Vous êtes sur la page 1sur 13

Oracle Business Flows:Accrual to Supplier Debit

Requisition to Receipt Self Service Requisition to Receipt

Manage Vendor Rebate


MK9003 MK0301

Track and Review Accruals


Calculate accruals from purchase orders

Generate Claim

Vendor Payment by Deduction?


No

Yes

Generate claims for the accruals Send claims to supplier

Supplier Invoice to Payment

Review Claim
MK0302

Settle Claim
MK9005 MK0306 MK0307

Research Claim

Match Rebate Payment


Match supplier payments to claims Split short-paid amounts from claims

Settle Account

Close Claim and Update Systems


Close claims Update balances of outstanding rebate allowances

Subledger Journals to Post

Review claims and determine rebate amounts Send payments to company

Match payments to debit memos Resubmit or cancel the short-paid amount

Outside Roles Supplier

Enterprise Roles Payables Clerk Rebate Manager

Not included in Accelerator offering

Copyright 2009, Oracle. All rights reserved


September 7, 2012 Release 12.1 Slide 1

Oracle Business Flow: Author to Sign Service Contract

Author Contracts
SL7031 CS0840

Enter Service Contracts


Create Contract Add Contract Parties, etc Define Renewal, RePricing, Billing Rules Associate usage items Associate Contract Terms

Analyze Warranty/ Coverage


Allocate customer to a time zone Enter Contract and Coverage notes Assign business process and coverage times

Review and Sign Contracts


SL7166 SL0793 SL7032

Review Contract For QA Compliance


Check each contract against pre-defined quality guidelines

Approve Contract

Sign Contract

Customer Invoice to Receipt Expiring Contract to Renewal Change or Terminate Contract

Manage approvals from company signatories

Complete contract terms & conditions Communicate contract terms & service level objectives.

Enterprise Roles

Contract Agent Contract Manager

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1 Slide 2

Oracle Business Flow: Change or Terminate Contract

Manage Contract
SL0794 CS7060 SL7166

Author to Sign Service Contract

Maintain contract

Manage contract changes


Update the contract with product changes, and new effective/ expiration dates Create Contract Version Notify customers by email regarding change of contract terms

Review contract for QA compliance


Define quality guidelines for Contract QA Run QA check for every contract

C h a n g e C o n t r a c t

Enter Communication information Submit change request Obtain approval

Terminate Contract
no
SL7033

Terminate?

yes

Terminate contract or Line


Delete contract line Delete Entire contract Record termination reason Determine early termination penalties Gather billing adjustments and propagate contract changes to Receivables

Customer Invoice to Receipt

Enterprise Roles Contract Agent

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1 Slide 3

Oracle Business Flow: Deduction to Claim Resolution Research Claim


MK0300 MK0301 MK0302

Promotional Claim
MK0303 MK0304

Execute Trade Promotion to Analysis

Receive Notice of Deduction


Customer may submit a separate deduction claim or include deductions in invoice payment (money received is less than money charged)

Generate Claim

Research Claim

Determine Promotional Validity


The promotions related to the claim are researched to determine if the price and schedule match to the purchase date

Determine Compliance

Claim is generated against the specified account and may be subject to thresholds (deductions below threshold not reviewed)

Customer activities are researched to determine the basis for the claim, including orders, shipments, payments, invoices, promotions, etc.

A check is done whether the customer fulfilled their performance requirements for the promotion (pricing, display, etc.)

