TABLE OF CONTENTS DOCUMENT HISTORY

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TABLE OF CONTENTS DOCUMENT HISTORY 5 UPDATE 18B 5 Revision History 5 Overview 5 Optional Uptake of New Features (Opt In) 6 Update Tasks 6 Feature Summary 7 Core Sales Force Automation 9 Accounts, Contacts, and Households 9 Alternate Name and Phone Number Support in File-Based Import 9 Leads 9 Account and Contact Copy Maps for Leads 9 Calendar and Activities 10 Default Task Status 10 Sales Lightbox 11 Mark a Document as Public 11 Sales Analytics 11 User Adoption Reporting 11 Partner Program Reporting 13 Customer Data Management 14 Bulk Enrichment of Accounts and Contacts with D&B Data 14 Integration with DaaS Master Geography Using Loqate 14 Key Generation Improvements and Optimization 15 Ability to Purge Resolution Requests and Logs 15 Additional RESTful Child Objects and Fields for Accounts, Contacts, and Households 15 Partner Relationship Management 15 Deal Registration Configurable Approval Notification 15 Sales Performance Management 16 Territory Management 16 Automatically Update Merged Accounts 16 Auto-Exclusion of Named Accounts Using Territory Precedence 16 Improved Tracking and Real-Time Propagation of Territory Changes 17 Include Original System Reference Information in Territory Export 18 Incentive Compensation 18 Reporting Transactions Using Generic Time Dimension 18 Ability to Select Periods in Mobile Commission Application 18 Retention of Credit History for All Updates 20 Ability to Cancel Credits 20 CX Cloud Mobile 20 Improved Performance When Saving Transactions 20 Configurable Search Capabilities 21 Configuration 23 File-Based Data Import / Export 23 File-Based Data Import Framework 23 Application Composer 24 Ability to Select Configuration Types for Configuration Set Migration (CSM) Export 24 Update Events on Standard Objects Based on Custom Child Object Updates 24 2

Configuration Reporting 24 Ability to Delete Unpublished Object Workflows, Actions, and Links 26 UPDATE 18A 27 Revision History 27 Overview 27 Optional Uptake of New Features (Opt In) 28 Update Tasks 28 Feature Summary 30 Core Sales Force Automation 33 Leads and Opportunities 33 Integration of LinkedIn Sales Navigator with Leads 33 Dynamic Layout for Opportunity Product Information 34 Ability to Disable Opportunity Cascading Logic 35 Flexible Revenue Amount 35 Ability to Manage Competitors in Opportunities 35 Business Plans 36 Business Plan Classes 36 Sales Prediction Engine 37 Full Set of Account Attributes for Lead Generation Using Sales Predictor 37 Sales Analytics 37 Reports and Analytics Page UI 37 Analytics Side Tabs and Subtabs for Custom Object Pages 38 Program Enrollment Reporting 39 Partner Assessment Reporting 40 Partner Relationship Management 41 Partner Assessments 41 Partner Association within Activities 42 Direct Access to Partner Contacts using RESTful Services 42 Customer Data Management 43 RESTful Services to Resolve Duplicates 43 RESTful Services to Fetch Address Formats Based on Countries 43 RESTful Services to Synchronize Accounts and Contacts with Import Definitions 43 Sales Performance Management 43 Sales Forecasting 44 Forecast Sort in Chronological Order 44 Territory Management 44 Top-Level Territory Creation Using Simple Territory UI 44 Search Customer Inclusions and Exclusions 44 Incentive Compensation 44 Credit Category for Estimated Compensation Deals 44 Multiple Versions of Plan Document in Sales Compensation Work Area 45 Transaction Attribute Consistency Across Incentive Compensation Subject Areas 46 Sales Contracts 46 Contracts Landing Page 46 Additional Dimensions for Enterprise Contracts Reports 47 Additional Web Services Operations for Repository Contracts 47 Configuration 48 Application Composer 48 Commit Transactions and Navigate to Create or Edit Pages Using Custom Actions 48 Ability to Schedule Custom Business Logic for Long-Running Processes 49 3

Full-Page Create and Edit with Dynamic Layout for Custom Child Objects 51 Default Search Configuration on Custom Subtabs 51 Ability to Embed External Web Applications as an iframe Subtab or a UI Region of Summary Subtab 52 Ability to Delete Unpublished Summary Box 53 Applications List in Application Composer 53 Default Behavior of New Custom Fields as "Not Searchable" 55 Set-Enabled Lookup Fields as Custom Fixed Choice List Field Filters 55 Using New Triggers 56 Setup and Maintenance 56 Simplified Setup 56 Create Company Information Page Capabilities 56 Post-Update 58 Post-Update Tasks 58 4

DOCUMENT HISTORY This document will continue to evolve as existing sections change and new information is added. All updates appear in the following table: Date Update Version Notes 20 APR 2018 Update 18B Delivered new features in update 18B. 11 MAY 2018 Update 18A Revised update 18A. UPDATE 18B REVISION HISTORY This document will continue to evolve as existing sections change and new information is added. All updates appear in the following table: Date Feature 20 APR 2018 Notes Created initial document. OVERVIEW Oracle Sales Cloud Release 13 update 18B focuses on knowledge sharing and better prospecting for sales reps. Sales teams can now easily share sales content with everyone in the organization using the Sales Lightbox. Enriching account and contact information in bulk with data from Dun & Bradstreet Corporation allows sales reps to do better and more targeted prospecting. In the area of Sales Analytics we added a new subject area for partner programs and enhanced the Incentive Compensation subject area as well as the User Adoption subject area. Administrators can now create reports that show the details of users who have not signed in to the application for a given time period. For System Administrators and Implementation Consultants we improved dramatically our Configuration Set Migration (CSM) tool. You can now selectively migrate new or updated configuration types from the source environment to the target environment, rather than migrating all types. This helps to save migration time. We also added a new Import Framework that has increased usability, reliability, and performance. CUSTOMERS UPGRADING FROM RELEASE 12 If you're upgrading from Release 12 to Release 13, then you should review all of the release readiness content for Release 13 (updates 17B - 17D, as well as, updates 18A - 18B) to learn about all of the features available in release 13. 5

