Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting

1. Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting

2. OAUG Announcements • OAUG Appreciation Reception will be held on Wednesday, September 22nd from 6-8pm at the Weinstein Gallery, 301 Geary Street (at Powell, Union Square). This event is sponsored by IBM. Please visit the OAUG kiosk, Moscone West – Level 2, to obtain your wrist band for entry. • Visit the OAUG kiosk, Moscone West – Level 2, to learn more about the comprehensive member benefits offered by OAUG. Register for your chance to win an iPad through iPad-A-Palooza!!! New members and members are eligible to enter.

4. Oracle Incentive Compensation (OIC) SIG Meeting Agenda • SIG Leadership • Introductions • Overview of SIG and Meetings • Presentation – OIC A Journey to R12 • Questions and Answers

5. OIC SIG Leadership • Lisa Barthel-Daluge, Creative Consulting Solutions, Inc. • Dhamo Jayabalan , EIM Solutions • Tabitha Ebert, Creative Consulting Solutions, Inc. • Srini Parimi, EIM Solutions • David Carlson, Oracle Representative

6. OIC SIG - Introductions • Name • Company • Involvement in OIC • Version of Module • Related CRM Modules • What you Would Like to Gain From OIC SIG

7. OIC SIG - Overview • First Meeting at OAUG in September, 2003 • Monthly Conference Calls in 2004 • 2005/06 Quarterly Calls and OAUG/Oracle Conferences • 2 Day OIC SIG Meeting in November 2005 • OAUG and Oracle Conference 2006 • 2007-2010 Quarterly Meetings and OAUG and Oracle Conferences

8. OIC SIG - Goals • Network • Share Experiences • Seek Advice • Provide Product Enhancement Recommendations • Learn of Recent Enhancements

9. OIC Additional Sessions • Quick Wins That Will Make You a Hero: Oracle Incentive Compensation • Thursday, September 23, 1:30PM | Westin Market Street Hotel, Franciscan I  

10. Oracle Incentive/Sales Compensation – “A Journey to Release 12” Presented by Lisa Barthel-Daluge Creative Consulting Solutions, Inc.

11. Agenda • Background of OIC • OIC Release 12 Approach • CRM Resource Manager • OIC Compensation Plans • OIC Release 12 Setup and Processing Changes • Wrap Up and Q&A

12. Background of OIC • OIC and Resource Manager - Implemented 11.5.8 in 2003 & Upgraded to 11.5.10 in 2005 • Implemented OIC in Stand-Alone Environment • E-Business Suite in Different Environment – 2010 Moved into Environment with Other Modules • Collected Data from Data Warehouse • Paid out Through ADP • 800 Sales and Product Resources – 2010 Added Professional Services • Sales Credit Rollup 5-7 Levels

13. Upgraded the Test Environment to R12 Review and Analysis of Core Functionality (1 Month) Ran Numerous Test Cycles/Test Environments to Discover Issues and Functionality Changes (3 Months) Closed out 2008 Plan Year and then Upgraded prior to 2009 Plan Year Processing Full Year of Processing for 2009 Migrated to E-Business Environment for 2010 Setup and Processing of 2010 Plans OIC Release 12 Approach

14. OIC Core Functionality Review 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

15. CRM Resource Manager • Setup all Resources who will have compensation plan in OIC. • Roles drive the compensation plan in OIC. • Groups provide rollup structure of data and reporting hierarchy. • Team provide another rollup capability – all credit rolls to team members. • Date Driven

16. CRM and TM with OIC – R12 • Resources • Roles • Groups • Teams • Territory Manager • R12 – Encountered No Issues with our Definition or Structure • View/Maintenance from OIC • We continued using custom Territory Mgr & OTM for Some Areas

17. Compensation Plan Structure Role Resource Compensation Plan Group/Team Plan Element Plan Element Formula/Expressions Formula/Expressions Product Class (Revenue Class) Product Class (Revenue Class) Rate Table/ Dimensions Rate Table/ Dimensions

18. R12 Compensation Plan Changes • Build Plans from the Top Down or Vice Versa • New ** Plan Copy/Duplicate Functionality • New ** View Document • Screen/Form Visual Appearance • 360 Degree View of the Plans – Single Page • Plan Components/Elements • Eligibility – Roles, Groups • Maintenance of Components • Notes Sections • Checklist and Validation • Plan Administrator Responsibility

19. Sample Compensation Plan

20. View Plan Document

21. R12 Component Library • Location to Build Plan Components • Plan Elements • Formulas • Expressions • Rate Tables • Rate Dimensions • Copy/Duplicate Capability for each Component • Can Build Here or From Create Comp Plan

