Create and Enforce sell-side contracts with Oracle Sales ...

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  • Now lets look at a list of the features Oracle Sales Contracts supports.
  • First we’ll briefly discuss what Oracle Sales Contracts is the business scenarios it supports. (And for more information on contract management challenges and business benefits of Oracle Sales Contracts, please refer to the Oracle Sales Contracts Introductory TOI.) Second, we’ll take an in-depth look at the features of Oracle Sales Contracts. This section of the Toi is divided into three parts for easier viewing, one section for each of the three major business scenarios the product supports. Third, we’ll review the setup required to enable Oracle Sales Contracts. And finally we’ll have a look at some additional resources for more information.
  • Oracle Sales Contracts offers companies a comprehensive solution to negotiate and manage contractual relationships with their customers. Companies can standardize their corporate contract policies and improve internal controls to minimize risk, increase revenue, improve customer relationships, and comply with regulatory requirements.
  • Oracle Sales Contracts is a comprehensive solution to streamline and automate the entire contract lifecycle. This includes establishing corporate policies and authoring standard terms and conditions, obtaining legal and business approval for the contract language, authoring and managing business documents using this language, enforcing the standard terms, and tracking ongoing performance. Now lets look at the specific business processes Oracle Sales Contracts supports:
  • Oracle Sales Contracts is integrated into the Quoting, iStore, and Order Management modules, seamlessly providing access to terms and conditions authoring and negotiation features. Contracts for one-time orders: Oracle Sales Contracts provides the ability to create a quote, iStore shopping cart, or a sales order, with negotiated contract terms as part of that quote or order. A sales agreement provides users the ability to place orders against it, and the negotiated contract terms and price will govern those orders. In the system, a sales agreement is a blanket sales agreement. Releases against a long term agreement are orders placed directly from the blanket. All terms on the agreement will be enforced on the subsequent releases. So whether the user creates a quote, a sales order, or a blanket sales agreement, contract terms can be added and negotiated as part of that document. In addition, customers shopping via the web store can review and agree or disagree with the standard terms and conditions presented.
  • First we’ll briefly touch on how companies can establish contracting standards with library clauses and contract templates. Then we’ll talk about authoring and negotiating Blanket Sales Agreements, including contract terms, price, and commitments. We’ll discuss how the agreement is internally approved and printed for customer presentment, and how to record customer acceptance. Then we’ll go over how to attach and manage contract document attachments. Finally, we’ll discuss managing changes, sending notifications prior to expiration, and terminating the agreement. In the next section, we’ll discuss creating releases against the pre-negotiated Blanket Sales Agreement. We’ll see how the BSA is referenced on the sales order, we’ll discuss authoring additional contract terms on the sales order, and we’ll look at how approvals can be used for the sales order releases. Finally, we’ll look at fulfilling the releases and monitoring performance against the agreement commitments. In the next section, we’ll create sales contracts for one-time orders. This includes authoring quotes with contract terms, getting internal approval for the quote, printing the quote and recording customer acceptance, and creating the sales order from the quote. We’ll also briefly look at authoring a sales order with contract terms, printing the order, and getting customer acceptance. Finally, we’ll look at how customers can preview contract terms when ordering via the self-service web store provided by Oracle iStore, and see how these terms can be negotiated and accepted. Now let’s have a look at establishing contracting standards…
  • First we’ll briefly touch on how companies can establish contracting standards with library clauses and contract templates. Then we’ll talk about authoring and negotiating Blanket Sales Agreements, including contract terms, price, and commitments. We’ll discuss how the agreement is internally approved and printed for customer presentment, and how to record customer acceptance. Then we’ll go over how to attach and manage contract document attachments. Finally, we’ll discuss managing changes, sending notifications prior to expiration, and terminating the agreement. In the next section, we’ll discuss creating releases against the pre-negotiated Blanket Sales Agreement. We’ll see how the BSA is referenced on the sales order, we’ll discuss authoring additional contract terms on the sales order, and we’ll look at how approvals can be used for the sales order releases. Finally, we’ll look at fulfilling the releases and monitoring performance against the agreement commitments. In the next section, we’ll create sales contracts for one-time orders. This includes authoring quotes with contract terms, getting internal approval for the quote, printing the quote and recording customer acceptance, and creating the sales order from the quote. We’ll also briefly look at authoring a sales order with contract terms, printing the order, and getting customer acceptance. Finally, we’ll look at how customers can preview contract terms when ordering via the self-service web store provided by Oracle iStore, and see how these terms can be negotiated and accepted. Now let’s have a look at establishing contracting standards…
  • Now lets look at a list of the features Oracle Sales Contracts supports.
