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so today topic will be on uh leads and opportunities in oracle sales cloud so we'll see the what what are leads and how lead cycle will be and how lead can be converted into opportunity and then from there how opportunities uh opportunity flow will be in oracle sales cloud so that will see yeah so this is the agenda so we'll we'll be talking about mostly on lead and lead and opportunity life cycle and and few setups per opportunity and lead so firstly uh lead so lead is nothing but uh if if some person or some uh organization is showing some interest on our product so then we can consider that particular person or a customer customer as a lead so they are uh interested to to look at our product or uh um to know something more about our product so so so that particular contact or a customer will call it as a lead so leads can be like generated from many ways so it can be by some campaigns we can run some campaigns digital campaigns or some other campaigns online or offline campaigns and through that leads can be generated and uh so all those leads will be like it will be in the lead object okay and so from there the lead process will start it can be uh like um uh like at the time of creation of lead there can be contact and account or it may not be available also so if if it is not available so then then also we can ah we can note down that that lead name uh their company name if they have if they are working for some company and if it is an individual we don't need a company so and once it is processored that lead is as i said all that stuff is done so then we can create that particular lead as a contact or customer or both in some cases so typically the lead life cycle will be like this so leads will generate and after generating lead so [Music] lead qualification uh like some kind of a determination like uh whether this lead is valid or not and then after validating that uh like lead distribution so it means lead assignment so we need to assign these leads uh from um uh so from like so generally there will be for every company mostly there will be marketing team and sales team so all the leads created will come directly to marketing team so they will they may do qualification so from that stage and then so after like after a qualification by marketing team so then those leads can go to sales team so to send to uh to send this leads to sales team so there there should be some setup uh right that is distribution lead distribution to whom we need to assign the slaves so uh in so that lead distribution uh we'll see again in the next slides and then lead distribution is nothing but assigning leads to some sales reps or inside sales sales representatives we are assigning leads lead assessment so once that lead is assigned so we need to assign we need to do some assessment uh to check that lead is still potential or to check that potential and finally once that is a valid lead then we ah then we can convert that lead to opportunity so this is the typical uh lead life cycle so now coming to lead generation like leads can be generated uh like um [Music] we may we may have some kind of uh forms and then customers may submit that forms they will fill that sub forms digital uh forms and through that uh leads can be created or they can we can run some campaigns and through digital campaign so so from that also like leads can be created or uh from third-party uh services like suppose if we have a partner network so partners can work on some leads so they they will they will work for creating leads and then they will uh they will give it to the company and then also we can create manually also manual manually also we can create so so from all these sources leads will be generated and then lead qualification yeah as we discussed that marketing team will help uh uh with the lead qualification so like to hand over these um what this this qualified leads to the sales team we have uh one one field called status uh if we select um like we can if it if that status is changed to qualified then we can um like we can assign to sales team so by default when when a lead is creating the default behavior is unqualified so an unqualified lead will be created initially so then that lead unqualified lead we can convert to qualified loop and also lead we can mark it as or we can rank it as something like this hot warm cool so hot means uh like uh it's uh like we can say a very good uh lead like highest potential lead then warm its medium medium potentially and coal is not that much potential not that much interest they're showing okay then lead distribution so lead distribution uh as i said like we can do in multiple ways so first one is manual assignment so manually we can open some particular lead and we can change we can we can change the owner field so that to that particular person it will last name or even if if we want to assign to some team we have a team sub tablet in most of the objects we can add a team member and so that they will get access to this particular lead and even we have a rule based assignment so rule based assignment is something like we'll give a rule so something like if if lead is coming from some city some city bangalore so then we will assign we will group some some members or some team members uh or or any one of team member so to that particular person this lead will uh will be assigned so like this we can we can assign conditionally based on location or based on product uh or uh in in other ways so so there can be like product speciality right so for each product there can be one sale sales reps who will deal that particularly so uh then territory based assignment we have territories uh territory setup and so we will define uh region-wise like so one world world and then that can be we can divide it into countries and then subdivisions regions all all that we can define so for each uh [Music] we have uh interrelatory setup well when we discuss this say territory setup that time we can see we have uh like different dimensions like uh address product uh then customer uh then um uh like this some custom order attributes so based on these criteria um like uh suppose uh in india region and if the product is this this much this is the product then so within that territory team so within that region team so the lead will be assigned to those particular team so anyone in that team can can access that lead and they can work on that unit so on this territory based assignment and rule based assignment we can take one more session later and then like so now till now leads are assigned to sales representatives right so now now it's part of like it is it is sales representative job to qualify this lead so they need to work on that lead so they can call to that customer or contact and they