the return of oracle sales contracts
TRANSCRIPT
Know More. Do More. Spend Less.
January 24, 2006Monica Loomis, Senior Sales
Consultant
OracleContractManagement
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 Contracts Overview Agenda
Business Challenges
Solution Overview
Sales Contracts
Customer Success
Demo
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 ChallengesIncreased Volumes• Identify & eliminate
redundant processes
• Eliminate manual work and administrative tasks
Increased Volumes• Identify & eliminate
redundant processes
• Eliminate manual work and administrative tasks
Customer Expectations• Accelerate contract negotiations
• Meet agreed upon deliverable deadlines
Customer Expectations• Accelerate contract negotiations
• Meet agreed upon deliverable deadlines
Compliance• Adherence to tighter
regulatory requirements• Avoidance of costly penalties
Compliance• Adherence to tighter
regulatory requirements• Avoidance of costly penalties
• Prevent contract leakage
• Identify best opportunities to generate new revenue
• Prevent contract leakage
• Identify best opportunities to generate new revenue
Revenue Protectionand Generation
TradingTradingPartnerPartner
TradingTradingPartnerPartner
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
“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
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
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.
Additional (New) Contract RevenueAdditional (New) Contract Revenue 1-2%1-2%
Renewal RevenueRenewal Revenue 30%30%
Compliance with Regulatory GuidelinesCompliance with Regulatory Guidelines 90-90-100%100%
Source: Goldman Sachs, Global Equity ResearchSource: Goldman Sachs, Global Equity Research
Operating & Processing CostsOperating & Processing Costs 10-30%10-30%
Contract Negotiation Cycle TimeContract Negotiation Cycle Time 50%50%
Volume of Erroneous PaymentsVolume of Erroneous Payments 75-90%75-90%
Why Contract Management Matters
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 PracticesLeading 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
• 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
How OracleHow OracleDeliversDelivers
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 Contract Administration Administration
& Renewal& Renewal
Legal & Legal & Business Business ApprovalApproval
Tracking Tracking PerformancePerformance
Contract Contract Execution & Execution & ComplianceCompliance
Standards based Standards based Authoring and Authoring and
NegotiationNegotiation
ContractsContractsRepositoryRepository
Establish Establish Corporate Corporate
Contract PoliciesContract Policies
Standardize contract processes
Fulfill contractual obligations
Ensure contract compliance
Assess performance and risk
Identify new recurring revenue opportunities
Oracle’s Contract Management Solution
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 ContractsProcurement Contracts**
Sales ContractsSales Contracts**
Service ContractsService Contracts
DBI for Service Contracts DBI for Service Contracts
Project ContractsProject Contracts
Procurement ContractsProcurement Contracts**
Sales ContractsSales Contracts**
Service ContractsService Contracts
DBI for Service Contracts DBI for Service Contracts
Project ContractsProject Contracts
Develop
Market
SellOrderPlan
Procure
MakeMake
Fulfill
ServiceService
Maintain FinanceHR
Projects
All Product,Customer,& SupplierInformation
All Product,Customer,& SupplierInformation
* New in 11i.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 LibraryEstablish Organization-Wide Contract Standards
Contract Terms Library
Legal
SalesOrganizations
Government Regulations
Implement• Best Practices• Legal Requirements• Regulatory Policies
Implement• Best Practices• Legal Requirements• Regulatory Policies
• Standard Clauses
• Contract Templates
• Contract Policy Rules
• Standard Clauses
• Contract Templates
• Contract Policy Rules
Enforce• Adopt as-is• Localize
Enforce• Adopt as-is• Localize
BusinessUnits
Rich text formatting – bold, indent, bullet listManage global and country specific standardsRevision control and approval management
Negotiate and Author ContractsIntegrate Your Sales and Contracting Processes
One-time Orders
Sales Agreements
Releases Against Sales Agreement
Author contract terms on quote, iStore cart or sales order
Author contract terms on blanket sales agreement
Enforce contract terms on sales orders released against a sales agreement
Contracts embedded in ‘Quote-to-Cash’ business flow
Deploy organization-wide best practices
Authoring assistance for complex terms
Templates
Contract Expert
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 TemplatesProactively Enforce Policies and Business Practices
Fees & Taxes
Non-payment Penalties
Standard Licensing Agreement
• Standard contract templates by sales type
• Full revision control
• Workflow based approvals
Payment Terms
International Shipping
Damages & Recovery
Shipping
Template: Standard formatted terms and conditions
Section: Topical grouping of terms and conditions
Clauses: Legal terms and conditions text
Early Payment Discounts
Limitation of Liability
.
.
.
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 ExpertGuided Authoring of Complex T&Cs
Customer Defined Customer Defined QuestionsQuestions
Configurable rules drive terms selection for complex contracts
Clauses default based on product, customer, contract value etc.
