Drive Better Business ResultsOracle Channel Revenue Management
Earl EldridgeSenior Director, EBS Product Management
Archana VadyaDirector, Product Management
October 01, 2014
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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.
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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Oracle EBS Channel Management Family
Advanced Pricing&Channel Revenue Management
A family of products+
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Channel Rebate and POS Management
• Running complex pricing programs difficult to maintain and track ?
• Targets met but profitability below forecast ?• Rebate liabilities or assets visibility?• Overall spend tracking?• Processing and cleansing of indirect sales (POS) labor
intensive and subject to error?
Complete Solution for Rebate and POS Click icon to add picture• Simple UIs for Easy Maintenance
• Accurate Tracking of Accruals & Channel Performance
Execute Complex Rebates Calculate
GLPosting
Settle
Channel Rebates
ValidationSettlement
AutomateCleanse
Distributor Inv Tracking
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Standard Offer Types/aka Pricing ProgramsRebate Capability• Various Rebate Types• Support for Direct and Indirect
Sales• Global and Organization specific• Quantity Limits• Retroactive Pricing by Tier• Adjustment capability for value
and dates• Autopay Setup• Back dates Adjustment• Advanced Options with Bucketing
Types • Accrual Offers• Off Invoice Offers• Volume Rebates• Promotional Goods• Order Value• Scan Data• Lumpsum Offers• Trade Deals• Net Accrual• Terms Upgrade
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• Complex volume pricing programs keeping you up?
• Using spreadsheets to calculate volume accruals making it difficult to maintain and track volume programs?
• Constantly changing the programs for customer locations or products additions or deletions?
• Difficulties tracking and posting your volume rebate liabilities?
Volume Offers
• Accrue Based on Customer’s cumulative purchase volume over a period of time
•Pricing Adjustments for Customers, Products and Dates
•Backdating Start and Retroactive Adjustments
•Pre-Qualification Tiers for high performing Customers
ChRM’s Volume Offer Solution
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Customer
Purchased Items
Direct SalePurchases
Calculate Earnings / Rebates
• Run pricing • Validate compliance to
pricing agreements
• Define Pricing Programs• Supplier Agreements
• Communicate with Supplier
• Approve & Settle
Rebate Tracking – Buy Side & Sell Side
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AR Deduction Settlement
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• Dispute/deduction handling• Rebates Settlement• Promotional Payments• Complete AR processing• Lockbox integration• Subsequent Receipt Application• Auto-write offs• Mass Settlements• Mass Update• Rule Based Settlement• Claims Aging• Endeca Extensions• Centralized Claims Repository
End to End Deduction Flow Click icon to add picture
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Supplier Ship & Debit
For Wholesale Distribution
• What – Channel revenue management product automating special
price requests for wholesale distribution and streamlines the ship & debit claim process
– Automate all agreements, tracking, accounting journal entries and chargeback’s to vendors manual processes for timely claims processing
• Benefits– Reduced margin leakage. Reduced cost of managing special
pricing agreements and greater visibility into claim process
Click icon to add pictureRequest Special Price Track Accruals
Manage Disputes& Payments
• Request New Price from Supplier
• Receive Supplier approval/ authorization
• Record Accruals• Generate Accurate
Accounting
• Compile accruals & generate Claims
• Transmit Claims to Supplier via XML or WebADI
• Resolve Disputes• Issue Debit to Suppliers
Claim
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Price Protection
For Wholesale Distribution
• What
– Channel Revenue Management solution enabling orchestration and automation of supplier price changes
– Timely claims processing through automated integrations to Procurement, Warehouse / Inventory, Costing, General Ledger, Accounts Payable, Accounts Receivable
• Benefits
– Reduced margin leakage. Automation of manual spreadsheets, faster realization from price protection claims, complete control & full visibility into the process, increased channel revenues
Click icon to add picture
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Channel Revenue Mgmt – Endeca Extension
• Eliminate revenue leakage– Quickly identify and charge back invalid deductions
– Gain control over trade funds with comprehensive budget visualization
• Improve payment collection– Prioritize high value claims for closure to maximize cash returns
– Quickly identify past due balance and take action to recover payments
• Increase profit margins– Identify overbooked claims agents and balance workload to clear
aged claims
– Improve operation and process efficiency with smarter analysis and effective collaboration with customers/suppliers
Key Benefits Click icon to add picture
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Mitigate Risks
Increased ROI with Streamlined Processes
Improve Reporting & Visibility
Drive Better Business Results
Highly Automated Processes
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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Channel Revenue Management – Use Case