  • First we’ll briefly touch on how companies can establish contracting standards with library clauses and contract templates. Then we’ll talk about authoring and negotiating Blanket Sales Agreements, including contract terms, price, and commitments. We’ll discuss how the agreement is internally approved and printed for customer presentment, and how to record customer acceptance. Then we’ll go over how to attach and manage contract document attachments. Finally, we’ll discuss managing changes, sending notifications prior to expiration, and terminating the agreement. In the next section, we’ll discuss creating releases against the pre-negotiated Blanket Sales Agreement. We’ll see how the BSA is referenced on the sales order, we’ll discuss authoring additional contract terms on the sales order, and we’ll look at how approvals can be used for the sales order releases. Finally, we’ll look at fulfilling the releases and monitoring performance against the agreement commitments. In the next section, we’ll create sales contracts for one-time orders. This includes authoring quotes with contract terms, getting internal approval for the quote, printing the quote and recording customer acceptance, and creating the sales order from the quote. We’ll also briefly look at authoring a sales order with contract terms, printing the order, and getting customer acceptance. Finally, we’ll look at how customers can preview contract terms when ordering via the self-service web store provided by Oracle iStore, and see how these terms can be negotiated and accepted. Now let’s have a look at establishing contracting standards…
  • The Contract Terms Library addresses a critical need in the contract management lifecycle, that of establishing global corporate standards to help companies manage the contracting process. The average company deals with contracts ranging from the simple to the most complex. Contract creation, approval and maintenance has traditionally been a manual process prone to error - wasted time and resources, increased operating costs and missed revenue opportunities due to lack of established standards. Critical to effective enterprise contract management is the ability to store and leverage your company's standard terms in a centralized repository for easy access and reuse. The Oracle Contracts terms library provides such a solution offering companies a framework to create and maintain a standard library of terms and conditions that represent best practices and can be enforced enterprise-wide
  • The contract terms library is where pre-approved contract terms reside – reflecting the business standards set by business operations – and are available for use on contracts. The library contains both the standard language, called clauses, and groupings of clauses, called templates. As can be seen here, the terms library offers an end-to-end solution for creating a standard library and enforcing the usage of the terms and conditions on contracts. Terms and Conditions are typically created based on business needs as well as government regulations. Terms and conditions if drafted improperly increases the company’s risk to liability due to contractual inaccuracies or in some cases, terms contrary to regulations or law Oracle Contracts provides companies a way to ensure that terms and conditions are first defined in a secure central library and have been reviewed both by the legal and business groups of the business. The terms can be made available for use only after they have been approved. Terms typically consist of two components – The clauses that are the business and legal language, and the Contract Template that represents the formatted boilerplate used to author contracts that contain all the necessary clauses.
  • For more information on establishing a library of clauses and contract templates, please refer to the Oracle Contracts Terms Library functional TOI. Now let’s move on to creating and managing sales agreements…
  • All of these benefits contribute to saving time, money and headaches with each and every contract negotiation.
  • Now lets look at a list of the features Oracle Sales Contracts supports.
  • First we’ll briefly touch on how companies can establish contracting standards with library clauses and contract templates. Then we’ll talk about authoring and negotiating Blanket Sales Agreements, including contract terms, price, and commitments. We’ll discuss how the agreement is internally approved and printed for customer presentment, and how to record customer acceptance. Then we’ll go over how to attach and manage contract document attachments. Finally, we’ll discuss managing changes, sending notifications prior to expiration, and terminating the agreement. In the next section, we’ll discuss creating releases against the pre-negotiated Blanket Sales Agreement. We’ll see how the BSA is referenced on the sales order, we’ll discuss authoring additional contract terms on the sales order, and we’ll look at how approvals can be used for the sales order releases. Finally, we’ll look at fulfilling the releases and monitoring performance against the agreement commitments. In the next section, we’ll create sales contracts for one-time orders. This includes authoring quotes with contract terms, getting internal approval for the quote, printing the quote and recording customer acceptance, and creating the sales order from the quote. We’ll also briefly look at authoring a sales order with contract terms, printing the order, and getting customer acceptance. Finally, we’ll look at how customers can preview contract terms when ordering via the self-service web store provided by Oracle iStore, and see how these terms can be negotiated and accepted. Now let’s have a look at establishing contracting standards…
  • We’ll first describe the process of authoring a Blanket Sales Agreement with contract terms, followed by a review of the business benefits users will realize with this feature. Then we’ll cover the steps required to set up this feature, and finally, we’ll go through the user flow by taking a look at screen shots of each step in the business process for authoring a blanket sales agreement with contract terms.
