Oracle Contract Management - PowerPoint

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					              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


This presentation 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 a purchasing decision.
 Business Challenges
      Increased Volumes
      • Identify & eliminate                                                            Customer Expectations
        redundant processes
                                                                                        • Accelerate contract negotiations
      • Eliminate manual work and
                                                                                        • Meet agreed upon deliverable
        administrative tasks
                                                                                          deadlines



                                              Trading                                    Trading
                                              Partner                                    Partner




        Revenue Protection
        and Generation
        • Prevent contract leakage
                                                                                        Compliance
                                                                                        • Adherence to tighter
        • Identify best opportunities to                                                  regulatory requirements
          generate new revenue                                                          • Avoidance of costly penalties

This presentation 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 a purchasing decision.
 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
                          “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




This presentation 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 a purchasing decision.
 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




This presentation 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 a purchasing decision.
 Contract Management Best Practices
 Leading 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




This presentation 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 a purchasing decision.
How Oracle
 Delivers
 Oracle’s Contract Management Solution

                                                                                                Standardize contract
                                                                                                 processes
                  Contract                       Tracking
               Administration                  Performance                                      Fulfill contractual
                 & Renewal
                                                                                                 obligations

                                                                                                Ensure contract
 Contract                            Contracts                                                   compliance
Execution &                          Repository
Compliance

                                                                   Establish                    Assess performance and
                                                                   Corporate
                                                                Contract Policies
                                                                                                 risk
                    Legal &
                   Business
                   Approval
                                       Standards based
                                        Authoring and                                           Identify new recurring
                                          Negotiation
                                                                                                 revenue opportunities

This presentation 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 a purchasing decision.
    Oracle Contract Management Products


    Procurement Contracts*                                               Maintain Finance HR
                                                                                                                         Projects
           Sales Contracts*                                      Service
                                                                                                     All Product,
          Service Contracts                                          Fulfill                          Customer,
                                                                                                      & Supplier
                                                                                                     Information
   DBI for Service Contracts                                                                                                            Develop
                                                                         Make
          Project Contracts                                                  Procure                                                  Market
                                                                                              Plan
                                                                                                               Order Sell

* New in 11i.10




    This presentation 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 a purchasing decision.
 Contract Terms Library
 Establish Organization-Wide Contract Standards

                                                       Contract Terms Library


            Legal




          Sales
      Organizations         Implement                   • Standard Clauses                      Enforce
                            • Best Practices                                                    • Adopt as-is
                            • Legal Requirements • Contract Templates                           • Localize
                            • Regulatory Policies
                                                                                                                       Business
        Government                                      • Contract Policy Rules                                         Units
        Regulations


                                Rich text formatting – bold, indent, bullet list
                                Manage global and country specific standards
                                Revision control and approval management


This presentation 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 a purchasing decision.
Negotiate and Author Contracts
Integrate Your Sales and Contracting Processes

   Contracts embedded in ‘Quote-to-Cash’ business flow
       One-time Orders    Author contract terms on quote, iStore
                          cart or sales order

      Sales Agreements    Author contract terms on blanket sales
                          agreement

       Releases Against   Enforce contract terms on sales orders
       Sales Agreement    released against a sales agreement




     Deploy organization-wide best practices Templates

     Authoring assistance for complex terms Contract Expert
  Contract Templates
  Proactively Enforce Policies and Business Practices


Standard Licensing                       Template: Standard formatted terms and conditions
Agreement
   Payment Terms                                 Section: Topical grouping of terms and conditions
         Fees & Taxes
         Non-payment Penalties                         Clauses: Legal terms and conditions text
         Early Payment Discounts

   Shipping
                                                     • Standard contract templates by sales type
         International Shipping
         Damages & Recovery
                                                     • Full revision control
         Limitation of Liability                     • Workflow based approvals
     .
     .
     .




 This presentation 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 a purchasing decision.
  Contract Expert
  Guided Authoring of Complex T&Cs

                               Contract Expert                                       Configurable rules drive terms
                                     Industry                                         selection for complex contracts
                                    Segment ?
                                                                                     Clauses default based on product,
                                                                                      customer, contract value etc.
                  Government                          Commercial

                           .                                                         Author high quality contracts with
                           .
                                                    Over $50,000?
                                                                                      minimal legal supervision
                           .


