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Betty Watson
Agenda
 About Harmonic
 Challenges and Opportunities
 Solutions Implemented
 Results & What We Learned
About Harmonic
 Leading global provider of
versatile, high performance
video delivery solutions
 Headquartered in
Sunnyv...
111
MonthlyMonthly ForecastingForecasting -- Current ProcessCurrent Process
W Days
Sales Product Marketing Operations
CEO ...
Our Environment:Our Environment:
Sales/Marketing Forecasting ProcessSales/Marketing Forecasting Process
Our Solutions
 Salesforce.com (250 seats)
– Sales and marketing
– Service and support
 Oracle EBS
– ERP
 BigMachines
– ...
Business Need for Integration
 Need to entice Sales
with Orders & Cases
information
 Need to integrate
Customer, Product...
Business Need for Integration
 Need to Manage
Pricing/Discount
 Need to Forecast at
Product Detail Level
 Need to Turn ...
Business Need for Integration
 Need Asset Information
bi-directional
 Need Entitlement Info
 Need Engineering Bug
Track...
 Oracle to SFDC
 Oracle to BMI to Oracle
 Oracle to Right90
 Oracle to SFDC to Oracle
 SFDC to Legacy Apps
Integratio...
Project Milestones and Timeline
Q1 Q2 Q3 Q4
2008
07/08
10,11/08
10,11/08
01/09
Phase I:
Phase II:
Phase III:
Phase IV:
Sal...
Lessons Learned
 It Works!
 Know your Data; Let the Data Drive the Process
 Get the Best Resource Possible
Thank You!
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Presentation: "Put Your ERP Data to Work! Salesforce Best Practices for ERP Integration Success"

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Presentation: "Put Your ERP Data to Work! Salesforce Best Practices for ERP Integration Success"

  1. 1. Betty Watson
  2. 2. Agenda  About Harmonic  Challenges and Opportunities  Solutions Implemented  Results & What We Learned
  3. 3. About Harmonic  Leading global provider of versatile, high performance video delivery solutions  Headquartered in Sunnyvale, CA (NASDAQ: HLIT)  ~$400M revenue run rate  650 employees worldwide
  4. 4. 111 MonthlyMonthly ForecastingForecasting -- Current ProcessCurrent Process W Days Sales Product Marketing Operations CEO Staff PMs, SLS, Ops Meet 5-8 2-3 5-9 61 3 10 1st Pass Summary Approval SalesFCST byProduct 1st Pass Summary Final FinalBuild Plan Summary Approval First MRP run from new Ops Plan upload 3 days Planning creates an Operations Plan => Mkting Forecast Run reports and programs to manipulate data 2 days Complete CSD & BAN Plans 2 days Planners review BAN & CS Ops Response Prep, Analyze, adjust .1.5 day Review with Dir.SCM, Mfg,then make adjustment 1/4 day Purch./ planning begin working MRP requests Executive review & approval of the Operations Plan 1 day The approved Plan is distributed by Planning 1 day Planning reviews MRP makes adj. to Purch. Mfg
  5. 5. Our Environment:Our Environment: Sales/Marketing Forecasting ProcessSales/Marketing Forecasting Process
  6. 6. Our Solutions  Salesforce.com (250 seats) – Sales and marketing – Service and support  Oracle EBS – ERP  BigMachines – Quote and configure  Right90 – Product forecast
  7. 7. Business Need for Integration  Need to entice Sales with Orders & Cases information  Need to integrate Customer, Product, and Order information
  8. 8. Business Need for Integration  Need to Manage Pricing/Discount  Need to Forecast at Product Detail Level  Need to Turn Quotes into Orders & Close Opportunities
  9. 9. Business Need for Integration  Need Asset Information bi-directional  Need Entitlement Info  Need Engineering Bug Tracking Information  Need to Send Repair Data to Quality DB
  10. 10.  Oracle to SFDC  Oracle to BMI to Oracle  Oracle to Right90  Oracle to SFDC to Oracle  SFDC to Legacy Apps Integration Solution Chosen: Cast Iron
  11. 11. Project Milestones and Timeline Q1 Q2 Q3 Q4 2008 07/08 10,11/08 10,11/08 01/09 Phase I: Phase II: Phase III: Phase IV: Sales & Marketing 99.9% 90% Quote/Configurator 90% Forecasting 45% SupportForce
  12. 12. Lessons Learned  It Works!  Know your Data; Let the Data Drive the Process  Get the Best Resource Possible
  13. 13. Thank You!

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