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  1. Cross-Industry Quote to Cash Don’t Skimp on the Cash  Tapomoy Dey Senior Director, Financials Development Erik Abernathy Director, Software Engineering

  2. Agenda Oracle CPQ Overview Oracle Receivables Overview Quote to Cash Solution Overview Demo Q&A

  3. Oracle CPQ Overview

  4. About Oracle CPQ Cloud Leader in Cloud based CPQ segment • 100% SaaS delivered. Can run stand-alone or integrated with SFDC, Oracle Sales Cloud or CRM on-demand. • More than 275 companies, including ADP, Coca-Cola, Siemens and Vodafone, rely on our flexible CPQ Cloud to connect and automate their sales processes. • CPQ Cloud accelerates the conversion of sales opportunities into revenue by automating the sales order process with guided selling, dynamic pricing, and an easy-to-use workflow approval process. It also automates the approval process, improves order accuracy, and empowers sales personnel in real time with guided selling, accessible anywhere, on any device

  5. Who buys CPQ Cloud? Pipeline Increase sales Platform Capability Maintenance Efficiency VP Sales/Sales Ops CIO/VP IT CEO/CFO “My sales pipeline in CRM constantly has the wrong opportunity values.” “We are leaving money on the table because we’re not upselling.” “Our managers need an easy way to control prices and approve quotes.” “I am maintaining too many disconnected systems.” “We can’t update our current CPQ tools to keep up with new product introductions and user enhancements.” “We need to run a common infrastructure with the best security standards.” “We need to improve deal compliance & pricing discipline.” “Quotes have pricing errorsall over them.” “Proposals are inconsistent and often look unprofessional.”

  6. CPQ Cloud’ Customers Achieve Significant BenefitsIndustry Leading CPQ Cloud Accelerates Time to Revenue & Productivity Best quarter in history after rollout - Fortune 100 Technology Company 30% reduction in Quote Cycle Time - Fortune 100 Industrial Company 8 minutes from initial conversation to signature - Fortune 500 Business Services Provider 99%+ Order Accuracy -Global Financial Services Provider Improved bottom line 2% annually - Leading Network Solutions Provider

  7. CPQ Cloud is Critical to Smarter SellingEnsures the Process of Completing a Customer Order is Fast, Seamless and Automated • Marketing • Sales • Social • Configure, Price & Quote (CPQ) • Commerce • Service Traditional Sales Approaches to CompletingOrders Cause Errors and Delay Revenue CPQ Cloud Increases Productivity and Accelerates Time to Revenue • Siloed information and processes delay completion of transactions • Inability to support mobile execution of complex contracts • Multiple, manual cycles to resolve deal terms and get required approvals • Missed sales from poorly managed renewal and up sell opportunities • Seamlessly extends the sales process from opportunity though order • Capabilities delivered anywhere, on any device • Automates the approval process and ensures compliance • Dynamic pricing and promotions drive up sell and renewal cycles

  8. CPQ Cloud Product OverviewPricing ,Quoting & Workflow Approvals • The pricing and quoting engine is used to manage all non product related aspects of a quote: • Commercial terms • Advanced pricing • Customer data native/CRM • Includes robust workflow process – legal, product, finance, etc. • Flexible APIs to manage data across business systems

  9. CPQ Cloud Product OverviewProposal Generator: CPQ Integrated Contract Management • Contract Generation • Sales quote automatically feeds data into contracts • Rules-based contract templates • Dynamic and pre-approved clause libraries • Stored negotiated contract terms • Review and Approvals • Legal business process approvals • Electronic signature integration • Redline and compare changes

  10. CPQ Cloud Product OverviewFlexible Administration & Product Data Maintenance • 100% ONLINE ADMINISTRATION • Accessible 24x7, anywhere in the world FULLY WEB-BASED • Powerful tools give maximum flexibility without coding • Easy to customize user interface • Simple rules via point and click • Set up rich document templates • Easy to set-up and maintain “ BigMachines flexible admin capabilities allows us to make changes and deploy it ourselves to match our business needs. ”

  11. Oracle Receivables Overview

  12. Oracle Enterprise Resource Planning CloudThe Most Comprehensive Cloud ERP Self-service Reporting Social Big DataVisualization Mobile Supplier Portal Global Financials Procurement Project Portfolio Management Enterprise Performance Management Order Capture Revenue & Collections Strategic Sourcing & Contracts Supply Chain Governance, Risk, & Compliance Industry Solutions and Country Localizations Customer Experience Foundation Integrated Enterprise Resource Planning Foundation Social Network Mobile Reporting & Dashboards Predictive Analytics Integrations 22


