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Oracle Smart Strategies for uncertain times
Michel van WoudenbergGeneral Manager CRM On Demand Asia Pacific
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“In this economy, inaction is understandable but
shortsighted. Those who face their fear and get unstuck can outrun hesitant competitors
and seize advantage.”
An Opening Thought
Source: “How to Get Unstuck,” May 2009, Rita Gunther McGrath and Ian C. MacMillan
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Leading Companies in APAC Use CRM On Demand
ADP Pentagon Pets Limited
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CRM On Demand by Industry
Financial Services Life Sciences CommunicationsMedia
(Info Resources)Engineering &Construction
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KEY QUESTIONS KEY QUESTIONS FOR CxO’sFOR CxO’s
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1. Get smarter?
2. Increase productivity?
3. Get the best value?
How Can You…
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Our Value Proposition for Business Leaders
Only Oracle CRM On Demand enables you to outsmart and out execute your competition with solutions that are easy to use,
provide fast ROI, and are available from a single vendor.
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Why Get Smarter?
Best focus our resources?
Target the most lucrative
markets?
Increase our win rates?
Get better quality leads?
Move through the sales
cycle more quickly?
How can we…How can we…
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Get Smarter.
““At a time when firms in many industries offer similar At a time when firms in many industries offer similar
products and use comparable technologies, business products and use comparable technologies, business
processes are among the last remaining points of processes are among the last remaining points of
differentiation. And analytics competitors wring every differentiation. And analytics competitors wring every
last drop of value from those processes.”last drop of value from those processes.”
––Thomas Davenport, “Competing on Business Analytics,” Harvard Business ReviewThomas Davenport, “Competing on Business Analytics,” Harvard Business Review
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Act on Insight Immediately
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Act on Insight Immediately with Real-Time and Historic Analytics
• Drive objectives by comparing trends over time
• Prompt informed actions with interactive dashboards
• Leverage the industry’s only on demand solution with this capability
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Act on Insight Immediately with Answers On Demand
• Easily create and share customized analyses in minutes
• Mash up wide range of CRM information for optimized insight
• Empower users across your organization with this capability
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Align Everyone with Trusted Information
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Align Everyone with Trusted Information with Mobile
• Empower users with critical insights where and how they work
• Rapidly increase accountability for producing results
• Drive team efficiency and productivity
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Grow Revenue and Commissions with Deal Management
• Arm salespeople with a powerful tool to quickly arrive at win/win pricing
• Make informed pricing decisions based on historical data vs. ‘gut’
• Maximize margins
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Typical Deal in the Life of a Sales Professional – Super Charged with CRM OnDemand
Advanceexisting
opportunity
Access Key Information on
the Road
Map Key Contacts for the
Opportunity
Leverage on Best Practices – Sales Process Coach
View Appointments
Analyse Pipeline
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Why Get More Productive?
Leverage best practices
across the organization?
Increase channel sales?
Deliver better results with
fewer resources?
Streamline our sales
processes?
Get new reps to quota more
quickly?
How can we…How can we…
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Get More Productive.
““When we measure salespeople’s “non-customer facing When we measure salespeople’s “non-customer facing
time,” we find that it often amounts to more than half of time,” we find that it often amounts to more than half of
their total hours.”their total hours.”––Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard Ledingham/Kovac/Simon, “The New Science of Sales Force Productivity,” Harvard
Business ReviewBusiness Review
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Uncover Hidden Demand
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Uncover Hidden Demand with Sales Prospector
• Predict top prospects and expected revenue, close probability, & time to close
• Identify hidden opportunities in new & existing accounts
• Analyze customer attributes and product purchase history
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Focus on More of the Right Leads
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