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Oracle Sales & Marketing Summit - Fusion CRM


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Oracle Sales & Marketing Summit - Fusion CRM

  1. 1. Oracle Fusion CRM: Effective, Efficient, EasyRoberto ManzoliSales Consulting Manager – CRMroberto.manzoli@oracle.comOracle Italia
  2. 2. Why Did We Build Fusion?
  3. 3. A New Inflection PointApplications Platform User Experience Technology Adoption Standards Web 2.0 Cloud/SaaS Embedded SOA Modularity Intelligence
  4. 4. The Principles of Fusion Applications• Started with a Modern Platform• Embedded Best Practices Based On Hundreds of Years of Learning• Designed for Modularity and Co-Existence with Other Applications• Reinvented the User Experience• Made It Ready for the Cloud
  5. 5. FUSION APPLICATIONS SUITE SCOPE Financial Human Capital Supply Chain Fusion CRM Management Management Management Project Portfolio Governance, Risk Procurement Management & Compliance Common Fusion Applications Data Model and Services
  6. 6. The Making of Fusion CRM Best Practice Business Processes Based Upon Hundreds of Years of Learning Peoplesoft, E-Business Suite, Siebel, and JD Edwards, CRM On Demand Infused with Web 2.0 Role-Based User Experience, Collaboration, Interactive Business Intelligence Built on Oracle Fusion Middleware Industry Leading, Open Standards-Based Platform
  7. 7. Fusion ApplicationsBuilt on Industry Standard Middleware
  8. 8. Extremely Flexible Deployments Options
  9. 9. Adoption Flexibility Without Lock-in • Oracle: Same code basis and open standards enable portability between deployment models and clouds Cloud Deployment Silos Lock-in • Niche: Proprietary and separate code creates cloud silos and lock-in Niche Cloud Providers
  10. 10. The New Standard for WorkCustomer-Driven User Experience User Experience Program Field Studies Usability Testing 1,000 Customers 700 Users 4,000 Hours • 180 roles • 18 usability labs • 6 countries Up to 60% • 8 locations worldwide • E-Business Suite, Siebel, Productivity Gain* • Recording of eye-hand- PeopleSoft, JD Edwards screen behavior * Estimate based on models
  11. 11. Eyeball Tracking StudiesOracle Initiative: Eye-Tracking Studies for All Enterprise Applications
  12. 12. Next Generation Applications Page Fusion Applications Page (Web Application w/Sensors)
  13. 13. Fusion CRM v1An Enterprise Suite Sales Planning Sales Prospecting Sales Productivity Sales Extensibility Territory Campaign Opportunity Channel Management Management Management Management Quota Lead Customer Data Management Management Customer Center Management Incentive Compensation Sales Predictor Desktop Integration Contracts Forecasting Sales Campaigns Mobile Sales Activity Streams
  14. 14. Fusion CRM Higher win rates More quality opportunities Faster time to value Know your customers Align sales & marketing Easy to use Gain actionable insight Improve sales prospecting Easy to configure Collaborate & coach Optimize sales performance Easy to deploy
  15. 15. Fusion CRM: Effective through Customer CenterCustomer Snapshot summarizes Customer Center provides Customer Center recommends key customer data in a single comprehensive customer detail, the next-best-product-to-sell to place including data from external sources each customer and 3rd party providers
  16. 16. Fusion CRM: Effective through Social Networking and Forums Activity Streams provide real time Discussion forums enable users Facebook and LinkedIn integration updates that notify users of any to post topics and collaborate on to provide users with easy accessactivity impacting their customers and critical sales and customer essential social networking sites deals issues
  17. 17. Fusion CRM: Effective through Embedded Sales IntelligenceOpportunity Landscape provides Opportunity Management tracks Opportunity Managementsales reps with more and higher competitors and how to best position identifies the ideal customer quality sales opportunities against them to win deals references for each sales opportunity
  18. 18. Fusion CRM: Efficient by Completing Sales Tasks Faster Easily update activities, Quick Edit and Mass Update Quickly capture and update datacontacts, notes, etc. while enables users to rapidly make from your most commonly used on the go common updates to sales desktop applications opportunities
  19. 19. Fusion CRM: Efficient by Generating Better Sales PlansTerritory Management maximizes Quota Management optimizes Incentive Compensation aligns account and market coverage quota allocation and tracks incentives to sales goals and track performance to plan payments
  20. 20. Fusion CRM: Efficient through Lead Generation and Conversion Campaign Management builds Lead Management enables lead Opportunity Landscape identifiestargeted campaigns and measures nurturing and lead scoring based on the best sales prospects within each sales follow-through and pre-defined criteria sales reps’ territory effectiveness
  21. 21. Fusion CRM: Easy to UseEasy access to all of your … on your favorite mobile ..available within customer information … devices Microsoft Outlook
  22. 22. Application Extensibility: Fusion Composers Browser Based. Design Time at Run Time. Application Composer Page Composer BI Reports Composer Process ComposerEnables non-IT users to extend Enables non-IT users to Enables non-IT users to Enables non-IT users tothe application with new objects customize the look and feel of easily create & modify easily modify business and attributes the user interface reports processes
  23. 23. Fusion CRM RoadmapRelease 11G R1.0 Release 11G R1.1 Release 11G R1.2• Sales • Mobile for iPad • Quotes and• Marketing • Oracle Social Proposals Network Integration • Customer Service• PRM • Sales and Marketing • Contact Center• Customer Hub Enhancements • Knowledge• Contracts • UI Enhancements Management• Incentive Comp • Customer Hub • Service Contracts• Mobile/Desktop Enhancements • Social Media• Extensibility • Added Extensibility Manager• Siebel Migration • CRM OD Migration
  24. 24. MYTH: Fusion means the end of PeopleSoft, E-Business Suite, JD Edwards, Siebel, CRM OnDemand, EPM…(…the Apps Unlimited)
  25. 25. MYTH: You have to move to Fusion. And you have to do it all at once.
  26. 26. You are Safe. 26
  27. 27. ADOPTION OF SOLUTIONSFACT: Oracle is enhancing current product lines AND developing the next generation of enterprise applications. Customers demand this and we have the scale to do it.
  28. 28. What is the best option ? 28
  29. 29. Complete ChoiceChoose Your Next Steps Continue on Your Current Path • Apps Unlimited • Upgrade to the latest release of your existing Oracle Applications portfolio Adopt a Co-Existence Strategy • Add new Fusion Applications modules or pillars to your existing Oracle Applications portfolio