Core Experts Consulting

1

Fixed Scope Offering for Sales Cloud Implementation

+Address: 13 Al-Nahda St., Maadi – Cairo, Egypt

(Office: +202-23786435

4Fax: +202-23786435

*Email: sales@corexc.com

Agenda

Company Overview

Business Objectives

Business Challenges

Solution Proposal

Scope

Modules

Business Process

Configuration

Implementation Approach

Project Plan \ Time Frames

Project Organization

Project Team Organization

Team Structure

Team Roles

Assumptions

Exclusions

Client Responsibilities

Additional Services

Sample Client Success Stories 2

Company Overview

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Core Experts Consulting is an expert consulting firm established in 2013, specialized in providing business solutions to clients in all industries and regions. The services it presents include but not limited to: Business Solutions Advisory, Business Solutions

Implementation, Business Solutions Health Check, Implementation Support, Business Solutions Upgrade, Business & Business Solutions Training, Project Management, Business Process Reengineering, Business Solutions Organization Readiness Assessment, and

Business Process Automation.

The founders of Core Experts Consulting are a group of business solution experts who have worked together for several years before deciding to establish a company together combining the expertise and professional experience of each and every member of the group. The founders have practiced business and business solutions consulting for many years before deciding to establish the

company.

Their professional experience covers all business divisions including but not limited to: Finance, Supply Chain Management, Customer Relationship Management, Human Capital Management, Production, Planning & Maintenance, Value Chain Management, Project

Management, etc

Their cross functional, multi region, multi industry experience are the building blocks of this company. Not only are the founders shareholders in the company, they also hold top level positions enabling them to work closely with each and

every client along with their teams of resources, thus ensuring consistent quality of service.

The founders all hold high academic degrees including several post-graduate studies relevant to their fields of expertise.

The Core Experts Consulting team also possesses a team of highly distinct professionals in all divisions. Resources are selectedaccording to a very strict criteria, thus assuring benchmark quality professionals delivering optimal quality services. Core Experts

Consulting boasts to have the best consultants in the market with the highest track records of successful effective engagements in the field. Other than that, the resources selected are managed and trained by the best market players in each division transferring to

them knowledge and experience based on years of work in the field with high profile clients per industry.

Core Experts Consulting (CEC)

Business Objectives

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Business Objectives

• Adopt leading global CRM practices• Provide global visibility of the Customer Relationship in the

organization for the management to make critical global CRM decisions

• Streamline the CRM processes and achieve measurable efficiencies.• Take advantages of CRM to attract new customers, develop existing

customers and retain the very important customers• Maximize sales force productivity• Have 360 degree view of the customer

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Business Challenges

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Business Challenges

• Non-standardized business processes• The need for a single source of truth for customers and customer

information• Diversified customer base and the need to effectively manage the

opportunity process.• Multiple sales methodologies adoption• Increase in loss of sales due to misleading/insufficient information• Rapidly changing market with ongoing changing needs that need to

be approached effectively

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The Industry Leading Solution

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Oracle Sales Cloud

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Built on 100 % Open Standards

Oracle’s Rich History in Cloud Services

Option to Move from “On-Premise” to “Cloud”

Cloud Security and Data Protection

CLOUD

®

Most Reliable Platform

• More than 99.5% uptime

• ITIL- based processes

• Comprehensive product

assessment process

• High availability via

– Autonomic monitoring, diagnostics

– Predictive incident management tool

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Scope

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Scope (Modules)Modules In Scope Modules In Scope Additional

ServicesIn Scope

Oracle Sales Cloud

x OracleTransactional BI

x Incentives q

Oracle Sales Cloud for MS Outlook

x Data Conversion q User Training q

Oracle Sales Cloud Mobile

x Oracle Sales Predictor

q

Oracle Territory Management

x Oracle Incentive Compensation

q

Oracle Sales Catalog

x Oracle Partner Relationshipmanagement

q

Business Process Modules Key Features

Lead Management

Opportunity Management

Sales Forecasting

Sales Cloud Sales Dashboard

Sales Forecasting

Social Network

Lead Management

Opportunity Management

Customer Center

References and competitors

Assignment Manager

Oracle Sales Cloud for MS Outlook Seamless Microsoft Outlook integration

Synchronization of Accounts, Contacts, Leads, Opportunities, Email, Calendar and Tasks

Scope (Business Process)

Business Process Modules Key Features

Lead Management

Opportunity Management

Sales Forecasting

Oracle Sales Cloud Mobile

Contact and account management;

Calendar and contact integration;

Opportunity and lead management;

Maps and phone; Real-time analytics

View CRM contacts geographically close

Territory Management

Define territories using customer, channel and product attributes

Centralized or decentralized territory administration

Detect gaps and overlaps in territory coverage

Date effective sales territories and versioning

Scope (Business Process)

Business Process Modules Key Features

Lead Management

Opportunity Management

Sales Forecasting

Sales Catalog Create an n tiered hierarchy of product groups;

Define who can purchase a product or group of products;

Select products and promotions with a graphical sales catalogue;

Leverage keyword search, product comparison and Narrow by filters

Create an n tiered hierarchy of product groups;

