CRM@Oracle – Forecasting <br />Deepak Gupta		       		Eve Milrod Halwani<br />Vice President, CRM Systems	      		Senior D...
The following is intended to outline our general product direction. It is intended for information purposes only, and may ...
Oracle Corporation<br />Solutions Offerings<br /><ul><li>Oracle Database
Oracle Fusion Middleware
Oracle Applications
Oracle Services</li></ul>Information Technology<br /><ul><li>Four major IT Functions </li></ul>Applications<br />Developme...
More than 345,000 customers worldwide
More than 21,000 partners
85,000 employees, including:
30,000 sales & marketing
7,500 support</li></li></ul><li>Global CRM Single Instance<br /><ul><li>47MMarketing Responses
17M Sales Activities
18M Marketplace Accounts
1.5M Accounts
18M Contacts
24M Prospects</li></ul>Partner Portal145 Countries<br />10 Languages<br />30,000 Internal users<br />85,000Territory Looku...
Global CRM Implementation<br />Optimizing Our Go-To-Market<br />Objective<br /><ul><li>Global, consistent, streamlined,   ...
Consolidation/Centralization
Start Clean, Stay Clean
Standards based Integration
Drive value with BI</li></ul>Engagement<br />Integration<br />Analytics<br />
Global CRM Single Instance Ecosystem<br />Implementation planned<br />
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CRM@Oracle - Forecasting

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Overview of Oracle's internal implementation of Siebel CRM. This session discusses Oracle's approach to global forecasting for software license and services business.

