apex it presents oracle crm on demand sales and marketing

Oracle CRM On Demand – Sales and Marketing

Dan KudanovychPractice Director

Bryan HinzVice President

Peter LangdonNEC Unified Solutions

Program Agenda

Introductions

Oracle CRM On Demand Overview

CRM On Demand Strategy

Demonstration

Introduce CRM On Demand Marketing

Customer Successes

Program Objective Increase awareness of new sales and marketing functionality within

CRM On Demand

Hear a customer testimonial

Dan Kudanovych | Practice Director− Using and positioning CRM for 6 years− Oracle CRM On Demand expert

Bryan Hinz | Vice President− Consulting and implementing CRM for 14 years− Consulted over 450 companies on their CRM strategy

Peter Langdon | NEC Unified Solutions− Made move from multi-tenant to single-tenant CRM On

Demand− Worked to get CRM On Demand/BigMachines integrated to

PeopleSoft ERP

Presenters

An Oracle Certified Platinum Partner, Apex IT supports the core platforms of the Oracle Applications Family, including:− CRM On Demand− PeopleSoft Enterprise − Siebel− Oracle E-Business Suite

Apex IT is a full service consultancy – our service offering addresses the entire application implementation continuum - everything from strategy development and implementation, to change management and training− Management Consulting− Web Services Development− Upgrade Lab− Managed Services− Hosting

Who is Apex IT?

“Apex IT is a gem that is consistently under budget and on time.”

- Paul Greenberg, CRM at the Speed of Light

Program Agenda

Introductions

Oracle CRM On Demand overview


Demonstration


Customer Successes

Program Objective Increase awareness of integration possibilities with CRM On Demand


Moving Beyond Pipeline Management

Focus on high-priority requirements that provide quick wins, and enhance your CRM system in phases

Objectives/Goals typically focus on:

− Improve Sales User Adoption Through Ease of Use

− Increase Sales User Adoption Through Value

− Focus on End-to-End Business Processes

− Data Integrity and CRM Customer Structure

− Sales Performance, KPIs, and Reporting for Sales Reps

− Sales Performance, KPIs, and Reporting for Sales Management

Many companies are ready to move from using CRM as a Pipeline Management tool for sales management, into a productive and value add Sales Force Automation tool for their sales representatives

Improve Sales Productivity

Work More Efficiently, with the Same Resources and Staff

− Track interactions and automate steps throughout the sales process

− Reps can work where they want to work with multiple accessibility options

Know Your Customers and Build Customer Loyalty

− Single, integrated, up-to-date repository for customer data, the 360-degree view

Improve Pipeline Visibility and Take Immediate Action

− Direct view into pipeline to see potential bottlenecks and stalled deals early and take immediate corrective action

Forecast More Accurately and Make More Informed Decisions

− CRM On Demand is the only solution in the industry with a prebuilt analytics data warehouse for true historical analyses and informed decision making

Make Every Team Member a Star with Online Sales Coaching

− Sales Process Coach can replicate the activities of your best performers and provide sales-stage specific coaching

PartnerManagement

Business Planning

OPPORTUNITYBreak down channel silos and gain a 360-degree

view of your prospects & customers and their business needs

KEY DifferentiatorsGet Smarter

Real-time & historical reports Pre-built dashboards

Be More Productive Complete sales & business

development capability Support diverse sales processes Intuitive and easy

Best Value, Period. Low cost, subscription-based Quick to implement Flexible and easy to maintain

Prospect/Customer Management

Crawl… Walk… Run with Oracle CRM OnDemand

The Apex IT/Oracle Advantage

Proven CRM Expertise

Manage ‘all’ phases of customer life cycle

Embedded Analytics

Pre-built data warehouse

Best in class database and hosting infrastructure

Front & Back End integration to give you 360 degree view of customer

EfficiencyEfficiency

ReportingReporting

CommunicationCommunication

CRMOD Analytics – Oracle Business Intelligence

Program Agenda

Introductions



Demonstration


Customer Successes



Integrated Prospect and Customer Management

Campaign Mgt and Analysis

CRM Customer Mgt and Analysis

Marketing Campaigns

ClosureOpportunityMgmt

LeadNurturing

Lead Qualification

& Conversion

Customer Setup

Demonstration Scenario

Customer Experience

Campaign Mgt Experience

Sales Process Experience

Management Insight

Oracle CRM On Demand Benefits to You

Attract, on-board and retain customers with personalized outreach / interaction

Improve visibility to marketing and sales processes with role-based analytics

Leverage complete 360º Customer View

Manage by exception – aging leads, aging prospects, “last called” etc..

