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reserved.

2. Oracle Sales & Service Contracts
Presenting with
Susan Flierl, Product Strategy Director
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4. Latin America 2011
December 6–8, 2011
Tokyo 2012
April 4–6, 2012
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reserved.

5. Oracle OpenWorld Bookstore
• Visit the Oracle OpenWorld Bookstore for a fabulous
selection of books on many of the conference topics
and more!
• Bookstore located at Moscone West, Level 2
• All Books at 20% Discount
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reserved.

6. Program Agenda
• Business Challenges
• Oracle Contracts Product Family
• Business Benefits of upgrading to 12.1
– Sales Contracts
– Contracts Repository
– Service Contracts
• Product Roadmap
• Customer Successes
• Datacard Group’s Upgrade to Service Contracts 12.1
6 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.

7. 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.
7 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.

8. Business Challenges Process Control
Sales Effectiveness • How can I manage customer,
• What can be done to legal, fiduciary & industry
accelerate sales cycles & requirements to reduce risk?
reduce contractual risk? • How can I streamline approval
• How can sales reps reduce of non-standard agreements?
paperwork & improve efficiency?
Trading Trading
Partner Partner
Managing Renewals
Contract Visibility
• How can I better manage renewals • How can I improve access to
so service interruptions & contracts & interaction history?
unprofitable contracts are eliminated? • How do I prevent improper
• How to do I efficiently manage the volume accounting and minimize disputes &
of contracts which require renewing? penalties?
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9. Oracle Contracts Product Family
• WHAT – A family of contract applications Project Contracts
designed to author and manage the lifecycle
of all contract types Contract Lifecycle Service
Management for
Contracts
• HOW – Deployed integrated with order-to- Public Sector
cash and procure-to-pay flows or as
standalone application Procurement Sales
Contracts Contracts
• RESULTS - Improve visibility of all business
Contract
agreements, reduce contract cycle time, and Terms
manage risks Library
Contract Repository *
* Available with both the Oracle Sales Contracts and Oracle
Procurement Contracts
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10. Oracle Contracts Management Solution
Integrated Intelligence Sales
• Cancellation / • Uplift & • Contract
Email Renewal Rate Reduction Bookings
Service
Process Automation
Phone
Support
Negotiate Activate Enforce Invoice Renew &
& Author & Fulfill & Entitle & Settle Terminate
Internet • Collaborative Authoring • Change Mgmt • Workflow Approvals Fulfillment
Global Contracts Library Standardized Templates
Legal
• Version Secure
• Terms & Conditions
Controlled Access • Legal
Contracting • Compliance Finance &
Party Accounting
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11. Oracle Sales Contracts 12.1
Benefits of Upgrading
Accelerate Sales Cycle
• Streamline contract drafting with Authoring Clauses in MS Word (12.1.2)
• Streamline edits and redlining with MS Word Synchronization
• Faster approvals with Contract Deviation Report
Increase Contract Compliance
• Reduce policy deviations with Contract Deviation Report
• Identify frequently modified clauses Clause Usage Analysis
• Increase contract awareness with Access Contracts from Oracle Sales
Support Global Contract Administration
• Support global contract administration with Multi-Org Access Control
• Improve sales contract administration with Sales Contracts Workbench
• Improve sales contract visibility with Enterprise Contracts Search
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12. Sales Contracts Workbench
Sales
Rep
Contract
Admin
Contract Process fused
with Sales Process • Collaborative sales/contract
administration work teams
+ • Role based access
Quote / Terms &
Sales Order Conditions
Contract
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13. Collaboration using MS Word
• Negotiate legal terms with
customer using MS Word
• Synchronize offline changes
automatically
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14. Visibility to Contract Deviations
• Route approvals
based on
existence of non-
standard terms
• Provide visibility to
management on
deviations during
approvals
• Reduce policy
deviations
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15. Analyze Clause Usage
Increase compliance
• Monitor adoption of
standards
• Track clause usage and
risk exposure
• Identify frequently modified
clauses
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16. Assess risk with Enterprise Contract Search
• Full-text and
keyword search on
structured or
unstructured data
• Search on
clauses, contracts
or attachments
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17. Contract Repository 12.1
Benefits of Upgrading
Accelerate Contract Cycle Time
• Standardize Ts & Cs with Contract Templates & Terms Library Integration
• Automate contract drafting with Contract Expert
• Streamline edits and redlining with MS Word Synchronization
Support Global Contract Administration
• Support global contract administration with Multi-Org Access Control
• Improve sales contract administration with Contract Workbench
Increase Contract Compliance
• Reduce policy deviations with Contract Deviation Report
• Improve contract visibility with Enterprise Contracts Search
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reserved.

