Outsmart Your Competition With Crm On Demand


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  • 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…
  • [Export previous gen slide as JPG and tilt at angle.
  • Teeter totter guy
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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

    1. 1. Outsmart and Out Execute Your Competition with Oracle CRM On Demand<br />Pavels Kilivniks<br />21/06/2011<br />
    2. 2. 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 />
    3. 3. ‘Driving Growth in a Challenging Economy’ Vignette<br />
    4. 4. The Challenge for Chief Sales Officers<br />PAIN POINTS<br /><ul><li>Fewer resources
    5. 5. Smaller and more competitive opportunities
    6. 6. More demanding customers
    7. 7. Forced discounts</li></ul>Driving Growth in a Challenging Economy<br />
    8. 8. 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 />
    9. 9. What If CSOs Had a SolutionThat Could…<br /><ul><li>Increase sales capacity
    10. 10. Improve sales execution and win rates
    11. 11. Create more time to drive growth and increase wallet share
    12. 12. 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 />
    13. 13. How Can Oracle Help CSOs Now?<br />
    14. 14. After All, Most On Demand CRM Offerings Provide…<br />NICHE COMPETITORS<br />ORACLE CRM ON DEMAND<br /><ul><li>Fast deployments
    15. 15. Ease of use
    16. 16. Predictable costs
    17. 17. Low risk
    18. 18. Fast deployments
    19. 19. Ease of use
    20. 20. Predictable costs
    21. 21. 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 />
    22. 22. 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 />
    23. 23. 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 />
    24. 24. Act on Insight Immediately<br />
    25. 25. Act on Insight Immediately with Real-Time and Historic Analytics<br /><ul><li>Drive objectives by comparing trends over time
    26. 26. Prompt informed actions with interactive dashboards
    27. 27. 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
    28. 28. Mash up wide range of CRM information for optimized insight
    29. 29. Empower users across your organization with this capability</li></li></ul><li>Align Everyone with Trusted Information<br />
    30. 30. Align Everyone with Trusted Information with Reports<br /><ul><li>Quickly access and share more than 40 prebuilt reports and dashboards
    31. 31. Showcase dashboards across CRM On Demand tab homepages
    32. 32. 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
    33. 33. Rapidly increase accountability for producing results
    34. 34. 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
    35. 35. Increase efficiency and speed of task completion
    36. 36. Rapidly increase user adoption</li></li></ul><li>Grow Revenue (and Commissions)<br />
    37. 37. “Our internal clients can now get answers in minutes when it used to take weeks.”<br />–Tripp Partain, CIO, Global Platforms, Equifax<br />
    38. 38. 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 />
    39. 39. 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 />
    40. 40. Uncover Hidden Demand<br />
    41. 41. Uncover Hidden Demand with Sales Prospector<br /><ul><li>Predict top prospects and expected revenue, close probability, & time to close
    42. 42. Identify hidden opportunities in new & existing accounts
    43. 43. 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
    44. 44. Rapidly respond & adjust to rapid changes in your company
    45. 45. Get the right information to the right team members</li></li></ul><li>Focus on More of the Right Leads<br />
    46. 46. 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
    47. 47. Easily assign leads via a built-in wizard
    48. 48. Ensure lead quality with embedded lead qualification call scripts</li></li></ul><li>Drive Every Qualified Opportunity<br />
    49. 49. Drive Every Qualified Opportunity with Sales Automation<br /><ul><li>Quickly identify and prioritize sales opportunities
    50. 50. Easily track deal status through the sales cycle
    51. 51. 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 />
    52. 52. 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 />
    53. 53. 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 />
    54. 54. Leverage Oracle’s Experience to Gain Immediate Advantage<br />
    55. 55. Leverage Oracle’s Experience in CRM<br /><ul><li>15+ years of experience
    56. 56. World’s largest and most sophisticated CRM deployments
    57. 57. Global consulting practice committed to customer success</li></ul>…To gain immediate advantage…<br />
    58. 58. Leverage Oracle’s Experience in Industries<br /><ul><li>Prebuilt industry applications
    59. 59. Embedded business process support
    60. 60. Consulting expertise culled from teams with deep industry background</li></ul>…To gain immediate advantage…<br />
    61. 61. Leverage Oracle’s Experience in Implementation Methodology<br /><ul><li>Standardized processes, tools, methodologies and resources
    62. 62. Services optimized for each organization’s functional requirements
    63. 63. Blueprints aligned with prioritized business objectives</li></ul>…To gain immediate advantage…<br />
    64. 64. Achieve the Lowest TCO<br />
    65. 65. Achieve the Lowest TCO with Oracle CRM On Demand<br /><ul><li>Single vendor technology platform reduces overhead
    66. 66. The most capabilities offered at universal low price
    67. 67. The most application customization and configuration features</li></ul>…To gain immediate advantage…<br />
    68. 68. Achieve the Lowest TCO with Multiple Deployment Options<br /><ul><li>Fine tune CRM for specific requirements within your organization
    69. 69. Get started in weeks and scale to meet the most demanding requirements
    70. 70. Leverage the widest range of configuration & pricing options</li></ul>…To gain immediate advantage…<br />
