Oracle Focus on Fusion CRM: Sales Team

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Oracle Focus on Fusion CRM: Sales Team

  1. 1. 17th January 2013 Focus on Fusion CRM for Sales Team Sergio Martini Master Principal Sales Consultant - CRM1 Copyright © 2011, Oracle and/or its affiliates. All rights Insert Information Protection Policy Classification from Slide 8 reserved.
  2. 2. Safe Harbour 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.2 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  3. 3. Agenda  Fusion CRM “Sales Planning” – Fusion Incentive Compensation Highlights – Forecast Highlights  Demo  Fusion CRM: Sales Rep View  User Experience – Demo  Q&A3 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  4. 4. Oracle Fusion CRM The New Standard for CRM Oracle Fusion Customer Relationship Management Sales Sales Sales Prediction Sales Prospecting Performance Partner Customer Data Management Marketing Management Contracts  Complete and Integrated Sales and Marketing  Designed to Maximize Sales Performance  Effective, Efficient, and Easy4 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  5. 5. Fusion Sales Planning Improve Sales Results through Integrated Sales Planning Sales Territory Quota Incentive Forecasting Predictor Management Management CompensationPredict Market Design & Align Set & Vet Incent Sales Manage Potential Territories Quotas Behavior Forecasting  Effectively align the salesforce to achieve performance objectives  Empower Sales VPs, Sales Managers, Compensation and Finance organizations with visibility and insight to take corrective action 5 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  6. 6. The Making of Fusion Incentive Compensation A Collaboration with Oracle’s Customers and Partners Best of the Best E-Business OIC, Siebel ICM and PeopleSoft SIM Sales Performance Management and Real-time Reporting Business-user driven reporting using OTBI and Integrated Territory, Quota and Incentive Compensation Reinvented the Compensation User Experience Role-based, Embedded Analytics, Fusion Desktop Integrator6 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  7. 7. Plans Not Driving Correct Selling Behavior PAIN POINTS IMPLICATIONS • Sales lacks visibility into current • Management lacks insight to drive performance and earnings info results ; Power of incentives is diluted • Sales organization not aligned • Sales performance is not in line with with company objectives company expectations • Inability to adapt plans to • Company lacks business agility to changing business strategy / effectively compete market conditions7 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  8. 8. Introducing Fusion Incentive Compensation  Drive sales alignment and performance to plan  Keep sales motivated and focused on achieving desired outcomes  Decrease time to market with fast rollout of new plan initiatives  Effectively administer incentives for complex, distributed or global sales organizations  Achieve financial control and compliance8 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  9. 9. Drive Sales Alignment and Performance to Plan Integrated Sales Planning and Relevant Business Insight Optimize Territories, Quotas and Incentive Plans to ensure complete sales alignment Identify performance issues early with visually powerful monitoring and alert capabilities Gain greater insight into pay for performance to more effectively motivate the team Access relevant compensation information when and how you need it without reliance on IT 9 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  10. 10. Focus the Salesforce on Desired Behavior Streamlined Dispute Resolution and Direct Line of Sight Begin the year focused and ready with the sales territories, quotas and incentive plan in hand Interact with the sales compensation dashboard to see current and past performance Track recent deals & review credits, earnings and payment details to gain trust in the system Take control of disputes and follow them to resolution Understand the plan and the impact of performance on compensation earnings 10 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  11. 11. Fusion Sales Planning Improve Sales Results through Integrated Sales Planning Sales Territory Quota Incentive Forecasting Predictor Management Management CompensationPredict Market Design & Align Set & Vet Incent Sales Manage Potential Territories Quotas Behavior Forecasting  Effectively align the salesforce to achieve performance objectives  Empower Sales VPs, Sales Managers, Compensation and Finance organizations with visibility and insight to take corrective action11 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  12. 12. Sales Forecasting: Current Challenge Problem  Sales reps need to spend less time entering data and more time selling.  Managers need to see in real time the current state of their forecasted pipeline.  Managers need to quickly identify what has changed since the last forecast.  Managers need the ability to take action, and adjust the forecast accordingly.12 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  13. 13. When the Sales Manager views the as Sales Reps & Finally, the Sales he Again, forecast, Initially, the Sales Rep’s and to can easily may choose identify Managers update the Manager Rep updatesOpportunity Afterare As focus on submission, a the Sales Opportunities Opportunities what has the Forecast, is frozen for that make overrides to snapshot automatically sync’dsync and hischanged. in to opportunities, all are kept Forecast if heentire he feels the Forecast, eliminating forecast changes areTheare back user. sync’d snapshots after captured can take corrective doubleaction and savingall is frozen – again, to theas needed forecast entry forecasts are submitted. the saving Rep time. also Sales time, butReal Time Sync eliminating mistakes. Forecast 13 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  14. 14. Solution: Real Time Synchronization with Historical SnapshotsReal time synchronization improves efficiency and accuracy for salesreps, and provides real time feedback to management.Comprehensive Forecast enables management to view what haschanged at a line item level.Managerial Adjustments allow management to reflect real time coursecorrections in the forecast.14 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  15. 15. Forecasting – Sales Rep15 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal 15
