Incentive Industry specific Compensation cover image Match Manage

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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 • R 12 Updates • Demo Flow –Plan Administration: Match –Plan Execution: Manage –Reporting: Are you Motivating? Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 2

Incentive Management Reporting Create and Maintain Oracle Comp Plans Incentive Compensation Collect Data Calculate Payment (Payroll, A/P, Open API) 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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 3

Oracle Market Summary #1 in EIM 500, 000+ payees as of July 2006 (production) – La Poste – 30, 000 payees • Global market leader in EIM – British Telecom – monthly plans for 18, 000 agents – Nordstrom – quarterly targets & goals for 15, 000 – 180+ live customers managers; 40, 000+ total payees – 500, 000+ payees in production • Flexible and Scalable • Broad industry coverage incl. 400, 000+ payees currently implementing – JC Penney – 127, 000 Mfg/Tech, Retail, Telco, Fin Serv – Best Buy – 90, 000 • Global market momentum & references Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 4

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 People. Soft 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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 5

British Telecom – Telecommunications q Implementation details: – Live on 11 i (11. 5. 10) – BT uses Siebel in the call centre and People. Soft 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 q Hardware Sizing – 8 CPU box (HP) – 24 GB Memory Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 6

JC Penney - Retail q Implementation details: – Live on 11 i (11. 5. 10) – JC Penney uses People. Soft 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 q Hardware Sizing – 12 CPU box (IBM P 5) – 24 GB Memory Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 7

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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 8

Product History R 12: 11. 5. 8/9: § 11. 5. 6/7: § 11. 5. 3: § § 3 i & prior: § § Calculation formulas Incremental calculation Split transactions Mass transaction adjustments 1997 § § § Collection from Order Management Plan assignment by role Calculation for nonemployees Compensation groups Integration with Sales Pay groups Payment Plans 2000 11. 5. 4/5: § § § § Payables integration Income planner Collection filters Payment hold TBH resources Contract authoring/ap proval Comp Planning reports § § § § § 2001 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 2002 § § § 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 2003 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 11. 5. 10: § 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 2004 § Personalizable and extensible applications framework § Role-based business flows § 360º view of compensation plan and resources § Enhanced auditing capabilities § Multi-Org access control § HR Compensation Workbench integration § Task based plan creation UI 2006 10

R 12 Release Update • Superior ownership experience – – • Best application technology – – – • 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 360º View of Resources and Plans Enhanced auditing capability Adaptive, Meta-data driven UI XML-based reporting Export to Excel Total Compensation Visibility Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 11

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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential

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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential

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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential

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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 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 Copyright © 2006, Oracle. All rights reserved. Oracle & [customer] Confidential 21