need to check the potent like they need to check whether still they are interested or they are looking for anything else all that they will check if if customer or contact is still interested then if they like what they'll do like if they have some additional products of them then they will add those and finally they will do conversion means they will convert this lead to opportunity after converting to opportunity the lead cycle will be over and but still the lead record will be available and for any future purpose and lead can be retired in some scenarios so that is like if if the lead is not reachable okay and they didn't have like correct mobile number or email so we can't reach right so in that case we can retire or if if that customer says uh after registering that lead or after doing all that i think we we are not interested so then blade will be retired so any questions here till leads okay now uh then coming to opportunities so opportunities next stage of uh likely so in in in general but opportunities uh can be created directly also so there is no need of lead to create opportunity so opportunity can be created uh you can say two ways one is directly and one is from lead opportunity is uh like uh like we see in leads so there is some process right so they like in previously we did some uh qualification we checked with the customer and we checked they are interested or not all that happened so it means uh so we can say this uh this opportunities is high probability lead okay so that we can call it as opportunity and this opportunity uh so uh like while creating uh while converting lead to opportunity itself if uh we don't have a uh like contact or account record so we we have some settings so we can create uh during uh lead to opportunity conversion if you don't have if you have existing contacts so that we can uh those contact and account we can associate to opportunity also we can add uh later like after creating uh opportunity if if we want to add some more products we can add and similarly we have assessments in opportunity as well so we can do that assessment again if if our business wants and also we have sales methods and sales pages so sales method and sales stages are like so for each product or for each business there can be uh different uh different methods to follow or to to sell a product or to do some service there will be different uh methodology for each and every vertical or product or for different business so we will define like so if this is this sales method like um for example for product selling so there is there will be one methodology like there will be some stages like a product uh product quality then uh product packaging then product shipping then product uh dispatching then product uh [Music] like in transient and then delivered so something like this so if it is like if it is a product delivery kind of a scenario and if it is a like some kind of uh if we are developing a product something like uh if you are making some product some bike or car or something so then then that sales method will be different so getting all the like doing all the procurement getting all the things and then uh adding uh like arranging all uh or arranging all that ram raw products um to final product and then testing um then shipping to customer then delivering so so this follows different method of method right so like this we can define different sales methods in different sales stages ing to that business yeah when it comes to opportunity life cycle this uh we can so this will be like opportunity creation opportunity assignment opportunity assignment again we have same kind of methods uh what we saw in leads using territories we can assign using rule based assignment we can assign we can assign manually so yeah and uh sales method sales stages sales purchase sales coach is nothing but so for each sales stage like we can recommend something so this is the activity you need to perform at this stage and this is the recommended document at this stage so you can go through that document and then you can follow steps uh to complete that opportunity uh then sales status so sales status is not it will tell uh opportunity status whether it's uh closed or open or in progress all that then if if it involves some quotations so we can use we can integrate with cpq application there is one one more product from oracle uh called cpq configure price and code so we can use that product to to to complete complex quotations and then we can attach it to the opportunity so once that quotation or it's approved by the uh like by the manager or someone and if it is accepted by the customer so then the opportunity can be closer so after all that this process if customer is still not um interested then opportunity can be we can make it as lost so that this opportunity life cycle will be ended if opportunities uh like if that product or some service is sold to a customer then opportunity can be called as own opportunity so we need to specify whether it's closed or so with what reason it is closure or wound it is closed or lost uh this diagram may be help to understand the whole process so we may have some some 10 000 or more than that the leads will be registered so out of that marketing team will qualify few leads so remaining leads will be disqualified okay so once marketing team qualified then sales team will accept some leads some leads may be not accepted or somehow some leads will be rejected uh then after qualif uh like after taking it after taking those sales leads by sales team so they will qualify for you and they will reject you right again here qualifying means converting opportunity converting that lead to opportunity so that that is called uh sales qualified lead so they will call it qualify only few leads and those leads will be again assigned to opportunity team so they will do all the assessments and again finally we can see out of this only few are closed uh with one or lost and at opportunity level also there can be chances to lost so that's why uh like finally we can see less number of like deals so yeah that's all uh about leads and opportunity and we'll see in the url so before that yeah if we go to navigator or from sales area we can see leads and opportunities right so we can go to here and we can come to lead speech so to create lead we can use this plus button or in in normal in like in normal ui we will see create a lead button here this is this ui is supported by workspace so we can see this plus button so we can click create we can click create button and here we can provide a lead name and you can see by default the status is unqualified so we can we can provide all this uh information like if we have existing contact we can just select that from uh the available contacts if we have available account we can