outsmart your competition with crm on demand

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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”


‘Driving Growth in a Challenging Economy’ Vignette


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


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…


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


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.


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


Only Oracle CRM On Demand Helps CSOs

GET SMARTER

GET MORE PRODUCTIVE

GET THE BEST VALUE,

PERIOD


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…


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


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 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


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


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


Grow Revenue (and Commissions)


“Our internal clients can now get answers in minutes when it used to take weeks.”

–Tripp Partain, CIO, Global Platforms, Equifax


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…


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


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


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


Focus on More of the Right Leads


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


Drive Every Qualified Opportunity


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


“Oracle really helped us improve the way we manage our sales pipeline...”

–Jim Eastin, Director, Sales Operations, Administaff


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…


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


Leverage Oracle’s Experience to Gain Immediate Advantage


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


Leverage Oracle’s Experience in Industries


• Prebuilt industry applications• Embedded business

process support• Consulting expertise culled

from teams with deep industry background


Leverage Oracle’s Experience in Implementation Methodology


• Standardized processes, tools, methodologies and resources• Services optimized for

each organization’s functional requirements• Blueprints aligned with

prioritized business objectives


Achieve the Lowest TCO


Achieve the Lowest TCO with Oracle CRM On Demand


• Single vendor technology platform reduces overhead• The most capabilities

offered at universal low price• The most application

customization and configuration features


Achieve the Lowest TCO with Multiple Deployment Options


• 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


Simplify and gain leverage


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


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)


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


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


“CRM On Demand was the most flexible and robust solution available.”

–Kevin Raybon, General Manager, Sales Operations, NEC Unified Solutions


“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


• Get Smarter.

• Get More Productive.

• Get the Best Value, Period.

The Opportunity for Sales Leaders


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


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


“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


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


“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


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


“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


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


“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


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

outsmart your competition with crm on demand

Technology

mustdrive growth

discountsdriving growth

support margin growth

economy improvinghas

sales execution

sales capacity

challenging economy

japanthe recession