Oracle Contract Management Know More Do More Spend

Oracle Contract Management Know More. Do More. Spend Less. January 24, 2006 Monica Loomis, Senior Sales Consultant

Oracle Contracts Overview Agenda Ÿ Business Challenges Ÿ Solution Overview Ÿ Sales Contracts Ÿ Customer Success Ÿ Demo Ÿ Q&A This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Business Challenges Increased Volumes • Identify & eliminate redundant processes Customer Expectations • Eliminate manual work and administrative tasks • Meet agreed upon deliverable deadlines Trading Partner Revenue Protection and Generation • Prevent contract leakage • Identify best opportunities to generate new revenue • Accelerate contract negotiations Trading Partner Compliance • Adherence to tighter regulatory requirements • Avoidance of costly penalties This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Management Challenges Ÿ Ÿ Ÿ 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 “Managing contracts is nothing new – what is new is their complexity. Fortune 1000 companies have [on average] 20, 000 to 40, 000 contracts. Companies spend approximately 50 basis points of their revenues to manage their contracts, which can be reduced 20 -50% using contract management software. - Jamie Friedman, Global Equity Research This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

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 This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Management Best Practices Leading 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 This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

How Oracle Delivers

Oracle’s Contract Management Solution Ø Standardize contract processes Contract Administration & Renewal Contract Execution & Compliance Tracking Performance Ø Ensure contract compliance Contracts Repository Establish Corporate Contract Policies Legal & Business Approval Standards based Authoring and Negotiation Ø Fulfill contractual obligations Ø Assess performance and risk Ø Identify new recurring revenue opportunities This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Oracle Contract Management Products Procurement Contracts* Sales Contracts* Service Contracts DBI for Service Contracts Project Contracts Maintain Finance HR Service Fulfill Make Projects All Product, Customer, & Supplier Information Procure Develop Market Plan Order Sell * New in 11 i. 10 This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Terms Library Establish Organization-Wide Contract Standards Contract Terms Library Legal Sales Organizations Implement • Standard Clauses • Best Practices • Legal Requirements • Contract Templates • Regulatory Policies Government Regulations Enforce • Adopt as-is • Localize • Contract Policy Rules Business Units Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Negotiate and Author Contracts Integrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow One-time Orders Author contract terms on quote, i. Store cart or sales order Sales Agreements Author contract terms on blanket sales agreement Releases Against Sales Agreement Enforce contract terms on sales orders released against a sales agreement Deploy organization-wide best practices Templates Authoring assistance for complex terms Contract Expert

Contract Templates Proactively Enforce Policies and Business Practices Standard Licensing Agreement Template: Standard formatted terms and conditions Payment Terms Section: Topical grouping of terms and conditions Fees & Taxes Non-payment Penalties Clauses: Legal terms and conditions text Early Payment Discounts Shipping International Shipping Damages & Recovery Limitation of Liability • Standard contract templates by sales type • Full revision control • Workflow based approvals . . . This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Expert Guided Authoring of Complex T&Cs t ac r t n te Co pla m Te Ÿ Configurable rules drive terms selection for complex contracts Contract Expert Industry Segment ? Government Commercial . . . Customer Defined Questions Over $50, 000? No Ÿ Clauses default based on product, customer, contract value etc. Ÿ Author high quality contracts with minimal legal supervision Yes ct ft Dra Responses Drive Article Selection tra n o C Add Clauses • 11234. 687 • 12342. 333 • 12231. 998 This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Document Management Contract Admin Approve Scanned Images Contract Documents Legal Finance Senior Mgr Global Contract Repository Enforce approval rules, track versions Print Generate PDF documents Sign Contract binding Store Global, secure access This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contracts Benefits Process Standardization Compliance Management Contract Visibility Risk Assessment Reduce ‘negotiate-to-contract’ time Ensure contractual obligations are met Provide secure, global access Manage contract exposure and risk This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Oracle Sales Contracts

Oracle Sales Contracts Manage Contractual Customer Relationships Customer Inquiry / Opportunity Sales Reps Contract Negotiation Propose Contract Negotiate Pricing, T&C Customer Acceptance Contract Standards T’s&C’s Library i. Store Order against Contract Customers Quote Enforce Terms • Pricing • T’s&C’s Sales Order Blanket Agreement or Sales Order Contract Repository Order Automation *New in 11 i. 10, Prerequisite: Order Management or Quoting This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Terms Library Establish Organization-Wide Contract Standards Contract Terms Library Legal Sales Organizations Implement • Standard Clauses • Best Practices • Legal Requirements • Contract Templates • Regulatory Policies Government Regulations Enforce • Adopt as-is • Localize • Contract Policy Rules Business Units Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Negotiate and Author Contracts Integrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow One-time Orders Author contract terms on quote, i. Store cart or sales order Sales Agreements Author contract terms on blanket sales agreement Releases Against Sales Agreement Enforce contract terms on sales orders released against a sales agreement Deploy organization-wide best practices Templates Authoring assistance for complex terms Contract Expert

Contract Templates Proactively Enforce Policies and Business Practices Standard Licensing Agreement Template: Standard formatted terms and conditions Payment Terms Section: Topical grouping of terms and conditions Fees & Taxes Non-payment Penalties Clauses: Legal terms and conditions text Early Payment Discounts Shipping International Shipping Damages & Recovery Limitation of Liability • Standard contract templates by sales type • Full revision control • Workflow based approvals . . . This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Contract Expert Guided Authoring of Complex T&Cs Ÿ Configurable rules drive terms selection for complex contracts Contract Expert t ac r t n te Co pla m Te Industry Segment ? Government Commercial . . . Customer Defined Questions Responses Drive Article Selection Ÿ Clauses default based on product, customer, contract value etc. Ÿ Author high quality contracts with minimal legal supervision Over $50, 000? No Yes Add Articles • 11234. 687 • 12342. 333 • 12231. 998 ct ft Dra tra Con

Contract Document Management Contract Admin Approve Scanned Images Contract Documents Legal Finance Senior Mgr Global Contract Repository Enforce approval rules, track versions Print Generate PDF documents Sign Contract binding Store Global, secure access This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Sales Contracts Benefits Process Standardization Compliance Management Contract Visibility Risk Assessment Reduce ‘negotiate-to-contract’ time Ensure contractual obligations are met Provide secure, global access Manage contract exposure and risk This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Customer Success

A Few Contract Mgmt Customers… BAE SYSTEMS

Demo

Q& A Q U E S T I O N S A N S W E R S This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision.

Know More. Do More. Spend Less.