CRM at Oracle: Self Service Sales Campaigns

CRM at Oracle – Self Service Sales Campaigns
Deepak Gupta Eve Milrod Halwani
Vice President, CRM Systems Senior Director, Sales Systems
Applications IT Applications IT

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.

Oracle Corporation
Solutions Offerings
Oracle Database
Oracle Fusion Middleware
Oracle Applications
Oracle Services
Information Technology
Four major IT Functions
Applications
Development
Traditional
On Demand
About Oracle
US$26.8 billion in revenue for fiscal year 2010
More than 345,000 customers worldwide
More than 21,000 partners
100,000+ employees, including:
35,000 sales & marketing
7,500 support

Global CRM (GCM) Single Instance
1.8M Accounts
20M Contacts
20M Prospects
72MMarketing Responses
24MSales Activities
18M Marketplace Accounts
Partner Portal145 Countries
10 Languages
35,000 Internal users
100,000Territory Lookup users
300,000Partner users

Oracle’s Global CRM Implementation
Optimizing Our Go-To-Market
Objective
Global, consistent, streamlined, and scalable campaign to opportunity to quote processes
Approach
Go Native – 90% vanilla
Go Fast – 1 year to rollout
Consolidation/Centralization
Start Clean, Stay Clean
Standards based Integration
Drive value with BI
Engagement
Integration
Analytics

Global CRM Single Instance Ecosystem
Implementation planned

CRM at Oracle – Self Service Sales Campaigns
Deepak Gupta Eve Milrod Halwani
Vice President, CRM Systems Senior Director, Sales Systems
Applications IT Applications IT

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Sales Business Cycle

Sales Business Cycle
Siebel Mktg/Call Center
Sales Campaigns
Marketing and Sales Campaigns
Global Executive Campaigns
Lead Development
Territory Assignment
Siebel Sales/Call Center
Opportunity Conversion
Opportunity Prosecution
Qualify
Convert
Mature
“System of Record”
CRM Analytics (OBIA)Performance
In-Line and Analysis
Forecast Judgment
Sales Effectiveness
Siebel Sales/Call CenterForecast
Prime and Co-Prime (Shadow)
Rep and Manager Judgment
“System of Record”

<Insert Picture Here>
Self Service Sales Campaigns

Customer 360 in GCMWindow into Consolidated Information in “My” Territory
Installed Base
Customer
Insight
Account
Research
Target Prospects

Customer 360Intelligence & Prospecting – All in One Place in GCM
Customer Insight
(CRM, ERP, Support)
Competitive
Landscape
Installed
Landscape
Whitespace
Upsell
Self Service Sales Campaigns

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CRM at Oracle: Self Service Sales Campaigns

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CRM at Oracle: Self Service Sales Campaigns Webinar Transcript