• Claims generation and processing– Automated Routing and assignment
– Automatic generation of related claims
• Integration– EDI / Transportation Partners
– AR / AP (Settlement)
– GL
• Data analysis– True event cost / Loss and Damage costs
Transportation Solution
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Summary of ProcessChannel Revenue Management – Use Case
• Chargeback Flow
• GPO’s and Membership list maintenance
• GPO Contract Pricing
• Retail/Institutional Contracts
• Data Exchange• EDI 844 and 849
Life Sciences Solution
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Channel Revenue Management – Use Case
• Calculating Royalties on/with:– Individual products
– Embedded products
– Assortment products
• Handled one time and recurring pre payments
• Information based on Order Management and external sources
Royalty Solution Overview
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Channel Revenue Management – Use Case
Sell Side Rebate Support
Buy Side/Vendor Rebate Support
Supplier Ship & Debit
On hand and pass thru price protection
Deduction Management
Wholesale Distribution Solution
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Channel Revenue Management – Use Case
Calculating Volume Incentives/Co-Op off of Sales data
Standard Pricing Agreements
Quotes execution & tracking for CG
Deduction Management
How to handle discounts and surcharges going to a different GL account
Consumer/Manufacturing Solution
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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New Features in 12.2.4
• User Interface Improvements– New Create and Update Pages (Volume Offers)– New Products UI– New Market Eligibility Page– New Budgets UI– New Budgets Checkbook UI– New Adjustments Page– New Collaboration UI
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12.2.4: New HTML User Interface
• The new user interface allows a quick view and update on key offer’s data to improve productivity
• Users always have a context of the offer as they move through screens and make changes. This helps minimize errors and improves efficiency
• Defaulting values is used to minimize user interaction and simplify the create and update offer process
• Pages built in OA allow for personalization which includes hide / display fields, reorder table columns and width. Users can also leverage native OA functions like forward looking LOV’s and direct entry of data into fields
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Create Volume OfferCreate User Interface
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Create and Update PagesMultiple Tables and Products with Exclusion Support
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Create and Update PagesProduct Exclusion Details
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Market EligibilityNew page with simplified UI and party hierarchy, prequalification function
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Budget CheckbookUser Interface: Search Checkbook - Volume, Offinvoice, Accrual and Trade Deal
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Budget CheckbookGroup by Order with drill down capability
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Products and Exclusion FeaturesAdvanced Options and Mass Update
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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Oracle Applications: Current Release and Roadmap
Continued OA Framework updates• Offers create and update OAF UI• Offer adjustment OAF UI
Channel Rebates & POS Management• Volume Offer Enhancements including
backdating flows• Ongoing Endeca Integrations • Enhanced offer and budget checkbook• Miscellaneous Offer Enhancements including
• TCA Hierarchy Support• Line Level Advanced Option
AR Deductions Settlement• Autopay Settlement by OU
Continued OA Framework updates• Claims, Budgets, Offers
Channel Rebates & POS Management• Mobile Support for Offer & Approvals• Ongoing Endeca Integrations
AR Deductions Settlement• Deferred Accruals• Revenue Recognition• Autopay Settlement by OU• Mobile Support for Claims & Approvals
Oracle Supplier Ship & Debit• Manual Approve/Reject for Ship & Debit
Batches
AME Integration for all ChRM products
AR Deductions Settlement• Ongoing Endeca Integrations• Provisional Accruals and Reconciliation Support
Channel Rebates & POS Management• Completion of Offers in OA• Cascading Offers/Promotions• Flow through Offers/Promotions• Sellers Workbench with OM• Indirect Sales Error Processing
Oracle Supplier Ship & Debit• Vertical Industry Support
Oracle Price Protection• Sell side support
Release 12.2.4August 2014
What’s Next0-12 month planning cycle
Future DirectionsPost 12 month planning cycle
Restricted to event use only. 33
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Channel Revenue Management @ Demo ID 3759 Moscone West Exhibition Hall
Meet the Experts – Oracle E-Business Suite CRM Experts Wednesday, Oct 1, 3:15PM - 4:00PM Moscone West 2000
DemoGrounds & Meet the Experts2 Great Opportunities to Get Up Close & Personal with Oracle Products & Experts
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Program Agenda
Channel Revenue Management: An Overview
Use Cases
What’s New?
Future Roadmap
Question & Answers
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4
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Questions and Answers
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