slide title.ppt1 2006 oracle corporation – proprietary and confidential

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2006 Oracle Corporation – Proprietary and Confidential

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© 2006 Oracle Corporation – Proprietary and Confidential

Revenue Technologies Integration - Support Sales TrainingWendi Durnin – GSSO Acquisition Project ManagerDavid Trice – Revenue Technologies President

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Program Agenda

• Corporate Overview• Acquisition Timeline• Product Overview• Support Overview• Reference Documents



Corporate Overview

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Revenue Technologies Corporation

• Location – Atlanta, GA• 11 employees• 1995: Founded – price strategy group• 2003: Introduced MarketPrice, signed first customers• 2004: First customers production, signed additional

customers• 2005: Significant growth, global deployments, critical

mass in product functionality

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Revenue Technologies Corporation

• Engineering a significant portion of expenses (60% OpEx in 2005/2006)

• $1.1 million Average Sale• Compelling ROI for marquee clients• Customers across 4 industry groups

• semiconductors, industrial mfg, consumer products, transportation

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Acquisition TimeLine – Key Tasks

• Acquisition Close: 05-JUN-2007 (Asset Purchase)• IB/OKS data migration: 06-AUG-07• Grace Periods extended through 15-FEB-08• Support Welcome Letter sent to Revenue

Technologies customers: end of November*• Cutover to Oracle Support Delivery Systems

(ORION): 10-DEC-07*

*Dependent on Phase 4 implementation of Orion.



Product Overview

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Revenue Technologies - What We Do

• Price and Deal Management Software across multiple vertical industry markets

• Manage the business process surrounding negotiated deals

• Helps answer the question: “What’s the right price/discount for this deal?”

• 2006 Price Management Market Size $280M

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It’s a Business Process ProblemPrice Management is the most important driver of profits in the

Opportunity-to-Quote process…and is largely absent is in most organizations

Prospect Opportunity Quote Order Ship

CRM Order Management

Negotiate

Gap

Deal Management• Enforcing corporate guidelines and policies• Price analysis and determination

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RevTech Product Footprint

MarketPrice MarketPrice AnalyticsAnalytics®®

MarketPriceMarketPrice ComposerComposer®®

MarketPriceMarketPrice Deal ManagerDeal Manager®®

• Consistent and accurate single view of pricing and profitability data

• Immediate visibility• User-driven analysis• Scattergrams, price bands,

leader/laggard charts

• Create and manage business rules

• Delegate business users to manage policies

• Automatically perform mass price updates

• Manage price lists

• Model simple and complex deals

• Analyze multiple deal scenarios

• Track and analyze comparable deals, win/loss results, price history, price trend, compliance, price waterfall

• Route proposed deals for evaluation and approval

• Load accurate prices and terms into back-office ERP

Closed-Loop Price ManagementClosed-Loop Price Management

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Product Strategy and Roadmap• Products will not be sold standalone – functionality

will be integrated into the Siebel CRM and Analytics suite as two new modules:• Price and Deal Analytics• Deal Negotiator

• Encourage four existing customers to move to new Oracle CRM products over time

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Step 1: Product Integration RoadmapAugust

‘07 2H 2007

•Define Application Integration Functional Design

•Siebel to RevTech

•RevTech to Siebel

•Define Analytics Functional Design

•Schema Enhancements to OBIEE to support additional Deal Management Metrics

•ETL Mapping Requirements Document

•Joint Approval of Integration / Uptake Design Documents

• Begin Application Integration

• Begin Analytics Integration

• Define Analytics Dashboards to support Deal Management Scenarios in OBIEE

• Certify Deal Negotiator on Oracle Application Server (already certified for dBase)

• Define Test Plans for Integration Application and Analytics Application

• Siebel Standard Release Process

•Productize Solution through Next Available Siebel Release Cycle

June/July ’07

• OBIEE Standard Release Process

•Productize Solution through Next Available OBIEE (Analytics) Release Cycle

Q1 2008

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Step 2: IP Integration• Closed-loop Price Management• Best-in-class, integrated feature set

• Oracle Price Planning

• Fusion Price Planning

• eBS Price Administration

• Siebel Dynamic Pricer-Admin

• Fusion Price Administration

• eBS Advanced Pricing

• Siebel Dynamic Pricer

• Fusion Pricer

• eBS Deal Management

• Siebel Deal Management

• Fusion Deal Management

Oracle BI EE

Price Analytics• Dataminer• RTD• IBots/Alerts

Analyze Plan Manage Execute Negotiate

• How are my price strategies doing

• Where should I make corrective action

• What action should I take

• How should I segment customers

• What are the optimal prices and policies by segment

• What promotions should I run

• Publish customer and partner price lists

• Manage standard discount matrix

• Manage global price coordination

• Execute accurate prices at time of quote or order

• Accrue off-invoice discounts

• Execute promotions

• Enforce policies

• Negotiate on all points of Waterfall

• Model incentives to drive customer behavior

• Provide price recommendations

• Manage approval workflow

Note: Product Names are subject to change



Support Overview

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Customer Support • Support is provided by the professional services team

responsible for each account• First Level Support – Customer’s Internal Help Desk• Second Level Support – Project Managers with Development

