1st October 2014Oracle Open World - 2014

Atradius CollectionsGain confidence in your Sales forecast

Confidential Information2

This document contains information that is confidential and proprietary to Infosys Limited ,Atradius Collections and Oracle. No part of it may be used, circulated, quoted, or reproduced for distribution outside Infosys Limited , Atradius Collections and Oracle Corporation.

Any disclosure of confidential information to, or use of it by a third party will be damaging to Infosys , Atradius Collections and Oracle. The ownership of all confidential information no matter what  media it resides in, remains with Infosys, Atradius Collections and Oracle.

Speakers

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EVP Commercial worldwide Board Member of Atradius Collections

Amsterdam, Netherlandsralph.vandijk@atradius.com

Account ManagermanAmsterdam, Netherland

jkbasa@infosys.com+31-615859068Ralph van Dijk Jimut Kumar Basa

Content

• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary

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Atradius Collections 5

24+ countries 160+ offices

14500+ customers 90+ years

• Leading international trade invoice collections company.

• 350 collections specialists working worldwide.• Driving sales growth by better brand experience • Strengthening market share by impressive customer

service• Controlling costs by effective IT solutions moving to

the cloud

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Forecasting : Pain Points Using Excel

Inaccurate data

Unstructured

No security

No reporting tool

Time consuming

Manual entry

Impacts sales

productivity:

Efficiency &Effectiveness

Why Oracle Sales Cloud And Infosys 7

Why Oracle Sales Could: Best business fit – Strong forecasting capabilities Low TCO Easy maintenance and simpler upgrades Future scalability

Why Infosys: Oracle sales cloud product knowledge Proven implementation track record and expertise Existing Atradius strategic partner Oracle Diamond Partner

Infosys Rapid Start Methodology

Content

• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary

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Four Pillars of a Good Sales Forecast

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Str

ateg

y

Pro

cess

An

alyz

e

Mo

nit

or

1 . Robust Forecast Strategy10

Forecast Parameters• Monthly

• Forecast Duration: 12

Forecast Criteria• Win probability >60%

Forecast Metrics• Best-case and worst-case

• Closed revenue

• Quota

2.  Streamlined Forecast Process

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Basic representation at sales rep. level.

Yes

3.  Monitor Continuous Changes.12

Real-time synchronization• Revenue lines• Close dates• Sales phase• Opportunity status

Metrics• Leads, Opportunities, Quotations, Contracts

• Forecast (>60% win probability), Closed revenue

4. Analyze the Forecast.

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• Reports• Historical trends

Add on:• Personalized dashboards

Sneak Peek

Content

• About the Session• Atradius Collections – Our Story• Our Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary

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LearningsEnabling Best Practices

• Forecast Strategy

• Forecast Process

• Bottom Up Forecast

Change Management

• Benefits of using Forecasting

• Forecasting methodology and terminology

• Effective use of metrics and analytics

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Benefits

Accurate

Secure

Real-time reports

Structured process

Reduced time

Automated

Achieve Target

&Boost Sales

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“Helps achieve targets

and boost sales”

Content

• Sales Forecast Briefing• Atradius Collections – Our Story• Oracle Sales Cloud - Forecast Implementation Overview• Implementation Learnings and Benefits• Solution Summary

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Critical Success Factors for the team

On time

Must go live in 11 weeks for the

Pilot countries Netherlands,

Belgium and Luxemburg

Value to business

• Design a global template for

rapid rollout to other countries

• Low TCO

On budget

Provide best fit within budget

• Fixed price implementations

• Pure vanilla approach

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Project Phases and Time Lines

• Finalize scope • Define success

Criteria for the pilot• SOW sign off

Strategy and Planning

• Familiarization workshops

• Configuration• Data migration• Conference room

pilots

Modeling and Realization • System verification

• Training• User verification

(UAT)• Deployment

Verify and Deploy

Week 0 Week 1 to 6 Week 7 to 11

Content

• About the Session• Atradius Collections – Our Story• Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary

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Let’s Summarize…

Robust strategy Stream line process

Accurate analysisReal-time monitoring

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“Good sales Forecast Helps Take Right Decisions at the Right Time”

Questions

If you have any questions, please contact

Ralph van Dijkralph.vandijk@atradius.com

Jimut Kumar Basajkbasa@infosys.com

Nikhil KiniNikhilprakash_kini 01@infosys.com

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Feedback

Share your thoughts / feedback on this session via Twitter

@InfosysOracle

Hashtag: #InfosysAtOOW

© 2014 Infosys Limited, Bangalore, India. All Rights Reserved. Infosys believes the information in this document is accurate as of its publication date; such information is subject to change without notice. Infosys acknowledges the proprietary rights of other companies to the trademarks, product names and such other intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of Infosys Limited and/ or any named intellectual property rights holders under this document.

Thank You