Optimize Multi-Tiered Channel Performance. Presenter s Name Presenter s Title

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1 Optimize Multi-Tiered Channel Performance Presenter s Name Presenter s Title 1

2 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 decision. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 2

3 Agenda Leadership in High Tech Distribution Optimize Multi-Tiered Channel Performance Results Achieved by Oracle Customers 3

4 Oracle in High Technology Did You Know? 14 of the top 25 High Tech Distributors run Oracle Applications All of the top 25 Electronic OEMs run Oracle Applications 7 of the top 10 Semiconductor companies run Oracle Applications 9 of the top 10 Fabless Semiconductor companies run Oracle Applications 5 of the top 10 Electronic Manufacturing Services (EMS) companies run Oracle Applications 4

5 The Challenges We re Hearing Customer Responsiveness How do I speed up customers deliveries without adding headcount? Having someone readily available is very important to our customers, and increasing no-touch orders makes our staff better able to respond to our customers needs. Pamela Weber, Arrow Electronics, Indian River Consulting Group Responsiveness to customers is integral to the Digi-Key culture; it s in our DNA. Further, I believe responsiveness to customers is integral to Digi-Key s success. Mark Larson, President & CEO Digi-Key, Electrical Design News (EDN) Managed Services How can I easily add or modify service offerings? There's a new era in IT distribution, and it has less to do with beating Dell onto the UPS truck and more with building the processes that allow managed services, vertical market solutions, and new technologies to solve the most complex business problems... Scott Campbell, Channel Reseller News (CRN) 5

6 The Challenges We re Hearing Managed Services How can I easily add or modify service offerings? There's a new era in IT distribution, and it has less to do with beating Dell onto the UPS truck and more with building the processes that allow managed services, vertical market solutions, and new technologies to solve the most complex business problems... Scott Campbell, Channel Reseller News (CRN) * Strategic Reasons for Entering Managed Services Market ** 14% 4% Revenue Consistency Increase Revenue 15% 43% Increase Shareholder Value Differentiation of Products & Services Customer Control 24% Solution Providers earn more than 60 % of their revenue and 50 % of their profit from services * 6 * Avnet, Inc ** ChannelWeb Network- Tidal Waves: Three Paths to Managed Services

7 Agenda Leadership in High Tech Distribution Optimize Multi-Tiered Channel Performance Results Achieved by Oracle Customers 7

8 Optimize Multi-Tiered Channel Performance Requirement Oracle Capability The Oracle Difference Combine high-speed order entry with configuration & quoting High Volume Order Capture, Configuration, EDI Only enterprise software with an advanced pricer and configurator that works with legacy or external data Optimize vendor funded promotions Closed Loop Promotion Planning and Execution Exclusive trade promotion optimization capabilities Provide VAR specific managed services Content Management, Ecommerce, SOA Suite Only enterprise business applications with open, standards-based web development tools 8

9 Optimize Multi-Tiered Channel Performance Requirement Oracle Capability The Oracle Difference Combine high-speed order entry with configuration & quoting High Volume Order Capture, Configuration, EDI Only enterprise software with an advanced pricer and configurator that works with legacy or external data Optimize vendor funded promotions Closed Loop Promotion Planning and Execution Exclusive trade promotion optimization capabilities Provide VAR specific managed services Content Management, Ecommerce, SOA Suite Only enterprise business applications with open, standards-based web development tools 9

10 High Volume Order Capture, Configuration, EDI Combine High-speed Order Entry With Configuration and Quoting Channels Web Portal Call Center Sales / Quotes Service Customer Systems Scheduled Release (Mfg / Contract) Legacy Systems Phone / PDA Mail Fax Modes Web XML / EDI Order Mgmt System Multi-Channel Order Capture Support Any Mode through Open API Architecture 10

11 Define Order Configurations Flexible Set Up for Simple to Complex Products Computer Systems Data Storage Solutions Office Solutions Models ALL types of products and services - Simple units; full systems or solutions - Networks - Engineer-to-order products Communication Equipment & Services Maps customer needs to product options through guided selling Configuration is refined through constrained feature and option selections Real-time feedback as options are selected (e.g. product availability, pricing with offers and special pricing) 11

12 Flexible Pricing Support Any Product, Any Customer Pricing models support simple products Pricing models support complex, configured products Pricing rules target pricing models to customers and customer groupings Pricing engine functions are extensible using APIs 12