GIVE US FEEDBACK We welcome your comments and suggestions to improve the content. Please send us your feedback at SALESCLOUD-PRODEX_WW@ORACLE.COM. OPTIONAL UPTAKE OF NEW FEATURES (OPT IN) We continue to add many new features to the Oracle Cloud Applications, and for some features, you can take advantage of new functionality at a pace that suits you by opting in to the feature when you re ready. You can opt in to a feature in two ways: by using the New Features work area, or by using the Setup and Maintenance work area. To opt in using the New Features work area: 1. 2. 3. 4. Click the Navigator, and then click New Features (under the My Enterprise heading). On the New Features page, select the offering that includes new features you d like to review. Click Opt In for any feature that you want to opt in to. On the Edit Features page, select the Enable option for the feature, and then click Done. To opt in using the Setup and Maintenance work area: 1. 2. 3. 4. Click the Navigator, and then click Setup and Maintenance. On the Setup page, select your offering, and then click Change Feature Opt In. On the Opt In page, click the Edit Features icon. On the Edit Features page, select the Enable option for any feature you want to opt in to. If the Enable column includes an Edit icon instead of a check box, then click the icon, select your feature options, and click Save and Close. 5. Click Done. UPDATE TASKS This section gives you information to help you plan, deploy, and validate your update. We make frequent additions to this document, so don t forget to check back and get the latest information before your update starts. Use the following resource to prepare for, deploy, and validate your Oracle Sales Cloud upgrade to Release 13: Read the Oracle Sales and Engagement Cloud: Performing Your Release 13 Upgrade (Doc ID 2253572.1) on My Oracle Support to learn how to prepare for, validate, and deploy Release 13. If you have not yet done so, review the introduction guide to upgrades: Release Upgrade Planning (Doc ID 2016981.1) on My Oracle Support Review the latest Known Issues and Update Documents for this release (Doc ID 1603154.1) on My Oracle Support. 6

FEATURE SUMMARY Action Required to Enable Feature Feature None (Automatically Available) Enable via Opt In UI Only Enable via Opt In UI Plus Additional Steps Not Enabled via Opt In UI but Setup Required Issue Service Request Core Sales Force Automation Accounts, Contacts, and Households Alternate Name and Phone Number Support in FileBased Import Leads Account and Contact Copy Maps for Leads Calendar and Activities Default Task Status Sales Lightbox Mark a Document as Public Sales Analytics User Adoption Reporting Partner Program Reporting Customer Data Management Bulk Enrichment of Accounts and Contacts with D&B Data Integration with DaaS Master Geography Using Loqate Key Generation Improvements and Optimization Ability to Purge Resolution Requests and Logs Additional RESTful Child Objects and Fields for Accounts, Contacts, and Households Partner Relationship Management Deal Registration Configurable Approval Notification Sales Performance Management Territory Management 7

Action Required to Enable Feature Feature None (Automatically Available) Enable via Opt In UI Only Enable via Opt In UI Plus Additional Steps Not Enabled via Opt In UI but Setup Required Issue Service Request Automatically Update Merged Accounts Auto-Exclusion of Named Accounts Using Territory Precedence Improved Tracking and Real-Time Propagation of Territory Changes Include Original System Reference Information in Territory Export Incentive Compensation Reporting Transactions Using Generic Time Dimension Ability to Select Periods in Mobile Commission Application Retention of Credit History for All Updates Ability to Cancel Credits CX Cloud Mobile Improved Performance When Saving Transactions Configurable Search Capabilities Configuration File-Based Data Import / Export File-Based Data Import Framework Application Composer Ability to Select Configuration Types for Configuration Set Migration (CSM) Export Update Events on Standard Objects Based on Custom Child Object Updates Configuration Reporting Ability to Delete Unpublished Object Workflows, Actions, and Links 8

CORE SALES FORCE AUTOMATION ACCOUNTS, CONTACTS, AND HOUSEHOLDS ALTERNATE NAME AND PHONE NUMBER SUPPORT IN FILE-BASED IMPORT Import alternate name and phone number data in account and contact file-based import using the following child objects: Additional Name: Supports alternate name fields. Raw Phone Number: Supports unformatted phone number fields that include country code, area code, and so on. LEADS ACCOUNT AND CONTACT COPY MAPS FOR LEADS Configure the mapping of standard or user-defined attributes from leads to accounts or contacts when leads are converted. You can: Modify the mapping of lead attributes to account or contact attributes through the Copy Lead to Account and Copy Lead to Contact Oracle Application Composer copy maps. Quickly and automatically update information stored on a lead to the account or contact created during lead conversion. COPY LEAD TO ACCOUNT To create a lead to account map: 1. 2. 3. 4. 5. 6. 7. 8. Sign in to the application as a sales administrator. Activate a sandbox. Navigate to Application Composer. Select Copy Maps. On the Copy Maps page, select the Copy Lead to Account > Standard Copy Lead to Account Map. Create a copy of the map and enter relevant account mappings on the Edit Copy Map page. Click Save and Close. Publish the sandbox. 9

