crm at oracle: self service sales campaigns

• <Insert Picture Here>

CRM at Oracle – Self Service Sales Campaigns Deepak 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$26.8 billion in revenue for fiscal year 2010

•More than 345,000 customers worldwide

•More than 21,000 partners

•100,000+ employees, including:

•35,000 sales & marketing

•7,500 support

Global CRM (GCM) Single Instance

• 1.8M Accounts• 20M Contacts• 20M Prospects

35,000 Internal users

• 72M Marketing Responses• 24M Sales Activities• 18M Marketplace Accounts

100,000 Territory Lookup users

300,000 Partner users

Partner Portal

145 Countries

10 Languages

Objective

• Global, consistent, streamlined, and scalable campaign to opportunity to quote processes

Approach• Go Native – 90% vanilla• Go Fast – 1 year to rollout• Consolidation/Centralization• Start Clean, Stay Clean• Standards based Integration• Drive value with BI

Oracle’s Global CRM ImplementationOptimizing Our Go-To-Market

Sales

Customer Data

Marketing

Partners

Global CRM Single Instance Ecosystem

Implementation planned

• <Insert Picture Here>

CRM at Oracle – Self Service Sales Campaigns Deepak Gupta Eve Milrod Halwani

Vice President, CRM Systems Senior Director, Sales Systems

Applications IT Applications IT

<Insert Picture Here>

Sales Business Cycle

Global

CRM

Plan

Execute

Manage

Analyze

Siebel Mktg/Call CenterSales Campaigns

Marketing and Sales CampaignsGlobal Executive Campaigns

Lead DevelopmentTerritory Assignment

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

<Insert Picture Here>

Self Service Sales Campaigns

Customer 360 in GCMWindow into Consolidated Information in “My” Territory

AccountResearch

Target Prospects

Installed Base

CustomerInsight

Customer 360Intelligence & Prospecting – All in One Place in GCM

InstalledLandscape

CompetitiveLandscape

Whitespace Upsell

Self Service Sales Campaigns

Customer Insight (CRM, ERP, Support)