NOTES FOR REVIEW ON THIS SLIDE:Take a long term view of the sales force investment. A lot of times folks reach for the panic environment in a down environment. But the fact is that a salesforce is a LT investment you manage on 2-3 year time horizon. If you change that benchmark to quarterly, you make very diff't decisions and end up leaving money on the table. --Protect your top salespeople. In a challenging economy, the notion that 'they have nowhere to go' is not a great strategy. Your top people always have options, so you need to have them stick around, even if you have to give them incentives to do so.Convey a LT vision of the value of the sales force. Your top earners, who may not be earning as much, need to recognize this picture will change. Be candid and fact-based versus "positive." This means "the value that the sales force delivers to the company." Everybody wants to know THEY'RE delivering value. In tough environments, one's perceived value goes down, morale is compromised, etc. Re-establish that the sales rep is the link between the customer (listening to, caring, conveying value props) and the company.Assess your salesforce investment. Take stock on what that investment looks like (largely an analytical exercise). There are benchmarks available to compare to peer co's in similar industries, with similar business models.Focus sales reps on the right accounts and the right products. Those that most impact the LT sustainability of the business.
What’s the bottom line for sales leaders? We know that what’s keeping you up at night is the following: How can I beat my competition? How can I maximize my team’s productivity? How can I get my team to adopt tools that are easy to use and that they’ll love? How can I ensure that I’m making the best short term decision that will provide fast ROI? And how can I make the best long-term decision as well?The answer” Only Oracle CRM On Demand enables your organization to get smarter and beat the competition. And we do it with solutions that are easy to use, provide fast ROI, and are available from a single vendor with a long-term track record and a broad software portfolio.
But insight alone is not enough. Organizations need a variety of tools that not only institutionalize and automate critical sales processes, but also help focus reps on the most lucrative opportunities. To this point…
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Revenue, R&D, employee/developer/support professionals numbers updated with FY09 information per the FY09 10K
Our three key differentiating points for Oracle CRM On Demand are as follows:With Oracle CRM On Demand your organization gets smarter with the industry’s best insight capabilities…in CRM On Demand and a number of complementary applications.Oracle CRM On Demand gets your teams more productive. Once equipped with actionable insight, we provide the tools that help your teams maximize their efficiency and effectiveness.With Oracle, you get the best value, period. We provide the best of both worlds: a) the best solution for achieving rapid time to value with great software as well as unmatched CRM experience; b) superior economics provided by the leader in enterprise software.Here is more detail on each of these three elements.
DirecTV is the leading satellite –based television service provider with more than 17.6 million customers. Selling DirecTV services through a network of dealers and retailers is a critical distribution channel for the company. Unfortunately, prior to deploying Oracle CRM On Demand, the sales and management team at DirecTV was hampered by a number of outdated and inconsistent systems for tracking customer and partner information. This hindered efficiency, effectiveness and insight. According to Eric Walters, CRM project manager in the sales operations organization at DirecTV, Oracle CRM On Demand provided significant ROI, at a level of 432 percent with payback in less than 2.5 months. And because critical information is now centrally located, easily accessible…and a wide range of analytics can be performed on it, the sales team Erik works with has reduced call preparation time by a combined 90 hours per week. And DirecTV has reduced the time required to generate reports on critical items like issue resolution and pipeline activities from seven days to less than one day.
Outsmart Your Competition With Crm On Demand
Outsmart and Out Execute Your Competition with Oracle CRM On Demand<br />Pavels Kilivniks<br />21/06/2011<br />
Today’s Landscape<br />“Stocks Rise Sharply on More Signs of Recovery”<br />“CEOs See Economy Improving”<br />“Has the Recession Bottomed Out?”<br />“Are We On the Road to Recovery?”<br />“China Manufacturing Expansion Fuels Recovery Bets”<br />“Signs of Demand Recovery Emerge in U.S. and Japan”<br />“The Recession? It’s Over, Says Economist”<br />“Rising Orders Fuel Optimism for Manufacturing Recovery<br />“Hopeful Signs for EconomyEmerge in Latest Data”<br />“U.S. Recession Appears Near Bottom<br />
‘Driving Growth in a Challenging Economy’ Vignette<br />
The Challenge for Chief Sales Officers<br />PAIN POINTS<br /><ul><li>Fewer resources
Forced discounts</li></ul>Driving Growth in a Challenging Economy<br />
Why Should CSOs Address This Challenge Now?<br />Because They Must…<br />Drive growth regardless of economic conditions<br />Grow revenue rather than protect revenue<br />Protect and grow margins versus letting margins erode<br />
What If CSOs Had a SolutionThat Could…<br /><ul><li>Increase sales capacity
Create more time to drive growth and increase wallet share
Provide margin protection and support margin growth</li></li></ul><li>What CSOs Can Do Now<br />Take a long-term view of your sales team investment<br />Assess & compare your sales team investment to peer companies<br />Protect and incentivize your top sales people<br />Convey a long-term vision of ‘the opportunity’ for your teams<br />Ensure your teams are focused on the right accounts & products<br />Information Source: The Alexander Group, Inc.<br />