Claim Settlement
YES
MK0305 MK0306 MK0307

Valid?
NO

Determine Fund Availability


Claim funded by promotion budget Settlement funds may come from a fully accrued or fixed fund if it promotion budget is insufficient

Settle Account

Close Claim and Update Systems


The claim is closed in the deduction management system Update promotional performance (ROI/Lift, etc.) if applicable

Subledger Journals to Post

Settlement can be an invoice credit, debit memo, on account credit, charge back, write-off or check (if payment has not already been made)

MK0310

Inform Customer of Invalid claim


The customer is notified of invalid claim along with the reason for invalidation

Outside Roles Customer Enterprise Roles Marketing Manager

Not included in Accelerator offering

Copyright 1996, 2009, Oracle. All rights reserved. Release 12.1 Slide 4

September 7, 2012

Oracle Business Flow: Execute Trade Promotion to Analysis


Plan Promotion
MK0981 MK0982

Create & Extend Trade Promotion


MK0983 MK0984 MK0985

Evaluate Product & Category Performance


Review and evaluate performance of channels Evaluation initiated by marketing, field sales or channel partner

Determine Promotional Objectives


Review past offers Determine target customer(s) profit margin(s) Target segment and customer(s) based on quotas, forecast, and current sales

Create Promotional Offer


Target segment and account Select offer type (off invoice, accrual, lump sum, trade deal, promotional good(s), order value, terms upgrade, coupon or volume offer), eligibility, etc.

Forecast Promotion

Feed Data to Demand Planning


Inform Demand Planning and Production of expected increased volume so they can update their plans Promotion may be altered based on planning results

Forecast potential lift and anticipated ROI (based on sales baseline)

Create & Extend Trade Promotion


MK0986 MK0987 MK0988 MK0989

Determine Performance Requirements


Enter conditions that customer/partner must adhere to be eligible for offer

Source Promotional Funding


Obtain budgets and approvals from MDF, accrual fund, or other budget May happen earlier in flow

Extend Offer

Update Quota, Forecasts and Account Plan


Update sales incentive plans based on promotional goals and forecasts

Activate offer and extend to customers Modify offer as required (e.g, may change funding source, etc.)

Promotion Execution and Analysis


OM1069 MK0990 MK0991 MK0992

Manage Customer Orders


Input order directly or import from order entry utility

Track Order Fulfillment Data


Track activity through Order Management Data includes product shipments and returns (in order to determine actual lift)

Monitor Channel Performance


Monitor throughout for out-ofstocks to make sure inventory levels are maintained. Activity Performance and pricing objectives must be met

Evaluate Promotion Effectiveness


Evaluate on the same result metrics (lift, ROI) Track Actual vs. Forecast May modify offer to include additional products, extend promotional period, offer additional discount, etc.

Deduction to Claim Resolution

Enterprise Roles Marketing Manager Sales Manager Merchandising Agent Order Clerk

Not included in Accelerator Offering

Copyright 1996, 2009, Oracle. All rights reserved. Release 12.1 Slide 5

September 7, 2012

Oracle Business Flow: Expiring Contract to Renewal


Author to Sign Service Contract

Contract Renewal
CS7059 CS0830 CS7060 SL7166

Identify Contracts For Renewal


Determine which contracts are expiring and are eligible for renewal Notify reps of expiring contracts

Renew Contract Automatically


If automatic renewal, create and/or update a new service contract and obtains customer's authorization Track auto renewals as customer interaction
SL7032

CS7061

Manage Contract Changes


If needed, create new contract for renewal Update the contract with any product changes, service level agreements, and new effective/expiration dates Mass renewal of contracts

Review Contract for QA Compliance


Define quality guidelines for Contract QA Run QA check for every contract

Approve Contract Renewal


Manage approvals from company signatories

CS0828

Notify Parties of Status Change


Contact the customer regarding the renewal of the service contract and discuss the contract details

Sign Contract

Customer Invoice to Receipt

Enter customer final approval into contract Complete contract terms & conditions Communicate contract terms & service level objectives

Enterprise Roles Contract Agent Contract Manager

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1 Slide 6

Oracle Business Flow: Lead to Opportunity for Sales Manage Lead


SL0772

Convert Lead
SL0776

Assign Opportunity
SL7170

Capture lead

Convert lead to opportunity


Verify that the lead has emerged as a real opportunity, and that the opportunity should be pursued.

Assign opportunity

The Process of generating and capturing a lead The Process of qualifying and ranking a sales lead

Assign an opportunity to one of the potential actor and/or channel.

