Apex IT Presents Oracle CRM On Demand Sales and Marketing
Upcoming SlideShare
Loading in...5
×
 

Apex IT Presents Oracle CRM On Demand Sales and Marketing

on

  • 1,278 views

See how Oracle CRM On Demand can help your sales and marketing organizations respond smarter, become more productive organizations, and with a solution that has a fast ROI. Guest speaker includes VP ...

See how Oracle CRM On Demand can help your sales and marketing organizations respond smarter, become more productive organizations, and with a solution that has a fast ROI. Guest speaker includes VP Operations Peter Langdon of NEC Unified Solutions

Statistics

Views

Total Views
1,278
Views on SlideShare
1,277
Embed Views
1

Actions

Likes
0
Downloads
33
Comments
0

1 Embed 1

http://twitter.com 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Businesses need to not only generate awareness, but also be able to demonstrate that you have exactly what they are looking for and that you are the right choice. And it’s not just about generating interest, but it’s about getting the right product to the right customer. You need to find out more about your prospect’s interests and let them know how you match what they are looking for Retention: How do you identify Red Flags and resolving issues to maintain satisfaction Example: At Risk—customer who has missed a payment or they haven’t bought in a while. CRM system will help to Email communication/ surveys Improve Communication—its all about the relationships you make throughout the customer life cycle Integration-- Reporting
  • Businesses need to not only generate awareness, but also be able to demonstrate that you have exactly what they are looking for and that you are the right choice. And it’s not just about generating interest, but it’s about getting the right product to the right customer. You need to find out more about your prospect’s interests and let them know how you match what they are looking for Retention: How do you identify Red Flags and resolving issues to maintain satisfaction Example: At Risk—customer who has missed a payment or they haven’t bought in a while. CRM system will help to Email communication/ surveys Improve Communication—its all about the relationships you make throughout the customer life cycle Integration-- Reporting
  • The Oracle/Apex IT advantage Proven CRM Expertise 1) 12 years market leader 2) 4.6 million users 3) 2 billion in R&D for CRM Comprehensive and innovative Sales, Marketing and Service components to help maximize effectiveness for Sales/Retention/market effectiveness. Built on how you maximize and build on the relationships throughout all facets of the sales cycle. The key is the information that you can get out of a CRM system. Embedded Analytics OBIEE helps you to provide insight into your customers to help make better decisions Data-warehouse—built in to help analyze complex data information Best in class—We control and can manage all changes in hardware/ database for top performance so you don’t have too. There is no need to acquire hardware.. Integration: we enable you 360 degree view of your customers and their relationships to you. Web Services and API’s to enable flexibility The most progressive companies understand that the perception customers have of their products extend far beyond those products themselves. For example, the way your sales teams gain an understanding of, communicate with, build relationships with, sell to, and provide service for customers all contribute to how a customer defines your company’s products and brand. And with the combination of today’s challenging selling environment and the increased commoditization of products and services, both customers and the competition are driving companies to become more customer-centric. The bad news: most companies lack the necessary customer information enabling them to gain a better understanding of how to service their customers more effectively. The good news: making measurable progress in this area increases the barriers to competitive entry and makes it easier for your sales teams to succeed.
  • As part of Release 18, we are introducing a new solution called Marketing On Demand. This is a culmination of an acquisition that we announced a couple of months ago of Market2Lead, who is a leading Software-as-a-Service marketing automation. Market2Lead’s entire technology suite is now fully integrated into Oracle CRM On Demand. CRM On Demand R18 now offers a complete, integrated set of capabilities across the revenue funnel from early stage prospecting through lead management to closed revenue. If you look at the CRM market, the other CRM players have only delivered functionality for the right hand side of the funnel and have to rely on third party solutions to fulfill the left hand side of the funnel. At Oracle we don’t think this separation makes sense, since companies view this as a single revenue funnel that they need to optimize. And a holistic, well integrated solution is the best way to deliver that.
  • Saw ease of use, personalization, role-based analytics in demo Industry leading BI / DW for free – this is generally what we are really trying to get Flex to your processes / external systems as they Deployment options / additional flexibility and security (SFA vs. customer facing site / order processing) Risk mitigation – leader in the space had significant outage to start they year > can’t speculate exactly why, but know that they don’t own the full technology stack – Oracle does (analogy of working with dealer vs. manufacturing)
  • Introducing web 2.0 apps into the enterprise...all about collaboration and user adoption WOE 2.0
  • OK, so what is the CRM On Demand Marketing offering. With R18, we deliver significant enhancements in 5 areas of our suite. 1. We start with a robust data integration framework to capture information about customers and prospects into a common profile to build a clean, trusted view of customer data 2. Next, we deliver a robust module for response management. Response management includes features to build personalized landing pages, microsites and web forms, with lots of features to ensure we capture valid, clean data and we ask the most valuable questions from prospects. Response management also includes robust tools to rapidly process incoming responses across channels with data quality, verification, enhancement. Scoring, and assignment. 3. In the Lead Management area, we added automated lead scoring, enhanced lead routing. With automated lead nurturing marketing and sales can work together to ensure every prospect is assigned to one or more nurturing programs 4. In the Campaign Automation area, we introduce a full multi-channel, multi-stage campaign management tool, to enable targeted 1:1 marketing and lights-out campaigns. Finally, we are extending our built in CRM analytics, including our built-in multi-dimensional warehouse, with enhanced analytics for the marketing organization and integrated analytics across the revenue funnel.

