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Transcript of Contracts Enhancements
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OAUG Contracts SIG Meeting
Host: Mohan Dutt, VeriSign Inc
SIG Chair: Chiranjib Sarkar, Quantum Corporation
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Agenda
OAUG Announcements
Contracts SIG Charter & History
erv ce on rac s p a e - usan erRamesh Iyer, Oracle Corporation
Introducing Fusion Contracts Vijay Rajkumar,
Oracle Corporation Q&A
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OAUG Announcements
OAUG Appreciation Reception will be held onWednesday, September 22nd from 6-8pm at theWeinstein Gallery, 301 Geary Street (at Powell, UnionS uare . This event is s onsored b IBM. Please visit
the OAUG kiosk, Moscone West Level 2, to obtainyour wrist band for entry.
Visit the OAUG kiosk, Moscone West Level 2, to
learn more about the comprehensive memberbenefits offered by OAUG. Register for your chanceto win an iPad through iPad-A-Palooza!!!
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Contracts SIG Charter & History
Contracts SIG covers mainly Oracle E-Business SuiteContracts related modules.
Currently SIG has 385 OAUG members & 279 LinkedInmembers.
SIG Charter and History: Formed in 2004 and for more details visit
http://contractsig.oaug.org
Winner of OAUG Certificate of Distinction in 2007 & 2009
Plan for 2010-2011 Work more on web conferences
Form next Contracts SIG Board
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The following is intended to outline our general
product direction. It is intended for informationpurposes only, and may not be incorporated into anycontract. It is not a commitment to deliver anymaterial, code, or functionality, and should not be
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relied upon in making purchasing decisions.The development, release, and timing of anyfeatures or functionality described for Oraclesproducts remains at the sole discretion of Oracle.
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Oracle EBS Contracts Development Update
Ramesh IyerDirector Development
Susan FlierlProduct Strategy Director
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WHAT A family of contractapplications designed to author and
manage the lifecycle of all contracttypes
HOW Deployed integrated with order-to-cash and procure-to-pay flows or as
ProjectContracts
ServiceContracts
SalesContracts
ProcurementContracts
Oracle Contract Lifecycle Management
8
standalone application
RESULTS - Improve visibility of allbusiness agreements, reduce contractcycle time, and manage risks Contract Repository
*Standalone product coming soon
ContractTermsLibrary
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R12 Momentum
25
30
3540
Number of EBS Service Contracts customerswith bugs logged on R12+ releases
9
0
5
10
1520
R12 R12.1
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How to get there
ServiceContracts
Core
SalesContracts
Contract*
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R12.1R12R11i10R11i9R11i8R11i7
ProcurementContracts
* Contracts Repository included in Sales & Procurement Contracts license
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Uplift renewal rates
Improved customer experience with Flexible Assignment Rules forCustomer Communication Templates and Online Acceptance PortalEnhancements
Faster renewal cycle times with Service Contracts AdministrationWorkbench
Improved renewal rate analysis with Service Line and Covered LevelCancellation
Oracle Service ContractsR12 & R12.1 Release Overview
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Reduce financial risk Standardize customer coverage with Standard Coverage Definition
Improve revenue recognition compliance with Partial Period RevenueRecognition and Defer Revenue for Customer Acceptance Contingencies
Secure customer payment information with Credit Card SecurityStreamline contract administration
Provide global contract administration tools with Multi-Org Access Control
Improved service contract visibility when managing customers assets
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R12 Standard CoverageDescription
Define Standard Coverage terms for a service Service line references a Standard Coverage definition
Coverage terms are no longer instantiated for every service line
Customize coverage to meet specific customer needs Coverage can be instantiated for a service line on a contract
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Quickly roll out changes to coverage policies to all contracts Changes to coverage terms are immediately visible
to all contracts referencing the standard coverage
to new contracts New coverage policies in effect for new contracts
only Changes to standard coverage policies are not reflected in instantiated
coverage terms
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R12 Standard Coverage
Benefits
Easy to roll out policy changes Contract coverage that references a standard definition can easily
be changed to suit policy changes
Roll out to all affected contracts is carried out implicitly
Creation of new offerings is easy
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offerings
Improves performance Actions such as copy & renew perform better for standard coverage
since records are no longer needlessly stored against each contractline
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Standard Coverage
Press Customize to updatecoverage terms for the contract
Coverage Details Form
