Drive Better Business Results

Oracle Channel Revenue Management

Earl Eldridge
Senior Director, EBS Product Management
Archana Vadya
Director, Product Management
October 01, 2014
Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Safe Harbor Statement

The following is intended to outline our general product direction. It is
intended for information purposes only, and may not be incorporated
into any contract. It is not a commitment to deliver any material, code,
or functionality, and should not be relied upon in making purchasing
decisions. The development, release, and timing of any features or
functionality described for Oracles products remains at the sole
discretion of Oracle.

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Oracle EBS Channel Management Family

Channel Revenue
Management
A family of products

Advanced Pricing
&

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Channel Rebate and POS Management

Complete Solution for Rebate
and POS
Running complex pricing programs difficult
to maintain and track ?
Targets met but profitability below
forecast ?
Rebate liabilities or assets visibility?
Overall spend tracking?
Processing and cleansing of indirect sales
(POS) labor intensive and subject to error?

Click icon toChannel

add picture
Simple Rebates
UIs for Easy Maintenance
Accurate Tracking of Accruals &
Channel Performance
Execute
Complex
Rebates Calculat
e

Automate
Cleanse

GL
Settle
Posting

Validation
Settleme
nt

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Distributor
Inv Tracking

Standard Offer Types/aka Pricing Programs

Types

Off Invoice Offers

Rebate Capability
Various Rebate Types
Support for Direct and

Volume Rebates

Accrual Offers

Promotional Goods
Order Value
Scan Data
Lumpsum Offers
Trade Deals
Net Accrual
Terms Upgrade

Indirect Sales
Global and Organization
specific
Quantity Limits
Retroactive Pricing by Tier
Adjustment capability for
value and dates
Autopay Setup
Back dates Adjustment
Advanced Options with
Bucketing

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Volume Offers
ChRMs Volume Offer Solution

Complex volume pricing programs keeping

you up?
Using spreadsheets to calculate volume
accruals making it difficult to maintain and
track volume programs?
Constantly changing the programs for
customer locations or products additions or
deletions?

Accrue Based on Customers cumulative

purchase volume over a period of time
Pricing Adjustments for Customers, Products
and Dates
Backdating Start and Retroactive Adjustments

Difficulties tracking and posting your volume

rebate liabilities?

Pre-Qualification Tiers for high performing

Customers
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Rebate Tracking Buy Side & Sell Side

Purchases

Direct Sale
Customer

Communicate

Define Pricing Programs

Supplier Agreements

with Supplier

Approve & Settle

Run pricing
Validate compliance
to pricing agreements

Purchased
Items
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Calculate
Earnings /
Rebates

AR Deduction Settlement
Dispute/deduction
handling
End
to End Deduction
Flow

Click icon to add picture

Rebates Settlement
Promotional Payments
Complete AR processing
Lockbox integration
Subsequent Receipt Application
Auto-write offs
Mass Settlements
Mass Update
Rule Based Settlement
Claims Aging
Endeca Extensions
Centralized Claims Repository
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11

Supplier Ship & Debit

What

Click icon to add picture

For Wholesale
Distribution

Request Special
Price

Channel revenue management product

automating special price requests for wholesale
distribution and streamlines the ship & debit
claim process
Automate all agreements, tracking, accounting
journal entries and chargebacks to vendors
manual processes for timely claims processing

Request New Price

from Supplier
Receive Supplier
approval/
authorization

Manage Disputes
& Payments

Track Accruals

Record Accruals
Generate Accurate
Accounting

Claim

Benefits
Reduced margin leakage. Reduced cost of
managing special pricing agreements and greater
visibility into claim process

Resolve Disputes
Issue Debit to
Suppliers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Compile accruals &

generate Claims

Transmit Claims to
Supplier via XML or
WebADI

12

Price Protection
For Wholesale Distribution

Click icon to add picture

What
Channel Revenue Management solution enabling
orchestration and automation of supplier price
changes
Timely claims processing through automated
integrations to Procurement, Warehouse /
Inventory, Costing, General Ledger, Accounts
Payable, Accounts Receivable

Benefits
Reduced margin leakage. Automation of manual
spreadsheets, faster realization from price
protection claims, complete control & full visibility
into the process, increased channel revenues
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13

Channel Revenue Mgmt Endeca Extension

Click icon to add picture

Key Benefits

Eliminate revenue leakage

Quickly identify and charge back invalid deductions

Gain control over trade funds with comprehensive
budget visualization

Improve payment collection

Prioritize high value claims for closure to maximize
cash returns
Quickly identify past due balance and take action to
recover payments

Increase profit margins

Identify overbooked claims agents and balance
workload to clear aged claims
Improve operation and process efficiency with
smarter analysis and effective collaboration with
customers/suppliers
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14

