Drive Better Business Results Oracle Channel Revenue Management Earl Eldridge Senior Director, EBS...

Drive Better Business ResultsOracle Channel Revenue Management

Earl EldridgeSenior Director, EBS Product Management

Archana VadyaDirector, Product Management

October 01, 2014

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

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.


Program Agenda

Channel Revenue Management: An Overview

Use Cases

What’s New?

Future Roadmap

Question & Answers

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Program Agenda


Use Cases

What’s New?

Future Roadmap

Question & Answers

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4

5


Oracle EBS Channel Management Family

Advanced Pricing&Channel Revenue Management

A family of products+


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


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


• 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


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


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


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


Program Agenda


Use Cases

What’s New?

Future Roadmap

Question & Answers

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5


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


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



• 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



Sell Side Rebate Support

Buy Side/Vendor Rebate Support

Supplier Ship & Debit

On hand and pass thru price protection

Deduction Management

Wholesale Distribution Solution



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


Program Agenda


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


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


Create Volume OfferCreate User Interface


Create and Update PagesMultiple Tables and Products with Exclusion Support


Create and Update PagesProduct Exclusion Details


Market EligibilityNew page with simplified UI and party hierarchy, prequalification function


Budget CheckbookUser Interface: Search Checkbook - Volume, Offinvoice, Accrual and Trade Deal


Budget CheckbookGroup by Order with drill down capability


Products and Exclusion FeaturesAdvanced Options and Mass Update


Program Agenda


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


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


Program Agenda


Use Cases

What’s New?

Future Roadmap

Question & Answers

1

2

3

4

5


Questions and Answers

Drive Better Business Results Oracle Channel Revenue Management Earl Eldridge Senior Director, EBS...

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