Drive Better Business Results Oracle Channel Revenue Management

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2 Drive Better Business Results Oracle Channel Revenue Management Earl Eldridge Senior Director, EBS Product Management Archana Vadya Director, Product Management October 01, 2014

3 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 decisions. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 3

4 Program Agenda Channel Revenue Management: An Overview Use Cases What s New? Future Roadmap Question & Answers 4

5 Program Agenda Channel Revenue Management: An Overview Use Cases What s New? Future Roadmap Question & Answers 5

6 Oracle EBS Channel Management Family Channel Revenue Management A family of products + Advanced Pricing &

7 Channel Rebate and POS Management Complete Solution for Rebate and POS Running complex pricing programs difficult to maintain and track? Targets met but profitability below forecast? Rebate liabilities or assets visibility? Processing and cleansing of indirect sales (POS) labor intensive and subject to error? Overall spend tracking? Simple UIs for Easy Maintenance Accurate Tracking of Accruals & Channel Performance Execute Complex Rebates Channel Rebates Calculate GL Posting Settle Automate Cleanse Validation Settlement Distributor Inv Tracking

8 Standard Offer Types/aka Pricing Programs Types Accrual Offers Off Invoice Offers Volume Rebates Promotional Goods Order Value Scan Data Lumpsum Offers Trade Deals Net Accrual Terms Upgrade Rebate Capability Various Rebate Types Support for Direct and Indirect Sales Global and Organization specific Quantity Limits Retroactive Pricing by Tier Adjustment capability for value and dates Autopay Setup Back dates Adjustment Advanced Options with Bucketing

9 Volume Offers ChRM s Volume Offer Solution Complex volume pricing programs keeping you up? Using spreadsheets to calculate volume accruals making it difficult to maintain and track volume programs? Constantly changing the programs for customer locations or products additions or deletions? Difficulties tracking and posting your volume rebate liabilities? Accrue Based on Customer s cumulative purchase volume over a period of time Pricing Adjustments for Customers, Products and Dates Backdating Start and Retroactive Adjustments Pre-Qualification Tiers for high performing Customers 9

10 Rebate Tracking Buy Side & Sell Side Purchases Direct Sale Customer Communicate with Supplier Approve & Settle Define Pricing Programs Supplier Agreements Calculate Earnings / Rebates Purchased Items Run pricing Validate compliance to pricing agreements

11 AR Deduction Settlement End to End Deduction Flow Dispute/deduction handling Rebates Settlement Promotional Payments Complete AR processing Lockbox integration Subsequent Receipt Application Auto-write offs Mass Settlements Mass Update Rule Based Settlement Claims Aging Endeca Extensions Centralized Claims Repository 11

12 Supplier Ship & Debit What For Wholesale Distribution Channel revenue management product automating special price requests for wholesale distribution and streamlines the ship & debit claim process Automate all agreements, tracking, accounting journal entries and chargeback s to vendors manual processes for timely claims processing Benefits Reduced margin leakage. Reduced cost of managing special pricing agreements and greater visibility into claim process Request Special Price Request New Price from Supplier Receive Supplier approval/ authorization Manage Disputes & Payments Resolve Disputes Issue Debit to Suppliers Track Accruals Record Accruals Generate Accurate Accounting Claim Compile accruals & generate Claims Transmit Claims to Supplier via XML or WebADI 12

13 Price Protection What For Wholesale Distribution Channel Revenue Management solution enabling orchestration and automation of supplier price changes Timely claims processing through automated integrations to Procurement, Warehouse / Inventory, Costing, General Ledger, Accounts Payable, Accounts Receivable Benefits Reduced margin leakage. Automation of manual spreadsheets, faster realization from price protection claims, complete control & full visibility into the process, increased channel revenues 13

14 Channel Revenue Mgmt Endeca Extension Eliminate revenue leakage Quickly identify and charge back invalid deductions Gain control over trade funds with comprehensive budget visualization Improve payment collection Prioritize high value claims for closure to maximize cash returns Quickly identify past due balance and take action to recover payments Increase profit margins Key Benefits Identify overbooked claims agents and balance workload to clear aged claims Improve operation and process efficiency with smarter analysis and effective collaboration with customers/suppliers 14

