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Industry specific cover image

Match, Manage & Motivate With OIC.

Presented By Indy Bains,

Incentive Compensation Solution Specialist.

Incentive

Compensation

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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?

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Incentive Management

Payment(Payroll, A/P,

Open API)

Motivatereps 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 andMaintain

Comp Plans

Manageincentive systems with greater efficiency & simplicity.Eliminate manual processes with increased speed and flexibility

Validate and audit payments to improve accuracy

Collect Data Calculate

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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

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BT wanted an easy to useICM 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, salesmanagers, 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

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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

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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 becompensated 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

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OIC has "achieved significantscalability milestones in termsof payees & transactions,& demonstrated an ability tosupport stand-alone projects"as well as differentiating itsoffering through its"integration with other e-

business applications".Clients should consider OICon their shortlists.

Michael Dunne, Gartner, 2006

Oracle best-of-breed enterprise class solution has the advantageof 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

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Oracle & [customer] Confidential

R12 Updates

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Product History

3i & prior: Calculation

formulas

Incremental

calculation

Split

transactions Mass

transaction

adjustments

11.5.3: Collection

from Order

Management

Planassignment 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/ap

proval 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 andadministration

reports

Analytical reports

11.5.8/9: Collect

revenue

adjustments

Accumulation/

splits along

multi-

dimensional

rate tables

Paymentadministration

hierarchy

Manual

payment

adjustments

Payment

worksheet

history

Paymentsignoff 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 extensibleapplications

framework

Role-based

business flows

360 view of

compensation

plan and

resources

Enhanced

auditing

capabilities

Multi-Org access

control

HR

Compensation

Workbenchintegration

Task based plan

creation UI

2006

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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

360 View of Resources and Plans

Enhanced auditing capability

Best application technology Adaptive, Meta-data driven UI

XML-based reporting

Export to Excel

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Plan Administration(Match)

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Sales Credit Allocation Description

Credit Rules

TransactionsSales Credit & Territory Allocation

Rules Engine

Credit Receivers

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

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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

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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

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Plan Execution(Manage)

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Reporting

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Incentive Management

Create and MaintainComp Plans

Match sales compensation to your company objectives

Calculate & PayCommissionsCollect Data &Assign Credit

Manageincentive systems with greater efficiency & simplicity.

Eliminate manual processes

Increase speed and flexibility

Validate and audit payments to improve accuracy

Reporting

Motivateconsultants through accurate and on time payments and

reports

Motivatereps through accurate and on time payments andreports

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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 improvedaccuracy, provided more control andreduced interpretation and subjectivityof compensation plans

ADP Inc

"Our implementation of OracleIncentive compensation provided alow cost of ownership with tightintegration to backend systems in aglobal rollout

Silicon Graphics

"Our implementation of OracleIncentive compensation improved callcenter agents productivity withalignment 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

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Thank You

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