Apex IT Presents Oracle CRM On Demand Sales and Marketing Presentation Transcript

  • 1. Oracle CRM On Demand – Sales and Marketing Dan Kudanovych Practice Director Bryan Hinz Vice President Peter Langdon NEC Unified Solutions
  • 2. Program Agenda
    • Introductions
    • Oracle CRM On Demand Overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of new sales and marketing functionality within CRM On Demand
    • Hear a customer testimonial
  • 3. Presenters
    • Dan Kudanovych | Practice Director
      • Using and positioning CRM for 6 years
      • Oracle CRM On Demand expert
    • Bryan Hinz | Vice President
      • Consulting and implementing CRM for 14 years
      • Consulted over 450 companies on their CRM strategy
    • Peter Langdon | NEC Unified Solutions
      • Made move from multi-tenant to single-tenant CRM On Demand
      • Worked to get CRM On Demand/BigMachines integrated to PeopleSoft ERP
  • 4. Who is Apex IT?
    • An Oracle Certified Platinum Partner, Apex IT supports the core platforms of the Oracle Applications Family , including:
      • CRM On Demand
      • PeopleSoft Enterprise
      • Siebel
      • Oracle E-Business Suite
    • Apex IT is a full service consultancy – our service offering addresses the entire application implementation continuum - everything from strategy development and implementation, to change management and training
      • Management Consulting
      • Web Services Development
      • Upgrade Lab
      • Managed Services
      • Hosting
    • “ Apex IT is a gem that is
    • consistently under
    • budget and on time.”
    • Paul Greenberg,
    • CRM at the Speed of Light
  • 5. Program Agenda
    • Introductions
    • Oracle CRM On Demand overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of integration possibilities with CRM On Demand
    • Hear a customer testimonial
  • 6. Moving Beyond Pipeline Management
    • Focus on high-priority requirements that provide quick wins, and enhance your CRM system in phases
    • Objectives/Goals typically focus on:
      • Improve Sales User Adoption Through Ease of Use
      • Increase Sales User Adoption Through Value
      • Focus on End-to-End Business Processes
      • Data Integrity and CRM Customer Structure
      • Sales Performance, KPIs, and Reporting for Sales Reps
      • Sales Performance, KPIs, and Reporting for Sales Management
    Many companies are ready to move from using CRM as a Pipeline Management tool for sales management, into a productive and value add Sales Force Automation tool for their sales representatives
  • 7. Improve Sales Productivity
    • Work More Efficiently, with the Same Resources and Staff
      • Track interactions and automate steps throughout the sales process
      • Reps can work where they want to work with multiple accessibility options
    • Know Your Customers and Build Customer Loyalty
      • Single, integrated, up-to-date repository for customer data, the 360-degree view
    • Improve Pipeline Visibility and Take Immediate Action
      • Direct view into pipeline to see potential bottlenecks and stalled deals early and take immediate corrective action
    • Forecast More Accurately and Make More Informed Decisions
      • CRM On Demand is the only solution in the industry with a prebuilt analytics data warehouse for true historical analyses and informed decision making
    • Make Every Team Member a Star with Online Sales Coaching
      • Sales Process Coach can replicate the activities of your best performers and provide sales-stage specific coaching
  • 8. Prospect/Customer Management Crawl… Walk… Run with Oracle CRM OnDemand Partner Management Business Planning OPPORTUNITY Break down channel silos and gain a 360-degree view of your prospects & customers and their business needs KEY Differentiators
    • Get Smarter
      • Real-time & historical reports
      • Pre-built dashboards
    • Be More Productive
      • Complete sales & business development capability
      • Support diverse sales processes
      • Intuitive and easy
    • Best Value, Period.
      • Low cost, subscription-based
      • Quick to implement
      • Flexible and easy to maintain
  • 9. The Apex IT/Oracle Advantage
    • Proven CRM Expertise
    • Manage ‘all’ phases of customer life cycle
    • Embedded Analytics
    • Pre-built data warehouse
    • Best in class database and hosting infrastructure
    • Front & Back End integration to give you 360 degree view of customer
    Efficiency Reporting Communication
  • 10. CRMOD Analytics – Oracle Business Intelligence
  • 11. Program Agenda
    • Introductions
    • Oracle CRM On Demand overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of integration possibilities with CRM On Demand
    • Hear a customer testimonial
  • 12. Integrated Prospect and Customer Management Campaign Mgt and Analysis CRM Customer Mgt and Analysis Marketing Campaigns Closure Opportunity Mgmt Lead Nurturing Lead Qualification & Conversion Customer Setup
