Oracle Fusion CRM Fixed Scope Cloud Implementation Offering

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Oracle Fusion CRM

Fixed Scope Cloud Implementation Offering

C Centric Solutions

September 2013

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• Key Business Challenges

• Proposed Solution

• Scope of the Offering

• Implementation Methodology and Timeline

• Integration Options

• Project Team Structure / Roles

• Assumptions and Obligations

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The Key Business Challenges

C Centric Solutions

September 2013

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• Variances between Quota, Forecasts and Actual Sales.

• Inability to align territories, quotas and compensation to drive

desired behaviors and performance.

• Inability to get qualified leads.

• Managers don’t have the time to coach every individual

performer.

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The Proposed

Solution

The Proposed

Solution

Oracle Fusion CRM

C Centric Solutions

September 2013

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Applications

User Experience

Technology

Oracle Fusion CRM

A New Industry Inflection

Point

Applications

Platform

Standards

SOA

User Experience

Web 2.0

Embedded

Intelligence

Technology

Adoption

Cloud/SaaS

Modularity

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EASY

EFFECTIVE

EFFICIENT

EASY

EFFECTIVE

EFFICIENT

Faster time to value

• Easy to use

• Easy to configure

• Easy to deploy

Higher win rates

• Know your

customers

• Gain actionable

insight

• Collaborate &

coach

More quality opportunities

• Align sales &

marketing

• Improve sales

prospecting

• Optimize sales

performance

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Fusion Customer Relationship Management

Sales

Prediction

Sales

Performance

Sales

Prospecting

CRM Solution Overview

Integrated suite of sales and marketing applications

Designed to increase revenue and sales effectiveness

Plan more effectively, prospect more efficiently and produce more

results

Partner

Management

Marketing

Contracts

Customer Data

Management

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Gain Instant Visibility

Deliver Pervasive Coaching

Maximize Sales Pipeline

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Track Sales Everywhere

Real Time Forecasting and Visibility

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Work where you need to work

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Real-time performance tracking

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Process recommendations drive sales efficiency

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End to End Lead to Revenue Management

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One view of all sales channels

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Full Life Cycle Planning and Performance Monitoring

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Best in class configuration platform

Enables non-IT users to extend the application

with new objects and

Enables non-IT users to customize the look and feel of the user

Application Application Composer Composer Page Composer Page Composer

with new objects and attributes

and feel of the user interface

Enables non-IT users to easily modify business processes Process Composer Process Composer Enables non-IT users to easily create & modify

reports

BI Reports BI Reports Composer Composer

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Application Scope of the Offering

C Centric Solutions

September 2013

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Customer

Management

Territory

Management

Base Implementation

ERP Integrations

CCS Confidential

Lead Management

Opportunity

Management

Activity Management

Sales Campaigns

Dashboards & Reports

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Features Features Features

Features Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope

Lead Generation

Lead generation from multiple sources such as: email Campaign

responses, Campaign by telemarketing team, third-party lead sources, manual creation of leads by the sales users etc. along with import of leads from external data sources.

Up to 10 lead sources will be configured

Lead

Qualification

Qualifying the merit of the lead before passing it on for more

engagement. Includes – manual qualification and questionnaire based qualification

Up to 5 lead qualification criteria will be configured Lead

Distribution

For leads associated with sales accounts direct territory based

assignment. Sales members can claim ownership by ‘accepting’ leads. Manual assignment and reassignment

-Lead

Assessment

Manual assessment by the sales owner, assessment based on templates (questions, question groups, ratings, weightage etc.)

Up to 3 lead assessment questionnaires to be configured

Lead

Conversion

End of lead life-cycle either when a lead is converted to a sales

opportunity, or when the lead is retired. Conversion to an opportunity stage to allow the salesperson to pursue the account in the sales cycle.

-Import of existing leads

One time import of existing leads using standard lead import interface, during go-live

Up to 5000 records can be imported

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Features Remarks Remarks Remarks Remarks ImplementationImplementation ScopeImplementationImplementationScopeScopeScope

Opportunity creation

Creation of an opportunity for a sales account either manually or through conversion of a lead. Review & update opportunity

-Opportunity

assignment

assign the opportunity to team members automatically by the Assignment Manager module through territory alignments. Or assign manually based on privileges

-Product

management

associate a list of products to the opportunity. only products/product groups available in the territory of the sales user are displayed in the product selector and catalogue. Ability to create and a product catalogue

Up to 20 products can be configured

catalogue. Ability to create and a product catalogue

Sales coach A tool that defines the process steps and recommends resources that can guide the salespeople through each sales stage. The following tools are enabled to assist an organization in bring opportunities to a successful close: 1) Process steps, 2)

Recommended documents, 3) Task templates Assessment templates, 4) Required fields

Customer to configure (Consultant will demo one)

Opportunity closure

close an opportunity by updating the sales stages or statuses to one of the closure values, such was Won, Lost, or No Sale.

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-Features Features Features

Contact management

Creation of contacts. Capturing contact information and associating them with accounts.

Up to 20 custom fields for capturing contact

information Sales prospect

management

Creation of sales prospects. Engaging with them and finally converting them into a sales account

-Account

management

Associate sales owner & sales team to an account . Creation of leads and opportunities for an account. Account engagement.

