Automating the Global Leasing Process. Presenter s Name Presenter s Title

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1 Automating the Global Leasing Process Presenter s Name Presenter s Title

2 Safe Harbor Statement The following is intended to outline our general product direction. It is 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 purchasing decision. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 2

3 Agenda Leadership in Real Estate Automate Global Leasing Process Results Achieved by Oracle Customers 3

4 Oracle in Real Estate Did You Know? 16 of Top 25 REIT s run Oracle Applications 9 of the top 10 Fortune s most Admired Commercial Real Estate Companies run Oracle applications 15 of the Top 25 Retail Owners run Oracle applications Over 1,000,000 Leases Managed monthly with Oracle 4

5 The Challenges We re Hearing Automate Global Leasing Process How do I automate the leasing process across my commercial real estate portfolio? Closed loop task management can bring improved economics to the entire leasing process. Aberdeen Group Optimize Commercial Portfolio Value How can I optimize the financial performance of my global commercial real estate portfolio? Commercial Real Estate has been repositioned as an asset class Institutional, Private Equity, Venture Capital, and Hedge Fund Investments will only increase in the future. National Association of Real Estate Investment Trusts Manage Property and Asset Lifecycle How can asset lifecycle management be used to control operating costs? Best in class portfolio managers use a holistic approach to store lifecycle management to show improved performance. Aberdeen Group 5

6 Automate Leasing Process Manage Complete Deal Lifecycle Abstract Lease Ready Space Commence Billing / Collection Execute Lease Assess & Qualify Lead The Deal Negotiate T&Cs Create Opportunity Check Availability Select & Configure Create Proposal Effectively Turn Leads into Leases Measurable Marketing Campaigns Generate leads from all sources (internal & external) Track opportunity through all phases of the deal cycle Collaborate with other organizations to effectively address deal status and issues Opportunities are automatically flowed to create lease documents Enable project-based tracking as opportunities mature to lease deals Accurate Forecasting Integrate with Back office for billing & collection 6

7 Agenda Leadership in Real Estate Automate Global Leasing Process Results Achieved by Oracle Customers 7

8 Automate Leasing Process Requirement Oracle Capability The Oracle Difference Efficiently manage lead generation and marketing activities Marketing Campaign Management, Vacant Space Promotion Oracle CRM delivers actionable insight to all members of the marketing organization Automate leasing workflow process Proposal Workflow, Contracts Mgt., Universal Customer Master Oracle provides tools to standardize the leasing process across the entire portfolio Assist brokers in managing vacancy and leasing projections Pipeline Forecasting, Business Intelligence Oracle provides comprehensive analytics for leasing activity and occupancy fulfillment 8

9 Automate Leasing Process Requirement Oracle Capability The Oracle Difference Efficiently manage lead generation and marketing activities Marketing Campaign Management, Vacant Space Promotion Oracle CRM delivers actionable insight to all members of the marketing organization Automate leasing workflow process Proposal Workflow, Contracts Mgt., Universal Customer Master Oracle provides tools to standardize the leasing process across the entire portfolio Assist brokers in managing vacancy and leasing projections Pipeline Forecasting, Business Intelligence Oracle provides comprehensive analytics for leasing activity and occupancy fulfillment 9

10 Match Tenants with Available Properties Identify and Market Unoccupied Space for Lease Analyze Lease Ending Dates Industrial Quickly Identify Vacancies Track New Space Under Construction Reconfigure Existing Space x x x x x x x What is available, when and at what cost? All Leasing Agents across the portfolio Who can I lease to? Retail Warehouse Corporate Office 10

11 Oracle Real Estate Dealflow Marketing Intelligent Interactions Across the Real Estate Community Direct Mail Call Center Web/ Field Sales Brokers/ Partners Branches Stores POS/ ATMs Wireless Customer Bills & Stmts Real-Time Decisioning Role-Based, End-To-End Dealflow Solutions Complete Customer and Business Insight Pre-built Reports & Dashboards Segmentation & Discovery Ad Hoc Reporting Data Mining Proactive Alerts & Event Triggers Briefing Books Enterprise Data Integration and Analytics Platform Legacy Financial Projects Operational Systems Lease Siebel UCM Siebel OLTP Siebel DW IVR Web CTI Customer Interaction Systems Other Operational & Analytic Sources 11

12 Leasing Agent Lead Generation Market to the Best Tenant Prospects Provide a single application Automate labor-intensive tasks - Manage tasks, contacts, calendar, etc. - Generate quotes, proposals, & orders - Flow documents for approval - Create lease contracts Deploy best-practice deal methodologies that standardize the use of sales processes Enable instant access to deal information and tools anywhere, anytime with integrated solutions - Determine space availability, lead time, status - Offer flexible lease terms and conditions - Quickly and accurately configure complex solutions (e.g., multiple spaces, space plus services, etc.) 12

