Oracle® Demantra: Sales and Operations Planning User Guide Release 7.3

Oracle® Demantra
Sales and Operations Planning User Guide

Release 7.3
Part No. E10533-05
June 2010
Oracle Demantra Sales and Operations Planning User Guide, Release 7.3
Part No. E10533-05
Copyright © 2010, Oracle and/or its affiliates. All rights reserved.
Primary Author: Diane Westgate
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Contents
Send Us Your Comments
Preface
1 Introduction to Oracle Demantra Sales and Operations Planning

Overview................................................................................................................................... 1-1
What is Sales and Operations Planning?.................................................................................. 1-2
Demantra Sales and Operations Planning Overview.............................................................. 1-5
Sales and Operations Planning Users and Groups.................................................................. 1-8
2 Sales and Operations Planning Worksheets

Worksheets Overview............................................................................................................... 2-1
Consensus Waterfall Analysis Product Category Worksheet.................................................. 2-4
Marketing Forecast Worksheet................................................................................................. 2-6
Sales Forecast Worksheet.......................................................................................................... 2-9
Consensus Forecast Product Category Worksheet................................................................. 2-11
Exception Real Time Sales Tracking Worksheet.................................................................... 2-12
Constrained Forecast Product Category Worksheet............................................................... 2-13
Resource Rough Cut Capacity Plan Worksheet......................................................................2-14
Production Plan Product Category Worksheet....................................................................... 2-17
Inventory Plan Product Category Worksheet ........................................................................ 2-18
Projected Backlog Product Category Worksheet.................................................................... 2-20
Consolidated Plan Product Category Worksheet................................................................... 2-22
Financial Forecast Worksheet................................................................................................. 2-24
Financial Summary Product Category Worksheet................................................................. 2-26
Cumulative Plan Product Category Worksheet...................................................................... 2-29
iii
KPI Dashboard Product Category Worksheet........................................................................ 2-31
KPI Scenario Comparison Product Category Worksheet....................................................... 2-33
3 Sales and Operations Planning Workflows

Overview................................................................................................................................... 3-1
Sales and Operations Planning Workflow Reference.............................................................. 3-3
Configuring Workflows............................................................................................................ 3-8
4 Working with Sales and Operations Planning

Overview................................................................................................................................... 4-1
Starting the Demand Review Process....................................................................................... 4-1
Editing Forecasts........................................................................................................................ 4-1
Creating and Approving a Consensus Forecast........................................................................ 4-2
Completing the Demand Review Process.................................................................................4-3
Running Simulations for Existing Batch Profiles.................................................................... 4-3
Creating Series to Display Simulation Results........................................................................ 4-4
Working with Exceptions.......................................................................................................... 4-5
Index
iv

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Oracle Demantra Sales and Operations Planning User Guide, Release 7.3
Part No. E10533-05
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v

Preface
Intended Audience
Welcome to Release 7.3 of the Oracle Demantra Sales and Operations Planning User Guide.
See Related Information Sources on page ix for more Oracle E-Business Suite product
information.
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vii
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Structure
1 Introduction to Oracle Demantra Sales and Operations Planning
2 Sales and Operations Planning Worksheets
3 Sales and Operations Planning Workflows
4 Working with Sales and Operations Planning
viii
Related Information Sources
This is the Release 7.3 of the Oracle Demantra Sales and Operations Planning User's
Guide. This manual describes the features that are available when you access Oracle
Demantra Sales and Operations Planning as an S&OP User, Manager, or Administrator.
If this guide refers you to other Oracle Demantra Applications documentation, use only
the 7.3 versions of those guides.
Documentation on OracleMetaLink can be found at http://metalink.oracle.com.
Online Documentation
All Oracle Applications documentation is available online (HTML). Online help is
available for end users of Oracle Sales and Operations Planning.
Oracle Demantra User's Guide

This guide explains how to log in to Demantra, use worksheets, and navigate using the
Graphical User Interface (GUI) available with Oracle Demantra.
Oracle Demantra Implementation Guide

This guide provides information for a system administration who sets up the Oracle
Demantra application. This guide also includes reference information on key database
tables, client and server expressions, and configuring the various Demantra
applications.
Oracle Sales and Operations Planning Databases
Do Not Use Database Tools to Modify Oracle E-Business Suite Data

Oracle STRONGLY RECOMMENDS that you never use SQL*Plus, Oracle Data
Browser, database triggers, or any other tool to modify Oracle E-Business Suite data
unless otherwise instructed.
Oracle provides powerful tools you can use to create, store, change, retrieve, and
maintain information in an Oracle database. But if you use Oracle tools such as
SQL*Plus to modify Oracle E-Business Suite data, you risk destroying the integrity of
your data and you lose the ability to audit changes to your data.
Because Oracle E-Business Suite tables are interrelated, any change you make using an
Oracle E-Business Suite form can update many tables at once. But when you modify
Oracle E-Business Suite data using anything other than Oracle E-Business Suite, you
may change a row in one table without making corresponding changes in related tables.
If your tables get out of synchronization with each other, you risk retrieving erroneous
ix
information and you risk unpredictable results throughout Oracle E-Business Suite.
When you use Oracle E-Business Suite to modify your data, Oracle E-Business Suite
automatically checks that your changes are valid. Oracle E-Business Suite also keeps
track of who changes information. If you enter information into database tables using
database tools, you may store invalid information. You also lose the ability to track who
has changed your information because SQL*Plus and other database tools do not keep a
record of changes.
x
1
Introduction to Oracle Demantra Sales and
Operations Planning
Overview
Sales and operations planning is a formal management process that creates a unified
business plan based on a consensus between an organization's sales, marketing,
manufacturing and financial functions. This process also extends to include key
customers and suppliers. Collaboration among an organization's functional areas
results in an integrated set of plans that all stakeholders understand and are committed
to support.
Sales and operations planning is an iterative process typically led by senior
management. Results from one planning cycle are compared with the next to give
senior management trends within their business. They evaluate time-phased projections
for supply and demand, inventory and order backlog to ensure that the tactical plans in
all business functions and geographies are aligned and in support of the company's
strategy.
With traditional "silo-based" companies, sales, manufacturing and financial functions
often compete against each other. Without a consolidated plan, small problems can
quickly grow into much larger issues. Using Sales and Operations Planning reports and
KPIs, these problems can be quickly identified. Plan over plan net change reports can be
run against key metrics to identify the largest changes automatically. With the
high-level differences identified, further detail and understanding of the underlying
causes are analyzed through various views and reports. With the exceptions and issues
identified, alternative scenarios can be developed.
Some of the benefits of an effective sales and operations planning process include:
• Increased customer service levels
• Improved profitability
Introduction to Oracle Demantra Sales and Operations Planning 1-1

• More products to increase revenue
• Lower inventories and obsolescence
• Reduced lead times
• Quicker responsiveness
• Top-down management control
• Predictable operating performance for shareholders
In addition, a sales and operations planning process should also help to answer the
following basic questions:
• What has changed since the last review?
• How are the performance to plan metrics?
• How are product categories performing?
• Is new product development on track?
• How does projected demand compare to projected supply?
• What are the projected resource requirements to meet both service and cost targets?
• What actions are required to ensure the appropriate levels of resources are available
when needed?
What is Sales and Operations Planning?

While the sales and operations planning process can differ greatly between industries
and organization, there are specific elements that are common to virtually all processes.
A typical sales and operations planning process can be described in the following major
steps:
1. Updating demand, new product introduction (NPI), supply, and financial plans
with the latest data.
2. Analysis and reconciliation of the demand, NPI, supply, and financial plans.
Assumptions are recorded, risks and opportunities identified, recommendations are
made.
3. Senior management reviews the consolidated plans and alternatives. Decisions are
made and put into action.
However, in practice, different companies will have varying practices and time frames
1-2 Oracle Demantra Sales and Operations Planning User Guide

for the process, ranging from a high-level, strategic process to a more short-term,
operational focus. Sales and Operations Planning's flexible design allows you to map
your existing sales and operations planning process.
The following diagram illustrates the typical sales and operations planning business
process:
Demand Plan Review

A demand plan is a company's agreed-upon forecast of future demand for its products.
Demand plans are based on historical information on sales, sales campaigns, or other
future initiatives that can affect demand. The purpose of the demand review is to
generate a consensus forecast as input to the supply review.
The demand plan review is a meeting involving all interested stakeholders (for
example, marketing and sales departments, or even customers). The purpose of the
demand review phase of the S&OP process is to generate a consensus forecast as input
to the supply review. This meeting typically involves reviewing:
• The baseline demand forecast.
• Changes in marketing plans.
• Changes in sales plans.
• Customer issues.
• New product introduction plans.

