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Oracle Channel Management
Chris Kirby
Principal Solution Consultant – High Tech
14 August 2007
Streamlining your partner-facing activities
Too many manual processes?
Dealing with Channel Conflict?
Lack of Partner Mind Share?
Partner Adoption Issues?
Where to find a solution?…
The world with Oracle…
Channel Complexity
EndCustomers
EndCustomers“You”“You”
OEMOEM
DistiDisti
VARVAR
SystemsIntegratorSystemsIntegrator
DealerDealer
Those who sell for you require lots of support……….
• Training (product and sales)
• Ordering/sales management systems
• Marketing “air cover”
• Advertising support (“co-op”)
• Selling support
• Promotional programs (incl. pricing)
• Logistics (delivery/expediting, parts, returns,…)
Systems / ToolsSystems / Tools Qualified LeadsQualified Leads
RegistrationsRegistrations Cash FlowCash Flow
RebatesSpecial PricingMDFClaimsIncentives
Exclusivity and Discounts
Segment and Target Benefits
Lead 1
Lead 2
Oracle Channel ManagementWhat drives your partner relationships?
Monitor• Point-of-Sale / Inventory
• Claims
• Revenue Recognition
Recruit • Partner Registration
• Program Invites
• User Management
Manage• Partner Profiles
• Contracts & Entitlements
• Partner Programs
Sell• Lead Management
• Special Pricing
• Quoting & Fulfillment
Market• Communications
• Funds Management
• Promotions
RecruitRecruit SellSell MonitorMonitorManageManage MarketMarket
Workflow Automation
Oracle Channel ManagementPartner-Enable Your Business
Sa
les
Cha
nne
lsS
ale
s C
han
nels
Tele Sales
Partners
Field Sales
Web Sales
Your Organization• Collaborative team selling• Customer and contact intimacy• Revenue maximization• Effective channel conflict mgmt
Your Customers• Consistent, higher-quality
experience across all channels• Self-service access and visibility to
new products
Your Partners• Up-to-date information access• Consistently support best practices
at all points of contact
Co
llab
oratio
n G
oals
Co
llab
oratio
n G
oals
Consistent Selling Across ChannelsSeamlessly Share Information with Key Participants
• Products
• Prices
• Configuration
• Approvals
• Quotes
• Orders
Collaborate Outside the OrganizationPartner Dashboard: Provide Automated Access and Visibility
Self-service access to Self-service access to electronic purchasingelectronic purchasing
View new View new leadsleads
Register new deals Register new deals to avoid conflictto avoid conflict
Access latest news Access latest news and noticesand notices
Channel Manager DashboardProvide Insight into Partner Channel Activity
• Key sales metrics and performance indicators
• Comparisons to prior year / quarter
• Links to workflow activities
• Instant visibility to partner performance
- YTD / QTD pipeline
- Close rate
- Access to transaction detail
- Trade funds management
Partner ProfileProvide Insight into Partner Performance
Partner Program ManagementDrive behavior with partners
Partner Program Management
Benefits
Optimize channel partnerships through configurable program framework
Targeted partner programs to build partner loyalty and increase profitability
Improve efficiency through automated delivery of program benefits to partners
Optimize channel partnerships through configurable program framework
Targeted partner programs to build partner loyalty and increase profitability
Improve efficiency through automated delivery of program benefits to partners
Benefits
Your CompanyYour Company
• Support guided selling across all sales channels
• Enhance customer intimacy and one-to-one selling
• Increase sales effectiveness across all channels
• Accelerate new product introduction
PlacePlaceOrderOrder
Add to CartAdd to Cart
Configure Configure Products Products
and Servicesand Services
Browse Browse CatalogCatalog
Guided Selling Guided Selling RulesRules
Cross-Sells / Cross-Sells / Up-SellsUp-Sells
Real-Time Real-Time Feedback as Feedback as Options are Options are
SelectedSelected
Guided Selling
PartnerPartner
Online StorefrontExpose product catalog and pricing to partners
Online StorefrontRich content and complex configuration capabilities
Registration Process
PartnerPartner
Reduce channel conflict
Gain visibility into indirect sales pipeline
Increase forecast accuracy
Build partner trust
Reduce channel conflict
Gain visibility into indirect sales pipeline
Increase forecast accuracy
Build partner trust
Registration Approval
Opportunity Status
Tracked
Partner Works to Partner Works to Close DealClose Deal
Review Registration
BenefitsYour CompanyYour Company
Create Create Registration Registration RequestRequest
Identify Similar
Requests
