IT Telecom Retail Manuf. Successful Customers Select Oracle!

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

  • ITTelecomRetailManuf.Successful Customers Select Oracle!

  • Oracle Incentive CompensationBrad Holzer Sue Guggenberger

  • Change Management Video

  • Themes for TodayOIC is BEST of BREED and ERP#1 product in install base and recognized as such by our customers, peers and analystsNative integration into current Oracle footprintUnmatched portfolio of customersOIC has MEASURABLE ROIRevenue Transactional CostsOverpayment costs estimated at 6% of commission spend (over $25m). OIC reduces to 1% Deloitte benchmarkingCompliance and controlsField Sales morale

  • Oracle Incentive Compensation Market#1 in Sales Incentive Compensation ManagementGlobal market leader with:250+ live customers1,150,000+ payees in productionBrand 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 ServGlobal market momentum & references1,150,000+ payees in production British Telecom monthly plans for 18,000 agentsJC Penney 517 of 1100 stores liveLa Poste 30,000 payeesNordstrom quarterly targets & goals for 15,000 managers; 40,000+ total payees45% Stand Alone

  • 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, 2007Oracle 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, 2006OIC Analyst Recognition

  • Successful Customers Select Oracle!Finance HealthcareOther

  • Sales Drives Your Company Align Sales Goals with Corp Strategy Need Central Control & Visibility Flexibility, Adaptable Simple QuestionComplex Answer

    Why an Oracle EIM Solution?

  • A * B = C Simple QuestionWho?Eligibility?Periodicity?Corp Strategy?Tiered Rates?Draws?

    Variable by Role?Variable By Resource?Proportional Calcs?Circular Calcs?Splits?Accelerators?Multipliers?Standardization vs Flexibility?

  • A * B = C Simple Answer

  • Oracle Incentive CompensationTerritory MgrTerritoriesQuotingQuotesORACLE INCENTIVE COMPENSATIONCollect, Calculate, PayResource ManagerResourcesRolesGroupsTeamsEmployeesPartnersResellersVendorsAgentsOrder ManagementOrdersReceivablesInvoicesBillingCreditsPayments

    PayrollEmployeesPayablesResellersVendorsPartnersAgentsDiscoverer & out-of-the-box ReportsCommission StatementsPerformance ReportsYear to Date SummaryAdministrative Reports+ End User Layer Seeded WorkbooksSiebel Business AnalyticsCompensation Data martRole based DashboardsFlexible personalizationHR CompTotal Comp

  • Open Architecture for Easy Integration Legacy External SystemsLegacy External SystemsCompensatedIndividualsORACLE INCENTIVE COMPENSATIONDiscoverer & out-of-the-box ReportsCommission StatementsPerformance ReportsYear to Date SummaryAdministrative Reports+ End User Layer Seeded Workbooks

  • Powerful, Flexible Plan Design Plan Elements, Formulas & Calculations

  • Compensation PlanPlan Elements Incentive Compensation Plan Structure Building BlocksSoftware SalesRate TableFormula Eligible Products Rate TableFormula

  • FORMULA

    Formula Components InputExpressionsOutput ExpressionsRate Table Results Red = Provided to Incentive Compensation Blue = Calculated by Incentive Compensation

  • Rate DimensionsAmount: 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.Multidimensional Rate TableFour types of Rate tables

    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

    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

  • Multi-Dimensional Table

  • Example Expression BuilderIncentive Compensation

  • ComplexIn 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.

  • Putting it all together

  • ResourceRolesCompensation PlanPlan ElementsLisa Jones Outbound RepComputer Sales Rep PlanOutbound Sales Representative

  • Demo

  • Themes for TodayOIC is BEST of BREED and ERP#1 product in install base and recognized as such by our customers, peers and analystsNative integration into current Oracle footprintUnmatched portfolio of customersOIC has MEASURABLE ROIRevenue Transactional CostsOverpayment costs estimated at 6% of commission spend (over $25m). OIC reduces to 1% Deloitte benchmarkingCompliance and controlsField Sales morale

  • AQ&

    We are the only Enterprise vendor that gets a Positive rating by Forrester.Corporate Strategy: Maybe want to encent on keyproducts, Region.sFlexibility & Adaptable: What you company looks like today is perhaps nothing what it will look like tomorrow. (Look at Oracle)

    Management needs to have faith in the calculations and know that it supports their goals, and your sales staff needs to understand it and trust it.

    OIC successful as a standalone (Yahoo, La Poste, Nextel, BT)OIC successful supporting complex plans (Yahoo, 24 Fitness, Nextel)OIC successful as a complete solution (Select Comfort, Nordstrom)

    IT: Yahoo! rolled out OIC in 6 weeks, & have complex comp plans which use derivative logic to determine commission.Dell use OIC standalone to pay commissions to all channel salespeople in NA (5,000+) & also pay bonuses for non salespeople (30,000) world wide deployment. Dell & Yahoo!, are part of our customer advisory board.Retail: JC Penney is the largest OIC implementation & are planning to pay 127,000+ employees in all their stores (currently implementing standalone.Best Buy is using OIC to determine bonuses to store & non-store employees based on multiple store-wide & regional performance metrics. Salaried based. (currently implementing with integration to Oracle HR & will go live over the summer).Background notesMfg: Select Comfort (Sleep number bed mattress manufacturer & sales outlets ) is an e-business suite implementation where they have reaped the benefits of out of box integration that we offer with backend Oracle Financials & Oracle HR. They pay commission & bonuses to store outlet employees.Telecommunications: Brasil Telecom uses OIC standalone in both their wireline & wireless divisions (they use SAP for back office & PeopleSoft HR) (example of OICs integration strengths). Base x Rate = CompensationBase x Rate = CompensationOIC provides comprehensive breadth in EIM.Integrated solution essential for lower TCO; Oracle has a fully integrated enterprise suite.Collection from OM and AR.Increased Sales Effectiveness by SFA integration, Projected Compensation.Total Compensation Visibility - Integration with HR Compensation Workbench.Formatted output files for Payroll and AP.Seeded reports, customized reporting, and of course with the acquisition, Siebel Business Analytics and Dashboards.Transition: Not only is OIC fully integrated, but its also open and flexibil

    The boxes at the top represent foundational products that are included with an OIC license.Open system architecture; flexibility; high performance. 40% of install base uses OIC in a standalone environmentCollection Interface TablesOpen architecture for ease of integration with legacy & external systemsCalculation EngineHigh performance Rules Engine for Managing Scalability & Performance RequirementsMulti-threaded Grid ArchitectureIncremental CalculationMature Retro-processing CapabilitiesCompensation Plans: Flexible to adapt easily to sophisticated plan requirements across multiple industries, & countries Multi-Dimensional Rate Tables, User-Defined Expressions & Functions, Interdependent Plan Elements NOTE: Hutchinson currently deploys 9M dimensions; Yahoo uses derivative logic to determine commissionFlexible Transaction Definition, Configurable Data Mapping, Classification Rules & Hierarchies Sales Credit Allocation Rules & Territories, Compensation Group Hierarchy & TeamsMultiOrg, Multi-Currency & Multi-lingual CapabilitiesTransition: Lets show how these components enable Information Driven Alignment

    Plan Element terms that specify the conditions a sales person must meet in order to receive compensation