oic overview
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Oracle Incentive/SalesCompensation
Special Interest Group (SIG) Meeting
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OAUG AnnouncementsOAUG Appreciation Reception will be held on Wednesday,September 22nd from 6-8pm at the Weinstein Gallery, 301 GearyStreet (at Powell, Union Square). This event is sponsored by IBM.Please visit the OAUG kiosk, Moscone West Level 2, to obtain
your wrist band for entry.
Visit the OAUG kiosk, Moscone West Level 2, to learn moreabout the comprehensive member benefits offered by OAUG.Register for your chance to win an iPad through iPad-A-Palooza!!!
New members and members are eligible to enter.
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Oracle Incentive
Compensation (OIC) SIGMeeting Agenda
SIG Leadership
Introductions
Overview of SIG and Meetings
Presentation OIC A Journey to R12
Questions and Answers
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OIC SIG Leadership
Lisa Barthel-Daluge, Creative ConsultingSolutions, Inc.
Dhamo Jayabalan , EIM Solutions
Tabitha Ebert, Creative Consulting Solutions,Inc.
Srini Parimi, EIM SolutionsDavid Carlson, Oracle Representative
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OIC SIG - Introductions
Name
Company
Involvement in OIC
Version of Module
Related CRM Modules What you Would Like to Gain FromOIC IG
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OIC SIG - Overview
First Meeting at OAUG in September, 2003
Monthly Conference Calls in 2004
2005/06 Quarterly Calls and OAUG/OracleConferences
2 Day OIC SIG Meeting in November 2005
OAUG and Oracle Conference 2006
2007-2010 Quarterly Meetings and OAUGand Oracle Conferences
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OIC SIG - Goals
Network
Share Experiences
Seek Advice
Provide Product EnhancementRecommendations
Learn of Recent Enhancements
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OIC Additional Sessions
Quick Wins That Will Make You a Hero:Oracle Incentive Compensation
Thursday, September 23, 1:30PM | Westin MarketStreet Hotel, Franciscan I
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Oracle Incentive/SalesCompensation
A Journey to Release 12
Presented by Lisa Barthel-Daluge
Creative Consulting Solutions, Inc.
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Agenda
Background of OIC
OIC Release 12 Approach
CRM Resource Manager
OIC Compensation Plans
OIC Release 12 Setup and ProcessingChanges
Wrap Up and Q&A
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Background of OICOIC and Resource Manager - Implemented 11.5.8 in2003 & Upgraded to 11.5.10 in 2005
Implemented OIC in Stand-Alone Environment
E-Business Suite in Different Environment 2010 Movedinto Environment with Other Modules
Collected Data from Data Warehouse
Paid out Through ADP
800 Sales and Product Resources 2010 AddedProfessional Services
Sales Credit Rollup 5-7 Levels
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OIC Release 12 ApproachUpgraded the Test Environment to R12
Review and Analysis of Core Functionality(1 Month)
Ran Numerous Test Cycles/Test Environments to
Discover Issues and Functionality Changes(3 Months)Closed out 2008 Plan Year and then Upgraded prior to2009 Plan Year Processing
Full Year of Processing for 2009Migrated to E-Business Environment for 2010
Setup and Processing of 2010 Plans
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OIC Core Functionality Review
Territory Mgr
Territories
Quoting
Quotes
ORACLE INCENTIVE COMPENSATION
Collect, Calculate, Pay
Resource Manager
Resources
Roles
Groups
Teas
Eployees
Partners
Resellers
Ven!ors
Agents
Or!er Manageent
Or!ers
Recei"a#les
In"oices
$illingCre!its
Payents
Payroll
Eployees
Paya#les
Resellers
Ven!orsPartners
Agents
%isco"erer & out'o('t)e'#o* Reports
Coission Stateents
Per(orance Reports
+ear to %ate Suary
A!inistrati"e Reports
En! -ser Layer
See!e! .or/#oo/s
Sie#el $usiness Analytics
Copensation %ata art
Role #ase! %as)#oar!s
0le*i#le personali1ation
2R Cop
Total Cop
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CRM Resource Manager Setup all Resources who will havecompensation plan in OIC.
