oracle sales&marketing summit - fusion crm

Oracle Fusion CRM: Effective, Efficient, Easy

Roberto Manzoli

Sales Consulting Manager – CRM

roberto.manzoli@oracle.com

Oracle Italia

Why Did We Build Fusion?

Applications Platform

Standards

SOA

User Experience

Web 2.0

Embedded Intelligence

Technology Adoption

Cloud/SaaS

Modularity

A New Inflection Point

The Principles of Fusion Applications

• Started with a Modern Platform

• Embedded Best Practices Based On Hundreds of Years of Learning

• Designed for Modularity and Co-Existence with Other Applications

• Reinvented the User Experience

• Made It Ready for the Cloud

FUSION APPLICATIONS SUITE SCOPE

Financial Management

Common Fusion Applications Data Model and Services

Human Capital Management

Fusion CRM Supply Chain Management

Project Portfolio Management

Procurement Governance, Risk

& Compliance

The Making of Fusion CRM

Best Practice Business Processes Based Upon Hundreds of Years of Learning

Peoplesoft, E-Business Suite, Siebel, and JD Edwards, CRM On Demand

Infused with Web 2.0

Role-Based User Experience, Collaboration, Interactive Business Intelligence

Built on Oracle Fusion Middleware

Industry Leading, Open Standards-Based Platform

Fusion Applications Built on Industry Standard Middleware

Extremely Flexible Deployments Options

Adoption Flexibility Without Lock-in

• Oracle: Same code basis and open

standards enable portability between

deployment models and clouds

• Niche: Proprietary and separate

code creates cloud silos and lock-in

Niche Cloud

Providers

Deployment

Lock-in

Cloud

Silos

The New Standard for Work Customer-Driven User Experience

Up to 60%

Productivity Gain*

Field Studies

User Experience Program

Usability Testing

• 180 roles

• 6 countries

•E-Business Suite, Siebel, PeopleSoft, JD Edwards

• 18 usability labs

• 8 locations worldwide

•Recording of eye-hand-screen behavior

* Estimate based on models

700 Users 4,000 Hours

1,000 Customers

Eyeball Tracking Studies

Oracle Initiative: Eye-Tracking Studies for All Enterprise Applications

Next Generation Applications Page (Web Application w/Sensors)

Fusion Applications Page

Sales Planning

Territory Management

Campaign Management

Incentive Compensation Sales Predictor

Lead Management

Opportunity Management

Customer Center

Desktop Integration

Sales Prospecting Sales Productivity

Quota Management

Channel Management

Customer Data Management

Contracts

Sales Extensibility

Forecasting Sales Campaigns Mobile Sales Activity Streams

Fusion CRM v1 An Enterprise Suite

Fusion CRM

Faster time to value

Easy to use

Easy to configure

Easy to deploy

Higher win rates

Know your customers

Gain actionable insight

Collaborate & coach

More quality opportunities

Align sales & marketing

Improve sales prospecting

Optimize sales performance

Fusion CRM: Effective through Customer Center

Customer Center recommends the next-best-product-to-sell to

each customer

Customer Snapshot summarizes key customer data in a single

place

Customer Center provides comprehensive customer detail,

including data from external sources and 3rd party providers

Discussion forums enable users to post topics and collaborate on

critical sales and customer issues

Facebook and LinkedIn integration to provide users with easy access essential social networking sites

Activity Streams provide real time updates that notify users of any

activity impacting their customers and deals

Fusion CRM: Effective through Social Networking and Forums

Opportunity Management identifies the ideal customer

references for each sales opportunity

Opportunity Landscape provides sales reps with more and higher

quality sales opportunities

Opportunity Management tracks competitors and how to best position

against them to win deals

Fusion CRM: Effective through Embedded Sales Intelligence

Fusion CRM: Efficient by Completing Sales Tasks Faster

Quick Edit and Mass Update enables users to rapidly make

common updates to sales opportunities

Easily update activities, contacts, notes, etc. while

on the go

Quickly capture and update data from your most commonly used

desktop applications

Territory Management maximizes account and market coverage

Quota Management optimizes quota allocation and tracks

performance to plan

Incentive Compensation aligns incentives to sales goals and track

payments

Fusion CRM: Efficient by Generating Better Sales Plans

Campaign Management builds targeted campaigns and measures

sales follow-through and effectiveness

Lead Management enables lead nurturing and lead scoring based on

pre-defined criteria

Opportunity Landscape identifies the best sales prospects within each

sales reps’ territory

Fusion CRM: Efficient through Lead Generation and Conversion

Easy access to all of your customer information …

Fusion CRM: Easy to Use

..available within Microsoft Outlook

… on your favorite mobile devices

Application Extensibility: Fusion Composers Browser Based. Design Time at Run Time.

Enables non-IT users to extend the application with new objects

and attributes

Enables non-IT users to customize the look and feel of

the user interface

Enables non-IT users to easily modify business

processes

Application Composer Page Composer Process Composer

Enables non-IT users to easily create & modify

reports

BI Reports Composer

Release 11G R1.1 • Mobile for iPad

• Oracle Social Network Integration

• Sales and Marketing Enhancements

• UI Enhancements

• Customer Hub Enhancements

• Added Extensibility

Release 11G R1.0

• Sales

• Marketing

• PRM

• Customer Hub

• Contracts

• Incentive Comp

• Mobile/Desktop

• Extensibility

• Siebel Migration

Release 11G R1.2 • Quotes and

Proposals

• Customer Service

• Contact Center

• Knowledge Management

• Service Contracts

• Social Media Manager

• CRM OD Migration

Fusion CRM Roadmap

MYTH: Fusion means the end of PeopleSoft, E-Business Suite, JD Edwards, Siebel, CRM OnDemand, EPM…(…the Apps Unlimited)

MYTH: You have to move to Fusion. And you have to do it all at once.

You are Safe.

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FACT: Oracle is enhancing current product lines AND developing the next generation of enterprise applications. Customers demand this and we

have the scale to do it.

ADOPTION OF SOLUTIONS

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What is the best option ?

Complete Choice Choose Your Next Steps

Continue on Your Current Path • Apps Unlimited

• Upgrade to the latest release of your existing Oracle Applications portfolio

Adopt a Co-Existence Strategy • Add new Fusion Applications modules or pillars

to your existing Oracle Applications portfolio