Customer Defined
   Questions                               No                                 Yes



                   Responses Drive                                    Add Clauses
                   Article Selection                                   •11234.687
                                                                       •12342.333
                                                                       •12231.998
 This presentation 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 a purchasing decision.
 Contract Document Management

                                                                                                                     Enforce approval
 Contract                                                                                          Approve           rules, track
   Admin                                                                                                             versions
                                        Scanned                 Contract
                                        Images                 Documents
                                                                                                                     Generate PDF
     Legal                                                                                                           documents
                                                                                                      Print


  Finance                                              Global
                                                                                                      Sign           Contract binding
                                                      Contract
                                                     Repository
    Senior
      Mgr
                                                                                                     Store           Global, secure
                                                                                                                     access




This presentation 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 a purchasing decision.
 Contracts Benefits

                    Process
                                                       Reduce ‘negotiate-to-contract’ time
             Standardization

                   Compliance
                                                       Ensure contractual obligations are met
                  Management

                            Contract
                                                       Provide secure, global access
                            Visibility

                          Risk
                                                       Manage contract exposure and risk
                    Assessment




This presentation 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 a purchasing decision.
 Oracle
 Sales
Contracts
 Oracle Sales Contracts
 Manage Contractual Customer Relationships

                                         Customer                              Contract Negotiation
                                          Inquiry /
                                        Opportunity               Propose               Negotiate              Customer
                                                                  Contract             Pricing, T&C           Acceptance
                    Sales Reps

                                                                          Contract
                                                                          Standards
                                                                                      Enforce Terms
                                                                   T’s&C’s            • Pricing
                       iStore                                      Library            • T’s&C’s              Blanket Agreement
                                                                                                               or Sales Order




                                        Order against
                                          Contract                                           Sales                Contract
                                                                    Quote
                                                                                             Order               Repository

                   Customers                                                     Order Automation

                                       *New in 11i.10, Prerequisite: Order Management or Quoting



This presentation 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 a purchasing decision.
 Contract Terms Library
 Establish Organization-Wide Contract Standards

                                                       Contract Terms Library


            Legal




          Sales
      Organizations         Implement                   • Standard Clauses                      Enforce
                            • Best Practices                                                    • Adopt as-is
                            • Legal Requirements • Contract Templates                           • Localize
                            • Regulatory Policies
                                                                                                                       Business
        Government                                      • Contract Policy Rules                                         Units
        Regulations


                                Rich text formatting – bold, indent, bullet list
                                Manage global and country specific standards
                                Revision control and approval management


This presentation 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 a purchasing decision.
Negotiate and Author Contracts
Integrate Your Sales and Contracting Processes

   Contracts embedded in ‘Quote-to-Cash’ business flow
       One-time Orders    Author contract terms on quote, iStore
                          cart or sales order

      Sales Agreements    Author contract terms on blanket sales
                          agreement

       Releases Against   Enforce contract terms on sales orders
       Sales Agreement    released against a sales agreement




     Deploy organization-wide best practices Templates

     Authoring assistance for complex terms Contract Expert
  Contract Templates
  Proactively Enforce Policies and Business Practices


Standard Licensing                       Template: Standard formatted terms and conditions
Agreement
   Payment Terms                                 Section: Topical grouping of terms and conditions
         Fees & Taxes
         Non-payment Penalties                         Clauses: Legal terms and conditions text
         Early Payment Discounts

   Shipping
                                                     • Standard contract templates by sales type
         International Shipping
         Damages & Recovery
                                                     • Full revision control
         Limitation of Liability                     • Workflow based approvals
     .
     .
     .




 This presentation 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 a purchasing decision.
  Contract Expert
  Guided Authoring of Complex T&Cs
                       Contract Expert                    Configurable rules drive terms
                                                           selection for complex contracts
                           Industry
                          Segment ?
                                                          Clauses default based on
                                                           product, customer, contract
            Government                Commercial           value etc.
                   .
                   .
                                                          Author high quality contracts with
                   .              Over $50,000?            minimal legal supervision

Customer Defined
   Questions                 No                    Yes



                                              Add Articles
        Responses Drive                        •11234.687
        Article Selection                      •12342.333
                                               •12231.998
 Contract Document Management

                                                                                                                     Enforce approval
 Contract                                                                                          Approve           rules, track
   Admin                                                                                                             versions
                                        Scanned                 Contract
                                        Images                 Documents
                                                                                                                     Generate PDF
     Legal                                                                                                           documents
                                                                                                      Print


  Finance                                              Global
                                                                                                      Sign           Contract binding
                                                      Contract
                                                     Repository
    Senior
      Mgr
                                                                                                     Store           Global, secure
                                                                                                                     access




This presentation 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 a purchasing decision.
 Sales Contracts Benefits

                    Process
                                                       Reduce ‘negotiate-to-contract’ time
             Standardization

                   Compliance
                                                       Ensure contractual obligations are met
                  Management

                            Contract
                                                       Provide secure, global access
                            Visibility

                          Risk
                                                       Manage contract exposure and risk
                    Assessment




This presentation 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 a purchasing decision.
Customer
 Success
A Few Contract Mgmt Customers…




BAE SYSTEMS
Demo
                         Q U E S T I O N S
                          A N S W E R S




This presentation 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 a purchasing decision.
Know More. Do More. Spend Less.