Roles drive the compensation plan in OIC. Groups provide rollup structure of data andreporting hierarchy.
Team provide another rollup capability allcredit rolls to team members.
Date Driven
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CRM and TM with OIC R12
Resources
Roles
Groups
Teams
TerritoryManager
R12 EncounteredNo Issues with our
Definition orStructure
View/Maintenancefrom OIC
We continued usingcustom Territory Mgr& OTM for SomeAreas
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Compensation Plan Structure
Copensation
Plan
Plan Eleent
Pro!uct
Class
3Re"enueClass4
0orula5
E*pressions
Role
Rate Ta#le5
%iensions
Resource
Group5Tea
Plan Eleent
Pro!uct
Class
3Re"enueClass4
0orula5
E*pressions
Rate Ta#le5
%iensions
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R12 Compensation Plan ChangesBuild Plans from the Top Down or Vice Versa
New ** Plan Copy/Duplicate Functionality
New ** View Document
Screen/Form Visual Appearance
360 Degree View of the Plans Single Page
Plan Components/Elements
Eligibility Roles, Groups
Maintenance of Components
Notes Sections
Checklist and Validation
Plan Administrator Responsibility
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Sample Compensation Plan
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View Plan Document
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R12 Component Library
Location to Build Plan Components
Plan Elements
Formulas
Expressions
Rate Tables
Rate Dimensions
Copy/Duplicate Capability for eachComponent
Can Build Here or From Create Comp Plan
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Component Library
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R12 Plan Elements
Plan Element for each Plan Component
Commission or Bonus
Link toFormula
Product Classes
Rate Table (Plan Element or Formula)
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Plan Element Example
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Plan Element Example
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Plan Element Example
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Plan Element Example
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Plan Element Example
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R12 Formulas and Expressions
The Mathematical Structure of the Plans
Simple to Complex
Commission or Bonus FormulasRate Table to Formula for String Type
Formula
Input Expression (Goes Into Rate Dimension)
Output Expression (Calculates the Commission orBonus)
Rate Table (Formula or Plan Element)
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Formulas in R12
Same Structure Simple to Complex
Screen Appearance Different
Formula Structure Mathematical
Input
E*pressions
Input
E*pressionsOutput
E*pressions
Output
E*pressionsRate Ta#le
Results
Rate Ta#le
Results
Re"enue
6 Ac)ie"eent
Rating
Color
Pro!uct Co!e
%iensions7
Percent
Aount
String
Rates7
Percent 38964
Aount 3:8,9994
RTR;Re"enue
RTR
PE8 Results PE< Results
Min or Ma*
RTR;Re"enue = Prior Pay
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Formula Example
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Formula Example
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Formula Example
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Expression Builder R12Input and Output Expressions
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Expression Example
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R12 Rate Tables and Dimensions
Dimensions are the Tiers
Rate Tables
Rate Dimensions
Rates
Single Dimension or Multi-Dimension
Link to Plan Element or Formula
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Rate Tables and Dimensions R12
Percent of Target Commission %
0 - 0.25 * ITD Target 5
0.25 * ITD Target - 0.75 * ITD Target 10
0.75 * ITD Target - Target 15
Country Commission %
USA 5
Japan 4
Germany 7
Percent of Quota Commission %
0 - 25 0
25 - 75 1
75 - 100 3
Units Sold Commission %
1-250 2
250-500 4
500-99999999999 6
Aount! "he rate dimension is defined in #uantities$
Percent! "he rate dimension is defined in per%enta&es$
E*pression! "he rate dimension uses previously defined e'pressions$
String! "he rate dimension uses alphanumeri% data$
License Revenue Country Product Rate
