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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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Providing Sales Pipeline Visibility at OracleDeepak Gupta Eve Milrod Halwani
Vice President, CRM Systems Senior Director, Sales Systems
Applications IT Applications IT
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.
Oracle Corporation
Solutions Offerings• Oracle Database
• Oracle Fusion Middleware
• Oracle Applications
• Oracle Services
Information Technology• Four major IT Functions
1. Applications2. Development 3. Traditional 4. On Demand
About Oracle
•US$23.3 billion in revenue for fiscal year 2009
•More than 345,000 customers worldwide
•More than 21,000 partners
•85,000 employees, including:
•30,000 sales & marketing
•7,500 support
Global CRM Single Instance
• 1.5M Accounts• 18M Contacts• 24M Prospects
30,000 Internal users
• 47M Marketing Responses• 17M Sales Activities• 18M Marketplace Accounts
85,000 Territory Lookup users
200,000 Partner users
Partner Portal
145 Countries
10 Languages
Objective
• Global, consistent, streamlined, and scalable campaign to opportunity to quote processes
Approach• Go Native – Go Fast• Consolidation/Centralization• Start Clean, Stay Clean• Standards based Integration• Drive value with BI
Global CRM ImplementationOptimizing Our Go-To-Market
Sales
Customer Data
Marketing
Partners
Global CRM Ecosystem
Implementation planned
• <Insert Picture Here>
Providing Sales Pipeline Visibility at OracleDeepak Gupta Eve Milrod Halwani
Vice President, CRM Systems Senior Director, Sales Systems
Applications IT Applications IT
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Sales Business Cycle
Global
CRM
Siebel Marketing andCall Center
Sales CampaignsMarketing and Sales Campaigns
Global Executive CampaignsLead Development
Siebel Sales/Call CenterOpportunity ConversionOpportunity Prosecution
QualifyConvertMature
“System of Record”
Siebel Sales/Call Center Forecast
Prime and Co-Prime (Shadow) Rep and Manager Judgment
“System of Record”
CRM Analytics (OBIA) Performance
In-Line and AnalysisForecast Judgment Sales Effectiveness
Sales Business Cycle
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Sales Pipeline Visibility
Goals
• Support Oracle's collaborative sales model
• Provide pipeline visibility and update access to all Sales team members and Managers who contribute to opportunities
• Provide broad pipeline visibility and update access to Business Operations and Administrative groups
Business Requirements Per Role
Sales Manager• Complete access to
the team’s pipeline
Co-Prime Rep, Sales Consultant & Manager• Complete access to opportunities for reps independent of role
• Provide Managers of all Opportunity contributors equivalent Pipeline visibility
Similar:Product, Industry Specialists & ManagerKey Account Directors & Manager
OVERLAY MANAGEMENT
Sales Ops & Admin, Finance• Read access to pipeline for analysis
• Complete access to pipeline for analysis and data update purposes
OPERATIONAL SUPPORT
RESEARCH FOR EXISTENCE
Partner/Channel Manager, OracleDirect Business Development Consultant
• Ability to query for existence of opportunities given account and product information
• Ability to create new Opportunities
PIPELINE MANAGEMENT
Solution Approach
• Identified requirements by role/function
• Categorized roles
• Developed solution components to address requirements
• Designed solution using components
Solution Toolkit
SOLUTION COMPONENT FEATURES
Territory Management (S1)
• Adds Reps automatically to the sales team of Opportunities and Accounts based on territory definitions and assignment rules
Analytics Data Warehouse and Real-Time Reporting (S2)
• Manager reports show Opportunities and Pipeline information using Team Based Security from Analytics• “Run As” (implicit) allows Operations staff to
run Analytics reports in their secondary position and export as needed
My Team’s Revenue View (S3)
• Offers drill-down to review/update Opportunities• Accessed directly by Managers or as
Secondary Position by Operations• Provides Managers pipeline information
with key Opportunity attributes exposed
Solution Toolkit
SOLUTION COMPONENT FEATURES
Secondary Position Visibility(S4)
• Allows Managers and Reps designation of read-only or read-write permission to secondary positions• Secondary positions provide “impersonate”
functionality
Account Research View(S5)
• Offers Managers and Reps visibility to Account information, with access to Opportunities and revenue lines • Allows creation of new Opportunities
My Team’s Opportunities – On Sales Team View (S6)
• Provides read/write capability for managers of non-primary (overlay) sales team members on Opportunities• Dual achievement: increases visibility while
providing excellent performance in rendering the view, without reducing core functionality
My Team’s Opportunities – On Sales Team View (S6)
Complete Solution Using Components
ROLE / Component
PRIMARY CREDIT RECEIVER MANAGER
PRODUCT & INDUSTRY SPECIALIST / MANAGER
COUNTRY / REGION GENERAL MANAGER
SALES OPS & FINANCE
BDC REP / MGR
Territory Management x x x x
Analytics DW and Real-Time Reporting
x x x x x
My Team’s Revenue View x x xSecondary Position xAccount Research View xMy Team’s Opportunities – On Sales Team View
x x
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“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.”
Gilberto FerreiraOperations Director
Oracle Global Business UnitsOracle Corporation
For More Information
search.oracle.com
or
sales.oracle.com
Sales Pipeline Visibility