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Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility
Scott Gualdoni, Oracle Amy Guarino, Right90
Manufacturing Best Practices WebinarFebruary 6, 2008
Today’s AgendaManufacturing Best Practices Webinar
• The Customer Visibility Challenge
• Top 5 Pitfalls in Manufacturing
• Oracle CRM Update
• Q&A
Our benchmarking studies show that the
best forecasters have 15% less inventory,
17% stronger fulfillment, and 35% shorter
cash-to-cash cycle times, all having a direct
impact to the bottom line.
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Visibility into Customer Demand MattersAn Analyst Perspective
Rob BoisAMR ResearchResearch Director
The Demand Visibility ChallengeWhat Our Customers Tell Us
Customers ProductionMarketing
Distributor
OEM
Retailer
Direct Sales
Rep Firm
5 Top Pitfalls for ManufacturingAnd How You Can Avoid Them
1. Focus on your supply chain
2. Don’t trust salespeople
3. Drive with the rear-view mirror
4. Do it later
5. It’s not a big deal
Pitfall 1: Focus on Your Supply Chain
• Over $5B spent on supply
chain software annually
• Over 2/3 of manufacturers’
costs not directly related to
production
• Lack of visibility into
customer demand creates
bullwhip effect on
companies’ supply chain
Pitfall
Improved visibility into more than $370
million in new sales
• Focus on customers and
drive substantial benefits to
your supply chain
• Increased order fulfillment
• Lower inventory
• Higher margins
Solution
Pitfall 2: Don’t Trust Salespeople
• No one trusts judgment of
salespeople
• Untimely sales forecasts
• Lack of details
• Sandbagging & gaming
• Sales and channels have
most accurate view of:
• Future customer demand
• New products
Pitfall
Improved sales productivity and reduced forecasting time by 80%
• Provide ways for sales and
channels to capture
customer demand:
• Easy to use
• Embedded within sales
process and tools
• Detailed forecast data
Solution
Pitfall 3: Drive with the Rear-View Mirror
• Many manufacturers rely
primarily on historical sales
data to plan production
• Many manufacturers rely
primarily on historical sales
data to plan production
• Historical data can be
inadequate and unreliable
• New product introductions
• New regions and markets
• Changing trends
Pitfall
• Integrate back-end with
front-end to get accurate
view of all future demand
• Historical data to determine
run-rate business
• Real-time view of demand
updates and changes for
new business
Has real-time view of all business across all channels
Solution
Pitfall 4: Do It Later
• Companies lack resources
and time for technology
implementation
• Reduced IT resources
• Integration with existing
systems
• On-demand is perfectly
suited for “overwhelmed”
companies
Pitfall
• Use on-demand apps to
get deployed and realize
value quickly
• Fast to deploy
• Minimal impact to existing
IT infrastructure
• Flexible and secure
Rolled out 2 weeks ahead of schedule
Solution
Pitfall 5: It’s Not a Big Deal
• “Demand and customer
visibility” sound lofty with
no direct and concrete
results
• Manufacturing companies
who invest in CRM and
forecasting solutions
realize significant bottom-
line benefits
Pitfall
• Leverage CRM and
forecasting solutions to
drive your entire business
• Increased margins by 4 percentage points
• Grew revenue by 6%• Cut inventory by 50%
Solution
• New advanced sales forecasting
capabilities now available for
Oracle CRM On Demand
• Powered by Right90
• Leading provider of on-demand
sales forecasting for manufacturers
• Customers include Quantum,
Thomson, Sharp and QuickLogic
Oracle CRM On Demand UpdateReal-Time Visibility into Customer Demand
Advanced Forecasting CapabilitiesPowered by Right90
• Capture and roll up detailed forecasts –
including prices and quantities – over time
• Compare forecasts, backlogs and actuals
• Track changes and analyze forecast trends
CRM On Demand
E-Business Suite
• Customers• Opportunities
• Production• Financials
Real-Time VisibilityWith Oracle and Right90
Roll up forecast details for all opportunities
Seamlessly integrated forecasting in Oracle CRM
Analyze forecast details and variance
Compare forecasts to historical ERP data
Get Real-Time Visibility NowSee Detailed Demonstration of Oracle and Right90
Call us to schedule a personal demonstration