13 Promotions and Revenue Growth Grow Revenues with Promotional Pricing and Value Added Services B2B B2C Offer & Promotion Support Up- & Cross-Sell Opportunities Vender funded promotions Special pricing agreements Promotional terms Bundling Discounts for groups of products Non-money promotions Visual cues for related products Alerts to sales agents or directly to customers via web store Up-sell or cross-sell at any stage of the order process 13

14 TIMEX COMPANY OVERVIEW Largest selling watch manufacturer in U.S. $800M in sales, 7500 employees located on four continents CHALLENGES / OPPORTUNITIES Managing high order volumes on a global scale Short order lead times coupled with a requirement for highly accurate fill rates Achieving real-time access to all supply chain data through a single instance SOLUTIONS Live on EBS 11i Oracle Order Management Oracle Shop Floor Management Oracle Supply Chain Applications Oracle Financials Oracle Human Resources CUSTOMER PERSPECTIVE By consolidating to one global instance, we can more efficiently channel orders to our manufacturing center in the Philippines, making overall turnaround and delivery to the customer more rapid. Dave Kulas, ERP Systems Manager RESULTS Doubled peak order processing volume Process 90% of orders automatically; monitors fill rates weekly High velocity order processing with Order Mgmt HVOP (80 K lines/2 hrs during peak period, 110 K lines/hr in performance benchmarking) Consolidated from five instances to one single global instance Improved fill rates and logistics decision-making with global visibility 14

15 Optimize Multi-Tiered Channel Performance Requirement Oracle Capability The Oracle Difference Combine high-speed order entry with configuration & quoting High Volume Order Capture, Configuration, EDI Only enterprise software with an advanced pricer and configurator that works with legacy or external data Optimize vendor funded promotions Closed Loop Promotion Planning and Execution Exclusive trade promotion optimization capabilities Provide VAR specific managed services Content Management, Ecommerce, SOA Suite Only enterprise business applications with open, standards-based web development tools 15

16 Closed Loop Promotion Planning and Execution Optimize Vendor Funded Promotions Create and approve budget Allocate budget Distributor Establish promotion objectives (incl. ROI) Create offer Channel Partners / Retailer Coordinates trade promotions with channel marketing programs Simulates scenarios to determine achievable sales and ROI goals Creates reconciled plans at corporate, account, category, and product levels Allocates marketing funds and other resources Accrue as liabilities Extend offer to Partner Review / accept offer Conduct activities - Manage displays -Advertise - Sell product Calculates anticipated sales lift for including in sales forecasts Enables field sales to adjust projected account-level sales forecasts 16

17 Shape Demand Predictive Trade Planning Identify the Best Customer Segments to Engage Leverage Data from Across the Enterprise Identify and Segment Customers Target Customers based on value Market Analysis Data based on behavior based on preferences Improved Campaign Responses Understand Your Customer Base Performs multi-dimensional segmentation leveraging demographic info, lifetime value, prior history / campaign responses, and so on Develop Targeted Promotions Identifies best offers to build loyalty and grow revenue Identifies cross- and up-sell opportunities Promote the Right Offers and Products to the Right Customers 17

18 Shape Demand Promotions Optimization Typical Incremental Baseline Demantra AFDM Brand Cannibalization Pre and Post Promotion Effect Brand Growth Competitive Brand Switching Baseline Understand the financial and operational impacts of promotions and special pricing agreements Accurately estimate base volume and components of promotional lift Provides decomposition of incremental volume from advertising, promotions or sales incentives Granular lift analytics Incremental volume lift coefficients maintained at lowest level Promotion optimization Simulates volume and profitability of future promotions Performs what-if analysis to understand the impact of varying promotional tactics and price points Optimizes promotional events based on goals and constraints - profit, revenue, units and constraints - budget, timing, retail margin Decomposes lift to understand cannibalization, pantry loading, and halo effect 18

19 Shape Demand Promotions Optimization Drive Future Improvements Based on Past Promotions Performance Attribute incremental sales to individual promotions Calculate promotion spend, profitability, and ROI Use metrics to determine cause of deductions Review completed promotions to identify success factors! 19

20 Shape Demand Promotions Optimization View promotion details and lift decomposition in a single screen View base, incremental volume, history, projected, and promotion Gantt in a single screen 20

