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Agenda

Integrating Oracle Quoting with Trade Management and Pricing Holli Lien – Finisar Joanne Nettleblad – OAC Services, Inc. Agenda. Introduction to Finisar & Business Drivers Process & Architecture Quoting & Customer-Specific Price Lists Quoting & Distribution Ship & Debits

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Agenda

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  1. Integrating Oracle Quoting with Trade Management and PricingHolli Lien – FinisarJoanne Nettleblad – OAC Services, Inc. F I N I S A R C O R P O R A T I O N

  2. Agenda • Introduction to Finisar & Business Drivers • Process & Architecture • Quoting & Customer-Specific Price Lists • Quoting & Distribution Ship & Debits • Overview of One Process for both Applications • Lessons Learned

  3. Finisar • Digital Fiber optics for Enterprise, Access, & Metro Networks • Founded in 1988 • Headquartered in Sunnyvale, CA • 4,000+ employees worldwide • FY06 Revenue ~$364 Million

  4. Global Sales Channel Finisar Facilities Distributors Reps

  5. Sales Channel Finisar Mfg Finisar RSMs Mfg Reps Distributors Contract Mfgs End Customers

  6. Business Drivers • Acquisition of Infineon business • Inherited two large Distributors • Continue increasing Finisar’s current distribution business • Shifted some distributors from a POP model to a POS model in Apr’05 • Allows for better sales/inventory incentives

  7. Business Drivers • Limited business rules and processes in place • No quoting system • Every region had their own unique manual process • No formal approval process  SOX compliance concerns • Pricing done on email, spreadsheets, or verbally  no controls, tracking or visibility

  8. Finisar’s Quoting Process before Oracle Quoting Maintains Customer Price Lists Email Email Phone Phone Distributor 3rd Party Reps RSM Debit Memo Email Excel Consolidation Pulls Information from spreadsheets to book orders POS Marketing Process POS & validate approved S&Ds from consolidated quoting spreadsheets Maintains Standard Price List Customer Service Create Credit Memos

  9. Oracle Process & Architecture Trade Management Partner Page Approvals Special Price Request Trade Mgt (Process batch & claim) Create Offer Distributor Quoting Approvals Quoting Manually Update Price Lists Internal RSM Partner Page 3rd Party Reps.

  10. Business Requirements • One user interface and business process for either Ship & Debit authorizations or direct customer quotes • One approval process and application to support for quoting process • Manual price list creation and maintenance must be minimal • Direct customer quotes will result in pricing for a specific time period (multiple purchase orders)

  11. Customized Process & Architecture Trade Mgt Process POS / Claims Approvals Ship/Debit Custom Inter. Offer Special Price Request Approvals Direct Cust. • Quoting • Disti End Customers • Direct End Customers Internal RSM Custom Inter. Partner Page Pricing Update/Create Customer Price Lists 3rd Party Reps.

  12. FNSR CUSTOMER XX FNSR CUSTOMER AA FNSR CUSTOMER BB FNSR CUSTOMER YY Oracle Quoting and Customer Price Lists PRICING List Price & Approval from Price Lists Create Quote CUSTOMINTERFACE Quote Type & Status is the Trigger Create/Update Price List

  13. Standard & Customer Price Lists • On a Customer-Specific Price List: • Can have both standard and customer-specific part numbers • One price for specified period • Has the Standard Price List as secondary

  14. FNSR CUSTOMER XX FNSR CUSTOMER AA CUST M CUST Y CUST A CUST X CUST H CUST C CUST R CUST K CUST O CUST B CUST Z CUST J CUST ACCT# 222 CUST ACCT# 999 CUST ACCT# 111 CUST ACCT# 333 CUST ACCT# 666 CUST ACCT# 888 CUST ACCT# 444 CUST ACCT# 555 CUST ACCT# 777 FNSR CUSTOMER BB FNSR CUSTOMER YY Price Lists linked to Customers DATABASE PRICE LISTS CUSTOMERS

