The Return of Oracle Sales Contracts...

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  • Good morning, my name is (name). I’m here today to discuss Oracle’s Contract Management Solution.
  • You Can’t automate contract management until you’ve automated your core sales, procurement business processes
  • Experts agree that today’s global businesses have much to gain by improving their management of contracts. The opportunities for most are significant and are about reducing costs (improving efficiency) as well as improving revenues…[select 2-3 of the above to discuss in greater detail]. If the opportunity is so great, then that must mean that how contracts are managed today is “sub-optimal”. Let’s take a look…
  • Fortunately, Oracle has acknowledged these contract management shortcomings faced by many businesses and we have solutions to address your specific needs. First, let’s look at Oracle’s core technology advantages.
  • Oracle’s Contract Management solution is comprised of 2 stand-alone products plus comprehensive intelligence Service Contracts Project Contracts Contract Intelligence
  • Fortunately, Oracle has acknowledged these contract management shortcomings faced by many businesses and we have solutions to address your specific needs. First, let’s look at Oracle’s core technology advantages.
  • Here is a partial list of customers using Oracle’s Contract Management solutions. Notice the variety of industries represented and the name recognition of these global enterprises.
  • The Return of Oracle Sales Contracts...

    1. 1. Know More. Do More. Spend Less. January 24, 2006 Monica Loomis, Senior Sales Consultant Oracle Contract Management
    2. 2. Oracle Contracts Overview Agenda <ul><li>Business Challenges </li></ul><ul><li>Solution Overview </li></ul><ul><li>Sales Contracts </li></ul><ul><li>Customer Success </li></ul><ul><li>Demo </li></ul><ul><li>Q&A </li></ul>
    3. 3. Business Challenges <ul><li>Increased Volumes </li></ul><ul><li>Identify & eliminate redundant processes </li></ul><ul><li>Eliminate manual work and administrative tasks </li></ul><ul><li>Customer Expectations </li></ul><ul><li>Accelerate contract negotiations </li></ul><ul><li>Meet agreed upon deliverable deadlines </li></ul><ul><li>Compliance </li></ul><ul><li>Adherence to tighter regulatory requirements </li></ul><ul><li>Avoidance of costly penalties </li></ul><ul><li>Prevent contract leakage </li></ul><ul><li>Identify best opportunities to generate new revenue </li></ul>Revenue Protection and Generation Trading Partner Trading Partner
    4. 4. Contract Management Challenges <ul><li>Collaborative contract development </li></ul><ul><li>Increasing contract volume and complexity </li></ul><ul><li>Secure, global access to electronic contracts </li></ul><ul><li>Compliance with contract terms </li></ul><ul><li>Performance analysis for re-negotiations </li></ul><ul><li>Risk management and mitigation strategies </li></ul>“ Managing contracts is nothing new – what is new is their complexity. Fortune 1000 companies have [on average] 20,000 to 40,000 contracts. Companies spend approximately 50 basis points of their revenues to manage their contracts, which can be reduced 20-50% using contract management software. - Jamie Friedman, Global Equity Research
    5. 5. Why Contract Management Matters Additional (New) Contract Revenue 1-2% Renewal Revenue 30% Compliance with Regulatory Guidelines 90-100% Source: Goldman Sachs, Global Equity Research Operating & Processing Costs 10-30% Contract Negotiation Cycle Time 50% Volume of Erroneous Payments 75-90%
    6. 6. Contract Management Best Practices Leading Business Trends <ul><li>Corporate governance and global contract policies </li></ul><ul><li>100% electronic document management </li></ul><ul><li>Embed contracting in sales & procurement processes </li></ul><ul><li>Flexible options for consolidated billing </li></ul><ul><li>Proactive renewal and termination management </li></ul>
    7. 7. How Oracle Delivers
    8. 8. Oracle’s Contract Management Solution <ul><li>Standardize contract processes </li></ul><ul><li>Fulfill contractual obligations </li></ul><ul><li>Ensure contract compliance </li></ul><ul><li>Assess performance and risk </li></ul><ul><li>Identify new recurring revenue opportunities </li></ul>Contract Administration & Renewal Legal & Business Approval Tracking Performance Contract Execution & Compliance Standards based Authoring and Negotiation Contracts Repository Establish Corporate Contract Policies
    9. 9. Oracle Contract Management Products * New in 11i.10 Procurement Contracts * Sales Contracts * Service Contracts DBI for Service Contracts Project Contracts Develop Market Sell Order Plan Procure Make Fulfill Service Maintain Finance HR Projects All Product, Customer, & Supplier Information
    10. 10. 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>Contract Policy Rules </li></ul><ul><li>Enforce </li></ul><ul><li>Adopt as-is </li></ul><ul><li>Localize </li></ul>Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management Legal Sales Organizations Government Regulations Business Units
