E69142 01 GRC User

ORACLE
TABLE OF CONTENTS
DOCUMENT HISTORY ······························································································································································································· 5
UPDATE 18B ······························································································································································································· 5

Revision History ························································································································································································ 5
Overview ······································································································································································································· 5
Optional Uptake of New Features (Opt In) ··································································································································· 6
Update Tasks ······························································································································································································ 6
Feature Summary ····················································································································································································· 7
Core Sales Force Automation ···························································································································································· 9
Accounts, Contacts, and Households ······································································································································ 9
Alternate Name and Phone Number Support in File-Based Import ·········································································· 9
Leads ········································································································································································································· 9
Account and Contact Copy Maps for Leads ······················································································································ 9
Calendar and Activities ·································································································································································· 10
Default Task Status ··································································································································································· 10
Sales Lightbox ···················································································································································································· 11
Mark a Document as Public ··················································································································································· 11
Sales Analytics ························································································································································································ 11
User Adoption Reporting ························································································································································· 11
Partner Program Reporting ···················································································································································· 13
Customer Data Management ···························································································································································· 14
Bulk Enrichment of Accounts and Contacts with D&B Data ······················································································ 14
Integration with DaaS Master Geography Using Loqate ····························································································· 14
Key Generation Improvements and Optimization ·········································································································· 15
Ability to Purge Resolution Requests and Logs ············································································································· 15
Additional RESTful Child Objects and Fields for Accounts, Contacts, and Households ································· 15
Partner Relationship Management ················································································································································ 15
Deal Registration Configurable Approval Notification ·································································································· 15
Sales Performance Management ···················································································································································· 16
Territory Management ····································································································································································· 16
Automatically Update Merged Accounts ··························································································································· 16
Auto-Exclusion of Named Accounts Using Territory Precedence ············································································ 16
Improved Tracking and Real-Time Propagation of Territory Changes ·································································· 17
Include Original System Reference Information in Territory Export ········································································ 18
Incentive Compensation ································································································································································ 18
Reporting Transactions Using Generic Time Dimension ···························································································· 18
Ability to Select Periods in Mobile Commission Application ······················································································ 18
Retention of Credit History for All Updates ······················································································································· 20
Ability to Cancel Credits ·························································································································································· 20
CX Cloud Mobile ····················································································································································································· 20
Improved Performance When Saving Transactions ····································································································· 20
Configurable Search Capabilities ········································································································································· 21
Configuration ···························································································································································································· 23
File-Based Data Import / Export ················································································································································· 23
File-Based Data Import Framework ···································································································································· 23
Application Composer ···································································································································································· 24
Ability to Select Configuration Types for Configuration Set Migration (CSM) Export ······································· 24
Update Events on Standard Objects Based on Custom Child Object Updates ················································· 24
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Configuration Reporting ··························································································································································· 24
Ability to Delete Unpublished Object Workflows, Actions, and Links ····································································· 26
UPDATE 18A ····························································································································································································· 27

Revision History ······················································································································································································ 27
Overview ····································································································································································································· 27
Optional Uptake of New Features (Opt In) ································································································································· 28
Update Tasks ···························································································································································································· 28
Feature Summary ··················································································································································································· 30
Core Sales Force Automation ·························································································································································· 33
Leads and Opportunities ······························································································································································· 33
Integration of LinkedIn Sales Navigator with Leads ······································································································ 33
Dynamic Layout for Opportunity Product Information ·································································································· 34
Ability to Disable Opportunity Cascading Logic ·············································································································· 35
Flexible Revenue Amount ······················································································································································· 35
Ability to Manage Competitors in Opportunities ············································································································· 35
Business Plans ··················································································································································································· 36
Business Plan Classes ···························································································································································· 36
Sales Prediction Engine ································································································································································· 37
Full Set of Account Attributes for Lead Generation Using Sales Predictor ·························································· 37
Sales Analytics ························································································································································································ 37
Reports and Analytics Page UI ············································································································································· 37
Analytics Side Tabs and Subtabs for Custom Object Pages ····················································································· 38
Program Enrollment Reporting ············································································································································· 39
Partner Assessment Reporting ············································································································································· 40
Partner Relationship Management ················································································································································ 41
Partner Assessments ······························································································································································· 41
Partner Association within Activities ··································································································································· 42
Direct Access to Partner Contacts using RESTful Services ······················································································ 42
Customer Data Management ···························································································································································· 43
RESTful Services to Resolve Duplicates ·························································································································· 43
RESTful Services to Fetch Address Formats Based on Countries ········································································· 43
RESTful Services to Synchronize Accounts and Contacts with Import Definitions ··········································· 43
Sales Performance Management ···················································································································································· 43
Sales Forecasting ············································································································································································· 44
Forecast Sort in Chronological Order ································································································································· 44
Territory Management ····································································································································································· 44
Top-Level Territory Creation Using Simple Territory UI ······························································································ 44
Search Customer Inclusions and Exclusions ·················································································································· 44
Incentive Compensation ································································································································································ 44
Credit Category for Estimated Compensation Deals ···································································································· 44
Multiple Versions of Plan Document in Sales Compensation Work Area ····························································· 45
Transaction Attribute Consistency Across Incentive Compensation Subject Areas ········································· 46
Sales Contracts ······················································································································································································· 46
Contracts Landing Page ·························································································································································· 46
Additional Dimensions for Enterprise Contracts Reports ···························································································· 47
Additional Web Services Operations for Repository Contracts ················································································ 47
Configuration ···························································································································································································· 48
Application Composer ···································································································································································· 48
Commit Transactions and Navigate to Create or Edit Pages Using Custom Actions ······································ 48
Ability to Schedule Custom Business Logic for Long-Running Processes ·························································· 49
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Full-Page Create and Edit with Dynamic Layout for Custom Child Objects ························································ 51
Default Search Configuration on Custom Subtabs ········································································································ 51
Ability to Embed External Web Applications as an iFrame Subtab or a UI Region of Summary Subtab ·····
52
Ability to Delete Unpublished Summary Box ··················································································································· 53
Applications List in Application Composer ························································································································ 53
Default Behavior of New Custom Fields as "Not Searchable" ·················································································· 55
Set-Enabled Lookup Fields as Custom Fixed Choice List Field Filters ································································· 55
Using New Triggers ··································································································································································· 56
Setup and Maintenance ······································································································································································· 56
Simplified Setup ················································································································································································· 56
Create Company Information Page Capabilities ············································································································ 56
Post-Update ······························································································································································································· 58
Post-Update Tasks ···································································································································································· 58
4
DOCUMENT HISTORY
This document will continue to evolve as existing sections change and new information is added. All updates
appear in the following table:
Date Update Version Notes
20 APR 2018 Update 18B Delivered new features in update 18B.
11 MAY 2018 Update 18A Revised update 18A.
UPDATE 18B
REVISION HISTORY
Date Feature Notes
20 APR 2018 Created initial document.
OVERVIEW
Oracle Sales Cloud Release 13 update 18B focuses on knowledge sharing and better prospecting for sales
reps. Sales teams can now easily share sales content with everyone in the organization using the Sales
Lightbox. Enriching account and contact information in bulk with data from Dun & Bradstreet Corporation
allows sales reps to do better and more targeted prospecting.
In the area of Sales Analytics we added a new subject area for partner programs and enhanced the Incentive
Compensation subject area as well as the User Adoption subject area. Administrators can now create reports
that show the details of users who have not signed in to the application for a given time period.
For System Administrators and Implementation Consultants we improved dramatically our Configuration Set
Migration (CSM) tool. You can now selectively migrate new or updated configuration types from the source
environment to the target environment, rather than migrating all types. This helps to save migration time. We
also added a new Import Framework that has increased usability, reliability, and performance.
CUSTOMERS UPGRADING FROM RELEASE 12
If you're upgrading from Release 12 to Release 13, then you should review all of the release readiness content
for Release 13 (updates 17B - 17D, as well as, updates 18A - 18B) to learn about all of the features available
in release 13.
5
GIVE US FEEDBACK
We welcome your comments and suggestions to improve the content. Please send us your feedback at
SALESCLOUD-PRODEX_WW@ORACLE.COM.
OPTIONAL UPTAKE OF NEW FEATURES (OPT IN)

We continue to add many new features to the Oracle Cloud Applications, and for some features, you can take
advantage of new functionality at a pace that suits you by “opting in” to the feature when you’re ready. You can
opt in to a feature in two ways: by using the New Features work area, or by using the Setup and Maintenance
work area.
To opt in using the New Features work area:
1. Click the Navigator, and then click New Features (under the My Enterprise heading).
2. On the New Features page, select the offering that includes new features you’d like to review.
3. Click Opt In for any feature that you want to opt in to.
4. On the Edit Features page, select the Enable option for the feature, and then click Done.
To opt in using the Setup and Maintenance work area:
1. Click the Navigator, and then click Setup and Maintenance.

