Oracle Sales Prospector

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Oracle Sales Prospector

  1. 1. CRM Innovations for Sales Productivity: Oracle Sales Prospector Tarak Patel, Director
  2. 2. 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. 3. Agenda <ul><li>The Business Problem </li></ul><ul><li>Overview of Oracle Sales Prospector </li></ul><Insert Picture Here>
  4. 4. How Can I Sell More? Products Customers References <ul><li>Which types of customers are buying which products? </li></ul><ul><li>Which references can I use to help me close my deals? </li></ul><ul><li>Which prospects most resemble those customers? </li></ul>Sales Rep
  5. 5. Oracle CRM On Demand Sales Prospector © 2009 Oracle Corporation – Proprietary and Confidential Analysis  <ul><li>Customer attributes </li></ul><ul><li>Products owned </li></ul><ul><li>Purchase history </li></ul>References  <ul><li>Similar customers </li></ul><ul><li>Similar products </li></ul>Predictions  <ul><li>Revenue </li></ul><ul><li>Probability </li></ul><ul><li>Time to close </li></ul>
  6. 6. Oracle Data Mining = the Science of Selling ODM Predictions exposed via Social CRM Dashboards Social CRM schema ships with Oracle Database EE 11g + Data Mining Option © 2009 Oracle Corporation – Proprietary and Confidential Oracle Sales Prospector Oracle Database 11G
  7. 7. <ul><li>Each customer belongs to a specific group </li></ul><ul><li>Based on a combination of </li></ul><ul><ul><li>Demographic Attributes </li></ul></ul><ul><ul><li>Purchasing Patterns </li></ul></ul><ul><li>Used to </li></ul><ul><ul><li>Predict revenue </li></ul></ul><ul><ul><li>Predict time to close </li></ul></ul><ul><ul><li>Provide references </li></ul></ul>Grouping for Social Comparison © 2009 Oracle Corporation – Proprietary and Confidential
  8. 8. <ul><li>A Prospect is a combination of a customer and a product </li></ul><ul><li>Data Mining predicts which products each customer is likely to purchase based on the models </li></ul>Install base Transformer  Motor Prospect Prospect Predictions © 2009 Oracle Corporation – Proprietary and Confidential
  9. 10. For More Information search.oracle.com Sales Prospector

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