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Outsmart Your Competition With Crm On Demand


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Outsmart Your Competition With Crm On Demand presentation for Executives.

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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 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 live demos, additional product information, and more<br />