Low risk</li></li></ul><li>Only Oracle CRM On Demand Helps CSOs<br />GET THE BEST VALUE,<br />PERIOD<br />GET SMARTER<br />GET MORE PRODUCTIVE<br />
Why Get Smarter?<br />Increase our win rates?<br />How can we…<br />Move through the sales cycle more quickly?<br />Get better quality leads?<br />Best focus our resources?<br />Target the most lucrative markets?<br />
Get Smarter.<br />“At a time when firms in many industries offer similar products and use comparable technologies, business processes are among the last remaining points of differentiation. And analytics competitors wring every last drop of value from those processes.”<br />–Thomas Davenport, “Competing on Business Analytics,” Harvard Business Review<br />
Act on Insight Immediately with Real-Time and Historic Analytics<br /><ul><li>Drive objectives by comparing trends over time
Prompt informed actions with interactive dashboards
Leverage the industry’s only on demand solution with this capability</li></li></ul><li>Act on Insight Immediately with Answers On Demand<br /><ul><li>Easily create and share customized analyses in minutes
Mash up wide range of CRM information for optimized insight
Empower users across your organization with this capability</li></li></ul><li>Align Everyone with Trusted Information<br />
Align Everyone with Trusted Information with Reports<br /><ul><li>Quickly access and share more than 40 prebuilt reports and dashboards
Showcase dashboards across CRM On Demand tab homepages
Easily drilldown into report and dashboard data for key insights</li></li></ul><li>Align Everyone with Trusted Information with Mobile<br /><ul><li>Empower users with critical insights where and how they work
Rapidly increase accountability for producing results
Drive team efficiency and productivity</li></li></ul><li>Align Everyone with Trusted Information with Gadgets<br /><ul><li>Give users rapid access to the specific information they need
Increase efficiency and speed of task completion
Rapidly increase user adoption</li></li></ul><li>Grow Revenue (and Commissions)<br />
“Our internal clients can now get answers in minutes when it used to take weeks.”<br />–Tripp Partain, CIO, Global Platforms, Equifax<br />
Why Get More Productive?<br />Deliver better results with fewer resources?<br />How can we…<br />Get new reps to quota more quickly?<br />Streamline our sales processes?<br />Leverage best practices across the organization?<br />Increase channel sales?<br />
Get More Productive.<br />“When we measure salespeople’s “non-customer facing time,” we find that it often amounts to more than half of their total hours.”<br />–Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard Business Review<br />
Uncover Hidden Demand with Sales Prospector<br /><ul><li>Predict top prospects and expected revenue, close probability, & time to close
Identify hidden opportunities in new & existing accounts
Analyze customer attributes and product purchase history</li></li></ul><li>Uncover Hidden Demand with Territory Management<br /><ul><li>Automatically define sales territories with an easy point & click interface
Rapidly respond & adjust to rapid changes in your company
Get the right information to the right team members</li></li></ul><li>Focus on More of the Right Leads<br />
Focus On More of the Right Leads With Lead Management<br /><ul><li>Route opportunities to the right rep based on a set of configurable rules
Ensure lead quality with embedded lead qualification call scripts</li></li></ul><li>Drive Every Qualified Opportunity<br />
Drive Every Qualified Opportunity with Sales Automation<br /><ul><li>Quickly identify and prioritize sales opportunities
Easily track deal status through the sales cycle
Scale your team’s skills & improve sales consistency with built-in coaching</li></li></ul><li>“Oracle really helped us improve the way we manage our sales pipeline...”<br />–Jim Eastin, Director, Sales Operations, Administaff<br />
Why Get the Best Value?<br />Show provable ROI quickly?<br />How can we…<br />Get the most experienced guidance?<br />Get the best service?<br />Increase our margins?<br />Reduce costs?<br />
Get The Best Value, Period.<br />“Investments in technology-enabled business processes can deliver up to ten times the impact of traditional IT cost reduction efforts.”<br />–Kaplan/Sikes, “Managing IT in a Downturn,” The McKinsey Quarterly<br />
Leverage Oracle’s Experience to Gain Immediate Advantage<br />
Leverage Oracle’s Experience in CRM<br /><ul><li>15+ years of experience
World’s largest and most sophisticated CRM deployments
Global consulting practice committed to customer success</li></ul>…To gain immediate advantage…<br />
Leverage Oracle’s Experience in Industries<br /><ul><li>Prebuilt industry applications
Operating in 145 countries</li></li></ul><li>“CRM On Demand was the most flexible and robust solution available.”<br />–Kevin Raybon, General Manager, Sales Operations, NEC Unified Solutions<br />
“In this economy, inaction is understandable but shortsighted. Those who face their fear and get unstuck can outrun hesitant competitors and seize advantage.”<br />A Closing Thought<br />Source: “How to Get Unstuck,” May 2009, Rita Gunther McGrath and Ian C. MacMillan<br />
Get Smarter.<br />Get More Productive.<br />Get the Best Value, Period.<br />The Opportunity for Sales Leaders<br />
DIRECTV Augments Sales Solutionswith Oracle CRM On Demand<br />CUSTOMER PERSPECTIVE<br />“Our Oracle CRM On Demand implementation resulted in an ROI of 432 percent and enabled our sales force to reduce call preparation time by 90 hours each week. ”<br />COMPANY OVERVIEW<br /><ul><li>Leading provider of satellite-based television services, with 17.6 million customers in the U.S.