2. On the Setup page, select your offering, and then click Change Feature Opt In.
3. On the Opt In page, click the Edit Features icon.
4. On the Edit Features page, select the Enable option for any feature you want to opt in to. If the Enable
column includes an Edit icon instead of a check box, then click the icon, select your feature options, and
click Save and Close.
5. Click Done.
UPDATE TASKS
This section gives you information to help you plan, deploy, and validate your update. We make frequent
additions to this document, so don’t forget to check back and get the latest information before your update
starts.
Use the following resource to prepare for, deploy, and validate your Oracle Sales Cloud upgrade to Release 13:
Read the Oracle Sales and Engagement Cloud: Performing Your Release 13 Upgrade (Doc ID
2253572.1) on My Oracle Support to learn how to prepare for, validate, and deploy Release 13.
If you have not yet done so, review the introduction guide to upgrades: Release Upgrade Planning (Doc
ID 2016981.1) on My Oracle Support
Review the latest Known Issues and Update Documents for this release (Doc ID 1603154.1) on My
Oracle Support.
6
FEATURE SUMMARY
Action Required to Enable Feature
None Issue
Enable via Opt Enable via Opt In UI Plus Not Enabled via Opt In UI
Feature (Automatically Service
In UI Only Additional Steps but Setup Required
Available) Request
Core Sales Force Automation

Accounts, Contacts, and Households
Alternate Name and Phone Number Support in File-
Based Import
Leads
Account and Contact Copy Maps for Leads
Calendar and Activities
Default Task Status
Sales Lightbox
Mark a Document as Public
Sales Analytics
User Adoption Reporting
Partner Program Reporting
Customer Data Management
Bulk Enrichment of Accounts and Contacts with D&B
Data
Integration with DaaS Master Geography Using Loqate
Key Generation Improvements and Optimization
Ability to Purge Resolution Requests and Logs
Additional RESTful Child Objects and Fields for
Accounts, Contacts, and Households
Partner Relationship Management
Deal Registration Configurable Approval Notification
Sales Performance Management
Territory Management
7
None Issue
Enable via Opt Enable via Opt In UI Plus Not Enabled via Opt In UI
In UI Only Additional Steps but Setup Required
Available) Request
Automatically Update Merged Accounts

Auto-Exclusion of Named Accounts Using Territory
Precedence
Improved Tracking and Real-Time Propagation of
Territory Changes
Include Original System Reference Information in
Territory Export
Incentive Compensation
Reporting Transactions Using Generic Time Dimension
Ability to Select Periods in Mobile Commission
Application
Retention of Credit History for All Updates
Ability to Cancel Credits
CX Cloud Mobile
Improved Performance When Saving Transactions
Configurable Search Capabilities
Configuration
File-Based Data Import / Export
File-Based Data Import Framework
Application Composer
Ability to Select Configuration Types for Configuration
Set Migration (CSM) Export
Update Events on Standard Objects Based on Custom
Child Object Updates
Configuration Reporting
Ability to Delete Unpublished Object Workflows,
Actions, and Links
8
CORE SALES FORCE AUTOMATION
ACCOUNTS, CONTACTS, AND HOUSEHOLDS
ALTERNATE NAME AND PHONE NUMBER SUPPORT IN FILE-BASED IMPORT
Import alternate name and phone number data in account and contact file-based import using the following child
objects:
Additional Name: Supports alternate name fields.

Raw Phone Number: Supports unformatted phone number fields that include country code, area code,
and so on.
STEPS TO ENABLE
No steps are required to enable this feature.
LEADS
ACCOUNT AND CONTACT COPY MAPS FOR LEADS

Configure the mapping of standard or user-defined attributes from leads to accounts or contacts when leads
are converted. You can:
Modify the mapping of lead attributes to account or contact attributes through the Copy Lead to Account
and Copy Lead to Contact Oracle Application Composer copy maps.
Quickly and automatically update information stored on a lead to the account or contact created during
lead conversion.
STEPS TO ENABLE
COPY LEAD TO ACCOUNT
To create a lead to account map:
1. Sign in to the application as a sales administrator.

2. Activate a sandbox.
3. Navigate to Application Composer.
4. Select Copy Maps.
5. On the Copy Maps page, select the Copy Lead to Account > Standard Copy Lead to Account Map.
6. Create a copy of the map and enter relevant account mappings on the Edit Copy Map page.
7. Click Save and Close.
8. Publish the sandbox.
9
To set the MKL_LEAD_TO_ACCOUNT_MAPPING_NAME profile option:
1. Go to the Setup and Maintenance work area and select the Sales offering.
2. Select the Sales Foundation functional area.
3. Search for the task Manage Administrator Profile Values and go to the task page.
4. Search in the Profile Option Code field for MKL_LEAD_TO_ACCOUNT_MAPPING_NAME.
5. Update the profile value with the name of the lead to account map you created.
COPY LEAD TO CONTACT
To create a lead to contact map:

4. Select Copy Maps.
5. On the Copy Maps page, select the Copy Lead to Contact > Standard Copy Lead to Contact Map.
6. Create a copy of the map and enter relevant account mappings on the Edit Copy Map page.
To set the MKL_LEAD_TO_CONTACT_MAPPING_NAME profile option:
3. Search for the task Manage Administrator Profile Values and go to the task page.
4. Search in the Profile Option Code field for MKL_LEAD_TO_CONTACT_MAPPING_NAME.
5. Update the profile value with the name of the lead to contact map you created.
CALENDAR AND ACTIVITIES
DEFAULT TASK STATUS

Set the default status of tasks based on your business processes. This feature lets you re-order task statuses
according to the most frequently used tasks. This re-ordering also applies to tasks created using task
templates.
STEPS TO ENABLE
4. Search for the Manage Activity Standard Lookups task and go to the task page.
5. Search for the lookup type, ZMM_ACTIVITY_STATUS_CD.
6. Set the sequence number to 1 on the status that should be used as the default status.
7. For the remaining statuses, set their sequence numbers in the order that you want them to display in the
status list of values.
ROLE INFORMATION
A sales administrator has the privileges to define the default task status.
10
SALES LIGHTBOX
MARK A DOCUMENT AS PUBLIC

As an important part of knowledge sharing and training, sales teams often need to share sales content with
everyone in the organization. Currently, when using Sales Lightbox, you can share a document with only one
user at a time. This is a cumbersome task if you need to share the document with multiple users. With this
feature, sales teams can easily share sales content, such as product catalogs, price lists, and product
presentations, by making them public documents.
STEPS TO ENABLE
TIPS AND CONSIDERATIONS
To use this feature, a Public Document checkbox is provided on the Details tab. Once this checkbox is
enabled, the document is marked as public.
SALES ANALYTICS
USER ADOPTION REPORTING

Create enhanced reports on user adoption data to facilitate negative reporting, for example, to provide details
on the users who have not signed in to the system.
With the User System Usage subject area, administrators can create reports that show the details of users who
have not signed in to the application for a given time period. With the new facts, you can easily determine which
country, state, or department is the most active in terms of user adoption.
This subject area can show:
The most active users in the system for a given month (or any time period).
The department that has the most number of active users.
The users who have not signed in to the application for a given month (or any time period).
Channels (for example, mobile or web) that users use to access the application.
11
User System Usage Subject Area
Usage Adoption Sample Report
STEPS TO ENABLE
4. Search for the Manage Administrator Profile Values task and go to the task page.
5. On the Manage Administrator Profile Values page, search for the profile option code
FND_TRACK_USER_ACTIVITY.
6. Set the site level profile value to Enabled.
12
When you create a report that includes a time period of either year or month, then you must restrict the report
results by a specific time period, for example, the current year. Without this filter, the report shows data for all
the years available in the Time dimension, which may not be the result that you are looking for.
For better performance, Oracle recommends the following:
Add a filter for a specific year.

