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Providing Sales Pipeline Visibility at OracleDeepak Gupta Eve Milrod Halwani

Vice President, CRM Systems Senior Director, Sales Systems

Applications IT Applications IT

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions.The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Oracle Corporation

Solutions Offerings• Oracle Database

• Oracle Fusion Middleware

• Oracle Applications

• Oracle Services

Information Technology• Four major IT Functions

1. Applications2. Development 3. Traditional 4. On Demand

About Oracle

•US$23.3 billion in revenue for fiscal year 2009

•More than 345,000 customers worldwide

•More than 21,000 partners

•85,000 employees, including:

•30,000 sales & marketing

•7,500 support

Global CRM Single Instance

• 1.5M Accounts• 18M Contacts• 24M Prospects

30,000 Internal users

• 47M Marketing Responses• 17M Sales Activities• 18M Marketplace Accounts

85,000 Territory Lookup users

200,000 Partner users

Partner Portal

145 Countries

10 Languages

Objective

• Global, consistent, streamlined, and scalable campaign to opportunity to quote processes

Approach• Go Native – Go Fast• Consolidation/Centralization• Start Clean, Stay Clean• Standards based Integration• Drive value with BI

Global CRM ImplementationOptimizing Our Go-To-Market

Sales

Customer Data

Marketing

Partners

Global CRM Ecosystem

Implementation planned

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Providing Sales Pipeline Visibility at OracleDeepak Gupta Eve Milrod Halwani

Vice President, CRM Systems Senior Director, Sales Systems

Applications IT Applications IT

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Sales Business Cycle

Global

CRM

Siebel Marketing andCall Center

Sales CampaignsMarketing and Sales Campaigns

Global Executive CampaignsLead Development

Siebel Sales/Call CenterOpportunity ConversionOpportunity Prosecution

QualifyConvertMature

“System of Record”

Siebel Sales/Call Center Forecast

Prime and Co-Prime (Shadow) Rep and Manager Judgment

“System of Record”

CRM Analytics (OBIA) Performance

In-Line and AnalysisForecast Judgment Sales Effectiveness

Sales Business Cycle

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Sales Pipeline Visibility

Goals

• Support Oracle's collaborative sales model

• Provide pipeline visibility and update access to all Sales team members and Managers who contribute to opportunities

• Provide broad pipeline visibility and update access to Business Operations and Administrative groups

Business Requirements Per Role

Sales Manager• Complete access to

the team’s pipeline

Co-Prime Rep, Sales Consultant & Manager• Complete access to opportunities for reps independent of role

• Provide Managers of all Opportunity contributors equivalent Pipeline visibility

Similar:Product, Industry Specialists & ManagerKey Account Directors & Manager

OVERLAY MANAGEMENT

Sales Ops & Admin, Finance• Read access to pipeline for analysis

• Complete access to pipeline for analysis and data update purposes

OPERATIONAL SUPPORT

RESEARCH FOR EXISTENCE

Partner/Channel Manager, OracleDirect Business Development Consultant

• Ability to query for existence of opportunities given account and product information

• Ability to create new Opportunities

PIPELINE MANAGEMENT

Solution Approach

• Identified requirements by role/function

• Categorized roles

• Developed solution components to address requirements

• Designed solution using components

Solution Toolkit

SOLUTION COMPONENT FEATURES

Territory Management (S1)

• Adds Reps automatically to the sales team of Opportunities and Accounts based on territory definitions and assignment rules

Analytics Data Warehouse and Real-Time Reporting (S2)

• Manager reports show Opportunities and Pipeline information using Team Based Security from Analytics• “Run As” (implicit) allows Operations staff to

run Analytics reports in their secondary position and export as needed

My Team’s Revenue View (S3)

• Offers drill-down to review/update Opportunities• Accessed directly by Managers or as

Secondary Position by Operations• Provides Managers pipeline information

with key Opportunity attributes exposed

Solution Toolkit

SOLUTION COMPONENT FEATURES

Secondary Position Visibility(S4)

• Allows Managers and Reps designation of read-only or read-write permission to secondary positions• Secondary positions provide “impersonate”

functionality

Account Research View(S5)

• Offers Managers and Reps visibility to Account information, with access to Opportunities and revenue lines • Allows creation of new Opportunities

My Team’s Opportunities – On Sales Team View (S6)

• Provides read/write capability for managers of non-primary (overlay) sales team members on Opportunities• Dual achievement: increases visibility while

providing excellent performance in rendering the view, without reducing core functionality

My Team’s Opportunities – On Sales Team View (S6)

Complete Solution Using Components

ROLE / Component

PRIMARY CREDIT RECEIVER MANAGER

PRODUCT & INDUSTRY SPECIALIST / MANAGER

COUNTRY / REGION GENERAL MANAGER

SALES OPS & FINANCE

BDC REP / MGR

Territory Management x x x x

Analytics DW and Real-Time Reporting

x x x x x

My Team’s Revenue View x x xSecondary Position xAccount Research View xMy Team’s Opportunities – On Sales Team View

x x

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“With this new view, managers whose teams are not primary -- like in the

Global Business Units -- get the same deep level of Pipeline access as their

direct sales Prime counterparts.”

Gilberto FerreiraOperations Director

Oracle Global Business UnitsOracle Corporation

For More Information

search.oracle.com

or

sales.oracle.com

Sales Pipeline Visibility