apac oracle smart strategies for uncertain times

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Oracle Smart Strategies for uncertain times

Michel van WoudenbergGeneral Manager CRM On Demand Asia Pacific

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.”

An Opening Thought

Source: “How to Get Unstuck,” May 2009, Rita Gunther McGrath and Ian C. MacMillan


Leading Companies in APAC Use CRM On Demand

ADP Pentagon Pets Limited


CRM On Demand by Industry

Financial Services Life Sciences CommunicationsMedia

(Info Resources)Engineering &Construction


KEY QUESTIONS KEY QUESTIONS FOR CxO’sFOR CxO’s


1. Get smarter?

2. Increase productivity?

3. Get the best value?

How Can You…


Our Value Proposition for Business Leaders

Only Oracle CRM On Demand enables you to outsmart and out execute your competition with solutions that are easy to use,

provide fast ROI, and are available from a single vendor.


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…How can we…


Get Smarter.

““At a time when firms in many industries offer similar At a time when firms in many industries offer similar

products and use comparable technologies, business products and use comparable technologies, business

processes are among the last remaining points of processes are among the last remaining points of

differentiation. And analytics competitors wring every differentiation. And analytics competitors wring every

last drop of value from those processes.”last drop of value from those processes.”

––Thomas Davenport, “Competing on Business Analytics,” Harvard Business ReviewThomas Davenport, “Competing on Business Analytics,” Harvard Business Review


Act on Insight Immediately


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


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


Align Everyone with Trusted Information


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


Grow Revenue and Commissions with Deal Management

• Arm salespeople with a powerful tool to quickly arrive at win/win pricing

• Make informed pricing decisions based on historical data vs. ‘gut’

• Maximize margins


Typical Deal in the Life of a Sales Professional – Super Charged with CRM OnDemand

Advanceexisting

opportunity

Access Key Information on

the Road

Map Key Contacts for the

Opportunity

Leverage on Best Practices – Sales Process Coach

View Appointments

Analyse Pipeline


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…How can we…


Get More Productive.

““When we measure salespeople’s “non-customer facing When we measure salespeople’s “non-customer facing

time,” we find that it often amounts to more than half of time,” we find that it often amounts to more than half of

their total hours.”their total hours.”––Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard

Business ReviewBusiness Review


Uncover Hidden Demand


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


Focus on More of the Right Leads

apac oracle smart strategies for uncertain times

Technology

sales processes

oracle crm

business analytics

sales professionalsuper

business processes

channel sales

sales cycle

crm ondemand