Involved if Bugged or as needed• One level of Technical Support offered which includes:

• Updates (maintenance release)• Upgrades (new release)• eMail and telephone support during business hours (Monday-Friday,

9:00 to 6:00 ET)• No formal Service Request tracking – eMail, Word Template, and

TestTrack for Defect tracking• FTP used for download of all software, upgrades and patches• No outside contractors or partners deliver support• All currently supported customers are on either version 4 or 5

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Current Implementations

• AMD• Product upgrade to Version 5.2• Adding 2 new business units• Milestone-based delivery schedule• Approximately one milestone per month• Cognos 3rd Party application for add on reporting (AMD only)

• Automated Packaging Systems• Completing phase 1 - MP Analytics implementation• Scheduling phase 2 – MP Deal Manager• Milestone-based delivery schedule• One milestone per month

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Current Implementations

• Diebold• Installed Product

• V4.6 MP Analytics – no current plan to upgrade• In discussion with Diebold regarding move to eBS Price

Management Suite

• Motorola• Installed Product

• North America – v4.6 MarketPrice Suite• EMEA – Dev partner for v5.1

• Never deployed due to acquisition

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Additional Information• Service Request Metrics

• Service requests recorded from 2003 to present = 4100• Includes bugs identified during new release processes

• Current level of service requests:• Peak at 2-3/day during 5.2 deployment (AMD & APS) through• Approx 5 per week = Steady state across all customers

• Service Level Agreements• All current contracts contain the standard SLA language from the form agreement with

no amendments• There are no penalties or remedies assigned to not meeting these expectations• Language that says these SLAs will be tracked and reported on if requested

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Revenue Technologies Customer Renewal Experience

• Annual Advance Support billing by company controller

• Support agreement considered as auto-renewal unless customer provide cancellation notification

• Maintenance sold at 18% of license standard (Diebold exception at 15%)

• All Support billed in USD.

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Support Services• Hours: 9:00am-6:00pm ET• Upgrades and Updates• Customer must provide level 1 support help

desk• No email or phone number for Support –

Project Manager called directly for level 2 support

• PM involves Development as needed

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Data Migration Details

Total Contract Base: $295,000

•2006 Oracle Corporation – Proprietary and Confidential

Country Contracts ACD ValueUS 4 $237,500 UK 1 $57,500

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Oracle|RevTech Support Renewals Standard Processes

OLSA/Quoting• Customer should be quoted and sign the

acquisitions quote letter• Customer should also sign the OLSA Version in

effect at the time of the Acquisition close – OLSAV051007

• OLSA must be counter signed only if customer requests amendments

• In this eventuality, work with your local contracts or legal department

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Pricing• New deals to be sold at 22% license• No uplift on first renewal• 2nd Year renewal subject to Oracle’s current IAR• Contractual pricing honored• Future renewals to be capped at 22% of list

Oracle|RevTech Support Renewals Standard Processes

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• Automated Packaging Systems – monthly license/support combined billing

• Motorola EMEA – Customer will not pay support until project goes live

Oracle|RevTech Support Renewals RevTech Specific Processes

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Tracking Renewal Contract Base

Cancellations• Three documented attempts should be made with customer.

Verification of correct contact to be detailed in OKS Notes • Canceling contact should be stored on contract (preferably

written confirmation)Backlog

• Backlog contracts to be well documented including:• Reason for backlog

• Steps to close • Expected closure date• Grace period extension occurred

Price Changes • + & - price deviations to be well documented



Reference Details

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Acquisition Regional Contacts

• Omar Saldana, Kathy Lindsey – NA • Emil Gobel, Kevin Ramskir – EMEA

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Additional Resources and Information

• Additional Information is Available on the GSSO Website under Revenue Technologies

• Training presentation• MyOracle.com RevTech Acquisition Information • Global Support & OnDemand Integration website

http://files.oraclecorp.com/content/AllPublic/SharedFolders/GSS%20Operations-Public/Acquisitions/general%20information/Recent_Acquisitions.html#RevTech

http://www.oracle.com/support/acquisitions/revenue-technologies.html

http://my.oracle.com/portal/page/myo/ROOTCORNER/PRACTICESORGANIZATIONS/CORPORATE_ORGS/Support/WORLDWIDESUPPORT/DeliveryOperationsPlanning/StrategicProgramsProjects/Support%20and%20On%20Demand%20Acquisitions/Revenue%20Technologies%20Acquisition

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