To set the MKL_LEAD_TO_ACCOUNT_MAPPING_NAME profile option: 1. 2. 3. 4. 5. 6. Go to the Setup and Maintenance work area and select the Sales offering. Select the Sales Foundation functional area. Search for the task Manage Administrator Profile Values and go to the task page. Search in the Profile Option Code field for MKL_LEAD_TO_ACCOUNT_MAPPING_NAME. Update the profile value with the name of the lead to account map you created. Click Save and Close. COPY LEAD TO CONTACT To create a lead to contact map: 1. 2. 3. 4. 5. 6. 7. 8. Sign in to the application as a sales administrator. Activate a sandbox. Navigate to Application Composer. Select Copy Maps. On the Copy Maps page, select the Copy Lead to Contact > Standard Copy Lead to Contact Map. Create a copy of the map and enter relevant account mappings on the Edit Copy Map page. Click Save and Close. Publish the sandbox. To set the MKL_LEAD_TO_CONTACT_MAPPING_NAME profile option: 1. 2. 3. 4. 5. 6. Go to the Setup and Maintenance work area and select the Sales offering. Select the Sales Foundation functional area. Search for the task Manage Administrator Profile Values and go to the task page. Search in the Profile Option Code field for MKL_LEAD_TO_CONTACT_MAPPING_NAME. Update the profile value with the name of the lead to contact map you created. Click Save and Close. CALENDAR AND ACTIVITIES DEFAULT TASK STATUS Set the default status of tasks based on your business processes. This feature lets you re-order task statuses according to the most frequently used tasks. This re-ordering also applies to tasks created using task templates. 1. 2. 3. 4. 5. 6. 7. Sign in to the application as a sales administrator. Go to the Setup and Maintenance work area and select the Sales offering. Select the Sales Foundation functional area. Search for the Manage Activity Standard Lookups task and go to the task page. Search for the lookup type, ZMM_ACTIVITY_STATUS_CD. Set the sequence number to 1 on the status that should be used as the default status. For the remaining statuses, set their sequence numbers in the order that you want them to display in the status list of values. ROLE INFORMATION A sales administrator has the privileges to define the default task status. 10

SALES LIGHTBOX MARK A DOCUMENT AS PUBLIC As an important part of knowledge sharing and training, sales teams often need to share sales content with everyone in the organization. Currently, when using Sales Lightbox, you can share a document with only one user at a time. This is a cumbersome task if you need to share the document with multiple users. With this feature, sales teams can easily share sales content, such as product catalogs, price lists, and product presentations, by making them public documents. TIPS AND CONSIDERATIONS To use this feature, a Public Document checkbox is provided on the Details tab. Once this checkbox is enabled, the document is marked as public. SALES ANALYTICS USER ADOPTION REPORTING Create enhanced reports on user adoption data to facilitate negative reporting, for example, to provide details on the users who have not signed in to the system. With the User System Usage subject area, administrators can create reports that show the details of users who have not signed in to the application for a given time period. With the new facts, you can easily determine which country, state, or department is the most active in terms of user adoption. This subject area can show: The most active users in the system for a given month (or any time period). The department that has the most number of active users. The users who have not signed in to the application for a given month (or any time period). Channels (for example, mobile or web) that users use to access the application. 11

User System Usage Subject Area Usage Adoption Sample Report 1. 2. 3. 4. 5. Sign in to the application as a sales administrator. Go to the Setup and Maintenance work area and select the Sales offering. Select the Sales Foundation functional area. Search for the Manage Administrator Profile Values task and go to the task page. On the Manage Administrator Profile Values page, search for the profile option code FND_TRACK_USER_ACTIVITY. 6. Set the site level profile value to Enabled. 7. Click Save and Close. 12

TIPS AND CONSIDERATIONS When you create a report that includes a time period of either year or month, then you must restrict the report results by a specific time period, for example, the current year. Without this filter, the report shows data for all the years available in the Time dimension, which may not be the result that you are looking for. For better performance, Oracle recommends the following: Add a filter for a specific year. Avoid reporting by date, instead use month or quarter. Consider filtering the report by a group of users, instead of individual users. ROLE INFORMATION Access to the User System Usage subject area is restricted to the BI duty role, BI User System SA Access. PARTNER PROGRAM REPORTING Create reports on partner programs and the associated tiers to get details about programs created in the application. Subject areas related to partner programs and program tiers let you create reports on programs and their associated business objects. You can also show many-to-many relationships between programs and tiers by creating reports that show the tiers that are assigned to one or many programs. Use the partner program reports to see the following: Programs created in the current month, quarter, year, or any given time period. Programs that end in the next month, quarter, year, or any given time period. Programs that started in the previous month, quarter, year, or any given time period. For a Channel Sales Manager, it helps to find out all the programs that are owned by the subordinates. This subject area can be cross joined to other subject areas which has program or employee as common dimension to expand reporting capability. Program Subject Area The Program Tier subject area can be cross joined to other subject areas which has program as a common dimension to expand the reporting capability. 13

Program Tier Subject Area CUSTOMER DATA MANAGEMENT BULK ENRICHMENT OF ACCOUNTS AND CONTACTS WITH D&B DATA Perform batch enrichment of accounts and contacts using the Oracle Data Cloud enrichment service. This functionality provides you with an automated process for enriching Oracle Customer Data Management data in bulk with data from Dun & Bradstreet Corporation. It also provides visibility into which records were enriched and which were not. INTEGRATION WITH DAAS MASTER GEOGRAPHY USING LOQATE Improve data quality and resolve data conflicts between master geography data and the Address Verification Cloud Service using the new geography data provider Loqate. Oracle CX customers can import Loqate geography seed data using manage geographies. Set "ORA_HZ_ENABLE_DAAS_LOQATE " profile option to Yes. After the profile option is set to Yes, "Import Geography Data" option under Actions in Manage Geographies will call Loqate Geography Data for the supported countries. TIPS AND CONSIDERATIONS Import Geography Data option under Manage Geographies is calling Nokia geography data by default. This option will be disabled, In case the geography data is already imported from either Nokia or Loqate geography for the country or geography data is not available from Nokia or Loqate. 14

