Oracle Channel Management - PowerPoint PPT Presentation

About This Presentation
Title:

Oracle Channel Management

Description:

Disti. VAR. Systems. Integrator. Dealer. Those who sell for you require lots ... Auto-Accounting Details. After POS Import Revenue Automatically Reclassified ... – PowerPoint PPT presentation

Number of Views:2019
Avg rating:3.0/5.0
Slides: 48
Provided by: chris330
Category:

less

Transcript and Presenter's Notes

Title: Oracle Channel Management


1
Oracle Channel Management
Streamlining your partner-facing activities
Chris Kirby Principal Solution Consultant High
Tech 14 August 2007
2
Too many manual processes?
3
Dealing with Channel Conflict?
4
Lack of Partner Mind Share?
5
Partner Adoption Issues?
6
Where to find a solution?
7
The world with Oracle
8
Channel Complexity
Systems Integrator
OEM
VAR
End Customers
You
Dealer
Disti
9
Those who sell for you require lots of support.
  • Training (product and sales)
  • Ordering/sales management systems
  • Marketing air cover
  • Advertising support (co-op)
  • Selling support
  • Promotional programs (incl. pricing)
  • Logistics (delivery/expediting, parts, returns,)

10
Oracle Channel ManagementWhat drives your
partner relationships?
Systems / Tools
Qualified Leads
Cash Flow
Registrations
Rebates Special Pricing MDF Claims Incentives
Exclusivity and Discounts
Segment and Target Benefits
11
Oracle Channel ManagementPartner-Enable Your
Business
  • Recruit
  • Partner Registration
  • Program Invites
  • User Management
  • Manage
  • Partner Profiles
  • Contracts Entitlements
  • Partner Programs
  • Market
  • Communications
  • Funds Management
  • Promotions

Recruit
Sell
Monitor
Manage
Market
Workflow Automation
  • Sell
  • Lead Management
  • Special Pricing
  • Quoting Fulfillment
  • Monitor
  • Point-of-Sale / Inventory
  • Claims
  • Revenue Recognition

12
Consistent Selling Across ChannelsSeamlessly
Share Information with Key Participants
  • Your Organization
  • Collaborative team selling
  • Customer and contact intimacy
  • Revenue maximization
  • Effective channel conflict mgmt
  • Your Customers
  • Consistent, higher-quality experience across all
    channels
  • Self-service access and visibility to new
    products
  • Your Partners
  • Up-to-date information access
  • Consistently support best practices at all points
    of contact

Web Sales
  • Products
  • Prices
  • Configuration
  • Approvals
  • Quotes
  • Orders

Field Sales
Sales Channels
Collaboration Goals
Tele Sales
Partners
13
Collaborate Outside the OrganizationPartner
Dashboard Provide Automated Access and Visibility
Self-service access to electronic purchasing
View new leads
Register new deals to avoid conflict
Access latest news and notices
14
Channel Manager DashboardProvide Insight into
Partner Channel Activity
  • Key sales metrics and performance indicators
  • Comparisons to prior year / quarter
  • Links to workflow activities
  • Instant visibility to partner performance
  • YTD / QTD pipeline
  • Close rate
  • Access to transaction detail
  • Trade funds management

15
Partner ProfileProvide Insight into Partner
Performance
16
Partner Program ManagementDrive behavior with
partners
17
Partner Program Management
Benefits
  • Optimize channel partnerships through
    configurable program framework
  • Targeted partner programs to build partner
    loyalty and increase profitability
  • Improve efficiency through automated delivery of
    program benefits to partners

18
Guided Selling
Your Company
Partner
Browse Catalog
Guided Selling Rules
Benefits
  • Support guided selling across all sales channels
  • Enhance customer intimacy and one-to-one selling
  • Increase sales effectiveness across all channels
  • Accelerate new product introduction

Cross-Sells / Up-Sells
Configure Products and Services
Real-Time Feedback as Options are Selected
Add to Cart
PlaceOrder
19
Online StorefrontExpose product catalog and
pricing to partners
20
Online StorefrontRich content and complex
configuration capabilities
21
Registration Process
Partner
Your Company
Benefits
Review Registration
Create Registration Request
  • Reduce channel conflict
  • Gain visibility into indirect sales pipeline
  • Increase forecast accuracy
  • Build partner trust

