Oracle® Fusion Cloud EPM

Administering Sales Planning

E95906-28
Oracle Fusion Cloud EPM Administering Sales Planning,

E95906-28

Copyright © 2018, 2024, Oracle and/or its affiliates.

Primary Author: EPM Information Development Team

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Contents
Documentation Accessibility

Documentation Feedback

1 Creating and Running an EPM Center of Excellence

2 Welcome to Sales Planning

About Sales Planning 2-1
About Quota Planning 2-1
About Advanced Sales Forecasting 2-2
About Key Account Planning 2-4
Learning More About Sales Planning 2-5
Related Guides 2-6
Navigating in Sales Planning 2-7

3 Setting Up Your Application

Implementation Checklist 3-1
Creating an Application 3-5
About Sales Planning Applications 3-7
Enabling Essbase Hybrid Block Storage Option (BSO) Cubes 3-7

4 Configuring Quota Planning

Enabling Quota Planning Features 4-1
Configuring Quota Planning 4-4
Adding Custom Measures 4-6
Post Configuration Tasks 4-7
Setting Substitution Variables for Quota Planning 4-8
Setting User Variables 4-8

iii
 Quota Planning Rules 4-9

5 Configuring Advanced Sales Forecasting

Enabling Advanced Sales Forecasting 5-1
Configuring Advanced Sales Forecasting 5-4
Post Configuration Tasks 5-4
Importing Advanced Sales Forecasting Metadata and Data 5-5
Preparing Compensation Assumptions 5-6
Setting User Variables 5-6
Integrating Quota Planning and Advanced Sales Forecasting 5-7
Advanced Sales Forecasting Rules 5-8

6 Configuring Key Account Planning

Considerations and Prerequisites 6-1
Enabling Key Account Planning 6-1
What Happens When You Enable Key Account Planning 6-5
Configuring Key Account Planning 6-5
Post Configuration Tasks 6-6
Importing Key Account Planning Metadata and Data 6-6
Setting User Variables 6-7
Integrating Quota Planning and Key Account Planning 6-8
Key Account Planning Rules 6-9
Key Account Planning Calculations 6-12

7 Maintaining Your Application

Managing Alias Tables 7-1

A Importing Data
Importing Quota Planning Data A-2
Importing Advanced Sales Forecasting Data A-2
Importing Key Account Planning Data A-3

B Updating Artifacts
Updating Artifacts for all Planning Modules B-1
Reviewing Modified Artifacts B-7
Reversing Customizations B-8

iv
C Personalizing Sales Planning

D Integrating with Oracle Engagement Cloud

Integrating Dimension Metadata from Oracle Engagement Cloud with Sales Planning D-1
Integrating Sales Data from Oracle Engagement Cloud with Sales Planning D-2

E Sales Planning Best Practices

v
 Documentation Accessibility

Documentation Accessibility
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vi
Documentation Feedback
To provide feedback on this documentation, click the feedback button at the bottom of the
page in any Oracle Help Center topic. You can also send email to [email protected].

vii
1
Creating and Running an EPM Center of
Excellence
A best practice for EPM is to create a CoE (Center of Excellence).
An EPM CoE is a unified effort to ensure adoption and best practices. It drives transformation
in business processes related to performance management and the use of technology-
enabled solutions.
Cloud adoption can empower your organization to improve business agility and promote
innovative solutions. An EPM CoE oversees your cloud initiative, and it can help protect and
maintain your investment and promote effective use.
The EPM CoE team:
• Ensures cloud adoption, helping your organization get the most out of your Cloud EPM
investment
• Serves as a steering committee for best practices
• Leads EPM-related change management initiatives and drives transformation
All customers can benefit from an EPM CoE, including customers who have already
implemented EPM.

How Do I Get Started?

Click to get best practices, guidance, and strategies for your own EPM CoE: Introduction to
EPM Center of Excellence.

Learn More
• Watch the Cloud Customer Connect webinar: Creating and Running a Center of
Excellence (CoE) for Cloud EPM
• Watch the videos: Overview: EPM Center of Excellence and Creating a Center of
Excellence.
• See the business benefits and value proposition of an EPM CoE in Creating and Running
an EPM Center of Excellence.

1-1
Chapter 1

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2
Welcome to Sales Planning
Related Topics
• About Sales Planning
Sales Planning provides an extensible framework for planning and managing sales
performance.
• Related Guides
See these related guides for more information about working with Sales Planning.
• Navigating in Sales Planning
Review these useful tips for navigating in Sales Planning.

About Sales Planning

Sales Planning provides an extensible framework for planning and managing sales
performance.
Using Sales Planning enables you to automate critical processes by eliminating spreadsheets
in key sales operations processes and improves collaboration for planning, modeling and
reporting of sales quotas, attainment, and sales forecasts.
Sales Planning is extensible using the EPM Cloud platform to further add additional
configurations and personalization into your sales planning application with custom
navigation flows, dashboards, and infolets. Use tasks and approvals to manage the quota
planning process. Use Groovy rules to customize even further for enhanced calculation and
business rules. Sales Planning can be integrated with Oracle Engagement Cloud – Sales
Cloud for pushing quota targets to incentive compensation or bring in actual attainment.

Videos

Your Goal Watch This Video

Learn more about Sales Planning.
Overview: Take a Tour of Sales Planning
Cloud

About Quota Planning

The Quota Planning business process offers top-down and bottom-up target quota planning
by territory, product, account, or other custom dimensions. Use Predictive Planning and what
if scenario planning to explore and compare different quota scenarios for informed decision
making. Quota Planning builds best practices into its content, including its forms, calculations,
dashboards, infolets, drivers, and measures.
Quota Planning helps you plan reliable target quotas by engaging all of the participants of the
process, for example, the VP of Sales, Sales Operations, Sales Managers, and Sales Reps.
Set a target quota for the next year. Then, optimize your results by making adjustments by
product, applying padding or seasonality, or performing predictive planning or what-if

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About Sales Planning

analysis. When the target is ready, planners perform top-down or waterfall planning to
allocate the target quota throughout the hierarchy.
If needed in your organization, you can also perform bottom-up planning to get quota
commitments from Sales Reps, allowing a collaborative approach. After the target
quotas are pushed up to the next level of the hierarchy and aggregated, you can
compare top-down and bottom-up results. Use the built-in dashboards to analyze and
evaluate your quota plans with quota attainments.
Enhance the planning process in your organization by adding additional measures,
task lists, or approvals.

Videos

Your Goal Watch This Video

Learn more about Quota Planning.
Overview: Quota Planning in Oracle
Sales Planning Cloud

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

See how to enable and configure Quota
Planning in Sales Planning. Learn how to
Creating and Configuring Quota
set variables, prepare actual and forecast
Planning in Oracle Sales Planning Cloud -
data, and verify the configuration.
Tutorial

About Advanced Sales Forecasting

Advanced Sales Forecasting provides a robust platform for the sales forecasting
process, allowing multidimensional sales forecasting across territory, products,
accounts, channels, or other custom dimensions.

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About Sales Planning

It offers sales teams connected sales planning with integration between Quota Planning,
compensation planning, and sales forecasts. With Advanced Sales Forecasting, you can plan
at the weekly or monthly level, and use a rolling forecast if your business requires it. It offers
these key features:
• Out-of-box best practice content for sales forecasting and analysis, including metrics,
KPIs, and measures to help data-driven sales forecasting across the Sales hierarchy.
• Extensibility using the Planning Cloud platform, allowing additional configurations, such
as custom forms and dashboards, measures, dimensions, navigation flows, and Groovy
rules for custom calculations.
• Ability to adjust forecast commitment at the territory level or detailed level (for example,
by product or account) to facilitate collaborative data-driven forecast commitment.
• Predictive Planning to take the guesswork out of your forecasting.
• Oracle Smart View for Office, which provides a common Microsoft Office interface
designed specifically for Oracle Enterprise Performance Management Cloud services,
including Sales Planning.
• Instantaneous aggregations and reporting using out-of-box reporting cube.
Advanced Sales Forecasting ensures greater reliability in your forecasts, and accountability
and collaboration between Sales Management and Sales Reps.

Videos

Your Goal Watch This Video

Learn more about Advanced Sales Forecasting.
Overview: Advanced Sales Forecasting in
Oracle Sales Planning Cloud

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you learn a
topic.

2-3
 Chapter 2
About Sales Planning

Your Goal Learn How

See how to enable and configure Advanced
Sales Forecasting in Sales Planning. Learn
Creating and Configuring Advanced
how to set variables, prepare actual and
Sales Forecasting in Oracle Sales Planning
forecast data, and verify the configuration.
Cloud - Tutorial

About Key Account Planning

Key Account Planning expands Sales Planning to cover a data driven approach to
sales baseline planning and impact of trade promotions on sales plans. This results in
an overall view of the customer profit and loss including an assessment of promoted
and non promoted volume and revenue by customer and product group. Key Account
Planning helps key account managers plan trade promotion strategies in order to
optimize their trade spends and offers collaborative sales planning. By using baseline
planning and promotion planning, key account managers or sales managers can
perform gap analysis and see the uplifts - the impact on sales volume or revenue -
from running trade promotions.
You'll perform these tasks in Key Account Planning:
• Perform baseline planning. Run predictions on your forecast by key account and
product segment, perform what if scenario modeling, and make adjustments.
• Then, in your baseline plan, use building blocks such as different pricing,
placements, and product variants to identify the additional non promotional sales
plan adjustments.
• Next, add, analyze and adjust trade promotional activities to strategically close the
gap between your target and plan, identifying each promotion’s incremental uplift
volume on an account, trade spends and profit and loss, including additional
contract measures specified for the customer and COGS, to get a full view of
customer profit and loss.
• Last, review volume and revenue plans and analyze trade spends and historical
promotions to inform your key account planning and other sales planning
decisions.
Key functionality includes:
• Baseline Planning including built-in Predictive Planning
• Integration with Quota Planning to bring in targets
• Gap Analysis – Target versus Baseline
• Trade Promotion Planning
– Promotions planning by dates that drive the volumes and trade spends to
corresponding months based on specified uplifts
– Promotional What-ifs
– Variable spending. These calculations cover taking the variable cost and
applies them to promoted period volumes
– Promotional planning use cases
* Promotion spanning across periods
* Promotions for single or multiple products

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About Sales Planning

* Multiple promotions for the same product in a period

* Multiple promotions for the same product with overlapping dates
– Adjustments to uplifts by Products
• Trade Spend Summary and ROI on Uplift and Revenue
• Customer Profit and Loss
– By Customer and Product Group
– Revenue and Uplift Revenue
– Trade Spends – Variable and Fixed
– COGS
– Contract measures
• Analytics
– Overview Dashboards with KPIs and visualization
– Promoted and Non promoted volumes across the customer / product/ territory
hierarchy
– Key Account Summary
Key Account Planning connects sales planning with trade promotions marketing campaigns
to increase sales volume or revenue. Key Account Planning:
• Provides forecast accuracy and reliability with data-driven sales plans for customer and
product groups including trade promotions.
• Fosters collaboration and accountability.
• Helps you evaluate right promotion strategies by analyzing the effectiveness of your trade
promotions.
• Offers what-if scenario planning to evaluate different promotion strategies.
• Eases the pain of managing multiple spreadsheets.
• Offers an extensible framework based on a robust Planning platform and ability to
integrate with Sales Cloud.

Videos

Your Goal Watch This

Learn more about Key Account Planning.
Overview: Key Account Planning in Sales
Planning Cloud

Learning More About Sales Planning

Use these resources to get more information or help about Sales Planning and related
services.

• Click Academy on the Home page.

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 Chapter 2
Related Guides

• To get Help, click the arrow next to your user icon in the upper right corner of the
screen, and then click Help.
• See related guides. See Related Guides.

Related Guides
See these related guides for more information about working with Sales Planning.
Sales Planning is supported by the many Oracle Enterprise Performance Management
Cloud components.

Getting Started
To get started using Sales Planning, see these guides:
• Getting Started for Administrators
• Getting Started for Users
• Deploying and Administering Oracle Smart View for Office (Mac and Browser)
• Creating and Running an EPM Center of Excellence
• Getting Started with the Digital Assistant for Oracle Cloud Enterprise Performance
Management
• Oracle Enterprise Performance Management Cloud Operations Guide
To extend the power and flexibility of Sales Planning, see the following guides. Note
that some functionality described in the related guides may vary from what is available
in Sales Planning. For example, Sales Planning does not allow classic dimension
editor.

Design
• Designing with Calculation Manager for information related to designing Groovy
rules
• Designing with Financial Reporting Web Studio for Oracle Enterprise Performance
Management Cloud
• Designing with Reports for Oracle Enterprise Performance Management Cloud

User
• Working with Planning
• Working with Smart View
• Working with Oracle Smart View for Office (Mac and Browser)
• Working with Predictive Planning in Smart View
• Working with Financial Reporting for Oracle Enterprise Performance Management
Cloud
• Working with Reports for Oracle Enterprise Performance Management Cloud
• Accessibility Guide

Administration
• Administering Planning

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 Chapter 2
Navigating in Sales Planning

• Administering Data Integration

• Administering Data Management
• Administering Access Control
• Administering Migration
• Working with EPM Automate
• Third-Party Acknowledgments

Development
• Java API Reference for Groovy Rules
• REST API
• Smart View for Office Developer's Guide

Navigating in Sales Planning

Review these useful tips for navigating in Sales Planning.
• To return to the Home page when you’ve navigated away from it, click the Oracle logo in

the upper left corner (or your custom logo) or the Home icon.
• To see additional administrator tasks in the Navigator, click the horizontal bars next to the

Oracle logo (or your custom logo) .

