Transcript Oracle Channel Management Streamlining your partner-facing activities Chris Kirby – High Tech

Oracle Channel Management
Streamlining your partner-facing activities
Chris Kirby
Principal Solution Consultant – High Tech
14 August 2007
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
OEM
Systems
Integrator
VAR
“You”
Dealer
Disti
End
Customers
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,…)
Oracle Channel Management
What drives your partner relationships?
Systems / Tools
Qualified Leads
Lead 1
Lead 2
Registrations
Exclusivity
and
Discounts
Cash Flow
Rebates
Special Pricing
MDF
Claims
Incentives
Segment and Target Benefits
Oracle Channel Management
Partner-Enable Your Business
Recruit
Manage
Market
• Partner Registration
• Program Invites
• User Management
• Partner Profiles
• Contracts & Entitlements
• Partner Programs
• Communications
• Funds Management
• Promotions
Recruit
Manage
Market
Sell
Monitor
Workflow Automation
Sell
Monitor
• Lead Management
• Special Pricing
• Quoting & Fulfillment
• Point-of-Sale / Inventory
• Claims
• Revenue Recognition
Consistent Selling Across Channels
Seamlessly Share Information with Key Participants
Your Organization
• Prices
Your Customers
Sales Channels
Web Sales
Field Sales
• Configuration
• Quotes
• Consistent, higher-quality
experience across all channels
• Self-service access and visibility to
new products
• Orders
Your Partners
• Approvals
Tele Sales
Collaborative team selling
Customer and contact intimacy
Revenue maximization
Effective channel conflict mgmt
• Up-to-date information access
• Consistently support best practices
at all points of contact
Partners
Collaboration Goals
• Products
•
•
•
•
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
Guided Selling
Your Company
Guided Selling
Rules
Cross-Sells /
Up-Sells
Real-Time
Feedback as
Options are
Selected
Partner
Browse
Catalog
Benefits
• Support guided selling across all
sales channels
Configure
Products
and Services
• Enhance customer intimacy and
one-to-one selling
• Increase sales effectiveness across
all channels
Add to Cart
Place
Order
• Accelerate new product introduction
Online Storefront
Expose product catalog and pricing to partners
Online Storefront
Rich content and complex configuration capabilities
Registration Process
Your Company
Partner
Benefits
Create
Registration
Request
Review
Registration
 Reduce channel
conflict
 Gain visibility into
Identify
Similar
Requests
indirect sales pipeline
 Increase forecast
Registration
Approval
Opportunity
Status
Tracked



Notify of Approval
Partner Works to
Close Deal
accuracy
 Build partner trust
Registrations
Proactive Duplicate Identification
Special Pricing Management
Your Company
Partner
Create
Special Price
Request
Identify
Similar
Requests
Approve
Request
 Respond quickly and
intelligently to special
pricing requests
 Reduce cost through



Notify of Approval
Close Deal
Submit Claim
Resolve
Claim
Benefits



Pay Partner
partner self-service
 Link requests for the
same end-customer
deal to ensure legal
compliance
 Track liability in GL to
ensure safe,
conservative accounting
Special Pricing
Streamline special pricing approval process
Special Pricing
Ensure valid claims through enforcement of agreement terms
Partner Funds Management
Your Company
Partner
Benefits
Create Fund
 Reduce cost of
Request channel
marketing funds
 Track liability in GL to
Approve
request
Approve
collateral



Submit marketing
collateral
Conduct activity
Resolve
Claim
Pay Partner
managing funds via
partner self-service
Submit claim
Receive payment
ensure safe,
conservative
accounting
 Ensure accurate
partner incentive
accruals and payouts
 Measure results of
marketing
expenditures
Lead Routing Process
Your Company
Partner
Benefits
Create Lead
(via Marketing
or Sales)
Qualify Lead
 Ensure lead follow-up
with flexible routing
rules



 Gain visibility into
indirect sales pipeline
Convert to
Opportunity
Route
Opportunity
to Selected
Partner
 Increase forecast
accuracy
Send Notification
to Partner
Partner Accepts /
Declines
Opportunity
 Build partner trust
Lead Ranking Rules
Opportunity Management
Provide Insight into Partner Channel Activity
Opportunity Management
Provide Insight into Partner Channel Activity
Sales Forecasting
Provide Insight into Partner Channel Activity
Referral Management
Your Company
Partner
Set up
Referral
Benefit
 Commission-based
Attach
Benefit to
Program
Enroll into Partner
Program
Review
Referral
Referral
Approval
Order is
Booked
Pay
Commission
Benefits
Submit Referral
referrals programs
increase market
reach
 Build partner loyalty
 Improve efficiency by
automating referral
to commission
process
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

Commission
Acceptance
 Increase commission
accuracy and
improve partner
satisfaction
Point-of-Sale / Claims
POS Management
Capture and reconcile distribution POS transactions
Component
Supplier
Import &
Cleanse
POS Data
Sale
XML, EDI
E-Mail, Other
Distribution
Channel
Indirect Sale
Indirect Sales
(POS) Data
Validate compliance to
special pricing agreements
Reconcile
Claims
Credit Memo
Outputs
Indirect
Sales
Data Table
Post
to AR
Provide Incentive to Distribution Channel
End Customer
Integration with Receivables
Streamlines Ship & Debit Reconciliation Process
• Pricing Authorization Number
• Reference
• Reason
Identify
discrepancies to
special pricing
agreements
Receive debit
memos from
distributor
Settle
Claims
Create and
assign claims
Create
and apply
transactions
Research
and approve
Adjust
Accounts
Receivable
Close claims with transaction numbers
Inventory Tracking /
Revenue Recognition
Revenue Flow
Disti Order
Ships
Invoice
Generates
Defer
COGS
Defer
Revenue
Automate
Reclass
(FIFO Basis)
Recognize
Revenue
Recognize
COGS
Rev.Adj. API
Update
“Inventory In”
New “Ending
Inventory”
Call AR API
Update
“Inventory Out”
New “Ending
Inventory”
Order Management
Trade Management
Receivables
Receive POS
Data
Channel Inventory Tracking
Gain Visibility into Channel Inventory and Throughput
Track channel inventory down
to the product level
View channel
inventory by account
Track inventory
throughput
Revenue Flow
Auto-Accounting
Details
1
Initial Stocking
Order – Revenue
Automatically
Deferred
Revenue Flow
POS Import
2
Sell-through
information tracked
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
Insight into Action
Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Insight into Action
Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Insight into Action
Oracle Business Intelligence: Revenue, Margin, Pricing Visibility
Summary of Benefits
 Improve channel performance and
profitability
 Reduce channel support costs
 Increase visibility into partner
activity