2011 open world oracle update_sales_and_service_contracts

1 Copyright © 2011, Oracle and/or its affiliates. All rights

reserved.


reserved.

Presenting with

Oracle Sales & Service Contracts

Susan Flierl, Product Strategy Director


reserved.

Latin America 2011December 6–8, 2011

Tokyo 2012


reserved.

Tokyo 2012April 4–6, 2012

Oracle OpenWorld Bookstore

• Visit the Oracle OpenWorld Bookstore for a fabulous

selection of books on many of the conference topics

and more!

• Bookstore located at Moscone West, Level 2


reserved.

• Bookstore located at Moscone West, Level 2

• All Books at 20% Discount

Program Agenda

• Business Challenges

• Oracle Contracts Product Family

• Business Benefits of upgrading to 12.1

– Sales Contracts

– Contracts Repository


reserved.

– Contracts Repository

– Service Contracts

• Product Roadmap

• Customer Successes

• Datacard Group’s Upgrade to Service Contracts 12.1

The following is intended to outline our general product direction.

It is 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 purchasing decisions. The development, release, and

timing of any features or functionality described for Oracle’s


reserved.


reserved.


products remains at the sole discretion of Oracle.

Business Challenges Process Control• How can I manage customer,legal, fiduciary & industry requirements to reduce risk?

• How can I streamline approvalof non-standard agreements?

Sales Effectiveness• What can be done toaccelerate sales cycles &reduce contractual risk?

• How can sales reps reduce paperwork & improve efficiency?

Trading Trading


reserved.

Contract Visibility• How can I improve access tocontracts & interaction history?

• How do I prevent improper accounting and minimize disputes & penalties?

Managing Renewals

• How can I better manage renewalsso service interruptions & unprofitable contracts are eliminated?

• How to do I efficiently manage the volume of contracts which require renewing?

Trading

Partner

Trading

Partner

Oracle Contracts Product Family

• WHAT – A family of contract applications

designed to author and manage the lifecycle

of all contract types

• HOW – Deployed integrated with order-to-

cash and procure-to-pay flows or as

standalone application

Service

Contracts

Sales

Project Contracts

Procurement

Contract Lifecycle

Management for

Public Sector


reserved.

standalone application

• RESULTS - Improve visibility of all business

agreements, reduce contract cycle time, and

manage risks

* Available with both the Oracle Sales Contracts and Oracle

Procurement Contracts

Contract Repository *

Sales

Contracts

Contract

Terms

Library

Procurement

Contracts

Oracle Contracts Management Solution

• Cancellation / Renewal RateEmail

Integrated Intelligence

Phone

• ContractBookings

Service

Sales

Process Automation

• Uplift & Reduction

SupportNegotiate

& Author

Negotiate

& Author

Activate

& Fulfill

Activate

& Fulfill

Enforce

& Entitle

Enforce

& Entitle

Invoice

& Settle

Invoice

& Settle

Renew &

Terminate

Renew &

Terminate


reserved.

Standardized Templates

• Terms & Conditions• Legal• ComplianceContracting

Party

Global Contracts Library

Internet Fulfillment

Legal

Finance &

Accounting

• Version Controlled

• Workflow Approvals• Change Mgmt• Collaborative Authoring

Secure AccessSecure Access

& Author& Author & Fulfill& Fulfill & Entitle& Entitle & Settle& Settle Terminate Terminate

Oracle Sales Contracts 12.1Benefits of Upgrading

Accelerate Sales Cycle• Streamline contract drafting with Authoring Clauses in MS Word (12.1.2)• Streamline edits and redlining with MS Word Synchronization• Faster approvals with Contract Deviation Report

Increase Contract Compliance • Reduce policy deviations with Contract Deviation Report


reserved.

Support Global Contract Administration• Support global contract administration with Multi-Org Access Control• Improve sales contract administration with Sales Contracts Workbench• Improve sales contract visibility with Enterprise Contracts Search

• Reduce policy deviations with Contract Deviation Report• Identify frequently modified clauses Clause Usage Analysis• Increase contract awareness with Access Contracts from Oracle Sales

Sales Contracts Workbench

• Collaborative sales/contract

administration work teams

• Role based access

Sales Sales RepRep

Contract Contract AdminAdmin

++

Contract Process fused

with Sales Process


reserved.

• Role based access

Contract

++Quote /

Sales Order Terms & Conditions

Collaboration using MS Word

• Negotiate legal terms with customer using MS Word

• Synchronize offline changesautomatically


reserved.

Visibility to Contract Deviations

• Route approvals based on existence of non-standard terms

• Provide visibility to management on deviations during


reserved.

deviations during approvals

• Reduce policy deviations

Analyze Clause Usage

Increase compliance

• Monitor adoption of standards

• Track clause usage and risk exposure


reserved.

risk exposure

• Identify frequently modified clauses

Assess risk with Enterprise Contract Search

• Full-text and

keyword search on

structured or

unstructured data

• Search on

clauses, contracts


reserved.

clauses, contracts

or attachments

Contract Repository 12.1Benefits of Upgrading

Accelerate Contract Cycle Time• Standardize Ts & Cs with Contract Templates & Terms Library Integration• Automate contract drafting with Contract Expert• Streamline edits and redlining with MS Word Synchronization

Support Global Contract Administration


reserved.

