Oracle Trade Management

Agenda
Oracle Trade Management Overview
Customer Success
Roadmap

Oracle Trade Management

Overview

The Business of Trade Management

Establishing
Quotas
Understanding
The Impact

Allocating
Budgets

Resolving
Customer
Issues

Account
Planning

Manage
Indirect Sales
Channel
Compliance
Monitoring

Promotion
Planning
Plan
Execution

Oracle Trade Management

Functionality
Key
Account

Integrated
Promotion

Management

Execution

Claims &
Deductions

Indirect
Sales
Processing

Settlement

Collaboration - Integration - Visibility

Enterprise Integration

Advanced Pricing
Inventory

Supply Chain
Marketing

Financials
TCA

Key Account Management

Process
Budget

Execute

Allocate sales volume by account/product

Communicate plans to accounts

Fund budgets for targeted use

Create & approve offer

Apply to order management

Budget

Plan

Execute

Monitor

Measure & Improve Sales Performance

Plan

Monitor

Set & allocate sales budget

Monitor actual sales vs quota / target

Create account plan

Monitor actual ROI

Forecast volume and ROI

Capture retail & competitive pricing

Monitor retail performance

Budget Management
Need

Results

Flexible process to create

and manage budgets and
track liabilities

Target trade funds to

specific products, regions,
channels, geographies, &
customers through Budget
Eligibility
Minimize financial risks
through continuous tracking
of fund balances

Solution
Fixed/Fully Accrued Budgets
Fund Allocation and
Budgeting based on Eligibility
Adjustments
Automatic/Manual

Account Manager Dashboard

Need

Results

Sales force automation tool

that provides account
planning, monitoring, &
analysis

360o view of customer

Proactively manage
expectations
Increased sales efficiency
and effectiveness

Solution

Account planner
Promotion evaluations
Promotion forecasting
Sales & order tracking
Retail monitoring

Account plan

Key Account Management

Features

Account Manager Dashboard

Current Order Status
Quota and Budget Allocation
Sales Performance Analysis
Evaluation of Offers
Retail Monitoring
Budget by Product, Brand,
Customer, Territory
Fixed Budgets
Fully Accrued Budgets with
Accrue to Customer or Sales
Threshold to Monitor Usage

Checkbook Views
Drilldown to Orders from
Checkbook
View of Current and Potential
Liabilities
Promotional Accrual/Rebate
Tracking
General Ledger (GL) Integration
for Accrual/Rebate
Option to Post Off-Invoice
Discounts to GL
Account Generator Workflow

Integrated Promotion Execution

Process
Create

Execute

Financials

Accruals & Off Invoice

Validate eligibility

Full accounting

Volume offers

Price sales orders

GL integration

Scan data

Calculate accruals &

discounts

Create

Approve

Execute

Track

Financials

Align, Automate, Analyze All Business Areas.

Approve

Track

Approval routing

Track orders

Budget controls

Monitor liabilities
Manage expenditures

Trade Promotions
Need
Ability for account managers to
create effective and flexible
promotions and track
performance and ROI
Solution
Comprehensive Offer and
Discounts Types
Promotion Forecasting and
Versioning
Record and Track Customer
Performance Commitments
Checkbook Views of Promotional
Spend

Results
Improve account and
promotion profitability
Minimize deductions and
invoice errors
Track liabilities in real-time

Promotion Execution
OFFER TYPES
Off-invoice

Budgets

Accrual
Terms Upgrade
Promotional Goods
Lump Sum

Accounting

Scan Data
Volume
Order Value
Trade Deal
Net Accrual

Order
Management

General Ledger

Integrated Promotion Execution

Features

Offer Evaluator
Offer Worksheet
ROI Calculator
Forecasting
Oracle Integration

Oracle Advanced Pricing

Oracle Order Management
Oracle General Ledger
Oracle Receivables
Oracle Payables
Oracle Inventory
Oracle Partner
Relationship Management
Oracle Marketing

Historical Evaluation of
Offers
Budget Validation
Volume Based Performance
Validation
Comprehensive Support for
Promotion Types
Off-Invoice Discount
Volume Accrual/Rebate
Lump Sum Payments
Buy-One-Get-One-Free
Net Sales Accrual
Terms Upgrade
Order Value Discount

Indirect Sales Management

Process
Import

Validate & Compute

Monitor

XML Gateway

Chargeback

WebADI for flat files

Special Pricing

Generate outbound XML

messages for disputes
Allow re-submissions and
corrections
Monitor indirect inventory

3rd Party Accrual

Price Difference
Advanced WAC & Inventory Validations

Import

Cleanse
Data

Validate &
Compute

Pay

Monitor

Align POS Management with Other Enterprise Processes.