Avoid reporting by date, instead use month or quarter.
Consider filtering the report by a group of users, instead of individual users.
ROLE INFORMATION
Access to the User System Usage subject area is restricted to the BI duty role, BI User System SA Access.
PARTNER PROGRAM REPORTING

Create reports on partner programs and the associated tiers to get details about programs created in the
application.
Subject areas related to partner programs and program tiers let you create reports on programs and their
associated business objects. You can also show many-to-many relationships between programs and tiers by
creating reports that show the tiers that are assigned to one or many programs.
Use the partner program reports to see the following:
Programs created in the current month, quarter, year, or any given time period.
Programs that end in the next month, quarter, year, or any given time period.
Programs that started in the previous month, quarter, year, or any given time period.
For a Channel Sales Manager, it helps to find out all the programs that are owned by the subordinates.
This subject area can be cross joined to other subject areas which has program or employee as common
dimension to expand reporting capability.
Program Subject Area
The Program Tier subject area can be cross joined to other subject areas which has program as a common
dimension to expand the reporting capability.
13
Program Tier Subject Area
STEPS TO ENABLE
CUSTOMER DATA MANAGEMENT
BULK ENRICHMENT OF ACCOUNTS AND CONTACTS WITH D&B DATA

Perform batch enrichment of accounts and contacts using the Oracle Data Cloud enrichment service. This
functionality provides you with an automated process for enriching Oracle Customer Data Management data in
bulk with data from Dun & Bradstreet Corporation. It also provides visibility into which records were enriched
and which were not.
STEPS TO ENABLE
INTEGRATION WITH DAAS MASTER GEOGRAPHY USING LOQATE

Improve data quality and resolve data conflicts between master geography data and the Address Verification
Cloud Service using the new geography data provider Loqate. Oracle CX customers can import Loqate
geography seed data using manage geographies.
STEPS TO ENABLE
Set "ORA_HZ_ENABLE_DAAS_LOQATE " profile option to Yes. After the profile option is set to Yes, "Import
Geography Data" option under Actions in Manage Geographies will call Loqate Geography Data for the
supported countries.
Import Geography Data option under Manage Geographies is calling Nokia geography data by default.
This option will be disabled, In case the geography data is already imported from either Nokia or Loqate
geography for the country or geography data is not available from Nokia or Loqate.
14
KEY GENERATION IMPROVEMENTS AND OPTIMIZATION
Optimize key generation and improve key generation data stewardship capabilities to achieve an error-free,
smooth experience. Data stewards can use a guided key generation process with visibility into the job status.
Key generation optimization significantly reduces the key generation process time.
STEPS TO ENABLE
ABILITY TO PURGE RESOLUTION REQUESTS AND LOGS

Purge duplicate resolution requests and logs to improve performance and usability.
STEPS TO ENABLE
ADDITIONAL RESTFUL CHILD OBJECTS AND FIELDS FOR ACCOUNTS, CONTACTS, AND
HOUSEHOLDS
RESTful web services support additional child objects, additional fields, and enhanced capabilities. The
following are supported:
Support additional names (Account and Contact REST APIs): Ability to add, update, search, and delete
additional names for accounts and contacts.
Support unformatted phone number (Account, Contact, and Household REST APIs): Accept unformatted
phone numbers as input and parse them into separate phone number fields, such as country code, area
code, and phone number.
Allow fetching of inactive and merged records (Account, Contact, and Household REST APIs): Enable
web services to get records with active, inactive, and merge statuses.
STEPS TO ENABLE
PARTNER RELATIONSHIP MANAGEMENT
DEAL REGISTRATION CONFIGURABLE APPROVAL NOTIFICATION

Configure the Deal Registration approval notification using a standard layout available in Oracle Application
Composer. You now have the ability to add or remove standard and custom attributes and create dynamic
layouts.
Use the approval layout for online and email notifications.
STEPS TO ENABLE
15
SALES PERFORMANCE MANAGEMENT
TERRITORY MANAGEMENT
AUTOMATICALLY UPDATE MERGED ACCOUNTS
Automatically update changes to Territory Management inclusions and exclusions, when merging account,
contacts, or households using Customer Data Management. For example, if Vision Enterprise is merged with
Vision Corp, to form Vision Corp, then any reference to Vision Enterprise in Territory Management account
inclusions and exclusions are automatically updated to Vision Corp.
STEPS TO ENABLE
AUTO-EXCLUSION OF NAMED ACCOUNTS USING TERRITORY PRECEDENCE

Name accounts exclusively, either for the entire organization or within a specific division.
Named accounts included on a territory are automatically excluded from all other territories whose dimensional
coverage covers those accounts. If the included account is set up to include all its subsidiaries, then all these
subsidiaries are also automatically excluded.
This feature enables the precedence of account inclusion territories over dimension coverage territories when
assigning accounts, opportunities, and leads.
STEPS TO ENABLE
CUSTOMERS WITH AN EXISTING TERRITORY MODEL AND RUNNING TERRITORY ASSIGNMENT FOR
ACCOUNTS, OPPORTUNITIES, OR LEADS, OR PARTNERS OR DEAL REGISTRATIONS:
1. Define Territory Function values (if needed)

2. If using the Active Territories UI, add the Territory Function field to the appropriate pages using
3. Optionally add the Territory Function field to the Account, Opportunity and Lead Team pages using
4. Optionally add territory function value to each territory (ancestor territories can be an exception)
5. Enable Territory Precedence feature via Opt In Feature or Enable Dimensions and Metrics
a. In Setup and Maintenance, edit the features for the Territories functional area.
b. Select the Territory Precedence feature Opt In Task, and in the Enable Dimensions and Metrics
page, select Edit.
c. Select the Enable Territory Precedence option.
d. Click Save and Close.
e. In the Actions menu, select Load and Activate.
6. Run assignment processing for the relevant records
16
CUSTOMERS WITHOUT AN EXISTING TERRITORY MODEL:
1. Enable Territory Precedence feature via Opt In Feature or Enable Dimensions and Metrics
a. In Setup and Maintenance, edit the features for the Territories functional area.
b. Select the Territory Precedence feature Opt In Task, and in the Enable Dimensions and Metrics
page, select Edit.
c. Select the Enable Territory Precedence option.
d. Click Save and Close.
e. In the Actions menu, select Load and Activate.
2. Define Territory Function values
3. If using the Active Territories UI, expose Territory Function field in the appropriate pages using
4. Optionally add the Territory Function field to the Account, Opportunity and Lead Team pages using
5. Optionally add territory function value to each territory (ancestor territories can be an exception)
6. Run assignment processing for the relevant records
If you enable this feature the following features are not available:
Territory Metrics
Assignment Preview
Territory Validation
Partner Center
Geographies served and the ability to assign territories to partners based on Geographies served
IMPROVED TRACKING AND REAL-TIME PROPAGATION OF TERRITORY CHANGES

Changes to territories made using the Simple Territories UI, Territory Proposals or Territory Import are now
tracked in a consistent and more efficient manner, resulting in:
Consistent Audit Reports: The Oracle Sales Cloud audit report now displays territory changes in a
uniform manner irrespective of which interface was used to make the changes
Improved Performance: Certain changes to territories, such as updates to the territory owner, are now
propagated in real-time without requiring territory re-assignment, thus improving performance
STEPS TO ENABLE
This feature is enabled or disabled through the profile option, MOT_RETAIN_ACTIVE_TERR_VERSION_ID.

To access this profile option, follow these steps:

2. Navigate to the Setup and Maintenance work area and select the Sales offering.
3. Select the Define Sales Foundation functional area.
4. Search for the Manage Administrator Profile Values task and go to the task page.
5. In the Profile Option Code field, search for MOT_RETAIN_ACTIVE_TERR_VERSION_ID.
6. To enable the option, set the Profile Value to Yes.
KEY RESOURCES
For more information, see the Setting Up Territories chapter in the Implementing Sales guide.
17
INCLUDE ORIGINAL SYSTEM REFERENCE INFORMATION IN TERRITORY EXPORT
Use the Original System Reference (OS/OSR) IDs of accounts that are part of territory inclusions and
exclusions to correlate the accounts against external data sources. The territory export file includes an
additional column that contains the OS/OSR IDs. You can export the file from either the active territory
hierarchy or a hierarchy that is part of a territory proposal.
NOTE: The additional information column is provided for reference. The application ignores this column if it is
included as part of the territory import file.
STEPS TO ENABLE
INCENTIVE COMPENSATION
REPORTING TRANSACTIONS USING GENERIC TIME DIMENSION

Analyze and report aggregate data using common date and time attributes. The generic time dimension is
linked to the following business date fields in the Transaction subject area:
source_event_date
booked_date
invoice_date
Access time attributes, such as month, quarter, week, and year, on the business dates in transactional subject
areas. These time attributes enables you to create time-based descriptive attributes and use them as report
headers. The availability of the time attributes facilitate calculation of advanced metrics, such as Average-over-
Time and Year-to-Date measures, which otherwise would require complex SQL case statements.
STEPS TO ENABLE
ABILITY TO SELECT PERIODS IN MOBILE COMMISSION APPLICATION

Select periods on the Mobile Commission application dashboard. You can see the details of your credits,
earnings and payments, attainments, and active compensation plans for the selected period.
18
Mobile Commission Application Dashboard with Period Selection
STEPS TO ENABLE
Update to the latest version of the mobile commission application from the respective app store.
19
The periods are displayed in descending order by date.
RETENTION OF CREDIT HISTORY FOR ALL UPDATES

Save history of updates made to a credit regardless of its status. Previously the updates to credit records were
stored in the history table only if the corresponding earning record was paid. You now have a choice to enable
tracking of credit updates irrespective of its status by setting the corresponding profile option.
STEPS TO ENABLE
2. Navigate to the Setup and Maintenance work area and select the Incentive Compensation offering.
3. Select the Incentive Compensation Configuration functional area.
4. Search for the Manage Incentive Profile Values task and go to the task page.
5. On the Manage Incentive Profile Values page, search for the Profile Display Name of Archival of
Updated Credits Enabled (profile option code ORA_CN_CREDIT_HISTORY).
6. Set the profile value to Yes in the Profile Values region.
Enable this feature, only if you have a real need to track every update to a credit for reporting purposes.
Recording of each and every update for all credits will result in a sizable increase in the volume of the credit
history table.
ABILITY TO CANCEL CREDITS

