oracle fusion crm an overview
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Oracle Fusion CRM : An Overview : Prepared by CRMIT (http://www.crmit.com/)TRANSCRIPT
Copyright of CRMIT-© 2012. All rights reserved. Confidential Information
Oracle Fusion CRM:
An Overview
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� Fusion CRM : Design Objectives
� CRM Evolution
� Easy, Effective & Efficient usage of Fusion CRM
� Fusion CRM Components
� Fusion CRM Roadmap
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5: Measure 4: Prototype
3: Design2: Analyze1: Research
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1980s 1990s 20102000
Valu
e
Time
Client/Server Web 1.0 Web 2.0
Contact Contact ManagementManagement
Sales Sales ManagementManagement
SalesSalesProductivityProductivity
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Easy: Faster time to value
– Easy to use: Web 2.0 on Browser, Desktop and Mobile
– Easy to configure: Application, Page, Process & Report Composer
– Easy to deploy: Cloud based SaaS Solution
Effective: Higher win rates
– Know your customers better: Customer Center
– Harness your network and collaborate: Social and Activity Streams
– Business intelligence for sales: Opportunities, Competitors and References
Efficient: More quality opportunities
– Complete sales tasks faster: Role-base UI and Streamlined Task Flows
– Generate and convert better leads: Sales Predictor and Sales Campaigns
– Create better sales plans: Territory, Quota and Incentive Compensation
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Application Composer enables business users to extend the application
with new objects and attributes
Page Composer enables business
users to customize the look and feel of the
user interface
Process Composer enables business
users to easily modify business
processes
Report Composer enables business
users to easily create & modify
reports
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Public Cloud Private Cloud
On Premise Hybrid
Deployment Options
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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
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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
Discussion forums enable
users to post topics and
collaborate on critical sales
and customer issues
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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
Opportunity Management
identifies the ideal customer
references for each sales
opportunity
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Mass Update enables users to
update fields on multiple
records at one time
Quick Edit provides
pop up to update most
commonly used fields
Fast forecasting provides ability
to quickly edit and adjust sales
forecasts
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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
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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
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Global Area
Local AreaContextual
AreaRegional
Area• Contextual
Information:• Analytics• Summaries• Derived or
Computed Information• Notes
• Contextual Information:
• Analytics• Summaries• Derived or
Computed Information• Notes
•Transactions• Information• Actions
•Transactions• Information• Actions
Common Tools and Services:• Navigation• Tagging• Search• Preferences and Personalization• Help
Common Tools and Services:• Navigation• Tagging• Search• Preferences and Personalization• Help
Specific Tools:• Task List• Quick Create• Focused• Reports• Activity Guides
Specific Tools:• Task List• Quick Create• Focused• Reports• Activity Guides
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� Oracle Fusion CRM Base
� Oracle Fusion CRM Desktop
� Oracle Fusion Enterprise Contracts
� Oracle Fusion Incentive Compensation
� Oracle Fusion Quota Management
� Oracle Fusion Sales Catalog
� Oracle Fusion Sales Predictor
� Oracle Fusion Smart Phone Edition
� Oracle Fusion Territory Management
� Oracle Fusion Transactional Business Intelligence
� Oracle Fusion Customer Hub
� Oracle Fusion Marketing
� Oracle Fusion Partner Relationship Management
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Sales Planning
Territory ManagementTerritory Management Campaign ManagementCampaign Management
Incentive CompensationIncentive Compensation Sales PredictorSales Predictor
Lead ManagementLead Management
Opportunity ManagementOpportunity Management
Customer CenterCustomer Center
Desktop IntegrationDesktop Integration
Sales ProspectingSales Productivity
Quota ManagementQuota Management
ForecastingForecasting Sales CampaignsSales CampaignsMobile SalesMobile Sales
Oracle Fusion Platform
Partner ManagementPartner Management
Pre-Integrated Modules in the Suite
Customer Data ManagementCustomer Data Management ContractsContracts
Talent ManagementTalent Management Expense ManagementExpense Management Financial P&LFinancial P&L
Business IntelligenceBusiness Intelligence CollaborationCollaboration ExtensibilityExtensibility
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� Sales Dashboard
� Sales Forecasting
� Activity Stream
� Lead Management
� Opportunity Management
� Customer Center
� References and Competitors
� Assignment Manager
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� Seamless Microsoft Outlook integration
� Automatic two-way synchronization : Accounts, Contacts, Leads,
