oracle incentive compensation match, manage & motivate presented by indy bains, oracle...

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

5

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

24

“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.