Download pptx - Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management

Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management

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2

Speakers

Prity Tewary

Senior ConsultantBangalore, India

[email protected]+91 8197-154154

Vikram Yellampalli Principal – Enterprise [email protected]

mailto:[email protected]

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Section Name

Agenda3

Why PRM?

Key components of smart PRM solution

Oracle Sales Cloud PRM

Benefits & Nice to have…

Recommended adoption approach

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Why PRM?

Cost Saving

Increased Sales

Wider geographic

reach

Maximized Revenue

Increased Customer

Satisfaction

Brand Promotion

Nee

d fo

r P

RM

too

l

Successful partner relationships by efficient Program Management

Improve Partner Efficiency

Maximize Mindshare within Partner community

Reduce cost through automation of manual tasks

Need for Channel Partners

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Section Name

Agenda5

Why PRM?





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Key components of a smart PRM solution6

Onboard

A comprehensive, end to end, integrated solution that can help your channel partners to sell More and Faster

Engage

Collaborate

Support

Monitor

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Section Name

Agenda7

Why PRM?





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Single System

Consistent Business Processes

Features, Functionality and Transactions sharing

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CRM PRM

Integrated PRM/CRM solution

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Intuitive Self Registration UI with a flexible

approval process

Partner Portal access

Duplicate identification during approval

process

Terms and Conditions acceptance

requirement during registration

Section Name 9

Channel Sales

Partner Program Management

Partner Onboarding

Channel Marketing

Sales Cloud PRM - Partner Onboarding

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Partner Registration10

Partner Registration Details

Review and Accept terms and conditions

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Section Name 11

Channel Sales

Partner Program Management

Partner Onboarding

Channel Marketing

Enrollment into published programs

Auto-renewal of enrollment before expiry

Flexible approval process

Common contracts for all partners in a

program

Sales Cloud PRM - Program Management

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Program Management12

Program Definition

Defined Objectives

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Assessments13

Calculated score based on selected answers

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Section Name 14

Flexible Deal Registration with approval Conversion of approved deals into

opportunities

Forecasting of partner opportunities

Channel Territory Management

Sales Cloud PRM – Partner Transactions

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Section Name 15

Channel Marketing

Budget allocation for partners

Marketing Development Fund request

Claim creation and approval

Sales Cloud PRM - MDF

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Marketing Development Fund16

Fund Request for marketing activities

Associated Claims

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Channel Organiz

ation

Partner Organiz

ation

3 Track Goals and Objectives

Embedded Analytics to Assess and Monitor Partner Performance

Track Goals and Objectives

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Section Name

Agenda18

Why PRM?





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Benefits and Value Add19

Minimized Channel Conflict Increased Lead-To-Win ratio

Partner Portal Access Shortened Time to Value

Automation Reduced Channel Costs

BE

NE

FIT

S VA

LUE

A

DD

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Channel Performance

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What organizations would like to see… in the future releases

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Automatic recommendations

for program level promotion/demotion

Oracle Social Network collaboration

capabilities for partner users

Extended functionality to manage partner certifications and

training

Functionality for Business Plans

Simplified UI for partner users

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Section Name

Agenda22

Why PRM?





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Case Study

Client Profile• A fortune 100 consumer

electronics corporation • Substantial channel partners• Partners do Sales & Service

Current Architecture• Multiple applications on

different platforms• Home grown PRM system

Vision• Better partner program management• Improved channel communication• Single source of Information• Automation….leading to improved Channel Performance

Challenges• Increasing conflict of ownership amongst direct and

indirect channel leading to missed opportunities• Unsuccessful partner relationships and insufficient partner

mindshare • Manual administrative processes like contract

management and claim management leading to increased channel costs.

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Phased Adoption Approach24

Strategize

Implement

Adopt

Align with product roadmap

Out of Box functionality

New features

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Focus

Capture

Identify

MapCollaborate

Recommend

• Capture Detailed Requirements along with identifying the high level gaps

• Identify process and policy changes focusing objectively

on business value and total cost of ownership

• Map the product business processes to align around the Business Requirements of the organization

• Collaborate with Oracle on high level gaps and discuss roadmap for the same

• Provide recommendations for best practices for implementation

Strategize – Discovery Phase

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Implement – Out of Box functionality

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Analytics

Partner Onboarding and Profiling

Partner Program

Management

Channel Sales

Channel Marketing

Business Plans

Certification Management

Supported

Not supported

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Upgrade – Adopt new features and enhancements

Simplified UI for Channel Managers

Channel Account Manager

Dashboard

Simplified Partner Portal

Outlook

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Simplified pages available for channel managers

Dashboard to display key Sales and Partner activities along with detailed reports

Ability to accept/reject leads, register opportunities etc.

Ability to add partner resources to leads and opportunities from Outlook

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Questions

Visit Infosys at booth # 1411, Moscone South

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