Applications for your IndustryInformation for your Business

Oracle 11i10Marketing

Lara Lozser, IBU Application Specialist

Agenda

Key Takeaways Product Family Footprint New Products Highlighted New Functionality Cross-Sell Up-Sell Analyst Remarks & Competition Customer Stories Summary-Takeaways

Key TakeawaysKey Takeaways

Key Takeaways

• Trade Management is a complete promotions management solution that can be used by over 50% of customers

Trade Management is a Sales Force Automation solution for an iterative selling process

Partner Management allows our customers to be more effective with their partner channel by reducing the cost of integrations and headcount

Oracle has partner enabled the E-Business Suite

Quick look: Marketing, Trade Management and Partner Management Customers

Oracle Marketing– 426 Total Customers– 59 live customers– 277 Implementing

Oracle Trade Management– 43 Customers

Oracle Partner Management – 6 customers

Product Family Product Family

FootprintFootprint

AnalyticApplications

AnalyticApplications

ApplicationsApplications

Pull-Through Apps

Pull-Through Apps

DBI for MarketingDBI for Marketing

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Oracle Marketing Products

Marketing – iStore, Proposals, Scripting, Quoting, TeleSales, Sales, Order Mgmt, Financials, Advanced Outbound, CDH, DQM, PersonalizationTrade Mgmt – Advanced Pricing, Order Mgmt, Financials, Costing, Inventory, Demand Planning, Partner Mgmt, DQM, Marketing, CDHPartner Mgmt - iStore, Quoting, TeleSales, Sales, Order Mgmt, Contracts, iPayment, Financials, Marketing, Configurator, Trade Mgmt, DQMContent Mgr - Marketing, iStore, Proposals

New ProductsNew Products

What is Partner Management (PM)?

Partner Management (PM) is about improving the efficiency and effectiveness of interactions between enterprises and their demand network partners.

Oracle Partner Management (PM) Footprint

Oracle Partner Management – Channel Manager DashboardOracle Partner Management – Channel Manager Dashboard

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Oracle Partner Management – Partner DashboardOracle Partner Management – Partner Dashboard

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AgentAgentAgentAgent

DistributorDistributorDistributorDistributor

ResellerResellerResellerReseller

OEMOEMOEMOEM

DealerDealerDealerDealer

Why Oracle Partner Management?

Large # of your customers need PRM software

– 70% of our install base customers sell 50% or more of their products and services through partners

– A whole other side of the customers house to sell to

– Cross-Sell to Install Base – those who own iStore, Sales, Marketing, OM, or Manufacturing

Wide industry applicability– High Tech, Manufacturing, Financial Services, Telco,

and Consumer Goods

11i10 really highlights channel best practices

What is Trade Management (TM)?

Example: Redeeming clipped coupons out of your local newspaper for groceries (.50 off of Reynolds Wrap and $1 off of Blue Bunny Ice Cream

Your Grocery Store submits your coupons to the different manufacturer’s – in this case Reynolds and Blue Bunny – along with payment for the Tin Foil and Ice Cream you purchased from them

That begins one scenario that can be addressed by the Trade Management application…

Oracle Trade Management FootprintOracle Trade Management Footprint

Deductions & Claims

Settlement

OracleOracleTradeTrade

ManagementManagement

Fund Mgmt & Allocation

Marketing & TradePlanning (HQ)

AccountPlanning (Field)

Controls & Approvals

Sales Execution

Retail Monitoring

Oracle Trade ManagementApproaches to Selling and Positioning

Trade Management is an “iterative sales” product where you sell products to more or less the same customer accounts on a continuous basis

Difference between Trade Management & Oracle Sales?

Lead and Opportunity Based

Iterative

Selling Model

High Tech, Financial Service, Telecom, Transportation

CPG, Life Science /

Pharma, High Tech

Industry Focus

Examples

Business Flow Examples“Sales” Apps

Promotion Analysis to Execution Deduction Creation to Settlement Third Party Accrual POS / Chargeback Processing

Oracle Trade

Mgmt

Campaign to Lead Lead to Opportunity Opportunity to Quote Quote to Order

Oracle Sales

Why Oracle Trade Management?

