FixedScopeOffering(FSO)

for

Eloqua

§ iAppsIntroduc.on§ BusinessObjec.ves§ Solu.onProposal§ Scope-BusinessProcess§ Scope–Applica.on§ Implementa.onMethodology§ Team,RolesandResponsibili.es§ SuccessStories§ ValueProposi.on

Agenda

-  Page3-Page5to8-  Page9to12-  Page13to15-Page16to18-  Page19to20-  Page21to24-  Page25to26-  Page27to30

2iAPPS-PROPRIETARYANDCONFIDENTIAL

ATechnologyCompany,focusedonthenextgenera.onofSocial,Mobile,Analy<csandCloudbasedSolu.onsandServices

Nimble,Adap<veandAs-a-ServicesoWwaresolu.onswithsuperiorPrice-Performancera.oarethefutureofenterprisecompu.ng

Value-LedandTransforma<vesolu.onsforourcustomers,enablingthemforthefuture

WeBelieve

WeDrive

WeAreiApps-

3

Whoarewe?

iAPPS-PROPRIETARYANDCONFIDENTIAL

www.iappsconsul<ng.com

4

WiththeincreasingpopularityofdigitalplaZormssuchasinternet,emails,socialandtheprolifera.onofbroadbandinternet,smartphones,andmobileapplica.ons,thepopula.onofcustomersusingdigitalmediahasincreaseddrama.cally.

Ifbusinessesaretocon.nuetoengagemeaningfullywiththeircustomerstheywillneedtodevelopinnova.vewaystoleveragetoday’s

compe..veadvantage—digitalmediaforsalesandmarke.ng.

Successindigitalmarke.ngisanamalgama<onofarobusttechnologyplaZormwithpeoplespecializingindigitalandempoweringbusinessesthroughprovenframeworksofferingpredic.veandrepeatablebusinessbenefits.

HowtogoDigital?

WhyDigitalMarke<ng?

Oracle’s Cross-Channel Marke<ng solu<on, Oracle Eloqua, enablesmarketers to plan and execute automated marke.ng campaigns whiledelivering a personalized customer experience for their prospects. Bygainingreal-.meinsightthroughcustomers’DigitalBodyLanguage,salesteamscanclosemoredealsatafasterrateincreasingMarke.ng‘sROI.

The iApps Eloqua FSO is a comprehensive solu.on aimed to enhancecustomer experience across all digital touch points throughout thecustomer journey. With Proven Frameworks, Cer.fied Oracle Eloquaconsultants, solu.on architects, implementa.on & support specialists,weofferarapiddeploymentsolu.onforEloqua

Technology PeopleandFrameworks

iAPPS-PROPRIETARYANDCONFIDENTIAL

Execu<veSummary

ELOQUAFSO

BusinessObjec<ves

The“NexusofForces”

S M A C

•  Es.matednumberofac.vesocialmediaaccountsacrosstheglobeis2.978billion

•  Socialmediaaccountsaregrowingatarateof12persecond

•  Es.matednumberofuniquemobileusersacrosstheglobeis3.649billion

•  Es.matednumberofac.vemobilesocialaccountsis1.685billion

•  2.5billiongigabytes(GB)-ofdatawasgeneratedeverydayin2012and75%ofthatdataisunstructured.

•  Theamountofdatawehavegenerated.lldateinhumanhistorywilldoubleinnext12months.

•  Morethan50%ofITwouldbeonthecloudinnext5years

•  82%ofbusinessesarerepor.ngprofitsthroughcloudadop.onwhichmuchhigherthanonpremiseIT

6iAPPS-PROPRIETARYANDCONFIDENTIAL

7iAPPS-PROPRIETARYANDCONFIDENTIAL

2005 2015

Tradi.onal|Asynchronous|Reac.ve Modern|Synchronous|Proac.ve|HyperTargeted

The“changingfaceofmarke<ng”

•  Thetransforma.onofinforma.ongatheringthroughSMACandtheemergenceoftheInformed,Involved

and Impa<ent Customer have demonstrated theincreasedimportanceofdigitalmediainthebroaderbusinesscontext.

•  Due to this significant influence of digital, businessenterprises need to have policies in place for notonlyrespondingtodigital,buttoprac.ce:Proac<veandPreventa<ve“Moderndigitalmarke<ng”.

