overcoming the top 5 pitfalls to real-time customer visibility scott gualdoni, oracleamy guarino,...
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![Page 1: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/1.jpg)
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Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility
Scott Gualdoni, Oracle Amy Guarino, Right90
Manufacturing Best Practices WebinarFebruary 6, 2008
![Page 2: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/2.jpg)
Today’s AgendaManufacturing Best Practices Webinar
• The Customer Visibility Challenge
• Top 5 Pitfalls in Manufacturing
• Oracle CRM Update
• Q&A
![Page 3: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/3.jpg)
Our benchmarking studies show that the
best forecasters have 15% less inventory,
17% stronger fulfillment, and 35% shorter
cash-to-cash cycle times, all having a direct
impact to the bottom line.
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Visibility into Customer Demand MattersAn Analyst Perspective
Rob BoisAMR ResearchResearch Director
![Page 4: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/4.jpg)
The Demand Visibility ChallengeWhat Our Customers Tell Us
Customers ProductionMarketing
Distributor
OEM
Retailer
Direct Sales
Rep Firm
![Page 5: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/5.jpg)
5 Top Pitfalls for ManufacturingAnd How You Can Avoid Them
1. Focus on your supply chain
2. Don’t trust salespeople
3. Drive with the rear-view mirror
4. Do it later
5. It’s not a big deal
![Page 6: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/6.jpg)
Pitfall 1: Focus on Your Supply Chain
• Over $5B spent on supply
chain software annually
• Over 2/3 of manufacturers’
costs not directly related to
production
• Lack of visibility into
customer demand creates
bullwhip effect on
companies’ supply chain
Pitfall
Improved visibility into more than $370
million in new sales
• Focus on customers and
drive substantial benefits to
your supply chain
• Increased order fulfillment
• Lower inventory
• Higher margins
Solution
![Page 7: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/7.jpg)
Pitfall 2: Don’t Trust Salespeople
• No one trusts judgment of
salespeople
• Untimely sales forecasts
• Lack of details
• Sandbagging & gaming
• Sales and channels have
most accurate view of:
• Future customer demand
• New products
Pitfall
Improved sales productivity and reduced forecasting time by 80%
• Provide ways for sales and
channels to capture
customer demand:
• Easy to use
• Embedded within sales
process and tools
• Detailed forecast data
Solution
![Page 8: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/8.jpg)
Pitfall 3: Drive with the Rear-View Mirror
• Many manufacturers rely
primarily on historical sales
data to plan production
• Many manufacturers rely
primarily on historical sales
data to plan production
• Historical data can be
inadequate and unreliable
• New product introductions
• New regions and markets
• Changing trends
Pitfall
• Integrate back-end with
front-end to get accurate
view of all future demand
• Historical data to determine
run-rate business
• Real-time view of demand
updates and changes for
new business
Has real-time view of all business across all channels
Solution
![Page 9: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/9.jpg)
Pitfall 4: Do It Later
• Companies lack resources
and time for technology
implementation
• Reduced IT resources
• Integration with existing
systems
• On-demand is perfectly
suited for “overwhelmed”
companies
Pitfall
• Use on-demand apps to
get deployed and realize
value quickly
• Fast to deploy
• Minimal impact to existing
IT infrastructure
• Flexible and secure
Rolled out 2 weeks ahead of schedule
Solution
![Page 10: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/10.jpg)
Pitfall 5: It’s Not a Big Deal
• “Demand and customer
visibility” sound lofty with
no direct and concrete
results
• Manufacturing companies
who invest in CRM and
forecasting solutions
realize significant bottom-
line benefits
Pitfall
• Leverage CRM and
forecasting solutions to
drive your entire business
• Increased margins by 4 percentage points
• Grew revenue by 6%• Cut inventory by 50%
Solution
![Page 11: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/11.jpg)
• New advanced sales forecasting
capabilities now available for
Oracle CRM On Demand
• Powered by Right90
• Leading provider of on-demand
sales forecasting for manufacturers
• Customers include Quantum,
Thomson, Sharp and QuickLogic
Oracle CRM On Demand UpdateReal-Time Visibility into Customer Demand
![Page 12: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/12.jpg)
Advanced Forecasting CapabilitiesPowered by Right90
• Capture and roll up detailed forecasts –
including prices and quantities – over time
• Compare forecasts, backlogs and actuals
• Track changes and analyze forecast trends
CRM On Demand
E-Business Suite
• Customers• Opportunities
• Production• Financials
![Page 13: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/13.jpg)
Real-Time VisibilityWith Oracle and Right90
Roll up forecast details for all opportunities
Seamlessly integrated forecasting in Oracle CRM
Analyze forecast details and variance
Compare forecasts to historical ERP data
![Page 14: Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility Scott Gualdoni, OracleAmy Guarino, Right90 Manufacturing Best Practices Webinar February](https://reader035.vdocument.in/reader035/viewer/2022062322/56649eb45503460f94bbbf56/html5/thumbnails/14.jpg)
Get Real-Time Visibility NowSee Detailed Demonstration of Oracle and Right90
Call us to schedule a personal demonstration