Sie sind auf Seite 1von 43

© 2008 Oracle Corporation – Proprietary and Confidential 1

<Insert Picture Here>

Demantra Predictive Trade Planning Overview

Brian Hargraves
Senior Product Manager, Oracle Demantra Predictive Trade Promotion Planning
Safe Harbor Statement

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
products remains at the sole discretion of Oracle.

© 2008 Oracle Corporation – Proprietary and Confidential 3


Agenda

• Overview <Insert Picture Here>

• Trade Promotions
• Demantra Predictive Trade Planning
• Integrations
• Siebel CRM
• JD Edwards EnterpriseOne Integration
• Q&A

© 2008 Oracle Corporation – Proprietary and Confidential 4


Oracle Vision for Next Generation TM

Next Generation Trade Management Solution

Foundational TPM TPM Intelligence


End-to-End TPM
Improved Sales Performance
Management
• Funds Management • Predictive Volume Planning

• Volume Planning • Predictive Lift Modeling

• Promotion Planning • Advanced Account Planning

• Promotion Execution • Promotion Optimization

• Analytics and Reporting

• Deductions Management

© 2008 Oracle Corporation – Proprietary and Confidential 5


Siebel CRM + Demantra PTP
Siebel Demantra
Comprehensive End-to-End Advanced Planning for
CRM Solution Improved Sales Performance

• Trade Promotion Management (core) • Volume Intelligence


- Promotion Planning • Baseline Forecast generated by Demantra
- Promotion Execution and populated to existing Siebel baseline
- Fund Management structure
- Volume Planning
• Promotion Intelligence
• Deductions Management • Promotional Lift Coefficients generated by
• Retail Execution Demantra and populated to existing Siebel
lift factor structure
• Analytics and Reporting
• Planning Intelligence
• Marketing Resource Management • Advanced Account Planning
• Promotion Optimization
• Brand and Category Management
• Lift Decomposition
• Sales Force Automation
• Consumption and Shipment-Based
• Consumer Call Center Operations Planning

© 2008 Oracle Corporation – Proprietary and Confidential 6


Integration Architecture
Siebel CRM Oracle Data Integrator Demantra PTP

Base Tables Base Tables


Transform Transform
Extract Load

EIM Tables Staging Tables

• Utilize Oracle Data Integrator (ODI) for ETL (Extract, Transform,


Load) functionality
• Utilize Siebel EIM (Enterprise Integration Manager) for importing into
Siebel
• Utilize Demantra Integration Interfaces and Workflows for importing
and exporting with Demantra

© 2008 Oracle Corporation – Proprietary and Confidential 7


Integration Points: Reference Data

Account Planning Hierarchy

Product Planning Hierarchy

Promotion Status Master List (one-time setup)

Promotional Tactics Master List (one-time setup)

Pricing and Cost (future planning periods)


Siebel Demantra
Sales Activity
TPM PTP
Plan Master List

Promotions (initial historical load & on-going updates)

© 2008 Oracle Corporation – Proprietary and Confidential 8


Integration Points: Forecasting

Account Planning Hierarchy

Product Planning Hierarchy

Promotion Status Master List (one-time setup)

Promotional Tactics Master List (one-time setup)

Pricing and Cost (future planning periods)


Siebel Demantra
Sales Activity
TPM PTP
Plan Master List

Promotions (initial historical load & on-going updates)

Baseline Volume Forecast (future planning periods)

Promotional Lift Coefficients

© 2008 Oracle Corporation – Proprietary and Confidential 9


Integration Points: On-Going Updates

Account Planning Hierarchy

Product Planning Hierarchy

Promotion Status Master List (one-time setup)

Promotional Tactics Master List (one-time setup)

Pricing and Cost (future planning periods)


Siebel Demantra
Sales Activity
TPM PTP
Plan Master List

Promotions (initial historical load & on-going updates)

Baseline Volume Forecast (future planning periods)

Promotional Lift Coefficients

Promotions (current & planned - synchronized)