•  When it comes to modern marke.ng, businessesshould be engaged in the dialogue and even pre-emp.velybeginthedialoguetoinfluencecustomers

inaposi<vemanner.

8iAPPS-PROPRIETARYANDCONFIDENTIAL

The“BusinessImpera<ves”

Solu<onProposal

ELOQUAFSO

10

TheOracleMarke<ngCloudCustomer-Centricity.Marke<ngSimplicity.EnterpriseReady.

UnifyData

WEB

DeliveredAcrossAllChannels

Aggregateyourmarke.ngdataandtargettherightcustomers.

EngageAudienceOrchestrateindividualized,relevantcustomerexperiences.

AnalyzePerformanceAoributerevenueandgainbeoerinsightintocustomerexperience.

•  DataManagementPlaZorm

•  Cross-ChannelMarke.ng

•  SocialMarke.ng

•  ContentMarke.ng

•  AppCloud&MediaPartners

•  OracleMarke.ngCloudAnaly.cs

MOBILE SOCIAL EMAIL COMMERCE SALES DISPLAY

11

•  Oracle’sCross-ChannelMarke.ngsolu.on,OracleEloqua, enablesmarketerstoplanandexecuteautomatedmarke.ngcampaignswhiledeliveringapersonalizedcustomerexperiencefortheirprospects.

•  Thesecampaignsscaleforaudiencesacrossallchannelsincludingemail,displaysearch,videoadver.sing,andmobile.Withintegratedleadmanagementandeasycampaigncrea.on,thesolu.onhelpsmarketersengagetherightaudienceattheright.meintheirbuyersjourney.

•  By gaining real-.me insight through customers’ Digital Body Language, sales teams can close more deals at a faster rate increasingMarke.ng‘sROI.

KEYBUSINESSFEATURES,REQUIREMENTS,ANDBENEFITS

Targe<ng

•  Segments-targetAudiencewhoreceivingEmails

•  ScheduleCampaignstosendEmails

•  ContactrecordoftheCustomersFilteredandGrouped

LeadManagement

•  Iden.fyingthemostqualifiedleads

•  Prospect’sDigitalBodyLanguageCapturedandScored

•  Automa.callytriggeringScoreforeachLeadScoreModels

Marke<ngMeasurement

•  EnableEmailTracking•  CapturingFormSubmission•  Repor.ngbasedon

Campaigns,Segment,Marke.ngUsers,RegionsandDashboards

SalesEnablement

•  ProvidingBuyerInsightsbyunderstandingDigitalBodyLanguage•  Abilitytodeliverasteadyflowofqualifiedleadstosales•  NurturingCampaignscon.nuetomakesmoreMostQualifiedLeads

EloquaforCrossChannelMarke<ng

AllowOraclecustomerstorollourEloquainaslessas4weeksusinganindustrializedframeworkthatofferspredictableandrepeatableresults

Empowerbusinessenterprisestoincreaseconversa.onalengagementwiththeircustomersthroughprogressiveprofiling

EmpowerOraclecustomerswithtruecrosschannelmarke.ngautoma.oncapabili.esthroughEloqua

Helpcustomersleveragethepowerfulsegmenta.oncapabili.esandmul.pleleadscoringmodelsofEloqua