  15. FNSR CUSTOMER XX FNSR CUSTOMER AA CUST M CUST H CUST A CUST X CUST Y CUST C CUST R CUST O CUST K CUST B CUST Z CUST J CUST ACCT# 222 CUST ACCT# 999 CUST ACCT# 111 CUST ACCT# 333 CUST ACCT# 888 CUST ACCT# 777 CUST ACCT# 555 CUST ACCT# 444 CUST ACCT# 666 FNSR CUSTOMER BB FNSR CUSTOMER YY Price Lists linked to Customers DATABASE PRICE LISTS CUSTOMERS • Only customers with Account Numbers can have their own price list • Not all customers have an Account Number (ie. Disti end customers) • Not all customers with Account Numbers will have a price list

  16. FNSR CUSTOMER XX FNSR CUSTOMER AA CUST M CUST A CUST X CUST Y CUST H CUST R CUST C CUST B CUST K CUST O CUST Z CUST J CUST ACCT# 222 CUST ACCT# 444 CUST ACCT# 111 CUST ACCT# 333 CUST ACCT# 666 CUST ACCT# 888 CUST ACCT# 999 CUST ACCT# 555 CUST ACCT# 777 FNSR CUSTOMER BB FNSR CUSTOMER YY Price Lists linked to Customers DATABASE PRICE LISTS CUSTOMERS • All Customers are linked to the Standard Price List

  17. Business Rules for Entering Quote • Part Number MUST: • Be on either the Standard price list or the Customer-Specific price list • Have a current price on a price list • the price is valid (or not expired) the day that you enter your quote

  18. Entering Quote: Will I be able to quote? Assume these are the only parts on the Standard Price List. Scenario 1: I’m trying to enter a quote for customer ZZ for FO55LF-ZZ. Today is 11-Dec-2006. NO FO55LF-ZZ is on the ZZ price list, however there is no price in effect as of 11-DEC-2006.

  19. Entering Quote: Will I be able to quote? Assume these are the only parts on the Standard Price List. Scenario 2: I’m trying to enter a quote for customer ZZ for FO44LF-ZZ. Today is 17-Jan-2007. NO FO44LF-ZZ is a customer-specific part# and is not currently on the ZZ price list. Because it’s a customer-specific part#, FO44LF-ZZ would not be on the standard price list either.

  20. Entering Quote: Will I be able to quote? Assume these are the only parts on the Standard Price List. Scenario 3: I’m trying to enter A quote for customer ZZ for FO22LF. Today is 17-Jan-2007. YES The Std Price List is linked to a customer-specific price list as the secondary. So even though FO22LF is specifically not on the ZZ price list, FO22LF is still a standard part on the standard price list

  21. Custom Interface for Price Lists • How does the Custom Interface know when to Update or Create a Customer-Specific Price List? Pricing Oracle Quoting Sales Rep Enters Quote Update Price List Create Price List Custom Interface Customer have Account#? Cust-Specific Price List? Select Customer YES YES Customer- Specific Price List • Using Customer’s Name Approved Quote Change Status on Quote to “Order Received” NO NO Approval Process No Price List; Quote Only Standard Price List

  22. Business Rules for Pricing Interface • Update Existing Customer-Specific Price List: • Quote has to be entered with the correct customer and price list • Price list will default based on the customer & acct# • Quote has to be in Order Received status • Create New Customer-Specific Price List: • Customer on the quote has to have an account# • Customer-specific price list name will be created using the Customer Name • Quote has to be in Order Received status

  23. Setting up Custom Interface (Pricing API) • Standard Pricing API used • Pricing API logic built around the price list line start/end dates • Descriptive Flexfields utilized in Quoting for Pricing Effective Start and End Dates • Concurrent process runs every 30 minutes • Assumptions: • No logic built in to look at price – new quote price overrides existing (even if same) • Null end date treated as infinite date (aka. 12/31/2099) in logic • Null start date on quote will use system date for price list line start date

