Migrating From Salesforce.com to Oracle CRM On Demand

1 © 2009 KBACE Technologies, Inc.

Jennifer Ardery, Marketing Programs Manager

Effectively Migrating from Salesforce.com to Oracle CRM

On Demand

© 2009 KBACE Technologies, Inc.2

Agenda

• Project Background• Software as a Service

(SaaS)• Oracle CRM On Demand

Overview• Project Scope• Data Conversion• Outlook Integration• Reporting & Analytics• User Adoption &

Training• Lessons Learned• Demo• Q&A


Project Background

• Used Salesforce.com for over 7 years• Sales Force Automation (SFA) functionality was generally

okay• Lacked analytics and many of the pre-built reports that

Oracle CRM OD offers (from Siebel Analytics best practices)

• Never owned by an implementation team• Data cleanliness became an issue• User adoption had room for improvement

• Run our own business on the E-Business Suite R12.1.1


Software as a Service (SaaS)• Enables the delivery of business applications

in an on-demand environment over the Internet

• Eliminates software licenses and hardware management

• Offers affordable and predictable monthly costs

• Delivers faster return on your investment• Provides upgrades to all users


Oracle CRM On Demand• Deep CRM and SFA

• Marketing• Sales• Analytics• Service

• Usability• Rapid user adoption• Easy to administer

• Options• Call Center• Partner Relationship

Management• Mobile Access• Email Marketing• Social CRM

• Stand Alone application


Project Scope

• Implement only standard functionality in 1st phase

• Manage pipeline flow• Generate targeted Campaign lists• Enable call and appointment logging

(historical)• Convert data from Salesforce.com • Change the way Opportunities are categorized

• Opportunity to optimize business processes with any new implementation

• Configure account and partner hierarchies


Data Conversion

• Converted 4000 Contacts and 1500 Accounts• Provided opportunity to identify and resolve

duplicate data (i.e. company names)• Exported from Salesforce and imported into

CRM On Demand using standard tools in both applications

• It’s that easy!

• Used intuitive field mapping• Eliminated need for custom code by

leveraging SaaS approach• Saved time and decreased cost

• Converted all Objects including Opportunity and Call history


Outlook Integration

• Installs in minutes by anyone and requires very minimal training

• Accesses your CRM contact database directly from your familiar Outlook interface

• Creates a single view of the customer for better decisions and service


Reporting & Account Intelligence

• Delivers customer insight through real-time reporting

• Packaged with numerous pre-built reports and dashboards

• User-friendly lists can be generated in a couple of minutes

• Embed reports / dashboards on home page for easy access


Historical & Real Time Analytics

• Based on Siebel Analytics

• Delivers snapshots comparing business performance over time

• Drives corporate objectives with quantified business data


Training

• Able to get 15 users up and running within 1 week

• CRM Administrators, new to the application, were able to deliver one-on-one training

• Training sessions lasted 1 to 1.5 hours and most were remote

• Validated converted data• Experienced minimal follow-up questions• Received no negative feedback from sales

team• Suggestions received from the field were

implemented immediately


User Adoption

• The more value provided, the quicker users will adopt:

• Pipeline summary on home page• Delivered the same pipeline report as sales team was used

to• Web site stats / leads display on home page• One-on-one training

• Requests from the field can be implemented immediately

• Easy to maintain and configure

• User personalization• Sales team is able to run their own reports


Lessons Learned

• Effectively running our business on CRM On Demand with entirely out of the box functionality

• SaaS platform enables a rapid implementation – 4 weeks!

• Small goals, yield big returns • No cost for continued support


Lessons Learned

• Seamless Go-Live - Data conversion took place over the weekend and system was up and running on Monday

• Experience minimal performance issues as Oracle fine tunes system behind the scenes

• Realized importance of buy-in from Executive Team

• System is only as good as the quality of data in it• CRM Administrator keeps track of leads and keeps the sales team

“honest”

• No negative feedback from the Sales team – uncommon with change

• Leverage ongoing upgrades offered to all customers


As a Worldwide Oracle Certified Advantage Partner (the highest partner distinction awarded by Oracle), KBACE is committed to delivering quality results. KBACE enables clients to become productive from day one by maintaining five lines of business dedicated to all areas of the Oracle E-Business Suite:

• Professional Services• Analytics• Education• Advanced Technology• Support Services

Questions & Answers

16 © 2009 KBACE Technologies, Inc.

Thank You!!Speakers:

Recording & Presentation:

http://kbace.com/index.php/events/webinars/online-archives

Jenn Ardery

Email: [email protected]

Phone: 603-821-7148



Migrating From Salesforce.com to Oracle CRM On Demand

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