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Attain Superior Sales Performance Through Insight Driven Oracle Sales Analytics

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From 2011 Oracle Open World. Were you there? …

From 2011 Oracle Open World. Were you there?

Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics


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  • 1. 1
  • 2. Attain Superior Sales Performance Through Insight-Driven Oracle Sales AnalyticsAnand Dodd – Oracle BI Applications Product Management/StrategyRashmi Grover - Experian BI Lead AmericasUsha Narasimhan - Experian Business Analyst 2
  • 3. Safe Harbor Statements The following 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 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.3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 4. Program Agenda•  Oracle BI Applications – An Overview•  OBIA 7.9.6.3 Release Overview•  BI in Fusion Applications•  Customer Success - Experian•  Q&A 4
  • 5. Oracle’s Enterprise Performance Management System Complete. Open. Integrated.BI  /  EPM   Planning  &   Strategy   Apps   Forecas*ng   Management   CRM   Industry   ERP  Analy*cs   Analy*cs   Analy*cs   Financial  Close  &   Profitability   Repor*ng   Management   Interactive Query & Analysis Dashboards Scorecards Reports & Publishing Office Search Detect & Alert Embedded MobilePlaDorm  BI/EPM   Common  Enterprise  Informa*on  Model   Dimension   BI  Server   Essbase   Management   Predic*ve  Analy*cs   OLTP & ODS Data Warehouses Exadata OLAP Packaged Unstructured & Excel BusinessSources   Systems Data Marts Sources Applications Semi- XML/Office Processes Data   (Oracle, SAP, Others) Structured 5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 6. Oracle BI Applications Analysis Spanning Heterogeneous Sources in a Conformed Model Marke7ng   Procurement  and   Financials   Spend   Sales   Price   Projects   Service  and     CRM Human  Resources   ERP Contact  Center   ANALYTICS ANALYTICS Product   Customer  Data   Informa7on   Management*   Supply  Chain  &   Loyalty   Order  Management   Management*   ORACLE  BI  FOUNDATION   AND OTHER OPERATIONAL AND ANALYTIC SOURCES* New for Fusion Applications 6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 7. Delivering Front Office Business Insights with BI •  Improve pipeline visibility •  Reduce revenue leakage from •  Quickly spot opportunities / threats Opportunity to Quote to Order •  Discover high potential segments •  Identify customer data gaps Sales Analytics •  Maximize return on spend •  Optimize customer reach Price Analytics Marketing Analytics *Customer DM Analytics Alignment Across Functions Optimize customer relationships across all business processes •  Improve customer service •  Increase customer retention •  Drive efficiency, lower costs and promotion effectiveness. Service Analytics Loyalty Analytics •  Optimize staffing for call volumes •  Enhance partner channel •  Monitor CSR performance & visibility and coordination Contact Center Analytics drivers Partner Analytics* New for Fusion Applications 7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 8. Alignment across the Enterprise Integrated Best Practice Analytics Front Office Back Office Marketing Impact of product mix and Financials discounts on revenue andCustomers margins Sales Projects Suppliers Correlation between Loyalty training & compensation Human Resources and worker productivity Visibility into supply chain Procurement and Price enabling delivery of the Spend perfect order Service and Supply Chain & Contact Center Complete visibility across Order Management value chain to better manage supply and Customer Data demand fluctuations Product Information Management Management 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 9. Oracle BI Applications Prebuilt Solutions for EBS, PeopleSoft, Siebel, JD Edwards, SAP and more•  Add insight to CRM and ERP applications•  Easy to adapt and extend•  Tight integration with OLTP systems•  Works with existing IT environment•  Fast time