KEY GENERATION IMPROVEMENTS AND OPTIMIZATION Optimize key generation and improve key generation data stewardship capabilities to achieve an error-free, smooth experience. Data stewards can use a guided key generation process with visibility into the job status. Key generation optimization significantly reduces the key generation process time. ABILITY TO PURGE RESOLUTION REQUESTS AND LOGS Purge duplicate resolution requests and logs to improve performance and usability. ADDITIONAL RESTFUL CHILD OBJECTS AND FIELDS FOR ACCOUNTS, CONTACTS, AND HOUSEHOLDS RESTful web services support additional child objects, additional fields, and enhanced capabilities. The following are supported: Support additional names (Account and Contact REST APIs): Ability to add, update, search, and delete additional names for accounts and contacts. Support unformatted phone number (Account, Contact, and Household REST APIs): Accept unformatted phone numbers as input and parse them into separate phone number fields, such as country code, area code, and phone number. Allow fetching of inactive and merged records (Account, Contact, and Household REST APIs): Enable web services to get records with active, inactive, and merge statuses. PARTNER RELATIONSHIP MANAGEMENT DEAL REGISTRATION CONFIGURABLE APPROVAL NOTIFICATION Configure the Deal Registration approval notification using a standard layout available in Oracle Application Composer. You now have the ability to add or remove standard and custom attributes and create dynamic layouts. Use the approval layout for online and email notifications. 15

SALES PERFORMANCE MANAGEMENT TERRITORY MANAGEMENT AUTOMATICALLY UPDATE MERGED ACCOUNTS Automatically update changes to Territory Management inclusions and exclusions, when merging account, contacts, or households using Customer Data Management. For example, if Vision Enterprise is merged with Vision Corp, to form Vision Corp, then any reference to Vision Enterprise in Territory Management account inclusions and exclusions are automatically updated to Vision Corp. AUTO-EXCLUSION OF NAMED ACCOUNTS USING TERRITORY PRECEDENCE Name accounts exclusively, either for the entire organization or within a specific division. Named accounts included on a territory are automatically excluded from all other territories whose dimensional coverage covers those accounts. If the included account is set up to include all its subsidiaries, then all these subsidiaries are also automatically excluded. This feature enables the precedence of account inclusion territories over dimension coverage territories when assigning accounts, opportunities, and leads. CUSTOMERS WITH AN EXISTING TERRITORY MODEL AND RUNNING TERRITORY ASSIGNMENT FOR ACCOUNTS, OPPORTUNITIES, OR LEADS, OR PARTNERS OR DEAL REGISTRATIONS: 1. Define Territory Function values (if needed) 2. If using the Active Territories UI, add the Territory Function field to the appropriate pages using Application Composer 3. Optionally add the Territory Function field to the Account, Opportunity and Lead Team pages using Application Composer 4. Optionally add territory function value to each territory (ancestor territories can be an exception) 5. Enable Territory Precedence feature via Opt In Feature or Enable Dimensions and Metrics a. In Setup and Maintenance, edit the features for the Territories functional area. b. Select the Territory Precedence feature Opt In Task, and in the Enable Dimensions and Metrics page, select Edit. c. Select the Enable Territory Precedence option. d. Click Save and Close. e. In the Actions menu, select Load and Activate. 6. Run assignment processing for the relevant records 16

CUSTOMERS WITHOUT AN EXISTING TERRITORY MODEL: 1. Enable Territory Precedence feature via Opt In Feature or Enable Dimensions and Metrics a. In Setup and Maintenance, edit the features for the Territories functional area. b. Select the Territory Precedence feature Opt In Task, and in the Enable Dimensions and Metrics page, select Edit. c. Select the Enable Territory Precedence option. d. Click Save and Close. e. In the Actions menu, select Load and Activate. 2. Define Territory Function values 3. If using the Active Territories UI, expose Territory Function field in the appropriate pages using Application Composer 4. Optionally add the Territory Function field to the Account, Opportunity and Lead Team pages using Application Composer 5. Optionally add territory function value to each territory (ancestor territories can be an exception) 6. Run assignment processing for the relevant records TIPS AND CONSIDERATIONS If you enable this feature the following features are not available: Territory Management Territory Metrics Assignment Preview Territory Validation Partner Center Geographies served and the ability to assign territories to partners based on Geographies served IMPROVED TRACKING AND REAL-TIME PROPAGATION OF TERRITORY CHANGES Changes to territories made using the Simple Territories UI, Territory Proposals or Territory Import are now tracked in a consistent and more efficient manner, resulting in: Consistent Audit Reports: The Oracle Sales Cloud audit report now displays territory changes in a uniform manner irrespective of which interface was used to make the changes Improved Performance: Certain changes to territories, such as updates to the territory owner, are now propagated in real-time without requiring territory re-assignment, thus improving performance This feature is enabled or disabled through the profile option, MOT_RETAIN_ACTIVE_TERR_VERSION_ID. To access this profile option, follow these steps: 1. 2. 3. 4. 5. 6. 7. Sign in to the application as a sales administrator. Navigate to the Setup and Maintenance work area and select the Sales offering. Select the Define Sales Foundation functional area. Search for the Manage Administrator Profile Values task and go to the task page. In the Profile Option Code field, search for MOT_RETAIN_ACTIVE_TERR_VERSION_ID. To enable the option, set the Profile Value to Yes. Click Save and Close. KEY RESOURCES For more information, see the Setting Up Territories chapter in the Implementing Sales guide. 17

