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Outsmart Your Competition With Crm On Demand presentation for Executives.
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Outsmart and Out Execute Your Competition with Oracle CRM On DemandPavels Kilivniks21/06/2011
Copyright ©2009, Oracle. All rights reserved.
Today’s Landscape
“Rising Orders Fuel Optimism for
Manufacturing Recovery
“Hopeful Signs for EconomyEmerge in Latest Data”
“Has the Recession
Bottomed Out?”
“CEOs See Economy Improving”
“The Recession? It’s Over, Says Economist”
“U.S. Recession Appears
Near Bottom
“Signs of Demand Recovery Emerge in
U.S. and Japan”
“Stocks Rise Sharply on More Signs of Recovery”
“Are We On the
Road to Recovery?” “China Manufacturing Expansion Fuels Recovery Bets”
Copyright ©2009, Oracle. All rights reserved.
‘Driving Growth in a Challenging Economy’ Vignette
Copyright ©2009, Oracle. All rights reserved.
The Challenge for Chief Sales OfficersPAIN POINTS
• Fewer resources
• Smaller and more competitive opportunities
• More demanding customers
• Forced discounts
Driving Growth in a Challenging
Economy
Copyright ©2009, Oracle. All rights reserved.
Why Should CSOs Address This Challenge Now?
• Drive growth regardless of economic conditions
• Grow revenue rather than protect revenue
• Protect and grow margins versus letting margins erode
Because They Must…
Copyright ©2009, Oracle. All rights reserved.
What If CSOs Had a SolutionThat Could…
Increase sales capacity
Improve sales execution and win rates
Create more time to drive growth and increase wallet share
Provide margin protection and support margin growth
Copyright ©2009, Oracle. All rights reserved.
What CSOs Can Do Now
• Take a long-term view of your sales team investment
• Assess & compare your sales team investment to peer companies
• Protect and incentivize your top sales people
• Convey a long-term vision of ‘the opportunity’ for your teams
• Ensure your teams are focused on the right accounts & productsInformation Source: The Alexander Group, Inc.
Copyright ©2009, Oracle. All rights reserved.
How Can Oracle Help CSOs Now?
After All, Most On Demand CRM Offerings Provide…
Fast deploymentsEase of usePredictable costsLow risk
Fast deploymentsEase of usePredictable costsLow risk
NICHE COMPETITORS ORACLE CRM ON DEMAND
Copyright ©2009, Oracle. All rights reserved.
Only Oracle CRM On Demand Helps CSOs
GET SMARTER
GET MORE PRODUCTIVE
GET THE BEST VALUE,
PERIOD
Copyright ©2009, Oracle. All rights reserved.
Why Get Smarter?
Best focus our resources?
Target the most lucrative
markets?
Increase our win rates?
Get better quality leads?
Move through the sales
cycle more quickly?
How can we…
Copyright ©2009, Oracle. All rights reserved.
Get Smarter.
“At a time when firms in many industries offer similar
products and use comparable technologies, business
processes are among the last remaining points of
differentiation. And analytics competitors wring every
last drop of value from those processes.”
–Thomas Davenport, “Competing on Business Analytics,” Harvard Business Review
Copyright ©2009, Oracle. All rights reserved.
Act on Insight Immediately
Copyright ©2009, Oracle. All rights reserved.
Act on Insight Immediately with Real-Time and Historic Analytics
• Drive objectives by comparing trends over time• Prompt informed actions
with interactive dashboards• Leverage the industry’s
only on demand solution with this capability
Copyright ©2009, Oracle. All rights reserved.
Act on Insight Immediately with Answers On Demand
• Easily create and share customized analyses in minutes• Mash up wide range of
CRM information for optimized insight• Empower users across
your organization with this capability
Copyright ©2009, Oracle. All rights reserved.
Align Everyone with Trusted Information
Copyright ©2009, Oracle. All rights reserved.
Align Everyone with Trusted Information with Reports
• Quickly access and share more than 40 prebuilt reports and dashboards• Showcase dashboards
across CRM On Demand tab homepages• Easily drilldown into report
and dashboard data for key insights
Copyright ©2009, Oracle. All rights reserved.