    71. 71. Simplify and gain leverage<br />
    72. 72. Simplify and Gain Leverage with a Single Vendor<br /><ul><li>Single call resolution for questions and support
    73. 73. Superior economics by bundling solutions together from one vendor
    74. 74. One point of control for all your business application and technology needs</li></li></ul><li><ul><li>Feature-Rich SaaS Offering
    75. 75. Highly Task-Focused</li></ul>Simplify and Gain Leverage with a ‘Complete CRM’ Solution<br /><ul><li>Easy to Use
    76. 76. Highly Collaborative</li></ul>Siebel CRM<br />Oracle Social CRM On Demand<br />Oracle CRM On Demand<br /><ul><li>Fast to Deploy
    77. 77. Increase User Productivity</li></ul>Integration (Oracle Application Integration Architecture)<br />
    78. 78. Simplify and Gain Leverage with the Leading Enterprise Software Provider<br /><ul><li> CRM
    79. 79. Human Capital Mgmt
    80. 80. Retail
    81. 81. Communications
    82. 82. Financial Services
    83. 83. Banking
    84. 84. Public Sector
    85. 85. Professional Services
    86. 86. Database
    87. 87. Data Warehousing
    88. 88. Database on Linux
    89. 89. Embedded Database
    90. 90. Middleware
    91. 91. Enterprise Portal
    92. 92. Application Server
    93. 93. Enterprise Perf. Mgmt.</li></li></ul><li>Simplify and Gain Leverage with the Scale to Meet your Business Needs<br /><ul><li>$23.25 Billion Annual Revenue
    94. 94. $2.76 Billion Annual R&D Budget
    95. 95. 320,000 total customers, including 98 of the Fortune 100
    96. 96. 280,000 Oracle Database customers
    97. 97. 43,000 Oracle Applications customers
    98. 98. 80,000 middleware customers
    99. 99. 5,000 CRM customers
    100. 100. 20,000+ partners
    101. 101. 86,000 employees
    102. 102. 22,000 developers
    103. 103. 8,000 support professionals
    104. 104. 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 />
    105. 105. “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 />
    106. 106. Get Smarter.<br />Get More Productive.<br />Get the Best Value, Period.<br />The Opportunity for Sales Leaders<br />
    107. 107.
    108. 108. 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.
    109. 109. Industry: Media and Entertainment
    110. 110. Employees: 18,300
    111. 111. Revenue: $19.7 billion</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>Sales management relied on outdated sales and pipeline reports
    112. 112. Geographically diverse sales team to cover retailers all over the U.S.
    113. 113. Key partner and customer information resided in multiple systems</li></ul>SOLUTION<br /><ul><li>Oracle CRM On Demand
    114. 114. Oracle Call Center On Demand
    115. 115. Siebel Contact Center
    116. 116. 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
    117. 117. Accelerated issue resolution and reduced pipeline reporting from seven days to less than one day
    118. 118. 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
    119. 119. Industry: Professional Services
    120. 120. Employees: 117,000
    121. 121. Revenue: $1.7 billion</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>Couldn’t get required reporting from previous system
    122. 122. Needed a system that could scale with the company
    123. 123. 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
    124. 124. Improved forecast accuracy and sales pipeline visibility
    125. 125. 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
    126. 126. Industry: Financial Services
    127. 127. Employees: 7,000
    128. 128. Revenue: $1.8 billion</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>Integrate multiple CRM systems and strategies
    129. 129. Establish consistent sales processes and reporting structures
    130. 130. Lack of performance metrics and business reporting</li></ul>SOLUTION<br /><ul><li>Oracle CRM On Demand
    131. 131. Oracle Call Center On Demand
    132. 132. 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
    133. 133. Improved decision making and understanding of sales performance across multiple countries
    134. 134. 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.
    135. 135. Industry: Financial Services
    136. 136. Employees: 7,000
    137. 137. Revenue: $1.24 billion</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>Support change in traditional business model
    138. 138. Collect and disseminate information quickly and securely to demanding customers
    139. 139. Reduce customer response times
    140. 140. Provide sales reps with visibility into service information and vice versa</li></ul>SOLUTION<br /><ul><li>Oracle CRM On Demand
    141. 141. Oracle Call Center On Demand
    142. 142. Oracle E-Business Suite
    143. 143. 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
    144. 144. Improved efficiency and visibility by integrating Oracle CRM On Demand and Oracle EBS
    145. 145. 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.
    146. 146. Industry: High Technology
    147. 147. Employees: Approximately 325
    148. 148. Revenue: Approximately $250 million</li></ul>CHALLENGES / OPPORTUNITIES<br /><ul><li>New business process required for Lead-to-Quote and Build/Design to Order model
    149. 149. Low user adoption of previous CRM system
    150. 150. Sales lacked visibility to back-end data
    151. 151. Small IT staff, limited budget, aggressive timeline</li></ul>SOLUTION<br /><ul><li>Oracle CRM On Demand
    152. 152. Oracle E-Business Suite
    153. 153. 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
    154. 154. Better data quality, one view of customers & orders
    155. 155. Improved forecast accuracy and sales productivity
    156. 156. Achieved 330 percent ROI with payback in only 5.3 months</li></ul>*NEC Corporation figures<br />
    157. 157. 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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