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Successful Customers Select Oracle!. IT. Telecom. Retail. Manuf. Oracle Incentive Compensation. Brad Holzer Sue Guggenberger. Change Management Video. Themes for Today. OIC is BEST of BREED and ERP

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  1. Successful Customers Select Oracle! IT Telecom Retail Manuf.

  2. Oracle Incentive Compensation Brad Holzer Sue Guggenberger

  3. Change Management Video

  4. Themes for Today • OIC is BEST of BREED and ERP • #1 product in install base and recognized as such by our customers, peers and analysts • Native integration into current Oracle footprint • Unmatched portfolio of customers • OIC has MEASURABLE ROI • Revenue Transactional Costs • Overpayment costs estimated at 6% of commission spend (over $25m). OIC reduces to 1% Deloitte benchmarking • Compliance and controls • Field Sales morale

  5. 500,000+ payees implementing • Best Buy – 90,000 • Cisco – 13,000 • Edward Jones – 10,000 • JC Penney – 192,000 • Liberty Mutual – 30,000 • #1 in number of customers live Oracle Incentive Compensation Market #1 in Sales Incentive Compensation Management • Global market leader with: • 250+ live customers • 1,150,000+ payees in production • Brand Name companies have chosen OIC: • Edward Jones; Dell; Yahoo; Cisco; EMC; Symantec; Liberty Mutual; Best Buy; Nordstrom; JC Penney. • Broad industry coverage incl. Mfg/Tech, Retail, Telco, Fin Serv • Global market momentum & references • 1,150,000+ payees in production • British Telecom – monthly plans for 18,000 agents • JC Penney – 517 of 1100 stores live • La Poste – 30,000 payees • Nordstrom – quarterly targets & goals for 15,000 managers; 40,000+ total payees 45% Stand Alone

  6. OIC Analyst Recognition Oracle “best-of-breed enterprise class solution” has “ the advantage of offering a strong enterprise incentive compensation solution that [can be deployed as] part of a larger suite of functionality … [or] standalone”.Liz Herbert, Forrester, 2006 “Oracle has managed to support clients with high scalability requirements in terms of number of payees (in the thousands) and transactions (more than 1 million per month).” Clients “should consider OIC on their shortlists.” Michael Dunne, Gartner, 2007

  7. Why an Oracle EIM Solution? • Sales Drives Your Company • Align Sales Goals with Corp Strategy • Need Central Control & Visibility • Flexibility, Adaptable • Simple Question…Complex Answer

  8. Complex Answer Simple Question… f(x) = x2 + 1 A * B = C Variable by Role? Variable By Resource? Proportional Calcs? Circular Calcs? Splits? Accelerators? Multipliers? Standardization vs Flexibility? Who? Eligibility? Periodicity? Corp Strategy? Tiered Rates? Draws?

  9. Simple Answer… A * B = C

  10. Oracle Incentive Compensation Resource Manager Territory Mgr Quoting HR Comp Employees Partners Resellers Vendors Agents Resources Roles Groups Teams Territories Quotes Total Comp Order Management Payroll ORACLE INCENTIVE COMPENSATION Orders Employees Receivables Payables Invoices Billing Credits Payments Resellers Vendors Partners Agents Collect, Calculate, Pay Discoverer & out-of-the-box Reports Siebel Business Analytics Commission Statements Performance Reports Year to Date Summary Administrative Reports + End User Layer Seeded Workbooks Compensation Data mart Role based Dashboards Flexible personalization

  11. Powerful, Flexible Plan Design Plan Elements, Formulas & Calculations

  12. What? How? How Much? Incentive Compensation Plan Structure Building Blocks Compensation Plan Plan Elements Software Sales Formula Rate Table Eligible Products Formula Rate Table

  13. Formula Components FORMULA Input Expressions Rate TableResults OutputExpressions Red = Provided to Incentive Compensation Blue = Calculated by Incentive Compensation

  14. Rate Dimensions Four types of Rate tables Amount: The rate dimension is defined in quantities. Multidimensional Rate Table Percent: The rate dimension is defined in percentages. Expression: The rate dimension uses previously defined expressions. String: The rate dimension uses alphanumeric data.

  15. Multi-Dimensional Table

  16. Example Expression Builder Incentive Compensation

  17. Simple Complex In English… If Transaction Type = Product Sales, then multiply Rate Table Rate x (Gross Profit + Rebate). Otherwise, multiply (Gross Profit + Rebate) x Rate Table Rate x 2.

  18. Input Expression Output Expression Rate Table Results * Transaction Amount E.g.: 1% “Quota Attainment” E.g.: 25% Putting it all together…

  19. Service Assembled Computers Standard Computers EligibleProducts Formulas RateTables How Much? What? How? Eligible Products Formulas RateTables EligibleProducts Formulas RateTables Outbound Sales Representative Lisa Jones Resource Roles Outbound Rep Compensation Plan Computer Sales Rep Plan Plan Elements

  20. Demo

  21. Themes for Today • OIC is BEST of BREED and ERP • #1 product in install base and recognized as such by our customers, peers and analysts • Native integration into current Oracle footprint • Unmatched portfolio of customers • OIC has MEASURABLE ROI • Revenue Transactional Costs • Overpayment costs estimated at 6% of commission spend (over $25m). OIC reduces to 1% Deloitte benchmarking • Compliance and controls • Field Sales morale

  22. Q & A

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