Manage Opportunity
MK7124 SL7172

Manage event Registration


Capture attendees for the event. Register Lead for Event.

Manage Opportunity

Opportunity to Order for TeleSales Opportunity to Order for Sales Opportunity to Forecast to Management Roll-up

Update / maintain opportunity details.

Enterprise Roles Sales Representative

Sales Manager
Telesales Agent

Copyright 1996, 2009, Oracle . All rights reserved. September 7, 2012 Release 12.1 Slide 7

Oracle Business Flow: Opportunity to Forecast to Management Rollup


Lead to Opportunity for Sales Prospect to Opportunity

Manage Forecast
SL7174 SL7175 SL7176 SL7177

Review Pipeline

Generate Baseline Forecast


The process of preparing a first Forecast Baseline based on the information collected and the Sales Rep objectives

Modify Forecast

Submit Forecast

The process of capturing Opportunity information and reviewing the activities linked to it

Modify aggregate, opportunity and product forecasts. Supply best case/worst case estimates.

The process of submitting the Forecast to his/her manager for review and consolidation

SL7178

SL7179

SL7180

SL7181

SL7177

Compare Subordinate Pipeline To Forecast


The process of receiving all the Forecast submitted by the Sales Reps, (subordinate) and comparing it with the Management figures

Generate Final Forecasts


The process of modifying and generating the final Aggregate Forecast, Opportunity Forecast, and Product Family Forecast

Accept Forecast

Rollup Forecast

Submit Forecast

The process of verifying the consistency and possibility of the management Forecast

The process of rolling up the Forecasts

The process of submitting the Forecast to his/her manager for review and consolidation

Enterprise Roles Sales Representative Sales Manager

Copyright 1996, 2009, Oracle . All rights reserved. September 7, 2012 Release 12.1 Slide 8

Oracle Business Flow: Opportunity to Order for Sales

Prospect to Opportunity Lead to Opportunity for Sales

Manage Quote
SL7025 SL7027 SL7028 SL7147 SL0783

Convert Opportunity To Quote


The process of converting an opportunity to a quote and to enter a Quote

Manage Quote

Perform CrossSell UpSell


Present product or service information to a customer to encourage them to buy additional offerings.

Configure Solution

Present and Negotiate Quote


The process of determining pricing and discounting of products or services during the quote process.

Manage development of quote: Confirm Customer Requirements, Obtain Approvals, Present to Customer and revise Quote.

Configure products and services, based on preferences, for sales order., Check availability and pricing.

SL7030

SL0769

SL7029

SL0788

Determine Order Details


Determine order options such as shipping, billing, scheduling, and payment options.

Maintain Customer Information

Negotiate Service Agreement


Identify and negotiate warranty and service agreements.

Convert Quote to Order


Process of converting a quote into a sales order.

Maintain primary information about the customer.

Order to Shipment Order to Drop Shipment Supplier Ship and Debit Authorization to Settlement Enterprise Roles Sales Representative Sales Manager

Telesales Agent

September 7, 2012

Copyright 1996, 2009, Oracle. All rights reserved. Release 12.1

Slide 9

Oracle Business Flow: Opportunity to Order for Telesales

Prospect to Opportunity Lead to Opportunity for Sales

Manage Quote
SL7025 SL7027 SL7028 SL7147 SL0783

Convert Opportunity To Quote


The process of converting an opportunity to a quote and to enter a Quote

Manage Quote

Perform CrossSell/ UpSell


Present product or service information to a customer to encourage them to buy additional offerings.

Configure Solution

Present and Negotiate Quote


The process of determining pricing and discounting of products or services during the quote process.

Manage development of quote: Confirm Customer Requirements, Obtain Approvals, Present to Customer and revise Quote.

Configure products and services, based on preferences, for sales order., Check availability and pricing.

SL7030

SL0769

SL7029

SL0788

Determine Order Details


Determine order options such as shipping, billing, scheduling, and payment options.

Maintain Customer Information

Negotiate Service Agreement


Identify and negotiate warranty and service agreements.

