Oracle Channel Management Chris Kirby Principal Solution Consultant – High Tech 14 August 2007 Streamlining your partner-facing activities

Too many manual processes?

Dealing with Channel Conflict?

Lack of Partner Mind Share?

Partner Adoption Issues?

Where to find a solution?…

The world with Oracle…

Channel Complexity End Customers End Customers “You” OEM Disti VAR Systems Integrator Systems Integrator Dealer

Those who sell for you require lots of support………. Training (product and sales) Ordering/sales management systems Marketing “air cover” Advertising support (“co-op”) Selling support Promotional programs (incl. pricing) Logistics (delivery/expediting, parts, returns,…)

Systems / Tools Qualified Leads Registrations Cash Flow Rebates Special Pricing MDF Claims Incentives Exclusivity and Discounts Segment and Target Benefits Lead 1 Lead 2 Oracle Channel Management What drives your partner relationships?

Monitor Point-of-Sale / Inventory Claims Revenue Recognition Recruit Partner Registration Program Invites User Management Manage Partner Profiles Contracts & Entitlements Partner Programs Sell Lead Management Special Pricing Quoting & Fulfillment Market Communications Funds Management Promotions RecruitSellMonitorManageMarket Workflow Automation Oracle Channel Management Partner-Enable Your Business

Sales Channels Tele Sales Partners Field Sales Web Sales Your Organization Collaborative team selling Customer and contact intimacy Revenue maximization Effective channel conflict mgmt Your Customers Consistent, higher-quality experience across all channels Self-service access and visibility to new products Your Partners Up-to-date information access Consistently support best practices at all points of contact Collaboration Goals Consistent Selling Across Channels Seamlessly Share Information with Key Participants Products Prices Configuration Approvals Quotes Orders

Collaborate Outside the Organization Partner Dashboard: Provide Automated Access and Visibility Self-service access to electronic purchasing View new leads Register new deals to avoid conflict Access latest news and notices

Channel Manager Dashboard Provide Insight into Partner Channel Activity Key sales metrics and performance indicators Comparisons to prior year / quarter Links to workflow activities Instant visibility to partner performance - - YTD / QTD pipeline - - Close rate - - Access to transaction detail - - Trade funds management

Partner Profile Provide Insight into Partner Performance

Partner Program Management Drive behavior with partners

Partner Program Management Benefits Optimize channel partnerships through configurable program framework Targeted partner programs to build partner loyalty and increase profitability Improve efficiency through automated delivery of program benefits to partners Optimize channel partnerships through configurable program framework Targeted partner programs to build partner loyalty and increase profitability Improve efficiency through automated delivery of program benefits to partners

Benefits Your Company Support guided selling across all sales channels Enhance customer intimacy and one-to-one selling Increase sales effectiveness across all channels Accelerate new product introduction Place Order Add to Cart Configure Products and Services Browse Catalog Guided Selling Rules Cross-Sells / Up-Sells Real-Time Feedback as Options are Selected Guided Selling Partner

Online Storefront Expose product catalog and pricing to partners

Online Storefront Rich content and complex configuration capabilities

Registration Process Partner Reduce channel conflict Gain visibility into indirect sales pipeline Increase forecast accuracy Build partner trust Reduce channel conflict Gain visibility into indirect sales pipeline Increase forecast accuracy Build partner trust Registration Approval Opportunity Status Tracked Partner Works to Close Deal Review Registration Benefits Your Company Create Registration Request Identify Similar Requests Notify of Approval

Registrations Proactive Duplicate Identification

Special Pricing Management Partner Respond quickly and intelligently to special pricing requests Reduce cost through partner self-service Link requests for the same end-customer deal to ensure legal compliance Track liability in GL to ensure safe, conservative accounting Respond quickly and intelligently to special pricing requests Reduce cost through partner self-service Link requests for the same end-customer deal to ensure legal compliance Track liability in GL to ensure safe, conservative accounting Create Special Price Request Approve Request Notify of Approval Pay Partner Resolve Claim Close Deal Submit Claim Identify Similar Requests Benefits Your Company

Special Pricing Streamline special pricing approval process

Special Pricing Ensure valid claims through enforcement of agreement terms

Partner Funds Management Partner Reduce cost of managing funds via partner self-service Track liability in GL to ensure safe, conservative accounting Ensure accurate partner incentive accruals and payouts Measure results of marketing expenditures Reduce cost of managing funds via partner self-service Track liability in GL to ensure safe, conservative accounting Ensure accurate partner incentive accruals and payouts Measure results of marketing expenditures Create Fund Approve request Request channel marketing funds Submit marketing collateral Approve collateral Pay Partner Conduct activity Submit claim Resolve Claim Benefits Receive payment Your Company

Lead Routing Process Partner Ensure lead follow-up with flexible routing rules Gain visibility into indirect sales pipeline Increase forecast accuracy Build partner trust Ensure lead follow-up with flexible routing rules Gain visibility into indirect sales pipeline Increase forecast accuracy Build partner trust Convert to Opportunity Route Opportunity to Selected Partner Partner Accepts / Declines Opportunity Create Lead (via Marketing or Sales) Benefits Your Company Qualify Lead Send Notification to Partner

Lead Ranking Rules

Opportunity Management Provide Insight into Partner Channel Activity

Sales Forecasting Provide Insight into Partner Channel Activity

Referral Management Partner Commission-based referrals programs increase market reach Build partner loyalty Improve efficiency by automating referral to commission process Increase commission accuracy and improve partner satisfaction Commission-based referrals programs increase market reach Build partner loyalty Improve efficiency by automating referral to commission process Increase commission accuracy and improve partner satisfaction Set up Referral Benefit Attach Benefit to Program Enroll into Partner Program Referral Approval Order is Booked Commission Acceptance Review Referral Submit Referral Benefits Pay Commission Your Company

Point-of-Sale / Claims

Provide Incentive to Distribution Channel Component Supplier Distribution Channel End Customer Post to AR Indirect Sales Data Table Indirect Sale Sale Credit Memo POS Management Capture and reconcile distribution POS transactions Import & Cleanse POS Data Indirect Sales (POS) Data XML, EDI , Other Outputs Reconcile Claims Validate compliance to special pricing agreements

Pricing Authorization Number Reference Reason Close claims with transaction numbers Integration with Receivables Streamlines Ship & Debit Reconciliation Process Create and assign claims Settle Claims Create and apply transactions Adjust Accounts Receivable Research and approve Receive debit memos from distributor Identify discrepancies to special pricing agreements

Inventory Tracking / Revenue Recognition

Revenue Flow Update “Inventory In” Update “Inventory In” New “Ending Inventory” Receive POS Data Update “Inventory Out” New “Ending Inventory” Call AR API Recognize COGS Rev.Adj. API Recognize Revenue Automate Reclass (FIFO Basis) Defer COGS Disti Order Ships Defer Revenue Invoice Generates Order Management Trade Management Receivables

Channel Inventory Tracking Gain Visibility into Channel Inventory and Throughput Track inventory throughput View channel inventory by account Track channel inventory down to the product level

Auto-Accounting Details Initial Stocking Order – Revenue Automatically Deferred 1 Revenue Flow

POS Import Sell-through information tracked 2 Revenue Flow

Auto-Accounting Details After POS Import – Revenue Automatically Reclassified 3

Oracle Business Intelligence Enterprise Edition

Insight into Action Oracle Business Intelligence: Revenue, Margin, Pricing Visibility

Summary of Benefits Improve channel performance and profitability Improve channel performance and profitability Reduce channel support costs Reduce channel support costs Increase visibility into partner activity Increase visibility into partner activity