Identify Similar Requests
Registration Approval
Notify of Approval
Opportunity Status Tracked
Partner Works to Close Deal
22
RegistrationsProactive Duplicate Identification
23
Special Pricing Management
Your Company
Partner
Benefits
Create Special Price Request
  • Respond quickly and intelligently to special
    pricing requests
  • Reduce cost through partner self-service
  • Link requests for the same end-customer deal to
    ensure legal compliance
  • Track liability in GL to ensure safe,
    conservative accounting

Identify Similar Requests
Approve Request
Notify of Approval
Close Deal
Submit Claim
Resolve Claim
Pay Partner
24
Special PricingStreamline special pricing
approval process
25
Special PricingEnsure valid claims through
enforcement of agreement terms
26
Partner Funds Management
Your Company
Partner
Benefits
Create Fund
  • Reduce cost of managing funds via partner
    self-service
  • Track liability in GL to ensure safe,
    conservative accounting
  • Ensure accurate partner incentive accruals and
    payouts
  • Measure results of marketing expenditures

Request channel marketing funds
Approve request
Submit marketing collateral
Approvecollateral
Conduct activity
Resolve Claim
Submit claim
Pay Partner
Receive payment
27
Lead Routing Process
Partner
Your Company
Benefits
Create Lead(via Marketing or Sales)
  • Ensure lead follow-up with flexible routing rules
  • Gain visibility into indirect sales pipeline
  • Increase forecast accuracy
  • Build partner trust

Qualify Lead
Convert toOpportunity
Route Opportunity to Selected Partner
Send Notification to Partner
Partner Accepts / Declines Opportunity
28
Lead Ranking Rules
29
Opportunity ManagementProvide Insight into
Partner Channel Activity
30
Opportunity ManagementProvide Insight into
Partner Channel Activity
31
Sales ForecastingProvide Insight into Partner
Channel Activity
32
Referral Management
Benefits
Your Company
Partner
Set up Referral Benefit
  • Commission-based referrals programs increase
    market reach
  • Build partner loyalty
  • Improve efficiency by automating referral to
    commission process
  • Increase commission accuracy and improve partner
    satisfaction

Attach Benefit to Program
Enroll into Partner Program
Review Referral
Submit Referral
Referral Approval
Order is Booked
Commission Acceptance
Pay Commission
33
Point-of-Sale / Claims
34
POS ManagementCapture and reconcile distribution
POS transactions
Component Supplier
Indirect Sale
Sale
DistributionChannel
End Customer
Import CleansePOS Data
Indirect Sales(POS) Data
XML, EDI E-Mail, Other
Validate compliance to special pricing agreements
Reconcile Claims
Credit Memo
Outputs
IndirectSalesData Table
Post to AR
Provide Incentive to Distribution Channel
35
Integration with ReceivablesStreamlines Ship
Debit Reconciliation Process
  • Pricing Authorization Number
  • Reference
  • Reason

Identify discrepancies to special pricing
agreements
Receive debitmemos from distributor
Create andassign claims
Researchand approve
Createand applytransactions
Adjust AccountsReceivable
Settle Claims
Close claims with transaction numbers
36
Inventory Tracking /Revenue Recognition
37
Revenue Flow
Order Management Trade Management Receivables
38
Channel Inventory TrackingGain Visibility into
Channel Inventory and Throughput
Track channel inventory down to the product level
Track inventory throughput
View channel inventory by account
39
Revenue Flow
Auto-Accounting Details
1
Initial Stocking Order Revenue Automatically
Deferred
40
Revenue Flow
POS Import
2
Sell-through information tracked
41
Revenue Flow
Auto-Accounting Details
After POS Import Revenue Automatically
Reclassified
After POS Import Revenue Automatically
Reclassified
3
42
Oracle Business IntelligenceEnterprise Edition
43
Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
44
Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
45
Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
46
Insight into Action Oracle Business
Intelligence Revenue, Margin, Pricing Visibility
47
Summary of Benefits
  • Improve channel performance and profitability
  • Reduce channel support costs
  • Increase visibility into partner activity
Write a Comment
User Comments (0)
About PowerShow.com