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Overcoming the Top 5 Pitfalls to Real-Time Customer Visibility

Scott Gualdoni, Oracle Amy Guarino, Right90

Manufacturing Best Practices WebinarFebruary 6, 2008

Today’s AgendaManufacturing Best Practices Webinar

• The Customer Visibility Challenge

• Top 5 Pitfalls in Manufacturing

• Oracle CRM Update

• Q&A

Our benchmarking studies show that the

best forecasters have 15% less inventory,

17% stronger fulfillment, and 35% shorter

cash-to-cash cycle times, all having a direct

impact to the bottom line.

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Visibility into Customer Demand MattersAn Analyst Perspective

Rob BoisAMR ResearchResearch Director

The Demand Visibility ChallengeWhat Our Customers Tell Us

Customers ProductionMarketing

Distributor

OEM

Retailer

Direct Sales

Rep Firm

5 Top Pitfalls for ManufacturingAnd How You Can Avoid Them

1. Focus on your supply chain

2. Don’t trust salespeople

3. Drive with the rear-view mirror

4. Do it later

5. It’s not a big deal

Pitfall 1: Focus on Your Supply Chain

• Over $5B spent on supply

chain software annually

• Over 2/3 of manufacturers’

costs not directly related to

production

• Lack of visibility into

customer demand creates

bullwhip effect on

companies’ supply chain

Pitfall

Improved visibility into more than $370

million in new sales

• Focus on customers and

drive substantial benefits to

your supply chain

• Increased order fulfillment

• Lower inventory

• Higher margins

Solution

Pitfall 2: Don’t Trust Salespeople

• No one trusts judgment of

salespeople

• Untimely sales forecasts

• Lack of details

• Sandbagging & gaming

• Sales and channels have

most accurate view of:

• Future customer demand

• New products

Pitfall

Improved sales productivity and reduced forecasting time by 80%

• Provide ways for sales and

channels to capture

customer demand:

• Easy to use

• Embedded within sales

process and tools

• Detailed forecast data

Solution

Pitfall 3: Drive with the Rear-View Mirror

• Many manufacturers rely

primarily on historical sales

data to plan production

• Many manufacturers rely

primarily on historical sales

data to plan production

• Historical data can be

inadequate and unreliable

• New product introductions

• New regions and markets

• Changing trends

Pitfall

• Integrate back-end with

front-end to get accurate

view of all future demand

• Historical data to determine

run-rate business

• Real-time view of demand

updates and changes for

new business

Has real-time view of all business across all channels

Solution

Pitfall 4: Do It Later

• Companies lack resources

and time for technology

implementation

• Reduced IT resources

• Integration with existing

systems

• On-demand is perfectly

suited for “overwhelmed”

companies

Pitfall

• Use on-demand apps to

get deployed and realize

value quickly

• Fast to deploy

• Minimal impact to existing

IT infrastructure

• Flexible and secure

Rolled out 2 weeks ahead of schedule

Solution

Pitfall 5: It’s Not a Big Deal

• “Demand and customer

visibility” sound lofty with

no direct and concrete

results

• Manufacturing companies

who invest in CRM and

forecasting solutions

realize significant bottom-

line benefits

Pitfall

• Leverage CRM and

forecasting solutions to

drive your entire business

• Increased margins by 4 percentage points

• Grew revenue by 6%• Cut inventory by 50%

Solution

• New advanced sales forecasting

capabilities now available for

Oracle CRM On Demand

• Powered by Right90

• Leading provider of on-demand

sales forecasting for manufacturers

• Customers include Quantum,

Thomson, Sharp and QuickLogic

Oracle CRM On Demand UpdateReal-Time Visibility into Customer Demand

Advanced Forecasting CapabilitiesPowered by Right90

• Capture and roll up detailed forecasts –

including prices and quantities – over time

• Compare forecasts, backlogs and actuals

• Track changes and analyze forecast trends

CRM On Demand

E-Business Suite

• Customers• Opportunities

• Production• Financials

Real-Time VisibilityWith Oracle and Right90

Roll up forecast details for all opportunities

Seamlessly integrated forecasting in Oracle CRM

Analyze forecast details and variance

Compare forecasts to historical ERP data

Get Real-Time Visibility NowSee Detailed Demonstration of Oracle and Right90

Call us to schedule a personal demonstration

scott.gualdoni@oracle.com or amy@right90.com

Questions?

Scott Gualdoniscott.gualdoni@oracle.com

Amy Guarinoamy@right90.com