CCS Fusion CRM Implementation Scope Revised-V3 · PDF fileFeaturesFeatures Remarks Remarks...
Transcript of CCS Fusion CRM Implementation Scope Revised-V3 · PDF fileFeaturesFeatures Remarks Remarks...
Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering
C Centric Solutions C Centric Solutions
September 2013September 2013
• Key Business Challenges
• Proposed Solution
• Scope of the Offering
• Implementation Methodology and Timeline
• Integration Options• Integration Options
• Project Team Structure / Roles
• Assumptions and Obligations
• CCS A Reliable Partner in Your Journey to Excellence
The Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business Challenges
C Centric Solutions C Centric Solutions
September 2013September 2013
• 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.
• No consolidated view of the Customer.
The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed SolutionSolutionSolutionSolutionSolutionSolutionSolutionSolutionThe Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed SolutionSolutionSolutionSolutionSolutionSolutionSolutionSolutionOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRM
C Centric Solutions C Centric Solutions
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Applications User Experience
Technology
Oracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRM
A New Industry Inflection Point
Applications Platform
Standards
SOA
User Experience
Web 2.0
Embedded Intelligence
Technology Adoption
Cloud/SaaS
Modularity
EASYEASYEASYEASYEFFECTIVEEFFECTIVEEFFECTIVEEFFECTIVE EFFICIENTEFFICIENTEFFICIENTEFFICIENT EASYEASYEASYEASYEFFECTIVEEFFECTIVEEFFECTIVEEFFECTIVE EFFICIENTEFFICIENTEFFICIENTEFFICIENT
Faster time to valueFaster time to valueFaster time to valueFaster time to value
• Easy to use
• Easy to configure
• Easy to deploy
Higher win ratesHigher win ratesHigher win ratesHigher win rates
• Know your
customers
• Gain actionable
insight
• Collaborate &
coach
More quality opportunitiesMore quality opportunitiesMore quality opportunitiesMore quality opportunities
• Align sales &
marketing
• Improve sales
prospecting
• Optimize sales
performance
Fusion Customer Relationship ManagementFusion Customer Relationship ManagementFusion Customer Relationship ManagementFusion Customer Relationship Management
SalesSales
PredictionSales
PerformanceSales
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 ManagementMarketing Contracts
Customer Data Management
� Gain Instant Visibility
� Deliver Pervasive Coaching
� Maximize Sales Pipeline� Maximize Sales Pipeline
� Drive Team Alignment
� Track Sales Everywhere
� Real Time Forecasting and Visibility
� Measure what Matters
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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
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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 ComposerComposer
Page ComposerPage Composer
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with new objects and
attributes
and feel of the user
interface
Enables non-IT users
to easily modify
business processes
Process ComposerProcess Composer
Enables non-IT
users to easily
create & modify
reports
BI Reports BI Reports ComposerComposer
Application Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the Offering
C Centric Solutions C Centric Solutions
September 2013September 2013
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Customer Customer Customer Customer Management Management Management Management
Territory Territory Territory Territory Management Management Management Management
Base Implementation
ERP IntegrationsERP IntegrationsERP IntegrationsERP Integrations
CCS Confidential
Lead Management Lead Management Lead Management Lead Management Opportunity Opportunity Opportunity Opportunity ManagementManagementManagementManagement
Activity Management Activity Management Activity Management Activity Management
Sales CampaignsSales CampaignsSales CampaignsSales Campaigns
Dashboards & ReportsDashboards & ReportsDashboards & ReportsDashboards & Reports
FeaturesFeaturesFeaturesFeatures 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
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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.
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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
FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks ImplementationImplementationImplementationImplementation ScopeScopeScopeScope
Opportunity creation
Creation of an opportunity for a sales account either manually or through conversion of a lead. Review & update opportunity
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Opportunityassignment
assign the opportunity to team members automatically by the Assignment Manager module through territory alignments. Or assign manually based on privileges
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Productmanagement
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 templatesAssessment 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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FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope
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
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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 informationinformation
Customer hierarchytracking
Link sales account through a parent-child relationship to form a customer hierarchy. View graphical representation of customer hierarchy
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ReferenceManagement
Capture details and manage reference Customers as a valuable asset to the organization.
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CompetitorAnalysis
Manage competitor profile. Associate them with accounts, products & opportunities. Monitor win rate against them
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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 fromexternal sources
FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope
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.
FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks ImplementationImplementationImplementationImplementation ScopeScopeScopeScope
Activity Management
Common function across all objects and entities. Activities can be created against contacts, leads, opportunities, accounts etc.
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Reminders and Tasks
Creation of reminders, to-dos, tasks and viewing the same in the dashboard
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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
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Interaction Management
Capturing of various inbound and outbound interactions associated with leads or opportunities
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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
FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope
Territorydefinition
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 willbe used for territory definition
customer classification codes.
Associateaccounts to territories
Associate accounts to territories either by name (named accounts) or automatically, based on geography, organization type etc.
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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
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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
FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope
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.
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Reporting Campaign / Channel Effectiveness ReportCampaign ROI ReportPeriod wise Leads generatedActivity 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.
FeaturesFeaturesFeaturesFeatures Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope
Dashboards Defining /configuring upto 5 role specific dashboards
Reports Configuring up to 15 pre defined reports using the BI composer
Integration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration Options
C Centric Solutions C Centric Solutions
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Import Import Import Import RoutineRoutineRoutineRoutine
Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & TimelineTimelineTimelineTimelineTimelineTimelineTimelineTimelineC Centric Solutions C Centric Solutions
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1. Overview of the standard solution features
1. Understand and document the configuration 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 environment2. In-depth
demonstration of the standard solution and how to leverage its features
3. Awareness of the best-practices template
on requirements as per scope
2. Understand & document customization requirement (to be taken up separately)
, processes, workflows etc. as per scope
2. Perform data imports as per scope
Integration Testing etc. for configurations done
2. User Acceptance Testing coordination
to 10 people, online)
2. Provide administrator training on upkeep and management of the application (1 session, up-to 3 people, online)
environment
2. Hand-hold the customer
3. Monitor system performance
4. Hand over the application to customer team
Project Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team Structure
C Centric Solutions C Centric Solutions
September 2013September 2013
Steering CommitteeSteering CommitteeSteering CommitteeSteering Committee
Client : Executive SponsorClient : Executive SponsorClient : Executive SponsorClient : Executive SponsorSenior Senior Senior Senior
ManagementManagementManagementManagementCCS : Project ManagerCCS : Project ManagerCCS : Project ManagerCCS : Project Manager
Practice DirectorPractice DirectorPractice DirectorPractice Director
Client Project Client Project Client Project Client Project ManagerManagerManagerManager
CCS Project CCS Project CCS Project CCS Project ManagerManagerManagerManager
Project Team Structure
ManagerManagerManagerManagerManagerManagerManagerManager
Senior technical Senior technical Senior technical Senior technical AnalystAnalystAnalystAnalyst
Testing Lead Testing Lead Testing Lead Testing Lead
Technical TeamTechnical TeamTechnical TeamTechnical TeamTesting teamTesting teamTesting teamTesting team
Sales Functional
Owner
Key Users GroupKey Users GroupKey Users GroupKey Users Group
IT Team LeadIT Team LeadIT Team LeadIT Team Lead
Technical TeamTechnical TeamTechnical TeamTechnical Team
Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations
C Centric Solutions C Centric Solutions
September 2013September 2013
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CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to ExcellenceExcellenceExcellenceExcellenceExcellenceExcellenceExcellenceExcellence
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Thank You Thank You