Oracle Sales Quota Planning Cloud

Implementation Hand Book Part II

“Setting Up Account Segmentation”

Version History

Version Date (dd / mmm / yyyy) Modification Author

0.1 04th / Feb / 2020 Initial document Amit Sharma

0.1 5th/ Feb/ 2020 Review Neeraj Soni

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Table of Content
Account Segmentation ........................................................................................................................ 3
Benefits of Segmentation .................................................................................................................... 3

Oracle Sales Quota Planning- Account Segmentation and Territory Modelling. ........................ 3
Steps to implementation Account Segmentation in Sales Quota Planning ................................. 4

Step#1 Create Account Hierarchy by Segmentation. ...................................................................... 4

1.1 Account Segmentation by Employee Count........................................................................... 4

1.1.1 Metadata File Measures Dimension Members by Employee Counts ........................... 4

1.2 Account Segmentation by organization Size ......................................................................... 6

1.3 Account Segmentation by Revenue Band............................................................................... 7

1.4 Account Segmentation by Revenue Score. ............................................................................. 8

1.5 Account Segment by Account Type i.e Mid Market, Commercial, Enterprise, Key
Account .............................................................................................................................................. 9
Step#2 Create Measures “Account Segment” Members with Data Storage as “Smart List” .... 10

Step#3 Create Smart List for Account Segmentation Members. ................................................. 10

3.1 Employee Range Segmentation Smart List ........................................................................... 10

3.2 Organization Size Segmentation Smart List ......................................................................... 10

3.3 Revenue Band Segmentation Smart List ............................................................................... 11

3.4 Segmentation by Market Type Smart List ............................................................................. 11

4.1 Account Segment Maintenance Data Form. ......................................................................... 12

4.2 Data Form: Revenue Range..................................................................................................... 13

4.3 Data Form: Organization Size ................................................................................................. 13

4.4 Data Form: Revenue Score ...................................................................................................... 14

4.5 Data Form: Revenue Score ...................................................................................................... 14

Conclusion ........................................................................................................................................... 15

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Account Segmentation
Oracle Sales Planning Cloud provides an extensible framework for planning and managing
sales performance. Account Segmentation and Scoring can improve the accuracy of sales
forecasts based on stated purchase intent. Sales leaders can uncover new market
opportunities and identify potential revenue growth. The common current practice is to
prepare a sales forecast by using purchase intent and observed historical patterns in
purchase rates given level of intent. Score and rank accounts within segments to focus your
sales team on your best, most profitable opportunities.

Benefits of Segmentation
Marketing segmentation can help your company maximize its return on advertising dollars
by tailoring efforts to specific groups and reducing expenditures made to market to clients
who do not want or need your services or products. Segmentation may also help increase
customer loyalty and repeat sales by making individual customers feel that your company
understands their needs and desires.

Oracle Sales Quota Planning- Account Segmentation and Territory Modelling.

1. Segmentation Analysis

Analyse Accounts (Customers) by Segments and their attributes

2. Best Practice Segmentation Models

Model the Segments based on maturity of company, diversity of product
portfolio
3. Segmentation Scoring and Planning
Segment scoring rules to derive the customer segments and plan optimal
strategy.

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Steps to implementation Account Segmentation in Sales Quota Planning

Step#1 Create Account Hierarchy by Segmentation.

1.1 Account Segmentation by Employee Count

Account can be classified based no. of employees working, this helps organization to identify
focus area and distribution of efforts. When this account segmentation approach was first
implemented, the company found it was very easy to mark many accounts as target Strategic
Partners.

Some of the key questions to be addressed.

• What accounts do I call?
• Where are the best opportunities?
• What accounts should I contact first?
• How can I improve my results?

1.1.1 Metadata File Measures Dimension Members by Employee Counts

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1.1.2 Open Overview Dimension

1.1.3 Click Import Metadata

1.1.4 Select Measures Import File, Select Comma delimited

1.1.5 Validate File

1.1.6 Import File

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1.1.7 Check Jobs

1.1.8 Chcek in simplified interface new measures “Employee Counts” Added

1.2 Account Segmentation by organization Size

Accounts can further be classified by market size, as nly a percentage of the general
population will buy your products or use your services, so the more accurately you can focus
on them, the less your efforts will be wasted. It is a good idea not to aim too widely with your
targets, to avoid spreading your resources too thinly.

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1.2.1 Measures Metadata File Segmentation by Organization Size

Load Metadata same was as given above.

1.2.2 Post metadata load, this is how Org Size measures look like

1.3 Account Segmentation by Revenue Band

This method of segmentation has to be used with caution – just because an organization is
large does not mean that it will be a large purchaser of your product. However, larger

organizations will differ from smaller companies by having more formalized buying systems
and increased specialization of functions.

1.3.1 Measures Metadata File Segmentation by Revenue Band

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1.3.2 Post metadata load, this is how Revenue Band measures look like

1.4 Account Segmentation by Revenue Score.

These are target accounts with the greatest spend potential at the lowest acquisition cost.
Accounts are scored and prioritized using a flexible formula. The formula applies to current
customers, opportunities, and prospects. Sales Reps are then better able to prioritize up-sell,
cross-sell, and new acquisition activities.

1.4.1 Measures Metadata File Segmentation by Revenue Score

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1.4.2 Post metadata load, this is how Revenue Score measures look like

1.5 Account Segment by Account Type i.e Mid Market, Commercial, Enterprise, Key Account

1.5.1 Measures Metadata File Segmentation by Account Type.

1.5.2 Post metadata load, this is how Account Type measures look like

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Step#2 Create Measures “Account Segment” Members with Data Storage as “Smart List”

Step#3 Create Smart List for Account Segmentation Members.

The account segmentation members created in step#2 are now mapped to smart list. The value of
smart list is source from respective Account Segment as given in below screen short.
3.1 Employee Range Segmentation Smart List

3.2 Organization Size Segmentation Smart List

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 3.3 Revenue Band Segmentation Smart List

3.4 Segmentation by Market Type Smart List

Step#4 Create Data Form to Map Measures “Account Segment” with Respective “Customer Account”

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 4.1 Account Segment Maintenance Data Form.

4.1.1 User can set Organization Size by each Customer Account.

4.1.2 User can set Employee Range by each Customer Account.

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4.2 Data Form: Revenue Range

4.3 Data Form: Organization Size

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4.4 Data Form: Revenue Score

4.5 Final Account Segment Scores Dashboard

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Conclusion
Defining your account segmentation strategy is the first step therefore Oracle Sales planning is designed to
streamline Sales Planning by specifying the segment that applies to each account is the second. Oracle Sales
Planning helps calculate potential and score prospects across factors – quantify the sell-to-market. Then
determine potential per segment and prioritize target markets. Implement business rule for sales coverage.
By defining segmentation in Oracle Sales Planning, it reflects the long term value of the customer or
prospect. As such the segment defines the Accounts to which key account management techniques will be
applied.

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