ImmersionSalesBreakout-TradeManagement.pptVIP

December 10, 2003 Gartner Update June 2004 Oracle Trade Management Agenda Oracle Trade Management Overview Customer Success Roadmap The Business of Trade Management Trade Management’s Impact? WHY? Lack of Planning Eliminates Direction Poor Direction Prevents Measurement Lack of Measurement Reduces Analysis Reduced Analysis Eliminates Knowledge Oracle Trade ManagementFunctionality Key Account ManagementProcess Sales Targets Need Automated, fact-based sales quota and target setting Solution Top down bottom up quota setting Allocation based on historical sales Monitor performance vs forecast Results Reduced time to allocate; setting equitable sales objectives Budget Management Need Flexible process to create and manage budgets and track liabilities Solution Fixed/Fully Accrued Budgets Fund Allocation and Budgeting based on Eligibility Adjustments – Automatic/Manual Results Target trade funds to specific products, regions, channels, geographies, customers through Budget Eligibility Minimize financial risks through continuous tracking of fund balances Account Manager Dashboard Need Sales force automation tool that provides account planning, monitoring, analysis Solution Account planner Promotion evaluations Promotion forecasting Sales order tracking Retail monitoring Results 360o view of customer Proactively manage expectations Increased sales efficiency and effectiveness Account plan Key Account ManagementFeatures Account Manager Dashboard Current Order Status Quota and Budget Allocation Sales Performance Analysis Evaluation of Offers Retail Monitoring Budget by Product, Brand, Customer, Territory Fixed Budgets Fully Accrued Budgets with Accrue to Customer or Sales Threshold to Monitor Usage Checkbook Views Drilldown to Orders from Checkbook View of Current and Potential Liabilities Promotional Accrual/Rebate Tracking General Ledger (GL) Integration for Accrual/Rebate Option to Post Off-Invoice Discounts to GL Account Generator Workflow Integrated Promot