2011 open world oracle update_sales_and_service_contracts
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2011 open world oracle update_sales_and_service_contracts

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2011 open world oracle update_sales_and_service_contracts 2011 open world oracle update_sales_and_service_contracts Presentation Transcript

  • 1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Sales & Service Contracts Presenting with Susan Flierl, Product Strategy Director2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Latin America 2011 December 6–8, 2011 Tokyo 2012 April 4–6, 20124 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle OpenWorld Bookstore • Visit the Oracle OpenWorld Bookstore for a fabulous selection of books on many of the conference topics and more! • Bookstore located at Moscone West, Level 2 • All Books at 20% Discount5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Program Agenda • Business Challenges • Oracle Contracts Product Family • Business Benefits of upgrading to 12.1 – Sales Contracts – Contracts Repository – Service Contracts • Product Roadmap • Customer Successes • Datacard Group’s Upgrade to Service Contracts 12.16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 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 Oracle’s products remains at the sole discretion of Oracle.7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Business Challenges Process Control Sales Effectiveness • How can I manage customer, • What can be done to legal, fiduciary & industry accelerate sales cycles & requirements to reduce risk? reduce contractual risk? • How can I streamline approval • How can sales reps reduce of non-standard agreements? paperwork & improve efficiency? Trading Trading Partner Partner Managing Renewals Contract Visibility • How can I better manage renewals • How can I improve access to so service interruptions & contracts & interaction history? unprofitable contracts are eliminated? • How do I prevent improper • How to do I efficiently manage the volume accounting and minimize disputes & of contracts which require renewing? penalties?8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Contracts Product Family • WHAT – A family of contract applications Project Contracts designed to author and manage the lifecycle of all contract types Contract Lifecycle Service Management for Contracts • HOW – Deployed integrated with order-to- Public Sector cash and procure-to-pay flows or as standalone application Procurement Sales Contracts Contracts • RESULTS - Improve visibility of all business Contract agreements, reduce contract cycle time, and Terms manage risks Library Contract Repository * * Available with both the Oracle Sales Contracts and Oracle Procurement Contracts9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Contracts Management Solution Integrated Intelligence Sales • Cancellation / • Uplift & • Contract Email Renewal Rate Reduction Bookings Service Process Automation Phone Support Negotiate Activate Enforce Invoice Renew & & Author & Fulfill & Entitle & Settle Terminate Internet • Collaborative Authoring • Change Mgmt • Workflow Approvals Fulfillment Global Contracts Library Standardized Templates Legal • Version Secure • Terms & Conditions Controlled Access • LegalContracting • Compliance Finance & Party Accounting 10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Sales Contracts 12.1 Benefits of Upgrading Accelerate Sales Cycle • Streamline contract drafting with Authoring Clauses in MS Word (12.1.2) • Streamline edits and redlining with MS Word Synchronization • Faster approvals with Contract Deviation Report Increase Contract Compliance • Reduce policy deviations with Contract Deviation Report • Identify frequently modified clauses Clause Usage Analysis • Increase contract awareness with Access Contracts from Oracle Sales Support Global Contract Administration • Support global contract administration with Multi-Org Access Control • Improve sales contract administration with Sales Contracts Workbench • Improve sales contract visibility with Enterprise Contracts Search11 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Sales Contracts WorkbenchSales Rep Contract Admin Contract Process fused with Sales Process • Collaborative sales/contract administration work teams + • Role based access Quote / Terms & Sales Order Conditions Contract 12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Collaboration using MS Word• Negotiate legal terms with customer using MS Word• Synchronize offline changes automatically 13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Visibility to Contract Deviations• Route approvals based on existence of non- standard terms• Provide visibility to management on deviations during approvals• Reduce policy deviations 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Analyze Clause UsageIncrease compliance• Monitor adoption of standards• Track clause usage and risk exposure• Identify frequently modified clauses 15 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Assess risk with Enterprise Contract Search• Full-text andkeyword search onstructured orunstructured data• Search onclauses, contractsor attachments16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Contract Repository 12.1 Benefits of Upgrading Accelerate Contract Cycle Time • Standardize Ts & Cs with Contract Templates & Terms Library Integration • Automate contract drafting with Contract Expert • Streamline edits and redlining with MS Word Synchronization Support Global Contract Administration • Support global contract administration with Multi-Org Access Control • Improve sales contract administration with Contract Workbench Increase Contract Compliance • Reduce policy deviations with Contract Deviation Report • Improve