INCLUDE ORIGINAL SYSTEM REFERENCE INFORMATION IN TERRITORY EXPORT Use the Original System Reference (OS/OSR) IDs of accounts that are part of territory inclusions and exclusions to correlate the accounts against external data sources. The territory export file includes an additional column that contains the OS/OSR IDs. You can export the file from either the active territory hierarchy or a hierarchy that is part of a territory proposal. NOTE: The additional information column is provided for reference. The application ignores this column if it is included as part of the territory import file. INCENTIVE COMPENSATION REPORTING TRANSACTIONS USING GENERIC TIME DIMENSION Analyze and report aggregate data using common date and time attributes. The generic time dimension is linked to the following business date fields in the Transaction subject area: source_event_date booked_date invoice_date Access time attributes, such as month, quarter, week, and year, on the business dates in transactional subject areas. These time attributes enables you to create time-based descriptive attributes and use them as report headers. The availability of the time attributes facilitate calculation of advanced metrics, such as Average-overTime and Year-to-Date measures, which otherwise would require complex SQL case statements. ABILITY TO SELECT PERIODS IN MOBILE COMMISSION APPLICATION Select periods on the Mobile Commission application dashboard. You can see the details of your credits, earnings and payments, attainments, and active compensation plans for the selected period. 18

Mobile Commission Application Dashboard with Period Selection Update to the latest version of the mobile commission application from the respective app store. 19

TIPS AND CONSIDERATIONS The periods are displayed in descending order by date. RETENTION OF CREDIT HISTORY FOR ALL UPDATES Save history of updates made to a credit regardless of its status. Previously the updates to credit records were stored in the history table only if the corresponding earning record was paid. You now have a choice to enable tracking of credit updates irrespective of its status by setting the corresponding profile option. 1. 2. 3. 4. 5. Sign in to the application as a sales administrator. Navigate to the Setup and Maintenance work area and select the Incentive Compensation offering. Select the Incentive Compensation Configuration functional area. Search for the Manage Incentive Profile Values task and go to the task page. On the Manage Incentive Profile Values page, search for the Profile Display Name of Archival of Updated Credits Enabled (profile option code ORA_CN_CREDIT_HISTORY). 6. Set the profile value to Yes in the Profile Values region. 7. Click Save and Close. TIPS AND CONSIDERATIONS Enable this feature, only if you have a real need to track every update to a credit for reporting purposes. Recording of each and every update for all credits will result in a sizable increase in the volume of the credit history table. ABILITY TO CANCEL CREDITS Cancel unwanted credits after you have incorrectly assigned direct credits for a transaction. Use the Manage Credits page to select and cancel multiple credits. The canceled credits are marked as obsolete. Run the Revert Transactions process to delete the obsolete credits and move them to the history table. TIPS AND CONSIDERATIONS This feature only allows deletion of direct credits. To list only the direct credits you can set 'Credit Type = Direct Credit' as the search criteria within the Manage Credits page. CX CLOUD MOBILE IMPROVED PERFORMANCE WHEN SAVING TRANSACTIONS Create, edit, and save transactions asynchronously while you continue to use the application, thus allowing you to create and edit records quickly. 20

1. 2. 3. 4. 5. 6. 7. Sign in to the application as a sales administrator. Activate a sandbox. Navigate to Application Composer. Select Sales from the Application drop down list. Select Mobile Application Setup from the Common Setup Options. In the Application Features section, select Settings. Enable or disable the Enable Deferred Create and Edit setting per your requirements. Enable: The application performs the create and edit transactions asynchronously and passes the control back to the user. Disable: The application waits until the create and edit transactions are saved and then passes the control back to the user. 8. Publish the sandbox. ROLE INFORMATION This feature can be controlled by the sales administrator. CONFIGURABLE SEARCH CAPABILITIES Configure opportunity saved searches so that sales users see just the list of opportunities that are relevant to them. As an administrator: Update the text search field for standard or custom objects so that it uses the operators "begins with" or "contains". Allow the saved search of an opportunity object to contain multiple opportunity status values. To change the search fields for standard or custom objects: 1. 2. 3. 4. 5. 6. 7. Sign in to the application as a sales administrator. Activate a sandbox. Navigate to Application Composer. Select CRM Cloud from the Application drop down list. Select Mobile Application Setup and then CX Cloud Mobile. Select the object for which you're configuring the search operation, for example, the Opportunity object. Using the standard layout, navigate to the Search section, and select the field and the operator to use for a simple search for that object. 8. Save the changes and then test the change by downloading the sandbox to the Oracle CX Cloud Mobile application. 21

Configuring Simple Search To use multiple status values in an opportunity saved search: 1. 2. 3. 4. 5. 6. 7. 8. Sign in to the application as a sales administrator. Activate a sandbox. Navigate to Application Composer. Select CRM Cloud from the Application drop down list. Select Mobile Application Setup and then CX Cloud Mobile. Select the Opportunity object and click Saved Search. Clone the default saved search and select the Status field. Within the Criteria section, select one or more values for the Status field for the Opportunity object. Configuring Opportunity Saved Search with Multiple Status Values 22

