Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting

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Oracle Incentive/Sales Compensation Special
Interest Group (SIG) Meeting
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OAUG Announcements

• OAUG Appreciation Reception will be held on
  Wednesday, September 22nd from 6-8pm at the
  Weinstein Gallery, 301 Geary Street (at Powell,
  Union Square). This event is sponsored by IBM.
  Please visit the OAUG kiosk, Moscone West Level
  2, to obtain your wrist band for entry.
• Visit the OAUG kiosk, Moscone West Level 2, to
  learn more about the comprehensive member
  benefits offered by OAUG. Register for your
  chance to win an iPad through iPad-A-Palooza!!!
  New members and members are eligible to enter.

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Oracle Incentive Compensation (OIC) SIG Meeting
Agenda

• SIG Leadership
• Introductions
• Overview of SIG and Meetings
• Presentation OIC A Journey to R12
• Questions and Answers

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OIC SIG Leadership

• Lisa Barthel-Daluge, Creative Consulting
  Solutions, Inc.
• Dhamo Jayabalan , EIM Solutions
• Tabitha Ebert, Creative Consulting Solutions,
  Inc.
• Srini Parimi, EIM Solutions
• David Carlson, Oracle Representative

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OIC SIG - Introductions

• Name
• Company
• Involvement in OIC
• Version of Module
• Related CRM Modules
• What you Would Like to Gain From OIC SIG

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OIC SIG - Overview

• First Meeting at OAUG in September, 2003
• Monthly Conference Calls in 2004
• 2005/06 Quarterly Calls and OAUG/Oracle
  Conferences
• 2 Day OIC SIG Meeting in November 2005
• OAUG and Oracle Conference 2006
• 2007-2010 Quarterly Meetings and OAUG and Oracle
  Conferences

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OIC SIG - Goals

• Network
• Share Experiences
• Seek Advice
• Provide Product Enhancement Recommendations
• Learn of Recent Enhancements

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OIC Additional Sessions

• Quick Wins That Will Make You a Hero Oracle
  Incentive Compensation
• Thursday, September 23, 130PM Westin Market
  Street Hotel, Franciscan I  

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Oracle Incentive/Sales Compensation A Journey
to Release 12

• Presented by Lisa Barthel-Daluge
• Creative Consulting Solutions, Inc.

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Agenda

• Background of OIC
• OIC Release 12 Approach
• CRM Resource Manager
• OIC Compensation Plans
• OIC Release 12 Setup and Processing Changes
• Wrap Up and QA

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Background of OIC

• OIC and Resource Manager - Implemented 11.5.8 in
  2003 Upgraded to 11.5.10 in 2005
• Implemented OIC in Stand-Alone Environment
• E-Business Suite in Different Environment 2010
  Moved into Environment with Other Modules
• Collected Data from Data Warehouse
• Paid out Through ADP
• 800 Sales and Product Resources 2010 Added
  Professional Services
• Sales Credit Rollup 5-7 Levels

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OIC Release 12 Approach

• Upgraded the Test Environment to R12
• Review and Analysis of Core Functionality (1
  Month)
• Ran Numerous Test Cycles/Test Environments to
  Discover Issues and Functionality Changes (3
  Months)
• Closed out 2008 Plan Year and then Upgraded prior
  to 2009 Plan Year Processing
• Full Year of Processing for 2009
• Migrated to E-Business Environment for 2010
• Setup and Processing of 2010 Plans

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OIC Core Functionality Review
Territory Mgr
Quoting
Resource Manager
HR Comp
Employees Partners Resellers Vendors Agents
Resources Roles Groups Teams
Territories
Quotes
Total Comp
ORACLE INCENTIVE COMPENSATION
Order Management
Payroll
Orders
Employees
Receivables
Payables
Invoices Billing Credits Payments
Resellers Vendors Partners Agents
Collect, Calculate, Pay
Discoverer out-of-the-box Reports
Siebel Business Analytics
Commission Statements Performance Reports Year to
Date Summary Administrative Reports End User
Layer Seeded Workbooks
Compensation Data mart Role based
Dashboards Flexible personalization
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CRM Resource Manager

• Setup all Resources who will have compensation
  plan in OIC.
• Roles drive the compensation plan in OIC.
• Groups provide rollup structure of data and
  reporting hierarchy.
• Team provide another rollup capability all
  credit rolls to team members.
• Date Driven

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CRM and TM with OIC R12

• R12 Encountered No Issues with our Definition
  or Structure
• View/Maintenance from OIC
• We continued using custom Territory Mgr OTM for
  Some Areas

• Resources
• Roles
• Groups
• Teams
• Territory Manager

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Compensation Plan Structure
Role
Resource
Compensation Plan
Group/Team
Plan Element
Plan Element
Formula/Expressions
Formula/Expressions
Product Class (Revenue Class)
Product Class (Revenue Class)
Rate Table/ Dimensions
Rate Table/ Dimensions
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R12 Compensation Plan Changes

