OIC

1. <Insert Picture Here>
Driving Sales Growth With Oracle Incentive Compensation
Indy Bains,
Senior Oracle Solution Consultant

2. Agenda
• Introductions
• Oracle Incentive Compensation Management
• Product Overview
 Design incentive programs that align with corporate strategy
 Measure achievement against performance metrics
 Reward sales & partner behavior
 Analyze impact of incentive program on financial and sales goals
• Question & Answer Period

3. Adaptability
• Difficulty modifying comp plans based on strategy changes
• Difficulty releasing comp plans quickly for new fiscal years & new
product releases
• High cost of administration of homegrown solutions
IT,
Operations
Alignment
• Sales targets don’t make sense with respect to broader corporate
objectives
• Failure to consistently meet key performance targets… & really
understand why
• Selling channels under-motivated or performing
Sales,
Executive
Financial Control
• Lack of control & visibility into large sums of cash payouts for
incentive-based programs
• Fear of/actual loss of millions of dollars in overpayment & comp
errors
• Inability to account for variable compensation effectiveness
Finance
Decision
Maker
Influencer Key Pain Points

4.  Complete end-to-end
compensation solution from
order to pay
 Integrated design, administration,
& sales execution
 Total compensation visibility
including both variable and non-
variable pay
 Robust Global capabilities
(languages, currencies, etc.)
 Flexible design to adapt to
complex plan requirements
 Open architecture for ease of
integration with legacy & external
systems
 Scalable, high performance rules
engine
Enterprise solution… With best of breed
capabilities…
OIC Solution Overview

5. Oracle Incentive Compensation
Territory Mgr
Territories
Quoting
Quotes
ORACLE INCENTIVE COMPENSATION
Collect, Calculate, Pay
Resource Manager
Resources
Roles
Groups
Teams
Employees
Partners
Resellers
Vendors
Agents
Order Management
Orders
Receivables
Invoices
Billing
Payroll
Employees
Payables
Resellers
Vendors
Partners
Agents
Discoverer & out-of-the-box Reports
Commission Statements
Performance Reports
Year to Date Summary
Administrative Reports
+ End User Layer
Seeded Workbooks
Oracle Business Intelligence
Compensation Data mart
Role based Dashboards
Flexible personalization
HR Comp
Total Comp

6. “Oracle “best-of-breed enterprise class solution”
has “the advantage of offering a strong enterprise
incentive compensation solution that [can be
deployed as] part of a larger suite of functionality
… [or] standalone”
Liz Herbert, Forrester, 2006
OIC Analyst Recognition

7. “Oracle has managed to support clients with high
scalability requirements in terms of number of
payees (in the thousands) and transactions (more
than 1 million per month).”
Clients “should consider OIC on their shortlists”
Michael Dunne, Gartner, 2007
OIC Analyst Recognition

8. IT
Telecom
Retail
Manuf.
Successful Customers Select Oracle!

9. Finance
Healthcare
Other
Successful Customers Select Oracle!

10. End-to-End Incentive Compensation
• Design & communicate incentive
programs that align with corporate
strategy
• Measure achievement against
performance metrics
• Reward sales & partner behavior
• Analyze impact of incentive
program on financial and sales
goals
Design
Analyze
Measure
Reward

11. Designing Incentive Compensation
• Flexible compensation plan
definition
• Role-based plan assignment
• Top-down plan creation and
checklists
• Flexible expression builder &
multi-dimensional rate tables
• Interdependent plan elements
to support linked objectives
• What-if analysis
• 360-degree view of resource
Design
Analyze
Measure
Reward
Design
Analyze
Measure
Reward

12. Design
Analyze
Measure
Reward
Design
Analyze
Measure
Reward
Measuring Behavior
• Collection of orders & invoices
 Out-of-the-box integration with
Oracle Order Capture and Oracle
Receivables
 Open Interface for Transaction,
Product, Customer, Quota imports
 Excel Imports
• Classification rules categorize
transactions into relevant
performance measures
• Flexible crediting rules & rollups
• Flexible, date-effective Territories
• Mass transaction & credit
adjustments

15. Design
Analyze
Measure
Reward
Design
Analyze
Measure
Reward
Rewarding Behavior
• Multi-threaded, scalable
calculation process
• Retro-processing and
incremental calculation
• Research Assistant
• Integrated payment process
 Out-of-the-box integration with
Oracle Payroll and Accounts
Payable
 Open Payment interface
• Draws, Recovery and Cap
• Payment Approval Hierarchy
• Complete Audit Trail

18. Design
Analyze
Measure
Reward
Design
Analyze
Measure
Reward
Analyzing Compensation
• Standard out-of-the-box reports for
tracking performance
• XML publisher for easy report
modification and extensibility
• Oracle Business Intelligence
Standard Edition End User Layer
for ad-hoc reporting
• Sophisticated Analytic capabilities
using Oracle Business Intelligence
Enterprise Edition (Siebel
Analytics)
• Integration with Compensation
Workbench for Total Comp
Statement and Analysis
• Integration with Sales for Line of
sight projections

26. Next Steps
URL: launch.oracle.com
PIN: OICinfo

27. Key Takeaways
• Oracle Incentive Compensation is #1 in the Enterprise Incentive
Management market
• OIC is the only enterprise solution with best-of-breed functionality
• OIC drives cost-effective management of incentive-based
compensation programs
• OIC leverages Oracle technology, eliminating the need for third
party solutions
• OIC provides the most scalable and secure architecture
• OIC delivers pre-built integration to Oracle EBS applications