CONFIGURATION FILE-BASED DATA IMPORT / EXPORT FILE-BASED DATA IMPORT FRAMEWORK Use the improved file-based data import framework that has increased usability, reliability, and performance. The import framework is available for common Oracle Sales Cloud objects such as Accounts, Contacts, Leads, Opportunities, and more. The new import framework improves usability in the following ways: Streamlines the UI for importing flat-file data and monitoring status. The UI now includes a new drag-anddrop feature for mapping columns in your source file with columns in the associated Oracle Sales Cloud object. Analyzes up to the first 10 rows of your input file for validation. This validation ensures that mapped columns meet datatype constraints and that the required fields are included in your input file. Matches the data shape of importable objects with the corresponding RESTful APIs of each object. Invokes and monitors import and export jobs using new RESTful APIs. External data loader client application provides command-line access to invoke and monitor import jobs. The client application automatically breaks large files into multiple files that can be processed by the framework, and then manages the submission and status of each file. The new import framework improves reliability in the following way: Improves the underlying architecture of the import process to eliminate jobs that end in an application error. KEY RESOURCES Documentation for the import framework can be found in the Tasks > Administer section in the Oracle Sales Cloud Help Center. ROLE INFORMATION You must have the Sales Administrator job role to access the file-based data import functionality. 23

APPLICATION COMPOSER ABILITY TO SELECT CONFIGURATION TYPES FOR CONFIGURATION SET MIGRATION (CSM) EXPORT Configuration types, such as BI content, Email Templates, Enterprise Scheduler Services, Industry Solutions Extensions, and SOA artifacts, can be selected or deselected for export from the source environment during the Configuration Set Migration process. This capability enables you to selectively migrate new or updated configuration types from the source environment to the target environment, rather than migrating all types. It helps to save migration time for system administrators and implementation consultants. UPDATE EVENTS ON STANDARD OBJECTS BASED ON CUSTOM CHILD OBJECT UPDATES Raise "update" events for standard objects when there are create, update, or delete operations on their child objects. These events are raised irrespective of you being in or out of a sandbox. Use the public events by the Integration Cloud Service to integrate Oracle Sales Cloud with another system. With this addition, the integration system is notified when the parent object is updated and when the custom child objects are updated. Subsequent RESTful calls are made to synchronize the parent object and all its child data. KEY RESOURCES For information about enabling and subscribing to Oracle Sales cloud event, see Prerequisites for Creating a Connection in the Using the Oracle Sales Cloud Adapter guide. CONFIGURATION REPORTING In configuration reporting, see more details about an object's dynamic layouts. In addition to the total number of layouts, you can see a list of fields, actions, and buttons exposed on each page layout, as well as the criteria for page layouts. This detailed layout information can be included for up to five objects. To use the feature, navigate to Application Composer > Metadata Manager > Configuration Report > Generate. 24

Configuration Report on All Modified Objects If a layout details report is needed, the administrator can select up to five objects in a shuttle window. 25

Objects Selected in Shuttle Window ABILITY TO DELETE UNPUBLISHED OBJECT WORKFLOWS, ACTIONS, AND LINKS Delete unpublished object workflows and their associated actions from the current sandbox. You can also delete unpublished actions and links, and these are then automatically removed from the pages where they were available as buttons, menu items, and links. 26

UPDATE 18A REVISION HISTORY This document will continue to evolve as existing sections change and new information is added. All updates appear in the following table: Date Feature Notes 11 MAY 2018 Using New Triggers Updated document. Feature delivered in update 18A. 20 APR 2018 Post-Update Tasks > Enable New Sales Offering Updated document. Revised description. 20 APR 2018 Update Tasks Updated document. Revised description. 07 MAR 2018 Post-Update Tasks > Enable New Sales Offering Updated document. Added section. 07 MAR 2018 Post-Update Tasks > Update Application URLs Updated document. Added section. 12 FEB 2018 Post-Update Tasks Updated document. Added section. 12 FEB 2018 Ability to Schedule Custom Business Logic for Long-Running Processes Updated document. Revised feature name. 12 FEB 2018 Commit Transactions and Navigate to Create or Edit Pages Using Custom Actions Updated document. Revised feature description. 12 FEB 2018 Partner Association within Activities Updated document. Revised feature screenshot. 19 JAN 2018 Created initial document. OVERVIEW As part of Oracle s Customer Experience (CX) solution, Oracle Sales Cloud helps you simplify IT complexity, innovate exceptional customer experiences, and deliver business results. Oracle s smarter CX strategy helps sales teams offer seamless, personalized, and immediate customer experiences with tightly integrated CX solutions that include sales, marketing, service, CPQ, commerce and social, along with hundreds of applications available on the Oracle Cloud Marketplace. Oracle Sales Cloud is a comprehensive sales ecosystem. With Sales Force Automation at its hub, other facets of modern sales includes partner relationship management, customer data management, sales performance management, sales intelligence, integrated marketing and integrated quote and order. KEY HIGHLIGHTS OF ORACLE SALES CLOUD RELEASE 13 UPDATE 18A: Oracle Sales Cloud Release 13 update 18A enhances the LinkedIn Sales Navigator for Leads, enabling sales reps to do better prospecting. The new opportunity product form layout lets you view pertinent product information on one screen without additional scrolling. Partner Relationship Management introduces partner assessments to evaluate partners at different stages of the partner life cycle. For smarter decision-making, business intelligence (BI) content can now be embedded in a custom object by exposing analytics side tabs and analytics subtabs. With Oracle Sales Cloud Release 13 update 18A, you get more flexible tooling to assign new runtime behaviors, such as commit transaction and navigate to create or edit pages, to script-based custom actions of top-level custom objects. Release 13 update 18A also allows you to schedule custom business logic using Groovy scripting. 27