0 250 USA !r"#$%t & 1'
0 250 USA Ser()%e 5'
0 250 Japan !r"#$%t & 1.5'
0 250 Japan Ser()%e 4.5'
0 250 Germany !r"#$%t & 1.25'
0 250 Germany Ser()%e 6.25'
250 - 9+999 USA !r"#$%t & 4'
250 - 9+999 USA Ser()%e ,'
250 - 9+999 Japan !r"#$%t & 4.5'
250 - 9+999 Japan Ser()%e 7.5'
250 - 9+999 Germany !r"#$%t & 4.25'
250 - 9+999 Germany Ser()%e 9.25'
Revenue Amount
0 250
250 - 9+999
Country
USA
Japan
Germany
Product
!r"#$%t &
Ser()%e
Multi!iensional Rate Ta#le
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Sample Rate Table R12
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Sample Rate Table R12
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Sample Formula Calculation
Output E*pression
Rate Ta#le Results ;
Transaction Aount
E>g>7 86
?Quota Attainent@
E>g>7
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Compensation Plan Structure
Copensation
Plan
Plan Eleent
Pro!uct
Class
3Re"enueClass4
0orula5
E*pressions
Role
Rate Ta#le5
%iensions
Resource
Group5Tea
Plan Eleent
Pro!uct
Class
3Re"enueClass4
0orula5
E*pressions
Rate Ta#le5
%iensions
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OIC Processing R12
Compensation Manager
ResponsibilityData Collection
Calculation
Payment
Reporting
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en#"r )n ra%/e
en#"r ater
Terr)t"ry
A)gnment )n
$t"m Terr)t"ryanager
mp/"yee )n
ra%/e
e"$r%e )n
e"$r%e anager
De)ne e"$r%e
Gr"$p"/e
TeamImp"rt
Imp"rt
Oracle Incentive Compensation
Process lo!
Compensation Plans
"/e................................."mpenat)"n !/an...............................e"$r%e
!aygr"$p !/an /ement ate
!ayment !/an "rm$/a 8$"ta
pre)"n
ate Ta:/e
ate D)men)"n
Commission Processing
Data "//e%t)"n;Intera%e"$e
"r A#->"%
ep"rt)ng an#
Ana/y)
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Data Collection R12
Setup Responsibilities IC Administrator
Processing Responsibility Compensation
ManagerNo Changes to the Data Collection Processfor R12 Standard for AR, OM and CanCreate Custom Sources (i.e. Projects,
Contracts, Revenue Recognition, DW)R12 Table Changes Views SomeMapping Adjustments
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Data Collection R12
Setup Responsibilities IC Administrator
Processing Responsibility Compensation
ManagerNo Changes to the Data Collection Processfor R12 Standard for AR, OM and CanCreate Custom Sources (i.e. Projects,
Contracts, Revenue Recognition, DW)R12 Table Changes Views SomeMapping Adjustments
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Data Collection R12
Continued to Collect from DW
2010 Added Collection from AR/OM
Also Collected Revenue RecognitionIntegrated Collection with Sales CreditAssignments/Splits
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Calculation R12
Calculate for Resources Assigned to Plans
Calculate all Data Collected into OIC
Stages of Calculation No Change
Testing Process for Calculation After Upgrade
3 Test Cycles
Calculation and Validation of Results Reconciliation
No Major Discoveries
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Sample Menu For Processing
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Payment in R12
Payrun by Paygroup
We Continued with Report to ADP
No Change to Oracle Payroll or AP Interface
Various New Views/Searches into thePayment Batches and Payment Sheet
Transactions
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OIC Reporting R12
We Continued with the DW
Custom On-Line Statements
Standard Reports MoreFlexible/Customizable
XML/OA Created Reports
Use a Combination of Custom and Standard
Manager and User Self ServiceResponsibilities
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Sample Menu For SS Reporting
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Summary of OIC R12
Core Functionality Intact
New Look and Feel
Duplicate/CopyCapability
No Major Gotchas inUpgrade
Simple to ComplexPlans
Open Data CollectorCapability
Weekly/MonthlyProcessing Consistent
Payment ProcessingSmall Changes
Reporting IncreasedFlexibility and ImprovedStarting Point
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Questions & Answers
Presented by Lisa Barthel-Daluge
Creative Consulting Solutions, Inc.
lbdaluge@ccs-i.com
763-286-2649
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