Cancel unwanted credits after you have incorrectly assigned direct credits for a transaction. Use the Manage
Credits page to select and cancel multiple credits. The canceled credits are marked as obsolete.
Run the Revert Transactions process to delete the obsolete credits and move them to the history table.
STEPS TO ENABLE
This feature only allows deletion of direct credits. To list only the direct credits you can set 'Credit Type = Direct
Credit' as the search criteria within the Manage Credits page.
CX CLOUD MOBILE
IMPROVED PERFORMANCE WHEN SAVING TRANSACTIONS

Create, edit, and save transactions asynchronously while you continue to use the application, thus allowing you
to create and edit records quickly.
20
STEPS TO ENABLE
4. Select Sales from the Application drop down list.
5. Select Mobile Application Setup from the Common Setup Options.
6. In the Application Features section, select Settings.
7. Enable or disable the Enable Deferred Create and Edit setting per your requirements.
Enable: The application performs the create and edit transactions asynchronously and passes
the control back to the user.
Disable: The application waits until the create and edit transactions are saved and then passes
the control back to the user.
ROLE INFORMATION
This feature can be controlled by the sales administrator.
CONFIGURABLE SEARCH CAPABILITIES

Configure opportunity saved searches so that sales users see just the list of opportunities that are relevant to
them. As an administrator:
Update the text search field for standard or custom objects so that it uses the operators "begins with" or
"contains".
Allow the saved search of an opportunity object to contain multiple opportunity status values.
STEPS TO ENABLE
To change the search fields for standard or custom objects:

4. Select CRM Cloud from the Application drop down list.
5. Select Mobile Application Setup and then CX Cloud Mobile.
6. Select the object for which you're configuring the search operation, for example, the Opportunity object.
7. Using the standard layout, navigate to the Search section, and select the field and the operator to use for
a simple search for that object.
8. Save the changes and then test the change by downloading the sandbox to the Oracle CX Cloud Mobile
application.
21
Configuring Simple Search
To use multiple status values in an opportunity saved search:

4. Select CRM Cloud from the Application drop down list.
5. Select Mobile Application Setup and then CX Cloud Mobile.
6. Select the Opportunity object and click Saved Search.
7. Clone the default saved search and select the Status field.
8. Within the Criteria section, select one or more values for the Status field for the Opportunity object.
Configuring Opportunity Saved Search with Multiple Status Values
22
CONFIGURATION
FILE-BASED DATA IMPORT / EXPORT
FILE-BASED DATA IMPORT FRAMEWORK
Use the improved file-based data import framework that has increased usability, reliability, and performance.
The import framework is available for common Oracle Sales Cloud objects such as Accounts, Contacts, Leads,
Opportunities, and more.
The new import framework improves usability in the following ways:
Streamlines the UI for importing flat-file data and monitoring status. The UI now includes a new drag-and-
drop feature for mapping columns in your source file with columns in the associated Oracle Sales Cloud
object.
Analyzes up to the first 10 rows of your input file for validation. This validation ensures that mapped
columns meet datatype constraints and that the required fields are included in your input file.
Matches the data shape of importable objects with the corresponding RESTful APIs of each object.
Invokes and monitors import and export jobs using new RESTful APIs.
External data loader client application provides command-line access to invoke and monitor import jobs.
The client application automatically breaks large files into multiple files that can be processed by the
framework, and then manages the submission and status of each file.
The new import framework improves reliability in the following way:
Improves the underlying architecture of the import process to eliminate jobs that end in an application
error.
STEPS TO ENABLE
KEY RESOURCES
Documentation for the import framework can be found in the Tasks > Administer section in the Oracle Sales
Cloud Help Center.
ROLE INFORMATION
You must have the Sales Administrator job role to access the file-based data import functionality.
23
APPLICATION COMPOSER
ABILITY TO SELECT CONFIGURATION TYPES FOR CONFIGURATION SET MIGRATION (CSM)

EXPORT
Configuration types, such as BI content, Email Templates, Enterprise Scheduler Services, Industry Solutions
Extensions, and SOA artifacts, can be selected or deselected for export from the source environment during
the Configuration Set Migration process. This capability enables you to selectively migrate new or updated
configuration types from the source environment to the target environment, rather than migrating all types. It
helps to save migration time for system administrators and implementation consultants.
STEPS TO ENABLE
UPDATE EVENTS ON STANDARD OBJECTS BASED ON CUSTOM CHILD OBJECT UPDATES

Raise "update" events for standard objects when there are create, update, or delete operations on their child
objects. These events are raised irrespective of you being in or out of a sandbox.
Use the public events by the Integration Cloud Service to integrate Oracle Sales Cloud with another system.
With this addition, the integration system is notified when the parent object is updated and when the custom
child objects are updated. Subsequent RESTful calls are made to synchronize the parent object and all its child
data.
STEPS TO ENABLE
KEY RESOURCES
For information about enabling and subscribing to Oracle Sales cloud event, see Prerequisites for Creating a
Connection in the Using the Oracle Sales Cloud Adapter guide.
CONFIGURATION REPORTING
In configuration reporting, see more details about an object's dynamic layouts. In addition to the total number of
layouts, you can see a list of fields, actions, and buttons exposed on each page layout, as well as the criteria
for page layouts. This detailed layout information can be included for up to five objects.
To use the feature, navigate to Application Composer > Metadata Manager > Configuration Report > Generate.
24
Configuration Report on All Modified Objects
If a layout details report is needed, the administrator can select up to five objects in a shuttle window.
25
Objects Selected in Shuttle Window
STEPS TO ENABLE
ABILITY TO DELETE UNPUBLISHED OBJECT WORKFLOWS, ACTIONS, AND LINKS

Delete unpublished object workflows and their associated actions from the current sandbox. You can also
delete unpublished actions and links, and these are then automatically removed from the pages where they
were available as buttons, menu items, and links.
STEPS TO ENABLE
26
UPDATE 18A
REVISION HISTORY
Date Feature Notes
Updated document. Feature delivered in

11 MAY 2018 Using New Triggers
update 18A.
Post-Update Tasks > Enable New Sales

20 APR 2018 Updated document. Revised description.
Offering
20 APR 2018 Update Tasks Updated document. Revised description.
Post-Update Tasks > Enable New Sales

07 MAR 2018 Updated document. Added section.
Offering
07 MAR 2018 Post-Update Tasks > Update Application URLs Updated document. Added section.
12 FEB 2018 Post-Update Tasks Updated document. Added section.
Ability to Schedule Custom Business Logic for

12 FEB 2018 Updated document. Revised feature name.
Long-Running Processes
Commit Transactions and Navigate to Create Updated document. Revised feature

12 FEB 2018
or Edit Pages Using Custom Actions description.
Updated document. Revised feature

12 FEB 2018 Partner Association within Activities
screenshot.
19 JAN 2018 Created initial document.
OVERVIEW
As part of Oracle’s Customer Experience (CX) solution, Oracle Sales Cloud helps you simplify IT complexity,
innovate exceptional customer experiences, and deliver business results. Oracle’s smarter CX strategy helps
sales teams offer seamless, personalized, and immediate customer experiences with tightly integrated CX
solutions that include sales, marketing, service, CPQ, commerce and social, along with hundreds of
applications available on the Oracle Cloud Marketplace. Oracle Sales Cloud is a comprehensive sales
ecosystem. With Sales Force Automation at its hub, other facets of modern sales includes partner relationship
management, customer data management, sales performance management, sales intelligence, integrated
marketing and integrated quote and order.
KEY HIGHLIGHTS OF ORACLE SALES CLOUD RELEASE 13 UPDATE 18A:
Oracle Sales Cloud Release 13 update 18A enhances the LinkedIn Sales Navigator for Leads, enabling sales
reps to do better prospecting. The new opportunity product form layout lets you view pertinent product
information on one screen without additional scrolling. Partner Relationship Management introduces partner
assessments to evaluate partners at different stages of the partner life cycle. For smarter decision-making,
business intelligence (BI) content can now be embedded in a custom object by exposing analytics side tabs and
analytics subtabs. With Oracle Sales Cloud Release 13 update 18A, you get more flexible tooling to assign new
runtime behaviors, such as commit transaction and navigate to create or edit pages, to script-based custom
actions of top-level custom objects. Release 13 update 18A also allows you to schedule custom business logic
using Groovy scripting.
27
For more information on these features, see Oracle Sales Cloud guides available on Oracle Help Center.
Alternatively, use the help icon to access Oracle Application Help in the application. If you don’t see any help
icons on your page, click the Show Help icon in the global header. Not all pages have help icons. You can also
access Oracle Applications Help at https://fusionhelp.oracle.com.
CUSTOMERS UPGRADING FROM RELEASE 12
If you're upgrading from Release 12 to Release 13, then you should review all of the release readiness
content for Release 13 (updates 17B - 17D, as well as, updates 18A - 18B) to learn about all of the features
available in release 13.
GIVE US FEEDBACK
We welcome your comments and suggestions to improve the content. Please send us your feedback at
SALESCLOUD-PRODEX_WW@ORACLE.COM.
OPTIONAL UPTAKE OF NEW FEATURES (OPT IN)

We continue to add many new features to the Oracle Cloud Applications, and for some features, you can take
advantage of new functionality at a pace that suits you by “opting in” to the feature when you’re ready. You can
opt in to a feature in two ways: by using the New Features work area, or by using the Setup and Maintenance
work area.
To opt in using the New Features work area:
1. Click the Navigator, and then click New Features (under the My Enterprise heading).
2. On the New Features page, select the offering that includes new features you’d like to review.
3. Click Opt In for any feature that you want to opt in to.
4. On the Edit Features page, select the Enable option for the feature, and then click Done.
To opt in using the Setup and Maintenance work area:
1. Click the Navigator, and then click Setup and Maintenance.

