atradius collections gain c onfidence in your sales forecast
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Atradius Collections Gain c onfidence in your Sales forecast. 1 st October 2014 Oracle Open World - 2014. Confidential Information. - PowerPoint PPT PresentationTRANSCRIPT
1st October 2014Oracle Open World - 2014
Atradius CollectionsGain confidence in your Sales forecast
Confidential Information2
This document contains information that is confidential and proprietary to Infosys Limited ,Atradius Collections and Oracle. No part of it may be used, circulated, quoted, or reproduced for distribution outside Infosys Limited , Atradius Collections and Oracle Corporation.
Any disclosure of confidential information to, or use of it by a third party will be damaging to Infosys , Atradius Collections and Oracle. The ownership of all confidential information no matter what media it resides in, remains with Infosys, Atradius Collections and Oracle.
Speakers
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EVP Commercial worldwide Board Member of Atradius Collections
Amsterdam, [email protected]
Account ManagermanAmsterdam, Netherland
[email protected]+31-615859068Ralph van Dijk Jimut Kumar Basa
Content
• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary
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Atradius Collections 5
24+ countries 160+ offices
14500+ customers 90+ years
• Leading international trade invoice collections company.
• 350 collections specialists working worldwide.• Driving sales growth by better brand experience • Strengthening market share by impressive customer
service• Controlling costs by effective IT solutions moving to
the cloud
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Forecasting : Pain Points Using Excel
Inaccurate data
Unstructured
No security
No reporting tool
Time consuming
Manual entry
Impacts sales
productivity:
Efficiency &Effectiveness
Why Oracle Sales Cloud And Infosys 7
Why Oracle Sales Could: Best business fit – Strong forecasting capabilities Low TCO Easy maintenance and simpler upgrades Future scalability
Why Infosys: Oracle sales cloud product knowledge Proven implementation track record and expertise Existing Atradius strategic partner Oracle Diamond Partner
Infosys Rapid Start Methodology
Content
• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary
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Four Pillars of a Good Sales Forecast
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Str
ateg
y
Pro
cess
An
alyz
e
Mo
nit
or
1 . Robust Forecast Strategy10
Forecast Parameters• Monthly
• Forecast Duration: 12
Forecast Criteria• Win probability >60%
Forecast Metrics• Best-case and worst-case
• Closed revenue
• Quota
2. Streamlined Forecast Process
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Basic representation at sales rep. level.
Yes
3. Monitor Continuous Changes.12
Real-time synchronization• Revenue lines• Close dates• Sales phase• Opportunity status
Metrics• Leads, Opportunities, Quotations, Contracts
• Forecast (>60% win probability), Closed revenue
4. Analyze the Forecast.
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• Reports• Historical trends
Add on:• Personalized dashboards
Sneak Peek
Content
• About the Session• Atradius Collections – Our Story• Our Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary
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LearningsEnabling Best Practices
• Forecast Strategy
• Forecast Process
• Bottom Up Forecast
Change Management
• Benefits of using Forecasting
• Forecasting methodology and terminology
• Effective use of metrics and analytics
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Benefits
Accurate
Secure
Real-time reports
Structured process
Reduced time
Automated
Achieve Target
&Boost Sales
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“Helps achieve targets
and boost sales”
Content
• Sales Forecast Briefing• Atradius Collections – Our Story• Oracle Sales Cloud - Forecast Implementation Overview• Implementation Learnings and Benefits• Solution Summary
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Critical Success Factors for the team
On time
Must go live in 11 weeks for the
Pilot countries Netherlands,
Belgium and Luxemburg
Value to business
• Design a global template for
rapid rollout to other countries
• Low TCO
On budget
Provide best fit within budget
• Fixed price implementations
• Pure vanilla approach
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Project Phases and Time Lines
• Finalize scope • Define success
Criteria for the pilot• SOW sign off
Strategy and Planning
• Familiarization workshops
• Configuration• Data migration• Conference room
pilots
Modeling and Realization • System verification
• Training• User verification
(UAT)• Deployment
Verify and Deploy
Week 0 Week 1 to 6 Week 7 to 11
Content
• About the Session• Atradius Collections – Our Story• Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary
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Let’s Summarize…
Robust strategy Stream line process
Accurate analysisReal-time monitoring
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“Good sales Forecast Helps Take Right Decisions at the Right Time”
Questions
If you have any questions, please contact
Ralph van [email protected]
Jimut Kumar [email protected]
Nikhil KiniNikhilprakash_kini [email protected]
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Feedback
Share your thoughts / feedback on this session via Twitter
@InfosysOracle
Hashtag: #InfosysAtOOW
© 2014 Infosys Limited, Bangalore, India. All Rights Reserved. Infosys believes the information in this document is accurate as of its publication date; such information is subject to change without notice. Infosys acknowledges the proprietary rights of other companies to the trademarks, product names and such other intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of Infosys Limited and/ or any named intellectual property rights holders under this document.
Thank You