Notify of ApprovalNotify of Approval
RegistrationsProactive Duplicate Identification
Special Pricing Management
PartnerPartner
Respond quickly and intelligently to special pricing requests
Reduce cost through partner self-service
Link requests for the same end-customer deal to ensure legal compliance
Track liability in GL to ensure safe, conservative accounting
Respond quickly and intelligently to special pricing requests
Reduce cost through partner self-service
Link requests for the same end-customer deal to ensure legal compliance
Track liability in GL to ensure safe, conservative accounting
Create Create Special Price Special Price RequestRequest
Approve Request Notify of ApprovalNotify of Approval
Pay PartnerPay PartnerResolve
Claim
Close DealClose Deal
Submit ClaimSubmit Claim
Identify Similar
Requests
BenefitsYour CompanyYour Company
Special PricingStreamline special pricing approval process
Special PricingEnsure valid claims through enforcement of agreement terms
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 Fund
Approve request
Request channel Request channel marketing fundsmarketing funds
Submit marketing Submit marketing collateralcollateralApprove
collateral
Pay Partner
Conduct activityConduct activity
Submit claimSubmit claimResolve
Claim
Benefits
Receive paymentReceive payment
Your CompanyYour Company
Lead Routing Process
PartnerPartner
Ensure lead follow-up with flexible routing rules
Gain visibility into indirect sales pipeline
Increase forecast accuracy
Build partner trust
Ensure lead follow-up with flexible routing rules
Gain visibility into indirect sales pipeline
Increase forecast accuracy
Build partner trust
Convert toOpportunity
Route Opportunity to Selected
PartnerPartner Accepts / Partner Accepts / Declines Declines OpportunityOpportunity
Create Lead(via Marketing
or Sales)
BenefitsYour CompanyYour Company
Qualify Lead
Send Notification Send Notification to Partnerto Partner
Lead Ranking Rules
Opportunity ManagementProvide Insight into Partner Channel Activity
Opportunity ManagementProvide Insight into Partner Channel Activity
Sales ForecastingProvide Insight into Partner Channel Activity
Referral Management
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 Referral Benefit
Attach Benefit to Program
Enroll into Partner Enroll into Partner ProgramProgram
Referral Approval
Order is Booked
Commission Commission AcceptanceAcceptance
Review Referral Submit ReferralSubmit Referral
Benefits
Pay Commission
Your CompanyYour Company
Point-of-Sale / ClaimsPoint-of-Sale / Claims
Provide Incentive to Distribution Channel
Component Supplier
DistributionChannel
End Customer
Post to AR
IndirectSalesData Table
Indirect SaleSale
Credit Memo
POS ManagementCapture and reconcile distribution POS transactions
Import &Cleanse
POS Data
Indirect Sales(POS) Data
XML, EDIE-Mail, Other
Outputs
Reconcile Claims
Validate compliance to special pricing agreements
• Pricing Authorization Number• Reference • Reason
Close claims with transaction numbers
Integration with ReceivablesStreamlines Ship & Debit Reconciliation Process
Create andassign claims
SettleClaims
Createand apply
transactions
AdjustAccounts
Receivable
Researchand approve
Receive debitmemos from
distributor
Identify discrepancies to special pricing agreements
Inventory Inventory Tracking /Tracking /Revenue Revenue
RecognitioRecognitionn
Revenue Flow
Update
“Inventory In”
Update
“Inventory In”
New “Ending
Inventory”
Receive POS
Data
Update
“Inventory Out”
New “Ending
Inventory”
Call AR API
Recognize
COGS
Rev.Adj. API
Recognize
Revenue
Automate
Reclass
(FIFO Basis)
Defer
COGS
Disti Order
Ships
Defer
Revenue
Invoice
Generates
Order Management
Trade Management
Receivables
Channel Inventory TrackingGain Visibility into Channel Inventory and Throughput
Track inventory Track inventory throughputthroughput
View channel View channel inventory by accountinventory by account
Track channel inventory down to the product level
Auto-Accounting Details
Initial Stocking Order – Revenue
Automatically Deferred
11
Revenue Flow
POS Import
Sell-through information tracked
22
Revenue Flow
Revenue Flow
Auto-Accounting Details
After POS Import – Revenue
Automatically Reclassified
After POS Import – Revenue
Automatically Reclassified
33
Oracle Business IntelligenceOracle Business IntelligenceEnterprise EditionEnterprise Edition
Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Summary of Benefits
Improve channel performance and Improve channel performance and profitabilityprofitability
Reduce channel support costsReduce channel support costs
Increase visibility into partner Increase visibility into partner activityactivity