12iAPPS-PROPRIETARYANDCONFIDENTIAL

FSOforEloqua–RapidRolloutin4weeks

BusinessProcessScope

ELOQUAFSO

EloquaRolloutScope–TypicalBusinessProcess

14iAPPS-PROPRIETARYANDCONFIDENTIAL

LoadData|DataQuality

Check

Create

TargetAudience

CreateEmailCampaign|

LandingPages|Forms

BuildLeadScoringModels

ExecuteLeadScoring

ModelCampaignResponse

ExecuteCampaignCampaignOrchestra<on

InformedBusinessDecisions

ReviveCustomerLoyaltyPredictBehavior

ImproveCustomerRela.onsEnhanceCustomerExperience

StrongBrandRecogni<onProac.veResponse

Serviceatdoorstep Ac.ononfeedback

WidenReachConsumerAwareness

ConnectedCustomerJourney

15iAPPS-PROPRIETARYANDCONFIDENTIAL

TargetedMarke<ngCustomerSegmenta.on

Personaliza.on

Measuringmarke<ngROI

Marke<ngCloudImplementa<on–TypicalUseCases

Applica<onScope

ELOQUAFSO

EloquaRolloutScope

17iAPPS-PROPRIETARYANDCONFIDENTIAL

2EmailTemplates

2LandingPageTemplates

1FormstobeincludedinLandingPages

2StandardEmailHeaderandFooter

3StandardEmailSignatures

5Segments

5UserSetUpincludingroles

One<meDataExportandImport

One<meEmailUnsubscribeconfigura<on

One<meEmailBouncebackconfigura<on

2StandardReports

1Mul<-StepEmailCampaign

2SimpleEmailCampaigns

Upto2Microsites

2EmailGroups

3SocialMediaCloudComponents

OutOfScope

Crea<veandContentGenera<on

DataMigra<on,Extrac<onandCleansing

Any3rdpartysystemintegra<onandIntegra<onwithSRM,SalesCloudSiebel,ATG,CRMODandBlueKai

Alldocumenta<on,StandardOpera<ngprocedures,Trainingmanuals

SingleSignOn

VersionUpgrades

Organiza<onalchangemanagement

InfrastructureSetup

18iAPPS-PROPRIETARYANDCONFIDENTIAL

Implementa<onMethodology

ELOQUAFSO

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20iAPPS-PROPRIETARYANDCONFIDENTIAL

DBSETUP EMAILMARKETING CRMINTEGRATION LEADSCORING

ROLESANDUSERSETUP EMAILDELIVERABILITYCONFIGURATION

BRANDINGCONFIGURATION

EMAILTEMPLATE LEADMANAGEMENTFLOWSETUP

CRMINTEGRATION

MARKETINGUSERTRAININGLEADMANAGEMENTSTRATEGY

BESTPRACTICESLEADSCORINGSTRATEGY

TRAININGAND

ROLLOUT

SOCIALMEDIACLOUDCOMPONENTSSETUP

STANDARDFORMTEMPLATE

EMAILHEADERANDFOOTERCONFIGURATION

EMAILSIGNATURECONFIGURATION

DATAEXPORTANDIMPORT

SEGMENTATION

EMAILGROUPCONFIGURATION

UNSUBSCRIBEANDBOUNCEBACKSETUP

LANDINGPAGETEMPLATE

WEBSITETRACKINGSETUP

LEADSCORINGCONFIGURATION

LEADSCORINGPROGRAM

DATAMODELDESIGN

EXECUTIVEUSERTRAINING

SINGLESTEPCAMPAIGN

MULTISTEPCAMPAIGN

OurFrameworkforEloquaRollout

WEEK1 WEEK2-3 WEEK3 WEEK4

ProjectTeam,RolesandResponsibili<es

ELOQUAFSO

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22iAPPS-PROPRIETARYANDCONFIDENTIAL

iAppsProjectTeam

Accountablefor:1.  CustomerSa.sfac.on2.  ProjectBudget3.  ProjectScheduleDeliveryHead

Solu<onArchitect

EloquaConsultant

Accountablefor:1.  Sepngupimplementa.onstrategy2.  DrivingROIforthecustomer

Accountablefor:1.  InstanceConfigura.on2.  UserTraining3.  PostImplementa.onSupport

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23iAPPS-PROPRIETARYANDCONFIDENTIAL

ClientResponsibili<es

•  ProvisiontheEloquaCloudServiceenvironmentpriortoprojectstart

•  Allocateaprojectmanagertoleadclientstaff’sefforts

•  AssignexperiencedandempoweredbusinessandITuserstoworkcloselywithiAppsconsultants

•  Performcertainprojecttasksaccordingtoprojectplansuchas

•  Provide.meaccesstodatainformatspecifiedbyiApps

•  Provide.melysupportaroundqueryresolu.onanddatavalida.on

•  Provideinputstoassessmentques.onnairesandfunc.onalrequirements

•  Par.cipateinonsiteworkshops

•  Par.cipateinusertrainingsessions

•  Aoendremoteconsul.ngsessions

•  AllowfacilityaccesstotheiAppsconsultantsduringthecourseoftheproject

•  Provisionworkspaceandnetworkaccess(limitedtotheprojectscope)toiAppsconsultantsduringthecourseoftheproject

•  Provide.melysignoffsuponcomple.onofmilestones

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24iAPPS-PROPRIETARYANDCONFIDENTIAL

GeneralAssump<ons

•  Configura.onwillbedoneforthestandardsystem.Nocustomiza.onormodifica.onstoanynon-Eloquacomponentsisincluded.

