IT Telecom Retail Manuf. Successful Customers Select Oracle!

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IT Telecom Reta i l Manuf . Successful Customers Select Oracle!

Transcript of IT Telecom Retail Manuf. Successful Customers Select Oracle!

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

IT

Telecom

Retail

Manuf.

Successful Customers Select Oracle!

Page 2: IT Telecom Retail Manuf. Successful Customers Select Oracle!

Oracle Incentive Compensation

Brad Holzer

Sue Guggenberger

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Change Management Video

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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

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• #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

• 500,000+ payees implementing Best Buy – 90,000 Cisco – 13,000 Edward Jones – 10,000 JC Penney – 192,000 Liberty Mutual – 30,000

• 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

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“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

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

OIC Analyst Recognition

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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

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A * B = C

Simple Question…

Who?

Eligibility?

Periodicity?

Corp Strategy?

Tiered Rates?

Draws?

Variable by Role?

Variable By Resource?

Proportional Calcs?

Circular Calcs?

Splits?

Accelerators?

Multipliers?

Standardization vs

Flexibility?

Complex Answer

f(x) = x2 + 1

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A * B = C

Simple Answer…

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Oracle Incentive Compensation

Territory Mgr

Territories

Quoting

Quotes

ORACLE INCENTIVE COMPENSATION

Collect, Calculate, Pay

Resource Manager

ResourcesRolesGroupsTeams

EmployeesPartnersResellersVendorsAgents

Order Management

Orders

Receivables

InvoicesBillingCreditsPayments

Payroll

Employees

Payables

ResellersVendorsPartnersAgents

Discoverer & out-of-the-box ReportsCommission StatementsPerformance ReportsYear to Date SummaryAdministrative Reports+ End User Layer Seeded Workbooks

Siebel Business Analytics

Compensation Data martRole based DashboardsFlexible personalization

HR Comp

Total Comp

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Powerful, Flexible Plan Design

Plan Elements, Formulas & Calculations

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Compensation PlanCompensation Plan

Plan ElementsPlan Elements

Incentive Compensation Plan Structure Building Blocks

Software Sales

Rate TableFormula Eligible Products Rate TableFormula

What? How? How Much?

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FORMULA FORMULA

Formula Components

InputExpressions

InputExpressions

OutputExpressions

OutputExpressions

Rate TableResults

Rate TableResults

Red = Provided to Incentive Compensation Blue = Calculated by Incentive Compensation

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Percent of Target Commission %

0 - 0.25 * ITD Target 5

0.25 * ITD Target - 0.75 * ITD Target 10

0.75 * ITD Target - Target 15

Country Commission %

USA 5

Japan 4

Germany 7

Percent of Quota Commission %

0 - 25 0

25 - 75 1

75 - 100 3

Units Sold Commission %

1-250 2

250-500 4

500-99999999999 6

Amount: The rate dimension is defined in quantities.

Percent: The rate dimension is defined in percentages.

Expression: The rate dimension uses previously defined expressions.

String: The rate dimension uses alphanumeric data.

License Revenue Country Product Rate

0 – 250 USA Product X 1%

0 – 250 USA Service Y 5%

0 – 250 Japan Product X 1.5%

0 – 250 Japan Service Y 4.5%

0 – 250 Germany Product X 1.25%

0 – 250 Germany Service Y 6.25%

250 - 9,999 USA Product X 4%

250 - 9,999 USA Service Y 8%

250 - 9,999 Japan Product X 4.5%

250 - 9,999 Japan Service Y 7.5%

250 - 9,999 Germany Product X 4.25%

250 - 9,999 Germany Service Y 9.25%

Revenue Amount

0 – 250

250 - 9,999

Country

USA

Japan

Germany

Product

Product X

Service Y

Multidimensional Rate Table

Four types of Rate tables

Rate Dimensions

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Multi-Dimensional Table

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Incentive Compensation

Example Expression Builder

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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.

Simple

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Putting it all together…

Output Expression

Rate Table Results * Transaction Amount

E.g.: 1%

“Quota Attainment”

E.g.: 25%

Input Expression

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ResourceResource

RolesRoles

Compensation PlanCompensation Plan

Plan ElementsPlan Elements

Lisa Jones

Outbound Rep

Computer Sales Rep Plan

Outbound Sales Representative

Assembled ComputersAssembled Computers

Eligible Products

Eligible Products FormulasFormulas Rate

Tables

RateTables

Standard ComputersStandard Computers

EligibleProducts

EligibleProducts FormulasFormulas Rate

Tables

RateTables

ServiceService

EligibleProducts

EligibleProducts FormulasFormulas Rate

Tables

RateTables

What? How? How Much?

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Demo

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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

Page 22: IT Telecom Retail Manuf. Successful Customers Select Oracle!

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