Boost Incentives with Oracle Incentive Compensation Cloud | SoftClouds

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Boost Incentives
with Oracle Incentive Compensation Cloud

Oracle’s Sales Suite:
Unifying Sales
Sales Performance
Management
• Incentive Compensation
• Sales Quota Planning
• Territory Management
• Predictive Sales Forecasts
• Task-Based UX
• Opportunity to Quote
• AI Customer Insights
• Mobile Bot/Voice UX
• Office 365 Add-In
• Intelligent Advisor
• Integrated Knowledge
• Lead Management
Sales Force
Automation
• Account & Contact
Management
• Company Hierarchy
• Data Governance
• Data Quality & Enrichment
• Address Standardization
Customer Data
Management
• Flow-Driven Partner Portal
• Quotes & Service for Partners
• AI Buyer Insights
• Partner Quota Planning
• Program & Incentives
• Market Development Fund
• Deal Registration
Channel Management
• Adaptive Search
• Contextual Workspace
• Application Composer
• Visual Builder
• Bot Platform
Platform

Need for Incentive
Compensation

Source: businesswire | marketsandmarkets

Need for ICM
Audit & Risk Management
Inaccurate Incentive
Payments
Sales Department Without
Business Priorities
High Costs of Administration
& Overpayments
Need for
ICM
Failure to Adopt
Marketing Trends
Sales Performance Not Linked
with Organizational Plans

• Optimizing Territories, Quotas & Incentive Plans
• Identifying Issues by
• Visual Monitoring
• Alert Capabilities
• Greater Insight Into Pay for Performance
• Ensure Unified Plan Performance Reporting
• Easy Configuration of Performance Metrics
• Unlimited Plan Design (Product Hurdles, Multipliers)
How ICM Improves Sales?

Oracle ICM & SPPM

Sales
Performance &
Compensation
Sales Credit
Allocation
&
Hierarchical
Rules
Configurable
Payment
Approval
Dispute
Management
Cross-
Organization
Crediting
Currencies
Calculation
Mobility
Analytics
Integration
1
2
3
4
5
6
7
8
9
Oracle ICM Features

• Performance measures track sales rep’s progress
towards goals
• Compensation plans measures sales rep’s progress &
calculates compensation earnings
• Determines participant’s compensation
• Manages any compensation disputes
• Credits participant in plan
• Reduces overpayment on commissions
• Lower costs of commission administration
• Connect sales teams with organizational priorities
Benefits:
1

Sales Credit Allocation &
Hierarchical Rules
• Determines who should receive credit
• Single Rule Hierarchy
• Cross-organization crediting & rollup
• Participant snapshots
• Streamlined rule definition
• Combined or separate crediting/rollup rules
• Hierarchy, role & team definitions
• Selective rollups
• Individual summary rollup selection
2

Configurable Payment
Approval
3

Dispute Management
• Compensation managers create, track & resolve disputes
• Automated notifications for all involved parties
• Dispute actions:
• Create
• Reassign & delegate
• Request more information
• Update information
• Approve & reject
• Escalate
• Withdraw 4

Cross-Organization Crediting
• Single or Multiple Business Units
• Credits & Earnings
• Deliver On-Time Payments
• Processable & Stamped with Desired
Currency
5

Currencies Calculation
• Manage Globally with Multi-Currency Goal
Definitions, Calculation & Payment
• Admin Can Set:
• Operating Currency
• Processing Currency
• Multicurrency Processing - Appropriate
Values for each Relevant Attribute:
• Currency
• Conversion Rate
• Amount Attribute
6

Oracle Mobile Commissions (iOS & Android)
REST APIs to calculate simulation
Reps Check:
• Payment components & balances
• Review earnings by plan components & performance attainment
• Status & details of any disputes
• Most recent payments, disputes & credit transactions
• OTBI (Oracle transactional business intelligence) report
7

Analytics
• Real-rime, interactive, closed-loop
reporting
• Integration with IC transactional
application
• Complete commission visibility
• Role-based visibility for dashboards &
reports
• Add external web content on dashboard
page
• Export reports & PDFs
• Graphical representation of data:
• Less time & cost
• Quick understanding & attention
• Quick decision making
8

• CRM Applications
• Oracle CPQ Cloud
• Oracle Marketing Cloud
• Salesforce
• Mobile
• Outlook Platforms
• Other Third-Party Applications
9

SoftClouds &
Innovative Use Cases of ICM

ICM Client A -
Background
Leading stock packaging provider with minimal
inventory investment in packaging products
Carries over 1600 sizes of stock boxes &
specializes in custom packaging
Specialties: Boxes, shipping & mailing containers,
custom packaging, etc.

