Outsmart Your Competition With Crm On Demand
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Outsmart Your Competition With Crm On Demand
- 1. Outsmart and Out Execute Your Competition with Oracle CRM On Demand Pavels Kilivniks 21/06/2011
- 2. Today’s Landscape “Stocks Rise Sharply on More Signs of Recovery” “CEOs See Economy Improving” “Has the Recession Bottomed Out?” “Are We On the Road to Recovery?” “China Manufacturing Expansion Fuels Recovery Bets” “Signs of Demand Recovery Emerge in U.S. and Japan” “The Recession? It’s Over, Says Economist” “Rising Orders Fuel Optimism for Manufacturing Recovery “Hopeful Signs for EconomyEmerge in Latest Data” “U.S. Recession Appears Near Bottom
- 3. ‘Driving Growth in a Challenging Economy’ Vignette
- 5. Smaller and more competitive opportunities
- 7. Forced discountsDriving Growth in a Challenging Economy
- 8. Why Should CSOs Address This Challenge Now? Because They Must… Drive growth regardless of economic conditions Grow revenue rather than protect revenue Protect and grow margins versus letting margins erode
- 10. Improve sales execution and win rates
- 11. Create more time to drive growth and increase wallet share
- 13. How Can Oracle Help CSOs Now?
- 15. Ease of use
- 17. Low risk
- 18. Fast deployments
- 19. Ease of use
- 22. Why Get Smarter? Increase our win rates? How can we… Move through the sales cycle more quickly? Get better quality leads? Best focus our resources? Target the most lucrative markets?
- 23. Get Smarter. “At a time when firms in many industries offer similar products and use comparable technologies, business processes are among the last remaining points of differentiation. And analytics competitors wring every last drop of value from those processes.” –Thomas Davenport, “Competing on Business Analytics,” Harvard Business Review
- 24. Act on Insight Immediately
- 26. Prompt informed actions with interactive dashboards
- 28. Mash up wide range of CRM information for optimized insight
- 31. Showcase dashboards across CRM On Demand tab homepages
- 33. Rapidly increase accountability for producing results
- 35. Increase efficiency and speed of task completion
- 37. “Our internal clients can now get answers in minutes when it used to take weeks.” –Tripp Partain, CIO, Global Platforms, Equifax
- 38. Why Get More Productive? Deliver better results with fewer resources? How can we… Get new reps to quota more quickly? Streamline our sales processes? Leverage best practices across the organization? Increase channel sales?
- 39. Get More Productive. “When we measure salespeople’s “non-customer facing time,” we find that it often amounts to more than half of their total hours.” –Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard Business Review
- 42. Identify hidden opportunities in new & existing accounts
- 44. Rapidly respond & adjust to rapid changes in your company
- 47. Easily assign leads via a built-in wizard
- 50. Easily track deal status through the sales cycle
- 52. Why Get the Best Value? Show provable ROI quickly? How can we… Get the most experienced guidance? Get the best service? Increase our margins? Reduce costs?
- 53. Get The Best Value, Period. “Investments in technology-enabled business processes can deliver up to ten times the impact of traditional IT cost reduction efforts.” –Kaplan/Sikes, “Managing IT in a Downturn,” The McKinsey Quarterly
- 54. Leverage Oracle’s Experience to Gain Immediate Advantage
- 56. World’s largest and most sophisticated CRM deployments
- 57. Global consulting practice committed to customer success…To gain immediate advantage…
- 59. Embedded business process support
- 60. Consulting expertise culled from teams with deep industry background…To gain immediate advantage…
- 62. Services optimized for each organization’s functional requirements
- 63. Blueprints aligned with prioritized business objectives…To gain immediate advantage…
- 64. Achieve the Lowest TCO
- 66. The most capabilities offered at universal low price
- 67. The most application customization and configuration features…To gain immediate advantage…
- 69. Get started in weeks and scale to meet the most demanding requirements
- 70. Leverage the widest range of configuration & pricing options…To gain immediate advantage…
- 71. Simplify and gain leverage
- 73. Superior economics by bundling solutions together from one vendor
- 77. Increase User ProductivityIntegration (Oracle Application Integration Architecture)
- 79. Human Capital Mgmt
- 80. Retail
- 81. Communications
- 83. Banking
- 84. Public Sector
- 86. Database
- 87. Data Warehousing
- 88. Database on Linux
- 90. Middleware
- 94. $2.76 Billion Annual R&D Budget
- 95. 320,000 total customers, including 98 of the Fortune 100
- 96. 280,000 Oracle Database customers
- 97. 43,000 Oracle Applications customers
- 100. 20,000+ partners
- 101. 86,000 employees
- 102. 22,000 developers
- 105. “In this economy, inaction is understandable but shortsighted. Those who face their fear and get unstuck can outrun hesitant competitors and seize advantage.” A Closing Thought Source: “How to Get Unstuck,” May 2009, Rita Gunther McGrath and Ian C. MacMillan
- 106. Get Smarter. Get More Productive. Get the Best Value, Period. The Opportunity for Sales Leaders
- 109. Industry: Media and Entertainment
- 110. Employees: 18,300
- 112. Geographically diverse sales team to cover retailers all over the U.S.