© 2008 Oracle Corporation – Proprietary and Confidential 10


Siebel / Demantra Use Options

• Demantra Predictive Trade Planning / Siebel Trade


Management
• Promotions can be maintained in either Siebel or Demantra
with results synchronized
• Promotion Optimization and Lift Decomposition done in
Demantra
• Siebel Trade Planning / Demantra Intelligence
• Promotion Planning done in Siebel
• Demantra in background
• Baseline volume forecast and lift factors generated by
Demantra and fed to Siebel

© 2008 Oracle Corporation – Proprietary and Confidential 11


Promotion Planning:
Siebel Only

• Process:
• Account Manager develops promotional plans in Siebel
• Demantra forecasted Baseline Volume is used for
Promotional Baseline Volume
• Demantra generated Lift Coefficients are used to simulate
promotions and predict incremental volume

© 2008 Oracle Corporation – Proprietary and Confidential 12


Start
Start
Login to Siebel

© 2008 Oracle Corporation – Proprietary and Confidential 13


Predictive Modeling
Predictive Modeling
Access Demantra
baseline forecasts
in Siebel

© 2008 Oracle Corporation – Proprietary and Confidential 14


Predictive Modeling
Predictive Modeling

Access Demantra Lift


Coefficients via Siebel
Simulation

© 2008 Oracle Corporation – Proprietary and Confidential 15


Promotion Planning:
Combined Siebel / Demantra

• Process:
• Account Manager develops promotional plans in Demantra or
creates in Siebel and sends to Demantra
• Executes Promotion Simulation in Demantra for “what-if”
analysis of various promotion scenarios
• Executes Promotion Optimization in Demantra to identify
optimal promotion based on identified goals and
constraints
• Views Lift Decomposition in Demantra to identify
cannibalization, pantry loading, and brand switching
• Finalizes planned promotions and selects for “Transfer To
Siebel”
• Account Manager adds deal-level details in Siebel and routes
planned promotions for approval

© 2008 Oracle Corporation – Proprietary and Confidential 16


Account Planning Launch Demantra for
Account Planning Advanced Account &
Scenario Planning

© 2008 Oracle Corporation – Proprietary and Confidential 17


Lift Decomposition
Lift Decomposition
Lift Decomposition generated in Demantra

© 2008 Oracle Corporation – Proprietary and Confidential 18


Promotion Optimization Promotion Optimization
Promotion Optimization accomplished in Demantra
based on business constraints

© 2008 Oracle Corporation – Proprietary and Confidential 19


Promotion Optimization Promotion Optimization
Promotion Optimization accepted and resulting event
sent to Siebel

© 2008 Oracle Corporation – Proprietary and Confidential 20


Agenda

• Overview <Insert Picture Here>

• Trade Promotions
• Demantra Predictive Trade Planning
• Integrations
• Siebel CRM
• JD Edwards EnterpriseOne Integration
• Q&A

© 2008 Oracle Corporation – Proprietary and Confidential 21


JDE E1 + Demantra PTP
JD Edwards
EnterpriseOne Demantra

Advanced Planning for


Comprehensive ERP Solution
Improved Sales Performance

• Customer & Item Master • Predictive Trade Planning


Maintenance - Baseline and lift forecasting
- Advanced Account Planning
• Sales Order Processing - Trade Funds Management

• Promotion Optimization
• Advanced Pricing
• Deduction & Settlement
• Financials
Management
• Accounts Receivable - Manage Deductions
- Process Claims
• Accounts Payable
• General Ledger • Supply Chain Applications
- Demand Management
- S&OP

© 2008 Oracle Corporation – Proprietary and Confidential 22


Integration Points & Process Flow
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Addressed by Demantra Demand Management Integration

© 2008 Oracle Corporation – Proprietary and Confidential 23


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

© 2008 Oracle Corporation – Proprietary and Confidential 24


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra

© 2008 Oracle Corporation – Proprietary and Confidential 25


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions

© 2008 Oracle Corporation – Proprietary and Confidential 26


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine

© 2008 Oracle Corporation – Proprietary and Confidential 27


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra

© 2008 Oracle Corporation – Proprietary and Confidential 28


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra
5. Load future promotional pricing from Demantra to E1