• Expand a dashboard to full screen by clicking the Show/Hide bar at the top of the
dashboard; click it again to return to normal view.
• Hover the cursor in the upper right corner of a form or dashboard to see a menu of
options appropriate to the context, such as Actions, Save, Refresh, Settings, Maximize

.
• In a subcomponent, use the horizontal and vertical tabs to switch tasks and categories.
For example, in the Quota Planning Set Targets component, use the vertical tabs to
switch between reviewing overview dashboards, setting target quotas, and performing
predictive planning. The vertical tabs are different depending on the features that are
enabled. Use the horizontal tabs to switch categories within a task. For example, in Set
Targets, choose between setting overall targets and adjusting targets by product.

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Navigating in Sales Planning

The icon indicates a reporting form for reviewing data, not for data entry. The

icon indicates that a form is a data entry form for entering planning details.

2-8
3
Setting Up Your Application
Related Topics
• Implementation Checklist
Perform these tasks to set up Sales Planning.
• Creating an Application
To get started, create a Sales Planning application.
• Enabling Essbase Hybrid Block Storage Option (BSO) Cubes

Implementation Checklist
Perform these tasks to set up Sales Planning.
1. Create a Sales Planning application. See Creating an Application.
2. If your application is multicurrency, use the Dimension Editor to add dimension members
for each reporting currency. See About Editing Dimensions in the Simplified Dimension
Editor. Use the Exchange Rates form to define the exchange rates between the main
currency and each reporting currency.
3. If you are using Quota Planning, enable and configure Quota Planning and import
metadata:
• Enabling Quota Planning Features
• Configuring Quota Planning
4. If you are using Advanced Sales Forecasting, enable and configure Advanced Sales
Forecasting and import metadata.

Note:
If you are using both Advanced Sales Forecasting and Quota Planning, enable
and configure Quota Planning first.

If you want to enable integration between Advanced Sales Forecasting and Quota
Planning, in the Integrations section on the Enable page for Advanced Sales
Forecasting, select Target Quota from Quota Planning:
• Enabling Advanced Sales Forecasting
• Configuring Advanced Sales Forecasting
• Importing Advanced Sales Forecasting Metadata and Data
5. If you are using Key Account Planning, enable and configure Key Account Planning and
import metadata.
If you want to enable integration between Key Account Planning and Quota Planning,
enable Quota Planning first. Then when enabling Key Account Planning, in the

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Implementation Checklist

Integration To section on the Enable page for Key Account Planning, select
Quota for Targets.
• Enabling Key Account Planning
• Configuring Key Account Planning
• Importing Key Account Planning Metadata and Data
6. After you configure, and whenever you make configuration changes or import
metadata, refresh the database:

Click Application , and then Configure . Then from the Actions menu,
select Refresh Database, then Create, and then Refresh Database.
7. Import data, including the previous year bookings or revenue. See Importing Data.
To import metadata or data from Oracle Engagement Cloud, see Integrating with
Oracle Engagement Cloud.

8. Run rules to process data. From the Home page, click Rules , launch the
rule, specify required options, and then click Launch. Run these rules any time
you import data.
• Quota Planning—Process Actuals rule. Enter the historical years for which
you have data, and select the scenario and version to which to load data. For
more information about Quota Planning rules, see Quota Planning Rules.
• Advanced Sales Forecasting—Prepare Actual and Forecast Prep rules. For
more information about Advanced Sales Forecasting rules, see Advanced
Sales Forecasting Rules.
• Key Account Planning—Seed Baseline Plan. Run this rule at the start of a
new planning process as a method to pre-populate the base plan after you
load historical data. For more information about Key Account Planning rules,
see Key Account Planning Rules.

Tip:

• To see only Quota Planning rules, click All Cubes next to the Filter,
and from the Cube list, select OEP_QTP.
• To see only Advanced Sales Forecasting rules, click All Cubes next
to the Filter, and from the Cube list, select OEP_GSP.
• To see only Key Account Planning rules, click All Cubes next to the
Filter, and from the Cube list, select OEP_KAP or OEP_KREP.

9. For Key Account Planning, run the data map to push data to the reporting cube.
From the Home page, click Application, then click Data Exchange, and then click
the Data Maps tab. From the Actions menu next to Key Accounts to Reporting,
click Push Data.
10. Set substitution variables for Quota Planning. See Setting Substitution Variables
for Quota Planning.
11. Set required user variables. See Setting User Variables.

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Implementation Checklist

12. For Advanced Sales Forecasting and Key Account Planning, set application settings for
predictions to indicate where to find actual values. See What Application and System
Settings Can I Specify?
13. Create the required user and group accounts and grant permissions. See Getting Started
with Oracle Enterprise Performance Management Cloud for Administrators.
14. Make the application available to planners. From the Home page, click Application

, and then Settings . In System Settings, change Enable Use of the

Application for to All Users.
15. Use any of the following methods to configure and extend the framework:

• Manage dimensions and members. See About Editing Dimensions in the Simplified
Dimension Editor.
• Customize the navigation flow for your business needs. For example, you can set up
different navigation flows for different roles in your organization. See Designing
Custom Navigation Flows.
• Modify the existing forms, dashboards, or infolets, or create new ones. See
Administering Forms, Designing Dashboards, and Designing Infolets.
• Set up predictions to run automatically with Auto Predict. See Setting Up Predictions
to Run Automatically with Auto Predict.
• Define the approval process by defining the approval units and promotional paths for
approving plans in your organization, for example, to approve bottom-up plans. See
Managing Approvals.
• Create task lists to help guide your organization through the quota planning process.
See Administering Task Lists.
• Design and work with reports. See:
– Designing with Financial Reporting Web Studio for Oracle Enterprise
Performance Management Cloud
– Designing with Reports for Oracle Enterprise Performance Management Cloud
• Define Groovy rules to perform custom calculations. For information about designing
Groovy rules, see Creating a Groovy Business Rule in Designing with Calculation
Manager for Oracle Enterprise Performance Management Cloud and Oracle
Enterprise Performance Management Cloud, Groovy Rules Java API Reference. You
can write custom calculations using the Groovy object model. To simplify writing the
calculations, the traditional Essbase calculation language has been disabled in Sales
Planning.

Videos

Your Goal Watch This Video

Learn about creating an application and
enabling Quota Planning. Creating and Enabling Quota Planning
Applications
Learn about configuring Quota Planning.
Configuring Quota Planning
Learn about creating an application and
enabling Advanced Sales Forecasting. Creating and Enabling Advanced Sales
Forecasting in Oracle Sales Planning Cloud

3-3
 Chapter 3
Implementation Checklist

Your Goal Watch This Video

Learn more about creating an application,
enabling, and configuring Advanced Sales Configuring Advanced Sales Forecasting
Forecasting. in Oracle Sales Planning Cloud

Learn how to configure Key Account Planning

in Sales Planning. In this tutorial, you learn to Configuring Key Account Planning in
create a Sales Planning application, enable Oracle Sales Planning Cloud
Quota Planning, configure Key Account
Planning, and set time period granularity. Key
Account Planning extends the capabilities of
Sales Planning to let you model and plan
baseline sales and trade promotions for key
accounts and products based on forecasts,
what-if scenarios, and desired outcomes.
Learn what tasks you need to complete after
configuring Key Account Planning in Sales Performing Post Configuration Tasks for
Planning. In this tutorial, see how to set values Key Account Planning in Oracle Sales Planning
to Quota Planning substitution variables, add Cloud
or import metadata, import historical data,
assign values to user variables, run rules to
Process Actuals and Seed Baseline Plans, and
run a data map to push data to the reporting
cube.
Learn about setting up users and groups.
Setting Up Users and Groups for Oracle
Sales Planning Cloud
Learn about setting up roles and permissions.
Setting Up Roles and Permissions in
Oracle Sales Planning Cloud
Learn how you can export URLs from Sales
Planning so you can embed artifacts in other Overview: Embed Content Using Direct
systems such as ERP Cloud Financials. Use Links
direct links to represent most business process
artifacts alongside your other source system
pages, enhancing your processes with
functionally-tailored forms, grids, reports, and
dashboards for seamless cross-system
navigation.

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

See how to enable and configure Quota
Planning in Sales Planning. Learn how to
Creating and Configuring Quota
set variables, prepare actual and forecast
Planning in Oracle Sales Planning Cloud -
data, and verify the configuration.
Tutorial
See how to enable and configure Advanced
Sales Forecasting in Sales Planning. Learn
Creating and Configuring Advanced
how to set variables, prepare actual and
Sales Forecasting in Oracle Sales Planning
forecast data, and verify the configuration.
Cloud - Tutorial

3-4
 Chapter 3
Creating an Application

Your Goal Learn How

Learn how to manage security in Access
Control and set up access permissions in
Setting Up Sales Planning Security -
Sales Planning.
Tutorial
See how to define and run file-based data
integrations in Sales Planning.
Loading Data into Sales Planning
using Data Integration - Tutorial
See how to customize navigation flows in
Sales Planning. Learn how to modify the
Designing Navigation Flows in Sales
clusters and cards in the interface and
Planning
control how various roles or groups
interact with the business process.
See how to create forms that allow
planners to collect data, perform reviews,
Designing Forms in Sales Planning
analysis, and reporting. Learn more about
form components, access permissions, and
best practice design considerations.

Creating an Application
To get started, create a Sales Planning application.
1. On the landing page, click SELECT under Planning to view available options for creating
a Planning application. Under Create a new application, click START. Enter an
application name and description, and for Application Type, select Sales Planning, and
then click Next.

If you are using the legacy Oracle Sales Planning Cloud SKU, log in and select Start
under Sales. Enter an application name and description and then click Next.
2. Specify this information.

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Creating an Application

• Start and End year—Years to include in the application. Make sure to include
the year that contains the historic actuals required for planning and analysis.
For example, for an application beginning in 2019, select 2018 as the start
year so that the latest actuals are available for setting targets using year over
year growth percentage, and for reporting purposes.
• First Month of Fiscal Year—Month in which your fiscal year begins.
• Weekly Distribution—Sets the monthly distribution pattern, based on the
number of fiscal weeks in a month.
This selection determines how data in summary time periods spreads within
the base time period. When users enter data into summary time periods, such
as quarters, the value is distributed over base time periods in the summary
time period.
If you select a weekly distribution pattern other than Even, the application
treats quarterly values as if they were divided into 13 weeks and distributes
weeks according to the selected pattern. For example, if you select 5-4-4, the
first month in a quarter has five weeks, and the last two months in the quarter
have four weeks.
• Task Flow Type—Choose a Task Flow Type for the application:
– Task List—Task lists are a classic feature which guides users through the
planning process by listing tasks, instructions, and end dates.
For more information about task lists, see Administering Task Lists in
Administering Planning.
– EPM Task Manager—This is the default option for new applications. EPM
Task Manager provides centralized monitoring of all tasks and provides a
visible, automated, repeatable system of record for running a application.
For more information about EPM Task Manager, see Administering Tasks
with Task Manager in Administering Planning.

Note:
There is no migration from existing Task Lists to the EPM Task
Manager. If you want to continue using classic Task Lists, select the
Task List option during application creation.

• Main Currency—For a multicurrency application, this is the default reporting

currency and the currency against which exchange rates are loaded.
• Multicurrency—Multicurrency support is provided by the Currency dimension,
and enables reporting in different currencies.
• Name of Reporting Cube—Sales Planning delivers a reporting cube called
SALESREP. You can configure the dimensionality of the cube for your
reporting requirements.
3. Click Next, review your selections, and then click Create.
4. Click Configure to enable and configure the application. See:
• Configuring Quota Planning
• Configuring Advanced Sales Forecasting

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 Chapter 3
Enabling Essbase Hybrid Block Storage Option (BSO) Cubes

• Configuring Key Account Planning

Videos

Your Goal Watch This Video

Learn about creating an application for Quota
Planning. Creating and Enabling Quota Planning
Applications
Learn about creating an application for
Advanced Sales Forecasting. Creating and Enabling Advanced Sales
Forecasting in Oracle Sales Planning Cloud

About Sales Planning Applications

When you create an Sales Planning application, the following cubes are created:
• SalesRep—Reporting cube (ASO)
• If you enabled Quota Planning: OEP_QTP—Planning input cube for data entry (BSO)
• If you enabled Advanced Sales Forecasting:
– OEP_GSP—Planning input cube for data entry (BSO). All of the planning at the leaf
level is performed in this cube.
– OEP_GREP—Reporting cube (ASO). This out-of-box reporting cube offers
instantaneous aggregations and reporting. When you save data in a form, the data is
pushed from OEP_GSP to OEP_GREP for fast aggregation.
• If you enabled Key Account Planning:
– OEP_KAP—Planning input cube for data entry (BSO)
– OEP_KREP—Reporting cube (ASO)

Enabling Essbase Hybrid Block Storage Option (BSO) Cubes

Hybrid BSO cubes support some Aggregate Storage Option (ASO) capabilities in addition to
BSO capabilities. Hybrid cubes provide many benefits including smaller database and
application size, better cube refresh performance, faster import and export of data, improved
performance of business rules, and faster daily maintenance of the business process.
Beginning with Release 21.04, Sales Planning supports Essbase Hybrid Block Storage
Option (BSO) cubes. Any new applications you create are automatically created with Hybrid
mode enabled.
If you created your application prior to Release 21.04, or if you create a new application using
a release provisioned prior to Release 21.04, you can enable Hybrid mode to support
Essbase hybrid block storage option (BSO) cubes if it's not already enabled.

