CRMIT Solutions Fixed Scope Offering for Oracle Sales Cloud

Fast Track Implementation of Oracle Sales Cloud

Fixed Scope Offering (FSO) for

Fixed Scope Offering – Oracle Sales Cloud

© Copyright 2014 CRMIT. All rights reserved.

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• This is an overview presentation of a “Fixed Scope Offering” from CRMIT Solutions for the implementation of the industry leading Oracle Sales Cloud

• CRMIT is a Platinum level member of Oracle PartnerNetwork (OPN) with an OPN Specialized status for Oracle Sales Cloud

• CRMIT Solutions offers a host of solutions on Oracle Sales Cloud, including consulting, sales planning, social sales, customer data enrichment, field sales automation, user adoption, training, CRM health check and independent testing services. These services are supported by certified CX Consultants with a proven track record of successful Oracle Sales Cloud implementations.

• The Oracle Sales Cloud along with the fixed scope offering for the implementation brings to you the quickest ROI at minimum risk.

• The following presentation gives an insight into our fast track methodology, proven tools and

expertise that will ensure the successful deployment of the solution in the given timeline

and budget.

Executive Summary



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Index• Key Business Challenges

• Proposed Solution

• Implementation Approach & Scope

• Implementation Methodology & Deliverables

• Project Resources

• Assumptions and Exclusions

• References

• CRMIT Solutions - A Reliable Partner in Your Journey to Customer Excellence



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Customer Experience Lifecycle

Great Customer Experience is the Sum of ALL Interactions



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Today's Business Challenges• Reduce overall “Sales Cycle” & “Latency Periods”

• Maximize sales force productivity

• Improve sales planning, generate quality leads and Improve revenue potential

• Provide visibility of the Customer Relationship for the management to make critical global

CRM decisions.

• Faster deployment of CRM solution for quick ROI

• Adopt leading CRM practices and streamline the CRM processes

• Take advantages of CRM to attract new customers, develop and retain existing customers



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Oracle Sales Cloud



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Oracle Sales Cloud

Drives Smarter Sales

Sell More. Know More. Grow MoreDiscover how to sell smarter

Hit your target with no surprises

Act on opportunities and threats faster

Manage more effectively anywhere, using any device



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Benefits of Oracle Sales Cloud

Higher Win Rates

• Gain relevant insights to drive increased sales force productivity

• Know your customer better with a 360-degree view of customer information

• Maximize success by leveraging social network

• Activity streams that provide real-time updates impacting their customer and deals

More Quality Opportunities

• Create better Sales plans to ensure the balance of workload among the sales reps

• Identify the best prospects and in turn generate to opportunity

• Get qualified leads & convert higher-quality leads to sales at short turn-around time

• Provides recommendations on the next-best product to sell, maximizing upsell and cross sell opportunities

Faster Time To Value

• Easy to deploy as it is Cloud based SaaS Solution

• Easy to use on Mobile, Desktop and Web 2.0

• Easy to configure to meet the business need -adding a new field to application, create new report or modify business process

• Align territories, quotas and compensation to drive desired behaviors and performance



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Implementation Scope



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Oracle Sales Cloud

Application Scope - ModulesModule Name In Scope Module Name In Scope

Common CRM Base(Standard Out-of-the-box Edition) OOTB Security Setup

(Out-of-the-box) Lead Management Data Migration Opportunity Management Transactional Business Intelligence Sales Catalogue Setup CRM Desktop Customer Center Oracle Sales Mobile Activity Management Collaboration (OSN, Activity Streams) Business Rules Automation Branding



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Application Scope:

Configuration In-Scope Activities In Scope Features

Requirements Analysis Gap Analysis of Customer BRD (if available).Standard Out-of-the-box screens driven requirements definition – in the absence of a customer BRD. Note: This is not a discovery workshop and would not result in BRD development.

Design Adoption System Design (Standard Out-of-the-box system design)

Lead Management To enable lead generation, qualification and lead conversion

Opportunity Management To enable opportunity creation, assessment and processing through well defined sales process / sales stages.