Cleanse Data

Pay

Check data completeness

Associate or create accruals

Map & convert distributor data to

internal data structure
DQM integration

Pay by check or credit

Indirect Sales Management

Need
Import & validate high volumes of
complex indirect sales data
Solution
Import by XML or flatfile
DQM integration
Support of various processes

Results
Reduced time & resources
More accurate payments
Providing solid data foundation for
further analysis
Superior support of the distribution
channel

Charge-backs
Special pricing
Third party accrual
Price difference

Manufacturer

DIRECT
SALES

Distributor

INDIRECT
SALES

Retailer

Indirect Inventory Tracking

Need

Results

Track inventory of

Reduced time & resources

customer / distributor to
support business processes
or analysis

Solution

Automated tracking of

inventory in and inventory

out
Tracking by customer,
product and time
Flexible adjustments

in tracking data
Validate partner claims
Providing solid data
foundation for further
analysis

Chargeback Processing
Need
Results
Import & validate high volume
Reduced time & resources
of complex chargeback
Validated calculations
transaction data in managing
More accurate payments
distributors / wholesalers
Solution
3. Distributor Charges
Configurable price list to
back $40 ($100-$60)
capture end customer
agreements
Manufacturer
Buying group support 1
ManufacturerRetailer
. 1. Manufacturer-Distributor
Agreement- $60
WAC validation
Agreement $100
2. Retailer buys at $60
Inventory validation
Distributor

Retailer

Third Party Accruals

Manufacturer
2.

Distributor

ManufacturerCustomer
Promotion

1. Distributor sells to
Customer

Customer

Indirect Sales Management

Features

POS Data Management

Chargeback Submission
Third Party (End Customer)
Accrual
Customer/Partner Inventory
Tracking by Product and Time
Price List Validations

Customer and Product

Eligibilities
Effective Dates of
Agreement
Customer Invoices
Acquisition Cost
Customer Inventory Level

Special Pricing (Ship &

Debit) Validation
Tolerance Threshold by
Customer
Duplicate Submission
Checking
Payment by Check or Credit
Outbound Dispute Report
Data Quality Management
EDI and XML Data Support

Claim & Deduction Settlement

Process
Create

Research

AR integration for deduction /

overpayment
Claim / debit claim in TM

Promotional accrual search

Convert customer reason

Create

Resolve

Settle by check, credit,

debit, charge-back, write Duplicates & Splits
off
Task template / notes / attachments
Adjust receipts & invoices
360 deg view of customer
Post to GL for
promotional claims

Assign

Research

Approve

Resolve

Monitor Days Outstanding, Analyze Root Causes.

Assign

Approve

Assign owner and team member by Configurable approval rules

Territory customer, geography,
claim type / reason
By API

Claims and Deduction Management

Need

Results

Minimize claims processing

costs and increase customer
satisfaction

Best of breed auto-resolution

Minimize the cost/ time required
to clear deductions
Identify invalid claims
Reduce days outstanding
Efficiently process promotional
payments and deductions

Solution
Claim Types/Reasons
Task Management
Research
Claim Aging
Claim Splits
Claims Settlement/Autoresolution
AR integration

Claim & Deduction Settlement

Features

Support for All Claims Claim,

Deduction, Debit Claim,
Overpayment
Full Deduction Management
Payment of Promotional Claim
and Deduction by Check or
Credit
Buying Group Accrual/Rebate
View
Deduction Settlement by
Credit, Write-Off, Chargeback
Automatic Write-Off Threshold
by Customer
Lockbox Integration

Handling Subsequent Receipt

for Invoices
Autopay
Netting of Overpayments and
Deductions
Customer Reason Code
Mapping
Mass Claim Settlement
Pay over Earnings by
Thresholds
Promotional
Payment/Customer Balance
Summary View
Related Customer Support

Oracle Trade Management

Account Manager
Dashboard
Sales Quota
Management

Indirect Sales
Management

Budget Management

Oracle E-Business Suite

Claims & Deduction

Settlement

Oracle Trade Management

Customer Success

TM Customers in All But 2 Continents!

Oracle Trade Management Customers

Total Customers: 61
By Industry

Automotive Utilities
Life Sciences
3%
3%
8%

23 in Consumer Goods
High Tech
15 in High Tech
25%
14 in Industrial Mfg
5 in Life Sciences
Industrial
2 in Automotive
Manufacturing
23
2 in Utilities
%

Consumer
Goods
38%

Oracle Trade Management Customers

High Tech Industry

Oracle Trade Management Customers

Industrial Manufacturing Industry

Key Takeaways
True Sales Force Automation for iterative
selling process
Solution is more than just TPM

Spans departments and user roles including

marketing, sales, partner management, claim &
deduction management, indirect sales
management

Winning competitive deals vs. best of breed

and suite players

Oracle Trade Management