Note:
Key Account Planning requires Hybrid Mode to be enabled.

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Enabling Essbase Hybrid Block Storage Option (BSO) Cubes

Prerequisite: In Quota Planning, for any sparse dimension parent set to Dynamic
Calc, change the setting to Store.
To enable Hybrid cubes for existing applications:
1. From the Home page, select Application and then Overview.
2. From Actions, select Enable Hybrid Mode.
Hybrid mode notes:
• If your subscription is not deployed to use Hybrid-enabled Essbase, you won't see
the Enable Hybrid Mode option. You must first upgrade Essbase and then enable
Hybrid mode. Upgrading the Essbase version is a self-service operation using the
recreate EPM Automate command.
See Recreate for information on upgrading Essbase.
• You'll see a validation error message when you enable Hybrid if a sparse
dimension parent in Quota Planning is set to Dynamic Calc.
• After you enable Hybrid mode, you can't make a sparse dimension parent
Dynamic Calc in Quota Planning.
For more information, see:
• About Essbase in EPM Cloud in Getting Started with Oracle Enterprise
Performance Management Cloud for Administrators
• recreate in Working with EPM Automate for Oracle Enterprise Performance
Management Cloud

Note:
Because Sales Planning supports Hybrid cubes, when Hybrid Mode is
enabled, you can set up predictions to run automatically with Auto Predict.
For more information, see Setting Up Predictions to Run Automatically with
Auto Predict.

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4
Configuring Quota Planning
Related Topics
• Enabling Quota Planning Features
Before users can start planning, you must enable Quota Planning features.
• Configuring Quota Planning
Perform these steps after enabling Quota Planning features to import metadata, add or
import additional measures, and configure features.
• Post Configuration Tasks
After configuring Quota Planning, perform these tasks.
• Quota Planning Rules
Review the rules used to calculate values in Quota Planning.

Enabling Quota Planning Features

Before users can start planning, you must enable Quota Planning features.
Based on your selections, dimensions, forms, and measures are created.

Note:

• Define all optional and custom dimensions the first time you enable features.
This creates the Quota Planning business model. Because you can’t add
additional dimensions later, consider carefully the dimensions required for your
business. Note that you can add reporting (attribute) dimensions later using the
Dimension Editor.
• You can’t disable features later.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, select Quota Planning.
3. On the Configure page, click Enable Features.
4. Select the features to enable, and then click Enable.
While you can enable more features later, Oracle recommends that you enable only the
features that planners currently require.

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Enabling Quota Planning Features

Table 4-1 Enabling Quota Planning Features

Enable Description
Planning Model Enable quota planning by territory or
resource and add custom dimensions.
Select the type of hierarchy for quota
planning. You can plan by territory or by
resource. The lowest level in each
hierarchy for territory or resource often
maps to a Sales Rep, but you can create
territories or resources based on your sales
organization hierarchy.
Optionally, enable these additional
commonly-used dimensions:
• Accounts (customers)
• Product (high-level product families)
• Geography (a reporting dimension,
configured as an attribute of Territory)
These core custom dimensions have
predefined functionality and artifacts
associated with them.
You must add custom dimensions when
you first enable Quota Planning.
You can add additional custom dimensions
in Map/Rename Dimensions.
Unit of Measure Select whether to plan by Amount (such as
currency) or Units (such as volume).
Key Functionality Enable additional features for setting,
analyzing, and optimizing target quotas.
• Overlay Targets—Use to perform quota
planning for a specialist team; these
teams often have a separate quota to
achieve.
• Seasonality—By default, quota targets
are spread based on historical trends
or data. Use Seasonality to adjust the
year total allocation by month
according to your business's
seasonality.
• Padding—After setting a target, use
padding to make a global adjustment
by increasing or decreasing targets by
a percentage.
• What If Scenarios—Use to evaluate
worst case, best case, and conservative
scenarios.

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Enabling Quota Planning Features

Table 4-1 (Cont.) Enabling Quota Planning Features

Enable Description
Planning Methodology Select the type of quota planning to enable.
• Top Down—Allocate the target quota
starting at the highest level of the
hierarchy down to each level of the
dimension hierarchy, through the
entire hierarchy. Use this method when
target setting is centralized.
• Waterfall—Allocate the target quota
starting at the highest level of the
hierarchy step by step down to each
level of the dimension hierarchy. Each
level in the hierarchy reviews and
makes adjustments before pushing the
target quota down to the next level.
Use this method when target setting is
more decentralized with input from
regional or business line sales leaders.
• Bottom Up—A collaborative approach
performed in addition to top-down
planning. After top-down allocation is
complete, each level in the hierarchy,
starting with the lowest level, reviews
their target quota, enters their quota
commitments, and pushes them up to
the next level in the hierarchy.
Predictive Planning Enable the ability to predict future target
quota values based on historical revenue.
If you have historical revenue data by
territory or product, you can perform a
statistical analysis on the data to predict
future results.
Map/Rename Dimensions • Add custom dimensions to your
application. You can enable up to three
additional custom dimensions. Default
names are Auxiliary 1, Auxiliary 2, and
Auxiliary 3, but you can rename those
if needed, for example to Sales
Channel, or whatever is required for
your business needs.
• Map custom dimensions to existing
dimensions.
• Rename base dimensions.
You must map, rename, and enable custom
dimensions the first time you enable
features.
You can't rename Measures or the Territory
or Resource dimension names.

The Quota Planning artifacts are populated, including dimensions, forms, and measures.

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Configuring Quota Planning

Videos

Your Goal Watch This Video

Learn about enabling Quota Planning
features. Creating and Enabling Quota Planning
Applications

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

See how to enable and configure Quota
Planning in Sales Planning. Learn how to
Creating and Configuring Quota
set variables, prepare actual and forecast
Planning in Oracle Sales Planning Cloud -
data, and verify the configuration.
Tutorial

Configuring Quota Planning

Perform these steps after enabling Quota Planning features to import metadata, add or
import additional measures, and configure features.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, select Quota Planning.
3. Perform all mandatory tasks for importing metadata, configuring Quota Planning,
and adding or importing additional measures. Perform the optional tasks required
for your business.
4. After configuring, and any time you make changes in configuration or import
metadata, refresh the database. From the Configure page, select Refresh
Database from the Actions menu. Click Create, and then click Refresh
Database.
5. Import your business data to populate the application and then run the Process
Actuals rule. See Importing Data.

Table 4-2 Configuring Quota Planning

Configure Description
Accounts, Product, Geography Import the dimension members (master
data) and hierarchy that represent your
business's accounts or customers, products,
or geography.
For the Accounts dimension, create a
hierarchy with logical parent members
instead of a flat structure.

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Configuring Quota Planning

Table 4-2 (Cont.) Configuring Quota Planning

Configure Description
<Custom Dimension> Import the dimension members (master
data) and hierarchy to populate the
<customName> dimension. Use if you
enabled the <customName> dimension.
Territory Import the dimension members (master
data) and hierarchy that represent your
business's sales territories.
Resource Import the dimension members (master
data) and hierarchy that represent your
business's resources. If you are integrating
with Oracle Engagement Cloud Incentive
Compensation, use numerical IDs for
Resource dimension members.
Allow Overrides on Allocated Target Quota Specify whether to allow users to override
the total allocated target during top-down
planning.
Select Yes to allow users to adjust values
that would allow the total to go over or
under the allocated quota amount. Select
No so that users cannot adjust values that
would make the total go over or under the
allocated quota amount.
This task must be performed after setting
user variables. See Setting User Variables.
Seasonality Use this option if you enabled Seasonality.
Specify default percentages for each month
to indicate the seasonality for your
business. You can adjust these values later
at the Territory or Resource level.
This task must be performed after setting
user variables. See Setting User Variables.
Bottom Up Quota Measures Add or import additional bottom up quota
measures. If your business process
requires, you might need to add logic or
calculations related to any custom
measures.
See Adding Custom Measures.
Overlay Quota Measures Add or import additional overlay quota
measures. If your business process
requires, you might need to add logic or
calculations related to any custom
measures.
See Adding Custom Measures.
Quota Measures Add or import additional quota measures
that apply to all types of quota planning. If
your business process requires, you might
need to add logic or calculations related to
any custom measures.
See Adding Custom Measures.

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Configuring Quota Planning

Table 4-2 (Cont.) Configuring Quota Planning

Configure Description
Top Down Quota Measures Add or import additional top-down quota
measures. If your business process
requires, you might need to add logic or
calculations related to any custom
measures.
See Adding Custom Measures.

Note:
Oracle recommends that you use Configure to import metadata, which
ensures that metadata is loaded correctly to work with the provided rules and
forms. If you choose to use the Dimension Editor to load metadata, the
primary hierarchy for a dimension should go under the All member for the
dimension. You can add alternative hierarchies under the Root member as
well, but the member should be a Parent or rollup type member. No parent or
member should be set to rollup/aggregate to the root member of a
dimension, because the root member can't be displayed on any form,
dashboard, or report.

Videos

Your Goal Watch This Video

Learn about configuring Quota Planning.
Configuring Quota Planning

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

See how to enable and configure Quota
Planning in Sales Planning. Learn how to
Creating and Configuring Quota
set variables, prepare actual and forecast
Planning in Oracle Sales Planning Cloud -
data, and verify the configuration.
Tutorial

Adding Custom Measures

Depending on the number of custom measures you need to add, perform one of these
tasks:
• A small quantity—Add them directly in the Configure page.
• A large quantity—Import them by:
– Exporting the existing set.

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Post Configuration Tasks

– Modifying the exported spreadsheet to add rows and data for the custom measures.
– Importing the spreadsheet.
This export and import process speeds up the design and maintenance of the application.
When requirements change, you can repeat this process as many times as needed.
To add measures:
1. Select the configuration task.
2. Perform a task:
• To add a measure, select Add from the Actions menu, and then enter details in the
new row.
• To modify a group of measures, or to add many new ones, export the set of
predefined measures (select Export from the Actions menu), and then modify the
export file in Excel. You can edit predefined measures, make a copy of a measure
and modify it to create a new one, or add new measures. Then, import the modified
file (select Import from the Actions menu).
• To export or import all measures, use Batch Export or Batch Import.

Note:

• Specify unique member names and aliases for custom members so they don’t
conflict with any provided members.
• If you must delete a measure, check the formulas of the other measures in its
group to see if they reference the measure that you want to remove. If they do,
update their logic accordingly.
• You can't edit or delete provided measures.

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you learn a
topic.

Your Goal Learn How

See how you can enhance the planning process
in your organization by adding measures.
Adding Measures in Sales Planning
Learn how you can add custom measures in
the dimension hierarchy and include them in
dashboards.

Post Configuration Tasks

After configuring Quota Planning, perform these tasks.
• Refresh the cube after configuring and any time you import metadata.
• Import data, including the previous year bookings/revenue, and then run the Process
Actuals rule for Quota Planning. See Importing Data.
• Set substitution variables. See Setting Substitution Variables for Quota Planning.

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Post Configuration Tasks

• Set user variables. See Setting User Variables.

Setting Substitution Variables for Quota Planning

Set the substitution variables for Quota Planning for the current planning year for
which you are setting targets and the immediately preceding planning year.
This steps is for Quota Planning only.

1. From the Home page, click Tools , then Variables , and then click
the Substitution Variables tab.
2. Select members for OEP_CurYr and OEP_PriorYr. Optionally set the other
substitution variables if you want to use something other than the default values.

Setting User Variables

Each planner must set the user variables described in this topic.
User variables define the context for forms and dashboards.

1. On the Home page, click Tools , and then click User Preferences

.
The User Variables tab lists the user variables that the administrator has set up
for each dimension and under Member, the currently selected member for each
variable.
2. If you enabled Quota Planning, select members for these user variables:
• Accounts—Select your account.
• Overlay Territory—Typically used for the overlay territory.
• Product—Select your product.
• Sales Rep Territory—Typically used for Sales Reps for use in bottom-up
planning.
• Scenario—Select your scenario.
• Territory—Typically used for the main process for Sales Managers and Sales
VPs.
3. If you enabled Advanced Sales Forecasting, select members for these user
variables:
• Currency— Select your input currency.
• Period Granularity—Select the granularity applicable to your forecasting,
reporting, and analysis. Select Weekly Plan to forecast at the weekly level.
Select YearTotal to forecast at the monthly level.

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Quota Planning Rules

• Forecasting Scenario—Select either Forecast or Rolling Forecast, depending on

which features are enabled and how you want to do your forecasting.
• Reporting currency— Select your reporting currency.
• Forecasting Version—Select Working Bottom Up if you are building your forecast in
detail.
• Years—Typically select the current year. Most forms use the substitution variable set
for OEP_CurYr (Current Year), but you can select a different year; for example, to
see future years.
• Account Segments—Select the account segment to use for detailed analysis.
• Product Family—Select the product to use for detailed product analysis.
• Territory or Resource—Select the territory or resource of focus.
• Drivers—Select the measure (or parent member of a set of measures) to analyze,
depending on what is set up in your application, such as units or average selling
price. If the Product dimension is enabled, select OGS_Product Measure.
4. If you enabled Key Account Planning, select members for these user variables:
• Accounts Segments—Select the customer segment or key account that should be
the default.
• Period Granularity—Select the period that you want to see for the data.
• Product Family—Select the default product group that you want to plan for.
• Reporting Currency—Select the currency that you are using for planning.
• Territory—Select your territory for planning (for example, it could be your region or
your sales organization).
• Years—Select the year that you want to see by default.
• Currency—Select the currency that you are using for planning.
• Current Promotion—Select the default promotion that you want to see.
• Key Account Scenario—Select the Plan or Forecast scenario that you want to plan.
• Key Account Version—Select the version that you want to plan.
5. Click Save.