Define who can purchase a product or group of products;

Select products and promotions with a graphical sales catalogue;

Scope (Business Process)

Items Included Descriptions Threshold

Business Units and Legal Entity Business Units Setup for 1 Business Unit

Oracle Sales Cloud Teams, Hierarchies, Role Definition, Opportunity Management

Sales Teams Up to 5Sales Or;6g Hierarchy Up to 4 levelUp to 2 Sales Methodology

Oracle Sales Cloud for MS Outlook

MS Outlook Integration Standard Out of the Box fields for Opportunity, Leads, Customers and Contacts

Oracle Sales Cloud Mobile Integration with Handheld Devices

Android, iPhone and Blackberry Phones

Oracle Transactional BI Reports to be derived for business purposes

10 Custom Reports to be derived for business purposes

Scope Configurations

Items Included Descriptions Threshold

Oracle Territory Management

Automatic Assignment of Customers, Leads and Opportunities to resources

Maximum of 3 dimensions with 10 attributes to be used for territory definition related to products and geography

Oracle Sales Catalog Definition of items for sales and Hierarchies

Hierarchy of up to 4 level

Data Conversion Converting Existing Data from Legacy into Oracle CRM

Customer 50k RecordsPerson 50k RecordsContacts 100k RecordsOpportunity 10k Record

Workflow Business Process Management to send emails/notifications based on events

3 Workflow Processes

Scope Configurations

Implementation Approach

Implementation MethodologyOracle’s Unified Methodology (OUM) (For Cloud Solutions Implementation)

OUM Cloud Application Services Implementation Approach

The OUM Cloud Approach is specifically designed for implementing Oracle Cloud applications, according to well defined and tested activities and deliverables; it is based on the same principles as Oracle’s Unified Method (OUM) to allow consistent approach across all our products.

This approach consists of: 1. An efficient approach to Oracle Cloud implementation

◦ An easy-to-follow framework of activities, for a step-by-step project implementation centered around few and essential activities and deliverables

◦ A Prototype approach based on Sales Cloud standard functionality: customer’s processes are modeled according to best practice business processes so that customizations are avoided

2. The Oracle Cloud Delivery Toolkit with predefined, value-adding materials:◦ Ready made materials to greatly reduce workload◦ Best practice suggestions for all business decisions to be taken during implementation

OUM Cloud Application Services Implementation Approach

Easy-to-follow framework for activities

Multiple Release Cycle – e.g. five modules

Single Release Cycle – e.g. two modules

• Short, well-structured implementation cycles• Iterative configuration• Up to four modules per release cycle• Multiple releases are possible to accomodate incremental scope and/or timeline decisions

OUM Cloud Application Services Implementation Approach

OUM Cloud Application Services Implementation Approach

Release driven implementation with high interactive/iterative approach and focus on high-priority

Business Processes and Requirements

Production

• Sales Cloud• Territory Management

Project Governance Priorities update and release plan adjustmentsEnvision

• High-level Business process mapping

• Prioritization (MoSCoW list)

• Product Roadmap

• Release Plan

1 to 2 weeks 9 to 12 weeks

• Sales Catalog• Sales Cloud for MS Outlook

9 to 12 weeks

• Sales Cloud Mobile• Transactional BI

9 weeks

Release 1

Release 2

Release 3

Project Plan \ Time Frames

Project Timeline

Activities & Timeline for 1 Release

Project Organization

Project Team Organization

Suggested Project Organization

Project Team Structure

Project Team

Project Management

Steering Committee

Steering Committee

Board of Management

Board of Management -CEC

Project Manager

Technical Consultant Functional Lead

Functional Consultant

Client Project Manager

IT Team Lead

It Tech.Team

Business Lead

Business Users

Team Roles

Steering Committee

The leadership team from the Client and CEC constitutes the steering committee group for the project. The Client and CEC nominate one of the steering committee members, as their executive sponsor for the engagements, who aligns with the other steering committee members. A successful project involves a regular and deep involvement of the steering committee during the course of the project. The Steering Committee Group is expected to:• Provide the overall direction and guidance for the project • Set the project goals and communicate the goals to the project stakeholders and the

project team • Ensure the needs of the implementation are given the highest priority so that the

project is expedited for on-time and on-budget completion• Authorize funds for the projects and approve resources allocation, significant schedule

and scope changes• Periodically monitor the project to ensure it is on schedule and within budget

Team Roles

Project Management

The Project Managers will provide day-to-day management of the project. The Project Managers assume responsibility in the following areas: • Develop and track detailed and integrated project work schedule and allocate resources against the

schedule• Steering the project to success by working closely with the Steering Committee.• Periodically report to the steering committee and other project stakeholders of the project progress

and issues that require the Steering Committee’s attention• Assign tasks to the project team, and review the progress of the tasks• Periodically track and assess the project risks and develop plans to mitigate such risks• Set project quality goals and review deliverables against these goals• Set and monitor project budget and costs to ensure delivering the project within the budget• Continuously communicate with the various project stakeholders in order to align them towards

previously set project goals

Team Roles

Project Team

The execution is focused on the project team, which comprises of the Client’s business process owners, key users, IT MIS team and CEC’s business solutions leaders and consultants. The team brings together both the business process knowledge and the product knowledge in developing effective solutions. They shall perform the following:• Articulate and document business requirements • Execute tasks assigned to them by the Project Managers and provide updates

back on the status of execution• Work towards adhering and achieving project quality standards/goals • Build and test solutions to ensure they meet the business requirements• Develop customized reports in scope of the engagement (Technical Consultant)

