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Create and Enforce Sell-Side Contracts with Oracle Sales

Contracts

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Agenda

• Introduction to Oracle Sales Contracts• Negotiating Terms on a Sales Quote• Managing Contracts (legal) • Blanket Sales Agreements in Order

Management

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Introducing Oracle Sales Contracts

With Oracle Sales Contracts, companies can• Standardize and enforce contract policies• Streamline contract authoring and

negotiation• Improve contract compliance• Track contract performance and risk

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Oracle Sales Contracts is …A comprehensive solution to manage customer relationships

Contract Contract Administration Administration

& Renewal& Renewal

Legal & Legal & Business Business ApprovalApproval

Tracking Tracking PerformancePerformance

Contract Contract Execution & Execution & ComplianceCompliance

Standards based Standards based Authoring and Authoring and

NegotiationNegotiation

Sales ContractsSales ContractsRepositoryRepository

Establish Establish corporate corporate

contract policiescontract policies

Library of standard terms represents corporate best practices

Terms are available for use on quotes, sales orders, and sales agreements

Automated compliance and tracking of performance against commitments

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Oracle Sales Contracts is …• Designed as an integral part of Oracle’s ‘Quote-to-

Cash’ business flow

– Contracts for one-time orders: Author and negotiate contract terms on a quote, iStore cart or sales order

– Releases against a Sales Agreement: Enforce contract terms, including price and volume discounts, on Sales Orders released against a Blanket Sales Agreement (BSA)

– Contracts for one-time orders: Author and negotiate contract terms on a quote, iStore cart or sales order

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Sales Contracts Features

• Negotiating Terms on a Sales Quote• Contracts Terms Library• Create and Manage Sales Agreements• Create Sales Order Releases against BSA• Negotiate Contract Terms in Oracle iStore

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Sales Contracts Features

• Negotiating Terms on a Sales Quote• Contracts Terms Library• Create and Manage Sales Agreements• Create Sales Order Releases against BSA• Negotiate Contract Terms in Oracle iStore

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Demo

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Sales Contracts Features

• Negotiating Terms on a Sales Quote• Contracts Terms Library• Create and Manage Sales Agreements• Create Sales Order Releases against BSA• Negotiate Contract Terms in Oracle iStore

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Contracts Terms LibraryIntroduction

• A comprehensive solution to establish global corporate contracting standards

• Centrally manage pre-approved terms and conditions representing best practices

• Enforce contract standards across the enterprise

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Contract Terms LibraryEstablish Organization-Wide Contract Standards

Contract Terms Library

Legal

SalesOrganizations

Government Regulations

Implement• Best Practices• Legal Requirements• Regulatory Policies

• Standard Clauses

• Contract Templates

Enforce• Adopt as-is• Localize

BusinessUnits

• Rich text formatting – bold, indent, bullet list• Manage global and country specific standards• Revision control and approval management

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Contract Terms Library

Contract Terms Library– Create library clauses– Create contract templates

Built in Approval workflow

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Contract Terms Authoring - SecurityEditing of contract terms can be controlled by user roles and responsibilities:• Standard authoring

– Change the contract template– Update user-defined variable values– Add standard clauses from the library– Delete clauses that are not mandatory

• Non-standard authoring– Modify a standard clause to make it non-standard– Create a new non-standard clause for this contract– Remove all contract terms

• Override authoring controls – Delete clauses that are marked as mandatory– Make clauses non-standard whose text is protected against

update

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Demo

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Sales Contracts Features

• Negotiating Terms on a Sales Quote• Contracts Terms Library• Create and Manage Sales Agreements• Create Sales Order Releases against BSA• Negotiate Contract Terms in Oracle iStore

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Create and Manage Sales Agreements Features

• Author contract terms on a Blanket Sales Agreement• Capture price and purchase commitments• Capture agreement effectivity• Validate agreement• Approve agreement• Print agreement• Record customer acceptance• Manage contract documents• Manage agreement changes• Send notifications prior to expiration• Terminate agreement

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Author Contract Terms on a BSA Description

• Blanket Sales Agreement has been enhanced with contract terms authoring capabilities

• When authoring a BSA, users can– Apply a standard contract template– Modify standard clauses or pick alternates

• Contract terms editing can be controlled based on user role and responsibilities

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How to Use this FeatureBlanket Sales Agreement (BSA) flow

•Change product/price•Add / remove clauses•Add non-standard clauses

Create BSA Apply Terms &Conditions

Preview Contract

Document

Print for Customer

Presentment

Negotiate Sign ActiveAgreement

Submit for Internal Approval

Customer Acceptance?

No Modify BSA

•Enter signing details • Attach signed image

•Products•Price holds•Discounts

Yes

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Demo