Quota Planning Rules

Review the rules used to calculate values in Quota Planning.

From the Home page, click Rules .

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Quota Planning Rules

Tip:
To see only Quota Planning rules, click All Cubes next to the Filter, and from
the Cube list select OEP_QTP.
Many of these rules are associated with forms, either from the Actions menu,
or set to Run on Save. Planners run these rules as part of the planning
process.

Table 4-3 Quota Planning Rules

Rule
Add Account (Bottom Up)
Add Product (Bottom Up)
Adjust Aggregation (Bottom Up)
Apply Seasonality
Apply Top Down Seasonality
Apply Waterfall Seasonality
Bottom Up Aggregation
Bottom Up Aggregation by Account
Bottom Up Allocation
Bottom Up Seasonality
Clear Bottom Up What If Scenarios
Clear What If Scenarios
Copy Bottom Up What If
Copy Data What If
Copy What If Scenarios
Global Seasonality
Overlay Seasonality
Predictive Aggregation
Process Actuals
Quota Aggregation
Seed Bottom Up What If Scenarios
Seed What If Scenarios
Set Overlay Target
Set Predicted Values As Target
Set Target
Set Target by Product
Top Down Adjustment
Top Down Allocation
Top Down Padding
Validate Adjustment
Validate Adjustment by Dimension
OQP_ValidateSeasonality
Validate Seasonality
Waterfall Adjustment
Waterfall Allocation

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5
Configuring Advanced Sales Forecasting
Related Topics
• Enabling Advanced Sales Forecasting
Before users can start planning, you must enable Advanced Sales Forecasting features.
• Configuring Advanced Sales Forecasting
Perform these steps after enabling Advanced Sales Forecasting features to configure
features.
• Post Configuration Tasks
After configuring Advanced Sales Forecasting, perform these tasks.
• Integrating Quota Planning and Advanced Sales Forecasting
You can push the target quota from Quota Planning to Advanced Sales Forecasting.
• Advanced Sales Forecasting Rules
Review the rules used to calculate values in Advanced Sales Forecasting.

Enabling Advanced Sales Forecasting

Before users can start planning, you must enable Advanced Sales Forecasting features.
Based on your selections, dimensions, forms, and measures are created.

Note:

• If you will also be using Quota Planning, enable and configure Quota Planning
first.
• Define all optional and custom dimensions the first time you enable features.
This creates the Advanced Sales Forecasting business model. Because you
can’t add additional dimensions later, consider carefully the dimensions
required for your business. Note that you can add reporting (attribute)
dimensions later using the Dimension Editor.
• You can’t disable features later.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, click Advanced Sales Forecasting.
3. On the Configure page, click Enable Features.
4. Select the features to enable, and then click Enable.
While you can enable more features later, Oracle recommends that you enable only the
features that planners currently require.

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 Chapter 5
Enabling Advanced Sales Forecasting

Table 5-1 Enabling Advanced Sales Forecasting Features

Enable Description
Planning By Enable sales forecast planning by territory
or resource and add custom dimensions.
Select the type of hierarchy for advanced
sales forecasting. You can plan by territory
or by resource.
If you've already enabled Quota Planning,
the Planning By dimension is selected for
you. For example, if you chose to plan by
Territory in Quota Planning, planning by
Territory is automatically selected for you
in Advanced Sales Forecasting.
Optionally, enable these additional
commonly-used dimensions, which can be
different than the dimensions selected for
Quota Planning.
• Accounts (customers)
• Product (high-level product families)
• Geography (an attribute dimension for
Territory)
These core custom dimensions have pre-
defined functionality and artifacts
associated with them.
You must add custom dimensions when
you first enable Advanced Sales
Forecasting.
You can add up to three additional custom
dimensions in Map/Rename Dimensions.
Planning Time Granularity Enable planning by the selected time
granularity.
You can plan at the monthly level or at the
weekly level. By default, monthly planning
is enabled.
If you select weekly and monthly planning,
you must also select an option for mapping
weekly data to monthly data. Forms are
designed so you can view plan data at the
granularity you select. If you select both
weekly and monthly, you can see data in
the forms at either the monthly or weekly
level.
You can also leverage a rolling forecast
range at a weekly, monthly, or quarterly
granularity. You can plan continuously at a
weekly level for 13, 26, or 52 weeks, at a
monthly level for 12, 18, 24, 30, 36, 48, or 60
months, or at a quarterly level for 4, 6, or 8
quarters. When you enable rolling forecast,
the Rolling Forecast scenario is created.
When you update the current time period,
forms are updated to add or drop time
periods to reflect the updated rolling
forecast range.

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Enabling Advanced Sales Forecasting

Table 5-1 (Cont.) Enabling Advanced Sales Forecasting Features

Enable Description
Predictive Planning Enable the ability to predict future sales
forecast values based on historical
revenue.
If you have historical revenue data by
territory or detail level (such as product or
customer), you can perform a statistical
analysis on the data to predict future
results.
Integrations: Target Quota from Quota Enable the ability to integrate target quota
Planning data from Quota Planning.
If you've also enabled Quota Planning,
enabling this option creates a data map:
Quota Planning Sales Forecast
Integration. When your quota planning is
finalized, you can push the final target
quota numbers by Territory or Resource
from Quota Planning to use as a starting
point for your sales forecast in Advanced
Sales Forecasting.
For more information, see Integrating Quota
Planning and Advanced Sales Forecasting.
Map/Rename Dimensions • Add custom dimensions to your
application. You can enable up to three
additional custom dimensions.
• Map custom dimensions to existing
dimensions.
• Rename base dimensions.
You must enable, map, and rename custom
dimensions the first time you enable
features.
You can't rename Measures or the Territory
or Resource dimension names.

The Advanced Sales Forecasting artifacts are populated, including dimensions, forms, and
measures.

Videos

Your Goal Watch This Video

Learn about enabling and configuring
forecasting with different time granularities. Forecasting with Different Time
Granularities in Oracle Sales Planning Cloud
Learn about enabling Advanced Sales
Forecasting. Creating and Enabling Advanced Sales
Forecasting in Oracle Sales Planning Cloud

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you learn a
topic.

5-3
 Chapter 5
Configuring Advanced Sales Forecasting

Your Goal Learn How

See how to enable and configure Advanced
Sales Forecasting in Sales Planning. Learn
Creating and Configuring Advanced
how to set variables, prepare actual and
Sales Forecasting in Oracle Sales Planning
forecast data, and verify the configuration.
Cloud - Tutorial

Configuring Advanced Sales Forecasting

Perform these steps after enabling Advanced Sales Forecasting features to configure
features.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, select Advanced Sales Forecasting.
3. Click Time Period Configuration and make your selections.
• Select the current fiscal year, period, week (if weekly planning is enabled), and
the start year for the plan.
• If you enabled rolling forecast, select the planning frequency and number of
periods for the rolling forecast. The rolling forecast range, if you enabled rolling
forecast, is updated based on your selections.

Videos

Your Goal Watch This Video

Learn about configuring Advanced Sales
Forecasting. Configuring Advanced Sales
Forecasting in Oracle Sales Planning Cloud
Learn about enabling and configuring
forecasting with different time Forecasting with Different Time
granularities. Granularities in Oracle Sales Planning Cloud

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

See how to enable and configure Advanced
Sales Forecasting in Sales Planning. Learn
Creating and Configuring Advanced
how to set variables, prepare actual and
Sales Forecasting in Oracle Sales Planning
forecast data, and verify the configuration.
Cloud - Tutorial

Post Configuration Tasks

After configuring Advanced Sales Forecasting, perform these tasks.
1. Import metadata. See Importing Advanced Sales Forecasting Metadata and Data.

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Post Configuration Tasks

2. Refresh the cube after configuring and any time you import metadata.
3. Import data, including historical revenue data, and then run the Prepare Actual rule for
Advanced Sales Forecasting. See Importing Advanced Sales Forecasting Metadata and
Data.
4. Set user variables. See Setting User Variables.
5. Set application settings for predictions to indicate where to find actual values. See What
Application and System Settings Can I Specify?.
6. Enter compensation assumptions. See Preparing Compensation Assumptions.
7. Run Advanced Sales Forecasting rules. See Advanced Sales Forecasting Rules.
In preparation for planning, make sure to run these rules:
• Prepare Actual
• Forecast Prep
• RptTotals to GSP, if you enabled if Predictive Planning

Importing Advanced Sales Forecasting Metadata and Data

1. Add or import metadata for each enabled dimension using the Dimension Editor. From
the Home page, click Application, and then click Overview. Click the Dimensions tab
and then from the Cube list, select OEP_GSP.
See Importing Metadata.

Note:
When you use the Dimension Editor to load metadata, the primary hierarchy for
a dimension should go under the All member for the dimension. You can add
alternative hierarchies under the Root member as well, but the member should
be a Parent or rollup type member. No parent or member should be set to roll
up and aggregate to the root member of a dimension, because the root member
can't be displayed on any form, dashboard, or report.

Note:
When you import metadata, ensure that metadata is set for both OEP_GSP and
OEP_GREP. Both the planning cube (BSO) and reporting cube (ASO) must be
enabled because aggregations for forecast measures occur in the reporting
cube.

2. After configuring, and any time you make changes in configuration or import metadata,
refresh the database. From the Configure page, select Refresh Database from the
Actions menu. Click Create, and then click Refresh Database.
3. Import your business data to populate the application and then run the Prepare Actual
rule. Sales Planning includes templates for loading Advanced Sales Forecasting data.
See Importing Advanced Sales Forecasting Data.
See Importing Data for general information about importing data.

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Post Configuration Tasks

Preparing Compensation Assumptions

You can analyze compensation as part of your sales forecasting.
If you want to analyze compensation and see commission compensation on
dashboards, enter compensation assumptions for different scenarios.

1. From the Home page, click Data , navigate to Sales Forecasting, Plan
Sheets, and then open Enter Compensation Percentage.
2. Enter the commission percentage for each scenario and then click Save.
Sales analysts can see the commission compensation on the Overview and Forecast
Summary dashboards.

Setting User Variables

Each planner must set the user variables described in this topic.
User variables define the context for forms and dashboards.

1. On the Home page, click Tools , and then click User Preferences

.
The User Variables tab lists the user variables that the administrator has set up
for each dimension and under Member, the currently selected member for each
variable.
2. If you enabled Quota Planning, select members for these user variables:
• Accounts—Select your account.
• Overlay Territory—Typically used for the overlay territory.
• Product—Select your product.
• Sales Rep Territory—Typically used for Sales Reps for use in bottom-up
planning.
• Scenario—Select your scenario.
• Territory—Typically used for the main process for Sales Managers and Sales
VPs.
3. If you enabled Advanced Sales Forecasting, select members for these user
variables:
• Currency— Select your input currency.
• Period Granularity—Select the granularity applicable to your forecasting,
reporting, and analysis. Select Weekly Plan to forecast at the weekly level.
Select YearTotal to forecast at the monthly level.
• Forecasting Scenario—Select either Forecast or Rolling Forecast,
depending on which features are enabled and how you want to do your
forecasting.

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Integrating Quota Planning and Advanced Sales Forecasting

• Reporting currency— Select your reporting currency.

• Forecasting Version—Select Working Bottom Up if you are building your forecast in
detail.
• Years—Typically select the current year. Most forms use the substitution variable set
for OEP_CurYr (Current Year), but you can select a different year; for example, to
see future years.
• Account Segments—Select the account segment to use for detailed analysis.
• Product Family—Select the product to use for detailed product analysis.
• Territory or Resource—Select the territory or resource of focus.
• Drivers—Select the measure (or parent member of a set of measures) to analyze,
depending on what is set up in your application, such as units or average selling
price. If the Product dimension is enabled, select OGS_Product Measure.
4. If you enabled Key Account Planning, select members for these user variables:
• Accounts Segments—Select the customer segment or key account that should be
the default.
• Period Granularity—Select the period that you want to see for the data.
• Product Family—Select the default product group that you want to plan for.
• Reporting Currency—Select the currency that you are using for planning.
• Territory—Select your territory for planning (for example, it could be your region or
your sales organization).
• Years—Select the year that you want to see by default.
• Currency—Select the currency that you are using for planning.
• Current Promotion—Select the default promotion that you want to see.
• Key Account Scenario—Select the Plan or Forecast scenario that you want to plan.
• Key Account Version—Select the version that you want to plan.
5. Click Save.

