Oracle Contract Management

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OracleContractManagement
Know More. Do More. Spend Less.
January 24, 2006 Monica Loomis, Senior Sales
Consultant
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Oracle Contracts Overview Agenda

• Business Challenges
• Solution Overview
• Sales Contracts
• Customer Success
• Demo
• QA

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Business Challenges

• Increased Volumes
• Identify eliminate redundant processes
• Eliminate manual work and administrative tasks

• Customer Expectations
• Accelerate contract negotiations
• Meet agreed upon deliverable deadlines

• Compliance
• Adherence to tighter regulatory requirements
• Avoidance of costly penalties

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Contract Management Challenges

• Collaborative contract development
• Increasing contract volume and complexity
• Secure, global access to electronic contracts
• Compliance with contract terms
• Performance analysis for re-negotiations
• Risk management and mitigation strategies

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Why Contract Management Matters
Operating Processing Costs 10-30 Contract
Negotiation Cycle Time 50 Volume of Erroneous
Payments 75-90
Additional (New) Contract Revenue 1-2 Renewal
Revenue 30 Compliance with Regulatory
Guidelines 90-100
Source Goldman Sachs, Global Equity Research
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Contract Management Best PracticesLeading
Business Trends

• Corporate governance and global contract policies
• 100 electronic document management
• Embed contracting in sales procurement
  processes
• Flexible options for consolidated billing
• Proactive renewal and termination management

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How OracleDelivers
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Oracles Contract Management Solution

• Standardize contract processes
• Fulfill contractual obligations
• Ensure contract compliance
• Assess performance and risk
• Identify new recurring revenue opportunities

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Oracle Contract Management Products
New in 11i.10
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Contract Terms LibraryEstablish
Organization-Wide Contract Standards
Contract Terms Library

• Enforce
• Adopt as-is
• Localize

• Implement
• Best Practices
• Legal Requirements
• Regulatory Policies

• Standard Clauses
• Contract Templates
• Contract Policy Rules

Rich text formatting bold, indent, bullet
list Manage global and country specific
standards Revision control and approval management
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Negotiate and Author ContractsIntegrate Your
Sales and Contracting Processes
Contracts embedded in Quote-to-Cash business
flow
Templates
Deploy organization-wide best practices
Contract Expert
Authoring assistance for complex terms
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Contract TemplatesProactively Enforce Policies
and Business Practices
Template Standard formatted terms and conditions
Standard Licensing Agreement
Payment Terms
Section Topical grouping of terms and conditions
Fees Taxes
Clauses Legal terms and conditions text
Non-payment Penalties
Early Payment Discounts
Shipping

• Standard contract templates by sales type
• Full revision control
• Workflow based approvals

International Shipping
Damages Recovery
Limitation of Liability
...
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Contract ExpertGuided Authoring of Complex TCs

• Configurable rules drive terms selection for
  complex contracts
• Clauses default based on product, customer,
  contract value etc.
• Author high quality contracts with minimal legal
  supervision

Contract Expert
IndustrySegment ?
Commercial
Government
...
Over 50,000?
Customer Defined Questions
No
Yes

• Add Clauses
• 11234.687
• 12342.333
• 12231.998

Responses Drive Article Selection
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Contract Document Management
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Contracts Benefits

• ProcessStandardization

Reduce negotiate-to-contract time
Compliance Management
Ensure contractual obligations are met
ContractVisibility
Provide secure, global access
Risk Assessment
Manage contract exposure and risk
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Oracle Sales Contracts
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Oracle Sales ContractsManage Contractual
Customer Relationships
Contract Negotiation
CustomerInquiry /Opportunity
ProposeContract
Negotiate Pricing, TC
CustomerAcceptance
ContractStandards

• Enforce Terms
• Pricing
• TsCs

TsCs Library
Blanket Agreement or Sales Order
Quote
SalesOrder
Order against Contract
ContractRepository
Customers
Order Automation
New in 11i.10, Prerequisite Order Management or
Quoting
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Contract Terms LibraryEstablish
Organization-Wide Contract Standards
Contract Terms Library

• Enforce
• Adopt as-is
• Localize

• Implement
• Best Practices
• Legal Requirements
• Regulatory Policies

• Standard Clauses
• Contract Templates
• Contract Policy Rules

Rich text formatting bold, indent, bullet
list Manage global and country specific
standards Revision control and approval management
19
Negotiate and Author ContractsIntegrate Your
Sales and Contracting Processes
Contracts embedded in Quote-to-Cash business
flow
Templates
Deploy organization-wide best practices
Contract Expert
Authoring assistance for complex terms
20
Contract TemplatesProactively Enforce Policies
and Business Practices
Template Standard formatted terms and conditions
Standard Licensing Agreement
Payment Terms
Section Topical grouping of terms and conditions
Fees Taxes
Clauses Legal terms and conditions text
Non-payment Penalties
Early Payment Discounts
Shipping

• Standard contract templates by sales type
• Full revision control
• Workflow based approvals

International Shipping
Damages Recovery
Limitation of Liability
...
21
Contract ExpertGuided Authoring of Complex TCs

• Configurable rules drive terms selection for
  complex contracts
• Clauses default based on product, customer,
  contract value etc.
• Author high quality contracts with minimal legal
  supervision

Contract Expert
IndustrySegment ?
Commercial
Government
...
Over 50,000?
Customer Defined Questions
No
Yes

• Add Articles
• 11234.687
• 12342.333
• 12231.998

Responses Drive Article Selection
22
Contract Document Management
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Sales Contracts Benefits

• ProcessStandardization

Reduce negotiate-to-contract time
Compliance Management
Ensure contractual obligations are met
ContractVisibility
Provide secure, global access
Risk Assessment
Manage contract exposure and risk
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Customer Success
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A Few Contract Mgmt Customers
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Demo
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A
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Know More. Do More. Spend Less.