Align Everyone with Trusted Information with Mobile
• Empower users with critical insights where and how they work• Rapidly increase
accountability for producing results• Drive team efficiency and
productivity
Copyright ©2009, Oracle. All rights reserved.
Align Everyone with Trusted Information with Gadgets
• Give users rapid access to the specific information they need• Increase efficiency and
speed of task completion• Rapidly increase user
adoption
Copyright ©2009, Oracle. All rights reserved.
Grow Revenue (and Commissions)
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“Our internal clients can now get answers in minutes when it used to take weeks.”
–Tripp Partain, CIO, Global Platforms, Equifax
Copyright ©2009, Oracle. All rights reserved.
Why Get More Productive?
Leverage best practices
across the organization?
Increase channel sales?
Deliver better results with
fewer resources?
Streamline our sales
processes?
Get new reps to quota more
quickly?
How can we…
Copyright ©2009, Oracle. All rights reserved.
Get More Productive.
“When we measure salespeople’s “non-customer facing
time,” we find that it often amounts to more than half of
their total hours.”–Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard
Business Review
Copyright ©2009, Oracle. All rights reserved.
Uncover Hidden Demand
Copyright ©2009, Oracle. All rights reserved.
Uncover Hidden Demand with Sales Prospector
• Predict top prospects and expected revenue, close probability, & time to close• Identify hidden
opportunities in new & existing accounts• Analyze customer
attributes and product purchase history
Copyright ©2009, Oracle. All rights reserved.
Uncover Hidden Demand with Territory Management
• Automatically define sales territories with an easy point & click interface• Rapidly respond & adjust
to rapid changes in your company• Get the right information to
the right team members
Copyright ©2009, Oracle. All rights reserved.
Focus on More of the Right Leads
Copyright ©2009, Oracle. All rights reserved.
Focus On More of the Right Leads With Lead Management
• Route opportunities to the right rep based on a set of configurable rules• Easily assign leads via a
built-in wizard• Ensure lead quality with
embedded lead qualification call scripts
Copyright ©2009, Oracle. All rights reserved.
Drive Every Qualified Opportunity
Copyright ©2009, Oracle. All rights reserved.
Drive Every Qualified Opportunity with Sales Automation
• Quickly identify and prioritize sales opportunities• Easily track deal status
through the sales cycle• Scale your team’s skills &
improve sales consistency with built-in coaching
Copyright ©2009, Oracle. All rights reserved.
“Oracle really helped us improve the way we manage our sales pipeline...”
–Jim Eastin, Director, Sales Operations, Administaff
Copyright ©2009, Oracle. All rights reserved.
Why Get the Best Value?
Increase our margins?
Reduce costs?
Show provable ROI
quickly?
Get the best service?
Get the most experienced guidance?
How can we…
Copyright ©2009, Oracle. All rights reserved.
Get The Best Value, Period.
“Investments in technology-enabled business processes
can deliver up to ten times the impact of traditional IT
cost reduction efforts.”–Kaplan/Sikes, “Managing IT in a Downturn,” The McKinsey Quarterly
Copyright ©2009, Oracle. All rights reserved.
Leverage Oracle’s Experience to Gain Immediate Advantage
Copyright ©2009, Oracle. All rights reserved.
Leverage Oracle’s Experience in CRM
…To gain immediate advantage…
• 15+ years of experience• World’s largest and most
sophisticated CRM deployments• Global consulting practice
committed to customer success
Copyright ©2009, Oracle. All rights reserved.
Leverage Oracle’s Experience in Industries
…To gain immediate advantage…
• Prebuilt industry applications• Embedded business
process support• Consulting expertise culled
from teams with deep industry background
Copyright ©2009, Oracle. All rights reserved.
Leverage Oracle’s Experience in Implementation Methodology
…To gain immediate advantage…
• Standardized processes, tools, methodologies and resources• Services optimized for
each organization’s functional requirements• Blueprints aligned with
prioritized business objectives
Copyright ©2009, Oracle. All rights reserved.
Achieve the Lowest TCO
Copyright ©2009, Oracle. All rights reserved.
Achieve the Lowest TCO with Oracle CRM On Demand
…To gain immediate advantage…
• Single vendor technology platform reduces overhead• The most capabilities
offered at universal low price• The most application
customization and configuration features
Copyright ©2009, Oracle. All rights reserved.