For more information on these features, see Oracle Sales Cloud guides available on Oracle Help Center. Alternatively, use the help icon to access Oracle Application Help in the application. If you don t see any help icons on your page, click the Show Help icon in the global header. Not all pages have help icons. You can also access Oracle Applications Help at https://fusionhelp.oracle.com. CUSTOMERS UPGRADING FROM RELEASE 12 If you're upgrading from Release 12 to Release 13, then you should review all of the release readiness content for Release 13 (updates 17B - 17D, as well as, updates 18A - 18B) to learn about all of the features available in release 13. GIVE US FEEDBACK We welcome your comments and suggestions to improve the content. Please send us your feedback at SALESCLOUD-PRODEX_WW@ORACLE.COM. OPTIONAL UPTAKE OF NEW FEATURES (OPT IN) We continue to add many new features to the Oracle Cloud Applications, and for some features, you can take advantage of new functionality at a pace that suits you by opting in to the feature when you re ready. You can opt in to a feature in two ways: by using the New Features work area, or by using the Setup and Maintenance work area. To opt in using the New Features work area: 1. 2. 3. 4. Click the Navigator, and then click New Features (under the My Enterprise heading). On the New Features page, select the offering that includes new features you d like to review. Click Opt In for any feature that you want to opt in to. On the Edit Features page, select the Enable option for the feature, and then click Done. To opt in using the Setup and Maintenance work area: Click the Navigator, and then click Setup and Maintenance. On the Setup page, select your offering, and then click Change Feature Opt In. On the Opt In page, click the Edit Features icon. On the Edit Features page, select the Enable option for any feature you want to opt in to. If the Enable column includes an Edit icon instead of a check box, then click the icon, select your feature options, and click Save and Close. 5. Click Done. 1. 2. 3. 4. UPDATE TASKS This section gives you information to help you plan, deploy, and validate your update. We make frequent additions to this document, so don t forget to check back and get the latest information before your update starts. 28

Use the following resource to prepare for, deploy, and validate your Oracle Sales Cloud upgrade to Release 13: Read the Oracle Sales and Engagement Cloud: Performing Your Release 13 Upgrade (Doc ID 2253572.1) on My Oracle Support to learn how to prepare for, validate, and deploy Release 13. If you have not yet done so, review the introduction guide to upgrades: Release Upgrade Planning (Doc ID 2016981.1) on My Oracle Support Review the latest Known Issues and Update Documents for this release (Doc ID 1603154.1) on My Oracle Support. Following are the tasks you must always do for every upgrade and update: 1. Publish or delete all unpublished sandboxes before upgrade. If you do not do this, you will have outdated sandboxes that, if published, may corrupt your metadata. See the Sandbox Manager topic in the Extending Sales guide for more information. 2. Move all your customized reports to a safe folder: My Folders if you are not sharing the report Custom folder under Shared Folders if you want the report to be available to others and (optionally) archive your custom reports. See Archiving Custom Reports Before An Upgrade (Doc ID 1581294.1) for more information. 3. Suspend any scheduled Enterprise Scheduler Service (ESS) jobs for the upgrade period. Scheduled processes must not be running in your environment during the upgrade. See the Scheduled Processes topic in the Implementing Sales guide for more information. 29

FEATURE SUMMARY Action Required to Enable Feature Feature None (Automatically Available) Enable via Opt In UI Only Enable via Opt In UI Plus Additional Steps Not Enabled via Opt In UI but Setup Required Issue Service Request Core Sales Force Automation Leads and Opportunities Integration of LinkedIn Sales Navigator with Leads Dynamic Layout for Opportunity Product Information Ability to Disable Opportunity Cascading Logic Flexible Revenue Amount Ability to Manage Competitors in Opportunities Business Plans Business Plan Classes Sales Prediction Engine Full Set of Account Attributes for Lead Generation Using Sales Predictor Sales Analytics Reports and Analytics Page UI Analytics Side Tabs and Subtabs for Custom Object Pages Program Enrollment Reporting Partner Assessment Reporting Partner Relationship Management Partner Assessments Partner Association within Activities Direct Access to Partner Contacts using RESTful Services Customer Data Management RESTful Services to Resolve Duplicates 30

Action Required to Enable Feature Feature None (Automatically Available) Enable via Opt In UI Only Enable via Opt In UI Plus Additional Steps Not Enabled via Opt In UI but Setup Required Issue Service Request RESTful Services to Fetch Address Formats Based on Countries RESTful Services to Synchronize Accounts and Contacts with Import Definitions Sales Performance Management Sales Forecasting Forecast Sort in Chronological Order Territory Management Top-Level Territory Creation Using Simple Territory UI Search Customer Inclusions and Exclusions Incentive Compensation Credit Category for Estimated Compensation Deals Multiple Versions of Plan Document in Sales Compensation Work Area Transaction Attribute Consistency Across Incentive Compensation Subject Areas Sales Contracts Contracts Landing Page Additional Dimensions for Enterprise Contracts Reports Additional Web Services Operations for Repository Contracts Configuration Application Composer Commit Transactions and Navigate to Create or Edit Pages Using Custom Actions Ability to Schedule Custom Business Logic for Long-Running Processes Full-Page Create and Edit with Dynamic Layout for Custom Child Objects 31

Action Required to Enable Feature Feature None (Automatically Available) Enable via Opt In UI Only Enable via Opt In UI Plus Additional Steps Not Enabled via Opt In UI but Setup Required Issue Service Request Default Search Configuration on Custom Subtabs Ability to Embed External Web Applications as an iframe Subtab or a UI Region of Summary Subtab Ability to Delete Unpublished Summary Box Applications List in Application Composer Default Behavior of New Custom Fields as "Not Searchable" Set-Enabled Lookup Fields as Custom Fixed Choice List Field Filters Using New Triggers Setup and Maintenance Simplified Setup Create Company Information Page Capabilities Post-Update Post-Update Tasks 32