Support Global Contract Administration• Support global contract administration with Multi-Org Access Control• Improve sales contract administration with Contract Workbench

Increase Contract Compliance • Reduce policy deviations with Contract Deviation Report• Improve contract visibility with Enterprise Contracts Search

Authoring using central clause library


reserved.

Automated drafting with Contract Expert

IndustrySegment?

CommercialGovernment

.

.

.

Template

Contract • Configurable rulesdrive terms selectionfor complex contracts

• Clauses default based on product, supplier, contract value, etc.

• Author high quality


reserved.

No Yes

Add Clauses• High Value• Insurance

Over $50k?

Responses Drive Clause SelectionResponses Drive Clause Selection

.

Contract

Draft

• Author high quality contracts with minimal legal supervision

Oracle Service Contracts 12.1Benefits of Upgrading

Uplift Renewal Rates•Faster renewal cycle times with Service Contracts Administration Workbench •Improved customer experience with Flexible Assignment Rules for Customer Communication Templates and Online Acceptance Portal Enhancements •Improved renewal rate analysis with Service & Covered Level Cancellation

Increase Contract Compliance •Standardize customer coverage with Standard Coverage Definition


reserved.

Support Global Contract Administration•Provide global contract administration tools with Multi-Org Access Control•Improved service contract visibility when managing customer’s assets

•Standardize customer coverage with Standard Coverage Definition•Improve revenue recognition compliance with Partial Period Revenue Recognition and Defer Revenue for Customer Acceptance Contingencies•Secure customer payment information with Credit Card Security

Streamline Renewals Management

Predictably Protect and Grow Recurring Revenue

ExpirationAlert

CreateOpportunity

Renew /Activate

High Volume Electronic Renewals• Automatically renew contracts based on pre-defined rules to maximize retention rates and ensure service continuity

• Zero-touch web based process automatically renews low value contracts upon expiration


reserved.

NegotiateQuote

• Credit Status = OK• Contract > ThresholdValue Value

• Expire days < 30

Renewal Rule New Contract

• Update Contract• Notify Sales / Service Rep

• Notify Customer

renews low value contracts upon expiration

High Value Renewals• Receive automated expiration alert• Convert expiring contracts into sales opportunities• Evaluate complementary products / servicesfor cross-sell & up-sell opportunities

• View transaction and interaction history

Service Contracts Administrator Workbench

Quick search for your new and renewal contracts


reserved.

Displays your open contracts

Online Customer Portal

Accept, reject or request assistance


reserved.

View quote in pdf format

Integration and Performance Enhancements in 12.1

Service Contracts Import Program for• Fully billed/unbilled Service

• Warranty & Extended Warranty

• Intangible Subscription Contracts

• From legacy systems or 3rd Party applications

Performance Improvements


reserved.

• Standard Coverage – coverage definition only copied

onto contract when customize coverage

100%

• 24x7

Default

• M-F 8am-4pm

• Sat 8am-2pm

• Sun 8am-12pm 100% Default

Default custom

• M-F 8am-5pm

• Sat 8am-2pm

• Sun 8am-12pm

Standard Coverage Definitions

Service Contracts

Renewals Performance Enhancements in 12.1.3

Re-pricing performance enhancements• Re-price in concurrent mode

• Re-price in bulk mode

Date Assembler Changes• Service Contracts Date Assembler Workflow Manager manages the

number of renewals to be processed concurrently when large


reserved.

number of contracts expire on same day

• Multiple service contracts to renew processed within single workflow

Before After

200

Contracts

200

Contracts

200

Contracts

200

Contracts

200

Contracts1,000

Contracts

Oracle Sales & Service Contracts Product Roadmap

Sales Contracts• Enhance integration capabilities

• Import templates, rules, questions, and constants

• MS Word synchronization for contracts with clauses imported from word

• Increase flexibility

• Apply multiple templates to a sales document


reserved.

• Apply multiple templates to a sales document

• Clause mandatory attribute at rule level

• Display clause numbers in addition to clause titles

Service Contracts• Enhance integration capabilities

– Service Contract Import Program for • Tangible Subscription Contracts

• Usage Contracts

Oracle Contracts Customers

High

Technology

Industrial

Manufacturing


reserved.

Insert Information Protection Policy Classification from Slide 827 Copyright © 2011, Oracle and/or its affiliates. All rights

reserved.

Insert Information Protection Policy Classification from Slide 8

Media &

Communications

Professional

Services

“We have realized significant savings with the upgrade to Oracle E-

Business Suite Release 12. In particular, we streamlined our renewal

process, which has increased customer satisfaction and retention. And,

we minimized costs with an out-of-the-box deployment strategy for

Oracle Service Contracts.”

Timothy Hall

Senior Technology Manager, Global Management Systems, ProQuest


reserved.

CUSTOMER LOGO

Senior Technology Manager, Global Management Systems, ProQuest

“The fact that more and more elements of the O2O [Opportunity to

Order] process have been automated is crucial as volumes continue to

increase, and the ability to generate so many types of self-service

contracts after cutoffs has really made a difference.”

John Doyle

VP, Global Contracts


reserved.

CUSTOMER LOGO

VP, Global Contracts

Q&A


reserved.

Q&A

The preceding is intended to outline our general product direction.

It is 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 purchasing decisions. The development, release, and



reserved.


reserved.


products remains at the sole discretion of Oracle.


reserved.


reserved.

Date post:	18-Dec-2014
Category:	Technology
Upload:	contracts-special-interest-group
View:	923 times
Download:	2 times