- 114. Oracle Call Center On Demand
- 117. Accelerated issue resolution and reduced pipeline reporting from seven days to less than one day
- 120. Employees: 117,000
- 122. Needed a system that could scale with the company
- 124. Improved forecast accuracy and sales pipeline visibility
- 127. Employees: 7,000
- 129. Establish consistent sales processes and reporting structures
- 131. Oracle Call Center On Demand
- 133. Improved decision making and understanding of sales performance across multiple countries
- 136. Employees: 7,000
- 138. Collect and disseminate information quickly and securely to demanding customers
- 139. Reduce customer response times
- 141. Oracle Call Center On Demand
- 144. Improved efficiency and visibility by integrating Oracle CRM On Demand and Oracle EBS
- 149. Low user adoption of previous CRM system
- 150. Sales lacked visibility to back-end data
- 154. Better data quality, one view of customers & orders
- 155. Improved forecast accuracy and sales productivity
- 156. Achieved 330 percent ROI with payback in only 5.3 months*NEC Corporation figures
- 157. Next Steps Contact me, Pavels Kilivniks, at +35318031867 (Ireland, Dublin), +74956411455 (Russia, Moscow) Go to http://crmondemand.oracle.comfor live demos, additional product information, and more
Notas do Editor
- NOTES FOR REVIEW ON THIS SLIDE:Take a long term view of the sales force investment. A lot of times folks reach for the panic environment in a down environment. But the fact is that a salesforce is a LT investment you manage on 2-3 year time horizon. If you change that benchmark to quarterly, you make very diff't decisions and end up leaving money on the table. --Protect your top salespeople. In a challenging economy, the notion that 'they have nowhere to go' is not a great strategy. Your top people always have options, so you need to have them stick around, even if you have to give them incentives to do so.Convey a LT vision of the value of the sales force. Your top earners, who may not be earning as much, need to recognize this picture will change. Be candid and fact-based versus "positive." This means "the value that the sales force delivers to the company." Everybody wants to know THEY'RE delivering value. In tough environments, one's perceived value goes down, morale is compromised, etc. Re-establish that the sales rep is the link between the customer (listening to, caring, conveying value props) and the company.Assess your salesforce investment. Take stock on what that investment looks like (largely an analytical exercise). There are benchmarks available to compare to peer co's in similar industries, with similar business models.Focus sales reps on the right accounts and the right products. Those that most impact the LT sustainability of the business.
- What’s the bottom line for sales leaders? We know that what’s keeping you up at night is the following: How can I beat my competition? How can I maximize my team’s productivity? How can I get my team to adopt tools that are easy to use and that they’ll love? How can I ensure that I’m making the best short term decision that will provide fast ROI? And how can I make the best long-term decision as well?The answer” Only Oracle CRM On Demand enables your organization to get smarter and beat the competition. And we do it with solutions that are easy to use, provide fast ROI, and are available from a single vendor with a long-term track record and a broad software portfolio.
- But insight alone is not enough. Organizations need a variety of tools that not only institutionalize and automate critical sales processes, but also help focus reps on the most lucrative opportunities. To this point…
- [Export previous gen slide as JPG and tilt at angle.
- Teeter totter guy
- Teeter totter guy
- Revenue, R&D, employee/developer/support professionals numbers updated with FY09 information per the FY09 10K
- Our three key differentiating points for Oracle CRM On Demand are as follows:With Oracle CRM On Demand your organization gets smarter with the industry’s best insight capabilities…in CRM On Demand and a number of complementary applications.Oracle CRM On Demand gets your teams more productive. Once equipped with actionable insight, we provide the tools that help your teams maximize their efficiency and effectiveness.With Oracle, you get the best value, period. We provide the best of both worlds: a) the best solution for achieving rapid time to value with great software as well as unmatched CRM experience; b) superior economics provided by the leader in enterprise software.Here is more detail on each of these three elements.
- DirecTV is the leading satellite –based television service provider with more than 17.6 million customers. Selling DirecTV services through a network of dealers and retailers is a critical distribution channel for the company. Unfortunately, prior to deploying Oracle CRM On Demand, the sales and management team at DirecTV was hampered by a number of outdated and inconsistent systems for tracking customer and partner information. This hindered efficiency, effectiveness and insight. According to Eric Walters, CRM project manager in the sales operations organization at DirecTV, Oracle CRM On Demand provided significant ROI, at a level of 432 percent with payback in less than 2.5 months. And because critical information is now centrally located, easily accessible…and a wide range of analytics can be performed on it, the sales team Erik works with has reduced call preparation time by a combined 90 hours per week. And DirecTV has reduced the time required to generate reports on critical items like issue resolution and pipeline activities from seven days to less than one day.