copyright © 2014 hcl technologies limited | adam rosenfield – north american oracle crm practice...
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Copyright © 2014 HCL Technologies Limited | www.hcltech.com
Adam Rosenfield – North American Oracle CRM Practice Director
Adam.Rosenfield@hcl.com
Oracle Sales Cloud In A Box
“An Enhanced and Focused CRM Offering”
Copyright © 2014 HCL Technologies Limited | www.hcltech.com2
AGENDA
HCL – Who Are We?
Digitalization & Cloud Enablement
Oracle Sales Cloud In A Box
Implementation Options
Assets & Accelerators
Typical Timeline / Resourcing / Scope
Copyright © 2014 HCL Technologies Limited | www.hcltech.com4
HCL’S GLOBAL ORACLE PRACTICE
Leading Global Oracle Partner
Global Oracle Customer Footprint Hundreds of customers worldwide across industries Successful delivery of large-scale implementations Award winning end-to-end applications and solutions
Early Mover in Oracle Technologies Selected for Fusion Early Adopter program First Fusion HCM SaaS Go Live One of the first large Exa deals in the UK
Expanded Services and Solutions Integration of business strategy, solution implementation
and support Continuous investment in Oracle-based solution
development, delivery resources, and technical competency
Recognized Oracle Technical Expertise 28 Specializations 7 Advanced Specializations
EAS Consultants 8,000
Oracle Consultants 3,500
Active Engagements 150
Countries 31
Offices 60
Global Delivery Centers 15
Global Platinum Partner | Joint Development Partner | BPO Partner | Beta Partner | Go-to-market Partner
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HCL’S Cloud Enablement / CRM Diagnostic
Inputs
Over 150 Industry Best practices
Over 50 Customers
Software deliveredBest practices
Over 80 years experience
Assess
SFA Marketing Service
Account/Contact Mgmt Campaign Mgmt E-Service
ForecastOppty
QuoteOrder
Email Chanel Mgmt
SegmentLoyalty
Warranty Checks
Entitlement Checks
Install Base Mgmt
SLA MgmtService
Oppty MgmtService
Marketing
Warranty Workflow
Entitlement Workflow
Sell Via Service Workflow
Service Campaigns
Business Benefits ROI Analysis KPI’s
Outputs
Strategy & Vision Mandate for Change Spontaneous Improvements Business Reference Guide
o Process Flowso Key Principleso Best Practices by areao Key KPI’s
Roadmap
Offer additional Recommended practices from HCLSegmented Offer Management
Diagnosis Before Dispatch
Entitle FirstService Second
All CustomerInteractions Tracked
Remote ServiceMonitoring
Service Assets Dispatched Together
Service Chain Analytics
Deliver the latest Best Practices inherent in delivered CRM Software solutionsService Marketing& Campaigns
Service AgreementManagement
Installed Base &Object Management
Service Request Processing
Service OrderManagement
WarrantyManagement
LogisticsIntegration
Service PartsManagement
FinancialIntegration & Billing
Warranty ClaimProcessing
Service OpportunityManagement
Service ContractManagement
Installation & Configuration
In-House RepairProcessing
Resource Planning
Service ConfirmationManagement
Service LevelManagement
Service PlanManagement
MultichannelIntegration
WarrantyEntitlement
DispatchService Metrics
Asset Mgmt Workflow
SLA Workflow
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BUSINESS OBJECTIVES
Reduced IT costs and higher ROI Leverage existing
mobile, desktop platforms – faster end user adoption
Minimal configuration – re-usable pre-configured customizable components
Faster deployment options – with minimal disruption to business continuity
Accelerate Sales process Complete Sales activities
quickly – focus on other important tasks
Sales Predictor and Sales Campaigns – quick wins
Better sales plans – territory, Quota and IC management
Information on the go Harmonized Customer center – across multiple
channels Leverage Social and Activity streams – existing
network and collaborate Business Intelligence – opportunities,
competition, sales leads
ORACLE Sales Box In A Cloud
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ORACLE SALES CLOUD IN A BOX
Sales Performance Sales Projecting Sales Productivity Sales Extensibility
Territory ManagementEmail Campaign
ManagementOpportunity
managementChannel management
Quota Management Lead management Customer CenterCustomer Data Management
Incentive Compensation
Sales Predictor Desktop Integration Contracts
Forecasting Sales Campaigns Mobile Sales Activity Streams
Sa
les
Pro
ce
ss
es
Sales Tool kits Mix and match the tool kits best suited to your organizations requirements
Each Sales Process has a set of sub-processes based on Oracle’s Sales Cloud solution
Based on industry best practice and our experience we recommend starting with the Sales Productivity toolkit
What is HCL’s Oracle Sales Cloud in a Box offering?
