oracle incentive compensation match, manage & motivate presented by indy bains, oracle...
TRANSCRIPT
Oracle Incentive Compensation
Match, Manage & Motivate
Presented By
Indy Bains, Oracle Corporation
AGENDAAGENDA
Introduction Process Overview Product Highlights
– How Oracle Incentive Compensation Can:
• Match
• Manage
• Motivate
3
Incentive ManagementIncentive Management
Create and MaintainComp Plans
• Match sales commissions to company objectives
Calculate & Pay Commissions
Collect Data & Assign Credit
• Manage incentive systems with greater efficiency & simplicity.–Eliminate manual processes–Increase speed and flexibility–Validate and audit payments to improve accuracy
Reporting
• Motivate sales people through accurate and on time payments and reports:
4
Product HistoryProduct History
1997
10.7:• Plan setup• Calculation
for employees
• Credit adjustments
11.0.3:• Collection
from Receivables
• Manual Transactions & Bonuses
• Payment
3i:• Calculation
formulas• Incremental
calculation• Split
transactions• Mass
transaction adjustments
11.5.3:• Collection
from Order Management
• Plan assignment by role
• Calculation for non-employees
• Compensation groups
• Integration with Sales Online
• Pay groups• Payment
Plans
11.5.4/5:• Payables
Integration• Income
planner• Collection
filters• Payment
hold• Plan
modeling• Quota
management• TBH
resources• Contract
authoring/approval
• 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 and
administration reports
• Analytical reports
11.5.8/9:• Collect
revenue adjustments
• Accumulation/splits along multi-dimensional rate tables
• Payment administration hierarchy
• Manual payment adjustments
• Payment worksheet history
• Payment signoff 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
• User-defined credit allocation
1999 20022001 200420001998 2003
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Industry successIndustry successLess Time, Less Money & Less Risk – A Proven Solution.Less Time, Less Money & Less Risk – A Proven Solution.
High TechHigh Tech
ManufacturingManufacturing
TelecommunicationsTelecommunications
RetailRetail
Financial ServicesFinancial Services
Healthcare/ Pharmaceuticals/Medical Devices
Healthcare/ Pharmaceuticals/Medical Devices
Process Overview
Oracle Incentive Compensation
Payment Mechanism
• A/P• Payroll• Open API
• Configure rules• Set up Formulas • Set Booking Tiers• Sales Credit Splits• Set Bonus Amounts
• What’s eligible for payment?• Who gets paid?• How much?• Direct or rollup credit?
Oracle Incentive Compensation
OracleOrderMgmt
3rd PartySystem
Transaction Sources
OracleA/R
Territory Manager
1. Order Books
2. Sales person assigned credit
3. Commission calculated
4. Payment
Incentive Compensation
Incentive Comp – How it works
Revenue Classes(Channel, Product Line, etc.)
Plan Elements(Effective Dates, Formulas, Rate Tiers)
Plan (Sales Rep)
Sales Reps
Transactions
How much?
What is this?
Who?
Oracle Incentive CompensationProduct Highlights
Sales Credit Allocation DescriptionSales Credit Allocation Description
Credit Rules
TransactionsSales Credit & Territory Allocation
Rules Engine
Credit Receivers
Sales Credit Allocation assists in determining who the correct credit receivers are and how much credit each should receive
Sales Credit Allocation BenefitsSales 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
Sales Credit AllocationSales Credit AllocationHow To Use This FeatureHow 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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“All high-tech companies with annual revenues greater than $100
million within a specific geographic area assigned to sales rep Joe or Sam’s group”
Territory Components:Territory NameQualifier RulesResource
Territory HIGHTECHAnnual Rev > $100MSTATE = California
Assign to Joe
Territory Manager: Sales ExampleTerritory Manager: Sales Example
Oracle Incentive Compensation Can…..Oracle Incentive Compensation Can…..
Match
Manage
Motivate.