  • As this slide says, Sales Contracts extends Blanket Sales Agreement functionality by providing terms and conditions to be negotiated on the agreement – these terms are based on the contract terms library. When a blanket sales agreement is created, a contract template brings in the standard terms and conditions, which become part of the agreement. Users can view the standard terms and change the standard terms by selecting a different contract template. In addition, users can add additional pre-approved clauses to the agreement; these clauses come from the contract terms library. Users can also delete clauses, make clauses non-standard, pick alternate clauses, and define values to be substituted into clause text. Behind all of these features is security that can be imposed to restrict the contract terms editing a user is allowed, based on the user’s role. So for example, the security may be set to not allow sales reps from making non-standard terms. Now let’s look at some of the benefits of authoring contract terms on a blanket sales agreement…
  • Here is the business flow the system supports for blanket sales agreements: The first step is to create the BSA, with customer information, structured terms such as bill to, ship to, and payment terms, and products and pricing. Then the standard contract language, or terms and conditions, are added. The blanket can be previewed at this point so the user can view what would be presented to the customer. Then assuming the agreement looks okay, the approval process is initiated for internal approval. Assuming internal approval is given, the agreement is printed and presented to the customer. Negotiation may follow, when contract terms and price may be modified, until the customer accepts and signs the agreement. Now let’s look at each step in this flow…
  • Now lets look at a list of the features Oracle Sales Contracts supports.
  • Create and Enforce sell-side contracts with Oracle Sales ...

    1. 1. <ul><li>Create and Enforce Sell-Side Contracts with Oracle Sales Contracts </li></ul>
    2. 2. Agenda <ul><ul><li>Introduction to Oracle Sales Contracts </li></ul></ul><ul><ul><li>Negotiating Terms on a Sales Quote </li></ul></ul><ul><ul><li>Managing Contracts (legal) </li></ul></ul><ul><ul><li>Blanket Sales Agreements in Order Management </li></ul></ul>
    3. 3. Introducing Oracle Sales Contracts <ul><ul><li>With Oracle Sales Contracts, companies can </li></ul></ul><ul><ul><li>Standardize and enforce contract policies </li></ul></ul><ul><ul><li>Streamline contract authoring and negotiation </li></ul></ul><ul><ul><li>Improve contract compliance </li></ul></ul><ul><ul><li>Track contract performance and risk </li></ul></ul>
    4. 4. Oracle Sales Contracts is … <ul><li>Library of standard terms represents corporate best practices </li></ul><ul><li>Terms are available for use on quotes, sales orders, and sales agreements </li></ul><ul><li>Automated compliance and tracking of performance against commitments </li></ul>A comprehensive solution to manage customer relationships Contract Administration & Renewal Legal & Business Approval Tracking Performance Contract Execution & Compliance Standards based Authoring and Negotiation Sales Contracts Repository Establish corporate contract policies
    5. 5. Oracle Sales Contracts is … <ul><ul><li>Designed as an integral part of Oracle’s ‘Quote-to-Cash’ business flow </li></ul></ul><ul><ul><ul><li>Contracts for one-time orders: Author and negotiate contract terms on a quote, iStore cart or sales order </li></ul></ul></ul><ul><ul><ul><li>Releases against a Sales Agreement: Enforce contract terms, including price and volume discounts, on Sales Orders released against a Blanket Sales Agreement (BSA) </li></ul></ul></ul><ul><ul><ul><li>Contracts for one-time orders: Author and negotiate contract terms on a quote, iStore cart or sales order </li></ul></ul></ul>
    6. 6. Sales Contracts Features <ul><ul><li>Negotiating Terms on a Sales Quote </li></ul></ul><ul><ul><li>Contracts Terms Library </li></ul></ul><ul><ul><li>Create and Manage Sales Agreements </li></ul></ul><ul><ul><li>Create Sales Order Releases against BSA </li></ul></ul><ul><ul><li>Negotiate Contract Terms in Oracle iStore </li></ul></ul>
    7. 7. Sales Contracts Features <ul><ul><li>Negotiating Terms on a Sales Quote </li></ul></ul><ul><ul><li>Contracts Terms Library </li></ul></ul><ul><ul><li>Create and Manage Sales Agreements </li></ul></ul><ul><ul><li>Create Sales Order Releases against BSA </li></ul></ul><ul><ul><li>Negotiate Contract Terms in Oracle iStore </li></ul></ul>
    8. 8. <ul><li>Demo </li></ul>