Achieve the Lowest TCO with Multiple Deployment Options
…To gain immediate advantage…
• Fine tune CRM for specific requirements within your organization• Get started in weeks and
scale to meet the most demanding requirements• Leverage the widest range
of configuration & pricing options
Copyright ©2009, Oracle. All rights reserved.
Simplify and gain leverage
Copyright ©2009, Oracle. All rights reserved.
Simplify and Gain Leverage with a Single Vendor
• Single call resolution for questions and support• Superior economics by
bundling solutions together from one vendor• One point of control for all
your business application and technology needs
Copyright ©2009, Oracle. All rights reserved.
Simplify and Gain Leverage with a ‘Complete CRM’ Solution
Siebel CRM Oracle Social CRM On DemandOracle CRM On Demand
Comprehensive Functionality
Deep Industry Support
Fully Customizable
• Feature-Rich SaaS Offering
• Easy to Use
• Fast to Deploy
• Highly Task-Focused
• Highly Collaborative
• Increase User Productivity
Integration (Oracle Application Integration Architecture)
Copyright ©2009, Oracle. All rights reserved.
Simplify and Gain Leverage with the Leading Enterprise Software Provider
• Database• Data Warehousing• Database on Linux• Embedded Database• Middleware• Enterprise Portal• Application Server• Enterprise Perf. Mgmt.
• CRM• Human Capital Mgmt• Retail• Communications• Financial Services• Banking• Public Sector• Professional Services
Copyright ©2009, Oracle. All rights reserved.
Simplify and Gain Leverage with the Scale to Meet your Business Needs
• $23.25 Billion Annual Revenue• $2.76 Billion Annual R&D Budget• 320,000 total customers,
including 98 of the Fortune 100• 280,000 Oracle Database
customers• 43,000 Oracle Applications
customers• 80,000 middleware customers• 5,000 CRM customers• 20,000+ partners• 86,000 employees• 22,000 developers• 8,000 support professionals• Operating in 145 countries
Copyright ©2009, Oracle. All rights reserved.
“CRM On Demand was the most flexible and robust solution available.”
–Kevin Raybon, General Manager, Sales Operations, NEC Unified Solutions
Copyright ©2009, Oracle. All rights reserved.
“In this economy, inaction is understandable but
shortsighted. Those who face their fear and get unstuck can outrun hesitant competitors
and seize advantage.”
A Closing Thought
Source: “How to Get Unstuck,” May 2009, Rita Gunther McGrath and Ian C. MacMillan
Copyright ©2009, Oracle. All rights reserved.
• Get Smarter.
• Get More Productive.
• Get the Best Value, Period.
The Opportunity for Sales Leaders
Copyright ©2009, Oracle. All rights reserved.
Copyright ©2009, Oracle. All rights reserved.
DIRECTV Augments Sales Solutionswith Oracle CRM On Demand
COMPANY OVERVIEW• Leading provider of satellite-based television
services, with 17.6 million customers in the U.S.• Industry: Media and Entertainment• Employees: 18,300• Revenue: $19.7 billion
CHALLENGES / OPPORTUNITIES• Sales management relied on outdated sales and
pipeline reports• Geographically diverse sales team to cover retailers
all over the U.S.• Key partner and customer information resided in
multiple systems
SOLUTION• Oracle CRM On Demand• Oracle Call Center On Demand• Siebel Contact Center• Siebel Field Service
RESULTS• Improved sales productivity by
reducing call preparation time by 90 hours per week
• Accelerated issue resolution and reduced pipeline reporting from seven days to less than one day
• Achieved 432 percent ROI and payback in 2.4 months
CUSTOMER PERSPECTIVE
“Our Oracle CRM On Demand implementation resulted in an ROI of 432 percent and enabled our sales force to reduce call preparation time by 90 hours each week. ”
Erik Walters, Project Manager, Sales Ops
Copyright ©2009, Oracle. All rights reserved.
