CRM@Oracle - Sales Pipeline Visibility


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CRM@Oracle Series: Sales Pipeline Visibility - This presentation discusses Oracle's goals, approach and best practices for sales pipeline visibility for Oracle's internal CRM implementation.

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CRM@Oracle - Sales Pipeline Visibility

  1. 1. Providing Sales Pipeline Visibility at Oracle<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 Ecosystem<br />Implementation planned<br />
  23. 23. Providing Sales Pipeline Visibility at Oracle<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 Marketing and<br />Call Center<br />Sales Campaigns<br />Marketing and Sales Campaigns<br />Global Executive Campaigns<br />Lead Development<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 />Sales Pipeline Visibility<br />
  27. 27. Goals<br />Support Oracle's collaborative sales model<br />Provide pipeline visibility and update access to all Sales team members and Managers who contribute to opportunities<br />Provide broad pipeline visibility and update access to Business Operations and Administrative groups<br />
  28. 28. Business Requirements Per Role<br />OVERLAY MANAGEMENT<br />PIPELINE MANAGEMENT<br />Co-Prime Rep, Sales Consultant & Manager<br /><ul><li>Complete access to opportunities for reps independent of role
  29. 29. Provide Managers of all Opportunity contributors equivalent Pipeline visibility</li></ul>Similar:<br />Product, Industry Specialists & Manager<br />Key Account Directors & Manager<br />Sales Manager<br /><ul><li>Complete access to the team’s pipeline</li></ul>OPERATIONAL SUPPORT<br />Sales Ops & Admin, Finance<br /><ul><li>Read access to pipeline for analysis
  30. 30. Complete access to pipeline for analysis and data update purposes</li></ul> RESEARCH FOR EXISTENCE<br />Partner/Channel Manager, OracleDirect Business Development Consultant<br /><ul><li>Ability to query for existence of opportunities given account and product information
  31. 31. Ability to create new Opportunities</li></li></ul><li>Solution Approach<br />Identified requirements by role/function<br />Categorized roles <br />Developed solution components to address requirements<br />Designed solution using components<br />
  32. 32. Solution Toolkit<br />
  33. 33. Solution Toolkit<br />
  34. 34. My Team’s Opportunities – On Sales Team View (S6)<br />
  35. 35. Complete Solution Using Components<br />
  36. 36. <Insert Picture Here><br />Gilberto Ferreira<br />Operations Director<br /> Oracle Global Business Units<br />Oracle Corporation<br />“With this new view, managers whose teams are not primary -- like in the Global Business Units -- get the same deep level of Pipeline access as their direct sales Prime counterparts.”<br />
  37. 37. For More Information<br /><br />Sales Pipeline Visibility<br />or<br /><br />