Estimate that 40% of Consumer Goods companies have not invested in a point solution application beyond e-mail and spreadsheets. (Gartner 2004)

Marketing applications will grow by a 22.7% CAGR through 2006. Analytics, specifically predictive analytics, will be the major driver for growth. (Gartner 2004)

Failure to put the foundation functionality in place by 2003 will place a consumer goods enterprise at a significant competitive disadvantage relative to the rest of the competitive group. (Gartner 2003)

The estimated cost of trade promotions for the U.S. Consumer Goods industry alone is $26 billion per year. This translates into an average of 13% of sales revenue across U.S. Consumer Goods companies that is spent on these trade promotions. (Gartner 2004)

HighlightedHighlighted

New FunctionalityNew Functionality

New Features for Marketing

Campaign Workbench Sales Campaigns Content Manager Integration Audience Workbench Natural Language Query Builder Fatigue Management Enhanced Predictive Analytics Enhanced Multi-Channel Execution Enhanced Leads Management

Yellow = Highlighted Functionality

Blue Circles = Industry Specific Enhancements

= Totally New Functionality

New Features for Partner Management

Channel Manager Dashboard Partner Dashboard Referral Management Deal Registration Special Pricing Management & Claims Partner Funds Management & Claims Enhanced Program Management Seeded Profile Attributes, KPI’s

Yellow = Highlighted Functionality

Blue Circles = Industry Specific Enhancements

= Totally New Functionality

New Features for Trade Management

Yellow = Highlighted Functionality

Blue Circles = Industry Specific Enhancements

= Totally New Functionality

Lockbox IntegrationCustomer Reason MappingMass SettlementPromotional Payment ViewAuto-Write Off by ThresholdPrice Point CaptureCompetitor Price Point

CaptureIndirect Sales Import by

WebADI or XML Gateway Customer Data MappingData Quality Management

Lockbox IntegrationCustomer Reason MappingMass SettlementPromotional Payment ViewAuto-Write Off by ThresholdPrice Point CaptureCompetitor Price Point

CaptureIndirect Sales Import by

WebADI or XML Gateway Customer Data MappingData Quality Management

Chargeback ValidationSpecial Pricing ValidationIndirect Inventory TrackingSales AnalysisDiscount RecommendationAccount Manager

DashboardQuota / Target AllocationQuota / Target Alert

ThresholdNet Accrual OfferGantt Chart

Chargeback ValidationSpecial Pricing ValidationIndirect Inventory TrackingSales AnalysisDiscount RecommendationAccount Manager

DashboardQuota / Target AllocationQuota / Target Alert

ThresholdNet Accrual OfferGantt Chart

Enhanced Features for Trade Mgmt

Budget APIBudget-Offer Validation

OptionsBudget TransfersForecastingOffer Accrue ToOffer Theme ApprovalOffer Payout DatesForecastingOff Invoice GL Posting

Options Pay Over EarningsEarned Column

Budget APIBudget-Offer Validation

OptionsBudget TransfersForecastingOffer Accrue ToOffer Theme ApprovalOffer Payout DatesForecastingOff Invoice GL Posting

Options Pay Over EarningsEarned Column

Deduction Receipt Write OffStandard Memo LineTax Engine CallAutopayInvoice Credit for ClaimsAssociate EarningsSettlement During Period

CloseForecast Accrual by Product

Family, Actual by ProductAutomated Volume

Performance CheckingDrill Down into Orders and

GL PostingsRetroactive Adjustments

Deduction Receipt Write OffStandard Memo LineTax Engine CallAutopayInvoice Credit for ClaimsAssociate EarningsSettlement During Period

CloseForecast Accrual by Product

Family, Actual by ProductAutomated Volume

Performance CheckingDrill Down into Orders and

GL PostingsRetroactive Adjustments

Yellow = Highlighted Functionality

Blue Circles = Industry Specific Enhancements

= Totally New Functionality

Highlighted New FunctionalityMarketing

Audience Workbench with Natural Language Query Builder (NLQB)