Integrating Quota Planning and Advanced Sales Forecasting

You can push the target quota from Quota Planning to Advanced Sales Forecasting.
Sales Planning uses data maps for out of box integration between Quota Planning and
Advanced Sales Forecasting for connected sales planning. After completing the quota
planning process, you can push the target quota from Quota Planning to seed the forecast
target in Advanced Sales Forecasting, as a starting point for your sales forecast.
This section describes the overall process for integrating.
To implement integration between Quota Planning and Advanced Sales Forecasting, follow
this overall process.
1. Enable and configure Quota Planning.
2. Enable and configure Advanced Sales Forecasting. In the Integrations section on the
Enable page, you must select Target Quota from Quota Planning.
Enabling Advanced Sales Forecasting with this option creates a data map: Quota
Planning Sales Forecast Integration. The data map's detailed mappings are

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Advanced Sales Forecasting Rules

automatically populated between the dimension members in Quota Planning and

in Advanced Sales Forecasting.
The final target quota value from Quota Planning, along with the padding
adjustment value from the Plan scenario (if there is one), is mapped to the target
forecast value in the Forecast scenario in Advanced Sales Forecasting.
3. In Quota Planning, perform the quota planning process to achieve a target quota.
4. When the quota plan is complete, an administrator pushes the target quota from
Quota Planning using the predefined data map:

a. From the Home page, click Application , then Data Exchange ,

and then Data Maps.
b. From the Actions menu for Quota Planning Sales Forecast Integration,
select Synchronize to synchronize dimensions and members between source
and target.
c. From the Actions menu for Quota Planning Sales Forecast Integration,
select Push Data. This pushes the target quota value from Quota Planning to
Advanced Sales Forecasting.

5. Run the Base Forecast Push rule. From the Home page, click Rules , and
then click Launch next to Base Forecast Push. Select only the Version and Year
that have been updated.
You see the target quota as a starting point for the base forecast target in the forecast
scenario of Advanced Sales Forecasting at all levels of the hierarchy.
Rerun these data maps whenever the target quota is updated.

Videos

Your Goal Watch This Video

Learn more about integrating Quota
Planning and Advanced Sales Forecasting. Integrating Quota Planning and
Advanced Sales Forecasting in Oracle Sales
Planning Cloud

Advanced Sales Forecasting Rules

Review the rules used to calculate values in Advanced Sales Forecasting.
In preparation for forecast planning, make sure to run these rules:
• Prepare Actual
• Forecast Prep
• RptTotals to GSP, if you enabled if Predictive Planning

From the Home page, click Rules .

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Advanced Sales Forecasting Rules

Tip:
To see only Advanced Sales Forecasting rules, click All Cubes next to the Filter,
and from the Cube list select OEP_OGS.
Some of these rules are associated with forms, either from the Actions menu, or set
to Run on Save. Planners run these rules as part of the planning process.

Table 5-2 Advanced Sales Forecasting Rules

Rule Type Description

Base Forecast Push Groovy rule. Smart push on Executes push to the reporting
form. cube on a data form.
Execute Data Push Rule Pushes data for a particular
slice to the reporting cube.
Pushes data based on run-time
prompt for Scenario, Years,
and Version.
Forecast Prep Ruleset Copies actuals for selected
periods to the Forecast
scenario and then pushes data
to the reporting cube for the
selected Year and Version.
The ruleset includes:
• Prepare Forecast
• Execute Data Push
Convert Monthly Data to Rule Converts monthly data in a
Weekly in Form form to weekly data.
Run this rule only when it is
associated with a form, not
from the Rules card.
Convert Monthly Data to Rule Converts monthly data to
Weekly weekly data (batch
conversion).

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Table 5-2 (Cont.) Advanced Sales Forecasting Rules

Rule Type Description

Prepare Actual Ruleset Copies data from OGS_CY
Bookings to OGS_Sales
Revenue and then pushes data
to the reporting cube for the
selected Actual, Period(s), and
Years.
The ruleset includes:
• Process Actual
• Execute Data Push
Run this rule at these times:
• For Current Year—Run
any time you import a
new period of actuals
data.
• For Previous years—Run
one time when you build
the application, if you
import historical data.
Run for all periods and
years for which historical
data exists. You don't need
to run this rule again
unless data changes for
historical years.
Prepare Forecast Rule Copies data from Actual to
Forecast. Don't run this rule on
its own. Run Forecast Prep
instead.
Process Actual Rule Copies data from OGS_CY
Bookings to OGS_Sales
Revenue. Don't run this rule
on its own. Run Prepare
Actual instead.
Push To Reporting Cube Groovy Rule. Smart Push on Executes Smart Push for any
form. Adjustments made in a form.
Pushes data to the reporting
cube.
Roll Up Rule Rolls up the cube. Typically
not needed, because
aggregation is performed in
the reporting cube. All
dashboards and reporting
forms are associated with the
reporting cube for fast
aggregation.
RptTotals to GSP Rule Takes the total for enabled
custom dimensions to Any
Member for Predictive
Planning purposes. This allows
users to run predictions at the
Territory level and not at a
detailed level.

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Table 5-2 (Cont.) Advanced Sales Forecasting Rules

Rule Type Description

Convert Weekly Data to Rule Converts weekly data in a
Monthly in Form form to monthly data.
Run this rule only when it is
associated with a form, not
from the Rules card.
Convert Weekly Data to Rule Converts weekly data to
Monthly monthly data (batch
conversion).

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6
Configuring Key Account Planning
Related Topics
• Considerations and Prerequisites
• Enabling Key Account Planning
• Configuring Key Account Planning
• Post Configuration Tasks
• Integrating Quota Planning and Key Account Planning
You can push the quota from Quota Planning to Key Account Planning.
• Key Account Planning Rules
• Key Account Planning Calculations

Considerations and Prerequisites

Considerations and prerequisites for implementing Key Account Planning:
• See the Implementation Checklist for an overview of the steps required to set up, enable,
and configure.
• Key Account Planning requires Hybrid Mode to support Essbase hybrid block storage
option (BSO) cubes.
Beginning with Release 21.04, Sales Planning supports Essbase Hybrid Block Storage
Option (BSO) cubes. Any new applications you create are automatically created with
Hybrid mode enabled.
If you created your application prior to Release 21.04, you can enable Hybrid mode to
support Essbase hybrid block storage option (BSO) cubes if it's not already enabled. See
Enabling Essbase Hybrid Block Storage Option (BSO) Cubes.
• Accounts and Product are required dimensions.
• You can import target values from Quota Planning to Key Account Planning.
• You can create either a Volume and Revenue model or a Revenue only model.

Enabling Key Account Planning

Before users can start planning, you must enable Key Account Planning features.
Based on your selections, dimensions, measures, forms, and other artifacts are created.

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Enabling Key Account Planning

Note:

• Define all optional and custom dimensions the first time you enable
features. Because you can’t add additional dimensions later, consider
carefully the dimensions required for your business. Note that you can
add reporting (attribute) dimensions later using the Dimension Editor.
• You can’t disable features later.

If you will be using Quota Planning to import target values from Quota Planning to Key
Account Planning, you must enable Quota Planning before you can select the Quota
for Targets integration option.
Prerequisite:
Key Account Planning requires that the application uses Hybrid mode. See Enabling
Essbase Hybrid Block Storage Option (BSO) Cubes.
1. From the Home page, click Application

, and then click Configure .

2. From the Configure list, select Key Account Planning.
3. On the Configure page, click Enable Features.
4. Select the features to enable, and then click Enable.
While you can enable more features later, Oracle recommends that you enable
only the features that planners currently require.

Table 6-1 Enabling Key Account Planning Features

Enable Description
Planning By Enable key account planning by territory
or resource.
Select the type of hierarchy for key account
planning. You can plan by territory or by
resource.
If you've already enabled Quota Planning,
the Planning By dimension is selected for
you. For example, if you chose to plan by
Territory in Quota Planning, planning by
Territory is automatically selected for you
in Key Account Planning.

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Table 6-1 (Cont.) Enabling Key Account Planning Features

Enable Description
Planning Features Select planning features.
• Baseline Planning—Select either
Volume and Revenue or Revenue. By
default, Volume and Revenue is
selected.
In a Revenue only model:
– There are no measures added for
Volume.
– There are no calculations for
Revenue; Revenue is direct input
only.
– Uplift is calculated based on
Revenue instead of Volume.
– Variable spending is calculated as
a percentage of Revenue.
– There are no per unit contract
measures added.
– Dashboards and forms reflect
Revenue only.
• Building Block Planning—Use building
blocks such as different pricing,
placements, and product variants to
identify the additional non
promotional sales plan adjustments
• Trade Promotions Planning—Add,
analyze and adjust trade promotions to
strategically close the gap between
your target and plan, identifying each
promotion’s incremental uplift percent
on the base that is planned by account
and product group, trade spends, and
profit and loss, including additional
contract measures specified for the
customer and COGS, to get a full view
of customer profit and loss. Includes:
– Promotion spanning across
periods
– Promotions for single or multiple
products
– Multiple promotions for the same
product in a period
– Multiple promotions for the same
product with overlapping dates
• Customer Profit and Loss—Analyze the
impact of your promotions:
– By Customer and Product Group
– Revenue and Uplift Revenue
– Trade Spends – Variable and Fixed
– COGS
– Contract measures
• Contract Measures and Cost of Sales—
Available if you enabled Trade
Promotions Planning and Customer

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Enabling Key Account Planning

Table 6-1 (Cont.) Enabling Key Account Planning Features

Enable Description
Profit and Loss. Adds measures for
contract assumptions and entries in
the Customer Profit and Loss. You can
add additional measures if needed.
• Cost of Sales—Available if you enabled
Trade Promotions Planning and
Customer Profit and Loss. Adds
measures for cost of sales assumptions
and entries in the Customer Profit and
Loss.
Intelligent Performance Management Select Predict Base Forecast to enable the
ability to predict the baseline plan based
on historical actuals.
If you have historical volume or revenue
data by territory or detail level (such as
product or customer), you can perform a
statistical analysis on the data to predict
future results to form your baseline plan.
Integration To Select Quota for Targets to enable the
ability to integrate target quota data from
Quota Planning.
Quota Planning must be enabled before
you can select this option.
Enabling this option creates a data map:
Quota to Target in Key Account Planning
Revenue (if the Quota Planning unit of
measure is Amount) or Quota to Target in
Key Account Planning (if the Quota
Planning unit of measure is Units).
When your quota planning is finalized, you
can push the final target quota numbers by
Territory or Resource from Quota Planning
to use as a sales target for key accounts and
product group in Key Account Planning.
The data map pushes sales data only (not
promotional data).
Map/Rename Dimensions • Add custom dimensions to your
application. Product and Accounts are
provided; you can rename them if
needed. You can enable up to three
additional custom dimensions.
• Map custom dimensions to existing
dimensions.
• Rename base dimensions.
You must enable, map, and rename custom
dimensions the first time you enable
features.

Sign out, and then sign in again. The Key Account Planning artifacts are populated,
including a navigation flow, dimensions, forms, and measures, based on the features
you enabled.

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Configuring Key Account Planning

What Happens When You Enable Key Account Planning

When you enable Key Account Planning, artifacts are added to the application, depending on
what you enabled:
• Cubes—an input cube (OEP_KAP) and a reporting cube (OEP_KREP).
• Dimensions and members, including:
– BaselinePromotions (in OEP_KAP) and members for building blocks and promotions.
– Promotion Type (in OEP_KREP).
– Plan Element dimension is shared with Advanced Sales Forecasting.
– Territory, Product, and Accounts dimensions are shared with Advanced Sales
Forecasting and Quota Planning.
• Measures, including Volume, Revenue, Trade Promotion, Building Blocks, and Cost
Assumptions for contracts and cost of sales, Financial, and KPIs.
– Contract costs are not associated with the promotions. You can enter contract rates
at higher levels of the products and accounts hierarchies and push the contract
assumptions down the hierarchy. At the lowest level of the hierarchy, you can make
an adjustment to the contract percentage. You can also load contract measures at
the leaf level. Contract measures, such as a percentage, per unit (in a volume-based
application), or flat fee, are used to calculate costs.
– Cost of Sales measures includes Cost of Goods Sold (COGS). COGS are defined
per unit in a volume-based application. They can be entered or loaded for products
across any customer. COGS are used in the Customer Profit and Loss calculations.
• Navigation flow.
• Forms and dashboards.
• Rules. See Key Account Planning Rules
• Data maps.
– Key Accounts to Reporting
– Key Promotions to Reporting if you enabled Trade Promotions
– Quota to Target in Key Account Planning Revenue if you enabled integration
between Quota Planning and Key Account Planning
• Smart Lists—OEP_AccountsSM, OEP_ProductSM, OEP_TPTypeSM.
• Data load templates to load data for Key Account Planning based on the features that are
enabled.

Configuring Key Account Planning

Perform these steps after enabling Key Account Planning features to configure features.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, select Key Account Planning.
3. Click Time Period Configuration and make your selections for current fiscal year,
period, and the start year for the plan, and then click Save.

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Post Configuration Tasks

Post Configuration Tasks

After configuring Key Account Planning, perform these tasks.
1. Import metadata. See Importing Key Account Planning Metadata and Data.
2. Refresh the cube after configuring and any time you import metadata.
3. Import data. See Importing Key Account Planning Data.
4. Set user variables. See Setting User Variables.
5. Set application settings for predictions to indicate where to find actual values. See
What Application and System Settings Can I Specify?.
6. In preparation for planning, run the rule Seed Baseline Plan. From the Home

page, click Rules , launch the Seed Baseline Plan rule, enter values, and
then click Launch.
7. Run the datamap to push data to the reporting cube. From the Home page, click
Application, then click Data Exchange, and then click the Data Maps tab. From
the Actions menu next to Key Accounts to Reporting, click Push Data.