  14. Modern ERP + EPM Cloud: Customer Examples Oracle Confidential – Internal/Restricted/Highly Restricted

  15. Financials Cloud Streamline your Financial Business Processes Receivables & Revenue Management Accounts Payable Expense Management Financial Reports Center Interactive Dashboards Assets Increase Productivity Social Mobile Integration Analytics General Ledger Reporting & Analytics Improve Insight and Analysis

  16. Order Fulfillment Business Process at a Glance Manage Customer Inquiries Customers Banks • Manage Revenue ManageReceivables ProcessPayments Invoice / Bill Capture Order PaymentProcessors Social Mobile Integration Analytics • Automated flow with minimal manual intervention • Easy, intuitive manual alternatives

  17. Billing • Role-based information driven work area • Effective billing exception management • Pending work monitoring • Multiple transaction entry methods • User-defined invoice templates • Flexible bill printing schedule • Dispute and credit memo approval Oracle Confidential – Internal/Restricted/Highly Restricted

  18. Receipts & Payments • Multiple receipt creation methods • Multiple payment methods • FDI excel integration • Smart receipt matching engine • Credit Card Processing • Receipt clearing and bank reconciliation

  19. Receivables Balances • Better insight into customer account and issues • Review at different levels • Multiple dimension search • Instant access to • Outstanding transactions • Unapplied receipts • Past due and in dispute transactions • Data summarized near real-time for efficiency

  20. Revenue & Accounting • Revenue scheduling & recognition • Contingency management • Robust & flexible accounting • Receivables to General Ledger reconciliation • By ledger • By organization • By account balancing segment • Drilldown to supporting journals and transactions

  21. Solution Overview

  22. Campaign-to-Cash in the Cloud Oracle Commerce CART INVOICE Oracle Financials Cloud Oracle Marketing Cloud Oracle Sales Cloud CAMPAIGN CPQ CPQ OPPORTUNITY SALES ORDER FULFILL Oracle Service Cloud CALL

  23. CPQ Cloud Integration with Financials Cloud • Quote / Quote Confirmation / Order • Return Material / Cancel Order Sales Rep Customer Credit Check RECEIVABLES • Create Invoice(s) • Update CPQ • Bill Customer(one-time or recurring) Upon Order Fulfillment • Build Quote • Price • Finalize Order • Receive Payments • Manage Receivables • Upon Order Cancelation 25

  24. Demo

  25. Order and Invoice Creation Demo Order Cancelation & Credit Memo Creation • Fusion Receivables (receivables manager) • Use Oracle Social Network (OSN) to communicate with the sales representative • CPQ Cloud (sales representative) • Open the order directly from OSN conversation • Cancel order • Fusion Receivables (receivables manager) • Credit memo is created and applied, i.e. invoice is fully credited • CPQ Cloud (sales representative) • Create quote using model configuration or parts search • Retrieve customer details from Fusion applications • Finalize pricing and place order • Check the customer’s credit using Fusion Receivables’ credit checking service • Fulfill order lines • Submit the order for invoicing • Invoice number and invoice date are updated on the order • Fusion Receivables (receivables manager) • Invoice is created with order information

  26. DemoOrder and Invoice Creation

  27. Sign in to CPQ Cloud as a sales representative (Lisa Jones).

  28. Select the part Sentinel Power Server 1000 from the Servers dropdown list.

  29. Select other parts to complete the model configuration, and then click Add to Transaction.

  30. Alternatively, one can search for parts directly using Parts Search.

  31. Select the parts and click Create Transaction.

  32. Select the customer.

  33. Click Customer Details to retrieve account number and bill-to site number.

  34. Click Finalize Pricing.

  35. Click Place Order.

  36. Click Credit Check to perform credit check for the customer.

  37. Credit Approval State shows that the request is approved.

  38. Update the line status to Fulfilled and then click Submit for Invoice.

  39. Status shows that the order is submitted for invoicing.

  40. Invoice is created for these order lines.

  41. Sign in to Fusion Receivables as a receivables manager (Tracey Allen) and search for the invoice.

  42. Click the invoice number link to view its details.

  43. The invoice details show four lines corresponding to the four lines in the order.

  44. Click Preview to display the PDF version of the invoice.

  45. DemoOrder Cancelation and Credit Memo Creation

  46. Click the Open Full View icon to go to the full view of Oracle Social Network. Click Social to bring out the Oracle Social Network window.

  47. Order URL Add the sales representative (Lisa Jones) as a member so she can join conversations.

  48. Order URL Write a wall post describing the issue that needs Lisa’s attention. Flag Lisa with “Please Reply – Urgent”.