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Incentive
Industry specific Compensation cover image
Match, Manage & Motivate With OIC.

Presented By Indy Bains, Incentive Compensation Solution Specialist.
Agenda
Match, Manage & Motivate Oracle Incentive Compensation Background R12 Updates Demo Flow Plan Administration: Match Plan Execution: Manage Reporting: Are you Motivating?
Copyright 2006, Oracle. All rights reserved. Oracle & [customer] Confidential
Incentive Management
Reporting
Create and Maintain Oracle Comp Plans Payment (Payroll, A/P, Open API)
Incentive Compensation Collect Data
Calculate
Transaction Source (Oracle or rd Party System) 3
Match sales compensation to your company objectives Manage incentive systems with greater efficiency & simplicity. Eliminate manual processes with increased speed and flexibility Validate and audit payments to improve accuracy Motivate reps through accurate and on time payments and reports
Oracle Market Summary

#1 in EIM
500,000+ payees as of July 2006 (production)

Global market leader in EIM

180+ live customers
La Poste 30,000 payees British Telecom monthly plans for 18,000 agents Nordstrom quarterly targets & goals for 15,000 managers; 40,000+ total payees
500,000+ payees in production
Flexible and Scalable

Broad industry coverage incl.
Mfg/Tech, Retail, Telco, Fin Serv
400,000+ payees currently implementing

JC Penney 127,000 Best Buy 90,000
Global market momentum &

references
Case Study: British Telecommunications

BT wanted an easy to use ICM system that would:
Enable rapid changes of plan metrics Handle many different factors contributing to compensation Provide daily information to compensated individuals
Implementation details
Live on 11.5.10 Deployed standalone, with Siebel call centre and PeopleSoft HR Compensating 16,000+ employees and contract staff including telesales staff, sales
managers, call centre managers and call centre directors Calculations run daily; 3 million transactions a month
Key benefits
Flexibility of the system for handling complex plans Easy to add in a new plan element Full audit trail of compensation Improved cost of ownership with increased performance
British Telecom Telecommunications

Implementation details:
Live on 11i (11.5.10) BT uses Siebel in the call centre and PeopleSoft for corporate
HR BT is compensating more than 18,000 employees and contract staff including telesales staff, sales managers, call centre managers and call centre directors Calculations are run daily; 3 million transactions a month
Hardware Sizing
8 CPU box (HP) 24GB Memory
JC Penney - Retail
Implementation details:
Live on 11i (11.5.10) JC Penney uses PeopleSoft HR, Payroll and Financials JC Penney have currently rolled out to around 20 stores as
pilot and will be rolling out to 1000 stores in the next 6 months. Around 35,000 store employees and managers will be compensated bi-weekly and another 90,000 more will be paid monthly/quarterly/annual bonus. Calculations during peak periods are 10 million transactions a week
Hardware Sizing
12 CPU box (IBM P5) 24GB Memory
Analyst Recognition
Oracle best-of-breed enterprise class solution has the advantage of offering a strong enterprise incentive compensation solution that [can be deployed as] part of a larger suite of functionality [or] standalone. Liz Herbert, Forrester, 2006 OIC has "achieved significant scalability milestones in terms of payees & transactions, & demonstrated an ability to support stand-alone projects" as well as differentiating its offering through its "integration with other ebusiness applications".
Clients should consider OIC on their shortlists.

Michael Dunne, Gartner, 2006
R12 Updates
Product History
R12:
11.5.8/9:
11.5.10:
11.5.6/7:
11.5.3:
11.5.4/5:

3i & prior:

Calculation formulas Incremental calculation Split transactions Mass transaction adjustments
Collection from Order Management Plan assignment by role Calculation for nonemployees Compensation groups Integration with Sales Pay groups Payment Plans
Payables integration Income planner Collection filters Payment hold TBH resources Contract authoring/ap proval Comp Planning reports
Conversion to HTML Payroll integration Multi-dimensional rate tables Interdependent plan elements Spreadsheet import of transactions Seasonality schedules Workday calendar Re-goal Invoice splits Transaction and administration reports Analytical reports
Collect revenue adjustments Accumulation/ splits along multidimensional rate tables Payment administration hierarchy Manual payment adjustments Payment worksheet history Payment signoff report Import/export of setups
Mass update of rules and assignments Sales force reports for performance assessment and payment reconciliation Projected commissions and quoting integration Flexible, user-defined credit allocation Integrated territories alignment
Personalizable and extensible applications framework Role-based business flows 360 view of compensation plan and resources Enhanced auditing capabilities Multi-Org access control HR Compensation Workbench integration Task based plan creation UI
1997
2000
2001
2002
2003
2004
2006
10
R12 Release Update
Superior ownership experience
Role based business flows Compensation Manager/Analyst Plan Administrator Incentive Compensation Administrator Self-Service Users and Managers Top-Down plan creation and plan element wizard 360 View of Resources and Plans Enhanced auditing capability Adaptive, Meta-data driven UI XML-based reporting Export to Excel
Best application technology

Total Compensation Visibility
11
Plan Administration (Match)
Sales Credit Allocation Description
Sales Credit Allocation assists in determining who the correct credit receivers
are and how much credit each should receive
Credit Rules
Credit Receivers Transactions Sales Credit & Territory Allocation Rules Engine
Sales Credit Allocation Benefits
Define credit allocation rules appropriate to the business Apply credit allocation rules at any time during the life cycle of the
transaction
Reduce the volume of crediting errors
Sales Credit Allocation

How To Use This Feature
Define Sales Credit Allocation (SCA) credit rules Create transactions Transfer transactions to SCA interface tables Run SCA Rules Engine Apply SCA results to transactions
Credit Rules
Transactions Credit Receivers Sales Credit & Territory Allocation Rules Engine
Plan Execution (Manage)
Reporting
18
19
Incentive Management
Create and Maintain Comp Plans
Collect Data & Assign Credit
Calculate & Pay Commissions
Reporting
Match sales compensation to your company objectives Manage incentive systems with greater efficiency & simplicity. Eliminate manual processes Increase speed and flexibility Validate and audit payments to improve accuracy Motivate consultants through accurate and on time payments and Motivate reps through accurate and on time payments and
reports
reports
20
Incentive Compensation Value & ROI

Improved financial controls
Improved regulatory compliance & financial predictability Reduced administration errors & over payments Improved accountability over incentive expenditure
"Our implementation of Oracle Incentive compensation improved accuracy, provided more control and reduced interpretation and subjectivity of compensation plans ADP Inc
Improved adaptability
Improved time to market with new products & business initiatives Accelerated new fiscal year compensation rollouts Reduced incentive management staffing costs
"Our implementation of Oracle Incentive compensation provided a low cost of ownership with tight integration to backend systems in a global rollout Silicon Graphics
Improved alignment
Optimized target distribution aligned with corporate goals Increased sales & channel partner productivity Full sales line of sight for focused sales execution
"Our implementation of Oracle Incentive compensation improved call center agents productivity with alignment to corporate objectives. British Telecom PLC
21
Thank You
22

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Incentive

Industry specific Compensation cover image

Match, Manage & Motivate With OIC.

Incentive Compensation Collect Data

Transaction Source (Oracle or rd Party System) 3

Oracle Market Summary

Global market leader in EIM

500,000+ payees in production

Flexible and Scalable

400,000+ payees currently implementing

JC Penney 127,000 Best Buy 90,000

Global market momentum &

Case Study: British Telecommunications

British Telecom Telecommunications

Clients should consider OIC on their shortlists.

Calculation formulas Incremental calculation Split transactions Mass transaction adjustments

R12 Release Update

Superior ownership experience

Best application technology

Total Compensation Visibility

Plan Administration (Match)

Sales Credit Allocation Description

Sales Credit Allocation Benefits

Reduce the volume of crediting errors

Sales Credit Allocation

Plan Execution (Manage)

Create and Maintain Comp Plans

Collect Data & Assign Credit

Calculate & Pay Commissions

Incentive Compensation Value & ROI

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