• Build Plans from the Top Down or Vice Versa
• New Plan Copy/Duplicate Functionality
• New View Document
• Screen/Form Visual Appearance
• 360 Degree View of the Plans Single Page
• Plan Components/Elements
• Eligibility Roles, Groups
• Maintenance of Components
• Notes Sections
• Checklist and Validation
• Plan Administrator Responsibility

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Sample Compensation Plan
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View Plan Document
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R12 Component Library

• Location to Build Plan Components
• Plan Elements
• Formulas
• Expressions
• Rate Tables
• Rate Dimensions
• Copy/Duplicate Capability for each Component
• Can Build Here or From Create Comp Plan

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Component Library
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R12 Plan Elements

• Plan Element for each Plan Component
• Commission or Bonus
• Link to
• Formula
• Product Classes
• Rate Table (Plan Element or Formula)

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Plan Element Example
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Plan Element Example
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Plan Element Example
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Plan Element Example
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Plan Element Example
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R12 Formulas and Expressions

• The Mathematical Structure of the Plans
• Simple to Complex
• Commission or Bonus Formulas
• Rate Table to Formula for String Type
• Formula
• Input Expression (Goes Into Rate Dimension)
• Output Expression (Calculates the Commission or
  Bonus)
• Rate Table (Formula or Plan Element)

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Formulas in R12

• Same Structure Simple to Complex
• Screen Appearance Different
• Formula Structure Mathematical

Input Expressions
OutputExpressions
Rate TableResults
Dimensions Percent Amount String Rates Percent
(10) Amount (1,000)
Revenue Achievement Rating Color Product Code
RTRRevenue RTR PE1 Results ? PE2 Results Min or
Max RTRRevenue Prior Pay
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Formula Example
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Formula Example
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Formula Example
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Expression Builder R12Input and Output
Expressions
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Expression Example
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R12 Rate Tables and Dimensions

• Dimensions are the Tiers
• Rate Tables
• Rate Dimensions
• Rates
• Single Dimension or Multi-Dimension
• Link to Plan Element or Formula

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Rate Tables and Dimensions R12
Amount The rate dimension is defined in
quantities.
Multidimensional Rate Table
Percent The rate dimension is defined in
percentages.
Expression The rate dimension uses previously
defined expressions.
String The rate dimension uses alphanumeric data.
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Sample Rate Table R12
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Sample Rate Table R12
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Sample Formula Calculation
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Compensation Plan Structure
Role
Resource
Compensation Plan
Group/Team
Plan Element
Plan Element
Formula/Expressions
Formula/Expressions
Product Class (Revenue Class)
Product Class (Revenue Class)
Rate Table/ Dimensions
Rate Table/ Dimensions
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OIC Processing R12

• Compensation Manager Responsibility
• Data Collection
• Calculation
• Payment
• Reporting

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Data Collection R12

• Setup Responsibilities IC Administrator
• Processing Responsibility Compensation Manager
• No Changes to the Data Collection Process for R12
  Standard for AR, OM and Can Create Custom
  Sources (i.e. Projects, Contracts, Revenue
  Recognition, DW)
• R12 Table Changes Views Some Mapping
  Adjustments

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Data Collection R12

• Setup Responsibilities IC Administrator
• Processing Responsibility Compensation Manager
• No Changes to the Data Collection Process for R12
  Standard for AR, OM and Can Create Custom
  Sources (i.e. Projects, Contracts, Revenue
  Recognition, DW)
• R12 Table Changes Views Some Mapping
  Adjustments

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Data Collection R12

• Continued to Collect from DW
• 2010 Added Collection from AR/OM
• Also Collected Revenue Recognition
• Integrated Collection with Sales Credit
  Assignments/Splits

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Calculation R12

• Calculate for Resources Assigned to Plans
• Calculate all Data Collected into OIC
• Stages of Calculation No Change
• Testing Process for Calculation After Upgrade
• 3 Test Cycles
• Calculation and Validation of Results
  Reconciliation
• No Major Discoveries

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Sample Menu For Processing
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Payment in R12

• Payrun by Paygroup
• We Continued with Report to ADP
• No Change to Oracle Payroll or AP Interface
• Various New Views/Searches into the Payment
  Batches and Payment Sheet Transactions

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OIC Reporting R12

• We Continued with the DW
• Custom On-Line Statements
• Standard Reports More Flexible/Customizable
• XML/OA Created Reports
• Use a Combination of Custom and Standard
• Manager and User Self Service Responsibilities

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Sample Menu For SS Reporting
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Summary of OIC R12

• Core Functionality Intact
• New Look and Feel
• Duplicate/Copy Capability
• No Major Gotchas in Upgrade
• Simple to Complex Plans
• Open Data Collector Capability

• Weekly/Monthly Processing Consistent
• Payment Processing Small Changes
• Reporting Increased Flexibility and Improved
  Starting Point

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Questions Answers

• Presented by Lisa Barthel-Daluge
• Creative Consulting Solutions, Inc.
• lbdaluge_at_ccs-i.com
• 763-286-2649