ORACLE SALES INTELLIGENCE 11i

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2002-1-10 23:58:44【作者】畅享网【进入论坛】

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ORACLE SALES INTELLIGENCE 11i

Oracle? Sales Intelligence is designed to provide sales professionals with solutions to complex business problems. Through its expansive reporting capabilities, Oracle Sales Intelligence helps senior executives, sales managers, and analysts obtain a real-time enterprise view of sales in order to meet quotas, assess current performance, and make continuous improvements.

Oracle Sales Intelligence is part of the Oracle E-Business Suite, an integrated set of business solutions designed to transform your business into an e-business.

A Strategic Sales Reporting Solution
Oracle Sales Intelligence (OSI) provides an entire framework for setting sales management goals, measuring company sales performance against targets, enabling root-cause analysis, collaborating directly with responsible salespeople, and allow responding in a timely manner. The application is designed to provide fast answers to hard questions, such as which sales representative would be most effective for closing a specific deal and who are your top customers. With the help of this user-friendly application, sales individuals at all levels, from sales analysts to sales managers to the vice president of sales, can answer questions and make cost-effective decisions. Armed with extensive sales information, a company can increase revenues much more quickly than its competitors, attracting and retaining the most-desirable customers and expanding its business with them. OSI provides many ready-to-run intelligence reports and analysis workbooks and includes search engines that direct users, based on their business questions, to the appropriate reports and workbooks.

The BIS Personal Home Page lets managers access and view performance information and easily access all available Oracle BIS applications. The home page includes the Navigate area, for accessing other Oracle BIS products; the Favorites area, for listing your favorite reports; the Chart Plug area(s) for displaying graphs from multiple Oracle BIS products, including Oracle Sales Intelligence; and finally, the Workflow Notifications area, in which you can receive notifications and alerts about performance measures.

Oracle Sales Intelligence Personal Home Page

Performance Management Framework
The OSI Performance Measures Framework (PMF) lets users set target values (upper and lower limits) for several key measures:

Bonus
Commission
Gross Margin
Percentage Growth in Revenue
Percentage Sales Force Above or at Quota
Percentage Sales Force Below Quota
Sales Cycle
Sales Revenue
Sales Win/Loss Ratio

As these key measures reach their target values, the PMF uses a set of predefined alerts and workflows to notify users of potential performance problems. The PMF helps users effectively monitor the performance of the segments for which they are responsible and identify areas of improvement, in order to take corrective action. Some analyses incorporate weighting systems that let users perform traditional data analysis based on one or several dimensions in order to obtain detailed information. Users can give each measure a numerical score, or weight, to get an overall ranking for any given scenario. For example, sales managers can identify their top performers and compare them based on any of the following measures:

Win/Loss Ratio
Gross Margin
Sales Cycle Time
Compensation Amount (Bonus and Commissions)
Units Sold
Sales Revenue

Integration with Other Oracle E-Business Suite-Intelligence Reports
Users can drill down to various reports in other BIS subject areas to further investigate the cause-effect relationships among measures. These drillable, related reports are comprehensive across different functional areas and can be created by customer-facing modules as well as enterprise resource planning modules of the Oracle E-Business Suite applications.

OSI is designed for maximum flexibility and ease of use in report generation, offering such features as

User control of weighting and ranking of sales information
Cross-drill capability for carrying parameter selections across various BIS reports
Multiple reporting views
Metadata-driven reports providing easy customization, scalability, and low maintenance
Predefined parameters built into each report, allowing users to run complex queries by making selections from drop-down boxes

Oracle Sales Intelligence Reports Menu

Extensive Analysis of Sales Force Performance and Revenue Management
OSI provides a set of strategic-level reports that cover the following eight focus areas:

Sales Force Performance
Sales Effectiveness
Revenue Management
Customer Analysis
Accounts Analysis
Product Analysis
Sales Channel Analysis
Pipeline Analysis

These reports let users look at sales-force turnover and the effectiveness of the company's compensation plans. With Sales Effectiveness reports, users can look at the return on compensation for by compensation plan, sales group, sales rep, or job title. They can also view sales cycle lengths and analyze reports of wins and losses; monitor customer activity; and show the top- and bottom-ranked customers according to such factors as forecasted revenue, sales revenue, and number of orders generated. Accounts Analysis reports measure account activity in terms of the number of orders, leads, and quotes generated. Product Analysis reports help users rank their top- and bottom-selling products, segmented by product line, product family, and product groups by gross margin, sales revenue, and sales cycle time, among other options. Sales Channel Analysis reports answers questions about top and bottom sales channels for such factors as weighted overall rank, sales revenue, and gross margin. Pipeline Analysis reports let users view information on the most-valuable opportunities in terms of weighted overall rank, win probability, and sales revenue. Users can also look at the most-risky opportunities by weighted overall rank or customer satisfaction.

In addition, by viewing reports on average revenue per order or on gross margins by territory, product line, or sales channel, users can manage their revenues. They can also view their revenue growth by product line, sales channel, or customer, among other options.

Oracle Sales Intelligence - Gross Margins by Period

Oracle E-Business Suite?The Total Solution

Transform the way you conduct business with Oracle E-Business Suite. Put your customer management, supply chain, and internal operations online with Oracle's comprehensive and fully integrated solution. Combine the wide reach of the internet with Oracle's fully globalized product to run your business consistently and accurately worldwide. Reduce costs and complexity by running on corporate Internets or the World Wide Web.

As a provider of internet platform and tools, global services: consulting, education and support services, and the E-Business Suite, Oracle provides the most complete business solution available.

The Oracle E-Business Suite: transforming your business into an e-business

KEY FEATURES

User-Friendly Reports