    9. 9. Sales Contracts Features <ul><ul><li>Negotiating Terms on a Sales Quote </li></ul></ul><ul><ul><li>Contracts Terms Library </li></ul></ul><ul><ul><li>Create and Manage Sales Agreements </li></ul></ul><ul><ul><li>Create Sales Order Releases against BSA </li></ul></ul><ul><ul><li>Negotiate Contract Terms in Oracle iStore </li></ul></ul>
    10. 10. Contracts Terms Library Introduction <ul><ul><li>A comprehensive solution to establish global corporate contracting standards </li></ul></ul><ul><ul><li>Centrally manage pre-approved terms and conditions representing best practices </li></ul></ul><ul><ul><li>Enforce contract standards across the enterprise </li></ul></ul>
    11. 11. Contract Terms Library Establish Organization-Wide Contract Standards Contract Terms Library <ul><li>Implement </li></ul><ul><li>Best Practices </li></ul><ul><li>Legal Requirements </li></ul><ul><li>Regulatory Policies </li></ul><ul><li>Standard Clauses </li></ul><ul><li>Contract Templates </li></ul><ul><li>Enforce </li></ul><ul><li>Adopt as-is </li></ul><ul><li>Localize </li></ul><ul><li>Rich text formatting – bold, indent, bullet list </li></ul><ul><li>Manage global and country specific standards </li></ul><ul><li>Revision control and approval management </li></ul>Legal Sales Organizations Government Regulations Business Units
    12. 12. Contract Terms Library <ul><li>Contract Terms Library </li></ul><ul><ul><ul><li>Create library clauses </li></ul></ul></ul><ul><ul><ul><li>Create contract templates </li></ul></ul></ul>Built in Approval workflow
    13. 13. Contract Terms Authoring - Security <ul><li>Editing of contract terms can be controlled by user roles and responsibilities: </li></ul><ul><ul><li>Standard authoring </li></ul></ul><ul><ul><ul><li>Change the contract template </li></ul></ul></ul><ul><ul><ul><li>Update user-defined variable values </li></ul></ul></ul><ul><ul><ul><li>Add standard clauses from the library </li></ul></ul></ul><ul><ul><ul><li>Delete clauses that are not mandatory </li></ul></ul></ul><ul><ul><li>Non-standard authoring </li></ul></ul><ul><ul><ul><li>Modify a standard clause to make it non-standard </li></ul></ul></ul><ul><ul><ul><li>Create a new non-standard clause for this contract </li></ul></ul></ul><ul><ul><ul><li>Remove all contract terms </li></ul></ul></ul><ul><ul><li>Override authoring controls </li></ul></ul><ul><ul><ul><li>Delete clauses that are marked as mandatory </li></ul></ul></ul><ul><ul><ul><li>Make clauses non-standard whose text is protected against update </li></ul></ul></ul>
    14. 14. <ul><li>Demo </li></ul>
    15. 15. Sales Contracts Features <ul><ul><li>Negotiating Terms on a Sales Quote </li></ul></ul><ul><ul><li>Contracts Terms Library </li></ul></ul><ul><ul><li>Create and Manage Sales Agreements </li></ul></ul><ul><ul><li>Create Sales Order Releases against BSA </li></ul></ul><ul><ul><li>Negotiate Contract Terms in Oracle iStore </li></ul></ul>
    16. 16. Create and Manage Sales Agreements Features <ul><ul><li>Author contract terms on a Blanket Sales Agreement </li></ul></ul><ul><ul><li>Capture price and purchase commitments </li></ul></ul><ul><ul><li>Capture agreement effectivity </li></ul></ul><ul><ul><li>Validate agreement </li></ul></ul><ul><ul><li>Approve agreement </li></ul></ul><ul><ul><li>Print agreement </li></ul></ul><ul><ul><li>Record customer acceptance </li></ul></ul><ul><ul><li>Manage contract documents </li></ul></ul><ul><ul><li>Manage agreement changes </li></ul></ul><ul><ul><li>Send notifications prior to expiration </li></ul></ul><ul><ul><li>Terminate agreement </li></ul></ul>
    17. 17. Author Contract Terms on a BSA Description <ul><ul><li>Blanket Sales Agreement has been enhanced with contract terms authoring capabilities </li></ul></ul><ul><ul><li>When authoring a BSA, users can </li></ul></ul><ul><ul><ul><li>Apply a standard contract template </li></ul></ul></ul><ul><ul><ul><li>Modify standard clauses or pick alternates </li></ul></ul></ul><ul><ul><li>Contract terms editing can be controlled based on user role and responsibilities </li></ul></ul>
    18. 18. How to Use this Feature Blanket Sales Agreement (BSA) flow <ul><li>Change product/price </li></ul><ul><li>Add / remove clauses </li></ul><ul><li>Add non-standard clauses </li></ul>Create BSA Apply Terms & Conditions Preview Contract Document Print for Customer Presentment Negotiate Sign Active Agreement Submit for Internal Approval Customer Acceptance? No Modify BSA <ul><li>Enter signing details </li></ul><ul><li>Attach signed image </li></ul><ul><li>Products </li></ul><ul><li>Price holds </li></ul><ul><li>Discounts </li></ul>Yes
    19. 19. <ul><li>Demo </li></ul>

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