Oracle Channel Management

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Oracle Channel Management
Streamlining your partner-facing activities
Chris Kirby Principal Solution Consultant High
Tech 14 August 2007
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Too many manual processes?
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Dealing with Channel Conflict?
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Lack of Partner Mind Share?
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Partner Adoption Issues?
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Where to find a solution?
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The world with Oracle
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Channel Complexity
Systems Integrator
OEM
VAR
End Customers
You
Dealer
Disti
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Those who sell for you require lots of support.

• Training (product and sales)
• Ordering/sales management systems
• Marketing air cover
• Advertising support (co-op)
• Selling support
• Promotional programs (incl. pricing)
• Logistics (delivery/expediting, parts, returns,)

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Oracle Channel ManagementWhat drives your
partner relationships?
Systems / Tools
Qualified Leads
Cash Flow
Registrations
Rebates Special Pricing MDF Claims Incentives
Exclusivity and Discounts
Segment and Target Benefits
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Oracle Channel ManagementPartner-Enable Your
Business

• Recruit
• Partner Registration
• Program Invites
• User Management

• Manage
• Partner Profiles
• Contracts Entitlements
• Partner Programs

• Market
• Communications
• Funds Management
• Promotions

Recruit
Sell
Monitor
Manage
Market
Workflow Automation

• Sell
• Lead Management
• Special Pricing
• Quoting Fulfillment

• Monitor
• Point-of-Sale / Inventory
• Claims
• Revenue Recognition

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Consistent Selling Across ChannelsSeamlessly
Share Information with Key Participants

• Your Organization
• Collaborative team selling
• Customer and contact intimacy
• Revenue maximization
• Effective channel conflict mgmt
• Your Customers
• Consistent, higher-quality experience across all
  channels
• Self-service access and visibility to new
  products
• Your Partners
• Up-to-date information access
• Consistently support best practices at all points
  of contact

Web Sales

• Products
• Prices
• Configuration
• Approvals
• Quotes
• Orders

Field Sales
Sales Channels
Collaboration Goals
Tele Sales
Partners
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Collaborate Outside the OrganizationPartner
Dashboard Provide Automated Access and Visibility
Self-service access to electronic purchasing
View new leads
Register new deals to avoid conflict
Access latest news and notices
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Channel Manager DashboardProvide Insight into
Partner Channel Activity

• Key sales metrics and performance indicators
• Comparisons to prior year / quarter
• Links to workflow activities
• Instant visibility to partner performance
• YTD / QTD pipeline
• Close rate
• Access to transaction detail
• Trade funds management

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Partner ProfileProvide Insight into Partner
Performance
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Partner Program ManagementDrive behavior with
partners
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Partner Program Management
Benefits

• Optimize channel partnerships through
  configurable program framework
• Targeted partner programs to build partner
  loyalty and increase profitability
• Improve efficiency through automated delivery of
  program benefits to partners

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Guided Selling
Your Company
Partner
Browse Catalog
Guided Selling Rules
Benefits

• Support guided selling across all sales channels
• Enhance customer intimacy and one-to-one selling
• Increase sales effectiveness across all channels
• Accelerate new product introduction

Cross-Sells / Up-Sells
Configure Products and Services
Real-Time Feedback as Options are Selected
Add to Cart
PlaceOrder
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Online StorefrontExpose product catalog and
pricing to partners
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Online StorefrontRich content and complex
configuration capabilities
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Registration Process
Partner
Your Company
Benefits
Review Registration
Create Registration Request

• Reduce channel conflict
• Gain visibility into indirect sales pipeline
• Increase forecast accuracy
• Build partner trust

Identify Similar Requests
Registration Approval
Notify of Approval
Opportunity Status Tracked
Partner Works to Close Deal
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RegistrationsProactive Duplicate Identification
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Special Pricing Management
Your Company
Partner
Benefits
Create Special Price Request

• Respond quickly and intelligently to special
  pricing requests
• Reduce cost through partner self-service
• Link requests for the same end-customer deal to
  ensure legal compliance
• Track liability in GL to ensure safe,
  conservative accounting

Identify Similar Requests
Approve Request
Notify of Approval
Close Deal
Submit Claim
Resolve Claim
Pay Partner
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Special PricingStreamline special pricing
approval process
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Special PricingEnsure valid claims through
enforcement of agreement terms
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Partner Funds Management
Your Company
Partner
Benefits
Create Fund

• Reduce cost of managing funds via partner
  self-service
• Track liability in GL to ensure safe,
  conservative accounting
• Ensure accurate partner incentive accruals and
  payouts
• Measure results of marketing expenditures

Request channel marketing funds
Approve request
Submit marketing collateral
Approvecollateral
Conduct activity
Resolve Claim
Submit claim
Pay Partner
Receive payment
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Lead Routing Process
Partner
Your Company
Benefits
Create Lead(via Marketing or Sales)

• Ensure lead follow-up with flexible routing rules
  
• Gain visibility into indirect sales pipeline
• Increase forecast accuracy
• Build partner trust

Qualify Lead
Convert toOpportunity
Route Opportunity to Selected Partner
Send Notification to Partner
Partner Accepts / Declines Opportunity
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Lead Ranking Rules
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Opportunity ManagementProvide Insight into
Partner Channel Activity
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Opportunity ManagementProvide Insight into
Partner Channel Activity
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Sales ForecastingProvide Insight into Partner
Channel Activity
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Referral Management
Benefits
Your Company
Partner
Set up Referral Benefit

• Commission-based referrals programs increase
  market reach
• Build partner loyalty
• Improve efficiency by automating referral to
  commission process
• Increase commission accuracy and improve partner
  satisfaction

Attach Benefit to Program
Enroll into Partner Program
Review Referral
Submit Referral
Referral Approval
Order is Booked
Commission Acceptance
Pay Commission
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Point-of-Sale / Claims
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POS ManagementCapture and reconcile distribution
POS transactions
Component Supplier
Indirect Sale
Sale
DistributionChannel
End Customer
Import CleansePOS Data
Indirect Sales(POS) Data
XML, EDI E-Mail, Other
Validate compliance to special pricing agreements
Reconcile Claims
Credit Memo
Outputs
IndirectSalesData Table
Post to AR
Provide Incentive to Distribution Channel
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Integration with ReceivablesStreamlines Ship
Debit Reconciliation Process

• Pricing Authorization Number
• Reference

• Reason

Identify discrepancies to special pricing
agreements
Receive debitmemos from distributor
Create andassign claims
Researchand approve
Createand applytransactions
Adjust AccountsReceivable
Settle Claims
Close claims with transaction numbers
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Inventory Tracking /Revenue Recognition
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Revenue Flow
Order Management Trade Management Receivables
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Channel Inventory TrackingGain Visibility into
Channel Inventory and Throughput
Track channel inventory down to the product level
Track inventory throughput
View channel inventory by account
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Revenue Flow
Auto-Accounting Details
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Initial Stocking Order Revenue Automatically
Deferred
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Revenue Flow
POS Import
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Sell-through information tracked
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Revenue Flow
Auto-Accounting Details
After POS Import Revenue Automatically
Reclassified
After POS Import Revenue Automatically
Reclassified
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Oracle Business IntelligenceEnterprise Edition
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Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
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Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
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Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
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Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
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Summary of Benefits

• Improve channel performance and profitability
• Reduce channel support costs
• Increase visibility into partner activity