The CRM at Oracle series highlights Oracle's internal implementation of Oracle CRM products such as Siebel CRM and Oracle CRM On Demand. This presentation discusses how Oracle utilizes Oracle's Real-Time Decisions (RTD) for lead scoring. RTD reduces maintenance of rules and provides visibility into the effectiveness of the rules.

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CRM at Oracle – Real-Time Decisions
Deepak Gupta Roger Rich Lisa Pondicherry
Vice President Senior Director Senior Manager
CRM Systems Marketing Systems Marketing Systems

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. Oracle Corporation

4. Global CRM (GCM) Single Instance
• 1.8M Accounts
• 20M Contacts
• 20M Prospects
• 72M Marketing Responses
• 24M Sales Activities
• 18M Marketplace Accounts

5. 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
Oracle’s Global CRM Implementation
Optimizing Our Go-To-Market
Sales
Customer
Data
Marketing
Partners

6. Global CRM Single Instance Ecosystem
Implementation planned

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CRM at Oracle – Real-Time Decisions
Deepak Gupta Roger Rich Lisa Pondicherry
Vice President Senior Director Senior Manager
CRM Systems Marketing Systems Marketing Systems

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Marketing Business Cycle

9. Global
CRM
Plan
Execute
Manage
Analyze
Siebel MRM
Planning and Budgeting
Define Marketing Initiatives
Create Funds & Allocate Budget
Request & Approve Budget
Create Plans & Programs
Campaigns/Os/Ts
Siebel Marketing
List and Segmentation
Target Audience
Build/Load Segments
Launch Campaigns
Email Marketing
OCH & Siebel Marketing
Response Management
Response Capture
Qualification
Assignment
Lead Creation
CRM Analytics (OBIA)
Closed Loop Reporting
Measure Marketing ROI
Track Budget to Actual
Fact-based Planning
Marketing Business Cycle
eMarketing Apps
Marketing Execution
Landing Pad
Event Registration
Software Download
Siebel Call Center
Opportunity Management
Opportunity Conversion
Opportunity Progression

10. •<Insert Picture Here>
CRM at Oracle – Real-Time Decisions
Deepak Gupta Roger Rich Lisa Pondicherry
Vice President Senior Director Senior Manager
CRM Systems Marketing Systems Marketing Systems

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Real-Time Decisions

12. Challenges
•Limited set of lead scoring attributes
•Cumbersome maintenance of scoring rules
•Lack of insight into effectiveness of the scoring rules

13. Capabilities
•Self service rule setup and
deployment
•Flexible UI for setup and
simulation of rules
•Advanced capabilities including
predictive reporting and
dynamic business rules

14. Siebel Marketing – Response Validation

15. Real-Time Decisions – Scoring Administration

16. Siebel Call Center – Scored Lead

17. Real-Time Decisions – Predictive Reporting

18. Benefits
• 50% increase in scoring attributes
• 80% reduction in maintenance of rules
• Visibility into effectiveness of scoring rules
and other drivers for scoring on a real-time
basis
• Foundation to leverage RTD Dynamic
Scoring in future phases

19. For More Information
search.oracle.com
or
sales.oracle.com
Real-Time Decisions