Professional Documents
Culture Documents
Agenda
Incentive Compensation Market Overview Solution Overview Day in the Life of a Sales Rep Positioning and Prospecting for OIC deals Q&A
#1 in Production Customers!
52% of OIC customer use standalone 90% change plans without consulting 50% implement 3 Years or no with little Top help Vendor
Running!
IT
Reta il
Finance
Healthca re
Manuf .
Gadgets
Order Management
Orders
Payroll
Employees
AR
Invoices Billing
AP
Modeling
Resources
Territories
Disputes
Quoting
HR
Territories
Dispute Resolution
Quotes
Total Comp
Agenda
Incentive Compensation Market Overview Solution Overview Day in the Life of a Sales Rep Positioning and Prospecting for OIC deals Q&A
Real-Time Performance Visibility No need to wait until the end of the quarter to see total performance and commission due. Minimize shadow accounting
Top Customers:
Impact total sales, earnings, and rate of return per customer See potential subsequent or repeat revenue of customers RSS feeds by customer
Top Products:
Drive Behavior of the sales channel to sell the most profitable products Visibility into most lucrative products Shopping the Plan Drive focus on which products to sell and which will provide the biggest earnings rate
Dispute Management
Full Auditability & TransparencySupports Attachments Embedded Workflow Supports Escalation & Enterprise Collaboration
Real Time Calculation Calculation Rules ALWAYS the most current! Can be deployed via Gadget, Excel, or HTML
Review key targeted tasks Access relevant business intelligence reports Make informed decisions Take immediate actions easily & securely Approve/ reject workflow on-the-go
Sales Representatives:
Browse, search and locate business performance metrics View commission details Review key targeted tasks View up-to-date transaction & performance information
Agenda
Incentive Compensation Market Overview Solution Overview Day in the Life of a Sales Rep Positioning and Prospecting for OIC deals Q&A
Identifying an Opportunity
Questions to ask VP Sales or Sales Operations
61% Dissatisfied*
66% Dissatisfied*
Incentive Compensation
Business Benefits for Sales
CHALLENGES CAPABILITIES
VALUE
process? Does the sales force have confidence in the compensation process?
Can shadow accounting be
processing
Recent Transactions Gadget for
morale through greater confidence in accuracy of calculations & visibility to upcoming transactions
Align & drive desired sales behavior Increase incremental revenues from up-
selling/cross-selling
Improve new product introductions Lift in new product sales By more than 5% Improved quota setting More than 65%of sales force
engine
Analytics to measure plan
effectiveness
Scenarios management to model
your compensation programs? And improve effectiveness of every comp dollar spent?
allocation
Collaborative top down goal driven
Incentive Compensation
Business Benefits for Finance
CHALLENGES CAPABILITIES
VALUE
process?
How can I reduce administration
engine
Best practices functionality for cyclic
expense
Reduce administrative overhead &
processing including 360 degree view of a participant, transaction research assistance for disputes, spreadsheet import/export with validation, shared service centers, retro processing, incremental calculation
Pre-built operational compensation
liabilities
Improve ROI of every compensation
reports
Analytics for improved visibility to
dollar spent
Predict attainment distributions &
compensation expenses
Incentive Compensation
Business Benefits for IT
CHALLENGES CAPABILITIES
VALUE
system? How long does a plan change take to implement? How well is the system documented or is it in a few heads?
How scalable is the system? Will
integrations
Increased accuracy & faster rollout
engine
Proven world class scalability &
performance
Replicate plans between instances Built upon EBS infrastructure
FAQs
EBS PeopleSoft HCM (certified 8.9 and beyond) Siebel CRM, PRM (v7.8 and beyond) Oracle Transportation Management
Is there delivered UPK content? Is there a SaaS offering available? What about compensating 3rd party sales? Who gets sales credit? What if my customers BI platform is NOT OBIEE? Can we still position analytics?
Q&A
Appendix
Operations & IT
Influen cer
Sales, Executives
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
"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
Build
Research users needs Design & code custom incentive plans Design & code custom data & application integrations Design & code custom reports for each audience Set up & maintain security Perform QA & performance testing Perform ongoing upgrades & modifications Manage for processing & payment errors Perform ongoing code extensions to support plan changes
Resour ces
Configure incentive plans Deliver test & production rollout Faster and easier to rollout plan changes No risk in adding new plans and more payees More accuracy of payments Easier administration and maintenance for IT
* Giga
Target Customers
All accounts with large direct or indirect selling channels comprised of employees and/or other 3rd party sales resources (partners, suppliers, resellers, or agents) Existing CRM Sales (EBS, SEBL, PSFT) customers who would like to align sales behavior with their corporate goals Existing HCM customers who are concerned about enhancing their Pay-forPerformance business strategy Existing FIN customers who are concerned about variably compensating Vendors & Suppliers via AP; supporting Royalty scenarios. All new customers and prospects looking for sales alignment and effectiveness Customers who have issues with:
Visibility into large sums of cash payouts for incentive-based programs Inability to account for variable compensation effectiveness Modifying comp plans based on strategy changes High cost of administration of homegrown solutions Flexible, automated incentive management that is visible on demand to sales roles Failure to consistently meet key performance sales targets & really understand why
Do you use variable compensation to influence sales behaviors? How do your compensation plans align with your companys business goals/objectives? What strategies do you use to keep your top performers? How effective are your sales incentive programs in driving sales behavior? How are your compensation plans handled (manually or automated system)? How is your sales hierarchy structured? Do you have direct and indirect credit receivers? How do you track and support commissions and payments to your external sales people? How accurate are your commission payouts? How simple is it to communicate sales compensation information to your salespeople?