1. Oracle Incentive Compensation Match, Manage & Motivate Presented By Indy Bains, Oracle Corporation

2. AGENDA  Introduction  Process Overview  Product Highlights –How Oracle Incentive Compensation Can: Match Manage Motivate

3. 3 Incentive Management Create and Maintain Comp Plans Match sales commissions to company objectives Calculate & Pay Commissions Collect Data & Assign Credit Manage incentive systems with greater efficiency & simplicity. – Eliminate manual processes – Increase speed and flexibility – Validate and audit payments to improve accuracy Reporting Motivate sales people through accurate and on time payments and reports:

4. 4 Product History 1997 10.7: Plan setup Calculation for employees Credit adjustments 11.0.3: Collection from Receivables Manual Transactions & Bonuses Payment 3 i : Calculation formulas Incremental calculation Split transactions Mass transaction adjustments 11.5.3: Collection from Order Management Plan assignment by role Calculation for non- employees Compensation groups Integration with Sales Online Pay groups Payment Plans 11.5.4/5: Payables Integration Income planner Collection filters Payment hold Plan modeling Quota management TBH resources Contract authoring/ap proval Planning reports 11.5.6/7: Conversion to HTML Payroll integration Multi-dimensional rate tables Interdependent plan elements Spreadsheet import of transactions Seasonality schedules Workday calendar Re-goal Invoice splits Transaction and administration reports Analytical reports 11.5.8/9: Collect revenue adjustments Accumulation/ splits along multi- dimensional rate tables Payment administration hierarchy Manual payment adjustments Payment worksheet history Payment signoff report Import/export of setups 11.5.10: Mass update of rules and assignments Sales force reports for performance assessment and payment reconciliation Projected commissions User-defined credit allocation 1999200220012004200019982003

5. 5 Industry success Less Time, Less Money & Less Risk – A Proven Solution. High Tech Manufacturing Telecommunications Retail Financial Services Healthcare/ Pharmaceuticals/ Medical Devices Healthcare/ Pharmaceuticals/ Medical Devices

6. Process Overview

7. Oracle Incentive Compensation Payment Mechanism A/P Payroll Open API Configure rules Set up Formulas Set Booking Tiers Sales Credit Splits Set Bonus Amounts What’s eligible for payment? Who gets paid? How much? Direct or rollup credit? Oracle Incentive Compensation Oracle Order Mgmt 3 rd Party System Transaction Sources Oracle A/R Territory Manager 1. Order Books 2. Sales person assigned credit 3. Commission calculated 4. Payment Incentive Compensation

8. Incentive Comp – How it works Revenue Classes (Channel, Product Line, etc.) Plan Elements (Effective Dates, Formulas, Rate Tiers) Plan (Sales Rep) Sales Reps Transactions How much? What is this? Who?

9. Oracle Incentive Compensation Product Highlights

21. Sales Credit Allocation Description Credit Rules Transactions Sales Credit & Territory Allocation Rules Engine Credit Receivers  Sales Credit Allocation assists in determining who the correct credit receivers are and how much credit each should receive

22. Sales Credit Allocation Benefits –Define credit allocation rules appropriate to the business –Apply credit allocation rules at any time during the life cycle of the transaction –Reduce the volume of crediting errors

23. Sales Credit Allocation How To Use This Feature Credit Rules Transactions Sales Credit & Territory Allocation Rules Engine Credit Receivers –Define Sales Credit Allocation (SCA) credit rules –Create transactions –Transfer transactions to SCA interface tables –Run SCA Rules Engine –Apply SCA results to transactions

24. 24 “ All high-tech companies with annual revenues greater than $100 million within a specific geographic area assigned to sales rep Joe or Sam’s group” Territory Components:  Territory Name  Qualifier Rules  Resource Territory HIGHTECH Annual Rev > $100M STATE = California Assign to Joe Territory Manager: Sales Example

30. Oracle Incentive Compensation Can ….. Match Manage Motivate.