Campaign Workbench with Fatigue Management Content Manager

Partner Management Business Flows:

Partner Fund Mgmt, Deal Registration, Referral Mgmt, Program Mgmt, Special Pricing Mgmt, and Opportunity Mgmt

Productivity Tools: Channel Manager Dashboard Partner Dashboard

Trade Management Concepts

Budget Planning, Trade & Promotions Planning, and Claims Account Manager Dashboard POS/Indirect Sales Management

Marketing: Audience Workbench with Natural Language Query Builder (NLQB)

Definition

A Workbench that included a new list creation method based on templates which allows one to build list conditions as natural language sentences.

Needs / Issues

Building lists and segmentation requirements are too complicated and time consuming for marketers, and may even require programming efforts

Solution

• Easy to use list and segment creation tool which hide the data complexity

• List creation method based on purpose-driven templates

•Build list conditions as natural language sentences using out of the box templates or newly created templates to drive business

Benefits

The Workbench allows Sales Managers, Sales Administrators, and Marketers a single location from which to start creating their own lists including their own lists with NLQB

List template conditions can be designed to match business purposes

Previewing the count and entries of the NLQB list significantly reduces the amount of time it takes to build the correct list

NLQB

• Select Installed product and cross-sell another

• Natural languages make it easier to understand what list of information is being asked for

• Running totals to see which conditions make it better or worse list

NLQB

• Select Installed product and cross-sell another

• Natural languages make it easier to understand what list of information is being asked for

• Running totals to see which conditions make it better or worse list

Marketing: Campaign Workbench with Fatigue Mgmt

Definition

Fatigue Management ensures that your marketing functions collaborate rather than conflict with one another by allowing marketers to set up the rules of engagement through flexible contact protocols.

Needs / Issues

Without rules in place in the system marketers can contact customers too frequently causing “fatigue” to their messages

Solution

•Automatically prevents over-contact of customers over time, by different channels

•Forecasts fatigue trends so marketers can optimize the reach of their channel communications.

•Marketers can set up rules to define contact limited by time period and channel

•Fatigue reports track fatigue schedule execution

Benefits

Reduces the risk that a company’s communication be considered spam

Increases customer satisfaction by limiting exposurePotentially draws higher response rates for marketing schedulesAbility to preview fatigue rules outcome serves as a planning tool to ensure optimal targeting

Trends

• Help marketers understand when the list they want to use is at its’ optimum

Trends

• Help marketers understand when the list they want to use is at its’ optimum

Marketing: Content Manager

Definition

Functionality to provide marketers with an integrated framework that stores, categorizes, and manages collateral and communications materials for content management.

Needs / Issues

A company’s “Brand” has the potential to be misrepresented if content is not controlled and utilized correctly in all channels and formats

Need to ensure collateral and communication consistency while making sure the process is efficient

Solution

• Provides content template definition and style sheet management, content workflow approvals, versioning, and access control.

•Content renditions allow the same content to be stored in different formats so it is available to all channels and users but without the administrative headache of multiple content items

Benefits

Ensures consistency and proper access in marketing content

Allows reuse of content created for one activity in anotherEnables recommendation of content for use based on product context without having to search through the whole repositoryUse of ‘live version’ functionality ensures the usage of the latest and greatest content

Partner Mgmt: Business Flows

Definition

Capabilities across the PM application which are required to manage an indirect channel, as well as integrating that indirect channel processes back into the rest of the organization

Needs / Issues

Easy access of vendor resources by Indirect Channel

Deal registration to avoid channel conflict

Referral management to reward/influence partners

SolutionDeal RegistrationReferral Management (highlighted)Program ManagementPartner Funds Mgmt (highlighted)Special Pricing MgmtOpportunity Mgmt

Benefits

Integration of partner processes with rest of organization

Increase partners’ opportunity win rate by delivering opportunities to the best partner and providing collaboration capabilities when working deals Drive partner revenue by responding quickly and intelligently to their requests for special pricing Reward partners for influencing sales through an automated lead referral to commission process

