The document outlines CRMIT's Fixed Scope Offering for Oracle Incentive Compensation Management (ICM), detailing the service's benefits, implementation approach, and key business challenges addressed. It highlights issues faced by sales leadership in managing incentive compensation, such as delays in actionable insights and manual processes, and explains how CRMIT's expertise and technology can streamline these operations. Case studies demonstrate successful implementations that resulted in improved adaptability, reduced errors, and enhanced trust in the incentives process.

1. Unleash the motivational power of Incentive Compensation
Fixed Scope Offering (FSO) for Incentive Compensation Management(ICM)

2. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
www.crmit.com
Contents
• Key Business Drivers for ICM
• CRMIT ICM Expertise
• ICM Solution Overview
• Fixed Scope Offering Scope
o Configuration & Integration Scope
o Out of Scope Items
• Implementation Approach & Timelines
• Commercials
• Customer Case Studies

3. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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Key Business Drivers for ICM
• Sales leadership find it challenging to drive required behavior within their teams in a timely
manner, due to delayed insights on Incentive status.
• A Manual Transaction Collection and Spreadsheet based Incentive calculation process, challenging
to administer and slow to market for changing business and internal needs.
• Absence of an integrated platform for Sales to highlight commission inconsistencies and
subsequent dispute management
• Audit and Risk Management related issues due to more than one version of the truth.
• It is time consuming to get all the detailed reporting that each person wants or needs as the data is
not available in the central location.

4. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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CRMIT ICM Expertise
Domain
Expertise
Technology
Expertise
Go to Partner for
Sales Performance Management (SPM) Consulting
& Implementation Services
Proven methodology
for Pilot and
Enterprise
Implementations
Managed Services,
Resourcing/Staffing
& Training Solutions
Extensive experience working with leading
SPM products – Siebel, Oracle Sales Cloud,
Oracle Incentive Compensation, Xactly Incent,
Salesforce
CRM++ SPM Connector for integrations
with CRM, ERP, HRMS, Payroll
applications
Industry Experience -
Typical challenges,
Solutions & Best
Practices
Incentive & Compensation Management

5. Fixed Scope Offering – Oracle ICM
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HRMS/CRM
Employees Resources
Partners Roles
Resellers Groups
Vendors Teams
ERP
Orders
Collect, Calculate, Pay
Payroll
Employees
CRM
Compensation
CRM
Territories & Quotas
Payables
Resellers, Vendors,
Partners, Agents
Receivables
Invoices, Billing
ICM Solution Overview

6. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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Activities In Scope Features
Base Data Set-up
• Business Unit Configuration (up to 5)
• Expression Definitions
Compensation Plans
• Configuring Plan Components (up to 20)
• Defining Rate Tables & Rate Dimension
Participant and Transaction
• Provide Import Templates
• Import Participants & Transactions (ltd. to 1 Quarter)
• Define Crediting & Classification Rules
Payment
• Pay Group Configuration
• Payment Batch Setup
Reports and Dashboard
• Reports for Sales Rep to view plan details and historical data
• Reports for Sales Manager to view and manage team incentive details
• Reports for IC Manager and IC Analyst to view and manage incentive plan
payments and disputes.
• Ltd. to a max of 10 reports covering all of the above
FSO Scope - Configuration

7. Fixed Scope Offering – Oracle ICM
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FSO Scope - Integration
The integration scope for all Inbound integrations is limited to CRMIT providing
excel templates which need to be used by the Customer to provide required data.

8. Fixed Scope Offering – Oracle ICM
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Out of Scope Items
1. Any kind of Configurations in Sales Cloud including defining Territories and Quotas
2. Data Extraction/Cleansing/Transformation of any kind.
3. Training Material.

9. Fixed Scope Offering – Oracle ICM
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Requirement
Gathering
Design
Configure
Testing
End User Training
UAT Support
Production
Migration
Prod Data Import
Test Runs
UVT
Post Go-Live
Support
Implementation Approach & Timelines
Week 1 Week 2-9 Week 15-16
SupportBuildAnalyze
Week 14
Go LiveTraining & UAT
Week 10-13
Note:
• At the end of week 1 i.e. at the end of Analyze phase , requirements to be assessed for FSO fitment.
• CRMIT has proposed a hybrid Onsite-Offshore Delivery model as per Industry Best Practices.
Onsite Offshore Onsite Offshore Offshore

10. Customer Case Studies

11. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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COMPANY OVERVIEW
Leading Cloud Computing Company
using Oracle Sales Cloud as CRM
CHALLENGES
• A Manual Transaction Collection and Spreadsheet based Incentive calculation process, challenging to
administer and slow to market for changing business and internal needs
• Incentive calculation process was error prone and time consuming
• Delayed insights on Incentive status did not help Sales leadership drive required behavior within their
teams, in a timely fashion
• Absence of an integrated platform for Sales to highlight commission inconsistencies and subsequent dispute
management
SOLUTION IMPLEMENTED
• Configure Oracle Sales Cloud Incentive Compensation and integrate with Payroll System
• Business Units setup for Americas, EMEA, ANZ & Asia
• Base Data Setup – Calendar, Currency, Conversion rates, Participant Roles
• Credit rules & Classification definition
• Compensation Plans setup with ‘Existing Business’ & ‘New Business’ as plan components.
• Performance measures setup with Lines of business as Credit Categories, Goals (defined in line with Quota
definition in Oracle Sales Cloud)
• Rate Table Setup with commission rates definition for ranges of Quota attainment.
CRM++ SPM connector for:
• Importing participants based on hierarchy defined in Oracle Sales Cloud
• Importing transactions from Sales Cloud-Opportunities with Customer, Product, Region & Invoice paid
status
• Integrating calculated Payment Information to Payroll
• Surface IC Reports & Dashboards in Oracle Sales Cloud.
Industry
Information Technology Services
Implementation Partner
CRMIT Solutions
www.crmit.com
CX Solutions
Oracle Incentive Compensation
Oracle Sales Cloud
CRM++ SPM Connector
Cloud leader reduces 90% of commissions overpayments by
implementing incentive compensation solution

12. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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SOLUTION BENEFIT
• Improved Adaptability
• Reduced time to roll out compensation plans and to calculate sales commissions.
• Improved time to market for new products and initiatives
• Reduced incentive management staffing costs
• Improved Financial Controls
• Reduced calculation errors and over payments.
• Improved delivery of on-time commission payments.
• Improved accountability over incentive expenditure
• 10% ROI per year.
• Improved Alignment
• Improved trust in sales teams on Incentive compensation process.
• Real-time visibility into performance against a plan, by being able to access Compensation Estimator &
Dashboards from within Oracle Sales Cloud.
• Ability for Sales Managers to identify performance concerns and take corrective action.
• Ability for Sales reps & Managers create disputes and track status from within Oracle Sales Cloud.
• Ability for Sales Leadership to incent sales in line with Sales Strategy.
Solution Architecture Diagram
COMPANY OVERVIEW
Leading Cloud Computing Company
using Oracle Sales Cloud as CRM
Industry
Information Technology Services
Implementation Partner
CRMIT Solutions
www.crmit.com
CX Solutions
Oracle Incentive Compensation
Oracle Sales Cloud
CRM++ SPM Connector
Cloud leader reduces 90% of commissions over payments by
implementing incentive compensation solution

13. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
www.crmit.com
CHALLENGES
• The headlong rise of e-commerce has put extreme pressure on Retailers to become more efficient, and to
justify their bricks and mortar existence to customers.
• The Customer realized that traditional Retail needs to be retooled and their key differentiator could be the
Employees standing in the Store. Employee motivation is probably the most important single manageable
factor for success and profitability of all the facets of Store retailing. There are almost as many effective
ways of motivating employees as there are ways of enticing customers into a store but ‘Incentives’ is
generally the greatest motivator of all.
SOLUTION IMPLEMENTED
A home grown, custom, integrated Incentive calculation platform which was tailored to factor the unique
situation of each Store and give Store Managers and employees a near real time view of their performance.
Some of the factors which influenced incentives included:
• Y-O-Y Store growth ($$$) & Percentage (%)
• Achievement against Store Target ($$$ - A grid of growth $ against various bonus %)
• Achievement against Store Target (% - A grid of growth % against various bonus %)
• Seasonality
• Store factors (Age of the Store, Store Hierarchy, Geography)
• Non comparability against last year performance (New Store, Store Expansion, Store Relocation,
Cannibalization against new store)
• Inflation & finally
• Employee Role, Grade/Band, Salary etc.
COMPANY OVERVIEW
One of the world's largest sporting
goods retailer
Industry
Retail
Implementation Partner
CRMIT Solutions
www.crmit.com
CX Solutions
Custom Solution
Leading sports equipment provider unleashes the motivational
power of incentive compensation

14. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
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IMPLEMENTATION HIGHLIGHTS
• While measuring achievements, Targets were the Store turnover or the profitability or a combination of both.
Plans were kept simple. However, every major influencing and measurable factor was given consideration.
• Master data required to build & roll up compensation plans was defined in an upstream system
• Master data was validated by financial controllers and other relevant entities before it was fed for
compensation consideration to the platform.
SOLUTION BENEFITS
• Incentive compensation platform factored all the complex influencing factors, performing required
calculations with end of the day data feed to give as real time as view as possible into Store performance.
• Store employees could access performance through a portal.
• Final rates and amounts were dispatched to Payroll for validation.
• Compensation platform facilitated regular reviews of performance against compensation plans to stimulate
store level efforts. Data is archived to facilitate audit.
• The installation of an effective incentive plan led to a successful motivational compensation program. To
optimize results, Company regularly nourished and promoted the program. Regular audits were done to
make sure it is working as per expectations.
COMPANY OVERVIEW
One of the world's largest sporting
goods retailer
Industry
Retail
CX Solutions
Custom Solution
Leading sports company drives growth aligning motivation to sales
strategy with incentive compensation solution

15. Fixed Scope Offering – Oracle ICM
© Copyright 2016 CRMIT. All rights reserved.
www.crmit.com
About CRMIT Solutions
End to end expertise on Oracle
Customer Experience solutions.
Participate in evangelization,
roadmaps, product feedback,
issues identification &
Integration specialization.
200,000+ users
250+ Engagements
25+ Countries
24,000+ hours training
4000+ app users
1000+ man years of
deployment
CX Success Stories
Authored book on
Oracle CRM On Demand
CRM On Demand
Sales Cloud
Service Cloud
Marketing Cloud
Incentive Compensation Mgt
Education & Research
Financial Services
OVI for Sales /Service Cloud (CTI)
ISO 270001 REGISTERED
12 years Cloud CRM
11+ Apps available on
Service Cloud
Sales Cloud
Eloqua
SRM
(Work in Progress)
15+
8+
4+
1+
End 2 End ORCL CX Specialization Partner
60+ CRM On Demand

16. Fixed Scope Offering – Oracle ICM
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Excel Customer Excellence
National
Award for
E-governance
2007-08
2012
Winner
2012200920082005 2014
. . . . .2011
Category :
• Best Customer Relationship
Management Program Award
• Best SaaS-Based Program Award
Your Vision, Our Mission
……..12 years & counting…our Journey continues
2015
ISO 270001 REGISTERED

17. Fixed Scope Offering – Oracle ICM
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18. Fixed Scope Offering – Oracle ICM
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