Transcript Document 7183543

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Driving Sales Growth With Oracle Incentive Compensation
Indy Bains,
Senior Oracle Solution Consultant
Agenda
• Introductions
• Oracle Incentive Compensation Management
• Product Overview

Design incentive programs that align with corporate strategy

Measure achievement against performance metrics

Reward sales & partner behavior

Analyze impact of incentive program on financial and sales goals
• Question & Answer Period
Decision Maker
Key Pain Points
Finance
Financial Control
• Lack of control & visibility into large sums of cash payouts for
incentive-based programs
• Fear of/actual loss of millions of dollars in overpayment & comp
errors
• Inability to account for variable compensation effectiveness
Adaptability
IT,
Operations
• Difficulty modifying comp plans based on strategy changes
• Difficulty releasing comp plans quickly for new fiscal years & new
product releases
Influencer
• High cost of administration of homegrown solutions
Alignment
Sales,
Executive
• Sales targets don’t make sense with respect to broader corporate
objectives
• Failure to consistently meet key performance targets… & really
understand why
• Selling channels under-motivated or performing
OIC Solution Overview
Enterprise solution…

Complete end-to-end
compensation solution from
order to pay

Integrated design, administration,
& sales execution

Total compensation visibility
including both variable and nonvariable pay

Robust Global capabilities
(languages, currencies, etc.)
With best of breed
capabilities…

Flexible design to adapt to
complex plan requirements

Open architecture for ease of
integration with legacy & external
systems

Scalable, high performance rules
engine
Oracle Incentive Compensation
Resource Manager
Employees
Partners
Resellers
Vendors
Agents
Order Management
Territory Mgr
Quoting
HR Comp
Quotes
Total Comp
Resources
Roles
Groups
Teams
Territories
ORACLE INCENTIVE COMPENSATION
Orders
Employees
Receivables
Invoices
Billing
Payroll
Payables
Resellers
Vendors
Partners
Agents
Collect, Calculate, Pay
Discoverer & out-of-the-box Reports
Commission Statements
Performance Reports
Year to Date Summary
Administrative Reports
+ End User Layer
Seeded Workbooks
Oracle Business Intelligence
Compensation Data mart
Role based Dashboards
Flexible personalization
OIC Analyst Recognition
“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
OIC Analyst Recognition
“Oracle has managed to support clients with high
scalability requirements in terms of number of
payees (in the thousands) and transactions (more
than 1 million per month).”
Clients “should consider OIC on their shortlists”
Michael Dunne, Gartner, 2007
Successful Customers Select Oracle!
IT
Telecom
Retail
Manuf.
Successful Customers Select Oracle!
Finance
Healthcare
Other
End-to-End Incentive Compensation
• Design & communicate incentive
programs that align with corporate
strategy
Analyze
Design
• Measure achievement against
performance metrics
• Reward sales & partner behavior
Reward
Measure
• Analyze impact of incentive
program on financial and sales
goals
Designing Incentive Compensation
Analyze
Design
Reward
• Flexible compensation plan
definition
• Role-based plan assignment
• Top-down plan creation and
checklists
• Flexible expression builder &
multi-dimensional rate tables
• Interdependent plan elements
to support linked objectives
• What-if analysis
• 360-degree view of resource
Measure
Measuring Behavior
Analyze
Design
Reward
• Collection of orders & invoices



Out-of-the-box integration with
Oracle Order Capture and Oracle
Receivables
Open Interface for Transaction,
Product, Customer, Quota imports
Excel Imports
• Classification rules categorize
transactions into relevant
performance measures
• Flexible crediting rules & rollups
• Flexible, date-effective Territories
• Mass transaction & credit
adjustments
Measure
Rewarding Behavior
Analyze
Design
Reward
• Multi-threaded, scalable
calculation process
• Retro-processing and
incremental calculation
• Research Assistant
• Integrated payment process


Out-of-the-box integration with
Oracle Payroll and Accounts
Payable
Open Payment interface
• Draws, Recovery and Cap
• Payment Approval Hierarchy
• Complete Audit Trail
Measure
Analyzing Compensation
Analyze
Design
Reward
• Standard out-of-the-box reports for
tracking performance
• XML publisher for easy report
modification and extensibility
• Oracle Business Intelligence
Standard Edition End User Layer
for ad-hoc reporting
• Sophisticated Analytic capabilities
using Oracle Business Intelligence
Enterprise Edition (Siebel
Analytics)
• Integration with Compensation
Workbench for Total Comp
Statement and Analysis
• Integration with Sales for Line of
sight projections
Measure
Next Steps
URL: launch.oracle.com
PIN: OICinfo
Key Takeaways
•
Oracle Incentive Compensation is #1 in the Enterprise Incentive
Management market
•
OIC is the only enterprise solution with best-of-breed functionality
•
OIC drives cost-effective management of incentive-based
compensation programs
•
OIC leverages Oracle technology, eliminating the need for third
party solutions
•
OIC provides the most scalable and secure architecture
•
OIC delivers pre-built integration to Oracle EBS applications