    11. 11. Negotiate and Author Contracts Integrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow Deploy organization-wide best practices Authoring assistance for complex terms Templates Contract Expert One-time Orders Sales Agreements Releases Against Sales Agreement Author contract terms on quote, iStore cart or sales order Author contract terms on blanket sales agreement Enforce contract terms on sales orders released against a sales agreement
    12. 12. Contract Templates Proactively Enforce Policies and Business Practices Fees & Taxes Non-payment Penalties Standard Licensing Agreement <ul><li>Standard contract templates by sales type </li></ul><ul><li>Full revision control </li></ul><ul><li>Workflow based approvals </li></ul>Payment Terms International Shipping Damages & Recovery Shipping Template : Standard formatted terms and conditions Section : Topical grouping of terms and conditions Clauses : Legal terms and conditions text Early Payment Discounts Limitation of Liability . . .
    13. 13. Contract Expert Guided Authoring of Complex T&Cs Customer Defined Questions <ul><li>Configurable rules drive terms selection for complex contracts </li></ul><ul><li>Clauses default based on product, customer, contract value etc. </li></ul><ul><li>Author high quality contracts with minimal legal supervision </li></ul>No Industry Segment ? Yes <ul><li>Add Clauses </li></ul><ul><li>11234.687 </li></ul><ul><li>12342.333 </li></ul><ul><li>12231.998 </li></ul>Contract Expert Over $50,000? Commercial Government Responses Drive Article Selection . . . Draft Contract Contract Template
    14. 14. Contract Document Management Global Contract Repository Contract Admin Finance Senior Mgr Legal Scanned Images Contract Documents Approve Print Sign Store Enforce approval rules, track versions Generate PDF documents Contract binding Global, secure access
    15. 15. Contracts Benefits <ul><li>Process Standardization </li></ul>Contract Visibility Compliance Management Reduce ‘negotiate-to-contract’ time Ensure contractual obligations are met Provide secure, global access Risk Assessment Manage contract exposure and risk
    16. 16. Oracle Sales Contracts
    17. 17. Oracle Sales Contracts Manage Contractual Customer Relationships Customers Customer Inquiry / Opportunity Order against Contract Contract Standards Propose Contract Negotiate Pricing, T&C Customer Acceptance T’s&C’s Library Contract Negotiation Order Automation Quote Sales Order Blanket Agreement or Sales Order <ul><li>Enforce Terms </li></ul><ul><li>Pricing </li></ul><ul><li>T’s&C’s </li></ul>Contract Repository *New in 11i.10, Prerequisite: Order Management or Quoting iStore Sales Reps
    18. 18. 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>Contract Policy Rules </li></ul><ul><li>Enforce </li></ul><ul><li>Adopt as-is </li></ul><ul><li>Localize </li></ul>Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management Legal Sales Organizations Government Regulations Business Units
    19. 19. Negotiate and Author Contracts Integrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow Deploy organization-wide best practices Authoring assistance for complex terms Templates Contract Expert One-time Orders Sales Agreements Releases Against Sales Agreement Author contract terms on quote, iStore cart or sales order Author contract terms on blanket sales agreement Enforce contract terms on sales orders released against a sales agreement
    20. 20. Contract Templates Proactively Enforce Policies and Business Practices Fees & Taxes Non-payment Penalties Standard Licensing Agreement <ul><li>Standard contract templates by sales type </li></ul><ul><li>Full revision control </li></ul><ul><li>Workflow based approvals </li></ul>Payment Terms International Shipping Damages & Recovery Shipping Template : Standard formatted terms and conditions Section : Topical grouping of terms and conditions Clauses : Legal terms and conditions text Early Payment Discounts Limitation of Liability . . .
    21. 21. Contract Expert Guided Authoring of Complex T&Cs Customer Defined Questions <ul><li>Configurable rules drive terms selection for complex contracts </li></ul><ul><li>Clauses default based on product, customer, contract value etc. </li></ul><ul><li>Author high quality contracts with minimal legal supervision </li></ul>No Industry Segment ? Yes <ul><li>Add Articles </li></ul><ul><li>11234.687 </li></ul><ul><li>12342.333 </li></ul><ul><li>12231.998 </li></ul>Contract Expert Over $50,000? Commercial Government Responses Drive Article Selection . . . Draft Contract Contract Template
    22. 22. Contract Document Management Global Contract Repository Contract Admin Finance Senior Mgr Legal Scanned Images Contract Documents Approve Print Sign Store Enforce approval rules, track versions Generate PDF documents Contract binding Global, secure access
    23. 23. Sales Contracts Benefits <ul><li>Process Standardization </li></ul>Contract Visibility Compliance Management Reduce ‘negotiate-to-contract’ time Ensure contractual obligations are met Provide secure, global access Risk Assessment Manage contract exposure and risk
    24. 24. Customer Success
    25. 25. A Few Contract Mgmt Customers… BAE SYSTEMS
    26. 26. Demo
    27. 27. A Q & Q U E S T I O N S A N S W E R S
    28. 28. Know More. Do More. Spend Less.

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