22. Component Library

23. R12 Plan Elements • Plan Element for each Plan Component • Commission or Bonus • Link to • Formula • Product Classes • Rate Table (Plan Element or Formula)

24. Plan Element Example

25. Plan Element Example

26. Plan Element Example

27. Plan Element Example

28. Plan Element Example

29. R12 Formulas and Expressions • The Mathematical Structure of the Plans • Simple to Complex • Commission or Bonus Formulas • Rate Table to Formula for String Type • Formula • Input Expression (Goes Into Rate Dimension) • Output Expression (Calculates the Commission or Bonus) • Rate Table (Formula or Plan Element)

30. Formulas in R12 • Same Structure – Simple to Complex • Screen Appearance Different • Formula Structure – Mathematical Input Expressions Rate TableResults OutputExpressions Dimensions: Percent Amount String Rates: Percent (10%) Amount ($1,000) Revenue % Achievement Rating Color Product Code RTR*Revenue RTR PE1 Results  PE2 Results Min or Max RTR*Revenue – Prior Pay

31. Formula Example

32. Formula Example

33. Formula Example

34. Expression Builder – R12Input and Output Expressions

35. Expression Example

36. R12 Rate Tables and Dimensions • Dimensions are the Tiers • Rate Tables • Rate Dimensions • Rates • Single Dimension or Multi-Dimension • Link to Plan Element or Formula

37. Rate Tables and Dimensions R12 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.

38. Sample Rate Table R12

39. Sample Rate Table R12

40. Input Expression Output Expression Rate Table Results * Transaction Amount E.g.: 1% “Quota Attainment” E.g.: 20% Sample Formula Calculation

41. Compensation Plan Structure Role Resource Compensation Plan Group/Team Plan Element Plan Element Formula/Expressions Formula/Expressions Product Class (Revenue Class) Product Class (Revenue Class) Rate Table/ Dimensions Rate Table/ Dimensions

42. OIC Processing R12 • Compensation Manager Responsibility • Data Collection • Calculation • Payment • Reporting

43. Oracle Incentive Compensation Process Flow Resource in CRM Vendor in Oracle Import Resource Manager Vendor Master Define Resource Group Role Team Compensation Plans Import Role.................................Compensation Plan...............................Resource Paygroup Plan Elements Rates Payment Plan Formula Quotas Employee in Oracle General Expressions Oracle HR Ledger Rate Table Rate Dimension Report for Accrual Entries Territory Commission Processing Assignments in Data Collection/Interfaces Custom Territory Oracle Accounts Load Automated Manager Payable Calculation Interface (Suppliers) Payrun Report Oracle Order Management Oracle Accounts Data Collection Receivable Payroll for Employees ADP Oracle Item Master Data Collection Data Warehouse or Hyperion Data Warehouse for Ad-hoc Import or Manual Reporting and Transactions Analysis Imports or Manual Transactions

44. Data Collection – R12 • Setup Responsibilities – IC Administrator • Processing Responsibility – Compensation Manager • No Changes to the Data Collection Process for R12 – Standard for AR, OM and Can Create Custom Sources (i.e. Projects, Contracts, Revenue Recognition, DW) • R12 Table Changes – Views – Some Mapping Adjustments

45. Data Collection – R12 • Setup Responsibilities – IC Administrator • Processing Responsibility – Compensation Manager • No Changes to the Data Collection Process for R12 – Standard for AR, OM and Can Create Custom Sources (i.e. Projects, Contracts, Revenue Recognition, DW) • R12 Table Changes – Views – Some Mapping Adjustments

46. Data Collection – R12 • Continued to Collect from DW • 2010 Added Collection from AR/OM • Also Collected Revenue Recognition • Integrated Collection with Sales Credit Assignments/Splits

47. Calculation – R12 • Calculate for Resources Assigned to Plans • Calculate all Data Collected into OIC • Stages of Calculation – No Change • Testing Process for Calculation After Upgrade • 3 Test Cycles • Calculation and Validation of Results – Reconciliation • No Major Discoveries

48. Sample Menu For Processing

49. Payment in R12 • Payrun by Paygroup • We Continued with Report to ADP • No Change to Oracle Payroll or AP Interface • Various New Views/Searches into the Payment Batches and Payment Sheet Transactions

50. OIC Reporting R12 • We Continued with the DW • Custom On-Line Statements • Standard Reports More Flexible/Customizable • XML/OA Created Reports • Use a Combination of Custom and Standard • Manager and User Self Service Responsibilities