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Centralize Pricing in CPQ Cloud

Baylee Miller – Consulting Solution Lead Oracle CPQ Cloud Consulting Julia Kriner – CPQ Applications Manager NextGen Healthcare Information Systems April 1st, 2015

Oracle Confidential – Internal/Restricted/Highly Restricted


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.

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Program Agenda

Why CPQ?

Efficient Pricing Selection

Oracle CPQ Cloud and Pricing

Success Story: NextGen

1

2

3

4

4


Mission critical sales process

Oracle CPQ Cloud

Channel Partners

Customers

5


PRESENT & PROPOSE

ORDER & FULFILL

REPORT & ANALYZE

PRICE & QUOTE

SELECT & CONFIGURE

+ - X =

Mission critical sales process

Oracle CPQ Cloud

Dir

ect

Sal

es

Channel Partners

Customers

6


Leaky Pipe Margin & revenue erosion

Inaccurate Proposals

Inconsistent Collaboration

Difficult to Sell across Channels

Not Enough Rep Selling Time

Configuration and Pricing Errors

Missed Cross-sell / Upsell

Stifled Differentiators

Long Quote / Order Cycles

No Discounting Controls / Compliance

Low Customer Satisfaction

Potential Margin

Realized Margin

7


Key to a Quick Sandwich: The Assembly Station

8


Ham Tomatoes Mayo Cheddar

Turkey Lettuce Mustard Swiss

Sandwich Assembly Station


SKU Account /

Region Tiered Promotions

Maintenance Opportunity Conditions

Volume Financing

Oracle CPQ Pricing Interface


Building Prices Without CPQ

SKU

Maintenance

Product Spreadsheet

Account / Region

Opportunity Conditions

CRM

Tiered

Volume

Discount Matrix

Promotions

Quarterly Email

Financing

Finance Team


A Slow Sandwich Shop

Ham

Turkey

Meat Slicer

Tomatoes

Lettuce

Cutting Board

Mayo

Mustard

Sauce Station

Cheddar

Cheddar Spot

Swiss

Swiss Team


Building Prices Without CPQ

SKU

Maintenance

Product Spreadsheet

Account / Region

Opportunity Conditions

CRM

Tiered

Volume

Discount Matrix

Promotions

Quarterly Email

Financing

Finance Team


Centralized Pricing in Oracle CPQ Cloud

SKU Account /

Region Tiered Promotions

Maintenance Opportunity Conditions

Volume Financing

Oracle CPQ Pricing Interface


Why CPQ?

• Situated between CRM and ERP

– Use account, product, and other relevant pricing data directly

– Generate per-quote prices in a dedicated environment

– Distribute relevant pricing information to systems that need it

• Simplified quote generation

– Single system to configure products, prices, and outputs

– Consistent interface between product & price configuration


Why Oracle CPQ Cloud?

Craft targeted prices using the strength & guidance of a product configurator

Generate dynamic internal & external outputs with content tailored to the recipients’ needs

Pull pricing influence data from multiple systems to minimize input burden during quote creation

Understand & update functionality with tools that allow non-coders to make real functional changes


Success Story: NextGen Healthcare Information Systems Julia Kriner – CPQ Applications Manager NextGen Healthcare Information Systems


COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS

NextGen Healthcare Information Systems, LLC, a wholly owned subsidiary of Quality Systems, Inc., provides integrated clinical, connectivity and financial solutions, including revenue cycle management services for ambulatory, inpatient and dental provider organizations.

3,000 employees and growing

HQ: Irvine, CA, USA

(Irvine, CA, USA - QSI)

Industry: Software

Manual quoting in Excel spreadsheets

Sales Reps using old/outdated versions

No Guided Selling

No integration to CRM or ERP

No consolidated/integrated Parts Master

No approvals/validation processes

No discount rules for specific Clients/scenarios

Different tools across 4 Business Units

Different Client-facing Proposal Documents

Proven customer references during the selection process

Packaged CRM integration Ease of use and flexibility Training provided Product Support is excellent Customer Success Advisors visit quarterly

and provide with updates All system updates are communicated

properly and on time Support is willing to adjust to our schedule

with System Version Upgrades

More stable and scalable sales process

Guided Selling, Approvals, Documents

Consolidated Parts Master

High error rate improved to near 100% order accuracy

>80% reduction in time from quote inception-to-close

Exceptional adoption from the Sales Reps and upper management

Improved SOX compliance

CPQ Cloud is essential in daily operations

NextGen Faster, Error-Free Quotes and Orders

Live

- Software Configuration - Guided Selling - Pricing - Contracts - Workflow approvals

- Accounts - Contacts - Leads - Opportunities - Reporting & Dashboards

- Billing and Order Management

SAP


Complexity of NextGen Pricing Requirements

Pricing Influences

Product Class/Line or Specific SKUs

Attribute-based Pricing

Account & Opportunity

Specifics

Promotions & Pricing

Campaigns

Pricing Types

% and $ Discount

Volume/Tiered Pricing

Built-in Discounts

Maintenance Discounts, &

Caps

Pricing Sources

CRM Account & Opportunity

CPQ Product Master

CPQ Data Tables

Utility and BML Libraries

Output Documents

Customized by Opportunity

Type and Business Unit

Editable Terms and Conditions

Templates

Tailored, Attractive

Content With Hyperlinks

Order Form & Contract Across Business Units

Other Features

Approval Bypass

Situations

Customized Approval

Templates

Hard-Stop data constraints and

validations

Financing & Leasing Options

Flexibility of Oracle CPQ Cloud to handle various options