Opportunities, Email, Calendar and Tasks
� Full-featured offline access
� Powerful customizations
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� Clause and Template Library
� Guided Contract Creation
� Contract Printing
� Microsoft Word Collaboration
� Contract Deviations Reporting
� Clause Usage Analysis
� Contract Import
� Contract Text Search
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� Sales performance dashboards
� Business-user-driven, Real-time reporting
� Dispute management
� Rich, adaptable plan design
� Powerful expression builder and multidimensional rate tables
� Sales credit allocation and hierarchical rollup rules
� Configurable payment approval, draw and recovery rules
� Cross-organization crediting and multicurrency calculation
� Integration web services, file-based import/export and ETL
capabilities
� Scalable enterprise platform
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� Quota Management Aligned with Territory Management
� Set Accurate Quotas Using Data-Driven Intelligence
� Simple Quota Entry Interface
� Quota Assignment Notification to Compensation Planning
� Midyear Sales Resource Change; Effective Dated / Pro-rated
Quotas
� Quota Definition for Prime and Overlay Salespeople
� Customizable Quota Formulas
� Top-down and Bottom-up Quota Reconciliation
� Quota Planning Environment Separate from Current Quotas
� Sales Business Analytics
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� Create an n-tiered hierarchy of product groups
� Use the same product groups in many different types of business
rules
� Define who can purchase a product or group of products
� Select products and promotions with a graphical sales catalog
� Leverage keyword search, product comparison and narrow-by filters
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� Select customer and product attributes for building predictive models
� Set up, manage and train predictive models
� Set up prediction rules based on business or tribal knowledge not
inherent in the data
� Analyze the performance of prediction models using inbuilt reports
such as leads adoption, attribute correlation
� Retrain models as the underlying data changes thus improving the
accuracy of prediction
� Manage the eligibility of customers and products for generating
recommendations
� Simulate recommendations before generating leads
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� Intuitive, task-focused user interface designed for mobile devices
� Contact and account management
� Calendar and contact integration
� Opportunity and lead management
� Maps, phone, and email integration
� Real-time analytics
� View CRM contacts geographically close
� Support for BlackBerry® from Research In Motion (RIM)
� Support for iPhone® from Apple
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� Define territories using rich customer, channel, and product
attributes, as well as named accounts
� Build territories for different types of sales resources, including
prime, overlay, partner, inside sales, and channel sales
� Centralized or decentralized territory administration with delegated
authority
� Territory proposals that isolate pending territory changes from
impacting active territories
� Detect gaps and overlaps in territory coverage
� Preview results of sales account, lead, and opportunity assignments
� Real-time territory metrics and embedded analytics to assess
effectiveness of territories
� Date effective sales territories and versioning
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� Analyze sales pipeline
� Determine which products and customers to target
� Understand which competitors are faced most often and how to win
against them
� Analyze top partners
� Compare partners against their peer group
� Identify aging leads
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� Effective closed-loop data quality management
� Consolidated Data Governance Dashboard
� Flexible duplicate resolution mechanisms and comprehensive
history
� What-if analysis in data management
� Declarative business policy specification
� Integrated data quality metrics
� Customer model that is comprehensive and easily extensible
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� Integrated sales and marketing analytics
� Robust segmentation engine Common CRM database with built-in
data quality services
� 360 view of customers from within a transactional system
� Campaign planning and task management
� Mutli-channel campaign management
� Sales campaigns for field organizations
� Intelligent lead distribution
� Lead management with opportunity landscape
� Lead scoring and Lead assessment scripts
� Built-in enterprise collaboration between sales and marketing
� Cross channel response management
� Reusable templates
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� Partner Recruitment
� Partner Management
� Partner Delegated User Administration
� Partner Programs including Market Development Funds
� Configurable Partner Portal
� Indirect Sales Processes
� Lead Management
� Deal Registration
� Approvals
� Territory Management
� Incentive Compensation
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V1.0
�Sales
�Marketing
�PRM
�Customer Hub
�Contracts
�Mobile
�Outlook
�Extensibility
V1.1
�Service
�Support
�Quoting
�Vertical Editions
V1.2�Commerce
�Order Mgmt
�Call Center
�Field Service
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