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Business Practices
Back Office Brazil
AGENDAck Office Brazil
• Objective
• Back Office x Contracts
 Roles and Responsibilities
• Processing Orders
• Tools and Templates
• Rules - checklist
• Booking
• Post-booking
Back Office Brazil Team
– Ana Tavares (ana.tavares@oracle.com)
• Manager / Lad Sales Orders / DPO
– Daniela Bannitz (daniela.bannitz@oracle.com)
• VADs / Partners/ Region BR ( except SP and South)
– Mariana Lima (mariana.rosanti.lima@oracle.com)
• VAD /Partners / Region SP and South
Back Office x Contracts
BACK OFFICE
Revision and booking : Indirect Orders "Standard"
CONTRACTS
Revision and booking : Direct Orders and Indirects
non"Standard"
Tech and Apps Products
Online orders : POP (Partner Ordering Portal)
Support Partners and VAD’s
LOCAL - CADMIN
ULAs
Enterprise Linux and VM
Support pre and post sales
Support for filling Bap Form – Apps and
COSTA RICA
Enterprise Linux / VM
Migrations :
Support on POP tool utilization
Private Customer
Support for any question regarding business practices
Public Sector Customer
Backlog : Billing, media shipping information
Preparing an Order document
• Order Type:
1. “Standard” Order
–
When the Oracle terms is used in the order as is. In this case A BAP Form
or POP (online) should be use to place an order.
2. non“Standard” Order
– Any adjustments in the Oracle terms.




Order with more than 12 months support;
Installments for support;
Migrations;
Generic or Specific Hosting;
– Important :
 When Sign the PDF template, fill in the field: “Contrato de Licença do usuário final”
with your internal order number.
Preparing an Order document
• Pedido “Standard” : Produto Apps
 Cliente Privado
–
Always Vad/Partners must fill in the latest version of BAP Form and POEU.
 Cliente Setor Público
–
Always Vad/Partners must fill in the latest version of BAP Form, there is a specific
template fo Public Sector.
• Requested documents for a Public Sector Order
 Bid process for the Government Agency
– Edital and Anexos;
 Bid Process with Price hold, Agency owner of Ata or Agency mentioned in Edital:
– Ata de Registro, Edital do Registro and anexos;
 Bid Process, adesão and Ata from Price hold for specific agency:
– Ata de registro, Edital do registo and anexos, oficio para adesão de solicitação and
autorização
– Register in Diário Oficial da União;
 Standard Oracle commercial proposal with OLSA clauses
Preparing an Order document
• Enterprise Linux e VM Order
 Private and Public Sector Customer
–
Vad/Partners must fill in the latest version of BAP Form.
 ELSA
–
Signed document between Oracle and End User, with VAD or partner closing the deal
is responsible to get the signature from End user.
 After all fields filled in:
–
–
Vad/partner send to Back Office team all documentation for previous
validation, this documentation is send through e-mail;
BackOffice answer to the Vad/partner, showing any correction needs before
final signature.
Back Office need Bap Form and POEU to be validated together.
Tools and Templates
 For Opportunity registration:
– PRM – inform the opportunity ID when submit an order for Oracle
 To perpare “standard” and non “standard” orders:
– Legal Name Change – request to SALES REP
– Exception letter – Request to SALES REP
 Additional Discount
 Orders with different Support terms
 Orders with different Support payment terms
 To prepare “standard” Apps order :
– Bap Form : Private Customer and Public Sector (Pay attention to the Bap Form
template – they are different)
– POEU (Proof of end user)
– Oracle Standard Commercial Proposal including OLSA clauses: only for Public
Sector
 To prepare orders Enterprise Linux and VM:
– Bap Form : Specific Bap Form to be used for Private Customer and Public Sector
– ELSA : Signed by End User
Indirect Orders -“standard”
 What is the rule?
–
Orders above USD 200K net license a POEU or a contract between partner and End
user signed is required in the order package.
 How is the process?
1.
All Order documentation must be sent to Backoffice team by e-mail, good visibility for
scanning pages and the signatures with right identification form complete name and
position from customer and end user.
2.
All documents should have been submitted previously for validation and revision for
backoffice team.
3.
For booking is not necessary the original document.
4.
After, for auditor purpose, the original documents need to be submitted to Backoffice
team form Oracle countersignature and files.
5.
In case of VAD/partner needs a copy of the order, it should be signed 2 copies, Oracle
needs a copy anyway.
• Important :
–
Orders with Addictional Discount, should have a previous approval from Oracle Sales
Rep.
Business Practices - Checklist
 Orders below USD 250k (Price list + Sup) the e-biz discount from
partner/Vad has a 5% discount increase.
 VAD selling direct to the End User, Oracle request an internal approval,
contact Sales Rep;
 Partner needs to follow your Preferential VAD, any exception Partner
need to request an approval from preferential VAD and Oracle Aliances,
contact Sales Rep.
 Partner that intermediate an Order from VAD, must have a FUDA Light
active with Oracle.
 The Order signature has to be in the current month, is not permitted an
order signed a month before current month.
Post Booking
End user receives:
– CSI notification, via e-mail, through Welcome Letter.
– This notification will always be sent to the e-mail
address on the purchase order, so always check that
the e-mail address is correct before submitting an order
for booking.