Oracle Quoting Orders
The following is the basic flow for sales representatives using Oracle Quoting:
Creates a new quote or retrieves an existing quote
Adds products to the quote and verifies pricing
Verifies customer, shipping, and billing information
Selects Place Order to submit the order into Oracle Order Management
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Chapter 1 - Page 19
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Oracle Sales Flow: Close Opportunity
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Oracle
L Sales Flow: Close Opportunity
d
e
ag Close an opportunity by setting its status to Close.
You use one of the following entry points to close an opportunity:

Sales Dashboard > Top Opportunities table > Click Full List > Select an opportunity from
the list or search for an opportunity to access the Update Opportunity page
Sales Dashboard > Shortcuts > Click Opportunities > Select an opportunity from the list or
search for a opportunity to access the Update Opportunity page
To close the opportunity on the Update Opportunity Page, choose a close status in the
Status field, choose a Close Reason, and save the changes.
You can also close an opportunity from Oracle TeleSales by choosing a Close Reason in
the Opportunitys Win/Loss tab.
Chapter 1 - Page 20
Oracle Sales Flow: Submit Forecast
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Oracle
L Sales Flow: Submit Forecast
d
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ag After editing the desired forecast values, users can submit the forecast to the sales manager.
Once a worksheet is saved or submitted, Oracle Sales will calculate Judgment for each forecast
value.
Judgment is calculated as the difference between the product category forecast value entered in
the Forecast Worksheet, and the corresponding value in the Opportunity Forecast Summary.
Judgment helps you to determine the difference between a salesperson's forecast and the actual
pipeline for that product category, which can indicate a forecast is incorrect.
Chapter 1 - Page 21
Summary
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Chapter 1 - Page 22
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Chapter 1 Overview of Lead To Order Process

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Unauthorized reproduction or distribution prohibited Copyright 2013, Oracle and/or its affiliates

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle E-Business Suite

Overview of Lead to Order Process

The major flows the suite is engineered to support include:

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Enterprise Roles in Sales Flow

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Two Types of Customer Relationships

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Sales Campaigns

Create and execute Sales Campaign Schedules

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Capture/Convert Leads

potential for a sales opportunity.

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Manage Opportunities

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Create Forecast

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Prepare Proposal

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Prepare Quote

Overview of Lead to Order Process

Insight to Campaign Plan

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Place Order

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Close Opportunity

You use one of the following entry points to close an opportunity:

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Oracle Sales Flow: Submit Forecast

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

Copyright Oracle, 2007. All rights reserved.

Overview of Lead to Order Process

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