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1 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
Oracle Fusion CRM for Sales Leaders
Sergio Martini
Master Principal Sales Consultant - CRM
14th February 2013
Safe Harbor Statement
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
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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.
Webcast Overview
• Recap Oracle Fusion CRM
• How Fusion CRM Drives Sales Success
• Demo
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• Q&A
Recap Oracle Fusion CRM
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Oracle Fusion ApplicationsThe New Standard for Business
Fusion CRM is part of
a full suite of
business applications
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business applications
designed from the
ground up to be
complete, open and
integrated.
Oracle Fusion CRMThe New Standard for CRM
Fusion CRM
combines extensive
customer input with
modern technology
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modern technology
to uniquely address
today’s business
requirements.
Sales Sales
Initial Focus is Integrated Sales and Marketing
Create better
sales plans,
generate more
quality leads and
Desktop
Key Functional Areas
User Interfaces
MobileWeb
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SalesSales
Prediction
Channel ManagementMarketing
Social Collaboration
Customer Data Management
Sales PlanningSales
Prospectingquality leads and
achieve higher
win rates to
increase sales
performance.Extensibility Framework
Application Composer
Page Composer
Process Composer
Reports Composer
Manage Forecasting
Fusion Sales PlanningImprove Sales Results through Integrated Sales Planning
Design & Align Territories
Set & Vet Quotas
Predict Market Potential
Sales Predictor
Sales Predictor
Territory Management
Territory Management
Quota Management
Quota Management
Incentive Compensation
Incentive Compensation
ForecastingForecasting
Incent Sales Behavior
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� Effectively align the salesforce to achieve performance objectives
� Empower Sales VPs, Sales Managers, Compensation and Finance organizations with visibility and insight to take corrective action
The Benefit to Your OrganizationIncreased Revenue Without More Resources
x =
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Existing Resources
xIncreased Revenue
=Better Sales Performance
How Fusion CRM Drives Sales Success
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Sales Challenges
What Keeps What Keeps
Sales Executives Sales Executives
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Sales Executives Sales Executives
Up at Night?Up at Night?
The Answers We’ve Heard7
41
81
89
% of reps missed quota
% reps aren’t getting enough coaching
% missed forecast in last 12 months
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89
85/29
<24
Sources: CSO Insights; Corporate Visions Inc.; SIRIUS Decisions; Thomson Reuters
% reps aren’t getting enough coaching
% leads considered qualified – marketing vs sales
months is average tenure of a VP of Sales
Does This Sound Familiar?
$
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M1 M2 M3
“I’ll Make My Quota!” “I’ll Make My Quota!” “Oops, I’m Short7“
What Causes This Issue
“Our reps need a lot of guidance, but my managers and I don’t have the time to coach every individual performer.”
“It’s not just knowing there’s a problem. I also must understand root causes and quickly understand what the impact of taking different actions would be.”
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“We have to better align our territories, quotas and compensation to drive desired behaviors and improved performance.”
“We need more qualified leads and we must enable our reps to generate them.”
performer.”
Solve These Problems and See Better Results
$
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M1 M2 M3
Gain Instant Visibility with Fusion CRM
• Sales Dashboards
– View all your key information in one place
• Contextual Analytics
– View relevant information as needed in task
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• Real Time Forecasting
– Always have the latest numbers
• Mobile Analytics
– Always have the information at your fingertips
Deliver Pervasive Coaching with Fusion CRM
• Sales Process Coach
– Guide reps on next steps to take in sales cycle
• Sales Recommendations
– Recommend the best collateral and references
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• Social Collaboration
– Leverage and share knowledge within the team
• Activity Streams
– Monitor activity and engage when needed
Maximize Sales Pipeline with Fusion CRM
• Customer 360
– Recommend next product to sell to a customer
• Sales Prediction
– Identify top opportunities based on past success
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• Lead Management
– Align with marketing to drive high quality leads
• Sales Campaigns
– Make it easier for reps to prospect on their own
Drive Team Alignment with Fusion CRM
• Forecasting
• Territory Planning
– Maximize sales coverage with optimal territories
• Quota Setting
– Set achievable goals based on real opportunity
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– Set achievable goals based on real opportunity
• Compensation Plans
– Drive desired behavior with the right incentives
• Performance Management
– Monitor and manage behavior to achieve goals
Unified Sales and Marketing to Drive More
Revenue
• Customer Data Quality
– Leverage one trusted source of truth
• Multi-Stage Campaigns
– Engage prospects across multiple channels
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– Engage prospects across multiple channels
• Sales Campaigns
– Empower sales reps with prospecting tools
• Lead Management
– Accelerate lead distribution and follow-up
Insight to Know Where To Invest
• Marketing Dashboards
– Gain visibility across marketing and sales
• Sales Prediction
– Identify whitespace and cross-sell opportunities
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• Customer Center
– Provide real-time customer insight
• Segmentation
– Drive highly targeted campaigns
Nurturing to Increase Lead Conversion
• Lead Assessment
– Ensure leads have highest quality information
• Lead Scoring
– Prioritize the hottest leads with lead scoring
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• Lead Nurturing Campaigns
– Prevent stale leads with automated nurture campaigns
• Lead Tracking
– Know what is happening to the leads you give Sales
Collaboration to Do More with Less
• Social Collaboration
– Execute faster with built-in collaboration tools
• Communication Governance
– Control frequency and increase response rates
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• Reusable Best Practice Templates
– Reduce time to build campaigns and content
• Response Management
– Automate time consuming manual processes
1. Know you have visibility into the forecast
2. Know your sales reps have proper coaching
3. Know there is a strong pipeline of opportunities
Never Lose Sleep with Fusion CRM Sales
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3. Know there is a strong pipeline of opportunities
4. Know your resources are aligned for total success
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Demo
Question and Answer
Reminder:
Fusion CRM: Incentive Compensation
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Fusion CRM: Incentive Compensation
Webcast - 14 March 2013
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