Oracle Sales Cloud in a Box is a toolkit of pre-configured, quick to deploy Sales Modules based on Oracle CX Cloud and using HCL’s RAD framework and proven assets and accelerators
Toolkits are aggregation of functional sales modules based on organizations sales objectives
Definition of the toolkits?
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IMPLEMENTATION OPTION #1
Oracle Sales Cloud
On Premise CRM
Other Cloud Based CRM
Oracle On Demand CRM
Includes migration of any CRM to
Oracle Sales Cloud
Cloud
Oracle SalesCloud in a Box
Cloud
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IMPLEMENTATION OPTION #2
Oracle Sales Cloud
Cloud
Oracle SalesCloud in a BoxNo structured CRM
Implementation consists of Fixed Scope & Fixed Cost to accelerate the Sales Cloud implementation to
deliver quicker results/ROI to customers
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TYPICAL SCOPE
Scope includes designing, configuring, testing and deploying above modules Data migration activities are limited to making data available from the source systems to the cloud Setup of seed data – employees / users, products / pricelists, organization, territories, list of values Fixed set of deliverables – project plan, functional & technical design, testing and deployment plan
Application Process Sub Process Sales Cloud
Customer Management Customer Creation/Updates Activity Management, Customer Profiling
Customer Center ( 360 Degree ), Customer Management
Marketing Management ( Leads Management, Campaign Management)
Campaign Planning, Designing & ExecutionLead Management, Response Management, Segmentation)
Campaign Management (Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads)
Sales Management Opportunity Creation / fulfillment, Territory Management, Sales Activity Management, Incentive Compensation
Manage Sales Planning and ForecastingManage Sales Incentive Programs ( Manage Sales Quotas) Manage Sales TerritoriesManage Sales AccountsPursue Leads and Opportunities ( Manage Opportunities) Manage Sales Activities
Mobility Data on email/Mobile CRM Outlook IntegrationFusion Mobile
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Wk 1 Wk 2 Wk 3 Wk 4 Wk 5 Wk 6 Wk 7 Wk 8 Wk 9 Wk 10 Wk 11 Wk 12
Iteration Cycles
Project Management and Oversight
Discovery & Design
Testing
Deploy
Configuration & Migration
Build and Run approach
Prototype
Refine
Milestone 1 – Deliverables Project Scope & Requirements Project Plan Fit-Gap analysis
Milestone 2 – Deliverables Design Prototype Migration Plan Test Plan
Milestone 3 – Deliverables Test Results Deployment Plan Deployment checklist
M1 M2 M3
Milestone 4 – Deliverables Deployed Sales Cloud Future roadmap
M4
Conference room pilots
TYPICAL TIMELINE
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HCL Manager
Application Lead
Data Lead
Configuration Consultants (2)
Migration Consultant
Cloud Administrator
Business SME
IT SME
Business Users
Infrastructure & Support
Test Consultant
Customer Project
Manager
HCL onsite
HCL offshore
Customer role
TYPICAL TEAM STRUCTURE
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HCL’S 5 “S” MIGRATION APPLICATION & DATA FRAMEWORK
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Contact Data Extract (D1)
Data Cleansing
Data Conversion into CSV
Sample Data load & Testing (DMT)
Production D1 Data Load ( DMT)
Delta Production Data Load (DMT)
Legacy/Contact Apps Db
Fusion CRM
By Customer
By HCL
SAMPLE MIGRATION PATH
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SAMPLE MIGRATION ENTITIES
Application Process CRM OD Fusion CRM
Customer Management Contact Management, Activity Management
Customer Center ( 360 Degree )
Marketing Management Campaign Management, Lead
Management, On Demand Marketing
Campaign Management
(Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads)
(Leads Management, Campaign Management)
Sales Management Opportunity Management, Lead Management, Book of Business
Manage Sales Planning and Forecasting
Manage Sales Incentive Programs ( Manage Sales Quotas)
Manage Sales Territories
Manage Sales Accounts
Pursue Leads and Opportunities ( Manage Opportunities)
Manage Sales Activities
Mobility OEI, PIM Sync CRM Outlook Integration
Fusion Mobile
Copyright © 2014 HCL Technologies Limited | www.hcltech.com17
SUMMARY
Fixed Scope Fixed
Schedule
Fixed Price
“ORACLE SALES CLOUD IN A BOX”
CRM ERP HR DW
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