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Industry Resources and Tools for CMU

Communications, Media & Utilities Industry Business Unit

How to deal with a new account?

1. Account Planning Exercise! (e.g. TAS /Strategy). (NOT COVERED HERE)

2. What are key business challenges your customer is facing? What is the customer’s business environment?

3. What solutions and value proposition can I offer?

Oracle InsightInsight Supports All Stages Of the Sales Process

Major Insight Programs

• Packaged Insight (no need approval)• Account Planning Document • Customer Meeting/Value Assessment • Discovery Tools

• Business Insight Tool/ROI Analyst Tool • Business Process Snapshots • Challenges, Capabilities & Value • Siebel Architecture Kit

• Consultative Insight Engagement (need GVP approval)• Industry Strategy• Business Strategy• IT Strategy

Send Insight Requesthttp://insight.oraclecrop.com

Business Issues and Success factors identified in Insight map well to Communications Go to Markets (GTM’s)

1. Drive Customer Centric Business to maximize the value of every customerImprove the customer–service experience and focus on creating, selling, and servicing a portfolio of innovative offers that are appealing and competitive to maximize ARPU

2. Enable Next Generation Services for profitable revenue and growthAccelerate the creation, sale, fulfillment, billing, and delivery of convergent services, and reduce the related total cost of ownership; Empower providers to move beyond traditional communication services to deliver rich media content to every channel.

3. Transform Information Architecture to support next generation servicesTransform to integrated, standards-based solutions leading to lowered costs, agile, service oriented and real time based IT & Telecom Network architecture

4. Improve Compliance, Profitability & Control for sustained competitive advantageEnsure regulatory compliance and optimize financial and administration processes for the business and the network assets. Monitor and improve business performance in real time.

Intranet Portal for CMU

• IBU Communities• Product Marketing for CMU• References & Successful Stories• Wiki• Industries Professionals

Communities Interaction Center (IPC mailing list)

Global Communications Community

Product Marketing for Communications

IBU Industry Content• Over 40 solution decks from

C, M & U industries aimed at Sales folks.

• Over 20 whitepapers specific to the CMU

• Comprehensive CMU Web Portal

• New Opt-in Mailing list

Community Knowledge Base - Wiki

References in Global

Community Interaction Center

Available Industry Selling Resources

Analyst Reports

Sales

Oracle University / IBU CMU Industry Training Program

IBU IndustryCompetitive Intelligence

APAC Sales Consulting

IBU CMU References

Upsell Wheel

IBU CMU Industry Team

IBU Insight Team

IBU Industry ContentGlobal Competency

Centre