Know More. Do More. Spend Less. January 24, 2006 Monica Loomis, Senior Sales Consultant Oracle Contract Management

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Oracle Contracts Overview Agenda  Business Challenges  Solution Overview  Sales Contracts  Customer Success  Demo  Q&A

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Business Challenges Increased Volumes Identify & eliminate redundant processes Eliminate manual work and administrative tasks Increased Volumes Identify & eliminate redundant processes Eliminate manual work and administrative tasks Customer Expectations Accelerate contract negotiations Meet agreed upon deliverable deadlines Customer Expectations Accelerate contract negotiations Meet agreed upon deliverable deadlines Compliance Adherence to tighter regulatory requirements Avoidance of costly penalties Compliance Adherence to tighter regulatory requirements Avoidance of costly penalties Prevent contract leakage Identify best opportunities to generate new revenue Prevent contract leakage Identify best opportunities to generate new revenue Revenue Protection and Generation Trading Partner

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Management Challenges “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  Collaborative contract development  Increasing contract volume and complexity  Secure, global access to electronic contracts  Compliance with contract terms  Performance analysis for re-negotiations  Risk management and mitigation strategies

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Additional (New) Contract Revenue1-2% Renewal Revenue30% Compliance with Regulatory Guidelines90-100% Source: Goldman Sachs, Global Equity Research Operating & Processing Costs10-30% Contract Negotiation Cycle Time50% Volume of Erroneous Payments75-90% Why Contract Management Matters

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Management Best Practices Leading Business Trends Corporate governance and global contract policies 100% electronic document management Embed contracting in sales & procurement processes Flexible options for consolidated billing Proactive renewal and termination management Corporate governance and global contract policies 100% electronic document management Embed contracting in sales & procurement processes Flexible options for consolidated billing Proactive renewal and termination management

How Oracle Delivers

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Administration & Renewal Legal & Business Approval Tracking Performance Contract Execution & Compliance Standards based Authoring and Negotiation ContractsRepository Establish Corporate Contract Policies  Standardize contract processes  Fulfill contractual obligations  Ensure contract compliance  Assess performance and risk  Identify new recurring revenue opportunities Oracle’s Contract Management Solution

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Oracle Contract Management Products Procurement Contracts * Sales Contracts * Service Contracts DBI for Service Contracts Project Contracts 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 All Product, Customer, & Supplier Information * New in 11i.10

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Terms Library Establish Organization-Wide Contract Standards Contract Terms Library Legal Sales Organizations Government Regulations Implement Best Practices Legal Requirements Regulatory Policies Implement Best Practices Legal Requirements Regulatory Policies Standard Clauses Contract Templates Contract Policy Rules Standard Clauses Contract Templates Contract Policy Rules Enforce Adopt as-is Localize Enforce Adopt as-is Localize Business Units Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management

Negotiate and Author Contracts Integrate Your Sales and Contracting Processes 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 Contracts embedded in ‘Quote-to-Cash’ business flow Deploy organization-wide best practices Authoring assistance for complex terms Templates Contract Expert

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Templates Proactively Enforce Policies and Business Practices Fees & Taxes Non-payment Penalties Standard Licensing Agreement Standard contract templates by sales type Full revision control Workflow based approvals 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......

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Expert Guided Authoring of Complex T&Cs Customer Defined Questions  Configurable rules drive terms selection for complex contracts  Clauses default based on product, customer, contract value etc.  Author high quality contracts with minimal legal supervision No Industry Segment ? Yes Add Clauses Contract Expert Over $50,000? CommercialGovernment Draft Contract Contract Template Responses Drive Article Selection......

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. 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

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contracts Benefits Process Standardization 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

OracleSalesContracts

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. iStore Sales Reps 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 Enforce Terms Pricing T’s&C’s Contract Repository Oracle Sales Contracts Manage Contractual Customer Relationships *New in 11i.10, Prerequisite: Order Management or Quoting

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Terms Library Establish Organization-Wide Contract Standards Contract Terms Library Legal Sales Organizations Government Regulations Implement Best Practices Legal Requirements Regulatory Policies Implement Best Practices Legal Requirements Regulatory Policies Standard Clauses Contract Templates Contract Policy Rules Standard Clauses Contract Templates Contract Policy Rules Enforce Adopt as-is Localize Enforce Adopt as-is Localize Business Units Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management

Negotiate and Author Contracts Integrate Your Sales and Contracting Processes 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 Contracts embedded in ‘Quote-to-Cash’ business flow Deploy organization-wide best practices Authoring assistance for complex terms Templates Contract Expert

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Contract Templates Proactively Enforce Policies and Business Practices Fees & Taxes Non-payment Penalties Standard Licensing Agreement Standard contract templates by sales type Full revision control Workflow based approvals 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......

Contract Expert Guided Authoring of Complex T&Cs Customer Defined Questions  Configurable rules drive terms selection for complex contracts  Clauses default based on product, customer, contract value etc.  Author high quality contracts with minimal legal supervision No Industry Segment ? Yes Add Articles Contract Expert Over $50,000? CommercialGovernment Draft Contract Contract Template Responses Drive Article Selection......

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. 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

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. Sales Contracts Benefits Process Standardization 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

CustomerSuccess

A Few Contract Mgmt Customers… BAE SYSTEMS

Demo

This presentation intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making a purchasing decision. A Q & Q U E S T I O N S A N S W E R S

Know More. Do More. Spend Less.