Videos

Your Goal Watch This Video

Learn what tasks you need to complete
after configuring Key Account Planning in Performing Post Configuration Tasks
Sales Planning. In this tutorial, see how to for Key Account Planning in Oracle Sales
set values to Quota Planning substitution Planning Cloud
variables, add or import metadata, import
historical data, assign values to user
variables, run rules to Process Actuals and
Seed Baseline Plans, and run a data map to
push data to the reporting cube.

Importing Key Account Planning Metadata and Data

1. Add or import metadata for each enabled dimension using the Dimension Editor.
From the Home page, click Application, and then click Overview. Click the
Dimensions tab and then from the Cube list, select OEP_KAP.
See Importing Metadata.

Note:
When you use the Dimension Editor to load metadata, the primary
hierarchy for a dimension should go under the All member for the
dimension. You can add alternative hierarchies under the Root member
as well, but the member should be a Parent or rollup type member. No
parent or member should be set to roll up and aggregate to the root
member of a dimension, because the root member can't be displayed on
any form, dashboard, or report.

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Post Configuration Tasks

2. After configuring, and any time you make changes in configuration or import metadata,
refresh the database. From the Configure page, select Refresh Database from the
Actions menu. Click Create, and then click Refresh Database.
3. Import your business data to populate the application. Sales Planning includes templates
for loading data. See Importing Key Account Planning Data.
See Importing Data for general information about importing data.

Setting User Variables

Each planner must set the user variables described in this topic.
User variables define the context for forms and dashboards.

1. On the Home page, click Tools , and then click User Preferences

.
The User Variables tab lists the user variables that the administrator has set up for each
dimension and under Member, the currently selected member for each variable.
2. If you enabled Quota Planning, select members for these user variables:
• Accounts—Select your account.
• Overlay Territory—Typically used for the overlay territory.
• Product—Select your product.
• Sales Rep Territory—Typically used for Sales Reps for use in bottom-up planning.
• Scenario—Select your scenario.
• Territory—Typically used for the main process for Sales Managers and Sales VPs.
3. If you enabled Advanced Sales Forecasting, select members for these user variables:
• Currency— Select your input currency.
• Period Granularity—Select the granularity applicable to your forecasting, reporting,
and analysis. Select Weekly Plan to forecast at the weekly level. Select YearTotal to
forecast at the monthly level.
• Forecasting Scenario—Select either Forecast or Rolling Forecast, depending on
which features are enabled and how you want to do your forecasting.
• Reporting currency— Select your reporting currency.
• Forecasting Version—Select Working Bottom Up if you are building your forecast in
detail.
• Years—Typically select the current year. Most forms use the substitution variable set
for OEP_CurYr (Current Year), but you can select a different year; for example, to
see future years.
• Account Segments—Select the account segment to use for detailed analysis.
• Product Family—Select the product to use for detailed product analysis.
• Territory or Resource—Select the territory or resource of focus.

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Integrating Quota Planning and Key Account Planning

• Drivers—Select the measure (or parent member of a set of measures) to

analyze, depending on what is set up in your application, such as units or
average selling price. If the Product dimension is enabled, select
OGS_Product Measure.
4. If you enabled Key Account Planning, select members for these user variables:
• Accounts Segments—Select the customer segment or key account that should
be the default.
• Period Granularity—Select the period that you want to see for the data.
• Product Family—Select the default product group that you want to plan for.
• Reporting Currency—Select the currency that you are using for planning.
• Territory—Select your territory for planning (for example, it could be your
region or your sales organization).
• Years—Select the year that you want to see by default.
• Currency—Select the currency that you are using for planning.
• Current Promotion—Select the default promotion that you want to see.
• Key Account Scenario—Select the Plan or Forecast scenario that you want to
plan.
• Key Account Version—Select the version that you want to plan.
5. Click Save.

Integrating Quota Planning and Key Account Planning

You can push the quota from Quota Planning to Key Account Planning.
Sales Planning uses data maps for out of box integration between Quota Planning and
Key Account Planning for connected sales planning. After completing the quota
planning process, you can push the target quota from Quota Planning to Key Account
Planning to set as a sales target for key accounts and product group.
This section describes the overall process for integrating.
To implement integration between Quota Planning and Key Account Planning, follow
this overall process.
1. Enable and configure Quota Planning.
2. Enable and configure Key Account Planning. In the Integration To section on the
Enable page, you must select Quota for Targets.
Enabling Key Account Planning with this option creates a data map: Quota to
Target in Key Account Planning Revenue. The data map's detailed mappings
are automatically populated between the source dimension members in Quota
Planning and the target dimension members in Key Account Planning.
3. In Quota Planning, perform the quota planning process to achieve a target quota.
4. When the quota plan is complete, an administrator pushes the target quota from
Quota Planning using the predefined data map:

a. From the Home page, click Application , then Data Exchange ,

and then Data Maps.

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Key Account Planning Rules

Note:
If metadata has changed, from the Actions menu for Quota to Target in
Key Account Planning Revenue, select Synchronize to synchronize
dimensions and members between source and target.

b. From the Actions menu for Quota to Target in Key Account Planning Revenue,
select Push Data.
c. To push the data to the Key Account Planning reporting cube, from the Actions
menu for Key Accounts to Reporting, select Push Data.
The final target quota value (OQP_Adjusted Target Quota and OQP_Padding Adjustment
Value) from Quota Planning is pushed to OEP_Base Target in the Forecast scenario in Key
Account Planning.
If the Quota Planning unit of measure is Amount, target values are pushed to Revenue in
Key Account Planning. If the Quota Planning unit of measure is Units, target values are
pushed to Volume in Key Account Planning.
Units from Quota Planning can be pushed only to a Key Account Planning Volume and
Revenue model. Revenue from Quota Planning can be pushed to a Key Account Planning
Volume and Revenue model or to a Revenue model.
You see the allocated quota from Quota Planning as the starting point for the target in Key
Account Planning. Data is pushed to all levels of the hierarchy (for example, by territory,
product, and accounts). You can review the target data in dashboards in Key Account
Planning, for example in Gap Analysis, where you can review the target, baseline, gap, and
uplift for revenue and volume.
Rerun these data maps whenever the target quota is updated.

Key Account Planning Rules

Review the rules used to calculate values in Key Account Planning.

From the Home page, click Rules .

Tip:
To see only Key Account Planning rules, click All Cubes next to the Filter, and from
the Cube list select OEP_KAP.

In preparation for planning, run the Seed Baseline Plan rule after loading actuals.

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Key Account Planning Rules

Table 6-2 Key Account Planning Rules

Rule Description How to Run

Seed Baseline Plan Seeds the baseline plan From the Home page, click
after loading actuals data. Rules, and then launch
Takes last year's actuals Seed Baseline Plan.
data and pushes it to the
forecast baseline plan for
the next year. Run this rule
at the start of a new
planning process as a
method to pre-populate the
base plan after you load
historical data.
Prepare Forecast After initially loading From the Home page, click
actuals, when you Rules, and then launch
subsequently load updated Prepare Forecast.
actuals for recent periods
(for example, every month
to get the latest data), run
this rule to seed the new
period actuals into forecast
and keep the remaining
periods as forecast. It also
copies the data to reporting
cube.
Calculate In a volume and revenue Runs when you click Save
model, calculates the on these forms:
revenue from volume and • What If - Uplift
price. Revenue
Calculate takes volume x • What If - Uplift
avg selling price to Volume
calculate revenue. • Set Up Building Blocks

Contract Rates Spreads the specified Runs when you click Save
contract rates for customer on this form: Enter
and product through the Contract Rates.
hierarchy.
Cost of Sales Spreads the specified cost of Runs when you click Save
sales for product through on this form: Enter Cost of
the hierarchy across any Sales.
customer.
Calculate Cost Measures Calculates the cost From the Home page, click
measures based on the Rules, and then launch
input drivers for contract Calculate Cost Measures.
rates and Cost of Sales.
Form Push To Reporting Pushes calculated data from Runs when you click Save
the input cube to the on these forms:
reporting cube for instant • Set Up Building Blocks
aggregations. – Revenue
• Total BaseLine –
Revenue
• Total BaseLine -
Volume

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Key Account Planning Rules

Table 6-2 (Cont.) Key Account Planning Rules

Rule Description How to Run

Add Promotion Adds a promotion based on 1. From the Home page,
the values you enter. click Key Account
Planning and then click
Trade Promotions.
2. Right-click in Set Up
Promotions and then
click Add Promotion.

Promotion to Product Associates a product with a Runs when you click Save
promotion, and assigns the on this form: Promotion to
promotion volumes and Product.
trade spends to selected
1. From the Home page,
products as uplifts and
click Key Account
trade spends.
Planning and then click
Trade Promotions.
2. Right-click a promotion
and then click Assign
Product.

Multi Product Assumptions Updates all products that Runs when you click Save
Update are included in a promotion on this form: Set Up Trade
for any change in Promotions.
assumption.
Remove Assignment Removes a product's 1. From the Home page,
assignment from a click Key Account
promotion. Planning and then click
Trade Promotions.
2. In the Promotion to
Product area, right-
click a product and then
click Remove
Assignment.

Remove Promotion Removes a promotion and 1. From the Home page,

recalculates. click Key Account
Planning and then click
Trade Promotions.
2. Right-click a promotion
and then click Remove
Promotion .

Calculate Promotion Days Calculates the number of Runs when you click Save
by Product promotion days per product on this form: Set Up Trade
for all the applied Promotions.
promotions.

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Key Account Planning Calculations

Table 6-2 (Cont.) Key Account Planning Rules

Rule Description How to Run

Promoted Period (and Calculates the promoted From the Home page, click
Calculate Promoted Period) period and non promoted Rules, and then launch
period volume and revenue Promoted Period. Or:
across the promotion and
1. From the Home page,
products.
click Key Account
Planning and then click
Trade Promotions.
2. Right-click a promotion,
and then click
Calculate Promoted
Period.

Promotion Adjustment After promotions are Runs when you click Save
calculated and assigned to on this form: Promotion to
products, if adjustments are Product.
made, this rule posts the
1. From the Home page,
adjustments in the
click Key Account
appropriate promotion
Planning and then click
periods.
Trade Promotions.
2. In the Promotion to
Product area, enter an
absolute value in the
Adjustment column
and then click Save.

Copy to WhatIf Calculates and pushes the Runs when you click Save
uplifts for different what-if on this form: Enter What If
scenarios. Percentage.
What If Push Pushes any manual Runs when you click Save
adjustments to what-ifs to on this form: What If -
the reporting cube for only Uplift Volume.
those products that have
changed.

ROI and ROI on Uplift are calculated as member formulas.

Key Account Planning Calculations

Here are how some of the Key Account Planning measures are calculated:
• Total Volume = Baseline + Uplift
• Baseline = Base + Building Blocks
• Uplift = Uplift % x Baseline for Promoted Period
• Baseline for Promoted Period = Baseline x Total Promo Days for Each Promotion /
Total Days in Period
• Promoted Period Volume/Revenue = Baseline for Promoted Period + Uplift
• Non Promoted Period Volume/Revenue = Total Volume/Revenue – Promoted
Period Volume/Revenue

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• Total Promo Days = Total Days in a period where promotions are run. If multiple
promotions are run with overlapping days, those overlapping days will be not considered.
For example, if a promotion is run from 1 June to 10 June and another promotion is run
from 7 June to 25 June, Total Promo Days is 25 days.
• Promoted Volume Per Promoted Day = Promoted Period Volume / Total Promo Days
• Variable Spends = Promoted Volume Per Promoted Day x Variable Cost Per Unit x
Promoted Days
• Trade Spends = Variable Spends + Fixed Spends
• ROI on Uplift = Uplift Revenue - Trade Spends / Uplift Revenue
• ROI on Revenue = Uplift Revenue - Trade Spends / Revenue

Use Cases
Key Account Planning supports the following use cases for trade promotion planning:
• Promotion for full period—Promotions are run for the entire period(s), for example 1
March 2021 to 30 April 2021. The uplifts, variable spends, and fixed spends are spread
for the entire periods. These become promoted period volumes or revenue.
• Promotion for part of the period—Promotions are run for part of the period, for example
15 May 2021 to 30 May 2021. The baseline volume / revenue are considered for the part
period and uplifts are calculated on the baseline of the promoted period. This spreads the
uplifts to the part period based on date range. Fixed and variable spends are calculated
and spread to these period ranges.
• Promotion across periods—Promotions are run across periods, for example 15 June
2021 to 5 July 2021. The baseline volume/revenue are considered for each of the part
periods and uplift is applied to the same. Fixed spend for the promotion is spread across
the periods. Variable spends are calculated for individual periods based on promoted
period volumes and revenue. Overall promotion period volume and revenue are
calculated as well as variable /fixed spends across periods.
• Promotions with overlapping days—Promotions are run for same product with
overlapping periods, for example Promotion A runs from 15 May to 10 June and
Promotion B runs from 1 June to 25 June. Similar to promotion across periods but for the
new overlapping promotions, the promoted days are only incremental days of the
baseline. In the case of Promotion B, 15 days are considered (11 Jun to 25 June,
because 1 June to 10 June is already considered for Promotion A).
• Promotions for multiple products—Promotions can be assigned to multiple products,
selected using Assign Product. Products can be all leaf level products in the product or
brand hierarchy or they can be selected as specific products across different product
hierarchies. Uplift % is applied to each of the products based on each product’s baseline.
You can also remove assignments.