Up to 20 custom fields for capturing Account information information Customer hierarchy tracking

Link sales account through a parent-child relationship to form a

customer hierarchy. View graphical representation of customer hierarchy

-Reference Management

Capture details and manage reference Customers as a valuable asset to the organization.

-Competitor

Analysis

Manage competitor profile. Associate them with accounts, products & opportunities. Monitor win rate against them

-Customer data migration

One time migration of existing customer data into Fusion CRM.

Definition of a routine to periodically import customer information from the ERP

Import of up to 1000 customer records from external sources

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Features FeaturesFeatures

Customer Sales Information

Integration with ERP for importing customer sales information. Both one time and on going.

Up to 2000 order records will be imported.

Customer billing information

Integration with ERP for importing customer billing information. Both one time and on going.

Up to 2000 invoice records will be imported. information time and on going. records will be imported.

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Features Remarks Remarks Remarks Remarks ImplementationImplementation ScopeImplementationImplementationScopeScopeScope

Activity

Management

Common function across all objects and entities. Activities can be created against contacts, leads, opportunities, accounts etc.

-Reminders and Tasks

Creation of reminders, to-dos, tasks and viewing the same in the dashboard

-Collaboration Collaboration. Creation of team-based activities for a customer, account, -Collaboration Collaboration. Creation of team-based activities for a customer, account,

lead or an opportunity

-Interaction Management

Capturing of various inbound and outbound interactions associated with leads or opportunities

-Reports and Dashboards

Dashboards on pending, completed and upcoming activities for customers, accounts, leads and opportunities

Up to 2 activity reports per role will be created in the dashboard

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Features FeaturesFeatures

Territory definition

Define territories and associate dimensions to them. Up to 10 territories will be created

Dimensions The Territory Management application comes with eleven dimensions that may be used in territory definitions. They are – 1) Account,

2)Account Type, 3)Customer Size, 4)Geography, 5) Industry, 6)

organization type, 7)Product, 8) sales channel. Apart from this there is a provision for defining 3 other auxiliary dimensions based on the

customer classification codes.

Up to 3 dimensions will be used for territory definition

customer classification codes. Associate

accounts to territories

Associate accounts to territories either by name (named accounts) or automatically, based on geography, organization type etc.

-Territory ownership & inheritance

Assign an owner to every territory and associate additional territory team members (if necessary). one territory can inherit parts of the definition of another territory through territory inheritance

-Territory reports and analytics

The system generates reports on territory wise - Closed revenue and win rates. Lead conversion and conversion rates, territory-wise Open

revenue, Open leads. Apart from this territory wise Revenue item

report, Lead report, Sales account report, Forecast report are generated. historical trend of any of the metrics available for a territory.

Up to 5 territory related reports will be configured

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Campaign Creation

Allows for the creation of various types of Campaigns both Direct and Offline. Further allows for the categorization of these campaigns.

One single stage

campaign and one multi-stage campaign

included.

Budgets Defining the budgets for various campaigns. One budget per campaign included Tracking Having an ability to manually capture the expenses for each of the

-Tracking Actual Expenses

Having an ability to manually capture the expenses for each of the campaigns.

-Reporting Campaign / Channel Effectiveness Report Campaign ROI Report

Period wise Leads generated Activity wise Leads generated

Up to 4 reports will be configured.

Lead Generation

Lead generation from multiple sources such as: email Campaign responses, Campaign by telemarketing team, third-party lead sources, manual creation of leads by the sales users etc. along with import of leads from external data sources.

Up to 10 lead sources will be configured.

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Features Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope

Dashboards Defining /configuring upto 5 role specific dashboards

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Integration Options

C Centric Solutions

September 2013

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Import

Routine

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Implementation Methodology &

Timeline

C Centric Solutions

September 2013

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1. Overview

of the

standard

solution

features

1. Understand

and

document

the

configurati

on

requiremen

1. Configure

and set up

the system

with roles,

permissions

, processes,

workflows

1. Internal

testing

-Functional

System

Testing,

Integration

Testing etc.

1. Provide

train-the-trainer

session ( 1

session,

up-to 10

people,

1. Deploy /

promote

the

solution to

the live

environme

nt

2. In-depth

demonstrat

ion of the

standard

solution

and how to

leverage its

features

3. Awareness

of the

best-practices

template

on

requiremen

ts as per

scope

2. Understand

&

document

customizati

on

requiremen

t (to be

taken up

separately)

, processes,

workflows

etc. as per

scope

2. Perform

data

imports as

per scope

Integration

Testing etc.

for

configurati

ons done

2. User

Acceptance

Testing

coordinatio

n

to 10

people,

online)

2. Provide

administrat

or training

on upkeep

and

manageme

nt of the

application

(1 session,

up-to 3

people,

online)

environme

nt

2. Hand-hold

the

customer

3. Monitor

system

performan

ce

4. Hand over

the

application

to

customer

team

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Project Team Structure

C Centric Solutions

September 2013

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Steering Committee

Client : Executive Sponsor Client : Executive SponsorClient : Executive Sponsor Client : Executive Sponsor

Senior Senior Senior Senior Management Management Management Management CCS : Project Manager CCS : Project Manager CCS : Project Manager CCS : Project Manager Practice Director Practice Director Practice Director Practice Director