The demand plan review produces a consensus demand forecast. This forecast feeds
supply planning to create a supply plan that includes rough-cut capacity, production
and inventory plans.
Supply Plan Review

A supply plan is a company's forecast of how to meet demand based upon
manufacturing constraints and inventory targets.
The supply review determines the firm's ability to meet the consensus-based demand,
measures past performance and projects future performance. There is also comparative
analysis of alternative supply plan scenarios. The supply review meeting typically
involves reviewing:
• The company's current performance, including inventories, backlog, assumptions,
risks and opportunities.
• Changes in production plans.
• Changes in inventory plans and backlog.
• Changes in capacity plans.
• Any supplier issues.
• New process and equipment.
Financial Plan Review

The purpose of the financial review is to evaluate the demand and supply plans against
financial targets. This high-level view gives an indication of how well the demand and
supply plans meet financial objectives.
Reviewing exceptions shows whether any out of tolerance metrics related to the
financial performance need to be reviewed and reconciled. Changes in revenues, costs
and budget from the previous cycle indicate whether the company's performance is on
target.
Reconciliation
Reconciliation is a continuous, interactive process to assess the impact of demand
shaping and changes in supply performance and capacity. This step typically involves a
pre-sales and operations planning meeting where a senior cross-functional team
examines emerging business issues such as the latest views on new products and
anticipated demand and supply. They highlight major issues, such as the:
• Impact of changes upon volume and financials.

• Gaps between the latest view and budget.
• Business plan strategic direction over the sales and operations planning horizon.
Lastly, the team prepares for the executive review to ensure it runs efficiently.
Note: In Oracle Demantra Sales and Operations Planning, the financial

plan review is incorporated into the Executive review.
Executive Review
The senior management meeting, also know as the executive sales and operations
planning meeting, is when decisions are made on the plans and additional actions
proposed to close the gap between the operations plan, the budget, and the strategic
plan. This meeting is an opportunity for all major stakeholders to meet and:
• Review key metrics and financial performance.
• Review baseline plans and alternative scenarios.
• Review strategies, assumptions and assign actions required to bring operations in

line with the strategic direction.
• Review identified risks and opportunities.
• Approve operations plan.
Demantra Sales and Operations Planning Overview

Oracle Demantra Sales and Operations Planning is a configurable web-based product to
help your organization perform those tasks associated with the sales and operations
planning process. Demantra Sales and Operations Planning is built around
collaboration, and takes advantage of workflows to automate the S&OP process.
The Demantra Sales and Operations Planning Process

The following diagram illustrates the Demantra Sales and Operations Planning process:

Collect and Download Data
Most businesses regularly schedule their Demand Management process weekly,
monthly or daily. During this period, data from various sources are loaded into the
Demand Management system for use in forecasting future demand. The source systems
can be an ERP system, legacy system or another Oracle APS (Advanced Planning Suite)
module such as Advanced Supply Chain Planning, Inventory Optimization, Global
Order Promising, Collaborative Planning or Rapid Planning.
The S&OP Administrator initiates (either manually or scheduled) the collection and
downloading of data required by S&OP. This creates the items, locations, and sales data
in Demantra.

Demand Review
Prior to the demand review, demand analysts should have made forecast changes and
saved the data in the Demand Management Demand Analysis worksheet.
Note: When using the Demand Analysis worksheet in conjunction with

S&OP, the Approval and Final Approval check boxes that are used to
accept the forecast are omitted. This is necessary when using S&OP,
because selecting the Approval check box in Demand Management
makes all worksheet series' read-only.
During the demand plan review meeting, participants use the Consensus Forecast
worksheet that contains the separate stakeholder forecasts. Each stakeholder may assign
weights to each series, as well as an override to the calculated (weighted) consensus
plan. Any assumptions (for example, regarding causal factors) can be recorded in the
worksheet's Notes section.
Once the forecast has been agreed-upon, the S&OP manager (or other final approver)
approves the consensus forecast by product category. After reviewing and approving
all product categories, the S&OP manager indicates that the forecast is ready for export
using the Demand Review Completed workflow. This workflow notifies an
administrator that the forecast is available for export to the supply plan step.
Supply Review
The supply review determines a company's ability to meet the consensus-based
demand, measures past performance and projects future performance, and serves as the
main input into the senior management meeting. The supply review uses the following
supply plan data to create a supply plan/rough-cut capacity plan:
• Constrained forecast by organization and item.
• Production plan by organization and item.
• Inventory plan by organization and item
• Resource (or rough-cut) capacity plan by organization and resource.
• Supplier capacity by supplier organization and critical component.
Once these have been imported to Demantra, the S&OP manager and strategic
planner(s) are informed via a workflow that the consensus forecast is available for
supply planning. The stakeholders review consolidated demand, supply and inventory
plans worksheet as well as production and inventory levels by product category or
family. By using exception alerts, the S&OP manager can identify any exceptions that
arise from comparing the supply plan with any specified supply metric(s) thresholds.
At this point planners revise the production and capacity outside of the fixed time fence
to meet inventory targets. If the strategic planner required a capacity increase within the

fixed time fence, they would seek approval by escalating. A method (available from the
right-mouse menu) can run an approvals workflow to notify the appropriate approvers.
Finally, the S&OP manager approves the revised supply plan scenario by product
family.
Financial Review
The financial review, commonly referred to as the pre-S&OP meeting, reconciles
consensus demand and supply plans with financial performance objectives. Financial
exceptions are identified at the product category (or family) level and investigated. This
phase includes what-if financial analysis of demand shaping opportunities and the risks
associated with lead-time and capacity constraints. Adjustments are made to the
financial forecast based upon the latest consensus forecasts. The goal of the financial
reconciliation is to prepare for the executive review by gathering a feasible set of
operational plans to meet revenue targets while maximizing profitability.
Executive Review
The executive review examines year-to-date performance of key metrics, considers
alternative scenarios and seeks to achieve consensus. The result of this meeting is a
single set of finalized consensus demand and supply plans, which are broadcast as
operational plans.
Sales and Operations Planning Users and Groups

Oracle E-Business Suite (EBS) has two pre-seeded user responsibilities for Demantra
Sales and Operations Planning to control security and access:
• Sales and Operations Planner responsibility has access to Collaborator Workbench
and worksheets.
• Sales and Operations Planning Administrator responsibility has the ability to

maintain the system, run collections, access the Workflow Manager, open the
Business Modeler, and so on.
These responsibilities provide single sign-on access to Demantra Sales and Operations
Planning. The administrator can modify user security settings directly in the Demantra
Business Modeler. If an EBS user already has access to Demantra Demand
Management, then the user name in Demantra Sales and Operations Planning includes
the suffix "_SOP".
For non-EBS customers, there are other seeded users in the Business Modeler:
• SalesMgr1 is an example of a stakeholder in the Sales department. This user can
edit forecast data in the Sales Forecast worksheet.
• Marketing1 is an example of a stakeholder in the Marketing department. This user

can edit forecast data in the Marketing Forecast worksheet.

• Finance1 is an example of a stakeholder in the Finance department.
• Strategic1 is an example of a supply planning stakeholder. For example, a Strategic

Planner receives notification of approved consensus demand forecasts and
generates supply planning data for import and comparative analysis in Sales and
Operations Planning.
• Sop1 is an example of a stakeholder that facilitates the Sales and Operations

Planning process and participates in all review meetings. This user has access to
methods for approving forecasts and downloading supply plan data.
• SopAdmin is an example of a system administrator. This user runs workflows such

as the workflow that uploads the consensus forecast.
• sop is the Demantra Sales and Operations Planning component owner.
There is also a seeded user group in the Business Modeler. The SOP group members
can share forecast notes in worksheets.