select available account if we want to add some product okay we can add a primary product so all the customer information we can enter and then we can create this lead so all that options or uh like optional so only lead name is sufficient to create a link as soon as you uh say select here product that product will be added in product list and since this is only a primary product it added so if you want to add more products we can click this add button here and we can add a product or product group so by default the option is group so if you want to add some particular product we can add here so so the difference between group and product is product group and product right so some some number of products we can group it as a product group suppose electronic boots all tvs uh laptops mobiles all we can uh we can group under electronic uh boots right so like that so then within uh tvs we can you can group pv tvs as one more group and under under the different brands and under one brand there can be different models so like that we can group products and product groups and we have here one option to add a product easily by using browse catalog so this will just give a hierarchy view so where we can see what is the top uh um top sales catalog and then under that what are the different items or different groups we have so all that hierarchy we can see here if i expand this i can see servers backups and everything so if i expand servers again i can see something so from that i'm selecting uh green servers so if you see uh like if you select on this servers right you can see here so under servers uh these are the uh like product groups so so under this under the server product group these are all available so if i click on server 3 like green servers and this is also one of the group product group under this green servers we have again four different green servers so this is this is the product we can see in this tab and above we can see product groups so i can directly select i can click this select here and so that that product line will be created in the lead i selected i think 300 green server 300 so we'll see that is added yeah green server 1000 we added and it is a type product type so it had it so we'll save this information and so if if like if marketing if this lead is assigned to marketing they will first qualify and they'll do all that and you can see that rank field where it is specifying hot warm cold and the sources for this lead is all direct mail or email or some web page so all that similarly uh like other objects we have contacts um then qualification if you remember qualification we did for uh account in accounts uh session so we uh like sales method right like um it's it's not a like sales method but it is one template uh which will give some set of questions so based on that uh we can we can assess the lead and based on this the lead score will be appeared and and further we can make it complete and we can see the score so that is uh lead qualification templates so here you can see some templates right so currently we have selected default lead qualification version one so if you want to create uh like our own qualification template we can create that uh there is one task manage qualification templates or manage lead profile options so there we can find this setup and then we can create this particular template similarly we have team so that uh who are all uh coming under the team uh who are were working in this team and uh we saw uh like i told about territories like if any terror if something is assigned to this lead some territories so that will list here and in the team only we can see team members and territories both activities and once we convert this lead to opportunity that particular opportunity will be appeared here and and uh the digital profile and eloqua engage are i think related to al aqua like if this lead is coming from i love for then this information will be shown so uh like if we uh like if we do some all assessments everything uh completed say like we completed all the assessments everything and then if you want to [Music] write if you want to convert convert to opportunity so under actions we can see one button called converter so we can we can we can use this convert button and then we can just submit it so it will it will process in the background so whatever the information available in the lead will be transferred to opportunity and there it will create one more record using this up lead information so yeah so it says uh lead conversion is completed okay so now since lead is converted right so if i go to this opportunity sub tab i can see the created opportunity see it just created so if i open that uh i will be navigated to the opportunity screen so this opportunity is created from lead right uh you can notice all the products we added in the lead or came to here and uh like that like that whatever is mapped from lead to opportunity all will come to uh opportunity if we if we have if we add account contact there that will also come to opportunity here you can see the same tabs for assessments right and then leads what are the leads associated to this opportunity you can see and contact schemes activities notes all that you can see in addition to that you can see one tab called ports and dollars so this is where i told like where if we have some something kind of uh quotations needed so we can integrate this with the cpq application okay and then we can we can use this create fold button so that code will be created and added to this opportunity so currently i don't think this cpq [Music] what will work uh so like here we can see some um sales stages sales methods also so if i go to summary [Music] sales channel so i think uh sales method is defaulted so [Music] like whatever the sales method is defaulted in that we can see this this three four stages first stage qualification next presentation next negotiation then finally we can close and opportunity status we can see this open lost bone no sale so and if if there is any partner associated we can we can see those partners in in partnership partner is nothing but uh like uh like on behalf of my company some other third party uh companies working so then we can call uh like we can call that as a partner uh like they are working for my opportunity or my lead right so we can track that also using partner relationship management so once we change that status to closure it it may ask when or closed reason not [Music] related available lead and opportunity so for that we can go to setup and maintenance okay and okay then like on on top we can select the module so ours is sales module right where sales sales are selected if we know the task we can directly go to this uh search and then we can just enter that task name if you don't know we can come to