crm at oracle: self service sales campaigns
DESCRIPTION
The CRM at Oracle series highlights Oracle's internal implementation of Oracle CRM products such as Siebel CRM and Oracle CRM On Demand. This presentation discusses how Oracle allows our sales reps to create their own campaign lists in our internal implementation of Siebel CRM.TRANSCRIPT
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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
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CRM at Oracle – Self Service Sales Campaigns Deepak 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
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
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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)