Customizing Coverage for a Service Line
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Standard checkbox isunchecked & Reapply Standardbutton is enabled after coverageis customized for a service line
Authoring Form Effectivities tab
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R12 Administrator WorkbenchDescription & Benefits
A configurable workbench that enables sales reps to easily trackprogress of open service contracts Notifications Bin: Allows users to view their workflow notifications
Simple and Advanced Search: Allows users to quickly search forrenewal and new contracts
Shortcuts: Administrators can use the workbench for other activitiessuch as authoring new contracts
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Seeded Bins: Workbench has been seeded with bins that enableusers to view contracts in various stages of negotiation
Administrator Actions: Available from the My In Process ContractsBin that allow the administrator to take actions on selected contracts
Increases Contract Administrator efficiency by providing a single
place to view and act on in-process contracts Improves usability through consolidated, personalizable views of
contracts in-process, and drilldowns to contract details
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R12 Administrator WorkbenchBenefits
Increases Contract Administrator efficiency by providing asingle place to view and act on in-process contracts
Improves usability through consolidated, personalizable viewsof contracts in-process, and drilldowns to contract details
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R12 Service Contracts Administration Workbench
Quick search for your new and renewal contracts
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Displays your open contracts
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R12 Service Contracts Administration Workbench
Personalized view of a service sales reps contracts
Managerenewals pipeline
Update status
and forecast data
Launch contractsto Online portal
Mass update
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capa es
Email/print quote
Enable/DisableReminders
Run QA Check
Submit for
Approval
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Quantity Split
QuantityIncrease
View ImpactedContracts for
When updating an item instance, the
user can review Impacted Contracts
R12 Usability Enhancements
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QuantityDecrease
Termination &Reinstatement
Transfer
Installationdate change
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Tips from Oracle Development
R12 Auto-renewal can take a long time to run if all your
contracts expire on the same day (e.g. at the end of theyear)
Suggested workaround: Set conditions for when the contractwill get picked up for auto-renewal (create rules which break
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Use judgment in the number of lines and sub-linesthat you group into a single contract
Creating a single service contract per customer with 1,000s
of lines some of which 10,000s of sub-lines can createperformance issues
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Performance Improvements
11i10 Eliminated Rules architecture - to improve performance for
contracts with large number of lines and sub-lines
For contract copy, renewal and termination for contracts withlarge number of lines and sub-lines
R12
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Standard Coverage store reference to coverage templateinstead of replicating coverage information on every serviceline
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Post 12.1 Update
Procurement, Sales & Repository Contracts Import clauses created/edited in Word
MS Word 2007 support
Additional section defaulting capabilities for Contract Expert *
System Variables for Complex Acquisitions *
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Amendment Specific Sections * Service Contracts
Configurable support for PA-DSS
* Currently available only with CLM for Public Sector
Proprietary and Confidential. Copyright Oracle Corporation, 2009
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Post 12.1.3 Contracts Development
Proposed Roadmap
Service Contracts Performance Improvements
Pricing, Repricing, Manual Renewal
Date Assembler & Auto Renewals Processing Usability Enhancements
Profile to view service description/service name in authoring,entitlement and install base flows
23Proprietary and Confidential. Copyright Oracle Corporation, 2009
Service Contracts Workbench: Additional search/result attributes
Integration enhancements
Service Contracts Import Enhancements usage, tangiblesubscriptions, partially billed service contracts, update contract
Additional integration enhancements
Revenue Recognition Enhancements Improved Credit Amortization for Contracts authored in Service contracts
form that leverage Summary Billing
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Credit Amortization for Summarized Billing
Worked ExampleService line worth $3600 covering 3 products (sublines) for a year billed in advance for the entireyear tied to an accounting rule that recognizes revenue equally over 12 months. The productscontribute equally ($1200 per product/subline) to the service line amount. Service line is billed insummary.
Subline 1 partially terminated midway through the subline effectivity with credit amount as $600.Subline 2 fully terminated (terminated on the start date of the subline) with credit amount as $1200.
