Date post: | 19-May-2015 |
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Technology |
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CRM@Oracle – Customer 360
Deepak Gupta Eve Milrod Halwani Sirish Bindal
Vice President Senior DirectorDirector
CRM Systems Sales SystemsCRM Analytics
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.
Oracle Corporation
Solutions Offerings• Oracle Database
• Oracle Fusion Middleware
• Oracle Applications
• Oracle Services
Information Technology• Four major IT Functions
1. Applications2. Development 3. Traditional 4. On Demand
About Oracle
•US$23.3 billion in revenue for fiscal year 2009
•More than 345,000 customers worldwide
•More than 21,000 partners
•85,000 employees, including:
•30,000 sales & marketing
•7,500 support
Global CRM Single Instance
• 1.5M Accounts• 18M Contacts• 24M Prospects
30,000 Internal users
• 47M Marketing Responses• 17M Sales Activities• 18M Marketplace Accounts
85,000 Territory Lookup users
200,000 Partner users
Partner Portal
145 Countries
10 Languages
Objective
• Global, consistent, streamlined, and scalable campaign to opportunity to quote processes
Approach• Go Native – Go Fast• Consolidation/Centralization• Start Clean, Stay Clean• Standards based Integration• Drive value with BI
Global CRM ImplementationOptimizing Our Go-To-Market
Sales
Customer Data
Marketing
Partners
Global CRM Single Instance Ecosystem
Implementation planned
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CRM@Oracle – Customer 360
Deepak Gupta Eve Milrod Halwani Sirish Bindal
Vice President Senior DirectorDirector
CRM Systems Sales SystemsCRM Analytics
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Sales Business Cycle
Global
CRM
Siebel Mktg/Call CenterSales Campaigns
Marketing and Sales CampaignsGlobal Executive Campaigns
Lead DevelopmentTerritory Assignment
Siebel Sales/Call CenterOpportunity ConversionOpportunity Prosecution
QualifyConvertMature
“System of Record”
Siebel Sales/Call Center Forecast
Prime and Co-Prime (Shadow) Rep and Manager Judgment
“System of Record”
CRM Analytics (OBIA) Performance
In-Line and AnalysisForecast Judgment Sales Effectiveness
Sales Business Cycle
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CRM@Oracle – Customer 360
Deepak Gupta Eve Milrod Halwani Sirish Bindal
Vice President Senior DirectorDirector
CRM Systems Sales SystemsCRM Analytics
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Customer 360
Customer 360 in GCMWindow into Consolidated Information in “My” Territory
AccountResearch
Target Prospects
Installed Base
CustomerInsight
Customer Intelligence & ProspectingAll in One Place in GCM
Solution
Landscape
Marketing
Intelligence
Whitespace
Upsell
Self Service Sales Campaigns
Customer Insight (CRM, ERP, Support)
Value Proposition
Target Audience• Sales Reps and Sales Managers
Benefits• Consolidates information in one place in GCM• Present one-face to the Customer• Blends Oracle interactions and third party data• Secured by “My Territory”
How it Works• Embedded Analytics within GCM • Extensible platform to continue expanding information
sources
Marketing Sales
Finance Support
Data ConsolidationUsing Embedded Analytics
Customer
360
Self Service Sales CampaignsCreated by a Sales Rep to Target Customers in their Own Territory
Target Customers based on Attributes
Create Personal Sales Campaign
Targeted Customers show
up as Leads
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CRM@Oracle – Customer 360
Deepak Gupta Eve Milrod Halwani Sirish Bindal
Vice President Senior DirectorDirector
CRM Systems Sales SystemsCRM Analytics
Consistent & Familiar Siebel UIIn GCM being used by Sales Reps for Opportunity/Forecast
Solution Landscape
Sales & Installed Products InsightBlending CRM, ERP & Support Information
For More Information
search.oracle.com
or
sales.oracle.com
CRM Analytics