Partner Mgmt: Referral Management Flow

PartnerPartner

• Commission-based referrals programs increase market reach

• Build partner loyalty

• Improve efficiency by automating referral to commission process

• Increase commission accuracy and improve partner satisfaction

• Commission-based referrals programs increase market reach

• Build partner loyalty

• Improve efficiency by automating referral to commission process

• Increase commission accuracy and improve partner satisfaction

Set up Set up Referral Referral BenefitBenefit

Attach Attach Benefit to Benefit to ProgramProgram

Enroll into Partner Enroll into Partner ProgramProgram

Referral Referral ApprovalApproval

Order is Order is BookedBooked

Commission Commission AcceptanceAcceptance

Review Review ReferralReferral

Submit ReferralSubmit Referral

Benefits

Pay Pay CommissionCommission

VendorVendor

Partner Mgmt: Partner Funds Management

PartnerPartner

• Reduce cost of managing funds via partner self-service

• Track liability in GL to ensure safe, conservative accounting

• Ensure accurate partner incentive accruals and payouts

• Measure results of marketing expenditures

• Reduce cost of managing funds via partner self-service

• Track liability in GL to ensure safe, conservative accounting

• Ensure accurate partner incentive accruals and payouts

• Measure results of marketing expenditures

Create FundCreate Fund

Approve Approve requestrequest

Request channel Request channel marketing fundsmarketing funds

Submit marketing Submit marketing collateralcollateralApproveApprove

collateralcollateral

Pay PartnerPay Partner

Conduct activityConduct activity

Submit claimSubmit claimResolve Resolve

ClaimClaim

Benefits

Receive paymentReceive payment

VendorVendor

Partner Mgmt: Channel Manager Dashboard

Definition

A personal productivity tool which can drive business in a more effective and timely manner because it has an easy-to-access, and digest, view of a partners’ performance. It will enable a proactive analysis of channel trends allowing for more informed decisions.

Needs / Issues

Daily, easy intelligence for Channel Managers

SolutionConfigurable KPIs & Performance Trends360 degree view of partner informationTerritory based securityEnhanced advanced searching Personalized “Top Partner Lists” on dashboardGenerate partner lists to be used in marketingImproved usability

Benefits

Improve efficiency with easy access to channel activities

Effectively measure channel performance Proactively identify channel trends and make informed decisions Improve partner satisfaction by reducing response time to their requests

Shortcuts

• Provide easy navigation to all accessible Marketing Functions based on Responsibility

Shortcuts

• Provide easy navigation to all accessible Marketing Functions based on Responsibility

Partner Information

• Provide information as to how the top partners are performing in different areas

Partner Information

• Provide information as to how the top partners are performing in different areas

Partner Mgmt: Partner Dashboard

Definition

Provide partners with a single home page from which they can easily and quickly access information and tools they need to sell products more effectively. From the dashboard, they have one-click access into all transactions that they have permission to work with.

Needs / Issues

One stop shop for Partners

Increase Sales

Reduce Cost to serve

SolutionConfigurable user interfaceSelf service registration and enrollmentPartner self-service administrationTargeted promotionsAbility for VADs to work with managed partnersImproved usability

Benefits

Reduce cost of managing partners

Streamline partner interactions through self-service portal Improve partner efficiency and satisfaction through quick access to important items

• Provide easy navigation to all accessible PRM Functions based on Responsibility; including Opportunities and Available Programs

• Provide easy navigation to all accessible PRM Functions based on Responsibility; including Opportunities and Available Programs

Quick Links

• Provide easy navigation to all accessible PRM Functions based on Responsibility; including Special Pricing

Quick Links

• Provide easy navigation to all accessible PRM Functions based on Responsibility; including Special Pricing

Trade Mgmt: Concepts

Increase Sales

Automate sales processes. Plan & execute trade promotions with

measurable ROI.

Increase Sales

Automate sales processes. Plan & execute trade promotions with

measurable ROI.

Control Budgets

Gain visibility into trade fund usage, liabilities, and expenses.