Convert Quote to Order


Process of converting a quote into a sales order.

Maintain primary information about the customer.

Order to Shipment Order to Drop Shipment Supplier Ship and Debit Authorization to Settlement Enterprise Roles Sales Representative

Not included in Accelerator offering

Sales Manager

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1

Telesales Agent

Slide 10

Oracle Business Flow: Prospect to Opportunity Manage Lead


SL7160 SL0772 SL7366

Convert Lead
SL0776

Assign Opportunity
SL7170

Receive Inbound Call


Receive an inbound sales call from a prospect

Capture Lead

Create Customer Account


Create an account for Prospect

Convert Lead to Opportunity


Verify that the lead has emerged as a real opportunity, and pursue that opportunity

Assign Opportunity

Generate and capture a lead Qualify and rank a sales lead

Assign an opportunity to one of the potential actor and/or channel.

Manage Opportunity
MK7124 MK7158 SL7172

Manage Event Registration


Enroll qualified prospects for the event

Send Product Collateral


Send product collateral and other sales information to the customer

Manage Opportunity

Opportunity to Order For TeleSales Opportunity to Order for Sales Opportunity to Forecast to Management Roll-up

Update/Maintain opportunity details

Enterprise Roles Sales Representative Sales Manager Telesales Agent

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1 Slide 11

Oracle Business Flow: Opportunity to Order for Telesales

Prospect to Opportunity Lead to Opportunity for Sales

Manage Quote
SL7025 SL7027 SL7028 SL7147 SL0783

Convert Opportunity To Quote


The process of converting an opportunity to a quote and to enter a Quote

Manage Quote

Perform CrossSell/ UpSell


Present product or service information to a customer to encourage them to buy additional offerings.

Configure Solution

Present and Negotiate Quote


The process of determining pricing and discounting of products or services during the quote process.

Manage development of quote: Confirm Customer Requirements, Obtain Approvals, Present to Customer and revise Quote.

Configure products and services, based on preferences, for sales order., Check availability and pricing.

SL7030

SL0769

SL7029

SL0788

Determine Order Details


Determine order options such as shipping, billing, scheduling, and payment options.

Maintain Customer Information

Negotiate Service Agreement


Identify and negotiate warranty and service agreements.

Convert Quote to Order


Process of converting a quote into a sales order.

Maintain primary information about the customer.

Order to Shipment Order to Drop Shipment Supplier Ship and Debit Authorization to Settlement Enterprise Roles Sales Representative

Not included in Accelerator offering

Sales Manager

Copyright 1996, 2009, Oracle. All rights reserved. September 7, 2012 Release 12.1

Telesales Agent

Slide 12

Oracle Business Flow: Service Request to Resolution for Teleservice Service Request Resolution
CS7036 CS7037 CS1411 CS7042

Receive Service Contact


Log into application and work queue Receive inbound customer call

Validate Customer Records


Gather customer information Verify information Review Installed Base Verify Product Order

Maintain Customer Record


Update customer info Transfer product ownership if needed

Verify Entitlement

Review customer warranty information Determine the level and type of service available to the customer
CS7044

CS7039

CS7040

Yes

Enter Service Request


Create Service Request Assign SR to Resource Auto-create task Check for duplicate SR Create a Service Request Task Assign a qualified resource to the task

Identify Potential Solution


Search Knowledge Base and Identify Solution

Solution Found?
No
CS7043

Resolve CS7044 Service Request


Apply the solution or perform the requested service Close the service request Audit SR

Escalate Service Request


Escalate open SR Notify Service Rep

CS7035

CS7047

Maintain Knowledge Repository


Describe the solution

Create Charge Order


Process Charges for Service (if no entitlement)

Update Knowledge Base with solution

Enterprise Roles Customer Invoice to Receipt Customer Service Representative

Customer Service Manager

Copyright 1996, 2009, Oracle. All rights reserved September 7, 2012 Release 12.1 Slide 13 Slide 13