The Oracle Sales Cloud Fixed Scope Offering (FSO) from Delivery Centric is specifically designed by incorporating leading practices to provide a fast track implementation and get clients up & running on Oracle Sales Cloud quickly, reliably with minimum-risk and maximum-ROI

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Oracle Sales Cloud Service
Fixed Scope Implementation offering by Delivery Centric

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EXECUTIVE SUMMARY
• This is an overview presentation of a “Fixed Scope Offering” from
Delivery Centric for the implementation of the industry leading Oracle
Sales Cloud solution
• We have strong and experienced team of skilled and certified
Consultants with a proven track record of successful implementations
over the last 10 years
• The Oracle Sales Cloud solution, along with our fixed scope offering
for the implementation brings to you quick ROI at minimum risk
• The following presentation gives insight into our fast track
methodology, proven tools and expertise that will ensure the
successful deployment of the solution in the given timeline and
budget

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Agenda
• Business Challenges
• Proposed Solution
• Implementation Approach and Scope
• Implementation Methodology and Deliverables
• Project Plan
• Project Team Structure
• Roles and Responsibilities

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Today’s Generic Business Challenges
• Adopt leading CRM practices and streamline the CRM processes
• Take advantages of CRM to attract new customers, develop and retain
existing customers
• Maximize sales force productivity
• Improve sales planning, Generate quality leads and Improve revenue
potential
• Provide visibility of the Customer Relationship for the management
• Faster deployment of CRM solution for quick ROI

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Oracle’s Cloud Leadership
21,500,000+
End Cloud Users
13
Global Data
Centers
Cloud Customers In
34
Languages
Cloud Customers in
180+
Countries
10,000+
Cloud
Enterprise Customers
2,100+
Cloud
CX Customers

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Oracle Sales Cloud - “Smarter Selling”
Reps Sell More
That helps…
- Reps Sell More
- Managers Know More
- So your company can
Grow More Sell Anytime, Anywhere, From Any Device
Empower Reps to Grow Their Own Pipeline
Better Coaching & Collaboration

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Zero Training User Interface
Multi-channel Sales User Experience – Any Device, Any Platform

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Oracle Sales Cloud Mobile
Native Mobile Applications
• iOS (version 5.0 and 6.0) - iPhone models 6, 5, 4S, 4, 3GS; iPad (All)
• Android (version 4.0.2 and higher) - Smartphone & Tablets (7” and 10”)
• BlackBerry (version 5.0, 6.0, and 7.0) - Models: Bold, Storm, Curve, Torch
• Functions: Contacts, Leads, Opportunities, Forecasting, Interactions

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Oracle CRM Desktop
Native Outlook Interface
• Customers, Opportunities, Leads, Calendar, Contacts, Tasks
• Save, Tag customer e-mails, tasks etc. with sales context
• Work when disconnected from network – Competitor has no solution

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Pre-Integrated Marketing, Sales, Service, Social
Sales Cloud
5. Service Cloud
Visibility to Opportunities, Incidents, Service
Requests
3. Marketing Cloud
Integrated Marketing Campaigns & Leads
4. Social Cloud
Integrated Social Campaigns & Leads from
Social
2. Social Network
Conversations about Sales Topics
6. ERP
Opportunity to Quote
1. Customer Master
Shared Clean Customer Data

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Collaborate to Close Deals Faster
• See updates from people &
business objects in a Facebook-
like UI
• Build highly effective sales teams
and leverage your networks
• Instant access to sales resources &
recommendations
• Work across the company – across deals,
teams, departments.
Real-Time, Contextual Social Networking

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Drive Highly Qualified Leads
With integrated Marketing & Social Relationship Management
• Grow sales with highly qualified leads at a
lower cost
• Leads: Capture leads from web, social, e-
mail, search & other channels
• Segment: Effectively using their Digital
Body Language
• Nurture & Optimize: Nurture leads and
boost demand generation effectiveness

