Oracle Partner Management

3. Oracle Partner Management enables companies to more efficiently and effectively manage business their business partners resulting in more successful and lucrative partnerships. Oracle Partner Management streamlines and strengthens the entire partner lifecycle enabling companies to better recruit new partners, more efficiently profile and manage existing partnerships, effectively market to and communicate with your channel partners, sell more with partners and measure the performance for your partnerships. Oracle Partner Management enables companies to more efficiently and effectively manage business their business partners resulting in more successful and lucrative partnerships. Oracle Partner Management streamlines and strengthens the entire partner lifecycle enabling companies to better recruit new partners, more efficiently profile and manage existing partnerships, effectively market to and communicate with your channel partners, sell more with partners and measure the performance for your partnerships.

4. Business Needs Recruit the right partners Provide partners with a self-service one stop shop Benefits Optimize channel partnerships Increase partner satisfaction through quick access to important items Reduce cost of managing partners Improve efficiency through automated delivery of entitlements Recruit & Manage Optimize new and existing partnerships through a configurable program framework Optimize new and existing partnerships through a configurable program framework

5. Business Needs Spend channel marketing funds effectively Reward partners for influencing sales Benefits Visibility into financial liability (Sarbanes-Oxley Act) Measure results of marketing expenditures Increase market reach via commission based referral programs Increase commission accuracy Market & Sell

6. New or Changed Features in 11i10 Release Partner Dashboard Referral Management Deal Registration Channel Manager Dashboard Special Pricing Management Partner Funds Management Program Management Enhancements

7. Partner Portal

8. Partner Portal: Register a Lead Speaker Notes One you have the deal registration benefit set up then you’re ready to walk through the demo flow in which a partner sales rep or their channel manager (at the vendor company) submit a new deal registration. When the partner sales rep first logs into the system they arrive at their Partner Dashboard. The partner sales rep clicks the Deal Registrations link and arrives at their personalized summary of all the referrals they have security to see. If they’re a partner sales rep they’ll see just their own deal registrations, whereas if they’re a manager at the partner organization they can see all the deal registrations for their company. Users can easily filter this list using their personalized views, to see just their deal registrations that have been approved for instance. Now the partner sales rep clicks the Create button which launches the online tool that will help walk them through the process of creating a new deal registration.Speaker Notes One you have the deal registration benefit set up then you’re ready to walk through the demo flow in which a partner sales rep or their channel manager (at the vendor company) submit a new deal registration. When the partner sales rep first logs into the system they arrive at their Partner Dashboard. The partner sales rep clicks the Deal Registrations link and arrives at their personalized summary of all the referrals they have security to see. If they’re a partner sales rep they’ll see just their own deal registrations, whereas if they’re a manager at the partner organization they can see all the deal registrations for their company. Users can easily filter this list using their personalized views, to see just their deal registrations that have been approved for instance. Now the partner sales rep clicks the Create button which launches the online tool that will help walk them through the process of creating a new deal registration.

9. Deal Registration: Create Lead and Submit Speaker Notes The partner sales rep fills out information about the deal registration, for instance, the name of the deal registration as well as end customer and end customer contact Information. Information that will be mapped into the associated opportunity is filled out in the Additional Details section. The partner sales rep fills out product information and any other details and then can either go ahead and submit the deal registration into the vendor or save the deal registration as a draft and then submit it later when they’re ready. When the new deal registration is submitted into the vendor, the approval workflow routes the incoming deal registration to the appropriate approver and also manages the entire approval process. For instance, the vendor may set up multiple levels of approvers. Speaker Notes The partner sales rep fills out information about the deal registration, for instance, the name of the deal registration as well as end customer and end customer contact Information. Information that will be mapped into the associated opportunity is filled out in the Additional Details section. The partner sales rep fills out product information and any other details and then can either go ahead and submit the deal registration into the vendor or save the deal registration as a draft and then submit it later when they’re ready. When the new deal registration is submitted into the vendor, the approval workflow routes the incoming deal registration to the appropriate approver and also manages the entire approval process. For instance, the vendor may set up multiple levels of approvers.