Author high quality contracts with minimal legal supervision
NoNo
IndustryIndustry
Segment ?Segment ?
YesYes
Add ClausesAdd Clauses•11234.68711234.687•12342.33312342.333•12231.99812231.998
Contract ExpertContract Expert
Over $50,000?Over $50,000?
CommercialCommercialGovernmentGovernment
Draft Contract
Draft Contract
Contract
TemplateContract
Template
Responses Drive Responses Drive Article SelectionArticle Selection
.
.
.
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
GlobalGlobalContractContract
RepositoryRepository
ContractAdmin
ContractAdmin
FinanceFinance
Senior Mgr
Senior Mgr
LegalLegal
ScannedImages
Contract Documents
Approve
Sign
Store
Enforce approval rules, track versions
Generate PDF documents
Contract binding
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
ProcessStandardization
ContractVisibility
Compliance Management
Reduce ‘negotiate-to-contract’ time
Ensure contractual obligations are met
Provide secure, global access
Risk Assessment Manage contract exposure and risk
Oracle Oracle SalesSales
ContractsContracts
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.
iStoreiStore
Sales RepsSales Reps
CustomersCustomers
CustomerCustomerInquiry /Inquiry /
OpportunityOpportunity
Order against Order against ContractContract
ContractStandards
ProposeProposeContractContract
Negotiate Negotiate Pricing, T&CPricing, T&C
CustomerCustomerAcceptanceAcceptance
T’s&C’s T’s&C’s LibraryLibrary
Contract Negotiation
Order Automation
QuoteQuote SalesSalesOrderOrder
Blanket Agreement Blanket Agreement
or Sales Orderor Sales Order
Enforce Terms• Pricing• T’s&C’s
ContractContractRepositoryRepository
Oracle Sales ContractsManage Contractual Customer Relationships
*New in 11i.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 LibraryEstablish Organization-Wide Contract Standards
Contract Terms Library
Legal
SalesOrganizations
Government Regulations
Implement• Best Practices• Legal Requirements• Regulatory Policies
Implement• Best Practices• Legal Requirements• Regulatory Policies
• Standard Clauses
• Contract Templates
• Contract Policy Rules
• Standard Clauses
• Contract Templates
• Contract Policy Rules
Enforce• Adopt as-is• Localize
Enforce• Adopt as-is• Localize
BusinessUnits
Rich text formatting – bold, indent, bullet listManage global and country specific standardsRevision control and approval management
Negotiate and Author ContractsIntegrate Your Sales and Contracting Processes
One-time Orders
Sales Agreements
Releases Against Sales Agreement
Author contract terms on quote, iStore cart or sales order
Author contract terms on blanket sales agreement
Enforce contract terms on sales orders released against a sales agreement
Contracts embedded in ‘Quote-to-Cash’ business flow
Deploy organization-wide best practices
Authoring assistance for complex terms
Templates
Contract Expert
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 TemplatesProactively Enforce Policies and Business Practices
Fees & Taxes
Non-payment Penalties
Standard Licensing Agreement
• Standard contract templates by sales type
• Full revision control
• Workflow based approvals
Payment Terms
International Shipping
Damages & Recovery
Shipping
Template: Standard formatted terms and conditions
Section: Topical grouping of terms and conditions
Clauses: Legal terms and conditions text
Early Payment Discounts
Limitation of Liability
.
.
.
Contract ExpertGuided Authoring of Complex T&Cs
Customer Defined Customer Defined QuestionsQuestions
Configurable rules drive terms selection for complex contracts
Clauses default based on product, customer, contract value etc.
Author high quality contracts with minimal legal supervision
NoNo
IndustryIndustry
Segment ?Segment ?
YesYes
Add ArticlesAdd Articles•11234.68711234.687•12342.33312342.333•12231.99812231.998
Contract ExpertContract Expert
Over $50,000?Over $50,000?
CommercialCommercialGovernmentGovernment
Draft Contract
Draft Contract
Contract
TemplateContract
Template
Responses Drive Responses Drive Article SelectionArticle Selection
.
.
.
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
GlobalGlobalContractContract
RepositoryRepository
ContractAdmin
ContractAdmin
FinanceFinance
Senior Mgr
Senior Mgr
LegalLegal
ScannedImages
Contract Documents
Approve
Sign
Store
Enforce approval rules, track versions
Generate PDF documents
Contract binding
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
ProcessStandardization
ContractVisibility
Compliance Management
Reduce ‘negotiate-to-contract’ time
Ensure contractual obligations are met
Provide secure, global access
Risk Assessment Manage contract exposure and risk
Customer Customer SuccessSuccess
A Few Contract Mgmt Customers…
BAE SYSTEMS
DemoDemo
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.
AQ&Q U E S T I O N SQ U E S T I O N SA N S W E R SA N S W E R S
Know More. Do More. Spend Less.