21 Vtech Builds a Consumer Driven Supply Chain With Oracle/Demantra COMPANY OVERVIEW VTech is one of the world s largest suppliers of corded and cordless phones and a leading supplier of electronic learning products. Founded in 1976, Vtech manufacturers innovative, high quality consumer electronics products, and distributes them to markets worldwide in the most efficient manner. CHALLENGES/OPPORTUNITIES Legacy systems a hodge-podge of incompatible hardware and software Inefficient planning and execution leading to rising costs Excess inventory; poor response to market requirements SOLUTIONS Real-time Sales and Operations Planning CUSTOMER PERSPECTIVE Demantra's solution allows us to collaborate with our customers in a single, consistent planning environment where changes in forecasts dynamically update replenishment and shipment plans. This next generation CPFR solution allows VTech to maintain its lead in the consumer electronics business by delivering the highest possible service levels, while reducing current inventory levels. Nick Delany, Senior Vice President RESULTS Increased order fill rate from 55% to over 95% Increased inventory turns from 3x to 6x per year Reduced logistics costs by 65% Reduced retail compliance fines by 85% Reduced price protection claims by 40% Rapid time-to-benefit with implementation in 90 days 21

22 Optimize Multi-Tiered Channel Performance Requirement Oracle Capability The Oracle Difference Combine high-speed order entry with configuration & quoting High Volume Order Capture, Configuration, EDI Only enterprise software with an advanced pricer and configurator that works with legacy or external data Optimize vendor funded promotions Closed Loop Promotion Planning and Execution Exclusive trade promotion optimization capabilities Provide VAR specific managed services Content Management, Ecommerce, SOA Suite Only enterprise business applications with open, standards-based web development tools 22

23 Content Management, ecommerce, SOA Suite Provide VAR Specific Managed Services Problems with Integrated ECM Vendor or Customer Implemented CHALLENGES Multiple integration points Multiple repositories Multiple code bases Disjointed metadata and security models Disjointed APIs RESULTS IN Performance degradation Increased risk of system failure Administration and maintenance nightmare Complicated upgrades Higher customization and support costs Redundant copies of content and issues with ownership Image Management Document Management Digital Asset Management Records Management Collaboration Management Web Content Management 23

24 Platform for Enabling & Building Applications Enterprise Content Management Business Applications Multi-Site Management General Intranets/Portals Public Web Sites / Extranets Call Centers/Self-Help Sites Content Types Compliance Sarbanes-Oxley Enterprise Risk Mgmt. Enterprise Records Mgmt. Contract Management A/P and A/R Claims Processing Time and Expense Application Functionality Web Content HTML, XML, etc. Documents- Contracts, invoices, budgets, presentations - Body text, attachments Images - X-rays, marketing, logos Audio Files - Earnings conference call, recordings of support calls Video Files- Company meetings, video clips Scanned Images - Invoices, checks CAD/CAM - Engineering/facility drawings Document Management Web Content Management Digital Asset Management Collaboration Records Management Imaging/BPM Management Report Output Management Knowledge Management Unified Enterprise Content Management 24

25 Multi-Site Web Content Management Challenge Quantity of internal and external Web sites Creating and maintaining multiple sites can be inefficient, inconsistent and expensive Balancing consistent branding and standards vs. local business objectives Addressing litigation and risk management from a Web site perspective Solution Automate Web site creation and content conversion Manage multiple Web sites in one unified ECM system Distribute ownership of content and site management to the business units Yet, maintain centralized control of architecture and branding Tech Benefits Lowers site management costs while ensuring accurate, timely Web content Enforces brand guidelines Consistent records and retention policies applied to critical Web content Controls explosion of Web sites with centralized management and visibility 25

26 Key to Managing Multiple Sites Distributed Web Site Ownership Web Developer: Development & Architecture Expert Creates reusable code, layouts and templates Controls permissions and exposed functionality Creates solid architecture to efficiently manage hundreds of sites Site Manager: Audience & Line of Business Expert Organizes /refines site navigation and structure Picks layouts from a pre-defined list Controls keywords in title and meta tags right from the Web site Content Author: Content & Knowledge Expert Edits and adds content directly from the Web site Previews changes in-context of the site Reuses existing business content from Microsoft Word, PowerPoint, Excel, etc. 26

