1. Revenue Technologies Price and Deal Management Oracle Product Strategy and Roadmap
July 17, 2007 – David Trice
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2. Executive Summary
Price Management is a large market on a sharp upswing
Helps answer the question: “What’s the right price/discount for this deal?”
Market size of $348mm (2007), 5 year CAGR of 40%, $1bn market in 2010 (AMR, 2006)
High-tech, Industrial Mfg, CPG industries, driven by margin pressures, complex product attributes, and frequent new product introductions showing highest demand for price mgmt
Adding the capability fills a hole in the footprint and provides significant up-sell opportunity in Oracle & Siebel install base
Both Oracle and Siebel are strong in Price Administration and Enforcement, but lag in Deal Negotiation and Price Optimization
Opportunity to up-sell Deal Negotiation and Price Optimization to 3,000+ Oracle Order Mgmt and Siebel Order Capture install base
Only 30% own a pricing solution provided by Oracle today
Without a decisive investment in Price Management, potential risk of losing new license revenue for Order Capture and Order Management revenue to SAP-Vendavo
Opportunity to acquire Revenue Technologies to fulfill this need
11 employees; based in Atlanta, GA; $1.7mm of LTM revenue; burning $70k per month
Founded in 1995; raised VC money in 2001 to productize vision; introduced product in 2003
Most attractive product that can be easily integrated; 5 active customers
About to declare bankruptcy in the absence of an Oracle bid
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3. Price Management Opportunity
Price Management is the most important driver of profits in the
Opportunity-to-Quote process…
and is largely absent is in most organizations
Prospect
Opportunity
Negotiate
Quote
Order
Ship
CRM
Gap
Order Management
Deal Management
Enforcing corporate guidelines and policies
Price analysis and determination
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4. Price Management Segment
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5. Closed-Loop Price Management
Revenue Technologies Product Footprint
Company has invested $35mm building and bringing MarketPrice to market
MarketPrice Analytics®
MarketPrice Composer®
MarketPrice Deal Manager®
Consistent and accurate single view of pricing and profitability data
Immediate visibility
User-driven analysis
Scattergrams, price bands, leader/laggard charts
Create and manage business rules
Delegate business users to manage policies
Automatically perform mass price updates
Manage price lists
Model simple and complex deals
Analyze multiple deal scenarios
Track and analyze comparable deals, win/loss results, price history, price trend, compliance, price waterfall
Route proposed deals for evaluation and approval
Price determination and deal-time analytics
Closed-Loop Price Management
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6. MarketPrice Technical Highlights
100% Java with J2EE framework
Deal Manager (includes MP Advisor)
100% Web based with no client side plug-in
Support for complex price model based calculations
OLAP Data Model designed for “optimum” data browsing performance
Composer
Java Swing based client (for only UI layer)
Rich User Interface with Advanced Excel like functionality
Business and Data layers still on Application Server
Database Interface code segregated from business and UI layers
Analytics
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7. Product & IP Integration
Step 1 – Immediate Product Integration: 120 Day Plan
Integrate MP Advisor into Siebel Quotes
Build RT Analytic Dashboards into OBIEE
Step 2 – IP Integration: Deliver a Closed-Loop Price Management System
eBS - Build in remaining IP
Ideally v11i patch
Siebel - Build in remaining IP
Ideally v8.1 patch
Currently performing GAP Analysis for each platform
Step 3 - Address Fusion Price Management Requirements
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8. Step 1: MP Advisor Integration to Siebel Quotes
Evaluate Price Exception in Siebel Quotes
MarketPrice
Advisor
Step 2
Punch-out
sending price request
Step 3
Gather data
for analysis
Step 4
Perform price
determination
Step 5
Pass recommended price
To Siebel Quotes
MP Advisor built as component to leverage individual sales opportunities
Transforms existing data into useable, actionable, complete price and profit information
MP Advisor can be integrated into any quoting application
Price Determination Analytics extends the value of Siebel Quoting
Sets new bar in the industry for quoting functionality
120 day integration plan
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9. Step 1: Product Packaging
Note: Names and Pricing have not been finalized.
OBIEE
Product = Price Analytics
Price = Not yet set
Siebel
Product = Deal Negotiation
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10. Step 1: Product Integration Roadmap
June/July ’07
August ‘07
2H 2007
Q1 2008
Define Application Integration Functional Design
Siebel to RevTech
RevTech to Siebel
Define Analytics Functional Design
Schema Enhancements to OBIEE to support additional Deal Management Metrics
ETL Mapping Requirements Document
Joint Approval of Integration / Uptake Design Documents
Begin Application Integration
Begin Analytics Integration
Define Analytics Dashboards to support Deal Management Scenarios in OBIEE
Certify Deal Negotiator on Oracle Application Server (already certified for dBase)
Define Test Plans for Integration Application and Analytics Application
Siebel Standard Release Process
Productize Solution through Next Available Siebel Release Cycle
OBIEE Standard Release Process
Productize Solution through Next Available OBIEE (Analytics) Release Cycle
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11. Step 2: IP Integration Closed-loop Price Management
Best-in-class, integrated feature set
Analyze
Plan
Manage
Execute
Negotiate
How are my price strategies doing
Where should I make corrective action
What action should I take
How should I segment customers
What are the optimal prices and policies by segment
What promotions should I run
Publish customer and partner price lists
Manage standard discount matrix
Manage global price coordination
Execute accurate prices at time of quote or order
Accrue off-invoice discounts
Execute promotions
Enforce policies
Negotiate on all points of Waterfall
Model incentives to drive customer behavior
Provide price recommendations
Manage approval workflow
Oracle BI EE
Price Analytics
Dataminer
RTD
IBots/Alerts
eBS Price Administration
Siebel Dynamic Pricer-Admin
Fusion Price Administration
eBS Deal Management
Siebel Deal Management
Fusion Deal Management
Oracle Price Planning
Fusion Price Planning
eBS Advanced Pricing
Siebel Dynamic Pricer
Fusion Pricer
Note: Product Names are subject to change
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