2. On the Setup page, select your offering, and then click Change Feature Opt In.
3. On the Opt In page, click the Edit Features icon.
4. On the Edit Features page, select the Enable option for any feature you want to opt in to. If the Enable
column includes an Edit icon instead of a check box, then click the icon, select your feature options, and
click Save and Close.
5. Click Done.
UPDATE TASKS
This section gives you information to help you plan, deploy, and validate your update. We make frequent
additions to this document, so don’t forget to check back and get the latest information before your update
starts.
28
Use the following resource to prepare for, deploy, and validate your Oracle Sales Cloud upgrade to Release 13:
Read the Oracle Sales and Engagement Cloud: Performing Your Release 13 Upgrade (Doc ID
2253572.1) on My Oracle Support to learn how to prepare for, validate, and deploy Release 13.
If you have not yet done so, review the introduction guide to upgrades: Release Upgrade Planning (Doc
ID 2016981.1) on My Oracle Support
Review the latest Known Issues and Update Documents for this release (Doc ID 1603154.1) on My
Oracle Support.
Following are the tasks you must always do for every upgrade and update:
1. Publish or delete all unpublished sandboxes before upgrade. If you do not do this, you will have outdated
sandboxes that, if published, may corrupt your metadata. See the Sandbox Manager topic in the
Extending Sales guide for more information.
2. Move all your customized reports to a “safe” folder:
“My Folders” if you are not sharing the report
“Custom” folder under “Shared Folders” if you want the report to be available to others and
(optionally) archive your custom reports. See Archiving Custom Reports Before An Upgrade (Doc
ID 1581294.1) for more information.
3. Suspend any scheduled Enterprise Scheduler Service (ESS) jobs for the upgrade period. Scheduled
processes must not be running in your environment during the upgrade. See the Scheduled Processes
topic in the Implementing Sales guide for more information.
29
FEATURE SUMMARY
None Issue
Enable via Enable via Opt In UI Not Enabled via Opt In UI
Opt In UI Only Plus Additional Steps but Setup Required
Available) Request
Core Sales Force Automation

Leads and Opportunities
Integration of LinkedIn Sales Navigator with Leads
Dynamic Layout for Opportunity Product Information
Ability to Disable Opportunity Cascading Logic
Flexible Revenue Amount
Ability to Manage Competitors in Opportunities
Business Plans
Business Plan Classes
Sales Prediction Engine
Full Set of Account Attributes for Lead Generation Using
Sales Predictor
Sales Analytics
Reports and Analytics Page UI
Analytics Side Tabs and Subtabs for Custom Object Pages
Program Enrollment Reporting
Partner Assessment Reporting
Partner Relationship Management
Partner Assessments
Partner Association within Activities
Direct Access to Partner Contacts using RESTful Services
Customer Data Management
RESTful Services to Resolve Duplicates
30
None Issue
Available) Request
RESTful Services to Fetch Address Formats Based on

Countries
RESTful Services to Synchronize Accounts and Contacts
with Import Definitions
Sales Performance Management
Sales Forecasting
Forecast Sort in Chronological Order
Top-Level Territory Creation Using Simple Territory UI
Search Customer Inclusions and Exclusions
Incentive Compensation
Credit Category for Estimated Compensation Deals
Multiple Versions of Plan Document in Sales Compensation
Work Area
Transaction Attribute Consistency Across Incentive
Compensation Subject Areas
Sales Contracts
Contracts Landing Page
Additional Dimensions for Enterprise Contracts Reports
Additional Web Services Operations for Repository Contracts
Configuration
Commit Transactions and Navigate to Create or Edit Pages
Using Custom Actions
Ability to Schedule Custom Business Logic for Long-Running
Processes
Full-Page Create and Edit with Dynamic Layout for Custom
Child Objects
31
None Issue
Available) Request
Default Search Configuration on Custom Subtabs

Ability to Embed External Web Applications as an iFrame
Subtab or a UI Region of Summary Subtab
Ability to Delete Unpublished Summary Box
Applications List in Application Composer
Default Behavior of New Custom Fields as "Not Searchable"
Set-Enabled Lookup Fields as Custom Fixed Choice List
Field Filters
Using New Triggers
Setup and Maintenance
Simplified Setup
Create Company Information Page Capabilities
Post-Update
Post-Update Tasks
32
CORE SALES FORCE AUTOMATION
Oracle continues to invest in best practices and technologies. A larger display in the user interface makes
viewing easier and adding search to standard and subtabs provide more options to find what you need fast.
Search is also optimized for opportunities and leads.
LEADS AND OPPORTUNITIES
INTEGRATION OF LINKEDIN SALES NAVIGATOR WITH LEADS

View relevant information from the LinkedIn Sales Navigator directly within your Lead summary page. With the
LinkedIn Sales Navigator integration, you can benefit from the following:
Seamlessly access a lead's LinkedIn social profile to gain additional insights and social intelligence.
Increase your leads database by accessing additional leads with similar social profiling.
Improve relationships and communication through icebreakers, introductions, and mutual connections.
This integration requires team or enterprise licenses for LinkedIn Sales Navigator.
LinkedIn Sales Navigator in Leads Page
33
STEPS TO ENABLE
2. Navigate to Application Composer and select CRM Cloud as the application.
3. Expand Standard Objects.
4. Select Sales Lead and then Pages.
5. In the Details Page Layout region, duplicate and edit the layout template.
6. Go to the Summary subtab.
7. Enable the widget by setting the LinkedIn Sales Navigator UI region to Show.
8. Click Done.
DYNAMIC LAYOUT FOR OPPORTUNITY PRODUCT INFORMATION

View and edit opportunity products and revenue in a form layout. Dynamic product forms enable you to do the
following:
See pertinent product information without scrolling.

See a set of fields based on the defined product.
Dynamic Form Layout for Opportunity Products
STEPS TO ENABLE
4. Select Opportunity and then Pages.
5. In the Details Page Layout region, duplicate and edit the layout template.
6. Enable the Dynamic layout form for revenue from within the Edit Revenue Table region.
7. Once enabled, customize revenue forms from the Pages node within the Opportunity Revenue child
object.
8. Click OK and then click Done.
34
ABILITY TO DISABLE OPPORTUNITY CASCADING LOGIC
Update your opportunity summary information without automatically updating product line values. By default,
core opportunity attribute values cascade to the existing product lines. When disabled, updates to the
opportunity header attributes will not propagate to the product lines.
STEPS TO ENABLE
The site-level profile option Opportunity Synchronization Cascade Enabled provides the ability to turn off the
cascading logic. The profile is delivered as enabled.
FLEXIBLE REVENUE AMOUNT

Determine which product lines to include when calculating an open opportunity's revenue. By default, open
opportunity revenue is the rolled-up amount of all open product lines for that opportunity. You can now
configure the application to include both open and won product lines in that calculation.
STEPS TO ENABLE
The lookup type ORA_MOO_OPEN_ROLLUP_MAPPING provides the ability for an administrator to define
which categories are included when calculating the open opportunity revenue amount. The default is Open.
ABILITY TO MANAGE COMPETITORS IN OPPORTUNITIES

Manage opportunity competitors using the extensible Competitors subtab that you add to the opportunities
details page.
Manage Competitors Subtab
STEPS TO ENABLE
The Competitors subtab is delivered as hidden.
35
To enable the subtab:
2. Go to Application Composer and select CRM Cloud as the application.
4. Click Opportunity, and then click Pages.
5. In the Details Page Layouts region, duplicate and edit the standard layout.
6. Click the Hide, Show, or Reorder Subtabs icon to go to the Configure Subtabs page.
7. Move Competitors from the Available Subtabs region to the Selected Subtabs region.
8. Click Ok.
9. Click Done on the Details Layout page.
BUSINESS PLANS
BUSINESS PLAN CLASSES

Create new business plan classes. For example, you can create a business plan class for sales
representatives to use in addition to the supplied classes, such as account and partner plans. Use the Manage
Business Plan Classes task to:
Create new business plan classes.