contract visibility with Enterprise Contracts Search17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Authoring using central clause library18 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Automated drafting with Contract Expert Contract • Configurable rules Industry drive terms selection Segment? for complex contracts Template • Clauses default based Government Commercial on product, supplier, . contract value, etc. . . Over $50k? • Author high quality contracts with minimal legal supervision No Yes Draft Responses Drive Add Clauses Clause Selection • High Value • Insurance Contract19 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Service Contracts 12.1 Benefits of Upgrading Uplift Renewal Rates •Faster renewal cycle times with Service Contracts Administration Workbench •Improved customer experience with Flexible Assignment Rules for Customer Communication Templates and Online Acceptance Portal Enhancements •Improved renewal rate analysis with Service & Covered Level Cancellation Increase Contract Compliance •Standardize customer coverage with Standard Coverage Definition •Improve revenue recognition compliance with Partial Period Revenue Recognition and Defer Revenue for Customer Acceptance Contingencies •Secure customer payment information with Credit Card Security Support Global Contract Administration •Provide global contract administration tools with Multi-Org Access Control •Improved service contract visibility when managing customer’s assets20 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Streamline Renewals Management Predictably Protect and Grow Recurring Revenue Expiration Alert High Volume Electronic Renewals Renew / Create • Automatically renew contracts based on Activate Opportunity pre-defined rules to maximize retention rates and ensure service continuity • Zero-touch web based process automatically renews low value contracts upon expiration Quote Negotiate Renewal Rule New ContractHigh Value Renewals• Receive automated expiration alert• Convert expiring contracts into sales opportunities• Evaluate complementary products / services • Credit Status = OK • Update Contract for cross-sell & up-sell opportunities • Contract > Threshold • Notify Sales / Value Value Service Rep• View transaction and interaction history • Expire days < 30 • Notify Customer 21 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Service Contracts Administrator Workbench Quick search for your new and renewal contracts Displays your open contracts22 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Online Customer Portal Accept, reject or request assistance View quote in pdf format23 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Integration and Performance Enhancements in 12.1 Service Contracts Import Program for • Fully billed/unbilled Service • Warranty & Extended Warranty • Intangible Subscription Contracts • From legacy systems or 3rd Party applications Performance Improvements • Standard Coverage – coverage definition only copied onto contract when customize coverage Service Contracts Standard Coverage Definitions Default custom Default 100% • M-F 8am-5pm • M-F 8am-4pm • 24x7 • Sat 8am-2pm • Sat 8am-2pm 100% Default • Sun 8am-12pm • Sun 8am-12pm24 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Renewals Performance Enhancements in 12.1.3 Re-pricing performance enhancements • Re-price in concurrent mode • Re-price in bulk mode Date Assembler Changes • Service Contracts Date Assembler Workflow Manager manages the number of renewals to be processed concurrently when large number of contracts expire on same day • Multiple service contracts to renew processed within single workflow Before After 1,000 200 200 200 200 200 Contracts Contracts Contracts Contracts Contracts Contracts25 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Sales & Service Contracts Product Roadmap Sales Contracts • Enhance integration capabilities • Import templates, rules, questions, and constants • MS Word synchronization for contracts with clauses imported from word • Increase flexibility • Apply multiple templates to a sales document • Clause mandatory attribute at rule level • Display clause numbers in addition to clause titles Service Contracts • Enhance integration capabilities – Service Contract Import Program for • Tangible Subscription Contracts • Usage Contracts26 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Oracle Contracts Customers High Technology Industrial Manufacturing Media & Communications Professional Services27 Copyright © 2011, Oracle and/or its affiliates. All rights Insert Information Protection Policy Classification from Slide 8 reserved.
  • “We have realized significant savings with the upgrade to Oracle E- Business Suite Release 12. In particular, we streamlined our renewal process, which has increased customer satisfaction and retention. And, we minimized costs with an out-of-the-box deployment strategy for Oracle Service Contracts.” Timothy Hall Senior Technology Manager, Global Management Systems, ProQuest CUSTOMER LOGO28 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • “The fact that more and more elements of the O2O [Opportunity to Order] process have been automated is crucial as volumes continue to increase, and the ability to generate so many types of self-service contracts after cutoffs has really made a difference.” John Doyle VP, Global Contracts CUSTOMER LOGO29 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • Q&A30 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • The preceding 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 Oracle’s products remains at the sole discretion of Oracle.31 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 32 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 33 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.