fixed scope offering (fso) for eloqua€¦ · • oracle’s cross-channel marke.ng solu.on,...
TRANSCRIPT
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FixedScopeOffering(FSO)
for
Eloqua
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§ 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
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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
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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
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ELOQUAFSO
BusinessObjec<ves
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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
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7iAPPS-PROPRIETARYANDCONFIDENTIAL
2005 2015
Tradi.onal|Asynchronous|Reac.ve Modern|Synchronous|Proac.ve|HyperTargeted
The“changingfaceofmarke<ng”
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• 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”
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Solu<onProposal
ELOQUAFSO
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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
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• 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
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AllowOraclecustomerstorollourEloquainaslessas4weeksusinganindustrializedframeworkthatofferspredictableandrepeatableresults
Empowerbusinessenterprisestoincreaseconversa.onalengagementwiththeircustomersthroughprogressiveprofiling
EmpowerOraclecustomerswithtruecrosschannelmarke.ngautoma.oncapabili.esthroughEloqua
Helpcustomersleveragethepowerfulsegmenta.oncapabili.esandmul.pleleadscoringmodelsofEloqua
12iAPPS-PROPRIETARYANDCONFIDENTIAL
FSOforEloqua–RapidRolloutin4weeks
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BusinessProcessScope
ELOQUAFSO
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EloquaRolloutScope–TypicalBusinessProcess
14iAPPS-PROPRIETARYANDCONFIDENTIAL
LoadData|DataQuality
Check
Create
TargetAudience
CreateEmailCampaign|
LandingPages|Forms
BuildLeadScoringModels
ExecuteLeadScoring
ModelCampaignResponse
ExecuteCampaignCampaignOrchestra<on
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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
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Applica<onScope
ELOQUAFSO
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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
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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
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Implementa<onMethodology
ELOQUAFSO
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20
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
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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.
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SuccessStories
ELOQUAFSO
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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
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SuccessStories
ELOQUAFSO
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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
28iAPPS-PROPRIETARYANDCONFIDENTIAL
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1
2
34
Wehelpdefine
theroadmap
foryoutobe
“FutureReady”
29iAPPS-PROPRIETARYANDCONFIDENTIAL
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Lowtotalcostofownership
Centralized&standardizedsolu<on
withindustrybestprac<ces
Lowrisktoongoingbusiness
opera<onsduringtheproject
Outoftheboximplementa<ons
Rapiddeliveryofbenefits
Aggressive<meframeforBlueprint
&subsequentphases
30iAPPS-PROPRIETARYANDCONFIDENTIAL
REPETABLEBENEFITS|PREDICTABLEOUTCOME|GUIDEDPROGRESSION
Weofferyouanunmatchedvalueproposi<on
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ThankYou
www.iappsconsul<ng.com
hop://iappsconsul.ng.com/oracle-marke.ng-cloud-fso/