Channel Revenue Management

Process Overview
Overview

Stakeholders

Marketing Sales Supply Chain Finance

Inputs

Customers Budget Trade Promotion

Management Management
• Increase
• Create budgets Plan • Create offers Promotional ROI
• Allocate budgets • Validate
to sales eligibility • Lower Claim Costs
Products hierarchy Settle Analyze
Single
View of
Customers • Control Promotional
PerformanceMonit & Products Claims Liability Risks
oring Management
Promotions • Track expenses • Approve &
Monitor Execute
and accruals settle claims
• Analyze ROI and • Update
sell-thru effect financials

Claims
Integration

• Receivables • General Ledger • Order Mgmt • Marketing

Presentation Title | Date • Payables • Inventory Mgmt • Advanced Pricing • Partner Mgmt
Key Components

Budget Offers Adjustments Claims Settlement

Creation/ (upload Off invoice- Accrual Manual adjustment Manual or auto- Automatic
into ChRM) On-invoice offers on accruals claim creation and settlement of claims
Checkbook Adjustment of maintenance to AR CN/ AP invoice
Tactical
management existing activities Settlement of claims Settlement created
(automatic updates Indirect sales(Sell Via AP/ AR with complete item
out) Reconcile offers and
of the amounts) budgets After approval, details
Adjustments- Customer BDA’s Claim paid and Scheduled processes
Increase/Decrease IBD accruals updated to create settlement
Earnings Lumpsum invoices
Budget transfers automatically
Volume

Presentation Title | Date

Budget Management
Task Responsibility Process Process

New upload Finance Budget is prepared, reviewed Budget is uploaded using the
and approved by the Web ADI tool.
respective department heads
to be uploaded in Oracle. Budget
prepared

Upload
budget
template
Transfer Sales/Marketing Any unused budget, shortage Transfer budget using the ChRM
Budgets uploaded
Budget or surplus funds that are lying interface. May or may not and ready to use
idle in any period can be require approval in Oracle
transferred to another budget

Approval
Adjustments Sales/ Increase or decrease earnings Create a budget adjustment to
Marketing/Financ for a budget increase /decrease earnings of
e the budget and update the
budget chekbook.
Uploaded
into Oracle
4
Presentation Title | Date
ChRM Process
Task Responsibility Key Process
Budget Finance >Prepare fixed, fully accrued Budget , review, approved and uploaded
by the respective department .
>Budget allocated by account/product/region/sales channel.
>Maintain budgets – create requests/transfer in/transfer out/ process Budget created
earning adjustments and approved
>Check book view for funds status and drill down to sales orders to
review earning details.

Promotions/Offer Sales/Marketing >Create Accruals and on Invoice offers with functional/foreign currency
s (Sales, Marketing, Sell out, BDA’s, IBD) Claim settled
>Assign Budget, enter offer header and discount rule details. automatically as Create and
>Validate offer Market eligibility. Budget
AP invoice/ AR Checkbook approve
>Offer approval Credit memo updated offers
>Automatic offer assignment on Orders. automatically
>Review earnings
>Earnings, offer amount adjustment/reconcile earnings.
>Offer cancellation, on hold, termination.

Claims/ Sales/ >Process Manual/ automatic claims for full/ partial offer earned
Marketing/RA’s amount.
> Assign one/ multiple offers to claim.
>Dynamic approvals based on sales channel, region and amount. Offer Accruals
are generated
automatically
Enter and
Settlement Regional >Settle claims with AP/ AR credit memo. approve
Accountant/ >Automatic creation of settlement invoices in AR and AP claims
Finance > Application of credit note/ Pay AP invoice
5
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Process Flow: ChRM

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Process Flow: Budgets

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Process Flow: Offers/ Promotions

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Process Flow: Claims

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Budget: Full Process

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Budget: Transfers/Requests

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Offers: Off Invoice(Accrual)

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Offers: On Invoice Discounts

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Offers: Indirect Sales(Sell out)

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Offers: Lumpsum

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THANK YOU

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