6-13
7
Maintaining Your Application
As your business changes, continue to update drivers, accounts, users, and so on to keep
your application up to date.
You can easily perform these tasks by returning to the Configuration tasks.
On a monthly basis, you must update the current planning period:
1. From the Home page, click Application, then Configure, and then select a module.
2. From the Configure page, select Planning and Forecast Preparation.
3. Select the current planning month from the Period list and then click Save.

Managing Alias Tables

When you enable a Planning module, alias tables are loaded only for the default language,
rather than for all of the supported languages.
For new applications, after you enable a module, you can use a new option, Manage Seeded
Alias Tables, to load alias tables for other languages.
For existing applications, you can remove alias tables for languages you don’t need.
To add or delete alias tables:
1. From the Navigator, under Create and Manage, click Alias Tables.

2. From the Actions menu, click Manage Seeded Alias Tables (available after you
have enabled a module).
3. Select the languages you want to load, or clear the selection for languages you want to
delete and then click OK.
4. After the languages load, refresh the cube.
Notes about managing alias tables.
• You can load up to 30 alias tables in Planning Modules.
• When you incrementally enable features or new modules, alias tables are loaded for your
selected languages for any new members.
• If you’ve customized any labels in an alias table, those customizations are applied to any
new members added when you incrementally enable features.

7-1
A
Importing Data
Before importing data, configure the application as described in this help system and import
the dimensional metadata.
You can download data import templates from within the application. The templates are
generated based on the features you’ve enabled and the custom dimensions that were
added.
To download the data import templates:
1. From the Home page, click Application and then click Configure.
2. From the Configure list, select the module for which you want to download templates,
and then from the Actions menu, select Download Data Load Templates.
3. Save the ZIP file locally, and then extract the CSV files.
Perform these tasks to import data:
1. Specify the appropriate data import settings. See Administering Data Load Settings.
2. Optional: Make a backup copy of the data import templates to which you can revert, if
necessary.
3. Optional: Back up the application.
4. If you created custom Smart Lists, import them before the associated data (available only
for some modules.)
To identify the Smart List to import and their entry names:

a. Click Navigator , and then from Create and Manage, click Smart Lists.
b. Select the Smart List, click Edit, and then Entries.
c. Note the associated names.
5. Open the templates in Microsoft Excel and customize them to specify your business data.
6. Optional: To ensure that your data will import and calculate correctly, import it into a test
application first.
7. Import the data into your production application.
8. For the first data import, run the rules required to process and calculate the data.
When customizing the templates:
• Don’t enter zeros.
• To import data, you must have at least one member from all dimensions in the file to
import.
• Remove columns for which you have no data. For example, if your periodocity is monthly,
you can delete columns for Qtrly 1 - 4.
• If member names start with zeros (0), change numeric columns to text.

A-1
 Appendix A
Importing Quota Planning Data

Importing Quota Planning Data

Use the provided templates to import data for Quota Planning.
Quota Planning templates are available based on the options selected when you
enable features, and include any custom dimensions you added when you enabled
features.
• ImpactedRevenueBookings.csv
—If you are planning overlay targets by amount, loads current year and previous
year impacted bookings.
• ImpactedUnitsBookings.csv
—If you are planning overlay targets by units, loads current year and previous year
impacted bookings.
• RevenueBookings.csv
—If you are planning by amount, loads current year and previous actual bookings.
• UnitsBookings.csv
—If you are planning by units, loads current year and previous actual bookings.
After importing data, run the Process Actuals rule. From the Home page, click Rules

, launch the Process Actuals rule, enter the historical years for which you have
data, and then click Launch. Run this rule any time you import data.

Importing Advanced Sales Forecasting Data

Import data for Advanced Sales Forecasting.
Import the following data:
• Actuals data. Historical data is required to use predictions. Typically, load data to
OGS_CY Booking as the Measure for historical data.
• Other data:
– OGS_Pipeline
– OGS_Committed Forecast
– Quota. If you enabled integration with Quota Planning, run the data map to
push data from Quota Planning to Advanced Sales Forecasting whenever the
quota target is updated. See Integrating Quota Planning and Advanced Sales
Forecasting.
– Load data to OGS_Base Forecast, to differentiate it from Adjustments.

A-2
 Appendix A
Importing Key Account Planning Data

Note:
When loading the data for committed forecast and pipeline, you can load at specific
product or customer level or at the territory level. If you are loading data at the
territory level, load the data at Any Product, Any Customer, Any <Custom
Dimension> level.

Advanced Sales Forecasting provides templates for importing data.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, click Advanced Sales Forecasting.
3. From the Actions menu, select Download Data Load Templates, and then save the file.
The following templates are available:
• Advanced Sales Forecasting CRM Data Load File.csv
• Advanced Sales Forecasting CRM Weekly Data Load File.csv
• Advanced Sales Forecasting Data Load File.csv
• Advanced Sales Forecasting Weekly Data Load File.csv

After importing data, run the Prepare Actual rule. From the Home page, click Rules ,
launch the Prepare Actual rule, enter the historical years for which you have data, and then
click Launch. Run this rule any time you import data.

Importing Key Account Planning Data

You can import the following data for Key Account Planning.
• Target for sales. Either load the target, or import it from Quota Planning. If you want to
load the target from Quota Planning, see Integrating Quota Planning and Key Account
Planning. If you load the target, load it to OEP_Base Target in the BaselinePromotions
dimension.
• Historical data.
• Volume and revenue data.
• Actuals if you want to track the progress of the promotion.
Key Account Planning provides templates for downloading data.

1. From the Home page, click Application , and then click Configure .
2. From the Configure list, click Key Account Planning.
3. From the Actions menu, select Download Data Load Templates, and then save the file,
SALESPLN_KEY ACCOUNT PLANNING_DATA_LOAD_TEMPLATES.zip.
4. Unzip the file.
The following templates are available:

A-3
 Appendix A
Importing Key Account Planning Data

• Historical Reporting Only Data Load Template.csv

• Volume and Revenue - Promotion.csv
• Volume and Revenue.csv
After importing data, run the Seed Baseline Plan rule. From the Home page, click

Rules , launch the Seed Baseline Plan rule, enter values, and then click
Launch.
After subsequently loading updated actuals for recent periods (for example, every
month), run the Prepare Forecast rule to seed the new period actuals into forecast
and keep the remaining periods as forecast. This rule also copies the data to reporting
cube.

A-4
B
Updating Artifacts
Enhancements available in certain releases, described here, require updates to some
provided artifacts if you have customized the artifacts.
• If you haven't modified these artifacts, the artifacts and features are available to you with
the release.
• Because customized artifacts aren't updated during a new release, if you've customized
these artifacts and want to take advantage of the new features, perform these steps:
1. Perform a full backup after the update and download it locally.
2. Review the list of modified artifacts and determine if you have modified any of them. See
Reviewing Modified Artifacts.

Tip:
For any artifacts listed below that you have modified, consider creating a copy
of your modified artifact and using that as a reference for the changes you
made to it. You can delete the copy after you reimplement your customizations.

3. After the update, reverse the customizations to the artifacts you've identified to restore
the artifacts to the provided format. See Reversing Customizations.
4. Reimplement your customizations to the artifacts, if necessary.
5. For any restored Calculation Manager rules or templates, after they are final, be sure to
deploy the updated rules or templates to the application for any impacted artifacts. See
Showing the Usages of a Custom Template and Deploying Business Rules and Business
Rulesets.

Updating Artifacts for all Planning Modules

September 2023
Beginning with 23.09, you can now manage alias tables for Planning Modules. See Managing
Alias Tables for details on this enhancement.
If you are importing a snapshot to 23.09 (or later) from a release earlier than 23.08, alias
tables are created but they might be empty. To resolve this issue, use the Manage Seeded
Alias Tables option to add aliases for the languages you want.
As part of this enhancement, aliases for some members for certain languages have been
added. If a module is updated in the future, these aliases will be loaded. If you have any
custom members with the same alias, this can cause a cube refresh error. Review the list of
new aliases and make any changes as needed to your custom members.

B-1
 Appendix B
Updating Artifacts for all Planning Modules

New Aliases in 23.09

Table B-1 Financials, Workforce, Capital, and Projects with the Essbase
Version that Does not Support Hybrid Cubes

Dimension Members
Account • OFS_Other Cash (3 shared members)
• OPF_% Complete
• OPF_Accrued Revenue
• OPF_Capitalizable (3 shared members)
• OPF_Cost Plus Revenue Assumptions
• OPF_Custom Direct Input Assumptions
• OPF_Equipment Description
• OPF_Financial Performance Measures
• OPF_KPIs
• OPF_Obligation Details
• OPF_Performance Metrics
• OPF_Project Detail Information
• OPF_Project Read Only Properties
• OPF_Required Equipment
Assumptions
• OPF_Revenue Recognition %
• OPF_Total Expenses - Store
• OPF_When Period
• OPF_When Year
• OWP_Cut-off Date
• OWP_CYTD Gross Earnings
• OWP_CYTD Taxable Compensation
• OWP_FTE Variance
• OWP_FYTD Gross Earnings
• OWP_FYTD Taxable Compensation
• OWP_IsEmpty
• OWP_Rec. Merit % (2 shared members)
• OWP_Start Date (2 shared members)
• OWP_Workforce Planning Accounts
for Forms
• OWP_Workforce Planning Accounts
for VC
Jobs OWP_All Jobs
Period Project Financial Mapping
Version OEP_Target
Resource Class OPF_Load
Age Band • No Age Band
• OWP_Total Age Band
Gender • No Gender
• OWP_Total Gender
Highest Education Degree • No Highest Education Degree
• OWP_Total Highest Education Degree
Skill Set • No Skill Set
• OWP_Total Skill Set

B-2
 Appendix B
Updating Artifacts for all Planning Modules

Table B-1 (Cont.) Financials, Workforce, Capital, and Projects with the Essbase
Version that Does not Support Hybrid Cubes

Dimension Members
Union Code • No Union Code
• OWP_All Union Code
• OWP_Total Union Code

B-3
 Appendix B
Updating Artifacts for all Planning Modules

Table B-2 Financials, Workforce, Capital, and Projects with the Essbase
Version that Supports Hybrid Cubes

Dimension Members
Account • OCX_Impairment Value Assumptions
• OFS_Other Cash (3 shared members)
• OPF_% Complete
• OPF_Accrued Revenue
• OPF_Capital Integration Properties
• OPF_Capitalizable (3 shared members)
• OPF_Cost Plus Revenue Assumptions
• OPF_Custom Direct Input Assumptions
• OPF_Equipment Description
• OPF_Financial Performance Measures
• OPF_Indirect Integration Properties
• OPF_Integration Properties
• OPF_Integration Status Description (2
shared members )
• OPF_KPIs
• OPF_Obligation Details
• OPF_Performance Metrics
• OPF_Project Detail Information
• OPF_Project Integration Status (2
shared members )
• OPF_Project Read Only Properties
• OPF_Project Template - Capital (3
shared members )
• OPF_Project Template - Indirect (3
shared members )
• OPF_Recognized Revenue
• OPF_Reporting Properties
• OPF_Revenue Recognition %
• OPF_Standard Integration Properties
• OPF_Total Expenses - Store
• OPF_When Period
• OPF_When Year
• OWP_Cut-off Date
• OWP_CYTD Gross Earnings
• OWP_CYTD Taxable Compensation
• OWP_FTE Variance
• OWP_FYTD Gross Earnings
• OWP_FYTD Taxable Compensation
• OWP_IsEmpty
• OWP_Rec. Merit % (2 shared members)
• OWP_Start Date ( 2 shared members )
• OWP_Workforce Planning Accounts
for Forms
• OWP_Workforce Planning Accounts
for VC
• OPF_Project Description
Component • OWP_Merit Increase
• OWP_No Grade

B-4
 Appendix B
Updating Artifacts for all Planning Modules

Table B-2 (Cont.) Financials, Workforce, Capital, and Projects with the Essbase
Version that Supports Hybrid Cubes

Dimension Members
Employee OWP_New Employees
Entity OEP_Home Entity
Period Project Financial Mapping
Version OEP_Target
Resource Class • OPF_Adjustment (+/-)
• OPF_Load
Age Band • No Age Band
• OWP_Total Age Band
Gender • No Gender
• OWP_Total Gender
Highest Education Degree • No Highest Education Degree
• OWP_Total Highest Education Degree
Skill Set • No Skill Set
• OWP_Total Skill Set
Union Code • No Union Code
• OWP_All Union Code
• OWP_Total Union Code

Table B-3 Strategic Workforce Planning with the Essbase Version that Does not
Support Hybrid Cubes

Dimension Members
Account • OWP_Average Compensation Rates
• OWP_CYTD Gross Earnings
• OWP_CYTD Taxable Compensation
• OWP_FYTD Gross Earnings
• OWP_FYTD Taxable Compensation
• OWP_IsEmpty
• OWP_Rec. Merit % (3 Shared members)
• OWP_Start Date (3 shared members)
• OWP_Strategic Headcount Planning
Accounts for Forms
• OWP_Workforce Planning Accounts for
Forms
• OWP_Workforce Planning Accounts for VC
Age Band No Age Band
Component • OWP_Attrition Drivers
• OWP_Merit Increase
• OWP_No Grade
Employee OWP_New Employees
Entity OEP_Home Entity
Period • BegBalance
• No Period
• OEP_Yearly Plan