Significantly reduce administrative overhead

Coordinate efforts across business units and departments with dynamic processes and role-based access control

Next Generation CRM

Portable CRM

Portable CRM

Disconnected CRM

Disconnected CRM

Productive CRM

Productive CRM

Personal CRM

Personal CRM

Social Media Integration

Social Media Integration

Program Agenda

Introductions



Demonstration


Customer Successes



CRM On Demand Marketing

Online / offline contact dataResponse processing rules

Automated multi-step campaigns and business rules

Landing Pages MicrositesWeb FormsWeb TrackingPersonalization

Dashboards, Reports, Ad-hoc Analysis

Prospect View – Personalized Microsite

Marketing View – Design Campaigns

Easy to design and manage long-running nurture campaigns

Even novice marketers can design a nurturing campaign

true

Program Agenda

Introductions



Demonstration


Customer Successes



Using a CRM to Build Customer Relationships

22

COMPANY OVERVIEW

INSEAD, “the Business School for the World”

With campuses in Europe (France), Asia (Singapore) and Abu Dhabi, and a research centre in Israel, INSEAD’s business education and research spans three continents. With 145 renowned Faculty members from 36 countries, INSEAD leads more than 1,000 degree participants in our MBA, Executive MBA and PhD programs

SOLUTION

Deployed Oracle CRM On Demand as the Core system to manage all student and corporate client relationships

Developed a unique sales process within CRM to manage not only corporate relationships but ongoing student activity in classes and degree programs that were not tracked within PeopleSoft Campus Solutions.

Enabled Streamlined management of class size, student data and recruiting activity that was integrated back to PeopleSoft Campus Solutions . The streamlined sales processes leveraged extensive workflow to support users on multiple continents to manage the same class and student data. The consistent, experience for all recruiters and INSEAD staff improved the overall student experience.

Is now engaged in the requirements analysis to incorporate deeper marketing and sales process specific to INSEAD’s e-MBA program

CHALLENGES/OPPORTUNITIES

INSEAD has multiple sales processes and requirements for integration to PeopleSoft

Needed a process to integrate student and corporate contacts into CRM to manage classes and new student enrollment

INSEAD had to incorporate not only multiple sales and business processes but manage the differing processes from multiple international locations


INSEAD has multiple sales processes and requirements for integration to PeopleSoft

Needed a process to integrate student and corporate contacts into CRM to manage classes and new student enrollment

INSEAD had to incorporate not only multiple sales and business processes but manage the differing processes from multiple international locations

Standardizing and Simplifying CRM

COMPANY OVERVIEW

NEC Unified Solutions helps companies unify their business communications through innovative software, applications, development tools and services.

NEC Corporation was founded in 1899, has annual sales of approximately $40 billion, and currently employs over 150,000 people worldwide.


NEC had an opportunity to re-align their sales organization

Needed a process to streamline business processes and simplify the sales forecasting process

NEC was also tasked with improving long-term ROI, where it later employed Oracle Best Practices for its configuration methodology


NEC had an opportunity to re-align their sales organization

Needed a process to streamline business processes and simplify the sales forecasting process

NEC was also tasked with improving long-term ROI, where it later employed Oracle Best Practices for its configuration methodology

SOLUTION

Deployed Oracle CRM On Demand as the Core system to manage all sales processes

Utilized BigMachines for configuration with out-of-the-box integrations to CRM On Demand. Later had a one-way feed of information from CRMOD/BigMachines to PeopleSoft ERP

Simplified user roles and profiles in order to facilitate an increase in user adoption

Reduced manual processes which eliminated user error

“I’ve become a big fan of Oracle and my personal opinion is that customers would be making a smart move to migrate to {Oracle CRM On Demand} single tenant.”

- Peter Langdon, Director Sales Operations -

Dan Kudanovycho. (920) 499-2472 c. (612) 281-4264

[email protected]