oracle marketing on demandbridging the gap between marketing & sales 10,/27/2011 poland warsaw ....
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Oracle Marketing On Demand
Bridging the gap between Marketing & Sales
10,/27/2011
Poland
Warsaw
Marketing and Sales – a special relationship
The leads I get from Marketing
are useless
Marketing are targeting the wrong clients
Their campaigns are a waste of
time
I don‘t get any information from sales
What are they doing with the
provided leads?
They always complain about
lead quality
Bridging this gap with Oracle
Marketing OnDemand
CRM On Demand delivers a complete, enterprise-class marketing and
sales solution to maximize the revenue funnel
Marketing Owned
Sales Influenced
Sales Owned
Marketing Influenced
Integrated Marketing and Sales Maximizing the Revenue Funnel
Lead
Generation
Deal
Support
Lead
Acceptance
Lead
Nurturing
Lead
Qualification
Closed
Business
© 2010 Oracle Corporation – Proprietary and Confidential
Lead
Generation
Deal
Support
Lead
Acceptance
Lead
Nurturing
Lead
Qualification
Closed
Business
500
Inquiries
10
Qualified Leads
3
Opportunities
1
Closed
100
Prospects
6
Accepted Leads
+5% +5% +5% +5% +5%
Marketing
Helps Sales
Close Deals
Sales Helps Marketing Improve
Lead Quality
More Time Selling, Less Time Prospecting
Bi-directional flow between sales and marketing
Optimize the process with enterprise visibility
2.5X
Revenue
© 2010 Oracle Corporation – Proprietary and Confidential
CRM Vendors Don’t Have Best-in-Class Marketing Only option is to buy expensive, add-on products
Analytics
Sales Reporting
PRM
Contact Management
Mobile
Lead Management
Opportunity
Management Response Management
Lead Scoring
Campaign Automation
Email Campaigns
Web Marketing
Lead Nurturing
Website Monitoring
Sales
Forecasting
Marketing
Saas Analytics
Vendors
Saas
Marketing
Vendors
Saas CRM
Vendors
© 2010 Oracle Corporation – Proprietary and Confidential
Enterprise
Visibility
Analytics
Response Management
Lead Scoring
Campaign Automation
Web Marketing
Lead Nurturing
Website Monitoring
Analytics
Response Management
Lead Scoring
Campaign Automation
Web Marketing
Lead Nurturing
Website Monitoring
Oracle CRM On Demand Provides Complete Sales
and Marketing
Sales Reporting
PRM
Contact Management
Mobile
Lead Management
Opportunity
Management
Email Campaigns
Sales
Forecasting
Marketing
© 2010 Oracle Corporation – Proprietary and Confidential
Online / offline contact data
Response processing rules
Automated
multi-step
campaigns and
business rules
Marketing On Demand
© 2010 Oracle Corporation – Proprietary and Confidential
Landing Pages
Microsites
Web Forms
Web Tracking
Personalization
Dashboards, Reports, Ad-hoc Analysis
Marketing Manager – Design Campaigns
Sub- Campaigns
Decision knot
Wait before next step is taken
10
Prospect View - Personalized Email
Personalized Greeting
Sales Rep Signature
Personalized Resource Center Link
Improved email response rates with personalized emails
Microsite Capabilities
Landing Pages and Microsites Sales Rep info from
CRM
Cross/up-sell Push the Buying
Process
Personalization based on visitor
info
Webforms
Personalized forms based on
existing data
13
Sales Perspective – Marketing Interactions
Sales sees all the marketing activities without leaving the CRM
14
Last but not least.....
15
ROI Analysis
LEARN AND
IMPROVE!!
Enterprise
Visibility
Analytics
Response Management
Lead Scoring
Campaign Automation
Web Marketing
Lead Nurturing
Website Monitoring
Analytics
Response Management
Lead Scoring
Campaign Automation
Web Marketing
Lead Nurturing
Website Monitoring
Oracle CRM On Demand Provides Complete Sales
and Marketing
Sales Reporting
PRM
Contact Management
Mobile
Lead Management
Opportunity
Management
Email Campaigns
Sales
Forecasting
Marketing
© 2010 Oracle Corporation – Proprietary and Confidential
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