Centralize Pricing in CPQ Cloud

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2 Centralize Pricing in CPQ Cloud Baylee Miller Consulting Solution Lead Oracle CPQ Cloud Consulting Julia Kriner CPQ Applications Manager NextGen Healthcare Information Systems April 1 st, 2015 Oracle Confidential Internal/Restricted/Highly Restricted

3 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 decisions. The development, release, and timing of any features or functionality described for Oracle s products remains at the sole discretion of Oracle. 3

4 Program Agenda Why CPQ? Efficient Pricing Selection Oracle CPQ Cloud and Pricing Success Story: NextGen 4

5 Oracle CPQ Cloud Mission critical sales process Channel Partners Customers 5

6 Direct Sales Oracle CPQ Cloud Mission critical sales process Channel Partners + - X = PRICE & QUOTE PRESENT & PROPOSE SELECT & CONFIGURE ORDER & FULFILL REPORT & ANALYZE Customers 6

7 Leaky Pipe Margin & revenue erosion Potential Margin Realized Margin Inaccurate Proposals Difficult to Sell across Channels Configuration and Pricing Errors Stifled Differentiators No Discounting Controls / Compliance Inconsistent Collaboration Not Enough Rep Selling Time Missed Cross-sell / Upsell Long Quote / Order Cycles Low Customer Satisfaction 7

8 Key to a Quick Sandwich: The Assembly Station 8

9 Sandwich Assembly Station Ham Tomatoes Mayo Cheddar Turkey Lettuce Mustard Swiss

10 Oracle CPQ Pricing Interface SKU Account / Region Tiered Promotions Maintenance Opportunity Conditions Volume Financing

11 Building Prices Without CPQ Product Spreadsheet SKU Discount Matrix Tiered Volume Maintenance CRM Account / Region Opportunity Conditions Finance Team Financing Quarterly Promotions

12 A Slow Sandwich Shop Meat Slicer Ham Sauce Station Mayo Mustard Turkey Cutting Board Tomatoes Lettuce Swiss Team Swiss Cheddar Spot Cheddar

13 Building Prices Without CPQ Product Spreadsheet SKU Discount Matrix Tiered Volume Maintenance CRM Account / Region Opportunity Conditions Finance Team Financing Quarterly Promotions

14 Centralized Pricing in Oracle CPQ Cloud Oracle CPQ Pricing Interface SKU Account / Region Tiered Promotions Maintenance Opportunity Conditions Volume Financing

15 Why CPQ? Situated between CRM and ERP Use account, product, and other relevant pricing data directly Generate per-quote prices in a dedicated environment Distribute relevant pricing information to systems that need it Simplified quote generation Single system to configure products, prices, and outputs Consistent interface between product & price configuration

16 Why Oracle CPQ Cloud? Craft targeted prices using the strength & guidance of a product configurator Generate dynamic internal & external outputs with content tailored to the recipients needs Pull pricing influence data from multiple systems to minimize input burden during quote creation Understand & update functionality with tools that allow non-coders to make real functional changes

17 Success Story: NextGen Healthcare Information Systems Julia Kriner CPQ Applications Manager NextGen Healthcare Information Systems

18 Live NextGen Faster, Error-Free Quotes and Orders SAP - Billing and Order Management - Software Configuration - Guided Selling - Pricing - Contracts - Workflow approvals - Accounts - Contacts - Leads - Opportunities - Reporting & Dashboards COMPANY OVERVIEW CHALLENGES WHY ORACLE? RESULTS NextGen Healthcare Information Systems, LLC, a wholly owned subsidiary of Quality Systems, Inc., provides integrated clinical, connectivity and financial solutions, including revenue cycle management services for ambulatory, inpatient and dental provider organizations. 3,000 employees and growing HQ: Irvine, CA, USA (Irvine, CA, USA - QSI) Industry: Software Manual quoting in Excel spreadsheets Sales Reps using old/outdated versions No Guided Selling No integration to CRM or ERP No consolidated/integrated Parts Master No approvals/validation processes No discount rules for specific Clients/scenarios Different tools across 4 Business Units Different Client-facing Proposal Documents Proven customer references during the selection process Packaged CRM integration Ease of use and flexibility Training provided Product Support is excellent Customer Success Advisors visit quarterly and provide with updates All system updates are communicated properly and on time Support is willing to adjust to our schedule with System Version Upgrades More stable and scalable sales process Guided Selling, Approvals, Documents Consolidated Parts Master High error rate improved to near 100% order accuracy >80% reduction in time from quote inception-to-close Exceptional adoption from the Sales Reps and upper management Improved SOX compliance CPQ Cloud is essential in daily operations

19 Complexity of NextGen Pricing Requirements Flexibility of Oracle CPQ Cloud to handle various options Pricing Influences Pricing Types Pricing Sources Output Documents Other Features Product Class/Line or Specific SKUs % and $ Discount CRM Account & Opportunity Customized by Opportunity Type and Business Unit Approval Bypass Situations Attribute-based Pricing Volume/Tiered Pricing CPQ Product Master Editable Terms and Conditions Templates Customized Approval Templates Account & Opportunity Specifics Built-in Discounts CPQ Data Tables Tailored, Attractive Content With Hyperlinks Hard-Stop data constraints and validations Promotions & Pricing Campaigns Maintenance Discounts, & Caps Utility and BML Libraries Order Form & Contract Across Business Units Financing & Leasing Options

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