Control Budgets

Gain visibility into trade fund usage, liabilities, and expenses.

Reduce Costs

Automate claim & deduction settlement process. Manage indirect sales data.

Reduce Costs

Automate claim & deduction settlement process. Manage indirect sales data.

Trade Mgmt: Account Manager Dashboard

Definition

Sales force automation tool that provides account planning and analytical tools for sales reps to manage their accounts

Needs / Issues

Account planning to allocate funds and quotas out to sales force

Tool to facilitate streamlined promotion management and forecasting

Daily, easy intelligence for sales execs

SolutionActual sales vs forecast reports by account / productAccount plansSales analysisPromotion evaluators and worksheetsPromotion forecastingCompetitive & retail pricing captureRetail activities monitoring

Benefits

Increased sales efficiency and effectiveness

Improve sales rep efficiency and satisfaction through quick access to important sales activities

High TechHigh Tech

CPGCPG

MfgMfg

TelecomTelecom

Shortcuts

• Provide easy navigation to all accessible Marketing Functions based on Responsibility

Shortcuts

• Provide easy navigation to all accessible Marketing Functions based on Responsibility

Account Information

• Provide information on top account

Account Information

• Provide information on top account

Product Information

• Provide information how top products are selling

Product Information

• Provide information how top products are selling

Trade Mgmt: Indirect Sales Management/ POS

Definition

Identify, recognize and react to important customer interactionsand life events with targeted offers/actions

Needs / Issues

Forgone revenues and/or customer defections based upon failure to respond to important customer events

Import and validate high volume of complex chargeback transaction data in managing distributors/ wholesalers

Solution

•Configurable price list to capture end customer agreements

•Buying group support

•Inventory validation

•Option to deplete upfront accruals

•All other general indirect sales management features

Benefits

Reduce cost & time to manage indirect sales data & processes

More accurate payments

High TechHigh Tech

CPGCPG

MfgMfg

TelecomTelecom

POS/Indirect Sales Mgmt

• Looking at claims for one distributor that were brought into the system automatically and put through an initial processing.

• Some Claims were allowed, some disputed and some will require more research

POS/Indirect Sales Mgmt

• Looking at claims for one distributor that were brought into the system automatically and put through an initial processing.

• Some Claims were allowed, some disputed and some will require more research

Analyst Remarks Analyst Remarks &&

CompetitionCompetition

Oracle Marketing

Gartner has over 15 different areas in which it rates Marketing functionality.

Oracle applications and technology apply to 6 areas Listed below is just one area where Oracle is rated against

other vendors in the Marketing area

Oracle Partner Management“…Oracle Partners is still relatively new to the market and is best-suited to current Oracle manufacturing customers with single-tier relationships requiring core PRM functionality. Oracle has shown some increased market momentum for sell-side commerce — particularly for B2B business models — and has very strong sales configuration functionality.”

Gartner, April 2004

Oracle Trade Management“Oracle: Oracle had very well laid out plans for moving from planning-only to suite functionality, but the execution on the vision has not been apparent. The solution is well thought out relative to creating trade promotions, managing trade funds and clearing deductions. … Important steps during 2004 include having more referenceable customers and providing capabilities including supply chain integration and retail.”

Gartner, April 2004

Competitive Attack Points for the Marketing Application Area

Competitor Attack Information

SAP does not play in all the same marketing areas as Oracle and as such the Gartner reviews only cover certain areasLack of review in Customer Profitability Analysis & B2C Sell-side e-commerce which gives Oracle an advantage in these two areasBoth SAP and Oracle considered a “Caution” in the e-marketing space, but SAP product is thought to be best considered for less demanding customer

•Market dominance and lots of referenceable customers•Weak in leads, content management, •Weak in assuring data quality as it relates to bringing in marketing information into the system•Weak with complex e-commerce requirements

•Strong reference customers and analytic capability, •Easy to use product with deep e-marketing features•Weak financial standing •Performance issues with product, complex to implement and integrate to get results•Campaign reporting too basic typically need alternative reporting tool