Siebel Field Service</li></ul> Erik Walters, Project Manager, Sales Ops<br />RESULTS<br /><ul><li>Improved sales productivity by reducing call preparation time by 90 hours per week
Accelerated issue resolution and reduced pipeline reporting from seven days to less than one day
Achieved 432 percent ROI and payback in 2.4 months</li></li></ul><li>Oracle Enables Administaff to Vastly Improve Cuts Sales Pipeline Management<br />COMPANY OVERVIEW<br /><ul><li>Leading professional employer organization (PEO), serving as a full-service human resources department for small and medium-sized businesses throughout the United States
Revenue: $1.7 billion</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>Couldn’t get required reporting from previous system
Needed a system that could scale with the company
Management not able to see a complete picture of sales pipeline</li></ul>SOLUTION<br /><ul><li>Oracle CRM On Demand</li></ul>CUSTOMER PERSPECTIVE<br />“Oracle really helped us improve the way we manage our sales pipeline – it provided us with the visibility we needed to get better sales forecasts. ”<br /> Jim Eastin, Director, Sales Operations<br />RESULTS<br /><ul><li>Reduced sales reporting time from two hours to five minutes
Improved forecast accuracy and sales pipeline visibility
Enabled team to make changes in real time</li></li></ul><li>Oracle CRM On Demand Delivers a 350% Yearly Return to Equifax<br />CUSTOMER PERSPECTIVE<br />“We deployed 600 users across seven Latin American countries, including the top four countries, in less than 60 days… Our internal clients can now get answers in minutes when it used to take weeks. ”<br />COMPANY OVERVIEW<br /><ul><li>Global leader in information solutions for businesses and consumers
Siebel Contact Center</li></ul> Tripp Partain, CIO, Global Platforms<br />RESULTS<br /><ul><li>Reduced IT costs, increased visibility, profitability and sales management productivity
Improved decision making and understanding of sales performance across multiple countries
Achieved 350 percent annual ROI and payback in only 10 months</li></li></ul><li>Loomis Dramatically Improves CustomerResponsiveness with Oracle Applications<br />CUSTOMER PERSPECTIVE<br />“With Oracle AIA , we were able to reduce customer response time from 2 days to ten seconds with our centralized call center. ”<br />COMPANY OVERVIEW<br /><ul><li>Provider of a wide range of integrated solutions for cash handling for banks, retailers and other commercial enterprises.
Oracle CRM On Demand Process Integration Pack for Oracle E-Business Suite</li></ul> Wayne Sadin, CIO<br />RESULTS<br /><ul><li>Improved access to and quality of customer data by replacing Salesforce.com in 5-1/2 weeks
Improved efficiency and visibility by integrating Oracle CRM On Demand and Oracle EBS
Able to look across the footprint in real time to evaluate progress against contracted objectives</li></li></ul><li>Rackable Systems Achieves 330% ROI fromOracle’s Application Integration Architecture<br />CUSTOMER PERSPECTIVE<br />“With AIA, we have a single vendor solution to connect Oracle CRM and Oracle EBS. This allows for improved user adoption, better pipeline visibility, one view into customers and orders, and reduced IT costs. ”<br />COMPANY OVERVIEW<br /><ul><li>Leading provider of server and storage products for large-scale data center deployments.
Oracle CRM On Demand Process Integration Pack for Oracle E-Business Suite</li></ul> Dominic Martinelli, CIO<br />RESULTS<br /><ul><li>Fully integrated front-to-back office in 10 months
Better data quality, one view of customers & orders
Improved forecast accuracy and sales productivity
Achieved 330 percent ROI with payback in only 5.3 months</li></ul>*NEC Corporation figures<br />
Next Steps<br />Contact me, Pavels Kilivniks, at +35318031867 (Ireland, Dublin), +74956411455 (Russia, Moscow)<br />Go to http://crmondemand.oracle.comfor live demos, additional product information, and more<br />
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