Oracle Enables Administaff to Vastly Improve Cuts Sales Pipeline Management
COMPANY OVERVIEW• Leading professional employer organization (PEO),
serving as a full-service human resources department for small and medium-sized businesses throughout the United States
• Industry: Professional Services• Employees: 117,000• Revenue: $1.7 billion
CHALLENGES / OPPORTUNITIES• Couldn’t get required reporting from previous system• Needed a system that could scale with the company• Management not able to see a complete picture of
sales pipeline
SOLUTION• Oracle CRM On Demand
RESULTS• Reduced sales reporting time from two
hours to five minutes• Improved forecast accuracy and sales
pipeline visibility• Enabled team to make changes in real
time
CUSTOMER PERSPECTIVE
“Oracle really helped us improve the way we manage our sales pipeline – it provided us with the visibility we needed to get better sales forecasts. ”
Jim Eastin, Director, Sales Operations
Copyright ©2009, Oracle. All rights reserved.
Oracle CRM On Demand Delivers a 350% Yearly Return to Equifax
COMPANY OVERVIEW• Global leader in information solutions for businesses
and consumers• Industry: Financial Services• Employees: 7,000• Revenue: $1.8 billion
CHALLENGES / OPPORTUNITIES• Integrate multiple CRM systems and strategies• Establish consistent sales processes and reporting
structures• Lack of performance metrics and business reporting
SOLUTION• Oracle CRM On Demand• Oracle Call Center On Demand• Siebel Contact Center
RESULTS• Reduced IT costs, increased visibility,
profitability and sales management productivity
• Improved decision making and understanding of sales performance across multiple countries
• Achieved 350 percent annual ROI and payback in only 10 months
CUSTOMER PERSPECTIVE
“We deployed 600 users across seven Latin American countries, including the top four countries, in less than 60 days… Our internal clients can now get answers in minutes when it used to take weeks. ”
Tripp Partain, CIO, Global Platforms
Copyright ©2009, Oracle. All rights reserved.
Loomis Dramatically Improves CustomerResponsiveness with Oracle Applications
COMPANY OVERVIEW• Provider of a wide range of integrated solutions for
cash handling for banks, retailers and other commercial enterprises.
• Industry: Financial Services• Employees: 7,000• Revenue: $1.24 billion
CHALLENGES / OPPORTUNITIES• Support change in traditional business model• Collect and disseminate information quickly and
securely to demanding customers• Reduce customer response times• Provide sales reps with visibility into service
information and vice versa
SOLUTION• Oracle CRM On Demand• Oracle Call Center On Demand• Oracle E-Business Suite• Oracle CRM On Demand Process Integration Pack
for Oracle E-Business Suite
RESULTS• Improved access to and quality of
customer data by replacing Salesforce.com in 5-1/2 weeks
• Improved efficiency and visibility by integrating Oracle CRM On Demand and Oracle EBS
• Able to look across the footprint in real time to evaluate progress against contracted objectives
CUSTOMER PERSPECTIVE
“With Oracle AIA , we were able to reduce customer response time from 2 days to ten seconds with our centralized call center. ”
Wayne Sadin, CIO
Copyright ©2009, Oracle. All rights reserved.
Rackable Systems Achieves 330% ROI fromOracle’s Application Integration Architecture
COMPANY OVERVIEW• Leading provider of server and storage products for
large-scale data center deployments.• Industry: High Technology• Employees: Approximately 325• Revenue: Approximately $250 million
CHALLENGES / OPPORTUNITIES• New business process required for Lead-to-Quote
and Build/Design to Order model• Low user adoption of previous CRM system• Sales lacked visibility to back-end data • Small IT staff, limited budget, aggressive timeline
SOLUTION• Oracle CRM On Demand• Oracle E-Business Suite• Oracle CRM On Demand Process Integration Pack
for Oracle E-Business Suite
RESULTS• Fully integrated front-to-back office in
10 months• Better data quality, one view of
customers & orders• Improved forecast accuracy and sales
productivity• Achieved 330 percent ROI with payback
in only 5.3 months
CUSTOMER PERSPECTIVE
“With AIA, we have a single vendor solution to connect Oracle CRM and Oracle EBS. This allows for improved user adoption, better pipeline visibility, one view into customers and orders, and reduced IT costs. ”
Dominic Martinelli, CIO
*NEC Corporation figures
Copyright ©2009, Oracle. All rights reserved.
Next Steps
• Contact me, Pavels Kilivniks, at +35318031867 (Ireland, Dublin), +74956411455 (Russia, Moscow)
• Go to http://crmondemand.oracle.com for live demos, additional product information, and more