Set a default class by changing the display sequence.
Disable supplied business plan classes that are not needed.
Manage Business Plan Classes Page
STEPS TO ENABLE
1. Go to the Manage Business Plan Classes task page in Setup and Maintenance.
2. Create, delete, or disable the business plan classes as applicable.
To set a specific business plan class as the default, make sure that its Display Sequence value is the lowest
among all enabled business plan classes.
36
SALES PREDICTION ENGINE
FULL SET OF ACCOUNT ATTRIBUTES FOR LEAD GENERATION USING SALES PREDICTOR
Use all the available account-related standard and custom attributes to generate leads using Sales Predictor.
This capability scales current capability to enable you to use any attribute to target a potential lead based on a
variety of standard and custom attributes.
Create Predictor Lead Generation Process Page
STEPS TO ENABLE
1. Sign in to the application as a sales analyst.
2. Navigate to Sales > Recommendations.
3. On the Overview page, click Tasks and then click Generate Leads.
4. Click Create Leads from the Actions Menu.
5. Click Add Fields in the Customer Criteria section. Multiple fields can be added with filter conditions for
each selected fields.
6. Click Continue.
7. Click Submit on the Create Predictor Lead Generation Process page.
SALES ANALYTICS
Oracle Sales Cloud offers embedded sales analytics to drive business decisions, identify key events, guide
sales activities, and improve deal performance.
REPORTS AND ANALYTICS PAGE UI

The Reports and Analytics page in Oracle Sales Cloud has been updated to use a simplified, more user-
friendly UI, where users can view and create reports using a step-by-step approach.
37
Users can browse the catalog from the Sales Cloud UI and view any report from the Catalog.
Reports and Analytics Page
STEPS TO ENABLE
ANALYTICS SIDE TABS AND SUBTABS FOR CUSTOM OBJECT PAGES

Embed business intelligence (BI) content in a custom object by exposing Analytics side tabs (in the custom
object's landing page) and Analytics subtabs (in the custom object's details page).
As part of this enhancement, BI content can be embedded for custom objects in a way that's similar to standard
objects, such as Accounts and Opportunities.
Analytics Tab
38
STEPS TO ENABLE
To enable Analytics side tabs in a custom object's landing page:
2. From the Navigator, click Structure.
3. Select the applicable custom object to go to the Custom Object page.
4. Go to the Tabs subtab. Three Analytics rows correspond to the three Analytics side tabs.
5. Click Yes corresponding to the row you want to enable.
To enable Analytics subtabs in a custom object's details page:
2. From the Navigator, click Application Composer.
3. Expand the custom object and click Pages.
4. In the Details Page Layouts region, duplicate and edit the default layout.
5. Select the new layout and click the Hide, Show, or Reorder Subtabs icon.
6. Move Analytics subtabs from the Available Subtabs region to the Selected Subtabs region. A maximum
of three subtabs are available.
7. Click OK and then click Done.
PROGRAM ENROLLMENT REPORTING

Use the Program Enrollment subject area to create reports on enrollments and all relevant attributes, including
custom attributes. Create a custom subject area with Program Enrollment as the primary object and select
child or related objects appropriately, based on the relationships defined.
Program Enrollment Subject Area
39
The Program Enrollment subject area shows information about the following:
Enrollments created in a given time period.

Partners enrolled into a particular program and when they were enrolled.
Enrollments that would expire in a given time period.
Number of enrollments that were created for a particular program.
Top programs with the highest number of enrollments.
Enrollments submitted in a given time period.
STEPS TO ENABLE
PARTNER ASSESSMENT REPORTING

Use the Partner Assessments subject area to:
Create reports to evaluate partners using their assessment scores.

Compare assessments submitted across different partners.
See the quarter-on-quarter (QoQ) score variance for a partner's assessment, such as "Partner
Performance".
Partner Assessment Subject Area
The following figure shows a sample report comparing the assessment responses for various partners.
Partner Assessment Sample Report
40
STEPS TO ENABLE
PARTNER RELATIONSHIP MANAGEMENT

Oracle Sales Cloud streamlines partner relationship management (PRM) and indirect sales processes to
increase the value of the channel partner network. Release 13 builds on an already broad PRM offering with
enhanced partner management, business plans, marketing development funds (MDF), deal registration,
analytics, partner asset management and more.
PARTNER ASSESSMENTS
Evaluate partners at different stages of the partner life cycle using the Assessments tab in the Partners work
area. For example, you can use the partner assessment feature to evaluate a prospective partner during the
recruitment process.
Assessment Showing Active Systems
STEPS TO ENABLE
3. Select CRM Cloud as the application.
5. Click Partner and then Pages.
6. In the Details Page Layouts region, duplicate and edit the standard layout.
7. Click the Hide, Show, or Reorder Subtabs icon to go to the Configure Subtabs page.
8. Move the Assessments subtab from the Available Subtabs region to the Selected Subtabs region.
9. Click OK.
10. Click Done.
41
PARTNER ASSOCIATION WITHIN ACTIVITIES
Tracking your partner activities gives you deeper insights into your business. In addition to accounts, you can
define partners within activities. This functionality enables you to create reports for both partner and account
activities.
Partner Association Within a Task
STEPS TO ENABLE
The partner field is not exposed by default on the activities pages.
To enable the Partner fields on activities pages, perform the following steps:
3. Select CRM Cloud as the application.
5. Expand Activity and click Pages.
6. Duplicate and edit those layouts where you want to add the Partner field.
7. On the appropriate layout, move Partner from the Available region to the Selected region.
8. Save the layout.
DIRECT ACCESS TO PARTNER CONTACTS USING RESTFUL SERVICES

Access partner contacts directly using RESTful services. For example, you can quickly search for a partner
contact using just the partner contact's email ID.
STEPS TO ENABLE
42
CUSTOMER DATA MANAGEMENT
Oracle Customer Data Management enables organizations to consolidate and maintain a best version
customer profile that sales reps and sales managers can trust.
RESTFUL SERVICES TO RESOLVE DUPLICATES

View reports on duplicate resolution for accounts and contacts using RESTful services. If the duplicate
resolution process merged records, then the merge details are sent to the subscribing applications.
STEPS TO ENABLE
RESTFUL SERVICES TO FETCH ADDRESS FORMATS BASED ON COUNTRIES

Configure formatting requirements based on business-specific settings on the Manage Address Format
Configuration page in the Setup and Maintenance work area. Develop a user interface using REST APIs that
allows entry of only valid addresses for countries based on customer address format configurations and
existing geography data.
STEPS TO ENABLE
RESTFUL SERVICES TO SYNCHRONIZE ACCOUNTS AND CONTACTS WITH IMPORT

DEFINITIONS
Enable common object definition and standard mapping among RESTful service and import interfaces to
simplify integration. Use the following to simplify integration:
Address elements at header level added for the Account and Contact REST object.
CurrencyCode attribute.
STEPS TO ENABLE
SALES PERFORMANCE MANAGEMENT

Sales Performance Management (SPM) enables companies to improve sales effectiveness, optimize sales
coverage, drive sales behavior, streamline incentive compensation and better align quotas to sales
strategy. Incentive Compensation empowers organizations to streamline the rollout of new plan initiatives,
provides productivity tools to reduce administrative costs and presents relevant business insights to drive sales
performance.
43
SALES FORECASTING
FORECAST SORT IN CHRONOLOGICAL ORDER

Sort completed forecast items by Due Date chronologically, with the latest record being the first on the list.
STEPS TO ENABLE
TERRITORY MANAGEMENT
TOP-LEVEL TERRITORY CREATION USING SIMPLE TERRITORY UI

Create the top-level territory, also called the Global territory, using the simple Territories UI. You no longer
need to go to the More Details page to create a territory proposal in order to create the top-level territory.
STEPS TO ENABLE
SEARCH CUSTOMER INCLUSIONS AND EXCLUSIONS

Manage large volumes of named accounts through the new search capability available in the included and
excluded customer lists.
Customer Inclusions Page
STEPS TO ENABLE
INCENTIVE COMPENSATION
CREDIT CATEGORY FOR ESTIMATED COMPENSATION DEALS

Enter a credit category when creating or updating estimated compensation deals. If you provide a credit
category, then the estimator skips the classification process and uses the specified credit category to match
the deal with the correct compensation plan and plan components.
STEPS TO ENABLE
44
MULTIPLE VERSIONS OF PLAN DOCUMENT IN SALES COMPENSATION WORK AREA
View compensation plan documents that are either pending your acceptance or were previously accepted or
rejected by you. The compensation plan documents are displayed in the descending order of published date
and you can toggle between each document.
Participant Compensation Plan Pending Acceptance
Accepted Participant Compensation Plan
45
STEPS TO ENABLE
1. Sign in to the application as an administrator.
2. Go to the Setup and Maintenance work area.
3. Select the Incentive Compensation offering and then the Incentive Compensation Configuration
functional area.
4. Go to the Manage Parameters task page.
5. Enable the approval workflow by selecting Yes for the field Enable Plan Approval and Acceptance
Workflow. This field is available in the Plan Approval Parameters section.
TRANSACTION ATTRIBUTE CONSISTENCY ACROSS INCENTIVE COMPENSATION SUBJECT