13 IHOP COMPANY OVERVIEW International House of Pancakes (IHOP) operates over 1,200 restaurants in North America. With revenues over $500M, 90% of its locations are operated by franchises CHALLENGES/OPPORTUNITIES Current legacy system would not support company s aggressive growth strategy. The lease management system no longer fit the needs of the changing environment. No comprehensive view of deals in pipeline. Inability to access information in a timely manner. SOLUTIONS Oracle Customer Relationship Management Oracle Financials Oracle Projects Oracle Data Hub CUSTOMER PERSPECTIVE Oracle brings a single source of truth to manage our entire customer interaction, and that was clearly a differentiator. Patrick Piccininno, Vice President, Information Technology, IHOP Corp. RESULTS Improved budgeting and monitoring of the property opportunity pipeline Easily integrate new leases and franchise locations while minimizing new resources. Automated key processes for Commercial Terms Leasing Management Automated workflow between leasing and tenant improvement construction to reduce cost and risk 13

14 Automate Leasing Process Requirement Oracle Capability The Oracle Difference Efficiently manage lead generation and marketing activities Marketing Campaign Management, Vacant Space Promotion Oracle CRM delivers actionable insight to all members of the marketing organization Automate leasing workflow process Proposal Workflow, Contracts Mgt., Universal Customer Master Oracle provides tools to standardize the leasing process across the entire portfolio Assist brokers in managing vacancy and leasing projections Pipeline Forecasting, Business Intelligence Oracle provides comprehensive analytics for leasing activity and occupancy fulfillment 14

15 Universal Tenant Information Centralize tenant information management Automate error handling, account setup & other administration costs Understand Tenant Shift from property centric to tenant centric view Gain complete understanding of tenant s relationships & hierarchies Reduce Data Management Costs Improve Customer Data Quality Tenant Meet regulations such as FASB 13, SarBox, etc Enforce security and permissions across leasing chain Comply with Regulations Utilize Tenant Insight Make informed decisions during tenant interactions Detect and manage real estate industry events 15

16 Collaborative Lease Execution Ensure All Parties Have Access to Same Version v2.0 This Lease is a legal agreement between TCL SA ( Lessor ) and JBC, Inc. ( Lessee ) v1.0 This Lease is a legal agreement binding TCL SA and JBC, Inc. Copy & Edit Central Lease Repository Attachments Lease Contracts from Legal Attachments Subcontracts Drawings Etc. Manage documents with check-in / check-out functionality Track versions and communicate changes between multiple parties Share supporting documents (e.g. CAD drawings, images, scanned documents) Subscribe to changes and monitor critical events Enable parties to raise and resolve issues 16

17 Common Work Repository Provide User-Friendly Launch Point for All Work Workflow Driven Processes Prioritized Work Tasks Organized Work Assignments 17

18 Macerich REIT COMPANY OVERVIEW Macerich (NYSE: MAC) is one of the country s largest owners, operators and developers of major retail properties. Macerich s dynamic portfolio includes some of the country s highestperforming shopping centers. Total gross leaseable area at 73 centers exceeds 77 million square feet. CHALLENGES/OPPORTUNITIES Current legacy leasing system is cumbersome and inefficient Legacy leasing system not flexible enough to accommodate new business processes No comprehensive view of deals in pipeline Legal department could not integrate to leasing workflow. SOLUTIONS Oracle Customer Relationship Management Oracle Financials Oracle Projects Oracle Property Manager CUSTOMER PERSPECTIVE What we ve seen with Oracle CRM is the promise of a total solution it matches up with one of our key objectives to better manage our leasing process and make our business operations more efficient. Sean O Donoghue, Vice-President of Business Applications and Technology, The Macerich Company RESULTS Standardized key processes for Retail Mall Leasing Management Easily incorporate new lease types and terms while minimizing new legal requirements. Automated workflow and integration between leasing, financial and property operations Improved forecasting of deal pipeline 18

19 Automate Leasing Process Requirement Oracle Capability The Oracle Difference Efficiently manage lead generation and marketing activities Marketing Campaign Management, Vacant Space Promotion Oracle CRM delivers actionable insight to all members of the marketing organization Automate leasing workflow process Proposal Workflow, Contracts Mgt., Universal Customer Master Oracle provides tools to standardize the leasing process across the entire portfolio Assist brokers in managing vacancy and leasing projections Pipeline Forecasting, Business Intelligence Oracle provides comprehensive analytics for leasing activity and occupancy fulfillment 19

20 Manage and Measure Lease Contracts Managing Renewals How can I improve access to contracts and tenant interaction history? How can I better manage renewals so lease interruptions and unprofitable leases are eliminated? Leasing Effectiveness What can be done to accelerate lease-up cycles and reduce contractual risk? How can leasing reps reduce paperwork & improve efficiency? Customer Sub Contractor Process Control How can I manage customer, legal, fiduciary & industry requirements to reduce risk? How can I streamline approval of non-standard agreements? Contract Visibility How do I prevent improper accounting and minimize disputes & penalties? How can I ensure delivery and lease commitments are met? 20

