match, manage & motivate with oic

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Match, Manage & Motivate With OIC.

Presented By Indy Bains,Incentive Compensation Solution Specialist.

Incentive

Compensation

Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential 2

Agenda

• Match, Manage & Motivate

• Oracle Incentive Compensation Background

• R12 Updates

• Demo Flow

–Plan Administration: Match

–Plan Execution: Manage

–Reporting: Are you Motivating?


Incentive Management

Payment(Payroll, A/P,

Open API)

• Motivate reps through accurate and on time payments and reports

Reporting

Transaction Source(Oracle or

3rd Party System)

Oracle Incentive Compensation

• Match sales compensation to your company objectives

Create and Maintain

Comp Plans

• Manage incentive systems with greater efficiency & simplicity.–Eliminate manual processes with increased speed and flexibility–Validate and audit payments to improve accuracy

Collect Data Calculate


500,000+ payees as of July 2006 (production)

– La Poste – 30,000 payees– British Telecom – monthly plans for 18,000 agents– Nordstrom – quarterly targets & goals for 15,000

managers; 40,000+ total payees

Oracle Market Summary

#1 in EIM

• Global market leader in EIM

– 180+ live customers

– 500,000+ payees in production

• Flexible and Scalable

• Broad industry coverage incl. Mfg/Tech, Retail, Telco, Fin Serv

• Global market momentum & references

400,000+ payees currently implementing

– JC Penney – 127,000– Best Buy – 90,000


• BT wanted an easy to use ICM system that would:– Enable rapid changes of plan metrics

– Handle many different factors contributing to compensation

– Provide daily information to compensated individuals

• Implementation details– Live on 11.5.10

– Deployed standalone, with Siebel call centre and PeopleSoft HR

– Compensating 16,000+ employees and contract staff including telesales staff, sales managers, call centre managers and call centre directors

– Calculations run daily; 3 million transactions a month

• Key benefits– Flexibility of the system for handling complex plans

– Easy to add in a new plan element

– Full audit trail of compensation

– Improved cost of ownership with increased performance

Case Study: British Telecommunications


Implementation details:– Live on 11i (11.5.10)

– BT uses Siebel in the call centre and PeopleSoft for corporate HR

– BT is compensating more than 18,000 employees and contract staff including telesales staff, sales managers, call centre managers and call centre directors

– Calculations are run daily; 3 million transactions a month

Hardware Sizing– 8 CPU box (HP)

– 24GB Memory

British Telecom – Telecommunications


Implementation details:– Live on 11i (11.5.10)

– JC Penney uses PeopleSoft HR, Payroll and Financials

– JC Penney have currently rolled out to around 20 stores as pilot and will be rolling out to 1000 stores in the next 6 months.

– Around 35,000 store employees and managers will be compensated bi-weekly and another 90,000 more will be paid monthly/quarterly/annual bonus.

– Calculations during peak periods are 10 million transactions a week

Hardware Sizing– 12 CPU box (IBM P5)

– 24GB Memory

JC Penney - Retail


OIC has "achieved significant scalability milestones in terms of payees… & transactions…, & demonstrated an ability to support stand-alone projects" as well as differentiating its offering through its "integration with other e-business applications".

Clients “should consider OIC on their shortlists.”

Michael Dunne, Gartner, 2006

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

Analyst Recognition

Copyright ©2006, Oracle. All rights reserved. Oracle & [customer] Confidential

R12 Updates


Product History

3i & prior: Calculation

formulas Incremental

calculation Split

transactions Mass

transaction adjustments

11.5.3: Collection

from Order Management

Plan assignment by role

Calculation for non-employees

Compensation groups

Integration with Sales

Pay groups Payment

Plans

11.5.4/5: Payables

integration Income

planner Collection

filters Payment

hold TBH

resources Contract

authoring/approval

Comp Planning reports

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

11.5.8/9: Collect

revenue adjustments

Accumulation/splits along multi-dimensional rate tables

Payment administration hierarchy

Manual payment adjustments

Payment worksheet history

Payment signoff report

Import/export of setups

11.5.10: Mass update

of rules and assignments

Sales force reports for performance assessment and payment reconciliation

Projected commissions and quoting integration

Flexible, user-defined credit allocation

Integrated territories alignment

1997 20022001 20042000 2003

R12: Personalizable

and extensible applications framework

Role-based business flows

360º view of compensation plan and resources

Enhanced auditing capabilities

Multi-Org access control

HR Compensation Workbench integration

Task based plan creation UI

2006


• Total Compensation Visibility

R12 Release Update

• Superior ownership experience– Role based business flows

• Compensation Manager/Analyst

• Plan Administrator

• Incentive Compensation Administrator

• Self-Service Users and Managers

– Top-Down plan creation and plan element wizard

– 360º View of Resources and Plans

– Enhanced auditing capability

• Best application technology– Adaptive, Meta-data driven UI

– XML-based reporting

– Export to Excel


Plan Administration(Match)


Sales Credit Allocation Description

Credit Rules

TransactionsSales Credit & Territory Allocation

Rules Engine

Credit Receivers

• Sales Credit Allocation assists in determining who the correct credit receivers are and how much credit each should receive


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 AllocationHow To Use This Feature

Credit Rules

Transactions

Sales Credit & Territory AllocationRules Engine

Credit Receivers

– Define Sales Credit Allocation (SCA) credit rules

– Create transactions

– Transfer transactions to SCA interface tables

– Run SCA Rules Engine

– Apply SCA results to transactions


Plan Execution(Manage)


Reporting


Incentive Management

Create and MaintainComp Plans

• Match sales compensation to your company objectives

Calculate & Pay Commissions

Collect Data & Assign Credit

• Manage incentive systems with greater efficiency & simplicity.–Eliminate manual processes–Increase speed and flexibility–Validate and audit payments to improve accuracy

Reporting

• Motivate consultants through accurate and on time payments and reports• Motivate reps through accurate and on time payments and

reports


Incentive Compensation Value & ROI

Improved adaptability

Improved alignment

Improved financial controls• Improved regulatory compliance & financial predictability

• Reduced administration errors & over payments

• Improved accountability over incentive expenditure

• Optimized target distribution aligned with corporate goals

• Increased sales & channel partner productivity

• Full sales line of sight for focused sales execution

"Our implementation of Oracle Incentive compensation improved accuracy, provided more control and reduced interpretation and subjectivity of compensation plans”

ADP Inc

"Our implementation of Oracle Incentive compensation provided a low cost of ownership with tight integration to backend systems in a global rollout”

Silicon Graphics

"Our implementation of Oracle Incentive compensation improved call center agents productivity with alignment to corporate objectives.”

British Telecom PLC

• Improved time to market with new products & business initiatives

• Accelerated new fiscal year compensation rollouts

• Reduced incentive management staffing costs


Thank You

match, manage & motivate with oic

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