apex it presents oracle crm on demand sales and marketing
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Slide 1
Oracle CRM On Demand – Sales and Marketing
Dan KudanovychPractice Director
Bryan HinzVice President
Peter LangdonNEC Unified Solutions
Slide 2
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
Slide 3
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
Slide 4
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
Slide 5
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 integration possibilities with CRM On Demand
Hear a customer testimonial
Slide 6
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
Slide 7
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
Slide 88
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
Slide 9
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
Slide 10
CRMOD Analytics – Oracle Business Intelligence
Slide 11
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 integration possibilities with CRM On Demand
Hear a customer testimonial
Slide 12
Integrated Prospect and Customer Management
Campaign Mgt and Analysis
CRM Customer Mgt and Analysis
Marketing Campaigns
ClosureOpportunityMgmt
LeadNurturing
Lead Qualification
& Conversion
Customer Setup
Slide 13
Demonstration Scenario
Customer Experience
Campaign Mgt Experience
Sales Process Experience
Management Insight
Slide 14
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
Slide 15
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
Slide 16
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 integration possibilities with CRM On Demand
Hear a customer testimonial
Slide 17
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 integration possibilities with CRM On Demand
Hear a customer testimonial
Slide 18
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
Slide 19
Prospect View – Personalized Microsite
Slide 20
Marketing View – Design Campaigns
Easy to design and manage long-running nurture campaigns
Even novice marketers can design a nurturing campaign
true
Slide 21
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 integration possibilities with CRM On Demand
Hear a customer testimonial
Slide 22
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
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
Slide 23
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.
CHALLENGES/OPPORTUNITIES
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
CHALLENGES/OPPORTUNITIES
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 -
Slide 24
Dan Kudanovycho. (920) 499-2472 c. (612) 281-4264
dan.kudanovych@apexit.com
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