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Use Best-in-Class Analytics to improve Results
Embedded Dashboards, Analytics, and Reports
• Optimize performance & grow revenue
with best-in-class embedded analytics
• Pre-built Best-Practices KPIs: Dashboards
for everything that matters
• Customers; Pipeline; Opportunities
• And much more…
• Predictive Analytics: Use key objects &
metrics across all your sales teams
• Extensible: Create custom reports and
dashboards in seconds

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Sales Cloud modules Included in the Fixed Scope
Offering
Module Name In Scope Module Name In Scope Additional Services In Scope
Fusion CRM Base
YES
Territory & Quota
Management
YES
Incentive
Compensation
NO
Lead
Management
YES Sales Forecast
Management
YES
Contracts
NO
Opportunity
Management
YES
Sales Campaigns
YES
Integrations
NO
Activity
Management
YES User Training

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Business Processes, Supporting
Features included in Scope

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Lead Management
Features Description Implementation Scope
Lead Generation Lead Generation from multiple sources such as email
campaigns, Telemarketing Team, Third party lead
sources etc
Up to 10 Lead sources will be configured
Lead Scoring Requires the rules engine to determine a numerical
score based on the value of the lead attribute
participating in the rule.
Up to 2 Lead Scoring Models will be
configured
Lead Assignment Requires that the rule evaluation results in matching a
lead to a Sales Representative based on similar rules
Up to 3 lead assessment questionnaires
will be configured
Lead Monitoring Requires that the rule evaluation results in
determining whether the lead should be reassigned or
retired
--
Importing of existing Leads File Based Import tool to import data from a flat file
into the Fusion database
Up to 10000 records can be imported

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Activity Management
Features Description Implementation Scope
Define Common Sales
Configuration
required to manage the initial setup for common
functions within the sales business process
Up to 10 Lead sources will be configured
Define and Maintain
Opportunities
required to manage the initial setup for opportunities Up to 2 Lead Scoring Models will be
configured
Define Trading Community
module
Define Trading Community module Requires that the rule evaluation results in
matching a lead to a Sales Representative
based on similar rules
Define Sales Catalogs required to manage sales catalog and product
hierarchies based on product groups
Up to 100 products will be configured

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Activity Management
Features Description Implementation Scope
Common Sales Configuration required to manage the initial setup required for
appointments, tasks, interactions, and notes
--
Remainders and Tasks Creation of reminders, to-dos, tasks and viewing the
same in the
dashboard
--
Collaboration Collaboration. Creation of team-based activities for a
customer, account, -
lead or an opportunity
--
Interaction Management Capturing of various inbound and outbound
interactions associated with
leads or opportunities
--
Reports and Dashboards Dashboards on pending, completed and upcoming
activities for
customers, accounts, leads and opportunities
Up to 2 activity reports per role will be
created in the dashboard

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Territory Management
Features Description Implementation Scope
Common CRM Configuration Required to Define dimension members, Define profile
options used by Territory Management
Define lookup values used by Territory Management
Territory Definitions Create territory definitions based on specified attributes
and dimensions; displaying territory performance
information in graphical and tabular format resulting in
quicker, faster insight.
Territory Dimensions Dimensions are the domains or attributes, which are used
by Territory Management and Assignment Manager to
control the assignment of objects such as sales accounts,
leads and opportunities to the appropriate territories.
Up to 3 Dimensions will be used for
territory definitions
Reports and Dashboards Territory Management includes four standard reports.
These reports allow users to view more granular detail
regarding the territory metric
Additional 2 custom reports can be
configured

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Sales Campaigns
Features Description Implementation Scope
Segmentation Strategy Segments and segment trees are selected in marketing
campaigns
to receive marketing communications and to generate
leads
3 Segments will be configured
Design Marketing List marketing list is categorized by a list type. Some list types
have very specific
uses and others are used to organize lists into categories
2 Custom lists can be configured
Design Marketing Campaign Manage Multiple-Stage, Multiple-Channel Marketing
Campaigns
1 Custom Marketing campaign is
designed
Manage Responses The Import Activity consists of a step by step guided
process to assist you with
creating an import activity for a given object.
1 Import activity can be configured