to value; Low TCO•  Over 3,000 customers9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 10. Example of Business Questions Supported by BI Apps Sales Analytics Do we see significant Are we bringing in orders fast How does the incompatibilities in enough ? How does it sales pipeline forecast and pipeline compare with the last qtr ? health look like? figures across quarters ? What are the top opportunities this quarter that need my attention? How do the members of How well is my sales team Is the weekly pipeline my sales team compare closing orders and buildup fast enough? How on sufficiency/quality of meeting their quota? do we compare with the pipeline ? last quarter ?10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted
  • 11. Sales Analytics Components1 Pre-built warehouse with 26 star-schemas for 3 Pre-mapped metadata, defining real-time access to analysis and reporting on Sales data analytical and operational sources, embedded best practice metrics •  Presentation layer •  Logical business model •  Physical sources2 4 Pre-built ETL to extract data from over 3,000 A “best practice” library of over 600 role-based operational tables and load it into the DW, dashboards, reports and alerts for Sales sourced from CRM, ERP and other sources Executives, Managers, Reps and Analysts 11
  • 12. Speeds Time To Value and Lowers TCO Oracle BI Applications Build from Scratch Oracle BI with Traditional BI Tools Applications Training / Roll-out Define Metrics ü Faster deployment & Dashboards ü Lower TCO ü Assured business value DW Design Training / Rollout Easy to use, easy to adapt Define Metrics Role-based dashboards and thousands of pre- Back-end & Dashboards defined metrics ETL and DW Design Prebuilt DW design, adapts to your EDW Mapping Back-end ETL and Prebuilt Business Adapters for Oracle EBS, PeopleSoft, JD Edwards. Siebel, SAP, others Mapping Quarters or Years Weeks or MonthsSource: Patricia Seybold Research, Merrill Lynch, Oracle Analysis 12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 13. Oracle BI Applications 7.9.6.3 Release Overview13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 14. Oracle BI Applications 7.9.6.3 New Release Concurrent with 11.1.1.5•  Full suite of pre-built CRM and ERP Analytics offerings –  Siebel, PeopleSoft, JD Edwards, E-Business Suite•  Built for and certified with OBIEE 11.1.1.5 –  Adopts 11g presentation features •  Presentation hierarchies, master-detail linking, cascading prompts –  Adopts 11g security model •  Role-based, not group-based –  Unlock new capabilities for BI Apps customers •  Geospatial, scorecard, mobile support, systems management•  Additional important certifications, including: –  Informatica 9.01 HF2 –  Teradata 13.10•  Additional bug fixes and ETL optimizations 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 15. All 7.9.6.3 Analytic Apps Work on BI Mobile15 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 16. BI Apps v7.9.6 / 7.9.7 -- OLTP Coverage Matrix Matrix shows operational applications supported by Oracle BI Applications ETL. To see which specific operational application modules are supported, and by which specific BI Apps, see product documentation Human Supply Chain & ProcurementApplications CRM Financials Projects Resources Order Mgmt & SpendEBS R12.1.3 NEW NEW NEW NEW NEWEBS R12.1.2 ü ü ü ü üEBS R12.1.1 ü ü ü ü üEBS R12 ü ü ü ü üEBS 11.5.10 Service only ü ü ü ü üPSFT 9.1 NEW NEW NEW NEWPSFT 9.0 ü ü ü üPSFT 8.9 ü ü ü üJDE E1 8.11SP1 üJDE E1 8.12 ü üJDE E1 9.0 ü üJDE W A9.2 üSAP R3 4.6c üSAP ECC 6.0 üSiebel 8.1.1 üSiebel 8.0 ü Not ApplicableSiebel 7.8 ü 16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted
  • 17. Oracle BI Applications Stepping Stone to Fusion for Current Oracle Applications Customers17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 18. BI in Fusion ApplicationsSolution ApproachComprehensive Coverage1. Real-time, self-service reporting2. Historical and complex analysis with a data warehouse3. Domain-specific, specialized analyticsKey Features•  Consistent user experience –  Identical tabular, graphical and visualization components used throughout•  Common semantic model –  Unified definition of key entities—Customer, Invoice, Date, Account, etc.—and calculations•  Tight integration with Fusion Applications –  Pervasive embedded analytics, role-based dashboards, and reports –  Architected for Fusion Apps: seamless integration with flex fields, trees, security, …•  Lower cost of ownership –  Shared installation, improved functional setups, and integrated systems management 18
  • 19. Oracle BI Applications Implementation Strategy Insight for Today’s Applications and for Fusion1.  Add insight layer over existing IT assets –  Use prebuilt BI Apps to implement quickly and follow best practices –  Start with a single area or tackle Oracle EBS several in parallel PeopleSoft HR Financials –  Also build custom analytic apps as necessary Oracle BI Applications2.  Benefit from enterprise-wide analysis as you broaden your Siebel CRM Other Apps implementation3.  Incorporate Fusion Apps using same architecture and technology Oracle Fusion Applications 19 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 20. Example: Siebel to Fusion Evolution Before FusionApps Unlimited Pre Packaged Self-Service Query Reports & &•  Faster time to Dashboards Reporting value w/prebuilt adapters for BI Foundation CRM and ERP applications OBIA Common Enterprise Information Model Finance HCM SCM Procure Project CRM•  Improve pipeline visibility and identify high OBIA Data Warehouse potential segments ETL Periodic Updates•  Maximize return on marketing Legacy & spend Siebel CRM 3rd Party 20 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 21. Example: Siebel to Fusion Evolution Co-ExistenceApps Unlimited Pre Packaged Self-Service Query Fusion Fusion Apps Reports & & Embedded•  Faster time to Dashboards Reporting Analytics •  Embed analytics value w/prebuilt directly into key adapters for BI Foundation business CRM and ERP processes applications OBIA Common Enterprise Information Model OTBI Finance HCM SCM Procure Project CRM •  Deliver real-time•  Improve pipeline and analytical visibility and Real-Time reporting in a identify high OBIA Data Warehouse Queries single user potential interface segments ETL BI View Objects Periodic Updates •  Integrated with•  Maximize return Oracle’s next- on marketing generation Legacy & Fusion CRM spend Siebel CRM Fusion CRM 3rd Party 21 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 22. Example: Siebel to Fusion Evolution With Fusion Pre Packaged Self-Service Query Fusion Fusion Apps Reports & & Embedded Dashboards Reporting Analytics •  Embed analytics directly into key BI Foundation business processes OBIA Common Enterprise Information Model OTBI Finance HCM SCM Procure Project CRM •  Deliver real-time and analytical Real-Time reporting in a OBIA Data Warehouse Queries single user interface ETL Periodic Updates BI View Objects •  Integrated with Oracle’s next- generation Legacy & Fusion CRM 3rd Party Fusion CRM22 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 23. BI Applications - Planned Additional Content 11g Unification Release (Next 12 Months) •  CRM •  PROJECTS –  Price Analytics (EBS) –  Resource Management (EBS & PSFT) –  Service Analytics (EBS R12) –  Cross Charge (EBS & PSFT) •  FINANCIALS –  Commitments (PSFT) –  Commitment Control & Public Sector Financial/Budget –  GL Reconciliation (EBS & PSFT) Analysis (EBS & PSFT) –  Forecasting Enhancements (PSFT) –  Fixed Assets (EBS) •  MANUFACTURING •  HR –  Discrete Mfg Job Based and Lot Based (EBS) –  Time & Labor (EBS & PSFT) •  SUPPLYCHAIN AND ORDER MANAGEMENT –  Absence Management (EBS & PSFT) –  Costing –  Transfers (EBS & PSFT) –  Inventory Cycle Count –  Global Payroll (PSFT) –  Other Enhancements •  PROCUREMENT & SPEND •  INDUSTRY SPECIFIC PRODUCTS –  Sourcing Analytics –  Integration with Agile PLM Analytics –  Enhancements to Change Orders and Agreements –  Integration with Retail Analytics –  New JDE Adapter –  Campus Solutions23 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.
