Integrated CPQ + Contract Lifecycle Management Optimizing Your Lead to Cash Process Matt Patel – Product Manager, Contract Management Solution at Revitas Erik Abernathy – Director Software Engineering at Oracle

Tangible Business Value Delivered via Integrated Solution

2

Gain Actionable Intelligence Improve Partner Engagement Reduce Cost of Sale

B u s i n e s s O b j e c t i v e s

Accelerate Deal Closure

Rate

Increase Order Value

Increase Transparency

Reduce Complexity

Measure Contract

Effectiveness

Identify Top Performing

Deals

G r o w t h D r i v e r s

K e y C o m p o n e n t s

Opportunity

Management

Configure

Price Quote

Revenue

Management Financial

Accounting

Contract

Management

Lead-to-Quote Quote/Order to Cash

Sales Cloud CPQ Cloud Contract

Management Revenue

Management ERP

Opportunity

Management

Configure

Price Quote

Revenue

Management Financial

Accounting

Contract

Management

Oracle CPQ + Revitas CLM: Streamline Your Lead-to-Cash Process

Revitas Contract Management Solution

4

ANALYZE MODEL EXPLORE VISUALIZE REPORT

ANALYTICS

PARTNERS PROGRAMS PRODUCTS WORKFLOW SECURITY INTEGRATION MDM

REQUEST AUTHOR NEGOTIATE APPROVE

MANAGE EVALUATE RENEW VALIDATE

PRE-SIGNATURE

POST-EXECUTION CRM/CPQ ERP

5

Why Revitas and Oracle?

6

Quote to Contract Authoring (CPQ + CLM)

Deal Management: Quote / Proposals

Opportunity to Cash: Optimized for your Business to Grow

7

Audit Ready

Increased Compliance

Incentives & Rebates

Validate/Calculate/Settle

Analytics:

Analyze, Model, Explore,

Visualize, Report

Contracts: Membership, Pricing, Eligibility

Accruals & Gross to Net:

Rates, Forecasts, Scenarios

Contract Authoring:

Templates, Terms, Workflow

Integrated Agreements:

Manage Contract Obligations

Quoting Pricing, Bundling and Guided Selling

Sales + Legal Teams Expedite quote to contracting

Benefits of Quote-to-Contract Automation

8

Increase process efficiency and collaboration

between sales and contract teams

Improve data accuracy and reduce redundancy

Expedite cycle times to close deals faster

Translate proposal terms including

products, pricing, and deal information into

contract terms

Contract Lifecycle Management in the Cloud

9

Quickly and accurately convert product, pricing and quote details into a contract

Contract authoring using native Microsoft Word integration

Expedite authoring, redlining and negotiation of agreements

Provide a highly secured and fully searchable repository of contracts

Automate process and efficiency through use of configurable workflows

Manage amendments, renewals and milestones

Measure and improve cycle time and contract effectiveness

Enable Mobile Workforce and Reduce Cycle Time

10

Mobile Access eSignature • Make decisions real-time without dependency

on desktop or office presence • Review, approve, or search for agreements from

your mobile device

• Approve and sign contracts on mobile devices • Eliminate delays resulting from out-of-office and

traveling employees

Speed the Sale from Quote to Close

Quote and Legal Terms Merged into a Legal Agreement

AUTOMATED CREATION OF

AUTHORED DOCUMENT BASED ON

TEMPLATE AND DEFINED VARIABLES

Reduce Data Entry, Increase Accuracy

PRODUCT AND PRICING DETAILS

AUTOMATICALLY ADDED TO A

CONTRACT

13

Managing Contract Obligations

Deal Management:

Quote / Proposals

Opportunity to Cash: Optimized for your Business to Grow

14

Audit Ready

Increased Compliance

Incentives & Rebates Validate/Calculate/Settle

Analytics:

Analyze, Model, Explore,

Visualize, Report

Contracts: Membership, Pricing, Eligibility

Accruals & Gross to Net:

Rates, Forecasts, Scenarios

Contract Authoring:

Templates, Terms, Workflow

Integrated Agreements:

Manage Contract Obligations

Quoting

Pricing, Bundling and Guided Selling

Sales + Legal Teams

Expedite quote to contracting

Revitas Channel/Revenue Management Solution

15

CALCULATION VALIDATION

FORECAST & ACCRUAL

LAUNCH ELIGIBILITY INCENTIVES PROGRAMS PARTNERS

ANALYZE MODEL EXPLORE VISUALIZE REPORT

PROGRAM DEFINITION INCENTIVE DEVELOPMENT PARTNER ENGAGEMENT PAYMENT PROCESSING

FINANCE

PARTNERS PROGRAMS PRODUCTS WORKFLOW SECURITY INTEGRATION MDM

ANALYTICS

Effective Contract Obligations Management

16

Improve automation of repetitive, time consuming

rebate and incentive claims processing & contract

terms

Automation

Enhanced validation of contract commitments and

transactions to prevent revenue loss Validation

Improve visibility for channel partners and increase

their performance Channel-Friendly

Addresses Contracting, Incentive Setup, and Validations

17

Measure Contract Performance

Deal Management:

Quote / Proposals

Opportunity to Cash: Optimized for your Business to Grow

18

Audit Ready Increased Compliance

Incentives & Rebates

Validate/Calculate/Settle

Analytics:

Analyze, Model, Explore,

Visualize, Report

Contracts: Membership, Pricing, Eligibility

Accruals & Gross to Net: Rates, Forecasts, Scenarios

Contract Authoring:

Templates, Terms, Workflow

Integrated Agreements:

Manage Contract Obligations

Quoting

Pricing, Bundling and Guided Selling

Sales + Legal Teams

Expedite quote to contracting

The “Big Ideas”

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• Defining Contract Performance – Where is the Value?

• Differentiate Between Process Performance and Contract Performance

• Contract Lifecycle Management Boundaries Are Expanding – Go Beyond the Signature!

Defining Contract Performance: Where is the Value?

Contract Lifecycle

Business Processes

Contract

Performance

20

Gain Actionable Intelligence

Measure of Contract Effectiveness • What level of product bundling resulted in the

most efficient contracts?

• What incentive strategy earned the most incentives for my channel partners resulting in higher partner performance?

• What clauses are changed most often?

• Are my quotes and contracts driving the desired outcomes?

• What are the commonalities among ‘high-performing’ contracts?

• Who are my best channel partners?

21

CPQ and CLM: Summary of our Joint Value Proposition

22

Best of breed solutions integrated to optimize your lead to cash processes

Automated Creation of Contract Agreements from Approved Quotes

Expedite Overall Cycle Time for Deal Execution and Revenue Recognition

Increased Data Accuracy of Product, Pricing and Business Terms

Real-time Visibility to Measure Deal Performance, Contract Effectiveness, Channel Partner Engagement, Product Metrics and Price Optimization

Industry’s Most Scalable, Global-Ready Integrated Solution in the Cloud

Revitas helps organizations accelerate revenue through diverse, multi-level sales channels, by delivering enterprise-class solutions that tailor channel and contract management to the needs of the business. For over 25 years, Revitas has enabled companies in the most challenging, channel-intensive industries to achieve best-in-class performance and sustainable competitive advantage.

23

Thank You.

APPENDIX

25

Tangible Business Value Delivered via Integrated Solution

26

Gain Actionable Intelligence Improve Partner Engagement Reduce Cost of Sale

B u s i n e s s O b j e c t i v e s

Accelerate Deal Closure

Rate

Increase Order Value

Increase Transparency

Reduce Complexity

Measure Contract

Effectiveness

Identify Top Performing

Deals

G r o w t h D r i v e r s

K e y C o m p o n e n t s

• Guided Selling • Configure, Price and Quote • Offer and Proposal Templates • Pricing Formulas • Upsell and cross-sell

• Contract Authoring • Workflow, Review and

Redlining • Approvals and e-Signature • Reduced cycle time • Milestone Management

• Rebate and incentive

validation

• Cross Sell & Selling Feedback

• Deal Effectiveness and

Performance

• Analytics and modeling

Lead-to-Quote Quote/Order to Cash

Sales Cloud CPQ Cloud Contract

Management Revenue

Management ERP

Opportunity

Management

Configure

Price Quote

Revenue

Management Financial

Accounting

Contract

Management

Oracle CPQ + Revitas CLM: Streamline Your Lead-to-Cash Process

Configuration BOM / Kitting Pre-sale

discounting Quote

Management

Incentive Validation Rebate

Management Net Price Accruals Compliance

Contract Authoring

Approvals Workflow Signatures Repository

Order Mgmt Invoicing Inventory Accounting Payment

Marketing Mgmt Opportunity

Management Account Mgmt Deal Mgmt