2
Sales and Operations Planning Worksheets
Worksheets Overview
To manage or view forecasts and demand, you start in the Collaborator Workbench and
launch any of the relevant Sales and Operations Planning worksheets: Worksheets with
the necessary series for analysis and modification of the forecast are available for the
analyst at the beginning of each cycle.
Time Display in Sales and Operations Planning Worksheets

The sales and operations planning process is typically done at an aggregate fiscal period
level. By default, Sales and Operations Planning uses a weekly base time unit and
displays worksheets with a 4-4-5 weekly calendar. Some worksheets that use
inventory-type series (Inventory Plan, Projected Backlog, Consolidated Plan, and KPI
Dashboard) are configured with weekly time buckets.
Worksheet time display is fully configurable and may be changed. It is recommended
that you do not overwrite seeded worksheets. Use Save As and rename the modified
worksheets to preserve the original worksheet definition.
Demand Plan Review Worksheets

The demand review process produces a consensus demand forecast. This forecast feeds
supply planning to create a supply plan that includes rough-cut capacity, production
and inventory plans.
The hand-off from Demand Management to Sales & Operations Planning is in the
collaborative demand review process. In this process, multiple stakeholder forecasts
(series) are combined to produce a one-number, consensus forecast to drive the
business.
The following worksheets are used during the demand review process:
Sales and Operations Planning Worksheets 2-1

Worksheet Description
Consensus Waterfall Analysis Comparison between actual vs. forecast demand, aggregated
Product Category by product category and organization, to determine prior
periods forecast accuracy.
Marketing Forecast Displays historical demand and individual marketing

stakeholder forecast trends, aggregated in quarterly buckets.
Sales Forecast Displays sales and forecast values for individual products,
broken down by 4-4-5 time buckets.
Consensus Forecast Product Displays the consensus forecast and budget (or financial plan)
Category by category or product family (in currency).
Exception Real Time Sales Compares bookings for future dates with the consensus
Tracking forecast at the Item level.
Supply Plan Review Worksheets

The supply review determines the firm's ability to meet the consensus-based demand,
measures past performance and projects future performance.
The following worksheets are used during the supply review process:
Constrained Forecast Product Compares the unconstrained consensus forecast derived from
Category the Demand Review Consensus Forecast worksheet with the
contrained forecast coming from supply planning.
Resource Rough Cut Capacity Machine and crew capacity-planning worksheet by scenario.
Plan
Supplier Rough Cut Capacity Plans future supply capacity by item and supplier.
Plan
Production Plan Product Displays planned production by product category including

Category actual production performance to plan.
Inventory Plan Product Displays overall planned level of inventory by product

Category category, including actual inventory performance to plan.

Projected Backlog Product Displays historical backlog and future backlog trend.
Category
Consolidated Plan Product Displays demand, supply and the projected on-hand
Category inventory.
Financial Review Worksheets

The financial review reconciles the consensus demand and operational plans with
financial performance metrics.
The following worksheets are used during the financial review process:
Financial Forecast Compares consensus plan with the financial forecast and
budget.
Financial Summary Product Compares operational plan with budget.

Category
Executive Review Worksheets

The executive review finalizes the demand plan and the supply plan, determines the
financial implications, and integrates top-level business plans with tactical plans.
The following worksheets are used during the executive review process:
Cumulative Plan Product Compares cumulative planning data with the budget.
Category
KPI Dashboard Product Displays S&OP Key Performance Indicators by scenario and
Category category.
KPI Scenario Comparison Compare S&OP scenarios by key performance indicators.

Product Category

Consensus Waterfall Analysis Product Category Worksheet
The first step in the demand review process is to look at your previous cycle and
determine how accurate your forecasts were. Using the Waterfall Analysis worksheets
you can compare actual versus forecast demand for individual product categories,
organizations, and regions (zones). By comparing actuals to forecast, demand planners
can identify problem areas, and deduce why forecast demand did better (or worse) than
planned.
Note: This worksheet is essentially the same as the Demand

Management Consensus Waterfall Analysis Product Category
worksheet, except that the Consensus Forecast series is used for
archiving, instead of Final Forecast.
The Waterfall Analysis worksheet is aggregated at the Product Category and

Organization level. The following archived forecasts are used in these worksheets:
• 4 Week Lag Forecast: The forecast series for the current week minus four.
• 8 Week Lag Forecast: The forecast series for the current week minus eight.

• 13 Week Lag Forecast: The forecast series for the current week minus 13.
• 4, 8, and 13-Week Lag Absolute Percentage Error: A measure of forecast accuracy,

which is calculated as actual demand minus forecast demand, and displayed as a
percentage.
• 4, 8, and 13-Week Lag Absolute Deviation: A measure of forecast accuracy, and

represents the average amount that the actual demand varies from forecast
demand.
Reference
Accessing this Worksheet In My Worksheets (in Collaborator Workbench), click

Consensus Waterfall Analysis Product Category.
Levels you can select Product Category and Organization
Time Aggregation Weekly
The following series are available in this worksheet:
Series Description
Color Legend indicating Color indicator for rolling horizon. Values

are:
• Blue: Historical period
• Orange: current period
• Green: future period
Adjusted History Unconstrained historical sales.
4 Week Lag Forecast Forecast archived four weeks prior to the current time bucket.
4 Week Lag Absolute Absolute Deviation for the forecast archived four weeks prior
Deviation to the current time bucket.
4 Week Lag Absolute % Error Absolute percentage error for the forecast archived four
weeks prior to the current time bucket.

4 Week Lag % Error Percentage error for the forecast archived four weeks prior to
the current time bucket.
8 Week Lag Forecast Forecast archived eight weeks prior to the current time
bucket.
8 Week Lag Absolute % Error Absolute percentage error for the forecast archived eight
weeks prior to the current time bucket.
8 Week Lag Absolute Absolute Deviation for the forecast archived eight weeks prior
Deviation to the current time bucket.
8 Week Lag % Error Percentage error for the forecast archived eight weeks prior to
13 Week Lag Forecast Forecast archived 13 weeks prior to the current time bucket.
13 Week Lag Absolute % Error Absolute percentage error for the forecast archived 13 weeks
prior to the current time bucket.
13 Week Lag Absolute Absolute Deviation for the forecast archived 13 weeks prior to
Deviation the current time bucket.
13 Week Lag % Error Percentage error for the forecast archived 13 weeks prior to
Marketing Forecast Worksheet

Use the Marketing Forecast worksheet to examine historical demand trends, forecast
accuracy and trends for marketing stakeholder forecasts, where data is aggregated in
quarterly buckets. It also provides the means to observe the difference between the
Marketing Forecast and Consensus Forecast by category.
The Marketing Forecast worksheet displays a table and graph showing demand and
forecast values. You can override the baseline forecast by entering either a baseline
quantity or percentage.
Note: The Marketing Baseline series is not populated automatically

during data collections. The administrator must specify a source for this
data.

Reference

Marketing Forecast.
Levels you can select Product Category.
Time Aggregation Quarterly
Series Description

are:
History Actual historical sales (adjusted).
Historical Demand Trend % A read-only, calculated series (history only) that defines the
period-over-period change in actual demand.
Marketing Baseline Baseline forecast for the Marketing stakeholder. This field is
read-only.
Marketing Override The quantity override to Marketing Baseline forecast. This

field is only editable for the forecast range.
Marketing % Change User-input field representing the percentage change to the

baseline marketing forecast.
Marketing Forecast Marketing stakeholder forecast.
Marketing Forecast Trend % A read-only, calculated series (history only) that defines
period-over-period change in the Marketing Forecast.
Marketing Abs Deviation Historical absolute difference between the Marketing Forecast
and Adjusted History series.
Marketing Abs % Error Historical absolute forecast error between the Marketing
Forecast and Adjusted History series.
Consensus Forecast One-number forecast derived during Demand Review

(history and forecast) through weighting and/or override.
Consensus % Difference to The percentage difference between the Consensus Forecast

Marketing and the Marketing Forecast.

Sales Forecast Worksheet
Use the Sales Forecast worksheet to analyze and update the current sales stakeholder
forecast before the demand review meeting. The Sales Forecast worksheet displays a
table and graph showing actual sales, forecast accuracy, and forecast values. You can
override the baseline forecast by entering either a baseline quantity or percentage.
Note: The Sales Baseline series is not populated automatically during

data collections. The administrator must specify a source for this data.
Sales managers can enter forecasts and observe the difference between the Sales
Forecast and Consensus Forecast.
Reference
Accessing this Worksheet In My Worksheets (in Collaborator Workbench), click Sales

Forecast.

Levels you can select Product Category and Customer.
Time Aggregation Weekly.
Series Description

are:
Sales Baseline Baseline forecast for the sales stakeholder. This field is
read-only.
Sales Override The quantity override to the baseline sales forecast. This field
is only editable for the forecast range.
Sales % Change User-input field representing the percentage change to the

baseline sales forecast.
Sales Forecast Sales stakeholder forecast.
Sales Abs Deviation Historical absolute difference between the Sales Forecast and
Adjusted History series.
Sales Abs % Error Historical absolute forecast error between the Sales Forecast
and Adjusted History series.
Consensus Forecast One-number forecast derived during Demand Review

(history and forecast) through weighting and/or override.

Consensus % Difference to The percentage difference between the Consensus and Sales
Sales forecasts.
Consensus Forecast Product Category Worksheet

Use the Consensus Forecast Product Category worksheet as part of the demand review
to assign stakeholder weighting to derive the consensus forecast. Examine gaps
between the consensus forecast and budget (or financial plan) by category or product
family, shown in currency. By analyzing the forecast error by each stakeholder in the
weighting table, you can provide justification as to why one stakeholder forecast might
get more weight than another.
Use the Open With right-click menu option to drill-down to the Category and Zone
worksheet.
Reference

Consensus Forecast Product Category.
Levels you can select Product Category
Series Description

are:

Final Forecast Planner augmented statistical from the demand Analysis
worksheets in Demand Management.
This series is read-only.
Sales Forecast Sales stakeholder forecast (history and forecast).
Marketing Forecast Marketing stakeholder forecast (history and forecast).
Consensus Forecast One-number forecast derived during the Demand Review.
Consensus Forecast Value One-number forecast derived from the Demand Review. This
series is the aggregate of items multiplied by unit prices.
Provides ability to compare demand plan with budget in the
same unit.
Budget Value Annual or updated budget (or finance plan), against which a
company wants to track its performance.
A value for this series is typically imported by a custom

(user-defined) import Integration Profile.
Exception Real Time Sales Tracking Worksheet

Use the Exception Real Time Sales Tracking worksheet to compare Bookings History
(for future dates) with the Consensus forecast. By comparing Bookings with the
Consensus Forecast at the Item level early in an S&OP cycle, you can determine if
orders are outstripping the forecast.
Reference

Exception Real Time Sales Tracking.
Levels you can select Item

Series Description

are:
Booking - Book Qty - Book This series includes data for future dates to support forecast
Date tracking. This series color is amber when Booking History is
greater than > Consensus Forecast for future dates (not
history).
Consensus Forecast One-number forecast derived from the Demand Review.
Difference Difference between Booking History and Consensus Forecast

(for future dates only – not history).
Constrained Forecast Product Category Worksheet

Use the Constrained Forecast Product Category worksheet as part of the supply review
to determine how much of the consensus demand can be filled given supply chain
constraints. The Supply Review stage of the S&OP process compares the consensus
forecast with the constrained forecast.
Reference

Constrained Forecast Product Category.
Levels you can select Product Category and Organization

Series Description

are:
Consensus Forecast One-number forecast, derived from the Demand Review's

Consensus Forecasting worksheet. This is a read-only series.
Constrained Forecast Forecast returned from a constrained supply plan. This

worksheet provides the ability to compare unconstrained
demand with constrained supply. This series is read-only.
Unmet Demand Difference between Consensus forecast and Constrained

Forecast.
This is a calculated, read-only series.
Demand Fill % Percentage of met demand. This series is calculated as

(Constrained Forecast / Consensus Forecast). This series color
indicates:
• Amber when the Demand Fill % is < 97.5% or > 102.5%
• Red when the Demand Fill % < 95% or > 105%.
Unmet Revenue Loss of revenue due to unmet demand. Calculated as (Unmet

Demand * Unit Price) for forecast and history.
Resource Rough Cut Capacity Plan Worksheet

Use the Resource Rough Cut Capacity Plan worksheet to plan future machine and crew

capacity by plant and resource.
You can filter the worksheet to only display critical resources. If resource groups are
available, then the worksheet displays resource capacity load by plant, resource group,
and resource.
Reference

Resource Rough Cut Capacity Plan.
Levels you can select Organization and Resource
Series Description

are:
Required Capacity Amount of resource capacity required to meet demand.
Available Standard Capacity Regular, planned resource capacity.
Available Premium Capacity Planned overtime for resource capacity.
This series is read-only and not shown by default.
Total Available Capacity Total planned resource capacity. This series is calculated as:
(Available Standard Capacity + Available Premium Capacity).
This series is read-only and not shown by default.
Difference: Available and Difference between Total Available Capacity and Required
Required Capacity.
Utilization % The percentage capacity load on a resource. The series color

indicates:
• Amber: resource utilization is > 85% .
• Red: resource utilization is > 95%.
Average Production Rate Average rate of production on this resource. This series is
used to calculate the Possible Increase in Production (PIP).
This is a user-defined series that can be manually maintained

in S&OP.
Possible Increase in Potential available production increase. This series is

Production calculated as Average Production Rate * (Diff: Available -
Required).

Total Available Override User-input override of a resource. Upon review of the
capacity load, the S&OP Manager can request a revision to
Total Available Capacity. For example, if Utilization % is
heavily loaded (e.g. > 90%), then a request to increase Total
Available Capacity is appropriate.
Production Plan Product Category Worksheet

Use the Production Plan Product Category worksheet during the Supply Review
process to determine how a business plans to meet demand. This worksheet displays
the overall level of planned production and performance to plan by product category,
broken down by planning period.
Reference

Production Plan Product Category.
Series Description

are:
Constrained Forecast Capacitated forecast from a constrained supply plan. This

series appears red if the Constrained Forecast is less than the
Consensus Forecast.

Actual Production Actual reported production (history only).
Production Plan Historical and future planned production.
Consensus Forecast One-number forecast derived from Demand Review.
Diff: Prod Plan - Actual Difference between the Production Plan and Actual
Production series.
Production Plan Accuracy Percentage of the Production Plan that has been met. This
series is calculated as Actual Production/Historical
Production Plan. The series color indicates:
• Amber: plan accuracy is either < 95% or > 105%.
• Red: plan accuracy is either< 85% or > 115%.
Production Plan Value Priced production plan. This series is calculated as (Actual
Production * Unit Cost) for history and (Production Plan *
Unit Cost) for forecast.
Inventory Plan Product Category Worksheet

Use the Inventory Plan Product Category worksheet during the supply review process
to determine how a business plans to meet demand based on its planned inventory
levels. This worksheet displays overall planned level of inventory and performance to
plan by product category, broken down by planning period.
Enter positive or negative quantities in the Projected On-Hand Adjustment series to
modify the Projected On-Hand calculation. For example, a business's on-hand inventory
is less than safety stock, because a significant amount of stock was placed on-hold. With
some rework (not reflected in production plan), most of this inventory will be saleable
in the next planning period. In this case, an S&OP Planner adds inventory to Projected
On-Hand Adjustment in next planning period and the Projected On-Hand increases by
that amount.
Reference

Inventory Plan Product Category.
Series Description

are:
Actual On-Hand Actual (for history only) period-ending inventory levels.
Beginning On-Hand Inventory Beginning inventory level from a supply plan.
Projected On-Hand Adjustment field used to modify the Projected On-Hand

Adjustment series.
Projected On-Hand Historical and future planned inventory levels.
Safety Stock Safety stock level (history and forecast).
Periods On-Hand Projected number of periods' inventory that are currently

on-hand.
Safety Periods On-Hand Projected number of periods' safety stock that are currently
on-hand.

Difference: Projected On-Hand Difference between historical Projected On-Hand and Actual
and Actual On-Hand On-Hand for history only.
Inventory Adherence % Inventory plan attainment percentage. This series is calculated

as (Actual On-Hand / (historical) Projected On-Hand). The
series color indicates:
• Amber: Adherence is either < 90% or > 110%.
• Red: Adherence is either < 80% or > 120%.
Projected On-Hand Value Value of the projected on-hand in currency. This series is
calculated as (Actual On-Hand * Unit Cost) for history and
(Projected On-Hand * Unit Cost) for forecast.
Consensus Forecast One-number consensus forecast derived from Demand

Review (history and forecast).

Consensus Forecast.
Projected Backlog Product Category Worksheet

Use the Projected Backlog Product Category worksheet during the Supply Review to
work with and calculate the projected backlog. That is, the quantity of booked sales
orders that have not yet shipped.
Reference

Projected Backlog Product Category.

Series Description

are:
History Shipment history by planning period.
Shipment Forecast Statistical forecast based on the shipped date of the requested
item.
Booking History Booking History (requested item and booked date). This
series color is amber when Booking History > Consensus
Forecast for future dates (not history).
Booking Forecast Statistical forecast generated by the Analytical Engine using

Booking History series.
Total Backlog Actual backlog (in history only).
Past Due Backlog Actual past due backlog (in history only).

Difference: Booking Forecast Difference between Booking Forecast and Shipment Forecast
and Shipment Forecast (for future dates only).
Projected Backlog Calculated estimate of sales backlog (history and forecast).

This series is calculated as: (Total Backlog (prior period) +
Booking Forecast - Shipment Forecast).
Projected Backlog Value Value of projected backlog in currency.

Projected Backlog Trend % Period-over-period percentage change in the Projected
Backlog series.
Consolidated Plan Product Category Worksheet

Use the Consolidated Plan Product Category worksheet during the supply review to
view demand, supply, and inventory levels.
You can enter positive or negative quantities in the Projected On-Hand Adjustment
series to modify the Projected On-Hand calculation. It is also possible to use this series
for production scenarios. For example, a business's production adherence has been
below expected performance and there is some concern that the production plan is
overstated. Entering negative quantities to reduce the inventory for each period based
upon the production adherence trend (e.g. 90%) and the Projected On-Hand may more
accurately represent the situation.
The Consolidated Plan is also referred to as the S&OP report, since it is typically
reviewed during Supply Review and pre-S&OP meetings at the category, segment or
product family level.
Reference

Consolidated Plan Product Category.
Series Description

are:


Consensus Forecast.
Beginning On-Hand Inventory Beginning inventory levels by planning period for a supply
plan.
Production Plan Planned production levels for both history and forecast,
including purchase and in-transit orders.
Dependent Demand Internal demand for items that are both saleable and
consumed in other production (for example, service parts).
Planned Shipments Planned shipments out of a location.
Inventory Plan Planned inventory levels imported from Strategic Network

Optimization (if used).
Projected On-Hand Projected forecast and history inventory levels. This series
appears amber if its value drops below the Safety Stock series.

on-hand.
Inv Periods On-Hand Projected number of periods' inventory for planned levels
imported from Strategic Network Optimization (if used).

on-hand.
Financial Forecast Worksheet

Use the Financial Forecast worksheet during the financial review to compare financial
targets such as annual plan, budget and financial forecast with the consensus forecast,
consensus forecast value and cost of sales. A chart displays the Consensus Forecast
Value, Budget Value and Financial Forecast Value. When integrated with Hyperion
Planning, this worksheet displays financial forecast and budget data imported from
Hyperion.
Quickly identify below-budget plans where Difference: Consensus Forecast Value and
Budget Value series < 0 and Difference: Consensus Forecast Value and Financial
Forecast < 0.
Reference

Financial Forecast.

Levels you can select Organization, Product Category
Time Aggregation Quarterly
Series Description

are:
History Shipment history by planning period.

Consensus Forecast Value One-number forecast derived from Demand Review history
and forecast, representing the aggregate value of items
multiplied by unit prices.
Cost of Sales One-number forecast derived from the demand review and
multiplied by unit costs
Financial Forecast Value LY Lagged financial revenue forecast showing prior year's actual
revenues.
Financial Forecast Value Financial revenue forecast including actuals to date against
which a company wants to track its performance.
Diff: Consensus Fcst Value - Difference between the Consensus Forecast Value and
Financial Fcst Value Financial Forecast Value series (for both history and forecast).
If this series is less than zero then the consensus plan is below
the updated financial forecast. This series is read-only.

Budget Value Top-down Budget revenue forecast against which a company
wants to track its performance. This series is amber if > 10% of
the Consensus Forecast Value and red if < 75% of the
Consensus Forecast Value.
Diff: Consensus Fcst Value - Difference between the Consensus Forecast Value and Budget
Budget Value Value series (for both history and forecast). If this series is less
than zero then the consensus plan is below budget. This series
is read-only.
Financial Summary Product Category Worksheet

Use the Financial Summary Product Category worksheet during the financial review to
compare your operational plan with the budget. This worksheet displays the consensus,
constrained forecast, and financial forecast (in currency) by product category and
planning period. Review the quarterly financial breakdown using an embedded
worksheet. When integrated with Hyperion Planning, this worksheet displays financial
forecast and budget amounts imported from Hyperion.
Quickly identify below-budget plans where Difference: Constrained Forecast Value and
Budget Value series < 0 and Difference: Consensus Forecast Value and Financial
Forecast Value < 0.

Reference

Financial Summary Product Category.
Series Description

are:
Constrained Forecast Value Demand amount, in currency, that can be achieved given the
plan's current constraints. This series appears red if
Constrained Forecast Value is less then the Consensus
Forecast Value series.
Financial Forecast Value Financial revenue forecast including actuals to date. When
integrated with Hyperion, this series contains the Financial
Forecast scenario.
Diff: Consensus Fcst Value - The difference between the consensus forecast value and the
Financial Forecast Value budget. This series is read-only.
Budget Value The budget forecast, in currency, by which a company wants

to track against financially. The series color indicates:
• Amber if Consensus Forecast Value < 90% or > 125% of

Budget Value.
• Red if Consensus Forecast Value < 75% of Budget Value.
Difference: Constrained Fcst Difference between the Constrained Forecast Value and
Value - Budget Value Budget Value series (for both history and forecast). If this
series is less than zero then the plan is below budget.
Absolute Difference: Percent difference between the Constrained Forecast Value

Constrained Fcst Value and and Budget Value series (for both history and forecast).
Budget Value

Total Revenue Total plan revenue in currency. This series is calculated as
((History or Constrained Plan) * Unit Price).
Total Cost Cost, in currency, of producing goods sold. This series is

calculated as ((History or Constrained Plan) * Unit Cost).
Total Profit Total Revenue – Total Cost.
Margin % Percentage gross profit. This series is calculated as Total Profit

/ Total Revenue.
Cumulative Plan Product Category Worksheet

Use the Cumulative Plan Product Category worksheet during the executive review to
compare cumulative forecast with the budget.
Reference

Cumulative Plan Product Category.
Series Description

are:

Review history and forecast, representing the aggregate of
items multiplied by unit prices.
Constrained Forecast Forecast returned from a supply plan. This worksheet

provides the ability to compare constrained demand with
constrained supply. This series is read-only.


Budget Value.
Difference: Constrained Fcst Difference between Constrained Forecast Value and Budget
Value and Budget Value Value for both history and forecast. This series is calculated as
Difference between Constrained Forecast Value and Budget
Value.
Cumulative Constrained Year-to-date cumulative forecast (in currency) based upon

Forecast Value Actuals and Constrained Forecast Value.

Cumulative Budget Value Year-to-date cumulative calculation (in currency) based upon
Budget Value series. The series color indicates:
• Amber if Cumulative Budget Value is > Cumulative

Consensus Forecast Value.
• Red if > +/- 10% Cumulative Consensus Forecast Value.
Cumulative Difference: Difference between the Constrained Forecast Value and

Constrained Fcst Value and Budget Value series for both history and forecast.
Budget Value
Cumulative Constrained Fcst Total Year Constrained Forecast Value.

Value
Cumulative Budget Value Entire year (52 week) cumulative total for the Budget Value
series. The series color indicates:
• Amber if > Total Yr Consensus Fcst Value.
• Red if > +/- 10% of Total Yr Consensus Fcst Value.
KPI Dashboard Product Category Worksheet

The KPI Dashboards are worksheets that display all S&OP Key Performance Indicators
by scenario and category (excluding resources). At the category level, you can
drill-down to other worksheets using the Open With menu.
Reference
Accessing this Worksheet In My Worksheets (in Collaborator Workbench), click KPI

Dashboard Product Category.

Series Description

are:

indicates:
• Amber when the Demand Fill % is < 97.5% or > 102.5%.
Margin % Percentage gross profit. This series is calculated as Total Profit

/ Total Revenue.
Total Revenue Total plan revenue in currency.
Total Cost Cost, in currency, of producing goods sold.
Production Plan Planned production levels for both history and forecast.
Projected On-Hand Historical and projected forecast inventory levels.

on-hand.
on-hand.
Projected Backlog Calculated estimate of sales backlog (history and forecast).



Budget Value.
Projected On-Hand Accuracy Performance to plan metric for inventory levels.
Production Plan Accuracy Percentage of the Production Plan that has been met. This
series is calculated as Actual Production/Production Plan. The
series color indicates:
• Amber: plan accuracy is either < 95% or > 105%.
• Red: plan accuracy is either< 85% or > 115%.
KPI Scenario Comparison Product Category Worksheet

Use the KPI Scenario Comparison Product Category worksheet to compare S&OP
scenarios by key performance indicators. By selecting in a column in the table, such as
Demand Fill %, the graph updates to display that KPI.
To update the KPI graph for filtered scenarios, select the appropriate KPI column in the
table.

Reference
Accessing this Worksheet In My Worksheets (in Collaborator Workbench), click KPI

Scenario Comparison Product Category.
Series Description
Total Revenue Total plan revenue in currency.
Total Cost Cost, in currency, of producing goods sold.


indicates:
• Amber when the Demand Fill % is < 97.5% or > 102.5%.
Production Plan Planned production levels for both history and forecast.
Projected On-Hand Projected forecast and history inventory levels. This series
appears amber if its value drops below the Safety Stock series.
Inventory Plan Historical and projected inventory levels from Strategic

Network Optimization (if used).

on-hand.
Inventory Periods On-Hand Projected number of periods' inventory for planned levels
imported from Strategic Network Optimization (if used).
on-hand.

3
Sales and Operations Planning Workflows
Overview
Oracle Demantra Sales and Operations Planning uses the following workflows. These
workflows are pre-seeded to manage batch forecasting and facilitate the forecast
approval process.
Workflow Name Where Used Description
Archive Demand Plan Demand Review Archives the approved consensus

forecast.
Approve Plan Scenario Supply Review Approves a plan scenario and notifies
stakeholders. Approve Scenario
method runs this workflow.
Booking Forecast Supply Review Generates booking forecast used in the

Generation Projected Backlog calculation.
Complete Exception Supply Review Changes status of the specified plan

Review scenario from "Detect Exceptions" to
"Not Approved". Complete Scenario
Exceptions Review method runs this
workflow.
Demand Review Process Demand Review Resets approval flags for all product
categories. Creates task for user sop1 to
conduct demand review.
Sales and Operations Planning Workflows 3-1

Download Plan Scenario Supply Review Loads plan scenario related series data
Data from ASCP, Rapid Planning or SNO
and imports it into Sales and
Operations Planning. Load Scenario
Data method runs this workflow. The
Exception detection steps runs
immediately after data download.
Download Plan Scenarios Supply Review Loads or refreshes the list of S&OP
supply plans.
Download SCI Data Supply Review Downloads actal backlog, production,

and on-hand data into Demantra Sales
and Operations Planning.
Download Unit Cost Supply Review Loads data into the item cost staging
table and then download data into the
Unit Cost series.
Export OBI Data All Exports forecasting series data from

Demantra to measures in the
Advanced Planning Command Center.
Hyperion Export Financial Review Imports the revenue annual plan,

financial forecast value, and budget
data from Hyperion Planning into
Demantra. This workflow is supported
if Oracle Demantra Sales and Operations
Planning Integration to Hyperion
Planning has been licensed and
installed.
Hyperion Import Financial Review Exports the consensus forecast (units,

currency) and cost of sales (currency)
from Demantra into Hyperion
Planning. This workflow is supported
if Oracle Demantra Sales and Operations
Planning Integration to Hyperion
Planning has been licensed and
installed.
Remove Plan Scenario Supply Review Removes plan scenario approval.

Approval Remove Scenario Approval method
runs this workflow.

Supply Plan Exception Supply Review Start exception detection of the selected
Detection ASCP/SNO plan scenario. The Detect
Scenario Exceptions method runs this
workflow.
Upload Consensus Demand Review Exports consensus forecast to supply

Forecast - Org, Week planning dimensioned by item and
organization.
Upload Consensus Demand Review Exports consensus forecast to supply

Forecast - Zone, Week planning dimensioned by item and
zone.
Sales and Operations Planning Workflow Reference
Archive Demand Plan

Use the Archive Demand Plan workflow during the demand review process to archive
the approved consensus forecast.
Approve Plan Scenario Workflow

Use the Approve Plan Scenario workflow during the Supply Review to approve a plan
scenario at the Product Category level. This action changes the scenario status from "
Not Approved" to "Approved". There is an e-mail step in the workflow to send a
confirmation to S&OP Manager and Strategic Planner that Supply Plan Scenario <Plan
ID> has been approved in the Supply Review. As well, a confirmation email is sent to
the finance stakeholder, notifying them that the "Supply Review phase has completed".
Once a plan scenario has been approved, it's available as an operational plan during the
Executive review.
The Approve Scenario method runs this workflow.
Note: This workflow is only available to S&OP managers.
Booking Forecast Generation Workflow

Use the Booking Forecast Generation workflow to generate booking forecast used in the
Projected Backlog calculation.

Complete Scenario Exceptions Review Workflow
Use the Complete Scenario Exceptions Review workflow during the Supply Review to
remove exceptions for the specified plan scenario from the worksheet. This action
changes the scenario status from "Detect Exceptions" to "Not Approved".
The Complete Scenario Exceptions Review method runs this workflow.
Constrained Forecast Below Budget Workflow

Use the Constrained Forecast Below Budget workflow to detect situations where
forecasts in supply plans are not meeting budget objectives. This workflow is
automatically launched as part of the supply plan exception detection process.
You can modify the exception threshold from the Exception Financial Summary
Product Category worksheet.
Demand Review Process Workflow

Run the Demand Review Process workflow at the start of the demand review process to
reset approval flags for all product categories and create a task for user sop1. Upon
completion of demand review, sop1 clicks on task to notify sopAdmin to export forecast
and archive approved consensus forecast.
Download Plan Scenario Data Workflow

Use the Download Plan Scenario Data workflow to load plan scenario- related series
data from ASCP, Rapid Planning or SNO and import it into Demantra Sales and
Load Scenario Data method runs this workflow. Exception Detection Steps run
immediately after data download.
Download Plan Scenarios Workflow

Use the Download Plan Scenarios workflow to load or refresh the list of S&OP supply
plans in Demantra Sales and Operations Planning.
Download SCI Data Workflow

Use the Download SCI Data workflow to download actual backlog, production and
on-hand data into Demantra Sales and Operations Planning.

Download Unit Cost Workflow
Use the Download Unit Cost workflow to load data into the item cost staging table and
then download data into the Unit Cost series.
Export OBI Data

Use the Export OBI Data workflow to export forecasting series data such as Marketing
Forecast, Projected Backlog, and Bookings Forecast from Demantra to the Advanced
Planning Command Center.
Hyperion Export
Use the Hyperion Export workflow to export the revenue annual plan, financial forecast
value, and budget data from Hyperion Planning into Demantra. The Extract to
Hyperion Planning method starts this workflow. This workflow is supported if Oracle
Demantra Sales and Operations Planning Integration to Hyperion Planning has been licensed
and installed.
Hyperion Import
Use the Hyperion Import workflow to import the consensus forecast (units, currency)
and cost of sales (currency) to Hyperion Planning from Demantra. The Publish to
Hyperion Planning method starts this workflow. This workflow is supported if Oracle
Demantra Sales and Operations Planning Integration to Hyperion Planning has been licensed
and installed.
Low Demand Fill Rate Workflow

Use the Low Demand Fill Rate workflow to detect a low demand fill rate in supply
plans. This workflow is automatically launched as part of the supply plan exception
detection process.
You can modify the exception threshold from the Exception Resource Rough Cut
Capacity Plan worksheet.
Poor Production Adherence Workflow

Use the Poor Production Adherence workflow to detect resources that are not meeting
production levels in supply plans. This workflow is automatically launched as part of
the supply plan exception detection process.
You can modify the exception threshold from the Exception Production Plan Product
Category worksheet.

Poor Projected On-Hand Adherence Workflow
Use the Poor Projected On-Hand Adherence workflow to detect poor on-hand
adherence levels in supply plans. This workflow is automatically launched as part of
the supply plan exception detection process.
You can modify the exception threshold from the Exception Production Plan Product
Category worksheet.
Real Time Sales Tracking Workflow

Use the Real Time Sales Tracking workflow to detect exceptions via workflow that can
either be scheduled, or run at the completion of an incremental EP_LOAD of historical
sales data.
Remove Plan Scenario Approval Workflow

Use the Remove Scenario Approval workflow during the Supply Review to remove a
plan scenario approval at the Product Category level. This action changes the scenario
status from "Approved" to "Not Approved". There is an e-mail step in the workflow
that notifies the finance stakeholder that approval for Supply Plan Scenario <Plan ID>
has been revoked.
The Remove Scenario Approval method runs this workflow.
Resource Capacity Overused Workflow

Use the Resource Capacity Overused workflow to detect resources that are over
capacity in supply plans. This workflow is automatically launched as part of the supply
plan exception detection process.
Supplier Capacity Overused Workflow

Use the Supplier Capacity Overused workflow to detect suppliers that are over capacity
in supply plans. This workflow is automatically launched as part of the supply plan
exception detection process.

Supply Plan Exception Detection Workflow
Use the Supply Plan Exception Detection workflow during the Supply Review process
to start exception detection of an imported ASCP, Rapid Planning or SNO plan
scenario, at the Plan Scenario level.
The Detect Scenario Exceptions method runs this workflow, changing the plan scenario
status from Importing to Detect Exceptions.
Upload Consensus Forecast-Org,Demand Class,Week Workflow

Use the Upload Consensus Forecast-Org,Demand Class,Week workflow to export the
weekly consensus forecast organized by organization and demand class to planning
applications such as ASCP, Rapid Planning, Strategic Network Optimization, and
Inventory Optimization.
Upload Consensus Forecast-Zone,Demand Class,Week Workflow

Use the Upload Consensus Forecast-Zone,Demand Class,Week workflow to export the
weekly consensus forecast organized by demand class and zone to planning
applications such as ASCP, Rapid Planning, Strategic Network Optimization, and
Inventory Optimization.
Upload Consensus Forecast-Org,Period Workflow

Use the Upload Consensus Forecast-Org,Period workflow to export the period
consensus forecast organized by organization to planning applications such as ASCP,
Rapid Planning, Strategic Network Optimization, and Inventory Optimization.
Note: Demand Priority and Mean Absolute Percent Error (MAPE) are
not pre-seeded in the integration interface export profiles. It is a
straightforward operation to add these series in the profiles directly in
the Business Modeler.
Upload Consensus Forecast-Org,Week Workflow

Use the Upload Consensus Forecast-Org,Week workflow to export the weekly
consensus forecast organized by organization to planning applications such as ASCP,
Rapid Planning, Strategic Network Optimization, and Inventory Optimization.

Upload Consensus Forecast-Zone,Period Workflow
Use the Upload Consensus Forecast-Zone,Period workflow to export the period
consensus forecast organized by zone to planning applications such as ASCP, Rapid
Planning, Strategic Network Optimization, and Inventory Optimization.to ASCP.
Upload Consensus Forecast-Zone,Week Workflow

Use the Upload Consensus Forecast-Zone,Week workflow to export the weekly
consensus forecast organized by zone to planning applications such as ASCP, Rapid
Planning, Strategic Network Optimization, and Inventory Optimization.
Configuring Workflows
During installation, Sales and Operations Planning adds pre-seeded users and user
groups that are required by the application and used for the approval process. During
the configuration process, administrators should modify workflows to reflect the S&OP
analysts and managers who will be performing approval tasks.
By design, only the creator of a workflow can view or edit that workflow. The
pre-seeded Sales and Operations Planning workflows were created by the component
owner "sop". To access these workflows you must access the Workflow Manager as the
component owner (sop).

4
Working with Sales and Operations
Planning
Overview
Use the following procedures to work with Sales and Operations Planning.
Starting the Demand Review Process

Demantra Sales and Operations Planning uses a pre-seeded workflow to initiate the
demand review process:
1. Start the Web Server.
2. Start the Workflow Manager.
3. From the View According to Schema Groups drop-down list box, choose Sales and
The Workflow Manager filters workflows to only display those belonging to Sales
and Operations Planning.
4. Locate the Demand Review Process in the Schema Name column, and click the
corresponding Start button.
This workflow initiates the Demand Review process by resetting all prior demand
review approvals, and sending task notifications to the appropriate S&OP planner.
Editing Forecasts
One of the collaborative responsibilities of a sales or marketing manager is to review
and adjust forecasts.
Working with Sales and Operations Planning 4-1

1. From the Collaborator Workbench, select the worksheet containing the forecast that
you want to edit.
For example, choose Sales Forecast.
2. In the tree, select the combination for which you want to edit the forecast. By
default, there are pre-seeded levels in worksheets such as Sales Forecast. If you
review forecasts at different levels then make a copy of the worksheet and modify
the pre-seeded level combination.
3. Editable series appear on the worksheet in white. Locate the series that you want to
edit and enter a new value for the appropriate time bucket. For example, modify the
Sales Baseline forecast by using the Sales Override column to make a quantity
adjustment or by using the Sales % Change to Base column to make a percentage
adjustment.
Note: You can only edit future values.
You can use negative values to specify a decrease in the forecast.
4. Save your changes to the forecast. From the Data menu, choose Save Data.
Creating and Approving a Consensus Forecast

You can use the pre-seeded Consensus Forecast Product Category worksheet to create
and approve a consensus forecast by time period range and product category.
1. Log in to the Collaborator Workbench as a user with S&OP approver privileges.
2. From the Collaborator Workbench, open the Consensus Forecast Product Category
worksheet.
3. In the tree, choose the product category for which you want to create a consensus
forecast.
4. Compare stakeholder forecasts – for example, the Final Forecast series from
Demand Management with the Sales Forecast and Marketing Forecast in Sales and
5. Forecast weights and override series for individual stakeholders are editable. Use
the stakeholder accuracy as the basis for determining appropriate weights. For
example, Abs % Error and Sales Abs % Error contain accuracy for Demand
Management Analysts and Sales respectively.
To specify a stakeholder's forecast weight, enter the weighting as a percentage in
either the Sales Forecast % Weight or Marketing Forecast % Weight series.

6. Re-run the worksheet. From the Data menu, choose Rerun.
7. To approve the consensus forecast for a specific time period, choose Yes from the
Consensus Forecast Approved series.
Note: You can approve forecasts for multiple time periods by

multi-selecting worksheet rows and using Edit Cells option from the
right-mouse menu.
When a forecast is approved, the corresponding weights and approval
series become read-only.
Completing the Demand Review Process

When the Demand Review Process begins, the S&OP Manager is sent a task notification
via the Collaborator Workbench. By completing the Demand Review process, the
Demand Review workflow notifies S&OP Administrator that the Consensus Forecast is
available for upload to EBS or other Advanced Planning applications.
1. Log in to the Collaborator Workbench as the S&OP Manager.
2. From the My Tasks section of the Collaborator Workbench, click the Done check
box for the Complete Forecast Approval check box.
Running Simulations for Existing Batch Profiles

By default, bookings forecasts and simulations are not generated in Demantra Sales and
Operations Planning. Some series (for example, History Override) are owned by
Demantra Demand Management. Users can either run the forecast and simulation from
within Demand Management, or alternately add the override series to the Sales and
Operations Planning worksheets, so that simulations may be run.
Use the following procedure to configure the Simulation Engine for existing batch
profiles:
1. Log in to the Business Modeler.
2. From the Parameters menu, select System Parameters.

The System Parameters dialog box appears.
3. Select the Engine tab.
4. Click the New button.

The Create Engine Profile dialog box appears.

5. Choose the existing batch profile on which you would like the simulation profile to
be based.
The same engine parameters used in the batch profile will be used in the simulation
profile. This includes the demand stream configuration.
6. In the Profile Name field, enter an Engine Profile name.
7. In the Init Params Table Name field, specify a table where the engine profile will be
stored
Note: It is recommended that a new table be chosen to enable

changes if necessary without affecting other engine profiles. To see
which parameter tables are currently used, edit existing profiles
and note which Init Params Tables are currently used. Best practice
naming convention is init_params_<number>
8. Enable the Simulation Engine Profile check box.
9. Choose the batch engine profile this simulation profile will be associated with.
Typically this will be the same batch profile used in step 5.
10. Click OK.
Creating Series to Display Simulation Results

After you have created an engine profile to run simulations in Sales and Operations
Planning, you need to create a series that displays the simulation results.
1. Determine which simulation engine profile the series will display.
2. From the ENGINE_PROFILES table, locate (and note) the PARENT_ID of the
specific simulation engine profile whose results you want to view.
Note: The syntax to view PARENT_IDs is "select * from

engine_profiles"
3. Log into the Business Modeler.
4. From the Configuration menu, select Configure Series.
5. Right click an existing simulation series (default name Simulation) and select Create
As.
The Create Series As dialog box appears.

6. In the Series Name field, enter a series name.
7. In the Internal Name field, enter an internal identifier for the series. Internal names
cannot contain spaces.
8. Click OK.
The Select Data Type dialog box appears.
9. Click the Cancel button.
10. From the Configuration Menu, choose Configure Series.
The Series Editor appears.
11. Modify the server expression to point to a new sim_val column. The syntax of the
column is: sim_val_<number of parent id>. For example, if the PARENT ID is 45,
then the column being pointed to would be sim_val_45.
12. Click Save.
Working with Exceptions

When Demantra Sales and Operations Planning has completed loading scenario data,
the status changes to "Detect Exceptions" and automatically runs the Supply Plan
Exception Detection workflow. This pre-seeded workflow automatically checks the
supply plan for the following conditions:
• Low Demand Fill %
• Overloaded Resource and Supplier Capacity
• Poor Production/ Inventory Plan Adherence
• Constrained Forecast < Budget
To view and work with exceptions:

1. Log in to the Collaborator Workbench as the S&OP Manager.
2. From the My Tasks section of the Collaborator Workbench, select the hyperlink to
go directly to the exception worksheet.
Note: Task notifications include the specific supply plan scenario

name in the message for which the exceptions appear.
3. Exception worksheets are configurable and you can revise the default level

combinations, add data filters and change the time horizon if you are looking for
exceptions in the short-term only.

Index
starting, 4-1
A Demand Review Process workflow, 3-4
Download Plan Scenario Data workflow, 3-4
Approve Plan Scenario workflow, 3-3
Download Plan Scenarios Workflow, 3-4
Archive Demand Plan workflow, 3-3
Download SCI Data workflow, 3-4
Download Unit Cost workflow, 3-5
B
Booking Forecast Generation workflow, 3-3 E
business process, 1-2
editing forecasts, 4-1
Exception Real Time Sales Tracking worksheet,
C
2-12
collecting and downloading data, 1-6 Executive review, 1-5, 1-8
Complete Scenario Exceptions Review workflow, Executive Review worksheet, 2-3
3-4 Export OBI Data workflow, 3-5
configuring workflows, 3-8
consensus forecast, 1-3 F
Consensus Waterfall Analysis Product Category
Financial Forecast worksheet, 2-24
worksheet, 2-4
Financial Plan review, 1-4
Consolidated Plan Product Category worksheet,
Financial review, 1-8
2-22
Financial Review Worksheet, 2-3
Constrained Forecast Below Budget workflow, 3-
Financial Summary Product Category worksheet,
4
2-26
Cumulative Plan Product Category worksheet, 2-
forecasts, 4-1
29
D H
Hyperion Export workflow, 3-5
Demand Analysis worksheet, 1-7
Hyperion Import workflow, 3-5
Demand Analysts, 1-7
Demand Plan review, 1-3
Demand Plan Review worksheets, 2-1 I
Demand review, 1-7 Inventory Plan Product Category worksheet, 2-18
Demand Review inventory plans, 1-4
Index-1
K S
KPI Dashboard Product Category worksheet, 2- S&OP Administrator, 1-6
31 Sales and Operations Planning
KPI Scenario Comparison Product Category business process, 1-2
worksheet, 2-33 overview, 1-1
users and groups, 1-8
L Sales and Operations Planning process, 1-5
Sales Forecast worksheet, 2-9
Low Demand Fill Rate workflow, 3-5
starting Demand review, 4-1
Supplier Capacity Overused workflow, 3-6
M
Supply Plan Exception Detection workflow, 3-7
Marketing Forecast worksheet, 2-6 Supply Plan review, 1-4
Supply Plan Review worksheets, 2-2
O Supply review, 1-7
overview, 1-1
Demand Plan review, 1-3 T
Executive review, 1-5 time display in worksheets, 2-1
Financial Plan review, 1-4
reconciliation, 1-4 U
Sales and Operations Planning, 1-5
Upload Consensus Forecast-Org,Demand
Supply Plan review, 1-4
Class,Week workflow, 3-7
users and groups, 1-8
Upload Consensus Forecast-Org,Period
worksheets, 2-1
workflow, 3-7
Upload Consensus Forecast-Org,Week
P
workflow, 3-7
Poor Production Adherence workflow, 3-5 Upload Consensus Forecast-Zone,Demand
Poor Projected On-Hand Adherence workflow, Class,Week workflow, 3-7
3-6 Upload Consensus Forecast-Zone,Period
process, Sales and Operations Planning, 1-5 workflow, 3-8
Production Plan Product Category worksheet, 2- Upload Consensus Forecast-Zone,Week
17 workflow, 3-8
production plans, 1-4 users and groups, 1-8
Projected Backlog Product Category worksheet,
2-20 W
workflows, 3-1
R
Approve Plan Scenario, 3-3
Real Time Sales Tracking workflow, 3-6 Archive Demand Plan, 3-3
reconciliation, 1-4 Booking Forecast Generation, 3-3
Remove Scenario Approval workflow, 3-6 Complete Scenario Exceptions Review, 3-4
Resource Capacity Overused workflow, 3-6 configuring, 3-8
Resource Rough Cut Capacity Plan Worksheet, Constrained Forecast Below Budget , 3-4
2-14 Demand Review Process, 3-4
rough-cut capacity plan, 1-7 Download Plan Scenario Data, 3-4
Download SCI Data, 3-4
Index-2
Download Unit Cost, 3-5
Downlooad Plan Scenarios, 3-4
Export OBI Data, 3-5
Hyperion Export, 3-5
Hyperion Import, 3-5
Low Demand Fill Rate, 3-5
Poor Production Adherence , 3-5
Poor Projected On-Hand Adherence, 3-6
Real Time Sales Tracking, 3-6
Remove Plan Scenario Approval, 3-6
Resource Capacity Overused, 3-6
Supplier Capacity Overused, 3-6
Supply Plan Exception Detection, 3-7
Upload Consensus Forecast-Org,Demand
Class,Week, 3-7
Upload Consensus Forecast-Org,Period, 3-7
Upload Consensus Forecast-Org,Week, 3-7
Upload Consensus Forecast-Zone,Demand
Class,Week, 3-7
Upload Consensus Forecast-Zone,Period, 3-8
Upload Consensus Forecast-Zone,Week, 3-8
worksheet
Consensus Forecast Product Category, 2-11
worksheets, 2-1
Consensus Waterfall Analysis Product
Category, 2-4
Consolidated Plan Product Category, 2-22
Constrained Forecast Product Category, 2-13
Cumulative Plan Product Category, 2-29
Demand Plan Review, 2-1
Exception Real Time Sales Tracking, 2-12
Executive Review, 2-3
Financial Forecast, 2-24
Financial Review, 2-3
Financial Summary Product Category, 2-26
Inventory Plan Product Category, 2-18
KPI Dashboard Product Category, 2-31
KPI Scenario Comparison Product Category,
2-33
Marketing Forecast, 2-6
Production Plan Product Category, 2-17
Projected Backlog Product Category, 2-20
Resource Rough Cut Capacity Plan, 2-14
Sales Forecast, 2-9
Supply Plan Review, 2-2
time display, 2-1
Index-3

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Oracle® Demantra

Sales and Operations Planning User Guide

Part No. E10533-05

Copyright © 2010, Oracle and/or its affiliates. All rights reserved.

Primary Author: Diane Westgate

U.S. GOVERNMENT RIGHTS

Send Us Your Comments

1 Introduction to Oracle Demantra Sales and Operations Planning

2 Sales and Operations Planning Worksheets

3 Sales and Operations Planning Workflows

4 Working with Sales and Operations Planning

Deaf/Hard of Hearing Access to Oracle Support Services

Accessibility of Code Examples in Documentation

Accessibility of Links to External Web Sites in Documentation

Oracle Demantra User's Guide

Oracle Demantra Implementation Guide

Oracle Sales and Operations Planning Databases

Do Not Use Database Tools to Modify Oracle E-Business Suite Data

Introduction to Oracle Demantra Sales and Operations Planning 1-1

• Lower inventories and obsolescence

• Reduced lead times

• Top-down management control

• Predictable operating performance for shareholders

• How are the performance to plan metrics?

• How are product categories performing?

• Is new product development on track?

• How does projected demand compare to projected supply?

What is Sales and Operations Planning?

1-2 Oracle Demantra Sales and Operations Planning User Guide

Demand Plan Review

• Changes in marketing plans.

• Changes in sales plans.

• New product introduction plans.

Introduction to Oracle Demantra Sales and Operations Planning 1-3

Supply Plan Review

• Changes in production plans.

• Changes in inventory plans and backlog.

• Changes in capacity plans.

• Any supplier issues.

• New process and equipment.

Financial Plan Review

1-4 Oracle Demantra Sales and Operations Planning User Guide

Note: In Oracle Demantra Sales and Operations Planning, the financial

• Review baseline plans and alternative scenarios.

• Review strategies, assumptions and assign actions required to bring operations in

• Review identified risks and opportunities.

• Approve operations plan.

Demantra Sales and Operations Planning Overview

The Demantra Sales and Operations Planning Process

Introduction to Oracle Demantra Sales and Operations Planning 1-5

1-6 Oracle Demantra Sales and Operations Planning User Guide

Note: When using the Demand Analysis worksheet in conjunction with

• Production plan by organization and item.

• Inventory plan by organization and item

• Resource (or rough-cut) capacity plan by organization and resource.

• Supplier capacity by supplier organization and critical component.

Introduction to Oracle Demantra Sales and Operations Planning 1-7

Sales and Operations Planning Users and Groups

• Sales and Operations Planning Administrator responsibility has the ability to