IT

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Successful Customers Select Oracle!
IT
Telecom
Retail
Manuf.
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Oracle Incentive Compensation
Brad Holzer Sue Guggenberger
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Change Management Video
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Themes for Today

• OIC is BEST of BREED and ERP
• 1 product in install base and recognized as such
  by our customers, peers and analysts
• Native integration into current Oracle footprint
• Unmatched portfolio of customers

• OIC has MEASURABLE ROI
• Revenue Transactional Costs
• Overpayment costs estimated at 6 of commission
  spend (over 25m). OIC reduces to
  1 Deloitte benchmarking
• Compliance and controls
• Field Sales morale

5
Oracle Incentive Compensation Market
1 in Sales Incentive Compensation Management

• Global market leader with
• 250 live customers
• 1,150,000 payees in production
• Brand 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 Serv
• Global market momentum references

• 1,150,000 payees in production
• British Telecom monthly plans for 18,000 agents
• JC Penney 517 of 1100 stores live
• La Poste 30,000 payees
• Nordstrom quarterly targets goals for 15,000
  managers 40,000 total payees

45 Stand Alone
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OIC Analyst Recognition
Oracle 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, 2006
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, 2007
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Successful Customers Select Oracle!
Finance
Healthcare
Other
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Why an Oracle EIM Solution?

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

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Simple Question
A B C
Variable by Role? Variable By Resource? Proportion
al Calcs? Circular Calcs? Splits? Accelerators? Mu
ltipliers? Standardization vs Flexibility?
Who? Eligibility? Periodicity? Corp
Strategy? Tiered Rates? Draws?
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Simple Answer
A B C
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Oracle Incentive Compensation
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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Open Architecture for Easy Integration
Legacy External Systems
Legacy External Systems
ORACLE INCENTIVE COMPENSATION
Discoverer out-of-the-box Reports
Commission Statements Performance Reports Year to
Date Summary Administrative Reports End User
Layer Seeded Workbooks
Compensated Individuals
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Powerful, Flexible Plan Design Plan Elements,
Formulas Calculations
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Incentive Compensation Plan Structure Building
Blocks
Compensation Plan
Plan Elements

Software Sales
Rate Table
Formula



Eligible Products
Rate Table
Formula
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Formula Components
FORMULA
Input Expressions
OutputExpressions
Rate TableResults
Red Provided to Incentive Compensation Blue
Calculated by Incentive Compensation
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Rate Dimensions
Four types of Rate tables
Amount The rate dimension is defined in
quantities.
Multidimensional Rate Table
Units Sold Commission
1-250 2
250-500 4
500-99999999999 6
Revenue Amount
0 250
250 - 9,999
Country
USA
Japan
Germany
Product
Product X
Service Y
Percent The rate dimension is defined in
percentages.
Percent of Quota Commission
0 - 25 0
25 - 75 1
75 - 100 3
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
Expression The rate dimension uses previously
defined expressions.
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
String The rate dimension uses alphanumeric data.
Country Commission
USA 5
Japan 4
Germany 7
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Multi-Dimensional Table
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Example Expression Builder
Incentive Compensation
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Complex
In 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.
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Putting it all together
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Outbound Sales Representative
Lisa Jones
Resource
Roles
Outbound Rep
Compensation Plan
Computer Sales Rep Plan
Plan Elements
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Demo
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Themes for Today

• OIC is BEST of BREED and ERP
• 1 product in install base and recognized as such
  by our customers, peers and analysts
• Native integration into current Oracle footprint
• Unmatched portfolio of customers

• OIC has MEASURABLE ROI
• Revenue Transactional Costs
• Overpayment costs estimated at 6 of commission
  spend (over 25m). OIC reduces to
  1 Deloitte benchmarking
• Compliance and controls
• Field Sales morale

24
Q

A