June 15th, 2006

Handling Evaluation and Demo Units in Oracle Applications

Bill Pick, Greenbrier & Russel

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Agenda

◆ What are Evaluation & Demo Units?◆ Key Requirements◆ Alternatives◆ Two Solutions

■ Oracle Footprint■ Process Flow

◆ Q & A

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Definition of Evaluation & Demo Units

◆ Evaluation Units■ Product that is shipped from inventory to a customer or prospect at

little or no charge for them to evaluate over a defined time period■ At the end of the evaluation period, units are either kept by the

customer or returned to the manufacturer/distributor■ If units are kept by the customer, they are billed based on a

predetermined price

◆ Demo Units■ Product is expensed or capitalized to a department (i.e. Sales or

Marketing)■ Can be modified or tailored for specific purposes■ Sent to customers and received back in over time■ Quantity is tracked in Inventory

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Key Requirements

◆ Visibility to all evaluation & demo units at customer locations

◆ Visibility to what evaluation periods are expiring when

◆ Accurate inventory visibility◆ Accurate accounting visibility◆ Ability to ship and return units

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Alternatives – Option 1

◆ Keep in specific subinventory/locator combinations■ Subinventory: EVAL, Locator: Customer Name/Number

• Advantage: Visibility at all times to inventory balances• Advantage: Simple Solution• Disadvantage: Lack of visibility to expiring eval periods• Disadvantage: Transactions more dependent on process

■ Example: Van Stock

◆ Oracle Footprint: Inventory

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Alternatives - Option 2

◆ Eval Order/Line types■ Order Type: EVAL or DEMO■ Ship at $0 (Order type drives “CGS-EVAL” account)■ If they keep it, Bill only line for price

• Advantage: Can ship and return easily using standard Oracle• Advantage: Visibility via order organizer to outstanding evals• Disadvantage: Inventory is at customer (but can track in Installed Base)• Disadvantage: Complex Solution

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Minimum Oracle Footprint◆ Telesales◆ Teleservice◆ Quoting◆ Order Management◆ Inventory◆ Shipping◆ Install Base◆ Financials (specifically AR)

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Sales Order

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Sales Order Line

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Installation Details

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Follow Up Task

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Demo Sales Order Process

Q & ABill Pick

wpick@gr.com

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