21 Pervasive Insight Across the Portfolio Databases BI Dashboards Analytics Server Data Warehouse Pervasive Insight to Drive Business & Monitor Key Performance Metrics Tenants Property Operations Executive Real-time Decisions Interaction History Tenant Behavior Segment Migration (Retail, Industrial, Office, Speciality, etc.) Lease Processing Performance Scorecards (e.g.occupancy Level) Operational Cost Analysis Property Performance Analytics Line of Business Analytics Regional Occupancy Analytics Lease Up Trends KPI Monitoring (e.g. Lease Economics) Multi-channel Engine for Real Time Recommendations Tenant Retention Actions 21

22 Dealflow Analytics Insight Across Your Real Estate Leasing Process Capture data from any source Graphically rich, intuitive UI Pre-built (yet extensible) analytics Support mobile / handheld devices Easy to create Ad-Hoc reports Actionable analyses for all levels of organization Examples Tenant satisfaction and lifetime value Lease Contracts and renewals Leasing Pipeline Lease Profitability Tenant Improvement Spend Expirations Performance by Region Performance by Market Sector 22

23 Oakwood Worldwide COMPANY OVERVIEW Oakwood Worldwide is the largest corporate housing company in the world. The Los Angeles-based firm pioneered the concept of corporate housing in the 1960s and today provides spacious apartments--furnished and accessorized with everything from dishes and linens to home electronics--to businesspeople on extended stays away from home. Oakwood also manages highquality apartment complexes in approximately 50 locations nationwide. CHALLENGES/OPPORTUNITIES Manual leasing processes No interaction between leasing operations and finance No comprehensive view of deals in pipeline Disparate core systems. SOLUTIONS Oracle s Siebel Customer Relationship Management and Analytics Oracle Financials Oracle Projects CUSTOMER PERSPECTIVE Oracle s Siebel CRM applications improved our ability to see our business in new ways and enabled us to serve our customers better then before. As our people learn to use the tools better, our benefits will continue to grow. Ric Villarreal, Senior Vice President, Chief Information Officer, and Special Assistant to the Chairman, Oakwood Worldwide RESULTS Build a foundation for future growth Support the rapid acquisition multiple lease portfolios Control administrative costs Streamline consolidation of key lease information for its properties Develop faster access to real-time information about lease and property performance Provide key integrity checks 23

24 Lease Automation Summary Efficiently Manage Lead Generation and Marketing Activities A Robust Solution for Finding the Best Tenant Available to fit the Property Automate Leasing Workflow Process Market Leading Solution to Support Workflow for all Leasing Activities Assist Brokers in Managing Vacancy and Leasing Projections Only Oracle Delivers the Most Comprehensive CRM Analytics for Lease Processing 24

25 The Only Complete Real Estate Solution Platform Processes Customer Results People Partners 25

26 Oracle Solution Footprint for Real Estate Business Flow Deal Flow Project Mgmt Operations Service Valuation Analytics Performance Benchmark Business Operations Global Consolidations Partnership Accounting Brokerage / Sales Management Construction Management Property Management Spend Analysis Real Estate Human Resources Financials Property Accounting Advanced Real Estate Forecasting Facilities Management Corporate Administration Fixed Assets Financials Projects Procurement Human Resources Compensation Infrastructure Hubs (Product Hub) Hubs (Customer Hub) Integration Framework (e.g. BPEL) Technology (e.g. Database, Application Server, RAC, Oblix, Times Ten) Helpdesk HR IT Facilities Management 26

27 Market-Leading Middleware Platform Best-Selling 32,000+ Customers Deployed 70% of World s s 50 Largest Firms $1B+ Business Highest Rated Only vendor in Gartner and Forrester leader quadrants for all Middleware components. Most Comprehensive Source: Forrester Research ranking of Application Platform Servers, April 2005 SOA Vendor of Choice 27

28 Oracle s People Advantage 220,000 database customers 1700 application ISVs 30,000 applications customers 275,000 customers benefiting from shared innovation 30,000 middleware customers 29,000 developers, support engineers and consultants 1300 participants in early customer adoption programs 5000 middleware ISVs 950 customers participating in Customer Advisory Boards 9000 database ISVs 35 Fusion strategy council members 425 user groups 500 Industry & Product strategy council members 28

29 Agenda Leadership in Real Estate Automate Global Leasing Process Results Achieved by Oracle Customers 29

30 What Customers are Achieving reduced annual CAM billing process from 6-9 months down to 2 months. improved cycle time for development projects. HR solution to automate processes for 1,300 employees cut the time to close each financial quarter. Improved cash flow by reducing the time required to collect and record receivables consolidated 400 spreadsheets into integrated Fixed Asset system 30

31 The Oracle Difference Only Oracle Provides market leading CRM tools to manage the entire leasing workflow process Provides a scalable technology platform to support global Real Estate operations Has a complete end-to-end Real Estate Management solution with deep and broad functionality for Leasing, Construction, Financials, Property Management and Maintenance 31