Revenue Distribution
Jul- Au - Se - Oct- Nov- Dec- Jan- Feb- Mar- A r- Ma - Jun-
Current Behavior
24Proprietary and Confidential. Copyright Oracle Corporation, 2009
Instrument 10 10 10 10 10 10 11 11 11 11 11 11
Original Invoice ($3600) 300 300 300 300 300 300 300 300 300 300 300 300Credit Memo ($600) for
subline 1 (300) (300)
Credit Memo ($1200) for
subline 2 (300) (300) (300) (300)
Revenue Distribution
Instrument Jul-10
Aug-
10
Sep-
10 Oct-10
Nov-
10
Dec-
10
Jan-
11
Feb-
11
Mar-
11
Apr-
11
May-
11
Jun-
11
Original Invoice ($3600) 300 300 300 300 300 300 300 300 300 300 300 300
Credit Memo ($600) for
subline 1 (100) (100) (100) (100) (100) (100)
Credit Memo ($1200) for
subline 2 (100) (100) (100) (100) (100) (100) (100) (100) (100) (100) (100) (100)
New Behavior
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Post 12.1.3 Contracts Development
Proposed Strategy for Roadmap
Procurement, Sales Contracts & Repository Contracts
Support 2-way synchronization for contracts with clauses imported fromword
Emphasize enterprise contract management Single contract repository ability to manage and search on all EBS
and external source contracts
Visibility to deliverables and expiring contracts regardless of
25Proprietary and Confidential. Copyright Oracle Corporation, 2009
source o e con rac
Ability to import contracts from other systems - API to create standalonecontracts
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Streamline the entire acquisition process Enable intelligence-driven decision making
Ensure accountability and transparency
Introducing Oracle Contract Lifecycle Management for
Public Sector (CLM)
Oracle Contract Lifecycle Management for Public Sector is the integratedacquisition management solution that transforms government procurement
E
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CLM Sessions at OpenWorld:
S317187 : Implementing Contract Lifecycle Management for Federal Procurement
S318025 : Contract Lifecycle Management for Public Sector
Demonstration available in the E-Business Suite Demo Grounds: Kiosk S-86 & S-87: Moscone South
I
Close-out
Post-AwardAwardOffer
EvaluationSolicitation
Pre-Solicitation
FedBizOpps ORCA FPDS-NG CCR & EPLS
PurchaseRequest
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Fusion Enterprise Contracts SIG Update
Vijay RajkumarSenior Director, Fusion Contracts Strategy
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Fusion Enterprise Contracts
ECM BaseECM BaseECM BaseECM Base
Fusion Contracts is an enterprise-wide solution that automates the
lifecycle of all types of contractual agreements
Fusion Contracts is an enterprise-wide solution that automates the
lifecycle of all types of contractual agreements
Contract lifecycle management
Consolidated repository and search Standards-based T&Cs authoring Redlining with MS Word Document management Deviation and clause usage reporting
Contract lifecycle management
Consolidated repository and search Standards-based T&Cs authoring Redlining with MS Word Document management Deviation and clause usage reporting
ProcurementProcurement Sales*Sales*ProjectsProjects Service*Service*
Project execution tracking
Billing and revenue mgmt Subcontractor mgmt
Project execution tracking
Billing and revenue mgmt Subcontractor mgmt
Master agreements
Integration to Purchasing Track spend
Master agreements
Integration to Purchasing Track spend
Pricing agreements
Enforce pricing on orders Track fulfillment
Pricing agreements
Enforce pricing on orders Track fulfillment
Coverage & subscriptions
Billing and revenue mgmt Entitlements & renewals
Coverage & subscriptions
Billing and revenue mgmt Entitlements & renewals
*Post V1 deliverable
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Current E-Business Contracts Footprint
OrderManagement
Sales /
Quoting
CRM Service
Sales
Contracts
Sales Agreements and
Sales Orders with
T&Cs
Sell Product & Service
Service Component
Sell Project & Product
ManualManual
Contract
Repository
Visibility across all
Enterprise
Contracts
ro ect
Contracts
erv ce
Contracts
GL AR
Purchasing /
Buy Contracts
AP
Entitlements
Billing
Invoices
Revenue
Sub-contractor
flow / Buy-side
Billing
Invoices/
RevenueProject
Billing
Revenue
Project
Costing
Install Base
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Enterprise
ContractsFinancialsCRM
Invoice,Revenue
CreateContract
Fusion Enterprise Contracts Footprint
Contract Admin /Sales Rep
Service
ExecutionSupply Chain,
LogisticsProjects
EntitlementsMfg, Shipping,
Procurement
Funding,
Execution
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Enterprise Contracts Concepts
Contract Types User-defined (e.g. Fixed price consulting agreement, service contract, cost-
plus research agreement, equipment lease agreement) Specifies intent (sell vs. buy)
Line types that will be sold or purchased Line type drives the overall UI
Contract Line Types
Project-based item, ext. warranty, goods, price-hold, subscription, usage,lease, etc. Line type determines the information captured for the line and the
downstream execution
System Variables
Structured information (business terms) to be used in printing, defining policyrules, approval rules etc.