15 Drive Better Business Results Increased ROI with Streamlined Processes Highly Automated Processes Improve Reporting & Visibility Mitigate Risks

16 Program Agenda Channel Revenue Management: An Overview Use Cases What s New? Future Roadmap Question & Answers 16

17 Channel Revenue Management Use Case Claims generation and processing Automated Routing and assignment Automatic generation of related claims Integration EDI / Transportation Partners AR / AP (Settlement) GL Data analysis Transportation Solution True event cost / Loss and Damage costs 17

18 Summary of Process Channel Revenue Management Use Case Life Sciences Solution Chargeback Flow GPO s and Membership list maintenance GPO Contract Pricing Retail/Institutional Contracts Data Exchange EDI 844 and 849

19 Channel Revenue Management Use Case Royalty Solution Overview Calculating Royalties on/with: Individual products Embedded products Assortment products Handled one time and recurring pre payments Information based on Order Management and external sources 19

20 Channel Revenue Management Use Case Wholesale Distribution Solution Sell Side Rebate Support Buy Side/Vendor Rebate Support Supplier Ship & Debit On hand and pass thru price protection Deduction Management 20

21 Channel Revenue Management Use Case Consumer/Manufacturing Solution Calculating Volume Incentives/Co-Op off of Sales data Standard Pricing Agreements Coupon Promotions Deduction Management How to handle discounts and surcharges going to a different GL account 21

22 Program Agenda Channel Revenue Management: An Overview Use Cases What s New? Future Roadmap Question & Answers 22

23 12.2.4: New HTML User Interface The new user interface allows a quick view and update on key offer s data to improve productivity Users always have a context of the offer as they move through screens and make changes. This helps minimize errors and improves efficiency Defaulting values is used to minimize user interaction and simplify the create and update offer process Pages built in OA allow for personalization which includes hide / display fields, reorder table columns and width. Users can also leverage native OA functions like forward looking LOV s and direct entry of data into fields

24 Create Volume Offer Create User Interface

25 Create and Update Pages Product Exclusion Details

26 Market Eligibility New page with simplified UI and party hierarchy, prequalification function

27 Budget Checkbook User Interface: Search Checkbook - Volume, Offinvoice, Accrual and Trade Deal

28 Budget Checkbook Group by Order with drill down capability

29 Products and Exclusion Features Advanced Options and Mass Update

30 Program Agenda Channel Revenue Management: An Overview Use Cases What s New? Future Roadmap Question & Answers 30

31 Oracle Applications: Current Release and Roadmap Release August 2014 Continued OA Framework updates Offers create and update OAF UI Offer adjustment OAF UI Channel Rebates & POS Management Volume Offer Enhancements including backdating flows Ongoing Endeca Integrations Enhanced offer and budget checkbook Miscellaneous Offer Enhancements including TCA Hierarchy Support Line Level Advanced Option AR Deductions Settlement Autopay Settlement by OU What s Next 0-12 month planning cycle Continued OA Framework updates Claims, Budgets, Offers Channel Rebates & POS Management Mobile Support for Offer & Approvals Ongoing Endeca Integrations AR Deductions Settlement Deferred Accruals Revenue Recognition Mobile Support for Claims & Approvals Oracle Supplier Ship & Debit Manual Approve/Reject for Ship & Debit Batches Future Directions Post 12 month planning cycle AME Integration for all ChRM products AR Deductions Settlement Ongoing Endeca Integrations Provisional Accruals and Reconciliation Support Channel Rebates & POS Management Completion of Offers in OA Cascading Offers/Promotions Flow through Offers/Promotions Sellers Workbench with OM Indirect Sales Error Processing Oracle Supplier Ship & Debit Vertical Industry Support Oracle Price Protection Sell side support Restricted to event use only. 31

32 DemoGrounds & Meet the Experts 2 Great Opportunities to Get Up Close & Personal with Oracle Products & Experts Channel Revenue Demo ID 3759 Moscone West Exhibition Hall Meet the Experts Oracle E-Business Suite CRM Experts Wednesday, Oct 1, 3:15PM - 4:00PM Moscone West

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34 Questions and Answers 34

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