CORE SALES FORCE AUTOMATION Oracle continues to invest in best practices and technologies. A larger display in the user interface makes viewing easier and adding search to standard and subtabs provide more options to find what you need fast. Search is also optimized for opportunities and leads. LEADS AND OPPORTUNITIES INTEGRATION OF LINKEDIN SALES NAVIGATOR WITH LEADS View relevant information from the LinkedIn Sales Navigator directly within your Lead summary page. With the LinkedIn Sales Navigator integration, you can benefit from the following: Seamlessly access a lead's LinkedIn social profile to gain additional insights and social intelligence. Increase your leads database by accessing additional leads with similar social profiling. Improve relationships and communication through icebreakers, introductions, and mutual connections. This integration requires team or enterprise licenses for LinkedIn Sales Navigator. LinkedIn Sales Navigator in Leads Page 33

1. 2. 3. 4. 5. 6. 7. 8. Activate a sandbox. Navigate to Application Composer and select CRM Cloud as the application. Expand Standard Objects. Select Sales Lead and then Pages. In the Details Page Layout region, duplicate and edit the layout template. Go to the Summary subtab. Enable the widget by setting the LinkedIn Sales Navigator UI region to Show. Click Done. DYNAMIC LAYOUT FOR OPPORTUNITY PRODUCT INFORMATION View and edit opportunity products and revenue in a form layout. Dynamic product forms enable you to do the following: See pertinent product information without scrolling. See a set of fields based on the defined product. Dynamic Form Layout for Opportunity Products Activate a sandbox. Navigate to Application Composer and select CRM Cloud as the application. Expand Standard Objects. Select Opportunity and then Pages. In the Details Page Layout region, duplicate and edit the layout template. Enable the Dynamic layout form for revenue from within the Edit Revenue Table region. Once enabled, customize revenue forms from the Pages node within the Opportunity Revenue child object. 8. Click OK and then click Done. 1. 2. 3. 4. 5. 6. 7. 34

ABILITY TO DISABLE OPPORTUNITY CASCADING LOGIC Update your opportunity summary information without automatically updating product line values. By default, core opportunity attribute values cascade to the existing product lines. When disabled, updates to the opportunity header attributes will not propagate to the product lines. TIPS AND CONSIDERATIONS The site-level profile option Opportunity Synchronization Cascade Enabled provides the ability to turn off the cascading logic. The profile is delivered as enabled. FLEXIBLE REVENUE AMOUNT Determine which product lines to include when calculating an open opportunity's revenue. By default, open opportunity revenue is the rolled-up amount of all open product lines for that opportunity. You can now configure the application to include both open and won product lines in that calculation. TIPS AND CONSIDERATIONS The lookup type ORA_MOO_OPEN_ROLLUP_MAPPING provides the ability for an administrator to define which categories are included when calculating the open opportunity revenue amount. The default is Open. ABILITY TO MANAGE COMPETITORS IN OPPORTUNITIES Manage opportunity competitors using the extensible Competitors subtab that you add to the opportunities details page. Manage Competitors Subtab The Competitors subtab is delivered as hidden. 35

To enable the subtab: 1. 2. 3. 4. 5. 6. 7. 8. 9. Activate a sandbox. Go to Application Composer and select CRM Cloud as the application. Expand Standard Objects. Click Opportunity, and then click Pages. In the Details Page Layouts region, duplicate and edit the standard layout. Click the Hide, Show, or Reorder Subtabs icon to go to the Configure Subtabs page. Move Competitors from the Available Subtabs region to the Selected Subtabs region. Click Ok. Click Done on the Details Layout page. BUSINESS PLANS BUSINESS PLAN CLASSES Create new business plan classes. For example, you can create a business plan class for sales representatives to use in addition to the supplied classes, such as account and partner plans. Use the Manage Business Plan Classes task to: Create new business plan classes. Set a default class by changing the display sequence. Disable supplied business plan classes that are not needed. Manage Business Plan Classes Page 1. Go to the Manage Business Plan Classes task page in Setup and Maintenance. 2. Create, delete, or disable the business plan classes as applicable. To set a specific business plan class as the default, make sure that its Display Sequence value is the lowest among all enabled business plan classes. 36

SALES PREDICTION ENGINE FULL SET OF ACCOUNT ATTRIBUTES FOR LEAD GENERATION USING SALES PREDICTOR Use all the available account-related standard and custom attributes to generate leads using Sales Predictor. This capability scales current capability to enable you to use any attribute to target a potential lead based on a variety of standard and custom attributes. Create Predictor Lead Generation Process Page 1. 2. 3. 4. 5. Sign in to the application as a sales analyst. Navigate to Sales > Recommendations. On the Overview page, click Tasks and then click Generate Leads. Click Create Leads from the Actions Menu. Click Add Fields in the Customer Criteria section. Multiple fields can be added with filter conditions for each selected fields. 6. Click Continue. 7. Click Submit on the Create Predictor Lead Generation Process page. SALES ANALYTICS Oracle Sales Cloud offers embedded sales analytics to drive business decisions, identify key events, guide sales activities, and improve deal performance. REPORTS AND ANALYTICS PAGE UI The Reports and Analytics page in Oracle Sales Cloud has been updated to use a simplified, more userfriendly UI, where users can view and create reports using a step-by-step approach. 37