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Sales Forecast Configuration
Features Description Implementation Scope
Enable Forecasting The application has no default settings for forecasting in the as-
delivered application.
set up certain options to enable forecasting
Common CRM Configuration Set up territories and assigning Opportunities --
Forecast Administration Setting up Forecasts Dates and Periods, , Establish Criteria for
Forecast and Running the Schedules
--
Quota Management
Features Description Implementation Scope
Enable Quota Plans -- 2 Quota Plans will be configured
Associate Territory Proposals to
Quota Plans
-- 2 Associations to the Territory plans will be
configured

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Implementation Methodology
Discover
Functional
Design
Technical
Design
Development
& Unit Testing
Validation Deployment
Client
Collaboratio
n
Prototypes
Delivery
Centric
Architecture
Group
Reviews
Business
Analyst
Validation
Conference
Room Pilots
Multiple Dry
Runs
Key Differentiators

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Discover Phase
The focus is on client collaboration and
gathering requirements to map to out-of-
the-box processes. And, we involve
Delivery Centric Architecture group early
for environment planning and sizing.
Discover Functional
Design
Technical
Design
Development
& Unit Testing
Validation Deployment
Key Activities
o Requirements Gathering Sessions
o Gap Analysis
o Environment Planning
o Requirements Walkthrough Sessions
Deliverables
o Business Requirements Documents
o Environment Planning Document

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Functional Design Phase
We conduct regular functional design
walkthroughs with the client and develop
prototypes for complex requirements.
We also conduct early evaluation of
technical feasibility of the design.
Key Activities
o Functional Design
o Prototypes
o Functional Design Walkthroughs
for Client, QA Team, Technical Team
o Technical Feasibility Analysis
Deliverables
o Functional Specifications Documents
o Prototype Demos
o Development Environment
Functional
Design
Technical
Design
Development
& Unit Testing
Validation DeploymentDiscover

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Technical Design Phase
Technical design as per the best practices. All
design documents are reviewed and signed-off
by Delivery Centric Architecture group.
We also start QA planning in right earnest.
Key Activities
o Technical Design
o Architecture review
o Functional Design Updates
o Build QA Scenarios
Deliverables
o Technical Design Documents
o QA Scenarios
o QA Environment
Functional
Design
Technical
Design
Development
& Unit Testing
Validation DeploymentDiscover

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Development and Unit Testing Phase
We conduct regular code and architecture
reviews. And, while developers conduct and
document unit testing, out business
analysts start validating the application too.
Key Activities
o Development and Unit Testing
o Code and Architecture Reviews
o BA Application Validation
o Data Migration and Conversion
o Develop QA Scripts
o Develop UAT Scenarios
Deliverables
o Detailed construction plan
o QA Ready Application
o QA scripts
o UAT Scenarios
o QA Migration Plan
Development
& Unit Testing
Functional
Design
Validation DeploymentDiscover
Technical
Design

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Validation Phase
We engage the client users with conference
room pilots and end user testing. Our teams
conduct various tests – System & Integration,
Performance and Load testing and report the
results in a daily QA dashboard.
Key Activities
o QA Script Execution
o Conference Room Pilots
o Bug Triage and Fixing
o Performance and Load Test
o UAT Preparation and Execution
Deliverables
o Daily QA Dashboard
o Production Ready Application
o Application Demos
o Production Environment
ValidationFunctional
Design
DeploymentDiscover
Technical
Design
Development
& Unit Testing

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Project Methodology and Key Delivery Centric
Differentiators
Key Activities
o Develop Cutover Plan
o Fine Tune Cutover Plan
o Conduct Dry-Runs
o Validation of Dry-Runs
Deliverables
o Final Cutover Plan
o Application Deployed in Production
Functional
Design
ValidationDiscover
Technical
Design
DeploymentDevelopment
& Unit Testing
Delivery Centric Architecture team fine
tunes and signs off on the cutover plan. Then, we
conduct multiple dry-runs before we deploy
the application.