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Implementing Enterprise Contracts
Single Contract
Repository
Standards-based
Authoring
Execution
Compliance
Features
Multiple contract types
Store all contracts in a single, secure
searchable repository
Search based on attributes and text
Automate approvals
Features
Library of standard clauses, policy
rules and templates
Wizard based authoring tool (Expert)
Deviations reporting
Redlining with MS Word
Features
Billing & revenue mgmt
Pricing and commitment enforcement
Service entitlement verification
Advanced renewal management
Contract Analytics (profitability,
Manage renewals
Visibility in customer 360
Contract printing
Change management
Benefits
Contracts visibility to key stakeholders
Better understanding of financial and
business obligations
Track risky relationships
Benefits
Improve regulatory and procedural
compliance
Reduce time-to-contract and costs
Reduce contract risk
Benefits
Avoid penalties & non-compliance
Negotiate better contracts
Identify revenue acceleration and cost
saving opportunities
renewal rates etc.)
ROI
Phased Implementation
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ECM Base Features
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Standardize Contract Processes
Manage Contract Types
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Standardize Contract Processes
Manage Standard Templates
Clauses and Sections
Variables
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Author and Collaborate
Wizard-based Authoring of Standard Contracts
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Author and Collaborate
Collaborate in MSWord and Synchronize Changes
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Flexible PDF Output
Tailor to your company standardformat
Automatic substitution of negotiatedterms in printed document without
-
Standards Based AuthoringContract Printing
Signature block
Manage all contract documents,exhibits, amendments, etc. in centralrepository
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Drive Contract Compliance
Easily Find Contracts to Verify Compliance
Search text to match incontract documents
Matching contractsMatching files
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Procurement
Contracts
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Procurement Contracts Co-ExistenceNegotiate Contracts Centrally
Fusion
EBS
PurchasingStandalone Contracts
Heterogeneous PurchasingEnvironment
Users - Business Dev / Legal / Global Procurement Users Buyer / Financial
n erpr se on rac s
Purchasing
SAP
Purchasing
Author and NegotiateContracts
Push Pricing andCommitments
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Procurement Contracts Co-Existence
Create Purchase Orders or Agreements in Purchasing
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Project Contracts
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Project Contracts Define Billing
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Project Contracts Financial Summary
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Contracts Conference
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Sessions & Demo Stations
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Conference Sessions
Monday September 20, 2010TIME TITLE LOCATION
2:00 pm 3:00 pmOracle Sourcing and Oracle ProcurementContracts: Overview and Roadmap
Moscone WestL2 Rm 2022
3:00 pm 3:45 pm Oracle Fusion Enterprise Contracts CRMLounge
Moscone SouthExhibit Hall#105
Tuesday September 21, 2010
TIME TITLE LOCATION
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2:00 pm 3:00 pmOracle Service Contracts: Hear how Oracleefficiently manages its own ever growingnumber of customer contracts
Moscone WestL3 Rm
3002/3004
5:00 pm 6:00 pmImplementing Contract Lifecycle Management
for Federal Procurement
Moscone West
L2 Rm 2022
5:00 pm 6:00 pmOracle Fusion PPM: Next Generation ProjectFinancial Management
Moscone WestL2 2005
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Conference Sessions
Wednesday September 22, 2010
TIME TITLE LOCATION
10:00 am 11:00
am
Contract Lifecycle Management for Public
Sector
Moscone West
L2 Rm 2009
11:30 am 12:30am
Top Questions on Oracle Fusion Procurement,Shared Services, Contracts, Spending
Moscone West
L2 Rm 2001
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3:00 pm 3:45 pmOracle Fusion Enterprise Contracts CRMLounge
Moscone SouthExhibit Hall
#105
Oracle Demo Grounds
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Oracle Demo Grounds
PRODUCT DEMO STATION NAME LOCATIONProcurement
Contracts
ContractManagement
CLM for PublicSector
Oracle Sourcing, Contract, and SupplierManagement (EBusiness Suite)
Moscone SouthS-087
Sales Contracts Oracle Order Management (EBusiness Suite)Moscone South
S-025
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Service Contracts Oracle Service Solutions (EBusiness Suite) Moscone South
S-080
Fusion EnterpriseContracts
Oracle Fusion Customer RelationshipManagement
Moscone SouthS-044
Fusion
ProcurementContracts
Oracle Fusion ProcurementMoscone South
S-088 & 105
Fusion ProjectContracts
Oracle Fusion Project Portfolio ManagementMoscone South
S-141 & 145
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Oracle OpenWorld
Latin America 2010
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ecem er ,
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Oracle OpenWorld
Beijing 2010
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ecem er ,
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Appendix
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