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Adobe Captivate Sunday, May 21, 2023

Slide 3 - Oracle Sales Cloud Release 11

Slide notes

Welcome to the Release 11 Training for Oracle Sales Cloud. My name is Carol, and in this session, I’ll cover the enhancements we’ve made in this release to Enterprise Contracts.

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Slide 4 - Agenda

Slide notesFor the enhancements covered in this training, we’ll give an overview, followed by more detail to explain how you can use the enhancements, and what business value they bring.

Then we’ll walk you through a demonstration.

Next we’ll explain what you need to consider before enabling these features for your business.

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Slide 5 - Enhancements Overview

Slide notesOracle Contracts provides a comprehensive solution for managing sales contracts. Release 11 provides greater flexibility in authoring, pricing, and signing contracts.

Let’s go into more detail for each of these features.

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Slide 6 - External Web Services for Contracts

Slide notesWeb services to manage your contracts are now published for external use. These can be used by other applications to create, update, or delete contracts, or to pull information from existing contracts.

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Slide 7 - External Web Services for Contracts

Slide notesBeing able to use published web services to create and manage contracts simplifies integration with external applications. This helps to close the loop and manage your end-to-end contract life cycle, with processes either upstream or downstream from the contract in Sales Cloud. More information on the services available and how to use them can be found in the Oracle Help Center.

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Slide 8 - Overriding the Electronic Signature Process

Slide notesIf you have enabled integration with DocuSign to electronically sign your contracts, you can specify which types of contracts are eligible for electronic signature using the Contract Types task.

By default all contracts authored of a type that's enabled for electronic signature will be electronically signed.

With this release, you have the option to override the electronic signature process for an individual contract. If the contract type was set up for electronic signature, you can disable this on the Edit Contract page by unchecking the Enable electronic signature option. You cannot however enable electronic signature for an individual contract if electronic signature has not been enabled at the contract type level for that contract.

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Slide 9 - Overriding the Electronic Signature Process at the Contract Level

Slide notesThe authoring process is largely driven by the type of contract you selected when you initially created the contract. The type helps to drive consistency among similar contracts. Occasionally though you need to control the process at a finer level and override settings for the contract.

There may be special cases, for example where a customer does not accept electronic signature. Or perhaps based on the contract value, a customer may prefer manual signing just for that contract.

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Slide 41 - Negotiating Pricing Adjustments for Product Groups

Slide notesYou can now define pricing adjustments on sales agreements by product group.

To support this change, price book selection is now optional, allowing you to define pricing adjustments for a line item independent of product prices sourced from a price book.

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Slide 42 - Negotiating Pricing Adjustments for Product Groups

Slide notesDefining discounts and special pricing based on individual products is often too cumbersome, particularly where there may be many different variants of an item on a product catalog. Pricing may need to be negotiated instead at an overall group level. By taking this negotiation to a higher level, it simplifies the sales agreement and reduces the number of lines required to define special pricing.

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Slide 64 - Contract Flexfield Attributes based on Contract Type

Slide notesContract flexfields make it easy for you to capture additional information when you create a contract. The attributes that you want to capture might vary by contract type.

You can now set up context sensitive attributes to capture different values based on the type of contract you are authoring. First you would set up the context segments, then associate those to your contract type on the Edit Contract Type page. In this example, we have set up additional information we want to capture for a Commercial Service Agreement.

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Slide 65 - Contract Flexfield Attributes based on Contract Type

Slide notesOnce you have completed the one-time setup to associate the context sensitive values to your contract types, those values will be automatically displayed in the Additional information region when authoring a contract of that type.

This helps to make the authoring process more efficient, and prompts you to capture all applicable attributes just based on the type of contract you selected. In this example, the Service Location, and the Location Type are additional attributes we need to enter based on the fact the contract type is a Commercial Service Agreement.

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Slide 88 - Summary of Enhancement Capabilities

Slide notesHere is a brief summary of the features I have talked about today.

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Slide 89 - Implementation Advice

Slide notesIn this implementation advice section we will go through what you need to consider before enabling these features in your business, and what you need to know to set them up.

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Slide 90 - Feature Impact Guidelines

Slide notesThis table depicts key upgrade information for the new features covered in this training.

All features are automatically available and included with shipped job roles.

Negotiating pricing adjustments for product groups and contract flexfield attributes based on contact type require some additional setup in order to use them. We’ll be covering how to set those up in the next section.

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Slide 91 - Setup Summary

Slide notesThis summarizes the setup tasks you will need to use for the two features requiring setup in this release.

To apply price adjustments based on product groups, you need to associate the Group line type to the contract type you have set up to manage your sales agreements.

To use flexfield attributes based on contract type, you need to define a value set based on the contract type, associate that to your context sensitive segments, then map the flexfield code to the appropriate contract type that uses those contexts.

We will cover these setup steps in more detail in the following slides.

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Slide 92 - Negotiating Pricing Adjustments for Product Groups Setup Detail

Slide notesA new line type called ‘Group’ is seeded with this release. It references the seeded line type source ‘Group, sell agreement’. To be able to define price adjustments based on product groups, you will need to assign the group line type to the contract type you have defined for your sales agreements using the Contract Types task. If you prefer to set up your own line type, you can reference the same line type source and assign your line type to your contract type.

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Slide 93 - Contract Flexfield Attributes based on Contract Type Setup Detail

Slide notesTo set up flexfield attributes based on contract type, first you need to use the Manage Value Sets task to set up a value set based on the contract type name.

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Slide notesUsing the Manage Contract Descriptive Flexfields task, find the Contract Headers flexfield and open the edit page. Define the context segment to reference the contract type value set created in the previous step. The contract author will have already selected the contract type when creating the contract and does not need to reselect it. There is no prompt required for capturing the contract type, so the display type is set to Hidden.

Next, select Manage Contexts to set up the context sensitive values for the contract types.

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Slide notesIn the Manage Contexts page, you can search to find any existing contexts that have been set up, or create a new context.

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Slide notesWhen adding a new context, you can set up attributes you wish to have associated to your contract type. These are the attributes you would see in the Additional Information region when creating a contract of that type.

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Slide notesOnce the context values have been set up, you will need to save your changes and return to the Manage Contract Descriptive Flexfields page to deploy the flexfield.

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Slide notesHaving set up the Contract Header Flexfield, you need to associate each context code to the matching contract type in the Edit Contract Type page. This is the last step required. Now when you author a contract of that type, your additional attributes will automatically be displayed.

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Slide 99 - Job Roles

Slide notesThis table details the shipped job roles that can access the new capabilities covered in this training.

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Slide 100 - Business Process Model Information

Slide notesThe business processes associated with the new capabilities covered in this training are detailed here.

The high level business process is Manage Customer Contracts with activities Create Customer Contract and Approve Customer Contract.

This concludes this presentation, thank you for listening. You can easily pause and rewind any of these slides if you require additional time to take in the detail.

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