AREAS
Transaction attributes across all Incentive Compensation transactional subject areas are consistent, including
descriptive flexfields. This consistency eliminates the need to make cross-subject area joins to create reports
on transaction attributes and flexfields, thereby increasing performance and usability.
STEPS TO ENABLE
SALES CONTRACTS
Oracle Enterprise Contracts provides a comprehensive solution for managing sales agreements and
contracts. With an automated contract management process in place, you can ensure consistency and
compliance and establish a proactive approach to renewals. Now you can combine two or more contracts and
let your sales representatives renew contracts manually.
CONTRACTS LANDING PAGE

Use the following capabilities to manage contracts on the Contracts landing page:
Manage lists.
Create and edit personalized lists.
Use the advanced side filter to include multiple attributes in the search criteria.
Select and manage columns displayed in the work area lists.
Export lists to Microsoft Excel.
46
Contracts Landing Page
STEPS TO ENABLE
1. Sign in to the application as an administrator.
2. Go to the Setup and Maintenance work area.
3. Select the Sales offering and then the Sales Foundation functional area.
4. Go to the Manage Administrator Profile Values task page.
5. Search for the profile option with the code OKC_ENABLE_CLASSIC_LANDING_PAGE.
6. Set the profile value to No.
The application does not automatically show the custom saved searches on the advanced search page or the
simplified landing page. You must must create the custom saved searches again.
ADDITIONAL DIMENSIONS FOR ENTERPRISE CONTRACTS REPORTS

Use the following dimensions in the Enterprise Contracts subject area to create your own reports:
Contract Risk
User Status
User Status History
Assignee
Related Contract
Contract Deviation
STEPS TO ENABLE
ADDITIONAL WEB SERVICES OPERATIONS FOR REPOSITORY CONTRACTS

Capture signed details and activate repository contracts through web services using new operations.
47
STEPS TO ENABLE
CONFIGURATION
Oracle's standards-based, open and flexible platform makes it easy to rapidly build and deploy rich applications
or integrate with and extend Oracle Sales Cloud. Oracle’s configuration and customization toolset enables
business users to tailor Oracle Sales Cloud to meet the unique needs of each business in an easy-to-maintain
Software-as-a-Service (SaaS) environment. Oracle’s Platform-as-a-Service (PaaS) offerings provide
development and runtime platforms that enrich and extend Oracle Sales Cloud and enhance sales team
productivity and collaboration. Prebuilt cloud and on-premises integrations offer complete solutions for sales
teams.
APPLICATION COMPOSER
COMMIT TRANSACTIONS AND NAVIGATE TO CREATE OR EDIT PAGES USING CUSTOM

ACTIONS
Assign new runtime behaviors to script-based custom actions of top-level custom objects. You can create
custom actions that do the following:
Run a custom script.

Commit open transactions.
Automatically navigate from the details or create pages to the landing page, from the create page to the
details page, or stay on the details page to continue to edit.
You can add these custom actions to top-level custom object record details (edit) and creation pages.
Configuration Options
STEPS TO ENABLE
48
ABILITY TO SCHEDULE CUSTOM BUSINESS LOGIC FOR LONG-RUNNING PROCESSES
Call an object function at a scheduled time using the Enterprise Scheduler. You can use this function to
process a set of records on a daily or weekly basis, asynchronously, where you do not need to see immediate
feedback in the UI.
"Callable by External System" Visibility of Object Function
NOTE: You can schedule only those object functions that have the visibility set to “Callable by External
Systems”.
Schedule Custom Groovy Object Functions Process
49
Schedule Custom Groovy Object Functions Process Parameters
You can configure complex custom logic using groovy scripts. The scripts can be used for batch processing a
smaller manageable set of records per job by breaking a job into smaller chunks.
STEPS TO ENABLE
To create an object function:
4. Select Opportunity and then Server Scripts to go to the Server Scripts Opportunity page.
5. Go to the Object Functions tab.
6. Click Add to create an object function.
7. Enter the applicable values. Set visibility to Callable by External Systems.
8. Click Validate and then Save and Close.
To schedule the process:
1. Go to the Schedule Processes page.

2. Click Schedule New Process.
3. Search for the Schedule Custom Groovy Object Functions - Developers Preview job.
4. Enter applicable information.
The name of the object that is the REST service name of that object.
To get object name see REST API for Oracle Sales Cloud R13 on Oracle Help Center.
The name of the object function you created using Application Composer
5. Click Advanced to schedule the process or to run " As soon as possible".
50
Only object functions without parameters can be scheduled for invocation.
Break the work into multiple object functions if required due to limitations; object function execution time
is limited to one minute. Also, the maximum fetch size, which controls the number of rows returned, is
set to 500 rows by default. This number can be changed using the method setMaxFetchsize().
A record must exist for the object for which you defined the object function. Create a record before
scheduling the process for object function to be invoked. For example, create an Opportunity record
before you schedule the process to invoke the UpdateOppty object function. If there is no record, then
the scheduler will fail and Scheduled Process page will show an error in the status of the job.
Values returned by the invoked object function are not reported through the ESS framework.
Object functions of child objects cannot be scheduled for invocation.
Functions of the following objects are not supported in this release: Account, Contact, and Partners.
KEY RESOURCES
Application Composer: Using Groovy Scripts
FULL-PAGE CREATE AND EDIT WITH DYNAMIC LAYOUT FOR CUSTOM CHILD OBJECTS
Create and edit opportunity revenue in a full-page UI. You can now configure custom child objects to have full-
page form UI for create and edit page layouts based on user, record values, or Groovy expression.
Enable Separate Create and Edit Pages - Default Custom Layout
STEPS TO ENABLE
3. Expand Custom Objects.
4. Expand the applicable custom object and click Pages.
5. Duplicate and edit the details page layout.
6. Edit the subtab of the child object.
7. Select the applicable check box to enable separate Create and Edit pages. The following check boxes
are available:
Enable Separate Create Pages
Enable Separate Edit Pages
8. Click on Save and Close.
9. Click Done.
DEFAULT SEARCH CONFIGURATION ON CUSTOM SUBTABS

Ability to set the default search filter on custom subtabs.
51
Default Search Filter on Custom Subtab
STEPS TO ENABLE
ABILITY TO EMBED EXTERNAL WEB APPLICATIONS AS AN IFRAME SUBTAB OR A UI REGION

OF SUMMARY SUBTAB
Customers can embed external web application content as a iFrame in Oracle Sales Cloud custom object
pages, either as a subtab, or as an expandable UI region in the summary subtab of the object's details page.
Administrative users define the mashup content under the common setup where the URL format will be
parameter-based. Administrators can then embed the mashup content in a details page layout, either as an
expandable UI region in summary subtab or as a custom subtab. The parameter values can be mapped to the
object's field values. Groovy expression URLs continue to be supported as well.
52
STEPS TO ENABLE
ABILITY TO DELETE UNPUBLISHED SUMMARY BOX

Delete the unpublished summary box from the sandbox.
Delete Summary Boxes
NOTE: You cannot delete published and standard content
STEPS TO ENABLE
APPLICATIONS LIST IN APPLICATION COMPOSER

Select an application from a list of available deployed applications in a drop down list in Application Composer
supporting ERP and SCM Cloud extensibility. If you have deployed ERP and SCM Cloud and CRM Cloud,
then you can use the Application drop-down list to switch between these two families.
53
Applications List Drop-Down List
STEPS TO ENABLE
54
DEFAULT BEHAVIOR OF NEW CUSTOM FIELDS AS "NOT SEARCHABLE"
By default, new fields are set to "not searchable". However, you can make the field searchable when creating
or updating the field.
Searchable fields are available for selection, as an additional search criterion, from the Add choice list in the
Advanced Search mode. You can use the searchable fields in filtering criteria in dynamic choice lists, subtabs,
pickers, and relationships and as the default search filter on subtabs.
STEPS TO ENABLE
SET-ENABLED LOOKUP FIELDS AS CUSTOM FIXED CHOICE LIST FIELD FILTERS

You can use an out of the box set-enabled lookup field as the parent data filter for a custom fixed choice list
field. Using the Value Map, associate set-enabled field values with values that will be shown in the custom
fixed choice list field.
Using a Set-Enabled Field As a Parent Filter
STEPS TO ENABLE
55
KEY RESOURCES
For more information on set-enabled lookups refer Oracle Sales Cloud Implementing Sales guide (Setting Up
Multiple Business Units > Managing Reference Data).
USING NEW TRIGGERS

To ensure the optimal performance of your Groovy scripts, several types of triggers previously available in
Release 12 are now obsolete in this release:
Before modify
After Insert in Database
After Update In Database
After Delete in Database
After Commit in Database
When creating new triggers, these types are now unavailable. Instead, use the following Release 13 trigger
types:
R12 (Obsolete) R13
Before Modify Before Invalidate