  • 13. Demonstration Scenario Customer Experience Campaign Mgt Experience Sales Process Experience Management Insight
  • 14. Oracle CRM On Demand Benefits to You
    • Attract, on-board and retain customers with personalized outreach / interaction
    • Improve visibility to marketing and sales processes with role-based analytics
    • Leverage complete 360º Customer View
    • Manage by exception – aging leads, aging prospects, “last called” etc..
    • Significantly reduce administrative overhead
    • Coordinate efforts across business units and departments with dynamic processes and role-based access control
  • 15. Next Generation CRM Portable CRM Disconnected CRM Productive CRM Personal CRM Social Media Integration
  • 16. Program Agenda
    • Introductions
    • Oracle CRM On Demand overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of integration possibilities with CRM On Demand
    • Hear a customer testimonial
  • 17. Program Agenda
    • Introductions
    • Oracle CRM On Demand overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of integration possibilities with CRM On Demand
    • Hear a customer testimonial
  • 18. CRM On Demand Marketing Online / offline contact data Response processing rules Automated multi-step campaigns and business rules Landing Pages Microsites Web Forms Web Tracking Personalization Dashboards, Reports, Ad-hoc Analysis
  • 19. Prospect View – Personalized Microsite
  • 20. Marketing View – Design Campaigns Easy to design and manage long-running nurture campaigns Even novice marketers can design a nurturing campaign true
  • 21. Program Agenda
    • Introductions
    • Oracle CRM On Demand overview
    • CRM On Demand Strategy
    • Demonstration
    • Introduce CRM On Demand Marketing
    • Customer Successes
    Program Objective
    • Increase awareness of integration possibilities with CRM On Demand
    • Hear a customer testimonial
  • 22. Using a CRM to Build Customer Relationships COMPANY OVERVIEW INSEAD, “the Business School for the World” With campuses in Europe (France), Asia (Singapore) and Abu Dhabi, and a research centre in Israel, INSEAD’s business education and research spans three continents. With 145 renowned Faculty members from 36 countries, INSEAD leads more than 1,000 degree participants in our MBA, Executive MBA and PhD programs
    • SOLUTION
    • Deployed Oracle CRM On Demand as the Core system to manage all student and corporate client relationships
    • Developed a unique sales process within CRM to manage not only corporate relationships but ongoing student activity in classes and degree programs that were not tracked within PeopleSoft Campus Solutions.
    • Enabled Streamlined management of class size, student data and recruiting activity that was integrated back to PeopleSoft Campus Solutions . The streamlined sales processes leveraged extensive workflow to support users on multiple continents to manage the same class and student data. The consistent, experience for all recruiters and INSEAD staff improved the overall student experience.
    • Is now engaged in the requirements analysis to incorporate deeper marketing and sales process specific to INSEAD’s e-MBA program
    • CHALLENGES/OPPORTUNITIES
    • INSEAD has multiple sales processes and requirements for integration to PeopleSoft
    • Needed a process to integrate student and corporate contacts into CRM to manage classes and new student enrollment
    • INSEAD had to incorporate not only multiple sales and business processes but manage the differing processes from multiple international locations
  • 23. Standardizing and Simplifying CRM COMPANY OVERVIEW NEC Unified Solutions helps companies unify their business communications through innovative software, applications, development tools and services. NEC Corporation was founded in 1899, has annual sales of approximately $40 billion, and currently employs over 150,000 people worldwide.
    • CHALLENGES/OPPORTUNITIES
    • NEC had an opportunity to re-align their sales organization
    • Needed a process to streamline business processes and simplify the sales forecasting process
    • NEC was also tasked with improving long-term ROI, where it later employed Oracle Best Practices for its configuration methodology
    • SOLUTION
    • Deployed Oracle CRM On Demand as the Core system to manage all sales processes
    • Utilized BigMachines for configuration with out-of-the-box integrations to CRM On Demand. Later had a one-way feed of information from CRMOD/BigMachines to PeopleSoft ERP
    • Simplified user roles and profiles in order to facilitate an increase in user adoption
    • Reduced manual processes which eliminated user error
    “ I’ve become a big fan of Oracle and my personal opinion is that customers would be making a smart move to migrate to {Oracle CRM On Demand} single tenant.” - Peter Langdon, Director Sales Operations -
  • 24. Dan Kudanovych o. (920) 499-2472 c. (612) 281-4264 [email_address]