1. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. JD Edwards Summit Sales Performance Management SPM, Batesville, JD Edwards, and You Charles McGuinness Director, Customer Strategy

2. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Safe Harbor Statement The following is intended to outline our general product direction. It is 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 purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle. 2

3. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. What is SPM? Creating More Performant Organizations better MANAGE performance better MOTIVATE behaviors better MENTOR best practices MANAGE MENTORMOTIVATE

4. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. 4 Incentives Games Royalties Commissions Rebates Customer Loyalty Complex Time & Labor Management Bonuses Rewards Coaching Plans Behavior Modification Engine SPM: A Centralized, Cloud-Based Behavior Modification Engine

5. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. What is SPM? Unlike CRM, which is customer focused, SPM is employee focused Traditionally tied to Sales, but works with any organization where setting, monitoring, and meeting goals is critical. Standalone applications, can be bought in pieces

6. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Grow Revenue with Sales Planning and Optimization Model incentive compensation plans and project total compensation spend budgets Model and optimize territories using real-time embedded analytics Identify gaps and overlaps in territory coverage Calculate quotas using past performance or territory potential and apply seasonality Territory, Quota, and Incentive Compensation Modeling 6

7. Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Increase Operational Efficiency and Reduce Costs Accelerate compensation plan review, approval, and acceptance with customizable plan document and approval workflow Guided compensation plan creation flows to streamline the plan creation process Mass update capabilities leveraging round-trip file import/export Expedite rollout of plan changes with automated transfer of territory, quota, and compensation setups between environments Roll out territories, quotas, and comp plans to your sales force on day one 7

8. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. How does SPM intersect with JD Edwards? Data from JD Edwards can be critical in devising goals, quotas, territories – Feed sales performance data into incentive compensation when sales reps are not closing specific opportunities – Feed account sales data to help devise better quotas and territories Batesville example later in presentation Can work with JDE CRM, HCM Can use SPM to help motivate ERP users directly – Based upon any sort of metric, not just $ – Rewards can be bonuses, awards or even gamification badges 8

9. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.9 Customer Case Study Quota Planning @Batesville

10. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Batesville Company OverviewChallengesBenefitsAnticipated Results  Batesville is a leader in the funeral industry. 200 account managers serve over 13,000 funeral homes with more than 850 different products via 80 regional service centers.  Create a common platform and standardize processes for business transformation across field sales and telesales.  Improve sales force effectiveness and management to results using real-time KPI dashboards- less time on non-selling activity, gain back lost business, increase market share.  Industry: Industrial Manufacturing  Sales and Marketing processes were previously not automated or standardized.  Inconsistent user adoption of previous system with no mobile access to SFA.  Account Management lacked full visibility into customer data from JDE order history and products and selling activity.  Opportunity Management processes needed to more consultative, with more account planning performed based on the sales potential of each customer  Lacked complete visibility to cost of sale and pipeline.  Robust cloud and mobile accessible SFA application enabling simplified user experience and gain business visibility.  Mature with the business – extend with Territory Management, Quota Management and Incentive Compensation as ramp-up.  Improve Account Planning by Sales Reps focusing on high-value customers.  Sophisticated analysis of customer trends, pipeline, activities and related information with advanced reporting and dashboards.  Improve collaboration and coaching between Sales Management and Sales Reps by focusing on planned and completed customer activities.  Increase management visibility to activities spent with high-value customers.  Increase visibility into customer buying trends producing a measurable increase in sales.  Increase user adoption and improve data quality through mobile access.  Improve compensation management, defining quota and measuring results. Insight Driven Sales Performance Management LIVE -Accounts & Contacts -Opportunities -Prospects -Territory Management -Incentive Compensation -Quota Management Oracle Sales Cloud -Customer Master -Products -Invoice -Quote and Order -Order history -Fulfillment 10

11. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Batesville Prior State Export/Import Data to/from Cognos Create multiple tab Excel spreadsheet (~500 MB file) Manually move accounts between territories Run formulas through Excel Review and finalize changes Cognos Stores the summarized data for tracking purposes, updated once a week. No tracking of what has been paid YTD. Excel Data is exported from Cognos to calculate payout Manual Pay adjustments made Corrections to pay done in payment file, no visibility to the rep Quota Process 1-2 months Compensation Process 11

12. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. Challenges Multi-department process touching sales, finance, ops, compensation, HR with delays & numerous wait times Multiple excel versions passing between users leads to changes being missed. Size of Excel file(s) is challenging More time spent crunching numbers than reviewing numbers 1 to 2 month quota process leaves sales operations exhausted, reps confused and executives furious! Despite best effort, this repeats every year! All the above leads to – Reps didn’t know their targets until mid Q1 leading to loss in productivity & revenue. 12

13. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. SPM Accomplishments Changed process from data crunching to data analysis Created visibility for Regional Directors to see factors that went into the quota calculations Increased awareness where reps can see their earnings on a daily basis Improved Accuracy 13

14. Copyright © 2015, Oracle and/or its affiliates. All rights reserved. “Our quota process typically takes 1 to 2 months. With our new Quota Management solution, it only takes two days, well maybe three.” – Diane Kinker, Director - CRM Solutions, Batesville Casket Company 14

15. Copyright © 2015, Oracle and/or its affiliates. All rights reserved.