Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting.

Oracle Incentive/Sales Compensation

Special Interest Group (SIG) Meeting

OAUG Announcements•OAUG Appreciation Reception will be held on Wednesday, September 22nd from 6-8pm at the Weinstein Gallery, 301 Geary Street (at Powell, Union Square). This event is sponsored by IBM. Please visit the OAUG kiosk, Moscone West – Level 2, to obtain your wrist band for entry.

•Visit the OAUG kiosk, Moscone West – Level 2, to learn more about the comprehensive member benefits offered by OAUG. Register for your chance to win an iPad through iPad-A-Palooza!!! New members and members are eligible to enter.

Oracle Incentive Compensation (OIC) SIG

Meeting Agenda• SIG Leadership• Introductions• Overview of SIG and Meetings• Presentation – OIC A Journey to R12 • Questions and Answers

OIC SIG Leadership

• Lisa Barthel-Daluge, Creative Consulting Solutions, Inc.

• Dhamo Jayabalan , EIM Solutions• Tabitha Ebert, Creative Consulting Solutions,

Inc.• Srini Parimi, EIM Solutions• David Carlson, Oracle Representative

OIC SIG - Introductions

• Name• Company• Involvement in OIC• Version of Module• Related CRM Modules• What you Would Like to Gain From

OIC SIG

OIC SIG - Overview

• First Meeting at OAUG in September, 2003• Monthly Conference Calls in 2004• 2005/06 Quarterly Calls and OAUG/Oracle

Conferences• 2 Day OIC SIG Meeting in November 2005• OAUG and Oracle Conference 2006• 2007-2010 Quarterly Meetings and OAUG

and Oracle Conferences

OIC SIG - Goals

• Network• Share Experiences• Seek Advice• Provide Product Enhancement

Recommendations• Learn of Recent Enhancements

OIC Additional Sessions

• Quick Wins That Will Make You a Hero: Oracle Incentive Compensation – Thursday, September 23, 1:30PM | Westin Market

Street Hotel, Franciscan I

Oracle Incentive/Sales Compensation –

“A Journey to Release 12”

Presented by Lisa Barthel-Daluge

Creative Consulting Solutions, Inc.

Agenda

• Background of OIC• OIC Release 12 Approach• CRM Resource Manager• OIC Compensation Plans• OIC Release 12 Setup and Processing

Changes• Wrap Up and Q&A

Background of OIC• OIC and Resource Manager - Implemented 11.5.8 in

2003 & Upgraded to 11.5.10 in 2005• Implemented OIC in Stand-Alone Environment• E-Business Suite in Different Environment – 2010 Moved

into Environment with Other Modules• Collected Data from Data Warehouse• Paid out Through ADP• 800 Sales and Product Resources – 2010 Added

Professional Services• Sales Credit Rollup 5-7 Levels

OIC Release 12 Approach• Upgraded the Test Environment to R12• Review and Analysis of Core Functionality (1 Month)

• Ran Numerous Test Cycles/Test Environments to Discover Issues and Functionality Changes (3 Months)

• Closed out 2008 Plan Year and then Upgraded prior to 2009 Plan Year Processing

• Full Year of Processing for 2009• Migrated to E-Business Environment for 2010• Setup and Processing of 2010 Plans

OIC Core Functionality ReviewTerritory Mgr

Territories

Quoting

Quotes

ORACLE INCENTIVE COMPENSATION

Collect, Calculate, Pay

Resource Manager

ResourcesRolesGroupsTeams

EmployeesPartnersResellersVendorsAgents

Order Management

Orders

Receivables

InvoicesBillingCreditsPayments

Payroll

Employees

Payables

ResellersVendorsPartnersAgents

Discoverer & out-of-the-box ReportsCommission StatementsPerformance ReportsYear to Date SummaryAdministrative Reports+ End User Layer Seeded Workbooks

Siebel Business Analytics

Compensation Data martRole based DashboardsFlexible personalization

HR Comp

Total Comp

CRM Resource Manager• Setup all Resources who will have

compensation plan in OIC.• Roles drive the compensation plan in OIC.• Groups provide rollup structure of data and

reporting hierarchy.• Team provide another rollup capability – all

credit rolls to team members.• Date Driven

CRM and TM with OIC – R12

• Resources• Roles• Groups• Teams

• Territory Manager

• R12 – Encountered No Issues with our Definition or Structure

• View/Maintenance from OIC

• We continued using custom Territory Mgr & OTM for Some Areas

Compensation Plan Structure

Compensation Plan

Plan Element

Product Class

(Revenue Class)

Formula/Expressions

Role

Rate Table/ Dimensions

Resource

Group/Team

Plan Element

Product Class

(Revenue Class)

Formula/Expressions


R12 Compensation Plan Changes• Build Plans from the Top Down or Vice Versa• New ** Plan Copy/Duplicate Functionality• New ** View Document• Screen/Form Visual Appearance• 360 Degree View of the Plans – Single Page

– Plan Components/Elements– Eligibility – Roles, Groups– Maintenance of Components– Notes Sections

• Checklist and Validation• Plan Administrator Responsibility

Sample Compensation Plan

View Plan Document

R12 Component Library

• Location to Build Plan Components– Plan Elements– Formulas– Expressions– Rate Tables– Rate Dimensions

• Copy/Duplicate Capability for each Component

• Can Build Here or From Create Comp Plan

Component Library

R12 Plan Elements

• Plan Element for each Plan Component• Commission or Bonus• Link to

– Formula– Product Classes– Rate Table (Plan Element or Formula)

Plan Element Example

R12 Formulas and Expressions

• The Mathematical Structure of the Plans• Simple to Complex• Commission or Bonus Formulas• Rate Table to Formula for String Type• Formula