Assumptions

Key Assumptions

1. The standard business flows and application functionality will serve as the base for the implementation.2. Oracle’s OUM for Cloud Implementation Approach will be used for the implementation3. A small Project team is formed and empowered to make decisions.4. A timeline of 9 weeks is assumed with work products delivered during the timeframe, counting from the time that the

Oracle Sales Cloud system is provisioned.5. The implementation is based on the Cloud deployment model, hosted at Oracle6. In the Cloud deployment model, two project environments are available: A sandbox and a production environment7. No Customization is performed. Configuration within the standard system is performed8. Client shall accept that part of the implementation shall be implemented off-site9. Training shall be provided to client’s key users and MIT team. CEC shall follow the train the trainer approach. End user

training shall be the responsibility of the client.10. After each release, CEC shall provide on-site support for 1 calendar week and off-site support for the remaining calendar

month.11. The client needs to sign-off each phase in the project in order to move on to the next phase12. Any change to the scope shall be handled through a change request to be discussed by the steering committee for

approval. Changes requested may require additional effort to be charged for. This shall all be highlighted in the change request.

13. Single Sign On set-up is not included.14. Organizational Change Management will be Client’s responsibility

Other Activities and Related Assumptions

Deliverables included in scope Description

Project CharterThe project charter would include further details of the project mission

statement, approach and execution.

Project Work planA plan that describes the high-level tasks and timelines for all project

activities.

Set up Document A document that summarizes the configurations to be provided based

on the collected business information.

Configured ApplicationAn application configured in accordance with the descriptions in the

Configuration Workbook.

Future Business Process ModelCore Experts Consulting will provide the future process model for the

standard configuration of the system.

Test Plan and Scripts

Test Scripts for testing the configured functionality in the scope of

standard offering. Any further changes to this document will be

performed by the client

Validated Solution on Sandbox Configured Final Solution agreed with Client

Training Material Material to support Familiarization sessions on tools for ongoing Clients use (Reports, Personalization, System Administration)

Configuration Workbook Details of how the solution is configured

Validated Solution on Production Configured Solution , validated for go live use

Typical Deliverables

Other Activities and Related AssumptionsActivity Assumption

Go-live support1 month after each release (1 week on-site, 3 weeks off-site)

Training Project Team

Core Experts Consulting will organize a training for the Client's core project team members, delivered by CEC’s consultants, in a lecture/demo format workshop. Training is assumed to be one workshop per application, for up to 20 attendees.

Familarization session

Core Experts Consulting will organize a session of maximum 4 hours, to make the Client familiar with the standard application navigation and personalizations.

Training Included (Key Users + MIS)

Interfaces Not included in scope of current project

User Guide Not included in scope of current project

Administration Guide Not included in scope of current project

Exclusions

Project Exclusions

• End User Training

• Data Cleaning

• Customizations, integrations/interface with 3rd party applications, and single sign-on

Out of Scope items

Client Responsibilities

Client’s ObligationsFor the project to be successful, the Client must fulfill the following obligations:

1. Order Sales Cloud prior to project start

2. Assign a project manager to lead your staff’s efforts

3. Assign experienced and empowered business and IT users to work closely with Core Experts Consulting's consultants according to project plan (some full-time allocation may be necessary at times).

4. Perform certain project tasks according to the project plan such as a) provide data in the format specified by Core Experts Consulting : b) Client’s side of integration; c) end user training

5. Arrange for a project executive sponsor and project steering committee

6. Accept that part of the work performed by CEC Consulting will not be on-site

Additional Services

Additional ServicesAdditional Services provided by CEC beyond the FSO will be subject to scoping:

1. 3rd party legacy applications integration

2. Development custom reports

3. UI Personalization

4. End User Training

5. Implementation services for additional modules

6. Extended Post-Implementation Support

Sample Client Success Stories

Dar Al-Dawa

Scope/Solution

Financials Supply Chain Management Sales Process Manufacturing Advanced Supply Chain Planning Manufacturing Execution System

Achievements

Reliable Cost Calculation and Monitoring Effective Material and Production Planning Standardized Process Instructions Validation Improved Quality Control Decreased Lost Sales

Al-Yemeni Café

Scope/Solution

Financials Supply Chain Management Sales Process Manufacturing Manufacturing Execution System

Achievements

Reliable Cost Calculation and Monitoring Standardized Production Processes Waste Reduction Improved Quality Control Increased Sales Fulfillment On-Time Rate

Samcrete

Scope/Solution

Financials Supply Chain Management Projects

Achievements

Improved Projects Cost Follow up, Monitoring & Control

Improved Budget Allocation and Control Enhanced Financial & Project Reporting