  16. 16. Single Data Entry Point Too much data entry time  Opportunity data can be entered in a number of different methods  Sales rep simply needs to review and summit the forecast number16 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  17. 17. Embedded Analytics • Embedded analytics • Configurable • Out of Box • Trending Report • Comparison Report • Forecasted by Customer • Forecasted by Product • Forecast by Territory Companies using sales analytics have 1.5 times greater current win/loss rates compared to non-users -Aberdeen Group17 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  18. 18. Demo18 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  19. 19. Reps Sell More19 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  20. 20. How Can Reps Sell More?  Reps work where and how they want  Reps Initiate and execute their own campaigns  Reps and sales teams collaborate more effectively on deals20 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  21. 21. Reps Work Where and How They Want With Mobile, Outlook and Voice Mobile Outlook Voice  Simple and productive UX  No need to maintain data in two  Native application interaction on places iPhone  Any device with a browser  No cumbersome bi-directional  Voice Commands  Special apps for iPhone & Blackberry syncing – Conversational – Or Structured21 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  22. 22. Reps Run Their Own Campaigns On Demand… With Sales Campaigns Easily create and execute your own multi-channel campaigns to create and close new opportunities. Don’t wait for Marketing!22 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  23. 23. …and Create and Crush New Opportunities With Opportunity Landscape and Sales Coach Opportunity Landscape’s predictive analytics identify Sales Coach gives your reps best practice your best cross-sell and up-sell opportunities so you guidance on deals to improve your win rate. can focus on higher probability deals.23 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  24. 24. Teams Collaborate More Effectively On Deals With Sales-focused Social24 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  25. 25. ContextWorking with Cloud Apps Varies….By DeviceBy User Type… and by Use Case 25 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  26. 26. Cloud Applications Should Work the Same Way Optimal User Experience Varies for Use Cases & Devices More Screen Size Browse this quarter’s deals Less Connectivity More e.g. VP of Sales26 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  27. 27. Oracle’s Pervasive User Experience  FUSE UI, for simplicity and productivity on any device  Desktop UI, for professional strength when you need it  Native Apps, that make the most of your iPad and iPhone27 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  28. 28. FUSE UI: Gives You Just What You Need… and No More Icon-Driven, Elegant, and Amazingly Simple  The 10% of functions…  Used 90% of the time…  … in 20% of the space28 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  29. 29. FUSE UI For Simplicity and Productivity on Any Device  Runs on any device with a browser29 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  30. 30. Optimized for Tablets and Ultra-Portables Looks Great on a Nexus or on an iPad  Designed to work with smaller screens  Runs on almost anything with a browser  100% ADF, HTML530 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  31. 31. Great for Casual Use and Self-Service No Training Required, Anyone Can Use It  Simplicity of an ATM  Clean, streamlined design  Built for a ‘zero training’ model31 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  32. 32. Oracle’s Pervasive User Experience  FUSE UI, for simplicity and productivity on any device  Desktop UI, for professional strength when you need it  Native Apps, that make the most of your iPad and iPhone32 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  33. 33. Desktop UI For Professional Strength When You Need It33 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  34. 34. Optimized for Large Displays Users Get Everything They Need on One Screen  100% of Functionality  Powerful navigation using tabs, banners, contextual areas, etc.  Embedded BI, Social, & Search  Consistent across functions34 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  35. 35. Seamless CRM Outlook Client Experience Works Within the Familiar Microsoft Office Application  No need to maintain data in two places  No cumbersome bi-directional synchronization35 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  36. 36. Oracle’s Pervasive User Experience  FUSE UI, for simplicity and productivity on any device  Desktop UI, for professional strength when you need it  Native Apps, that make the most of your iPad and iPhone36 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  37. 37. And for Your iPad and iPhone…37 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  38. 38. …Native Apps!38 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  39. 39. TAP is the Native App That Exploits the Best of Apple’s iPad  Native iOS interaction and navigation  Complete CRM and HCM capabilities  Works with or without an internet connection39 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  40. 40. Mobilytics A New and Different App That’s Just for Sales Leaders – Shape forecasts and pipeline – Focus on the right deals and accounts – Better manage your team It makes massive amounts of data incredibly easy to understand… and act on.40 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  41. 41. Native iPhone Apps  For Sales  Also available for BlackBerry41 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  42. 42. And a Voice Powered Sales Assistant Oracle Voice  Native application interaction on iPhone  Voice Commands – Conversational – Or Structured  And keyboard and screen interaction42 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  43. 43. Summary: Pervasive User Experience Lets You Work With Fusion Applications Wherever & However You Want FUSE Simplicity & Productivity Desktop UI Professional Strength When you Need it Native Apps Makes the most of your iPad and iPhone43 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  44. 44. Demo44 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  45. 45. Question and AnswerReminder:Focus on Fusion CRM for Sales LeadersWebcast - 14 Febbraio45 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  46. 46. 46 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
  47. 47. 47 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal

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