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Project Organization
• Delivery Centric proposes a joint project team of Customer and Delivery Centric personnel.
Rigorous governance, executive sponsorship and strong utilization of functional and technical
subject matter expertise will be critical to success.
Executive Sponsor (Customer) †
Executive Sponsor (Delivery Centric) †
Executive Steering Committee (includes Oracle) †
Project Manager (Customer) †
Project Manager (Delivery Centric)
Project Team
Change & Training Lead (Customer)†
Train-the-Trainer x 1 (Delivery Centric)*
Testers – Per Business Unit (Customer), Region
Subject Matter Expert (Customer) †
Sales Cloud Business Analyst (Delivery Centric)*
Business/Functional Team Change Management Team
Project Management
Sales Cloud Configuration (Delivery Centric) **
Reports & Migration (Delivery Centric) **
Data import and Integration (Delivery Centric) **
Development Team
Administration Team
System Admin (Customer) †
Legends
TM Team Member
† Part Time
* On Site
** Off Shore
Executive Steering Committee will
include leadership from each of
the impacted business units

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Project Timeline – 8 Weeks
Wk 01 Wk 02 Wk 03 Wk 04 Wk 5 Wk 6 Wk 7 Wk 8
Discovery and Define
Design & Development
System Test
UAT & TTT
Dataload and Training
Requirements Signoff
Design/Solution
Signoff
UAT Signoff
Go Live
Conference Room
Pilot I

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Key Roles and Responsibilities
The major responsibilities of the executive steering committee include:
• Ensures that the direction of the project continues to be in line with the mission and goals at the
beginning of the implementation, or new directions as determined.
• Removes obstacles to meeting critical success factors which may impact the successful outcome of the
project.
• Assumes overall responsibility for success of the project.
• Reviews Project Milestones.
• Reviews changes to scope and budget of the Project.
• Reviews risks and defines mitigating strategies.
Steering Committee

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Key Roles and Responsibilities
Provide timely and accurate progress reports to the Project Executive Steering Committee;
• Notify management of the requirements for resources in order to give sufficient lead times for the
resource to be made available;
• Make timely decisions on changes to specifications, project allocations, technical programs, user and
project priorities in order to minimize disruption and cost overruns for the project;
• Resolve any differences between project team members in order to maintain a cooperative, motivated
and successful team;
• See that the project stays within its original objectives, or any contractual changes as agreed, in order to
use project resources effectively and efficiently;
• Administer the change control procedures so that all changes to project scope are adequately
controlled, agreed with the Customer Project Manager and that contractual cover is secured for any
additional budget and/or time changes
Delivery Centric - Project Manager

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Key Roles and Responsibilities
• Work on the solution confirming end to end business process needs are addressed.
• Provide solution to potential gaps, through workarounds.
• Consider impact across the tracks/ business processes/ modules when defining the solutions
• Lead the users to understand and adapt to leading business practices and standard functionalities
avoiding customizations
• Attend project/ track review meetings as appropriate
• Resolve process related issues resulting during the testing
Delivery Centric - Functional Lead

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Key Roles and Responsibilities
• Ensure that Customer business requirements are reflected in the defined system design;
• Review and approve the design of the system;
• Provide direction on Customer business and project issues, assign appropriate action to Customer
project manager and provide project sign-offs;
• Resolve inter-departmental issues;
• Secure appropriate priority and resource commitment to the project;
• Escalate unresolved issues to the Project Executive Steering Committee.
Client – Project Sponsor