Drive Better Business Results

Increased ROI with Streamlined Processes

Highly Automated Processes

Improve Reporting & Visibility

Mitigate Risks

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

16

Channel Revenue Management Use Case

Transportation Solution
Claims generation and processing
Automated Routing and assignment
Automatic generation of related claims

Integration
EDI / Transportation Partners
AR / AP (Settlement)
GL

Data analysis
True event cost / Loss and Damage costs

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17

Summary of Process

Channel Revenue Management Use Case

Life Sciences Solution

Chargeback Flow

GPOs and Membership list maintenance

GPO Contract Pricing

Retail/Institutional Contracts

Data Exchange

EDI 844 and 849

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Channel Revenue Management Use Case

Royalty Solution Overview

Calculating Royalties on/with:

Individual products
Embedded products
Assortment products

Handled one time and recurring pre payments

Information based on Order Management and
external sources

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19

Channel Revenue Management Use Case

Wholesale Distribution Solution

Sell Side Rebate Support

Buy Side/Vendor Rebate Support
Supplier Ship & Debit
On hand and pass thru price protection
Deduction Management

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

20

Channel Revenue Management Use Case

Consumer/Manufacturing
Solution

Calculating Volume Incentives/Co-Op off of

Sales data
Standard Pricing Agreements
Quotes execution & tracking for CG
Deduction Management
How to handle discounts and surcharges going
to a different GL account

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

21

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

22

New Features in 12.2.4

User Interface Improvements
New Create and Update Pages (Volume Offers)
New Products UI
New Market Eligibility Page
New Budgets UI
New Budgets Checkbook UI
New Adjustments Page
New Collaboration UI

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

23

12.2.4: New HTML User Interface

The new user interface allows a quick view and
update on key offers data to improve
productivity
Users always have a context of the offer as
they move through screens and make changes.
This helps minimize errors and improves
efficiency
Defaulting values is used to minimize user
interaction and simplify the create and update
offer process
Pages built in OA allow for personalization
which includes hide / display fields, reorder
table columns and width. Users can also
leverage native OA functions like forward
Copyrightinto
2014, Oracle and/or its affiliates. All rights reserved. |
looking LOVs and direct entry of data

Create Volume Offer

Create User Interface

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Create and Update Pages

Multiple Tables and Products with Exclusion Support

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Create and Update Pages

Product Exclusion Details

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Market Eligibility

New page with simplified UI and party hierarchy,

prequalification function

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Budget Checkbook

User Interface: Search Checkbook - Volume, Offinvoice, Accrual

and Trade Deal

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Budget Checkbook

Group by Order with drill down capability

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Products and Exclusion Features

Advanced Options and Mass Update

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

32

Oracle Applications: Current Release and

Roadmap
Release 12.2.4

Whats Next

Future Directions

August 2014

0-12 month planning cycle

Post 12 month planning cycle

Continued OA Framework updates

Offers create and update OAF UI
Offer adjustment OAF UI
Channel Rebates & POS Management
Volume Offer Enhancements including
backdating flows
Ongoing Endeca Integrations
Enhanced offer and budget checkbook
Miscellaneous Offer Enhancements including
TCA Hierarchy Support
Line Level Advanced Option
AR Deductions Settlement
Autopay Settlement by OU

Continued OA Framework updates

Claims, Budgets, Offers
Channel Rebates & POS Management
Mobile Support for Offer & Approvals
Ongoing Endeca Integrations
AR Deductions Settlement
Deferred Accruals
Revenue Recognition
Autopay Settlement by OU
Mobile Support for Claims & Approvals
Oracle Supplier Ship & Debit
Manual Approve/Reject for Ship & Debit
Batches

AME Integration for all ChRM products

AR Deductions Settlement
Ongoing Endeca Integrations
Provisional Accruals and Reconciliation Support
Channel Rebates & POS Management
Completion of Offers in OA
Cascading Offers/Promotions
Flow through Offers/Promotions
Sellers Workbench with OM
Indirect Sales Error Processing
Oracle Supplier Ship & Debit
Vertical Industry Support
Oracle Price Protection
Sell side support

Copyright 2014, Oracle and/or its affiliates. All rights reserved. | Restricted to event use only.

33

DemoGrounds & Meet the Experts

2 Great Opportunities to Get Up Close & Personal with Oracle Products &
Experts

Channel Revenue Management @ Demo ID

3759 Moscone West Exhibition Hall

Meet the Experts Oracle E-Business Suite

CRM Experts Wednesday, Oct 1, 3:15PM 4:00PM Moscone West 2000

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

34

Program Agenda
1

Channel Revenue Management: An Overview

Use Cases

Whats New?

Future Roadmap

Question & Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

35

Questions and
Answers

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

36

Copyright 2014, Oracle and/or its affiliates. All rights reserved. |

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