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Know More. Do More. Spend Less.

Oracle Contract Management. Know More. Do More. Spend Less. January 24, 2006 Monica Loomis, Senior Sales Consultant. Oracle Contracts Overview Agenda. Business Challenges Solution Overview Sales Contracts Customer Success Demo Q&A. Trading Partner. Trading Partner.

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Know More. Do More. Spend Less.

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  1. OracleContractManagement Know More. Do More. Spend Less. January 24, 2006 Monica Loomis, Senior Sales Consultant

  2. Oracle Contracts Overview Agenda • Business Challenges • Solution Overview • Sales Contracts • Customer Success • Demo • Q&A

  3. TradingPartner TradingPartner Revenue Protectionand Generation • Prevent contract leakage • Identify best opportunities to generate new revenue Business Challenges • Increased Volumes • Identify & eliminate redundant processes • Eliminate manual work and administrative tasks • Customer Expectations • Accelerate contract negotiations • Meet agreed upon deliverable deadlines • Compliance • Adherence to tighter regulatory requirements • Avoidance of costly penalties

  4. “Managing contracts is nothing new – what is new is their complexity. Fortune 1000 companies have [on average] 20,000 to 40,000 contracts. Companies spend approximately 50 basis points of their revenues to manage their contracts, which can be reduced 20-50% using contract management software.- Jamie Friedman, Global Equity Research Contract Management Challenges • Collaborative contract development • Increasing contract volume and complexity • Secure, global access to electronic contracts • Compliance with contract terms • Performance analysis for re-negotiations • Risk management and mitigation strategies

  5. Why Contract Management Matters Operating & Processing Costs 10-30% Contract Negotiation Cycle Time 50% Volume of Erroneous Payments 75-90% Additional (New) Contract Revenue 1-2% Renewal Revenue 30% Compliance with Regulatory Guidelines 90-100% Source: Goldman Sachs, Global Equity Research

  6. Contract Management Best PracticesLeading Business Trends • Corporate governance and global contract policies • 100% electronic document management • Embed contracting in sales & procurement processes • Flexible options for consolidated billing • Proactive renewal and termination management

  7. How OracleDelivers

  8. Contract Administration & Renewal Tracking Performance Contract Execution & Compliance Contracts Repository Establish Corporate Contract Policies Legal & Business Approval Standards based Authoring and Negotiation Oracle’s Contract Management Solution • Standardize contract processes • Fulfill contractual obligations • Ensure contract compliance • Assess performance and risk • Identify new recurring revenue opportunities

  9. Finance Maintain HR Projects Procurement Contracts* Sales Contracts* Service Contracts DBI for Service Contracts Project Contracts Service All Product,Customer, & SupplierInformation Fulfill Develop Make Procure Market Plan Sell Order Oracle Contract Management Products * New in 11i.10

  10. Legal SalesOrganizations Business Units Government Regulations Contract Terms LibraryEstablish Organization-Wide Contract Standards Contract Terms Library • Enforce • Adopt as-is • Localize • Implement • Best Practices • Legal Requirements • Regulatory Policies • Standard Clauses • Contract Templates • Contract Policy Rules Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management

  11. Author contract terms on quote, iStore cart or sales order Author contract terms on blanket sales agreement Enforce contract terms on sales orders released against a sales agreement One-time Orders Sales Agreements Releases Against Sales Agreement Negotiate and Author ContractsIntegrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow Templates Deploy organization-wide best practices Contract Expert Authoring assistance for complex terms

  12. Contract TemplatesProactively Enforce Policies and Business Practices Template: Standard formatted terms and conditions Standard Licensing Agreement Payment Terms Section: Topical grouping of terms and conditions Fees & Taxes Clauses: Legal terms and conditions text Non-payment Penalties Early Payment Discounts Shipping • Standard contract templates by sales type • Full revision control • Workflow based approvals International Shipping Damages & Recovery Limitation of Liability ...

  13. Contract Template Draft Contract Contract ExpertGuided Authoring of Complex T&Cs • Configurable rules drive terms selection for complex contracts • Clauses default based on product, customer, contract value etc. • Author high quality contracts with minimal legal supervision Contract Expert IndustrySegment ? Government Commercial ... Over $50,000? Customer Defined Questions No Yes • Add Clauses • 11234.687 • 12342.333 • 12231.998 Responses Drive Article Selection

  14. ScannedImages Contract Documents Enforce approval rules, track versions ContractAdmin Approve Generate PDF documents Global ContractRepository Legal Print Contract binding Finance Sign Senior Mgr Global, secure access Store Contract Document Management

  15. Contracts Benefits ProcessStandardization Reduce ‘negotiate-to-contract’ time Compliance Management Ensure contractual obligations are met ContractVisibility Provide secure, global access Risk Assessment Manage contract exposure and risk

  16. Oracle Sales Contracts

  17. iStore Sales Reps Oracle Sales ContractsManage Contractual Customer Relationships Contract Negotiation CustomerInquiry /Opportunity ProposeContract Negotiate Pricing, T&C CustomerAcceptance ContractStandards • Enforce Terms • Pricing • T’s&C’s T’s&C’s Library Blanket Agreement or Sales Order Quote SalesOrder Order against Contract ContractRepository Customers Order Automation *New in 11i.10, Prerequisite: Order Management or Quoting

  18. Legal SalesOrganizations Business Units Government Regulations Contract Terms LibraryEstablish Organization-Wide Contract Standards Contract Terms Library • Enforce • Adopt as-is • Localize • Implement • Best Practices • Legal Requirements • Regulatory Policies • Standard Clauses • Contract Templates • Contract Policy Rules Rich text formatting – bold, indent, bullet list Manage global and country specific standards Revision control and approval management

  19. Author contract terms on quote, iStore cart or sales order Author contract terms on blanket sales agreement Enforce contract terms on sales orders released against a sales agreement One-time Orders Sales Agreements Releases Against Sales Agreement Negotiate and Author ContractsIntegrate Your Sales and Contracting Processes Contracts embedded in ‘Quote-to-Cash’ business flow Templates Deploy organization-wide best practices Contract Expert Authoring assistance for complex terms

  20. Contract TemplatesProactively Enforce Policies and Business Practices Template: Standard formatted terms and conditions Standard Licensing Agreement Payment Terms Section: Topical grouping of terms and conditions Fees & Taxes Clauses: Legal terms and conditions text Non-payment Penalties Early Payment Discounts Shipping • Standard contract templates by sales type • Full revision control • Workflow based approvals International Shipping Damages & Recovery Limitation of Liability ...

  21. Contract Template Draft Contract Contract ExpertGuided Authoring of Complex T&Cs • Configurable rules drive terms selection for complex contracts • Clauses default based on product, customer, contract value etc. • Author high quality contracts with minimal legal supervision Contract Expert IndustrySegment ? Government Commercial ... Over $50,000? Customer Defined Questions No Yes • Add Articles • 11234.687 • 12342.333 • 12231.998 Responses Drive Article Selection

  22. ScannedImages Contract Documents Enforce approval rules, track versions ContractAdmin Approve Generate PDF documents Global ContractRepository Legal Print Contract binding Finance Sign Senior Mgr Global, secure access Store Contract Document Management

  23. Sales Contracts Benefits ProcessStandardization Reduce ‘negotiate-to-contract’ time Compliance Management Ensure contractual obligations are met ContractVisibility Provide secure, global access Risk Assessment Manage contract exposure and risk

  24. Customer Success

  25. BAE SYSTEMS A Few Contract Mgmt Customers…

  26. Demo

  27. Q & Q U E S T I O N S A N S W E R S A

  28. Know More. Do More. Spend Less.

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