© 2008 Oracle Corporation – Proprietary and Confidential 29


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra
5. Load future promotional pricing from Demantra to E1
6. Process orders against new promotions in E1

© 2008 Oracle Corporation – Proprietary and Confidential 30


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra
5. Load future promotional pricing from Demantra to E1
6. Process orders against new promotions in E1
7. Load actual promotional spending and accruals from E1 to Demantra (includes current sales activity)

© 2008 Oracle Corporation – Proprietary and Confidential 31


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra
5. Load future promotional pricing from Demantra to E1
6. Process orders against new promotions in E1
7. Load actual promotional spending and accruals from E1 to Demantra (includes current sales activity)
8. Load Volume Forecast from Demantra to E1

© 2008 Oracle Corporation – Proprietary and Confidential 32


Integration Points & Process Flow - PTP
Customer Hierarchy

Product Hierarchy

Sales Activity (Historical and Current)


JDE Legacy
Demantra Client
Order List Pricing and Standard Costing PTP Promotion History
TPM
Mgmt
Promotional Pricing System
(Off-Invoice & Bill-Back Allowances)

Actual Promotional Spending/Accruals

Volume Forecast Addressed During Implementation

Flow:
1. Load master data and sales history from E1 to Demantra
2. Load historical promotions
3. Run forecasting engine
4. Plan future promotions in Demantra
5. Load future promotional pricing from Demantra to E1
6. Process orders against new promotions in E1
7. Load actual promotional spending and accruals from E1 to Demantra (includes current sales activity)
8. Load Volume Forecast from Demantra to E1

© 2008 Oracle Corporation – Proprietary and Confidential 33


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

© 2008 Oracle Corporation – Proprietary and Confidential 34


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.

© 2008 Oracle Corporation – Proprietary and Confidential 35


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.

© 2008 Oracle Corporation – Proprietary and Confidential 36


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).

© 2008 Oracle Corporation – Proprietary and Confidential 37


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).
4. Enter promotional payment claims into Demantra.

© 2008 Oracle Corporation – Proprietary and Confidential 38


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).
4. Enter promotional payment claims into Demantra.
5. Research and approve or deny claims in DSM. Includes splitting claims and linking claims to planned
promotional events.

© 2008 Oracle Corporation – Proprietary and Confidential 39


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).
4. Enter promotional payment claims into Demantra.
5. Research and approve or deny claims in DSM. Includes splitting claims and linking claims to planned
promotional events.
6. Load approved claims from Demantra to E1 Accounts Payable (initiates a payment request).

© 2008 Oracle Corporation – Proprietary and Confidential 40


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).
4. Enter promotional payment claims into Demantra.
5. Research and approve or deny claims in DSM. Includes splitting claims and linking claims to planned
promotional events.
6. Load approved claims from Demantra to E1 Accounts Payable (initiates a payment request).
7. When payment is issued, load payment confirmation from E1 A/P to Demantra (update claim to reflect
payment details in Demantra)

© 2008 Oracle Corporation – Proprietary and Confidential 41


Integration Points & Process Flow - DSM
Deductions
JDE A/R
Credit Memo / Write-Off / Chargeback

Demantra Manual
DSM Claims
Entry

Payment Requests
JDE A/P
Confirmation

Flow:
1. Load new invoice deductions from E1 Accounts Receivable to Demantra.
2. Research and approve or deny deductions in DSM. Includes splitting deductions and linking deductions to
planned promotional events.
3. Load approved and denied deductions from Demantra to E1 A/R (update disposition of originating
deduction in E1).
4. Enter promotional payment claims into Demantra.
5. Research and approve or deny claims in DSM. Includes splitting claims and linking claims to planned
promotional events.
6. Load approved claims from Demantra to E1 Accounts Payable (initiates a payment request).
7. When payment is issued, load payment confirmation from E1 A/P to Demantra (update claim to reflect
payment details in Demantra)

© 2008 Oracle Corporation – Proprietary and Confidential 42


© 2008 Oracle Corporation – Proprietary and Confidential 43

Das könnte Ihnen auch gefallen