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CRM@Oracle - Forecasting

  1. 1. CRM@Oracle – Forecasting <br />Deepak Gupta Eve Milrod Halwani<br />Vice President, CRM Systems Senior Director, Sales Systems<br />Applications IT Applications IT<br />
  2. 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.<br />
  3. 3. Oracle Corporation<br />Solutions Offerings<br /><ul><li>Oracle Database
  4. 4. Oracle Fusion Middleware
  5. 5. Oracle Applications
  6. 6. Oracle Services</li></ul>Information Technology<br /><ul><li>Four major IT Functions </li></ul>Applications<br />Development <br />Traditional <br />On Demand<br />About Oracle<br /><ul><li>US$23.3 billion in revenue for fiscal year 2009
  7. 7. More than 345,000 customers worldwide
  8. 8. More than 21,000 partners
  9. 9. 85,000 employees, including:
  10. 10. 30,000 sales & marketing
  11. 11. 7,500 support</li></li></ul><li>Global CRM Single Instance<br /><ul><li>47MMarketing Responses
  12. 12. 17M Sales Activities
  13. 13. 18M Marketplace Accounts
  14. 14. 1.5M Accounts
  15. 15. 18M Contacts
  16. 16. 24M Prospects</li></ul>Partner Portal145 Countries<br />10 Languages<br />30,000 Internal users<br />85,000Territory Lookup users<br />200,000 Partner users<br />
  17. 17. Global CRM Implementation<br />Optimizing Our Go-To-Market<br />Objective<br /><ul><li>Global, consistent, streamlined, and scalable campaign to opportunity to quote processes</li></ul>Approach<br /><ul><li>Go Native – Go Fast
  18. 18. Consolidation/Centralization
  19. 19. Start Clean, Stay Clean
  20. 20. Standards based Integration
  21. 21. Drive value with BI</li></ul>Engagement<br />Integration<br />Analytics<br />
  22. 22. Global CRM Single Instance Ecosystem<br />Implementation planned<br />
  23. 23. CRM@Oracle – Forecasting <br />Deepak Gupta Eve Milrod Halwani<br />Vice President, CRM Systems Senior Director, Sales Systems<br />Applications IT Applications IT<br />
  24. 24. <Insert Picture Here><br />Sales Business Cycle<br />
  25. 25. Sales Business Cycle<br />Siebel Mktg/Call Center<br />Sales Campaigns<br />Marketing and Sales Campaigns<br />Global Executive Campaigns<br />Lead Development<br />Territory Assignment<br />Siebel Sales/Call Center<br />Opportunity Conversion<br />Opportunity Prosecution<br />Qualify<br />Convert<br />Mature<br />“System of Record”<br />CRM Analytics (OBIA)Performance<br />In-Line and Analysis<br />Forecast Judgment <br />Sales Effectiveness<br />Siebel Sales/Call CenterForecast<br />Prime and Co-Prime (Shadow) <br />Rep and Manager Judgment<br />“System of Record”<br />
  26. 26. <Insert Picture Here><br />Forecasting<br />
  27. 27. Goals<br />Provide an accurate and timely global revenue forecast for all of Oracle’s License and Services businesses <br />Feedback to Development for continuous product improvement<br />
  28. 28. Strategy<br />Leverage standardized Siebel 8.0 out-of-the-box technology, analytics and features<br />Implement and enforce robust global forecasting adhered to by all levels of the Sales organizations for all lines of business<br />
  29. 29. Values<br />Forecast Process Values<br /><ul><li>Single global business forecast process meets regional needs while providing uniform global process
  30. 30. Sales reps with pipeline details forecast first, then forecasts move up the hierarchy, across entire organization providing accuracy & consistency</li></ul>Global & Uniform<br />Bottom Up Process<br /><ul><li>Regular submission of forecasts through all management levels enforces consistency, predictability and timeliness
  31. 31. Application simplicity offers ease of use while application power offers comprehensive forecast</li></ul>Simple & Powerful<br />Timely Schedule <br />
  32. 32. Forecast Process - Administration Set Up<br />Forecast<br />Administration<br />Forecast<br />Submission<br />Management<br />Forecasting<br /> Globally defined criteria tailored to business process for all regions and lines of business<br />
  33. 33. VP <br />Sales<br />Sales Manager 1<br />Sales Manager 2<br />Sales Rep<br />2<br />Sales Rep<br />2<br />Sales Rep<br />1<br />Sales Rep<br />1<br />Hierarchy = Data Visibility<br /><ul><li>All Sales Rep revenue details are visible in Sales Manager’s forecast
  34. 34. Prime & Co-Prime
  35. 35. License & Services
  36. 36. All Sales Reps create their forecast and rollup to Managers
  37. 37. Managers create their forecast and rollup to VP sales</li></li></ul><li>Sales Rep Submission<br />Forecast<br />Administration<br />Forecast<br />Submission<br />Management<br />Forecasting<br />1. Update Pipeline & “commit” Opportunities<br />2. Generate Snapshot<br />3. Submit Snapshot<br />
  38. 38. Management Submission<br />Forecast<br />Administration<br />Forecast<br />Submission<br />Management<br />Forecasting<br />1. Review pipeline<br />2. Review team forecast <br />3. Generate forecast<br /> 4. Add judgment to subordinates’ forecast<br />5. Submit Snapshot to higher level Manager<br />6. EVP/Division Head adds judgment at higher level product aggregation<br />
  39. 39. Analytics Reporting<br />OVERVIEW<br />CAPABILITIES<br />IMPLEMENTATION<br /><ul><li>Analytics is integral to the overall forecasting solution
  40. 40. Utilized at every level of forecast, for every line of business
  41. 41. Powerful tool supports effective forecast and pipeline reporting
  42. 42. Enables richer content and blended forecast and pipeline data to assist with self-service forecast analysis by Reps and Managers
  43. 43. Complements forecasting transaction process and provides management insight to formulate judgment
  44. 44. Enhanced to offer blended forecast and pipeline data</li></li></ul><li>TrendingForecast and Pipeline – Current + Previous Period<br />NOTE: Data are for example purposes only<br />
  45. 45. Multi-Dimensional Forecasting Compare Forecast and Pipeline by Product and Currency<br />NOTE: Data are for example purposes only<br />
  46. 46. For More Information<br />search.oracle.com<br />Sales Forecasting<br />or<br />sales.oracle.com<br />

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