B-5
 Appendix B
Updating Artifacts for all Planning Modules

Table B-3 (Cont.) Strategic Workforce Planning with the Essbase Version that Does
not Support Hybrid Cubes

Dimension Members
Version OEP_Target

Table B-4 Strategic Workforce Planning with the Essbase Version that
Supports Hybrid Cubes

Dimension Members
Account • OWP_Average Compensation Rates
• OWP_Cut-off Date
• OWP_CYTD Gross Earnings
• OWP_CYTD Taxable Compensation
• OWP_FYTD Gross Earnings
• OWP_FYTD Taxable Compensation
• OWP_FTE Variance
• OWP_FYTD Gross Earnings
• OWP_FYTD Taxable Compensation
• OWP_IsEmpty
• OWP_Rec. Merit % (3 Shared
members)
• OWP_Start Date (3 shared members)
• OWP_Strategic Headcount Planning
Accounts for Forms
• OWP_Workforce Planning Accounts
for Forms
• OWP_Workforce Planning Accounts
for VC
Age Band No Age Band
Component • OWP_Attrition Drivers
• OWP_Merit Increase
• OWP_No Grade
Employee OWP_New Employees
Entity OEP_Home Entity
Period • BegBalance
• No Period
• OEP_Yearly Plan
Version OEP_Target

Table B-5 Sales Planning Quota Planning Module with the Essbase Version
that Does not Support Hybrid Cubes

Dimension Members
Measure OQP_Unit of Measures
Period • No Period
• OEP_Qrtly Plan
• OEP_Weekly Plan
Product No Product

B-6
 Appendix B
Reviewing Modified Artifacts

Table B-5 (Cont.) Sales Planning Quota Planning Module with the Essbase
Version that Does not Support Hybrid Cubes

Dimension Members
Scenario OEP_Rolling Forecast
Territory OEP_Unspecified Territory
Version OEP_Working Bottom Up
Years No Year
Plan Element • OGS_Total Plan
• OGS_Total Line Items
• OGS_Base Forecast
• OGS_Adjustment (+/-)
• Line 2
• Line 3
• Line 4
View • Periodic
• YTD

Table B-6 Sales Planning Quota Planning Module with the Essbase Version that
Supports Hybrid Cubes

Dimension Members
Measure OQP_Unit of Measures
Period • No Period
• OEP_W1 to OEP_W52
• OEP_Weekly Plan
Product No Product
Scenario OEP_Scenarios
Territory OEP_Unspecified Territory
Years No Year

Reviewing Modified Artifacts

You can check which original application artifacts, such as forms and menus, have been
modified.
To review the artifacts in your application:

1. Click Application , then Configure , and then select Financials,

Workforce, Projects, or Capital.
2. From the Actions menu, select Review Modified Artifacts.

3. Click Filter to select an artifact type, and then click Apply.

The artifacts that have been modified are listed.

B-7
 Appendix B
Reversing Customizations

Reversing Customizations
To undo customizations to predefined artifacts:
1. From the Home page, click Application , then Configure, and then select a
module.

2. From the Actions menu, select Review Modified Artifacts. Click Filter to
select different artifact types.
3. Select the artifacts, and then click Restore.

Table B-7 Video

Your Goal Watch This Video

Learn about restoring artifacts to their
predefined state. Restoring Artifacts in Oracle Enterprise
Planning Cloud

B-8
C
Personalizing Sales Planning
Sales Planning offers a comprehensive, end-to-end data-driven solution. It includes a pre-
build solution for Quota Planning and Advanced Sales Forecasting. Additionally, Sales
Planning is extensible using the EPM Cloud framework to add additional configurations and
personalization into your sales planning application with personalized navigation flows,
measures, dashboards, and infolets.
This topic shows some of the ways you can personalize Sales Planning. For example, you
can enable territory and resource modeling and include optimization tools including account
segmentation for strategic account planning and resource assignment.

Account Segmentation
With account segmentation, Sales Operations determines the best way to focus on
relationships yielding the most value or indicating high opportunity by analyzing accounts by
industry, revenue range, size, employee range, and status. For example, you can build a
personalized navigation flow for account segmentation:

After reviewing the account structure, you can create segments to harness wallet share and
market potential, re-segment accounts, and modify the territory to assign accounts
accordingly. Use a personalized dashboard and charts for analysis:

C-1
 Appendix C

Videos

Your Goal Watch This Video

Learn more about account segmentation in
Sales Planning. Overview: Account Segmentation for
Optimal Sales Strategy in Sales Planning
Cloud

Territory Modeling
With territory modeling, Sales Operations and management can collaboratively define
the territory hierarchy, creating effective coverage models, maximizing resources, and
driving potential sales. Modeling can be done by combining region, product, channel,
or a set of accounts.
Territories can be added, split, and combined, and accounts transferred accordingly.
Quotas are planned against existing territories or by integrating new territories that are
defined and managed by business administrators. For example, in this personalized
Top Down and Adjust form, you see some of Alex Smith's Central Division sales reps
by product, and information such as their allocated quotas, target quotas, predicted
revenue, and overall growth. You can add a New Territory to set quotas for new
territories:

C-2
 Appendix C

Accounts can then be moved across territories and transferred between reps to support the
territory structure. For example, create an Action menu and associated rule to move
accounts:

Commission Planning
With commission review, managers can define and analyze the compensation incentive
scenarios that reward different levels of performance. For example, define measures and
create a personalized commission review form:

Ramp Up and Profiling

With ramp up and profile, you can determine your team’s true selling ability and capacity
using weighted attributes before allocating final quota targets. This gives sales operations,
sales managers, and regional managers the data-driven insight about individual rep potential
that they need to set optimal quota targets and drive performance.
With ramp up profiling, reps are evaluated by attributes to determine if their targets:

C-3
 Appendix C

• Are suitable given their capacity and experience

• Will grow their real potential
• Drive optimal outcomes
You can analyze reps using the following provided attributes that capture key data:
• Tenure—To reflect a rep’s number of years on your team or with the company
• Seniority—To reflect a rep’s level of experience and performance
• Compensation grade—To reflect a rep’s salary, commission pay, or a combination
of salary and other incentives and benefits
• Ramp up—To indicate how quickly a rep learns
This data-driven evaluation helps you ensure a rep’s quota target is appropriate,
actionable, won’t cause huge commission payouts, and will grow potential.
Here's an example of how you, a Sales Manager, can use ramp up and profile. These
examples show a sample application with additional configuration required.
On the Ramp up and Profile tab, use the provided attributes that you can weight to
identify your reps’ true potential through FTE capacity. This helps ensure that their
allocated quota targets are realistic and suitable.

You can add your own attributes to further evaluate rep potential using custom criteria.
Then, adjust each rep's attributes to recalculate their true capacity and to compare
their capacity against their target quota; ensuring quotas aren’t too high or low.
For example, a rep with a premium compensation grade and fast ramp up would have
higher capacity and be expected to meet a higher quota target than other reps.

A high positive threshold means that a rep’s quota isn’t challenging enough based on
their experience and compensation grade, and that they can likely sell more. A
negative threshold indicates a high, challenging target that a rep might not reach.

C-4
 Appendix C

You can make quota adjustments based on threshold analysis, for example, you could assign
more quota for a rep at a positive capacity, and lower a high quota if there is insufficient
capacity.
As a Sales Manager, this ability to evaluate the targets of each rep based on data, not
intuition, and each rep’s unique attributes and potential is invaluable; enhancing quota
planning and best driving results.
Overview of extending Sales Planning to use ramp up and profiling for quota planning:
1. Create Smart Lists for some of the measures. For example:
• Start Month—Months/year combination or date. Using date results in more complex
calculations.
• Seniority—Senior, Mid-level, Junior
• Comp Grade—Premium, High, Average, Below Average
• Ramp Profile—Base, Fast, Slow
2. Add measures and assign Smart Lists.
• Start Month
• Seniority
• Comp Grade
• Ramp Profile
3. Add member formulas for Sales Rep Adjustments, FTE Capacity, Threshold, and
Threshold %.
For Sales Rep Adjustment, define weights for scores. For example:
• Tenure—25 Points
• Seniority—25 Points
• Comp Grade—30 Points
• Ramp up—20 Points
Define the scores. For example:
• Tenure (Quota Year Start Month – Start Month)
– Range < 12 Months—10 Points
– Range 12 to 36 Months—15 Points
– Range > 36 Months—25 Points
• Seniority
– Senior—25 Points
– Mid-level—20 Points
– Junior—10 Points

C-5
 Appendix C

• Comp Grade
– Premium—30 Points
– High—20 Points
– Average—10 Points
• Ramp up
– Base—25 Points
– Fast—20 Points
– Slow—10 Points
Define the formulas. For example:
• Sales Rep Adjustment % = Criteria / Total Score, using a weighted score of
the Sales Rep attributes.
• FTE Capacity = Sales Rep Adjustment % x Last Year Bookings Per Rep
@ All Territory
• Threshold = FTE Capacity – Final Target Quota
• Threshold % = Threshold / FTE Capacity
4. Create custom forms. For example:
• Ramp Up and Sales Rep Adjustment
• Ramp up, Commissions and Sales Rep Adjustment
• Ramp Up Sales Profile Bar Chart
• Ramp Up Sales Profile Bubble Chart
5. Create a dashboard.
6. Add the dashboard to the navigation flow.

Videos

Your Goal Watch This Video

For Sales Operations, Sales Managers and
Regional Managers, learn how to analyze Overview: Ramp up and Profile for
sales reps by key data-driven attributes to Analyzing Reps and Setting Optimal Quotas
identify their true capacity and define
appropriate and actionable quota targets
for optimal quota attainment.
Learn more about Sales Planning.
Overview: Take a Tour of Sales
Planning Cloud

C-6
D
Integrating with Oracle Engagement Cloud

Integrating Dimension Metadata from Oracle Engagement Cloud

with Sales Planning
You can extract dimension metadata from Oracle Engagement Cloud and import it into Sales
Planning for use with Quota Planning.
There are several methods for integrating your Quota Planning data and metadata with
Engagement Cloud. For example, you can use Data Integration or the metadata import in
Sales Planning.
This topic gives an overview of how to export data from Engagement Cloud using Oracle BI,
and then import the data to Sales Planning using Data Integration.
For details on using Data Integration, see Administering Data Integration for Oracle
Enterprise Performance Management Cloud.
1. In Oracle BI, create a report that returns the dimension members you want to export for
loading into Sales Planning.
2. In Engagement Cloud, navigate to Reports and Analytics, click Browse Catalog, select
the report, and then export the file in CSV format.
3. Import the data to Sales Planning:
a. From the Home page, click Application, then Data Exchange, and then Data
Integration.
b. In Data Integration, import the file. See Integrating Metadata from the Oracle ERP
Cloud in Administering Data Integration for Oracle Enterprise Performance
Management Cloud for details.
c. After running the data load rule, make sure to refresh the outline.
4. In Sales Planning, verify that the new members were loaded.

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you learn a
topic.

Your Goal Learn How

Learn about integrating dimension metadata
from Oracle Engagement Cloud with Sales
Integrating Dimension Metadata with
Planning.
Oracle Sales Planning Cloud

D-1
 Appendix D
Integrating Sales Data from Oracle Engagement Cloud with Sales Planning

Integrating Sales Data from Oracle Engagement Cloud with

Sales Planning
You can extract historical actual order data from Oracle Engagement Cloud and import
it into Sales Planning for use with Quota Planning.
There are several methods for integrating your Quota Planning data and metadata
with Engagement Cloud. For example, you can use Data Management or the data
import in Sales Planning.
This topic gives an overview of how to export data from Engagement Cloud using
Oracle BI, and then import the data to Sales Planning using Data Management.
For details on using Data Management, see Administering Data Management for
Oracle Enterprise Performance Management Cloud.
1. In Oracle BI, create a report that returns the order data for the year that you want
to export for loading into Sales Planning.
2. In Engagement Cloud, navigate to Reports and Analytics, click Browse Catalog,
select the report, and then export the file in CSV format.
3. Import the data to Sales Planning:
a. In Sales Planning, navigate to Data Management: From the Home page, click

Navigator , and then under Integration, click Data Management. You can
also perform many of the steps using the simplified user interface: From the
Home page, click Application, then Data Exchange, and then Data
Integration.
b. In Data Management, import the file. See Integrating Data Using a File for
details.
c. After running the data load rule, make sure to refresh the outline.
4. In Sales Planning, run the Process Actuals rule: Navigate to Rules, launch
Process Actuals, select the year, scenario, and version, and then click Launch.
The prompts let you aggregate actual data from the selected year and copy it to
the selected version and scenario.
5. Now there is data in the form, and you’re ready to start the quota planning process
by setting targets based on the growth rate from last year’s revenue. See Setting
Quota Targets.

Tutorials
Tutorials provide instructions with sequenced videos and documentation to help you
learn a topic.

Your Goal Learn How

Learn about integrating sales data from
Oracle Engagement Cloud with Sales
Integrating Sales Data from
Planning.
Engagement Cloud with Oracle Sales
Planning Cloud

D-2
E
Sales Planning Best Practices
Use these best practices for Sales Planning.
This table provides links to the best practices mentioned in this guide.

Table E-1 Best Practices for Sales Planning

Best Practice For See this Section

Creating and running an EPM Center of Creating and Running an EPM Center of
Excellence Excellence
Designing forms in Sales Planning Designing Forms in Sales Planning

In addition, review the best practices for Planning in Planning Best Practices in Administering
Planning.

E-1