Data source: Various Gartner Reports from 2003 & 2004

Competitive Attack Points for the Partner Mgmt Application Area

Competitor Attack Information

•Gartner rated as behind in the following feature/areas compared with Oracle: • Core partner life cycle mgmt capabilities• Partner program mgmt & recruitment• Deal Registration• Referrals• Product complexity/architecture

•Market dominance and lots of referenceable customers•Strong vertical adoption•Weak in any of the numerous/required integrations to financials or other back-office applications, •Weak in the areas of Budgets, Service, Trade Management, and distributed order mgmt

•Strong reference customers•Compelling architecture that readily enables integration with disparate back-office and legacy applications•Strong guided selling, product configuration and order management•Lack of core PRM functionality with same strength as remaining application •Corporate Viability concerns•No single customer model•Out of the Box solution requires many customizations

Data source: Various Gartner Reports from 2003 & 2004

Competitive Attack Points for the Trade Mgmt Application Area

Competitor Attack Information

•: Strong Install base and global presence, • Strong Supply Chain integration and pricing optimization• Weak in ease of integration with Financials • Weak in Compliance Monitoring •Complex product and architecture

• Strong sales force tools and analysis• Tier 1 and Tier 2 Referenceable customers• Need to manage multiple customer data models• Complex solution to implement • Lots of integrations required to use full business process functionality, very costly

CAS, Inc.

• Strong reference customers with deep industry expertise • Robust in customer planning and retail.• Weak financial report •Do not support anything other than .NET • Lack of strong global support

Data source: Various Gartner Reports from 2003 & 2004

Cross-Sell, Up-SellCross-Sell, Up-Sell

Trade Management is …Multi-Faceted

Different Configurations Serve Different Needs

For Example:

• Automate the Distributor Chargeback process• Track resale/POS, channel inventory

•Life Science / Pharma

•Focus on Chargeback•4

• Manage fund requests, promotions & claims for partners • Track resale/POS, channel inventory

•High Tech•Focus on Indirect Sales,

along with Partner Mgmt or

not

•3

• Manage all claims & deductions of various reasons – trade agreements, damages, shipping, etc.

•Any company with a claim / deduction problem

•Only Claim & Deduction,

along w/ Financials or not

•2

•1

•#

• Consumer Goods• Life Science/ Pharma• High Tech

• Industry Focus • Purpose• Needs

• Enable whole Trade Management business flow• Enable Order-to-Cash flow• Provide a Sales Force Automation (SFA) tool

•Whole of TM, with Trade

Planning rolled out to the

sales force

Oracle MarketingCross-Sell Messaging for Existing Oracle Customers

If Customer has… Sell them Marketing for … Why – What is the Benefit

Customer Data Hub (3rd party or Oracle’s)

Practical and actionable Customer Insight

Customer Intelligence

Oracle Sales (OSO/OTS/OIC)

Marketing and Sales Alignment More efficient use of resources

iStore Marketing drives Web presence Better Marketing message coverage

Service (iSupport, TeleService, Interaction Center)

Cross-sell, up-sell and retain based on Service interactions

Customer Satisfaction Improvements

Financials, Order Mgmt Campaign to Cash flow Full business process support for a true closed loop understanding of the business

Oracle Marketing (small # of licenses)

Up-sell more seats with Enterprise Marketing message

More information throughout the business

Oracle Partner Mgmt Cross-Sell Messaging for Existing Oracle Customers

If Customer has … Sell them Partner Mgmt for … Why – What is the Benefit

iStore Strengthen the bottom-line Lowering cost of sales through the online channel

Oracle Sales (OSO/OTS/OIC)

Channel Alignment and Partner Efficiency

More efficient use of resources

Trade Management Partner and Channel Alignment Close communication gap between Sales and Partners and better manage the process

Trade Management Channel & Marketing Alignment Align channel marketing expenditures with your strategic business direction

Oracle Marketing Effectively Market to and through Partners

More partner revenue

Order Management, Financials

Seamless Handling of Special Pricing Requests

Full business process support for a true closed loop understanding of the business

Order Management Initiate and complete complex order transactions in a self-service environment