  • 24. Customer Success - Experian
  • 25. Oracle  Open  World-­‐  October  2011  Rashmi  Grover  –  GCS  -­‐  BI  Lead  Americas  Usha  Narasimhan  –  Business  Analyst       © Experian Limited 2010. All rights reserved. Experian restricted 25
  • 26. Experian-Company Overview§  Global credit information group providing analytical tools and marketing services to individuals and enterprises around the world.§  Employs more than 15,000+ people§  Operates in 40 countries and sells to clients in over 90 countries§  2009-10 Revenues of ~US$3.9bn © Experian Limited 2010. All rights reserved. Experian restricted 26
  • 27. Lines of Business 2002-2007 Interactive - enables consumers to Decision Analytics – helps §  Global organisation manage and protect their personal organizations with large customer credit files, as well as to make more taking shape bases to manage and automate informed online purchasing huge volumes of day-to-day §  Growth through decisions decisions acquisitionsMarketing services – helps Credit Services - enablesorganizations to target and engage organizations to manage the riskscustomers effectively, improving associated with lending money.returns on marketing investment © Experian Limited 2010. All rights reserved. Experian restricted 27
  • 28. Oracle footprint at Experian§  Oracle Siebel CRM on Premise§  Oracle Siebel CRM on Demand§  Oracle Sales Analytics§  Single global instance of Oracle EBS Applications v12.0.6 - HR, Financials, iRecruitment, iPayment, iProcurement§  OBI EE 10.1.3.4.1/BI Apps 7.9.6 - Financial/HR analytics solution§  Hyperion/Essbase 11.1.1.2 - Budgeting and Forecasting§  Essbase integrated with OBI EE - Sales Insight application§  DRM 11.1.1.2 © Experian Limited 2010. All rights reserved. Experian restricted 28
  • 29. Business Drivers§  Sales force lacked a common tool to track opportunities/customer profiles/previous contact . To drive following benefits§  Managers lacked the ability to track customer relationships.§  Lack of common tool to track §  Better customer relationship tracking customer touch points. §  Common tool for sales reps to track§  Executive management unable to opportunities. get a clear view of market §  Reporting from a common platform. penetration, cross sell, vertical markets etc. §  Driving sales and revenue growth.§  Problems with management of top accounts. © Experian Limited 2010. All rights reserved. Experian restricted 29
  • 30. Why Oracle BI? §  Since the decision was made to go with Siebel CRM, BI apps for sales was a natural choice. §  It was also buy v/s build decision. §  Executives wanted a top level view of pipeline, top accounts/ opportunities and wins & losses. §  Link back to CRM opportunity in integrated Analytics dashboard was a big factor. © Experian Limited 2010. All rights reserved. Experian restricted 30
  • 31. Solution §  Seamless integration §  Action links §  Reference back to the transactional system §  Tab on CRM On Premise application§  Implementation Challenges§  100% custom billing implementation§  Linking CRM data and Billing data§  Limiting the visibility on Sales Dashboards based on CRM responsibility © Experian Limited 2010. All rights reserved. Experian restricted 31
  • 32. Success at last… §  5 dashboards with 7-11 pages per dashboard with visibility limited based on CRM responsibilities §  Over 300 iBots scheduled for pipeline/revenue/activity reports §  Usage tracking §  ~ 700 number of users out of which 200 Answers power users. © Experian Limited 2010. All rights reserved. Experian restricted 32
  • 33. Benefits§  Improved time to market§  Increased efficiency at different sale stages§  Improved sales by tracking SLA and its correlation to revenue§  Increased visibility to Sales Rep activities by regional managers and in turn reporting up to the channel & BU managers§  SLA and turn-time tracking of sales support staff © Experian Limited 2010. All rights reserved. Experian restricted 33
  • 34. 140 - Applicants and Hires by Business Unit and Recruitment Source Recruiter Name is equal to " Beamish, Meredith A! and!Applicant Name is not equal to / is not in " Unspecified! © Experian Limited 2010. All rights reserved. Experian restricted 34
  • 35. Revenue impact of open deals on current fiscal year and current fiscalquarterReport ran on 1st month of 1st fiscal quarter. © Experian Limited 2010. All rights reserved. Experian restricted 35
  • 36. Daily Volumes, Cumulative Weekly Volumes, andAggregated Monthly & Yearly VolumesAbove is an example of the daily volume report © Experian Limited 2010. All rights reserved. Experian restricted 36
  • 37. Activities tracking in Current Month © Experian Limited 2010. All rights reserved. Experian restricted 37
  • 38. Example of BI usage for Client retention. © Experian Limited 2010. All rights reserved. Experian restricted 38
  • 39. Example of BI usage for Client retention. © Experian Limited 2010. All rights reserved. Experian restricted 39
  • 40. Linking different data sources – Billing & CRM © Experian Limited 2010. All rights reserved. Experian restricted 40
  • 41. Lessons Learned   Choosing the right implementation partner is key to your success   Understand requirements by establishing close relationship with your business users   Having a role that understands the BI tool as well as the data is key to a successful adoption © Experian Limited 2010. All rights reserved. Experian restricted 41
  • 42. Future Plans   Upgrade to 11g.   Further enhance the integration of Billing and CRM data.   Plans for integrating customer loyalty with CRM. © Experian Limited 2010. All rights reserved. Experian restricted 42
  • 43. Q&A
  • 44. Safe Harbor Statements 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 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.45 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.