Oracle Incentive Compensation Match Manage Motivate Presented By

Oracle Incentive Compensation Match, Manage & Motivate Presented By Indy Bains, Oracle Corporation

AGENDA ¨ Introduction ¨ Process Overview ¨ Product Highlights – How Oracle Incentive Compensation Can: • Match • Manage • Motivate

Incentive Management Create and Maintain Comp Plans Collect Data & Assign Credit Calculate & Pay Commissions Reporting • Match sales commissions to company objectives • Manage incentive systems with greater efficiency & simplicity. –Eliminate manual processes –Increase speed and flexibility –Validate and audit payments to improve accuracy • Motivate sales people through accurate and on time payments and reports: 3

Product History 11. 5. 10: 11. 5. 8/9: 11. 5. 4/5: • Payables Integration • Collection • Income from Order planner Management • Collection • Plan filters assignment by • Payment hold role • Plan • Calculation for modeling 3 i: non • Quota • Calculation employees management 11. 0. 3: formulas • Compensation • TBH • Collection • Incremental groups resources from calculation • Integration • Contract Receivables • Split with Sales authoring/ap • Manual transactions Online proval Transactions • Mass • Pay groups • Planning & Bonuses transaction • Payment reports • Payment adjustments Plans 11. 5. 3: 10. 7: • Plan setup • Calculation for employees • Credit adjustments 1997 1998 1999 2000 2001 11. 5. 6/7: • Conversion to HTML • Payroll integration • Multi-dimensional rate tables • Interdependent plan elements • Spreadsheet import of transactions • Seasonality schedules • Workday calendar • Re-goal • Invoice splits • Transaction and administration reports • Analytical reports 2002 • Mass update of rules and assignments • Collect revenue adjustments • Sales force • Accumulation/ reports for splits along performance multiassessment dimensional and payment rate tables reconciliation • Payment administration • Projected commissions hierarchy • Manual • User-defined payment credit adjustments allocation • Payment worksheet history • Payment signoff report • Import/export of setups 2003 2004 4

Industry success Less Time, Less Money & Less Risk – A Proven Solution. High Tech Telecommunications Retail Manufacturing Financial Services Healthcare/ Pharmaceuticals/ Medical Devices 5

Process Overview

Oracle Incentive Compensation Transaction Sources 1. Order Books Oracle A/R Oracle Order Mgmt 3 rd Party System 2. Sales person assigned credit Oracle Incentive Compensation Territory Manager Incentive Compensation • Configure rules • Set up Formulas • Set Booking Tiers • Sales Credit Splits • Set Bonus Amounts • What’s eligible for payment? • Who gets paid? • How much? • Direct or rollup credit? 3. Commission calculated 4. Payment Mechanism • A/P • Payroll • Open API

Incentive Comp – How it works Plan (Sales Rep) Sales Reps How much? What is this? Transactions Who? Plan Elements (Effective Dates, Formulas, Rate Tiers) Revenue Classes (Channel, Product Line, etc. )

Oracle Incentive Compensation Product Highlights

Sales Credit Allocation Description ¨ Sales Credit Allocation assists in determining who the correct credit receivers are and how much credit each should receive Credit Rules Credit Receivers Transactions Sales Credit & Territory Allocation Rules Engine

Sales Credit Allocation Benefits – Define credit allocation rules appropriate to the business – Apply credit allocation rules at any time during the life cycle of the transaction – Reduce the volume of crediting errors

Sales Credit Allocation How To Use This Feature – – – Define Sales Credit Allocation (SCA) credit rules Create transactions Transfer transactions to SCA interface tables Run SCA Rules Engine Apply SCA results to transactions Credit Rules Transactions Credit Receivers Sales Credit & Territory Allocation Rules Engine

Territory Manager: Sales Example “All high-tech companies with annual revenues greater than $100 million within a specific geographic area assigned to sales rep Joe or Sam’s group” Territory Components: ŸTerritory Name ŸQualifier Rules ŸResource Territory HIGHTECH Annual Rev > $100 M STATE = California Assign to Joe 24

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