Post on 01-Jan-2016
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Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Robust Quote to CashDon’t Skimp on the Cash
Tapomoy DeySenior Director, Financials Development
Erik AbernathyDirector, Software Engineering
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Safe Harbor StatementThe following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Agenda
Oracle CPQ Overview
Oracle Receivables Overview
Quote to Cash Solution Overview
Demo
Q&A
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
Oracle CPQ Overview
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
About Oracle CPQ Cloud
Leader in Cloud based CPQ segment
• 100% SaaS delivered. Can run stand-alone or integrated with SFDC, Oracle Sales Cloud or CRM on-demand.
• More than 275 companies, including ADP, Coca-Cola, Siemens and Vodafone, rely on our flexible CPQ Cloud to connect and automate their sales processes.
• CPQ Cloud accelerates the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, and an easy-to-use workflow approval process. It also automates the approval process, improves order accuracy, and empowers sales personnel in real time with guided selling, accessible anywhere, on any device
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CEO/CFOMaintenance Efficiency
VP Sales/Sales OpsPipeline Increase sales
“My sales pipeline in CRM constantly has the wrong opportunity values.”
“We are leaving money on the table because we’re not upselling.”
“Our managers need an easy way to control prices and approve quotes.”
CIO/VP ITPlatform Capability
“I am maintaining too many disconnected systems.”
“We can’t update our current CPQ tools to keep up with new product introductions and user enhancements.”
“We need to run a common infrastructure with the best security standards.”
“We need to improve deal compliance & pricing discipline.”
“Quotes have pricing errors all over them.”
“Proposals are inconsistent and often look unprofessional.”
Who buys CPQ Cloud?
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. |
8 minutes from initial conversation to signature - Fortune 500 Business Services Provider
30% reduction in Quote Cycle Time - Fortune 100 Industrial Company
Best quarter in history after rollout - Fortune 100 Technology Company
CPQ Cloud’ Customers Achieve Significant BenefitsIndustry Leading CPQ Cloud Accelerates Time to Revenue & Productivity
99%+ Order Accuracy- Global Financial Services Provider
Improved bottom line 2% annually - Leading Network Solutions Provider
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Seamlessly extends the sales process from opportunity though order
Capabilities delivered anywhere, on any device
Automates the approval process and ensures compliance
Dynamic pricing and promotions drive up sell and renewal cycles
Traditional Sales Approaches to CompletingOrders Cause Errors and Delay Revenue
✕ Siloed information and processes delay completion of transactions
✕ Inability to support mobile execution of complex contracts
✕ Multiple, manual cycles to resolve deal terms and get required approvals
✕ Missed sales from poorly managed renewal and up sell opportunities
CPQ Cloud Increases Productivity and Accelerates Time to Revenue
CommerceMarketing Sales Service SocialConfigure, Price & Quote (CPQ)
CPQ Cloud is Critical to Smarter SellingEnsures the Process of Completing a Customer Order is Fast, Seamless and Automated
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The pricing and quoting engine is used to manage all non product related aspects of a quote:
• Commercial terms• Advanced pricing• Customer data native/CRM
Includes robust workflow process – legal, product, finance, etc.
Flexible APIs to manage data across business systems
CPQ Cloud Product OverviewPricing ,Quoting & Workflow Approvals
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Contract Generation Sales quote automatically feeds data into contracts Rules-based contract templates Dynamic and pre-approved clause libraries Stored negotiated contract terms
Review and Approvals Legal business process approvals Electronic signature integration Redline and compare changes
CPQ Cloud Product OverviewProposal Generator: CPQ Integrated Contract Management
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100% ONLINE ADMINISTRATION
Accessible 24x7, anywhere in the world FULLY WEB-BASED
Powerful tools give maximum flexibility without coding
Easy to customize user interface
Simple rules via point and click
Set up rich document templates
Easy to set-up and maintain
BigMachines flexible admin capabilities allows us to make changes and deploy it ourselves to match our business needs.“ ”
CPQ Cloud Product OverviewFlexible Administration & Product Data Maintenance
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Oracle Receivables Overview
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Oracle Enterprise Resource Planning CloudThe Most Comprehensive Cloud ERP
Mobile
Social Self-service Reporting
Supplier Portal
Customer Experience FoundationSocial Network Mobile Reporting &
DashboardsPredictive Analytics Integrations
22
Integrated Enterprise Resource Planning Foundation
Global
Financials Procurement Project Portfolio Management
Enterprise Performance Management
Order Capture Revenue
& Collections
Strategic Sourcing & Contracts Supply Chain Governance, Risk, &
Compliance
Industry Solutions and Country Localizations
Big DataVisualization
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Oracle ERP Cloud delivers
BROAD SUITETO MEET
YOUR NEEDS
TAILOREDTO YOUR
INDUSTRY
24LANGUAGES
50+COUNTRIES
300+CUSTOMERS
19DATA CENTERS
ON 4 CONTINENTS
3300 +CLOUD SERVICES
EXPERTS
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Financials CloudStreamline your Financial Business Processes
Social Mobile Integration Analytics
Improve Insight and Analysis
Increase Productivity
Accounts Payable
Financial Reports Center
InteractiveDashboards
Reporting & Analytics
Receivables & Revenue
ManagementExpense
Management
Assets
General Ledger
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Order Fulfillment Business Process at a Glance