18. Authoring using central clause library
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19. Automated drafting with Contract Expert
Contract • Configurable rules
Industry drive terms selection
Segment?
for complex contracts
Template • Clauses default based
Government Commercial on product, supplier,
. contract value, etc.
.
. Over $50k? • Author high quality
contracts with minimal
legal supervision
No Yes
Draft
Responses Drive Add Clauses
Clause Selection • High Value
• Insurance Contract
19 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.

20. Oracle Service Contracts 12.1
Benefits of Upgrading
Uplift Renewal Rates
•Faster renewal cycle times with Service Contracts Administration Workbench
•Improved customer experience with Flexible Assignment Rules for Customer
Communication Templates and Online Acceptance Portal Enhancements
•Improved renewal rate analysis with Service & Covered Level Cancellation
Increase Contract Compliance
•Standardize customer coverage with Standard Coverage Definition
•Improve revenue recognition compliance with Partial Period Revenue
Recognition and Defer Revenue for Customer Acceptance Contingencies
•Secure customer payment information with Credit Card Security
Support Global Contract Administration
•Provide global contract administration tools with Multi-Org Access Control
•Improved service contract visibility when managing customer’s assets
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21. Streamline Renewals Management
Predictably Protect and Grow Recurring Revenue
Expiration
Alert High Volume Electronic Renewals
Renew / Create • Automatically renew contracts based on
Activate Opportunity pre-defined rules to maximize retention
rates and ensure service continuity
• Zero-touch web based process automatically
renews low value contracts upon expiration
Quote Negotiate Renewal Rule New Contract
High Value Renewals
• Receive automated expiration alert
• Convert expiring contracts into sales opportunities
• Evaluate complementary products / services • Credit Status = OK • Update Contract
for cross-sell & up-sell opportunities • Contract > Threshold • Notify Sales /
Value Value Service Rep
• View transaction and interaction history • Expire days < 30 • Notify Customer
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22. Service Contracts Administrator Workbench
Quick search for your new and renewal contracts
Displays your open contracts
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23. Online Customer Portal
Accept, reject or request assistance
View quote in pdf format
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24. Integration and Performance Enhancements in 12.1
Service Contracts Import Program for
• Fully billed/unbilled Service
• Warranty & Extended Warranty
• Intangible Subscription Contracts
• From legacy systems or 3rd Party applications
Performance Improvements
• Standard Coverage – coverage definition only copied
onto contract when customize coverage Service Contracts
Standard Coverage Definitions
Default custom
Default
100% • M-F 8am-5pm
• M-F 8am-4pm
• 24x7 • Sat 8am-2pm
• Sat 8am-2pm
100% Default • Sun 8am-12pm
• Sun 8am-12pm
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reserved.

25. Renewals Performance Enhancements in 12.1.3
Re-pricing performance enhancements
• Re-price in concurrent mode
• Re-price in bulk mode
Date Assembler Changes
• Service Contracts Date Assembler Workflow Manager manages the
number of renewals to be processed concurrently when large
number of contracts expire on same day
• Multiple service contracts to renew processed within single workflow
Before After
1,000 200 200 200 200 200
Contracts Contracts Contracts Contracts Contracts Contracts
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26. Oracle Sales & Service Contracts Product Roadmap
Sales Contracts
• Enhance integration capabilities
• Import templates, rules, questions, and constants
• MS Word synchronization for contracts with clauses imported from word
• Increase flexibility
• Apply multiple templates to a sales document
• Clause mandatory attribute at rule level
• Display clause numbers in addition to clause titles
Service Contracts
• Enhance integration capabilities
– Service Contract Import Program for
• Tangible Subscription Contracts
• Usage Contracts
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reserved.

27. Oracle Contracts Customers
High
Technology
Industrial
Manufacturing
Media &
Communications
Professional
Services
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reserved.

28. “We have realized significant savings with the upgrade to Oracle E-
Business Suite Release 12. In particular, we streamlined our renewal
process, which has increased customer satisfaction and retention. And,
we minimized costs with an out-of-the-box deployment strategy for
Oracle Service Contracts.”
Timothy Hall
Senior Technology Manager, Global Management Systems, ProQuest
CUSTOMER LOGO
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reserved.

29. “The fact that more and more elements of the O2O [Opportunity to
Order] process have been automated is crucial as volumes continue to
increase, and the ability to generate so many types of self-service
contracts after cutoffs has really made a difference.”
John Doyle
VP, Global Contracts
CUSTOMER LOGO
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30. Q&A
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reserved.

31. The preceding 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.
31 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.

32. 32 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.

33. 33 Copyright © 2011, Oracle and/or its affiliates. All rights
reserved.