10. Speaker Notes When vendor users log into Oracle Partner Management the first page they see is their Channel Manager Dashboard. For this particular demo flow we are going to be a Channel Manager at the vendor organization. From the Channel Manager Dashboard, they can easily manage all their channel activities in a streamlined fashion and can view key channel metrics that enable them to understand what’s going on with their partners’ performance. Territory based security drives what data they see. Also they can leverage their personalized My Partners lists to quickly see who their top performing partners or, sometimes more importantly, see who their bottom performing partners so that they can target performance improvement plans at those partners to get them selling more.Speaker Notes When vendor users log into Oracle Partner Management the first page they see is their Channel Manager Dashboard. For this particular demo flow we are going to be a Channel Manager at the vendor organization. From the Channel Manager Dashboard, they can easily manage all their channel activities in a streamlined fashion and can view key channel metrics that enable them to understand what’s going on with their partners’ performance. Territory based security drives what data they see. Also they can leverage their personalized My Partners lists to quickly see who their top performing partners or, sometimes more importantly, see who their bottom performing partners so that they can target performance improvement plans at those partners to get them selling more.

11. Partner Profile: Partner Scorecard Speaker Notes Here we’ve drilled into one of our partner’s profile and are now looking at the Performance tab which is essentially the partner’s scorecard. This enables us to gain insight into their performance across all areas of our business relationship. These metrics are configurable so we the vendor add additional metrics as their business needs change over time.Speaker Notes Here we’ve drilled into one of our partner’s profile and are now looking at the Performance tab which is essentially the partner’s scorecard. This enables us to gain insight into their performance across all areas of our business relationship. These metrics are configurable so we the vendor add additional metrics as their business needs change over time.

12. Lead Registration: Vendor Approval Speaker Notes The vendor approver receives an email notification about the incoming deal registration and can log into the system to review the new deal registration. The vendor approver can link directly from the email into the system. Once they log into the Channel Manager Dashboard, they can either drill into their Message Center to access a consolidated list of all approvals they need to act on or they can drill into their main Deal Registrations link to access the incoming deal registration in need of approval. Once they’ve drilled into a deal registration that is pending approval they can review the information and then choose to decline the deal registration, reassign the deal registration to a another vendor user or go ahead and approve the deal registration. Just as in the referral flow, the system automatically detects whether data cleansing of the end customer information should be performed. If the system does find similar end customer records, then immediately after approval, the approver or whoever is set up as the person who should perform the data cleansing, is shown a page with potential duplicate end customer companies and contacts and can either link the deal registration to existing end customer companies or end customer contacts or go ahead and create new records. This process enables the vendor to streamline the data cleansing process and link incoming end customer information into their single customer data model. Once the deal registration is approved the system automatically generates an associated opportunity and routes it back to the partner for them to own and update as they work the sales deal. Speaker Notes The vendor approver receives an email notification about the incoming deal registration and can log into the system to review the new deal registration. The vendor approver can link directly from the email into the system. Once they log into the Channel Manager Dashboard, they can either drill into their Message Center to access a consolidated list of all approvals they need to act on or they can drill into their main Deal Registrations link to access the incoming deal registration in need of approval. Once they’ve drilled into a deal registration that is pending approval they can review the information and then choose to decline the deal registration, reassign the deal registration to a another vendor user or go ahead and approve the deal registration. Just as in the referral flow, the system automatically detects whether data cleansing of the end customer information should be performed. If the system does find similar end customer records, then immediately after approval, the approver or whoever is set up as the person who should perform the data cleansing, is shown a page with potential duplicate end customer companies and contacts and can either link the deal registration to existing end customer companies or end customer contacts or go ahead and create new records. This process enables the vendor to streamline the data cleansing process and link incoming end customer information into their single customer data model. Once the deal registration is approved the system automatically generates an associated opportunity and routes it back to the partner for them to own and update as they work the sales deal.

13. Speaker Notes Channel Managers drill into the Transactions tab for a comprehensive view of all transactions for this particular partner. Not only can they see transactions from Oracle Partner Management like fund requests and referrals, but they can also see transactions from integrated applications like orders and offers. Also they can drill into each transaction for more details so this is a very useful page for a channel manager who is preparing for a face-to-face meeting with a partner and wants to quickly come up to speed on recent activity or for a vendor person on the phone with a partner answering questions about recent transaction activity.Speaker Notes Channel Managers drill into the Transactions tab for a comprehensive view of all transactions for this particular partner. Not only can they see transactions from Oracle Partner Management like fund requests and referrals, but they can also see transactions from integrated applications like orders and offers. Also they can drill into each transaction for more details so this is a very useful page for a channel manager who is preparing for a face-to-face meeting with a partner and wants to quickly come up to speed on recent activity or for a vendor person on the phone with a partner answering questions about recent transaction activity.

14. Partner Program Creation