More information throughout the business

Current Install Base* # (% of) & (# of) Potential Cross-Sell Deals

iStore 150 50% 75 Sales 400 40% 160 Marketing 375 40% 150 OM / Mfg 3000 10% 300

Total = 685 (adjust 50% for overlap = 342)

* Install Base numbers are estimates based on TAR activity

Oracle Partner ManagementOver 600 Potential Cross-Sell Deals

Oracle Trade Mgmt Cross-Sell Messaging for Existing Oracle Customers

If Customer has … Sell them Trade Mgmt for … Why – What is the Benefit

Marketing Increasing Brand Equity Promote to the right customers with the right product and understand the cost to do so

Marketing Comprehensive Budgeting Tools

Streamline the budget allocation process for marketing and promotions

Sales (OSO, OTS, etc.) Help with Volume Planning and Forecast Accuracy

Benchmark Promotional Impact on Sales

Order Management Streamlined Execution and Tracking

Close communication gap between sales and mfg to provide more accurate order processing & demand planning information

OM & Financials Control of Promotional Expenditures

An end-to-end process that proactively prevents deductions

Strong internal control to comply with regulations

Financials A Central Claims Repository Minimize claim processing costs

Provide control of all customer disputes

Customer StoriesCustomer Stories

A Few Marketing, Partner Mgmt & Trade Mgmt Customers

High TechHigh Tech

Financial ServicesFinancial Services

ManufacturingManufacturing

Oracle MarketingReference Customers by Industry

TelecomTelecom

OtherOther

Oracle Partner Management Reference Customers by Industry

High TechHigh Tech

ManufacturingManufacturing

TelecommTelecomm

                                 

              

High TechHigh Tech

CPG – Food & BevCPG – Food & Bev

CPG – Household GoodsCPG – Household Goods

Life SciencesLife Sciences

ManufacturingManufacturing

Oracle Trade Management Reference Customers by Industry

What have Oracle Customers Achieved

““Personal care product Personal care product manufacturer uses Trade manufacturer uses Trade Management to manageManagement to manage

end-to-end process”end-to-end process”

““Personal care product Personal care product manufacturer uses Trade manufacturer uses Trade Management to manageManagement to manage

end-to-end process”end-to-end process”

““Top U.S. toy manufacturerTop U.S. toy manufactureruses Trade Management anduses Trade Management and

Financials to manage deductions”Financials to manage deductions”

““Top U.S. toy manufacturerTop U.S. toy manufactureruses Trade Management anduses Trade Management and

Financials to manage deductions”Financials to manage deductions”

““Leading provider of technology equipment saw a Leading provider of technology equipment saw a savings of more than $2m in IT staff costs, a savings of more than $2m in IT staff costs, a

reduction in channel operational expenses by reduction in channel operational expenses by $150k, and 3x new partner registrations”$150k, and 3x new partner registrations”

““Leading provider of technology equipment saw a Leading provider of technology equipment saw a savings of more than $2m in IT staff costs, a savings of more than $2m in IT staff costs, a

reduction in channel operational expenses by reduction in channel operational expenses by $150k, and 3x new partner registrations”$150k, and 3x new partner registrations”

““Market leader in bar code printing has seen Market leader in bar code printing has seen improved lead acceptance, a reduction in the improved lead acceptance, a reduction in the average sales cycles, and increased channel average sales cycles, and increased channel

revenues”revenues”

““Market leader in bar code printing has seen Market leader in bar code printing has seen improved lead acceptance, a reduction in the improved lead acceptance, a reduction in the average sales cycles, and increased channel average sales cycles, and increased channel

revenues”revenues”

Trade Management Partner Management

In SummaryIn Summary

Key Takeaways

• Marketing, Partner Management, Trade Management Applications is on the rise!

• Trade Management is a complete promotions management solution that can be used by our customers or partners

Trade Management is a Sales Force Automation solution for an iterative selling process

PRM allows our customers to be more effective with their partner channel and lower their costs doing business by reducing the cost of integrations and headcount – so any current customer with OM who hasn’t bought iStore is a good target