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Key Roles and Responsibilities
• Assist the Delivery Centric's Project Manager in ensuring that the defined and contractual requirements of
the project are met
• Liaise with the Delivery Centric's Project Manager as required and act as the initial point of contact at
Customer for the Delivery Centric's Project Manager
• Provide timely and accurate progress reports to the Project Executive Steering Committee
• Assist management in the allocation of technical and other resources as requested by the Delivery Centric's
Project Manager
• Ensure the Client technical resources assigned to the project are sufficiently knowledgeable and
appropriately trained for the tasks they are to complete
• Provide input, where possible, to assist the Delivery Centric's Project Manager in decisions regarding changes
to specifications, project allocations, technical programs, user and project priorities
• Assist the Delivery Centric's Project Manager to resolve any differences between project team members in
order to maintain a cooperative, motivated and successful team
• Continued…
Client – Client Project Manager

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Key Roles and Responsibilities
• Assist the Delivery Centric's Project Manager in ensuring that the project stays within its original
objectives, or any contractual changes as agreed;
• Advise the Delivery Centric's Project Manager on any issues Client may have concerning the selection,
documentation and validation of project specific support tools, techniques and methodologies;
• Ensure Client receives the required deliverables as documented and agreed at the start of the project;
• Ensure there are no disruptions to the implementation of the application modules due to database
administration problems;
• Assist the Delivery Centric's Project Manager in the administration of the change control procedures to
ensure all changes to project scope are adequately controlled;
• Assist the Delivery Centric's Project Manager in the definition of, implementation of and adherence to
configuration management procedures throughout the project;
• Sign off the documents and deliverables submitted by Delivery Centric's within the time frame specified
earlier.
Client – Client Project Manager

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Assumptions and Obligations

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Key Assumptions
• The standard business flows and Fusion functionality will serve as the base for the implementation.
• Delivery Centric Cloud Implementation Approach will be used for the implementation
• A small Project team is formed and empowered to make decisions.
• A timeline of 8 weeks is assumed with work products delivered during the timeframe, counting from the
time that the Fusion Sales Cloud system is provisioned.
• The implementation is based on the Cloud deployment model, hosted at Oracle
• In the Cloud deployment model, two project environments are available: A sandbox and a production
environment
• No Customization is performed. Configuration within the standard system is performed
• Single Sign On set-up is not included.
• Organizational Change Management will be Client’s responsibility

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Other Activities and Related Assumptions
Activity Assumption
Go-Live Support Not included in the scope of current project
Training Project Team Delivery Centric will organize a training for the customer’s core project team members,
delivered by remote and max up to 20 attendees and max up to 8 hours
Familiarization session Delivery Centric will organize a session of maximum 4 hours, to make the customer
familiar with the standard Sales Cloud navigation and personalization’s
Training Not included in the scope of current project
Interfaces Not included in the scope of current project
User Guide Not included in the scope of current project
Administration Guide Not included in the scope of current project

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Typical Deliverables
Deliverables included in scope Description
Project Charter The project charter would include further details of the project mission statement,
approach and execution.
Project Workplan A plan that describes the high-level tasks. Resource assignments and timelines for all
project activities.
Requirement document Delivery Centric will provide detailed Business requirements document
Future Business Process Model Delivery Centric will provide the future process model for the standard configuration of
the system.
Configured Application An application configured in accordance with business process and Future business
processes
Test Scripts Test Scripts for testing the configured functionality in the scope of standard offering
Validated Solution on Sandbox Configured Final Solution agreed with Customer
Training Material Detailed instruction documents to perform transactions in Fusion CRM
Configuration Workbook Details of how the solution is configured
Validated Solution on Production Configured Solution , validated for go live use

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Your Obligations
For the Project to be successful , Customers must fill the following Obligations
1. Order Fusion CRM Cloud prior to the Project
2. Assign a Project Manager to lead your Staff’s effort
3. Assign experienced and empowered Business and IT users to work closely with Delivery
Centric’s consultants according to the Project plan.
4. Perform certain project tasks according to project plan such as A) provide data in the formats
specified by Delivery Centric’s B) Customer side of Integration C) End User Training
5. Arrange for a project executive sponsor and Project steering committee
6. Accept that part of the work performed by Delivery Centric’s consulting will not be on site.

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Questions ?