Manage Customer Inquiries
Capture Order Capture Order Invoice / BillInvoice / Bill ManageReceivables
ManageReceivables
BanksCustomers
PaymentProcessors
Manage Revenue
ProcessPaymentsProcess
Payments
Social Mobile Integration Analytics
• Automated flow with minimal manual intervention• Easy, intuitive manual alternatives
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Billing
Role-based information driven work area Effective billing exception management Pending work monitoring Multiple transaction entry methods User-defined invoice templates Flexible bill printing schedule Dispute and credit memo approval
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Receipts & Payments
Multiple receipt creation methods Multiple payment methods FDI excel integration Smart receipt matching engine Credit Card Processing Receipt clearing and bank
reconciliation
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Receivables Balances
Better insight into customer account and issues• Review at different levels• Multiple dimension search
Instant access to • Outstanding transactions• Unapplied receipts• Past due and in dispute transactions
Data summarized near real-time for efficiency
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Revenue & Accounting
Revenue scheduling & recognition Contingency management Robust & flexible accounting Receivables to General Ledger
reconciliation• By ledger• By organization• By account balancing segment
Drilldown to supporting journals and transactions
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Solution Overview
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Campaign-to-Cash in the Cloud
OracleMarketing
Cloud
CAMPAIGN
Oracle Sales Cloud
OPPORTUNITY
Oracle Commerce
CART
Oracle Service Cloud
CALL
CPQCPQSALES ORDER
Oracle Financials
Cloud
INVOICE
FULFILL
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CPQ Cloud Integration with Financials Cloud
24
Return Material / Cancel Order
Customer
• Build Quote• Price• Finalize Order
Upon Order Cancelation
Credit Check
• Create Invoice(s)– Update CPQ
• Bill Customer (one-time or recurring)
Upon Order Fulfillment
• Receive Payments• Manage Receivables
Quote / Quote Confirmation / Order
Sales Rep
RECEIVABLES
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Demo
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Demo
• CPQ Cloud (sales representative)– Create quote using model configuration or parts
search– Retrieve customer details from Fusion applications– Finalize pricing and place order– Check the customer’s credit using Fusion
Receivables’ credit checking service– Fulfill order lines– Submit the order for invoicing– Invoice number and invoice date are updated on
the order
• Fusion Receivables (receivables manager)– Invoice is created with order information
Order and Invoice Creation Order Cancelation & Credit Memo Creation
• Fusion Receivables (receivables manager)– Use Oracle Social Network (OSN) to communicate
with the sales representative
• CPQ Cloud (sales representative)– Open the order directly from OSN conversation– Cancel order
• Fusion Receivables (receivables manager)– Credit memo is created and applied, i.e. invoice is
fully credited
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DemoOrder and Invoice Creation
Sign in to CPQ Cloud as a sales representative (Lisa Jones).
Select the part Sentinel Power Server 1000 from the Servers dropdown list.
Select other parts to complete the model configuration, and then click Add to Transaction.
Alternatively, one can search for parts directly using Parts Search.
Select the parts and click Create Transaction.
Select the customer.
Click Customer Details to retrieve account number and bill-to site number.
Click Finalize Pricing.
Click Place Order.
Click Credit Check to perform credit check for the customer.
Credit Approval State shows that the request is approved.
Update the line status to Fulfilled and then click Submit for Invoice.
Status shows that the order is submitted for invoicing.
Invoice is created for these order lines.
Sign in to Fusion Receivables as a receivables manager (Tracey Allen) and search for the invoice.
Click the invoice number link to view its details.
The invoice details show four lines corresponding to the four lines in the order.
Click Preview to display the PDF version of the invoice.
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DemoOrder Cancelation and Credit Memo Creation
Click Social to bring out the Oracle Social Network window.
Click the Open Full View icon to go to the full view of Oracle Social Network.
Order URL http://tiny.cc/w9j1lx
Add the sales representative (Lisa Jones) as a member so she can join conversations.
Order URL http://tiny.cc/w9j1lx
Write a wall post describing the issue that needs Lisa’s attention. Flag Lisa with “Please Reply – Urgent”.
The sales representative Lisa Jones signs in and sees the social activity about this invoice.
In Oracle Social Network’s full view, Lisa sees the post from the receivables manager (Tracey Allen) as one of the recent activities that is flagged and waiting for her reply.
Order URL http://tiny.cc/w9j1lx
Lisa clicks the order URL to view the order details in CPQ Cloud.
Click Cancel Order to cancel the entire order.
Status shows that the order is canceled.
In Fusion Receivables, the invoice shows up as Fully Credited.
-2,950.50 -258.18 -3,208.68
Balance details also shows the invoice is fully credited.
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Questions?
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More CPQ Cloud SessionsEnable Your Channel Partners with Oracle BigMachines CPQ Cloud Service
Thursday 11:30 Moscone West 3005
Configuration 2.0 with Oracle BigMachines CPQ Cloud ServiceThursday 2:00 Moscone West 3005
SFA and CPQ = Best-in-Class Solution: Oracle Sales Cloud/Oracle BigMachines CPQ Cloud Service
Thursday 3:15 Moscone West 3005
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 59
Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 60
Safe Harbor StatementThe preceding is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.