1. 2 mehwish siddiqui lead consultant process & domain consulting manufacturing practice infosys

2

Mehwish SiddiquiLead Consultant

Process & Domain Consulting

Manufacturing Practice

Infosys

A DECENT PROPOSAL IS NOT ENOUGH

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Agenda

• Key Challenges Facing a Sales Team

• Key Differentiators for a Winning Proposal

• How to use Oracle Proposal Management to Address Key Differentiators

• Delegation, Review and Recreation

• Financial Scenario Analysis

• Re-Usability and Traceability

• Integration with the Sales Process

• Conclusion

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• How to Increase the Win Loss Ratio with ever Increasing Competition

• Whether to Respond to Maximum Number of Bids to Maintain Pipeline of Incoming Business

• How to Manage Quality V/S Quantity

Key Challenges Facing a Sales Team

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Agenda








• Conclusion

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• How easy it is to delegate various sections, review them and then recreate the entire proposal without losing the basic soul of the proposal?

• How easy it is to perform financial scenario analysis to give various pricing alternatives to customers?

• How easy it is to view history and find precise reusable artifacts?

• How well does the proposal tool integrate with all stages of the Sales Process?

Key Differentiators for a Winning Proposal

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Agenda








• Conclusion

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Delegating, Reviewing, Recreating in Oracle

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Create Tasks

for the Proposa

l Process

Assign Tasks

Full Access

Manager Access

Owner

Collaborative Proposal Creation

and Review

Regenerate Proposal based on

Negotiations or Reviews

Delegate Review Recreate

Delegating Different Access Type to Proposal Team

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Delegate Access

Different Proposal Tasks and Assignment of Tasks

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Create Tasks

Assign Tasks

‘Components’ for Creation, Review and Proposal Recreation

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Review and Personalize

Content

Create and Recreate Proposals

Agenda








• Conclusion

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Select and include Financial Scenarios in the Proposal

Financial Scenario C

Financial Scenario A

Financial Scenario B

Financial Scenario Analysis

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Pricing Alternatives by Integrating Quoting with Proposals

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Use Oracle Quoting to apply different type of Qualifiers and Modifiers to Pricing

Attach multiple quotes to a proposal to provide ‘What if’ Scenarios to the customer

Apply Discounts

Add Multiple Quotes to a Proposal

Agenda








• Conclusion

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Alternative Reusable Templates

Alternative Documents for Components

Additional Content through

Content Library

Oracle Proposals Promote Re-Usability at each step of Proposal Creation

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-Design Proposal Templates for each category of Product/ Service e.g. Desktop Solutions / Laptop Solutions.-Templates will be a collection of components such as –Cover Letter, Quote, Data Sheet etc.

Within the Proposal Components create alternate documents based on Wholesale and Retail Customers e.g. different Cover Letter formats

Add additional Re-Usable Content stored in Content Management Library

Build Templates for Different Products / Service Lines

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Use Templates to create proposals for different product / service lines

Components based on the Templates Selected

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Components in a Template

Create Alternative Documents for Proposal Components

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Alternative Documents for a Component

Re-use Addition Content from Content Management Library

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Re-usable Material from Content Library

Traceability of Proposals Generated

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List of Proposal Documents Generated

Traceability of Communications on Proposal

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Email History

Comments on Proposal Negotiations

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Insights / Comments

Agenda








• Conclusion

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Integration with Various Stages of Sales Process

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Create Proposal from Lead

Create Proposal from stand alone leads or Leads created through Campaign through Oracle Sales

Create Proposal from Opportunity

Use Oracle Sales or Telesales to create proposal from Opportunity

Create Proposal from Quote

Use Oracle Quoting to create proposal from a Quote

Creation of Proposal from Lead

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Proposal creation from Lead

Agenda








• Conclusion

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So how Oracle Proposal Management (OPM) helps the Sales Team

• Aids in increasing Win-Loss Ratio despite ever Increasing Competition

• OPM Involves all correct Subject Matter Experts to build collaborative proposals without fearing that the focus would be lost between too many people

• OPM helps the team refer to earlier proposals and notes for the customers to gain critical insights to the customer

• OPM provides Intelligent Pricing Scenarios by integrating with the Quoting module

• Question of Quality v/s Quantity

• Need not be a choice anymore!

• OPM has integration with all stages of the sales process- Leads, Opportunities, Quotes: Create proposals in minutes

• OPM helps store additional content which can be quickly re-used

• OPM helps in responding to Customer Requests of negotiations / update to proposal without having to recreate the entire proposal.

Conclusion

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THANK YOU

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