  24. Logic for Pricing API Price List End Date Price List Start Date • Existing Price List Line has start and end dates • New Price List Line has start and end dates 1 2 3 4 5 6 7 8 9 10 11 12 13

  25. Logic for Pricing API Price List Start Date Price List No End Date • Existing Price List Line has a start date but no end date • New Price List Line has start and end dates 1 2 3 4 5 6 7 8 9 10 11 12 13

  26. Logic for Pricing API • Existing Price List Line has a start date but no end date • New Price List Line has a start date but no end date Price List No End Date Price List Start Date 1 2 3

  27. Logic for Pricing API Price List End Date Price List Start Date • Existing Price List Line has a start date and end date • New Price List Line has a start date but no end date 1 2 3 4 5 6

  28. Custom Interface Updating Price List • How it works: Once the Quote is Approved and the status is changed to Order Received BEFORE AFTER Quote# 111 Customer: ZZ Type of Quote: BLANKET Part# F033LF Target Price: $37 Pricing Eff Start Date: 17-Jan-2007 Pricing Eff End Date: Custom Interface will… (1) End date existing line using the date before the new price’s start date (2) Create a new line with the new price and start/end dates.

  29. 1.0 12345 FO55LF EA 1000 $45 $37 $37000 Details Oracle Quoting Screen Shot for Pricing

  30. FNSR CUSTOMER XX FNSR CUSTOMER YY TRADE MANAGEMENT Oracle Quoting and Ship & Debits PRICING List Price & Approvals from Price Lists Create Quote CUSTOMINTERFACE Quote Type & Status is the Trigger Generate S&D# for Disti Offer Validate against Disti Price List Special Price Request

  31. Distributor Price List • Distributor Price List: • Can only have standard part numbers • One price for specified period

  32. Business Rules for Entering Quote • Part Number MUST: • be on either the Standard price list or the Customer-Specific price list • has to have a current price on a price list • the price is valid (or not expired) the day that you enter your quote Same Rule as Entering Quote for Direct Customer

  33. Custom Interface for Ship & Debits • How does the Custom Interface know when to Create a Ship & Debit? Oracle Quoting Trade Management Create Sales Rep Enters Quote Approved Quote Will Create Ship & Debit Approval Process Custom Interface • Create Offer • Special Price Request Change Status on Quote to “Ship & Debit Approved” Is the Distributor specified? Is the Part# a std part? Is the Target Cost < the Disti Price? YES YES YES NO NO NO Will Not Create Ship & Debit

  34. Business Rules for OTM Interface • Quote must be in Ship & Debit Approved Status • Sales Channel must be a POS Distributor • Mapped to Distributor Customer Acct# • Requested pricing is lower than Disti book price • Part# must be on Distributor Price List • Standard parts only, not customer-specific parts

  35. Setting up Custom Interface (OTM API) • Leverage public Trade Management Offer API • Direct table load for Special Price Request (SPR) creation • No public API at the time we implemented • Scheduled concurrent background process runs every 5 minutes • Ship & Debit expiration date is 6 months from creation date • Ship & Debit number and quote name used in SPR and Offer creation • Ship & Debit Number returned and stored in Quote • Email sent upon Ship & Debit assignment

  36. 1.0 12345 FO55LF EA 1000 $45 $37 $37000 Details Oracle Quoting Screen Shot for S&Ds

  37. Finisar Integrated Process • One User Front-end • One Business Process (Quoting) • Effecting Two Applications • Pricing • Trade Management

  38. Lessons Learned • Keep it Simple • Design the business processes up front • Know your user community • Test, validate, test • Know your Oracle Support and Development team • Continuous improvement / enhancements

  39. Questions?

  40. Presenter Contact Information Holli Lien (408) 400-1103 holli.lien@finisar.com Joanne Nettleblad (408) 781-0328 joanne.nettleblad@oacsi.com

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