1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales...
-
Upload
arlene-sutton -
Category
Documents
-
view
220 -
download
4
Transcript of 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales...
![Page 1: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/1.jpg)
1st October 2014Oracle Open World - 2014
Atradius CollectionsGain confidence in your Sales forecast
![Page 2: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/2.jpg)
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.
![Page 3: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/3.jpg)
Speakers
3
EVP Commercial worldwide Board Member of Atradius Collections
Amsterdam, [email protected]
Account ManagermanAmsterdam, Netherland
[email protected]+31-615859068Ralph van Dijk Jimut Kumar Basa
![Page 4: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/4.jpg)
Content
• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary
4
![Page 5: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/5.jpg)
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
![Page 6: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/6.jpg)
6
Forecasting : Pain Points Using Excel
Inaccurate data
Unstructured
No security
No reporting tool
Time consuming
Manual entry
Impacts sales
productivity:
Efficiency &Effectiveness
![Page 7: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/7.jpg)
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
![Page 8: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/8.jpg)
Content
• Atradius Collections – Our Story• Sales Forecast Overview• Learnings and Benefits• Oracle Sales Cloud -Forecast Implementation Overview• Solution Summary
8
![Page 9: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/9.jpg)
Four Pillars of a Good Sales Forecast
9
Str
ateg
y
Pro
cess
An
alyz
e
Mo
nit
or
![Page 10: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/10.jpg)
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
![Page 11: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/11.jpg)
2. Streamlined Forecast Process
11
Basic representation at sales rep. level.
Yes
![Page 12: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/12.jpg)
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
![Page 13: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/13.jpg)
4. Analyze the Forecast.
13
• Reports• Historical trends
Add on:• Personalized dashboards
Sneak Peek
![Page 14: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/14.jpg)
Content
• About the Session• Atradius Collections – Our Story• Our Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary
14
![Page 15: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/15.jpg)
15
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
![Page 16: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/16.jpg)
16
Benefits
Accurate
Secure
Real-time reports
Structured process
Reduced time
Automated
Achieve Target
&Boost Sales
![Page 17: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/17.jpg)
17
“Helps achieve targets
and boost sales”
![Page 18: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/18.jpg)
Content
• Sales Forecast Briefing• Atradius Collections – Our Story• Oracle Sales Cloud - Forecast Implementation Overview• Implementation Learnings and Benefits• Solution Summary
18
![Page 19: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/19.jpg)
19
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
![Page 20: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/20.jpg)
20
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
![Page 21: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/21.jpg)
Content
• About the Session• Atradius Collections – Our Story• Learnings and Benefits• Oracle Sales Cloud Implementation Overview• Solution Summary
21
![Page 22: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/22.jpg)
22
Let’s Summarize…
Robust strategy Stream line process
Accurate analysisReal-time monitoring
![Page 23: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/23.jpg)
23
“Good sales Forecast Helps Take Right Decisions at the Right Time”
![Page 24: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/24.jpg)
Questions
If you have any questions, please contact
Ralph van [email protected]
Jimut Kumar [email protected]
Nikhil KiniNikhilprakash_kini [email protected]
24
![Page 25: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/25.jpg)
25
Feedback
Share your thoughts / feedback on this session via Twitter
@InfosysOracle
Hashtag: #InfosysAtOOW
![Page 26: 1 st October 2014 Oracle Open World - 2014 Atradius Collections Gain confidence in your Sales forecast.](https://reader035.fdocuments.us/reader035/viewer/2022062421/56649d745503460f94a54b78/html5/thumbnails/26.jpg)
© 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