– Input Expression (Goes Into Rate Dimension)– Output Expression (Calculates the Commission or

Bonus)– Rate Table (Formula or Plan Element)

Formulas in R12

• Same Structure – Simple to Complex• Screen Appearance Different• Formula Structure – Mathematical

InputExpressions

InputExpressions

OutputExpressions

OutputExpressions

Rate TableResults

Rate TableResults

Revenue% AchievementRatingColorProduct Code

Dimensions:PercentAmountStringRates:Percent (10%)Amount ($1,000)

RTR*RevenueRTRPE1 Results PE2 ResultsMin or MaxRTR*Revenue – Prior Pay

Formula Example

Expression Builder – R12Input and Output Expressions

Expression Example

R12 Rate Tables and Dimensions

• Dimensions are the Tiers• Rate Tables

– Rate Dimensions– Rates

• Single Dimension or Multi-Dimension• Link to Plan Element or Formula

Rate Tables and Dimensions R12

Percent of Target Commission %

0 - 0.25 * ITD Target 5

0.25 * ITD Target - 0.75 * ITD Target 10

0.75 * ITD Target - Target 15

Country Commission %

USA 5

Japan 4

Germany 7

Percent of Quota Commission %

0 - 25 0

25 - 75 1

75 - 100 3

Units Sold Commission %

1-250 2

250-500 4

500-99999999999 6

Amount: The rate dimension is defined in quantities.

Percent: The rate dimension is defined in percentages.

Expression: The rate dimension uses previously defined expressions.

String: The rate dimension uses alphanumeric data.

License Revenue Country Product Rate

0 – 250 USA Product X 1%

0 – 250 USA Service Y 5%

0 – 250 Japan Product X 1.5%

0 – 250 Japan Service Y 4.5%

0 – 250 Germany Product X 1.25%

0 – 250 Germany Service Y 6.25%

250 - 9,999 USA Product X 4%

250 - 9,999 USA Service Y 8%

250 - 9,999 Japan Product X 4.5%

250 - 9,999 Japan Service Y 7.5%

250 - 9,999 Germany Product X 4.25%

250 - 9,999 Germany Service Y 9.25%

Revenue Amount

0 – 250

250 - 9,999

Country

USA

Japan

Germany

Product

Product X

Service Y

Multidimensional Rate Table

Sample Rate Table R12

Sample Formula Calculation

Output Expression

Rate Table Results * Transaction Amount

E.g.: 1%

“Quota Attainment”

E.g.: 20%

Input Expression

Compensation Plan Structure

Compensation Plan

Plan Element

Product Class

(Revenue Class)

Formula/Expressions

Role


Resource

Group/Team

Plan Element

Product Class

(Revenue Class)

Formula/Expressions


OIC Processing R12

• Compensation Manager Responsibility

• Data Collection

• Calculation

• Payment

• Reporting

Vendor in OracleVendor Master

TerritoryAssignments in

Custom TerritoryManager

Employee inOracle HR

Resource in CRMResource Manager

Define ResourceGroupRoleTeam

Import

Import

Oracle Incentive CompensationProcess Flow

Compensation PlansRole.................................Compensation Plan...............................ResourcePaygroup Plan Elements RatesPayment Plan Formula Quotas Expressions Rate Table Rate Dimension

Commission Processing

Data Collection/InterfacesLoadCalculationPayrun

Payroll forEmployees

ADP

Report

Oracle GeneralLedger

Report forAccrual Entries

Oracle AccountsReceivable

Data Warehouseor

Hyperion

Imports or ManualTransactions

Data Collection

Data Collection

Import or ManualTransactions

Oracle OrderManagement

Oracle Item Master

Oracle AccountsPayable

(Suppliers)

AutomatedInterface

Data Warehousefor Ad-hoc

Reporting andAnalysis

Data Collection – R12

• Setup Responsibilities – IC Administrator • Processing Responsibility – Compensation

Manager• No Changes to the Data Collection Process

for R12 – Standard for AR, OM and Can Create Custom Sources (i.e. Projects, Contracts, Revenue Recognition, DW)

• R12 Table Changes – Views – Some Mapping Adjustments

Data Collection – R12

• Continued to Collect from DW• 2010 Added Collection from AR/OM• Also Collected Revenue Recognition• Integrated Collection with Sales Credit

Assignments/Splits

Calculation – R12

• Calculate for Resources Assigned to Plans• Calculate all Data Collected into OIC• Stages of Calculation – No Change• Testing Process for Calculation After Upgrade

– 3 Test Cycles– Calculation and Validation of Results –

Reconciliation– No Major Discoveries

Sample Menu For Processing

Payment in R12

• Payrun by Paygroup• We Continued with Report to ADP• No Change to Oracle Payroll or AP Interface• Various New Views/Searches into the

Payment Batches and Payment Sheet Transactions

OIC Reporting R12

• We Continued with the DW• Custom On-Line Statements• Standard Reports More

Flexible/Customizable• XML/OA Created Reports• Use a Combination of Custom and Standard• Manager and User Self Service

Responsibilities

Sample Menu For SS Reporting

Summary of OIC R12• Core Functionality

Intact• New Look and Feel• Duplicate/Copy

Capability• No Major Gotchas in

Upgrade• Simple to Complex

Plans• Open Data Collector

Capability

• Weekly/Monthly Processing Consistent

• Payment Processing Small Changes

• Reporting – Increased Flexibility and Improved Starting Point

Questions & Answers

Presented by Lisa Barthel-Daluge

Creative Consulting Solutions, Inc.

[email protected]

763-286-2649

Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting.

Documents

Transcript of Oracle Incentive/Sales Compensation Special Interest Group (SIG) Meeting.