•  Standardbusinessflowsandproductfeatureswillserveasthebasefortheimplementa.on.

•  Implementa.onisbasedontheClouddeployment,hostedbyOracleonaSaaSmodel.

•  iAppswillnotberesponsibleforanylatency,systemperformanceissues,defects,bugs,orfaultsintheOracleproductaroundthecloudservicesprovisionedbyOracle

•  Thescopeassump.onisforonecountryandonelanguage(English)

•  Theprojectwouldbeexecutedinanonsite-offshoremodel

•  Maximumof1businessUnitswillbeconsideredforimplementa.on

•  Allcommunica.ons,documenta.ons,deliverableswouldbeprovidedinEnglishlanguage

•  Alltrainingduringthecourseofimplementa.onshallhappenin“Trainthetrainerformat”

•  Anytrainingwillhaveamaximumof5par.cipantsfromthecustomer

•  Visualassets(logosandgraphics),HTML,CSSelementswillbeprovidedbycustomer.

•  Anythingnotexplicitlylistedinthescopeisdeemedtobeoutofscopeandhencenotincluded.

SuccessStories

ELOQUAFSO

AUAEbasedrealestatemajorwithprojectpormolioinexcessofUS$

3billion

26iAPPS-PROPRIETARYANDCONFIDENTIAL

CHALLENGES SOLUTION RESULTS

•  Limitedviewofcustomerbehavioralandlifecycledata

•  Tac.calapproachtosendingemail•  Lioletonouseofpersonaliza.onof

communica.ons

•  Personalizingemailmessagesbasedoncustomerbuyinghabitsandbehavior

•  Manualandresourceintensiveemailmarke.ngprocess

•  InaccurateCRMdata

•  Unqualifiedleads,leadleakage,anddecreasingconversionrates

•  Eloquarolloutspanningacross90k+contacts

•  Prospectsegmenta.onbyregion,buyingpower,interestlevelandrepeatbusiness.

•  Mappingcustomerbehavioraldatatobeoerinformmarke.ngdecisions

•  Realignmentofthemarke.ngteamtofocusonstrategiccustomercommunica.on

•  Integra.onwithsalescloudforleadmanagement

•  Integratedsocialmarke.ngacrossFBandTwioer

•  MajorityofemailsendupintherecipientinboxandnotSPAM

•  Improvedtarge.ngandpersonaliza.on

•  Increasedcustomerengagement

•  Over6Xincreaseinuniqueopenrate

•  Over4XliWinuniqueclickthroughrate

•  Over50%reduc.oninmarke.ngeffortcomparedtoprevioussolu.on

•  Costsavingthrougheffortop.miza.onandin-sourcingofmarke.ngopera.ons

SuccessStories

ELOQUAFSO

Wehelpyoutoexperienceandembrace“IntegratedCX”

SocialCustomer

Service<->SocialMarke<ng->

SocialCollabora<on

Leadlifecycle

Management<->

SocialMarke<ng

SocialMonitoring

SocialListening

SocialEngagement

EmailMarke<ng

ContentMarke<ng

Marke<ngAnalysis

SalesAutoma<on

PartnerRela<onshipManagement

SalesPerformanceManagement

WebCustomerPortal

ChatService

EmailService

MobileService

ServiceAnalysis

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1

2

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Wehelpdefine

theroadmap

foryoutobe

“FutureReady”

29iAPPS-PROPRIETARYANDCONFIDENTIAL

Lowtotalcostofownership

Centralized&standardizedsolu<on

withindustrybestprac<ces

Lowrisktoongoingbusiness

opera<onsduringtheproject

Outoftheboximplementa<ons

Rapiddeliveryofbenefits

Aggressive<meframeforBlueprint

&subsequentphases

30iAPPS-PROPRIETARYANDCONFIDENTIAL

REPETABLEBENEFITS|PREDICTABLEOUTCOME|GUIDEDPROGRESSION

Weofferyouanunmatchedvalueproposi<on

ThankYou

www.iappsconsul<ng.com

hop://iappsconsul.ng.com/oracle-marke.ng-cloud-fso/