Commissionable Components
• Base Commissions
• No Commissions
• Sales Revenue Goals-Based Commissions
• Adjustments & Claw Backs
• Roll Back of Adjustments
Complex Payees
• Handling Exceptions for Certain Payees
• Scalability of Calculation Logic
• Flexibility to Modify Ongoing Rates
• Multi-Divisional Compensation Plans
ICM Client A - Challenges

Invoices
Balances
Collections
Credit
Memos
Sales Goals
Data
Collection
Crediting &
Calculation
Payments
ICM Client A - Challenges
Oracle CX Cloud (Incentives)
Oracle ERP Cloud
Data Streaming Issues

Disparate Systems Multiple Sources of Data
Dynamic Changes to
Comp Plans
Complex Payee Setup &
Exceptions
Unified Plans
Unified logic for commissions &
adjustments via robust
compensation plan mechanism
Streamlined Data
All data is streamlined with OTBI
report & seamless data integration
Ease of Maintenance
Solution is designed in such a way
that Comp admins can adjust rates &
measures from period to a period
Scaling & Scoping Payees
Logic is scaled up for multiple
divisions while addressing certain
exceptions of payees by using
custom formula logic
ICM Client A - Solutions

Scalability of Calculation Logic
Multi-Divisional Compensation Plans
Reporting: Personalized & Visualized
ICM Client A - Outcomes

Innovative LED lighting design company based in
California with suppliers in the USA & Canada
Three decades of experience designing modular lights
for customers’ homes & businesses
All lighting products are designed & tested at
client’s in-house labs by their engineers
ICM Client B -
Background

Disparate systems for
commission calculations &
adjustments
Multiple data sources: invoices,
credit memos, etc
Unable to make ongoing
changes to rates in middle
of year
Unable to handle
exceptions for certain
payees etc.
Client needed a digital solution that
addressed its complex & critical
challenges of commission for field
sales reps.
Prime Challenges
ICM Client B - Challenges

Complex-Inbound Data Handling
Seamless Integration of Inbound
Data & Calculation Logic
Ease of Maintenance
Transparency for Payees
Auditability for Admins
On-Time Payments
Accuracy of Calculation
ICM Client B - Solutions

Point-to-point engagement by client leads
to a quick turnaround of the delivery
Reps are happy to see new system
with all their sales data at hands
Click of effort improved
transparency/happiness
ICM Client B - Outcomes

Understanding Data: Understand data (inbound &
outbound) ahead of design.
Plan Reporting: Plan Reporting requirements as they
influence design.
Regular Period Closing: Close periods regularly,
prevent unwanted adjustments.
Design Right: Design for now, but architect with the
future in mind.
Communication: Client engagement highly
recommended for success.
ICM Implementation: Best Practices

FUTURE
of Incentive
Compensation

Super sellers will emerge,
challenging existing compensation
limits
Personalized communications
overrides choices
Sales will be key dominant
sales incentive plan metric
Sales incentive plan eligibility will
focus on roles that interface with
& influence clients
Incentives will be used to align
sales team with company’s
goal of profitability
Sales compensation
functions will be consultative
ICM Future & Predictions

SoftClouds ICM
Capabilities

Our ICM Capabilities
Integration
Training
Analytics
Data Migration
Solution Architecture
UI Design
Support

Why SoftClouds?
• Well Balanced & Experienced Team
• Team that has Delivered Successful Solutions
• Strategic Thinking & Solution Providers
• Excellent Leadership Skills
• Working Knowledge with C-Level
• Flexible Business Models: Fixed Bid, Time & Material
• Execution Locations: On-Site, Off-Site, Off-Shore

For more information,
please contact:
info-at-softclouds.com

Boost Incentives with Oracle Incentive Compensation Cloud | SoftClouds

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