here like if we come to sales we can see the lead write leads option lead opportunity all objects so i am clicking on this leads and i can see here some profile options if you remember we have lead qualification right templates we we saw so if we go to this manage sales lead qualification template task we can create we can view that existing qualification templates so these are all the available templates um maybe it is created uh created by someone but if you want to create a like new template okay we can we can click on that new template we can give our template name then template type is complete template set uh like to which business unit or uh this should be applicable okay so maybe um we'll select the first one or common set so that it will be applicable for all okay then next we want to put some description we can put here so ratings we can give like this for average excellent so if you want to add few more ratings we can add very poor or below average something like that if you want to add we can add here and then we can give questions here just click on plus and create question this is question group and if you want to like create a single uh question we can we can choose this question okay see if uh like this is a group so like we can we can create few questions and then we can group it to one uh one group uh like about about uh like we can ask about personal details or we can ask about like something related to products uh interest or something else so all that we can ask and then we can put some weight here weight means like um like s4 this question should carry how much weight uh weightage so out of 100 this question will carry how much weight is so suppose maybe 20 it's 20 something like that i'm [Music] so once we enter that um okay we can see the responses here possible responses means possible of like answers so we may define some ah okay some answers some specified answers so ah and then we can provide again the score and we can give rating like if we select uh this particular option so this is the score okay individually and then for that option the rating is average or excellent or poor if you want to put some uh like if you don't want to uh add like if you want to put as a text field you can just check that checkbox so that user can enter so currently it is showing we have entered only 20 right it will show only 20. so i just entered a 100 as a weight so if they answer this then uh then it that this assessment will be completed and we can we can also make this colors so for four it is red for average it is hello and for uh for excellent it will it can be green something like this finally we can save and we can deploy if we deploy this template will be available to the end users so like this all the assessment templates will be created and lead profile options if we look at it so there will be some options like uh [Music] lead registration expire no this is not the one okay lead assessment enabled or not so we can we can we can put something like this whether this can be enabled or not um then something like this lead assignment mode so [Music] if you want to assign it based on rule or directory we can specify something this settings for lead object okay that is what we will do in lead sales profile options so by default i can see only required tasks so if i if i change here or show all tasks i can see some more options so here there is one profile option sales lead assignment rules so here we can define a role saying if this particular condition is met so we can [Music] there will be one tool category under rule category there can be many uh rules so something like if i open one one of the existing lead rule it says uh if budget is uh less than 5000 and if it is great budget is greater than 1000 no 1 lakh 1 lakh from 1 lakh to 5 lakh then increase score for lead so we saw some score field right so in that it will just add increase the score here so in actions we can do like this we can update some field or we can use uh like owner or team owner here so that suppose like if this is the condition met so uh in action it will assign to one particular user one particular sales rep this this sales lead so like this we can use uh lead assignments similarly for opportunity also we we can [Music] we can we can define that assessment templates manages opportunity assessment templates okay and then the important one is sales methods and sales stages so where we can where we can see the sales different sales methods available in the system and if you want to create a new sales method we can use this plus button and we we can create okay so i opened this something like this so the sales sales method name is standard sales process okay so under this i have this values qualification discovery building vision presentation agreement negotiation closure and if i select each sales stage now no like we can so this will happen or this the opportunity will be set to open so if i select this closed as one right ah like if i select sales stays as one the opportunity status will also set to one and also the quota factor or win probability there is one field called win probability so that will also change when you when you change this each sale stage suppose if i select closed so initially my sales stage will be qualification and now finally i change it to close so what will happen the status will set to 1 and quota factor 1 when probability 100 and then stall deal limit so so like this there there are some options so this will set uh ing to this sales stage also uh in the in the overview page we can see some options okay that is close window so if if you mention here some number like 90 if i mention here so after 90 days of this opportunity creation the the opportunity will be uh should be closer but it is not mandatory so it will just uh due date so by this time it's this opportunity should be closer so that's what we are we are targeting so we can set that using this close window option if you want to disable this particular sales method we can use this disable button so that it will be no longer used we can't use this sales method okay like this we have uh like to manage different opportunity profile options we have different options here so to manage sales status like opportunity status we can go to this task and [Music] to see any opportunity profile options we can go to here and then we can we can search for different opportunity profile options so all that we can see here okay so you can see this particular uh profile option where it is mentioned this is a sales method so we we have defined multiple sales method right out of that what what should be the uh the default status default sales method something like this we can put any one of the sales method as a default using this profile option so yeah that's all i have for today