Robust Quote to Cash

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

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | 3

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.


Agenda

Oracle CPQ Overview

Oracle Receivables Overview

Quote to Cash Solution Overview

Demo

Q&A


Oracle CPQ Overview


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


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?


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


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


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


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


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


Oracle Receivables Overview


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


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


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


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

Copyright © 2014, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 18

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


Receipts & Payments

Multiple receipt creation methods Multiple payment methods FDI excel integration Smart receipt matching engine Credit Card Processing Receipt clearing and bank

reconciliation


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


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


Solution Overview


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


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


Demo


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


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.


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.


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.


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.


Questions?


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


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.

Robust Quote to Cash

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