27 Oracle s Multi-Site Web Content Management Solution Key Applications Micro-sites: topic-specific sites for targeted communication Product launches Corporate blogs Multiple language Internet sites: Localized or multi-lingual sites Geographical offices Retail locations Multiple intranet sites HR Web sites Approved company logos Wiki knowledge base Multiple extranet sites: Audience-specific Customer support site Partner, supplier extranet Best of FOSE Award at FOSE 2006: Site Studio 2005 WebAward: implementation at Susan G. Komen International Stevie Award 2004 for Site Studio Intelligent Enterprise Eight Annual Editors Choice Awards 2006: Stellent Blogs, Wikis and RSS 2004 WebAward: implementation at Genzyme 2006 WebAward: implementation at MN Dept. of Education KMWord Trend Setting Product of 2003 in content management: Site Studio 27

28 Web Analytics Timely, Accurate, Relevant Insights for B2B and B2C Out of the box with istore Personalized Dashboards and reports at a glance: Referrals & revenue contribution by partner Visitor conversion Web Product Interest Unassisted vs assisted orders Browsing patterns Leverage Daily Business Intelligence framework Actionable information on savings and incremental revenue opportunities 28

29 Kabel Deutschland COMPANY OVERVIEW CUSTOMER PERSPECTIVE CHALLENGES/OPPORTUNITIES Oracle BPEL licensed in order to implement a flexible architecture for matching company s products to the underlying services on offer, however customer infrastructure lacked the availability and security for a live roll out BPEL Process Manager required security and operations management available in OWSM SOLUTIONS Oracle Web Services Manager licensed March 2006 Fully standards-based OWSM product provides the perfect integration with Oracle BPEL Process Manager RESULTS OWSM is able to provide the customer with cost reductions by eliminating the need for hard coding programming security for each web service. Also allows customer to eliminate their VPN. Security is improved now that individual users can be authenticated and their request can be routed to the right service 29

30 Summary High Volume Order Capture Only enterprise software with an advanced pricer and configurator that works with legacy or external data Closed Loop Promotion Planning Real-Time sales and operations planning Content Management, ecommerce Only enterprise business applications with open, standards-based web development tools 30

31 The Only Complete Distribution Solution Platform Processes Customer Results People Partners 31

32 32 Channel Optimization Solution Footprint

33 Market-Leading Middleware Platform Best-Selling 32,000+ Customers Deployed 70% of World s s 50 Largest Firms $1B+ Business Highest Rated Only vendor in Gartner and Forrester leader quadrants for all Middleware components. Most Comprehensive Source: Forrester Research ranking of Application Platform Servers, April 2005 SOA Vendor of Choice 33

34 Oracle s People Advantage 220,000 database customers 1700 application ISVs 30,000 applications customers 275,000 customers benefiting from shared innovation 30,000 middleware customers 29,000 developers, support engineers and consultants 1300 participants in early customer adoption programs 5000 middleware ISVs 950 customers participating in Customer Advisory Boards 9000 database ISVs 35 Fusion strategy council members 425 user groups 500 Industry & Product strategy council members 34

35 Agenda Leadership in High Tech Distribution Optimize Multi-Tiered Channel Performance Results Achieved by Oracle Customers 35

36 What Customers are Achieving in Channel Performance decreased order entry cost by 30-40% with Oracle E- Business Suite, Workflow and EDI Gateway increased service level scores to highest possible ranking of key business partner (HP) with Oracle E- Business Suite increased customer responsiveness with timely, accurate information for planning and forecasting 36

37 Channel Performance Oracle Order Management meets all the demands of e-business. Oracle delivers demand capture from all possible selling channels, supports a high volume configurable environment, and allows automated order processing with collaborative order fulfillment. Demantra is a best-in-class provider of demand management, sales & operations planning, and trade promotions management solutions. With this acquisition, Oracle plans to offer customers a compelling, comprehensive solution for the extended enterprise that enhances demand visibility with powerful analytics for more accurate demand-driven planning, forecasting and modeling. Oracle's strong middleware platform and greater support of standards make it a better choice than SAP for customers who will rely on custom development as well as packaged apps. 37

38 The Oracle Difference Only Oracle Provides enterprise software with an advanced pricer and configurator that works with legacy or external data Has exclusive trade promotion optimization capabilities Delivers enterprise business applications with open, standards-based web development tools 38