After Insert in Database After Changes Posted to the Database
After Update in Database After Changes Posted to the Database
After Commit in Database After Changes Posted to the Database
After Delete in Database After Changes Posted to the Database
STEPS TO ENABLE
Existing triggers of these deprecated types still work and require no migration. For a complete list of the trigger
types that you can select, see "Defining an Object-Level Trigger to Complement Default Processing" in the
Oracle Sales Cloud Groovy Scripting Reference Guide.
SETUP AND MAINTENANCE
SIMPLIFIED SETUP
CREATE COMPANY INFORMATION PAGE CAPABILITIES
Use the Create Company Information page to do the following:
56
Automate the creation of a lightweight enterprise structure.
Add business user attributes to the initial user.
Create the role mapping seed data for CRM resource roles.
Create Company Information Page Navigation
Create Company Information Page
STEPS TO ENABLE
1. Sign in to the application as a setup user.
3. Select the Company Profile functional area.
4. Click Quick Setup (gear icon) to go to the Create Company Information page.
5. Enter the following information:
Company Name
Country (select from the list of values)
Address Line 1
6. Click Submit.
57
A scheduled process is submitted and the job details are displayed. You can verify the information created from
the Review Company Information page that is displayed once the job is completed.
This feature is intended to support CRM Cloud setups and you must run this task once to facilitate the
necessary setups. If you are implementing ERP Cloud or HCM Cloud, then follow those product guides to set up
the initial company information.
POST-UPDATE
POST-UPDATE TASKS
The following topic describes some tasks that you must perform after updating to Oracle Sales Cloud for
Release 13.
ENABLE NEW SALES OFFERING
Release 13 introduces a new version of the Sales offering that eliminates tasks that are not necessary for
setting up Oracle Sales cloud. The new version reduces the number of tasks by three quarters (from 942 to
240) and the number of functional areas by half (from 33 to 16).
In R13, the new version of the sales offering is called Sales and the name of the existing version has been
changed to Obsolete: Sales. If you had enabled the Sales offering in your environment prior to upgrade, then
the Obsolete: Sales offering is enabled after your upgrade and the Sales offering is disabled.
To benefit from the more focused new version of the offering, enable the Sales offering and disable the existing
Obsolete: Sales offering.
NOTE: However, there is no impact on the workings of your application if you keep Obsolete: Sales enabled
and Sales disabled, or if you enable both.
For information on steps to enable this feature watch the video tutorial Enabling New Offering for Upgrading
Customer and also see Streamlined Sales Offering.
MAKE PERSONALLY IDENTIFIABLE MOBILE PHONE INFORMATION VISIBLE TO CUSTOM JOB ROLES
The unmasked Mobile Phone values are shown only to users with non-customized Sales job roles, by default. If
you want to expose unmasked data to users with other job roles, including your custom job roles, then you must
add the appropriate privileges to those roles. The available privileges are:
HZ_VIEW_TRADING_COMMUNITY_PERSON_MOBILE_PHONE_DATA
HZ_MANAGE_TRADING_COMMUNITY_PERSON_MOBILE_PHONE_DATA
For information on assigning PII privileges, see Oracle Sales Cloud Assigning Personally Identifiable
Information Privileges Using Security Console (Doc ID 2224401.1) on My Oracle Support.
UPDATE APPLICATION COMPOSER CUSTOMIZATIONS TO THE LATEST ENHANCED BEHAVIOR
During your upgrade, most existing customizations made in Application Composer are automatically updated to
the latest enhanced behavior in the new release. However, there are a few exceptions, which require you to
manually initiate the upgrade script for each of those customizations.
See the Steps to Enable section for the steps you must perform to manually upgrade the metadata from an
older release to the latest release of Oracle Sales Cloud.
58
UPDATE APPLICATION URLs
There is a change in the hostname for Oracle Sales Cloud environments. The hostname change must be
transparent to users and client applications used for integrating your applications with Oracle Sales Cloud
because the earlier hostnames automatically redirect to the new hostname.
For example, if your Oracle Sales Cloud pod is "XXXX", and your client application calls the Contract REST
service, the earlier URL used to be: https://XXXX.crm.us2.oraclecloud.com/crmCommonApi/resources/latest
/contacts
This URL now is: https://XXXX.fa.us2.oraclecloud.com/crmCommonApi/resources/latest/contacts
Although there is a URL redirect in place, Oracle recommends that you update any URLs that you reference to
the revised URL paths, including:
Bookmarks you may have that point to the Sales Cloud application.
Client applications used with Sales Cloud web services (see the REST API for Oracle Sales Cloud R13
guide for more information).
STEPS TO ENABLE
You must sign in as a user with an administrator role to perform these steps.
IMPORTANT: Do not perform these steps when there are pending changes in an active sandbox. Be sure to
save and publish sandboxes with any changes you want to keep before proceeding and delete any
sandboxes that you do not intend to publish.
1. In Oracle Sales Cloud, open the drop-down menu next to your user name, and select Manage Sandbox.
2. Create a new sandbox, and set it as the active sandbox. The current active sandbox displays at the top
of the application.
3. Go to: Navigator > Application Composer (under Tools).

4. From the Application, drop-down list, select the first application whose metadata you want to upgrade,
such as Common or Sales.
59
NOTE: You need to upgrade the existing customization metadata for each application separately.
5. From the navigation tree on the left, under Common Setup, click Metadata Manager.
6. Click Metadata Upgrade.
60
7. By default, the list displays the "Not Started" upgrade items that you need to manually upgrade. Highlight
the first row in the list, and then click the Upgrade button.
8. Click OK in the confirmation dialog box. This process may take a couple of minutes. When the upgrade
is done, the dialog box will close and the Upgrade Completed column will be checked.
NOTE: Currently, the upgrade item Custom objects and fields are not available for global search does
not show a checkmark in the Upgrade Completed column even after the metadata upgrade is
complete. You can proceed with the metadata upgrade process without concern.
9. Repeat steps 7-8 for each row in the list.

10. Repeat steps 4-8 for each application in the Application drop-down list in Application Composer.
After the processes have completed, the application is ready to use.
---
61
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ORACLE

Date Update Version Notes

20 APR 2018 Update 18B Delivered new features in update 18B.

11 MAY 2018 Update 18A Revised update 18A.

Date Feature Notes

20 APR 2018 Created initial document.

CUSTOMERS UPGRADING FROM RELEASE 12

OPTIONAL UPTAKE OF NEW FEATURES (OPT IN)

To opt in using the New Features work area:

To opt in using the Setup and Maintenance work area:

1. Click the Navigator, and then click Setup and Maintenance.

Action Required to Enable Feature

Core Sales Force Automation

Automatically Update Merged Accounts

ACCOUNTS, CONTACTS, AND HOUSEHOLDS

ALTERNATE NAME AND PHONE NUMBER SUPPORT IN FILE-BASED IMPORT

Additional Name: Supports alternate name fields.

No steps are required to enable this feature.

ACCOUNT AND CONTACT COPY MAPS FOR LEADS

COPY LEAD TO ACCOUNT

To create a lead to account map:

1. Sign in to the application as a sales administrator.

COPY LEAD TO CONTACT

To create a lead to contact map:

1. Sign in to the application as a sales administrator.

To set the MKL_LEAD_TO_CONTACT_MAPPING_NAME profile option:

CALENDAR AND ACTIVITIES

DEFAULT TASK STATUS

MARK A DOCUMENT AS PUBLIC

No steps are required to enable this feature.

TIPS AND CONSIDERATIONS

USER ADOPTION REPORTING

This subject area can show:

Usage Adoption Sample Report

For better performance, Oracle recommends the following:

Add a filter for a specific year.

PARTNER PROGRAM REPORTING

Use the partner program reports to see the following:

Program Subject Area

No steps are required to enable this feature.

CUSTOMER DATA MANAGEMENT

BULK ENRICHMENT OF ACCOUNTS AND CONTACTS WITH D&B DATA

No steps are required to enable this feature.

INTEGRATION WITH DAAS MASTER GEOGRAPHY USING LOQATE

TIPS AND CONSIDERATIONS

No steps are required to enable this feature.

ABILITY TO PURGE RESOLUTION REQUESTS AND LOGS

No steps are required to enable this feature.

No steps are required to enable this feature.

PARTNER RELATIONSHIP MANAGEMENT

DEAL REGISTRATION CONFIGURABLE APPROVAL NOTIFICATION

Use the approval layout for online and email notifications.

No steps are required to enable this feature.

AUTOMATICALLY UPDATE MERGED ACCOUNTS

No steps are required to enable this feature.

AUTO-EXCLUSION OF NAMED ACCOUNTS USING TERRITORY PRECEDENCE

1. Define Territory Function values (if needed)

TIPS AND CONSIDERATIONS

IMPROVED TRACKING AND REAL-TIME PROPAGATION OF TERRITORY CHANGES

This feature is enabled or disabled through the profile option, MOT_RETAIN_ACTIVE_TERR_VERSION_ID.

1. Sign in to the application as a sales administrator.

No steps are required to enable this feature.

REPORTING TRANSACTIONS USING GENERIC TIME DIMENSION