OAC Essbase

Revenue & Opportunity Planning

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Use Case
• In this workshop, we are going to see how executives can manage future
revenue and effectively manage the Opportunity pipeline.
• We will also look at how different Executives & Managers across different
geographies can collaborate in effective planning of Revenue growth in
addition to managing their sales pipeline.
• Two Essbase applications are created
– Revenue/Planning
– Opportunity/Pipe

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Applications/Cube Setup
Revenue/Planning: XREF to fetch Discounted Revenue Opportunity/Pipe:
• Calendar • Calendar
(Quarter Level) (Quarter Level)
• Geography • Geography
(Region Level) (Country/Custom
• Product (SKU XREF to fetch Projected Revenue er Level)
Level) • Product (SKU
Level)

Users, Groups & Security Filters

Smartview:
Calc Scripts: • Regional Executives: Plan
1. QuarterlyAllocation
2. GeographyAllocation
Opportunity Pipeline based on
3. ProductAllocation Customer Opportunities
4. CalcFY2017 • Fetch Targeted Revenue from
the Planning Cube & compare
with Current Pipeline
Smartview:
• Executives: Enter numbers for
allocation by Time, Geo &
Products
• Fetch Current Pipeline Revenue
from the Pipe Cube & compare
with Targeted Revenue

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Revenue/Planning Application
• Revenue Planning application is used by Executives
– Org Level Sales Executive
– Regional Sales Executives
• These Executives perform allocations for Targeted Revenue for Next Fiscal Year
• Following Dimensions (& their level of data) are modelled in the cube
– Calendar (Quarter Level)
– Geography (Region Level)
– Product (SKU Level)
– Scenario (Projected: used to store the projected revenue for next Fiscal)
• The Executives enter the “factors” which determine the distribution of targeted
revenue across various dimensions and levels
Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
Opportunity/Pipe Application
• Opportunity Pipe application is an operational cube containing data at a
more granular level for each opportunity
• The individual regional Executives & Country managers can leverage this
application to effectively manage their sales pipeline focusing on specific
customers
• Actual revenue pipeline is compared with the targeted revenue from the
Planning application to determine how effectively the targets can be met.
• Following Dimensions (& their level of data) are modelled in the cube
– Calendar (Quarter Level)
– Geography (Drills further into the Country and Customer level)
– Product (SKU Level)

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Revenue Planning

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Opportunity Pipeline

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |