Search Results as_lead_decision_factors




Overview
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Overview

The AS_LEAD_DECISION_FACTORS table is a core data object within the Oracle E-Business Suite (EBS) Sales Foundation module (AS). It functions as a repository for decision factors, which are critical pieces of information or criteria influencing the qualification and progression of sales leads. In the context of Oracle Sales (AS), a lead represents a potential sales opportunity. This table stores the specific, often qualitative, data points gathered during the lead qualification process, such as budget, authority, need, and timeline (BANT), or other custom criteria defined by the organization. Its primary role is to provide a structured, auditable record of the factors that contribute to sales decisions, enabling detailed analysis of lead quality, sales process effectiveness, and forecasting accuracy across releases 12.1.1 and 12.2.2.

Key Information Stored

The table's structure is centered around a unique identifier for each decision factor record. Based on the provided metadata, the primary key column is LEAD_DECISION_FACTOR_ID, which ensures each entry is distinct. The most critical foreign key column is LEAD_LINE_ID, which establishes a mandatory link to a specific lead line in the AS_LEAD_LINES_ALL table. While the full column list is not detailed in the excerpt, typical columns in such a table would include the decision factor name or type (e.g., 'BUDGET_AMOUNT', 'DECISION_TIMEFRAME'), a value or description field capturing the specific assessment, creation and last update dates, and the identifier of the user who created or modified the factor. This design allows multiple decision factors to be associated with a single lead line.

Common Use Cases and Queries

This table is essential for reporting and analytics on lead qualification. Common use cases include analyzing the correlation between specific decision factors (like confirmed budget) and lead conversion rates, or auditing the completeness of lead qualification for sales process compliance. A typical analytical query would join this table to the lead lines and lead headers to segment opportunities based on stored criteria.

Sample Query Pattern:
SELECT ll.lead_number, df.decision_factor_type, df.factor_value
FROM as_lead_decision_factors df,
as_lead_lines_all ll
WHERE df.lead_line_id = ll.lead_line_id
AND ll.creation_date > SYSDATE - 30;
This query retrieves all decision factors recorded for leads created in the last 30 days, facilitating trend analysis.

Related Objects

The AS_LEAD_DECISION_FACTORS table has a defined, integral relationship within the Sales Foundation schema. As per the documented foreign key:

  • Primary Table: AS_LEAD_DECISION_FACTORS
  • Related Table: AS_LEAD_LINES_ALL
  • Relationship: The LEAD_LINE_ID column in AS_LEAD_DECISION_FACTORS is a foreign key referencing the AS_LEAD_LINES_ALL table. This enforces that every decision factor must be associated with a valid lead line. This relationship is crucial for data integrity, ensuring decision factors are not orphaned and are always contextualized within a specific sales lead opportunity.