Sales Catalogue Setup Product Group setup [Up to 1 group consisting 10 products]

Customer Centre (Account and Contact Management)

Capture customers’ contact information and relationships to have 360 degree view of the customers

Calendar and Activities Management Tasks, Appointments & Interactions

Mobility Simplified UI (FUSE), Mobile/Tab pages setup (Note: Standard Out-of-the-box application)

CRM Desktop Outlook Integration Support (Setup for Admin User) (Standard Out-of-the-box application)



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Activities In Scope Features

Collaboration Oracle Social Network, Activity Streams and Discussion forum (Note: Standard Out-of-the-box application)

Business Rules Business Workflow [Up to 15]

Security Setup 2 roles (Sales Rep & Sales Manager) (Note: Standard Out-of-the-box security framework)

Data Migration Migrating Accounts, Contacts & Opportunity [Up to 10,000 records (all 3 objects included)Data import templates will be provided]

Transactional Business Intelligence

Pre-defined reports and dashboards [Up to 3]Build & Schedule custom reports (Complexity : Simple) [Up to 3]e.g. Forecast Management, Pipeline Management, Agent Performance

Personalization Branding

Common Setup Single Currency, Single Language

End User Training 1-day end-user training

Post Go-Live Post Go-Live Support [Up to 3 days]

Application Scope:

Configuration In-Scope



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Optional CX Services

Customization & Configurations Out of Scope

1. BRD Development2. Design documentation3. Sales Planning/ Performance Management modules

(Territory Management, Sales Quota, Forecasting, Incentive Compensation)

4. Marketing Management5. Enterprise Contracts6. Sales Predictor7. Custom Job Roles8. Data Extraction / Cleansing / Transformation9. Custom extensions to Oracle Sales Cloud with or

without using web services to meet any possible requirements that may not be configured in Oracle Sales Cloud

9. Integration with external systems10. System Translations11. Training Material12. Workbooks13. Testing Scripts14. Organization Change Management15. Build in multiple environments16. Multiple & Staged Go-Lives17. Anything not explicitly part of In-Scope section



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Implementation Methodology & Deliverables



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GO LIVE

WEEKS4

in as early as



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GO LIVEFIXEDSCOPEAPPROACH

FIXEDCOST

ZERO RISK

SUPPORTED BYCertified CRM

specialists



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Requirement Analysis

Adopt Out-of-the-box System Design

Design & Configuration

System Testing

End User Training

UAT Support

Build Migration

Data Migration

Go-Live Support

Post Go-Live Support

Implementation Approach

Week 1 Week 2 Week 4

Go LiveBuildAnalyze

Project Management

Week 3

Test



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Implementation TimeLine

Remote On Site



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Project Resources

CRMIT Customer



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Project Resources -Role Responsibility

Delivery Head Oversee the overall project and provide necessary inputs to the team in achieving the critical success factors of the project | Keeps a track of the budget and is also responsible for customer satisfaction

Project Manager Primary point-of-contact; co-leader of all project activities in partnership with your organization's project manager | Leads the weekly Project Status Meeting Leverages and applies project management best practices Manages expectations and issues, and ensures the project is on track to deliver results. Facilitates the Project Results Meeting | Facilitates the Customer Care Transition Meeting.

Principal Business Consultant

Understands user issues and translates them into requirements for the technology group Works directly with clients at all levels throughout the organization to help identify and clarify business requirements | Prepares time and cost estimates based on guidance from technical consultants for systems development and implementation.

Sr. Business Consultant

Gather customer requirements | Vision and Glossary document for entire project | Write Use-Cases, BRD, FSD etc based on the solution being offered | Coordinate with development team in issue resolution.Active participation in all phases of the project including planning and analysis, design, development, testing and implementation, related to their area of expertise

Sr. Quality Lead Test effort estimation of the project | Prepare test strategy and test plan | High level testing application flow | Investigate & discuss potential | Prioritize test requirements and organize test cases | Prepare the end user documentation of the project flow for the User Acceptance Testing

CRMIT

Primary Point-of-contact

CRMIT Solutions



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Project Resources -Role Responsibility

Project Manager Primary point-of-contact; co-leader of all project activities in partnership with your assigned Sales CloudProfessional Services project manager | Coordinates all project resources and participation for your organization | Manages expectations and issues, and ensures the project is on track to deliver results

Project Sponsor Provides overall project leadership and executive direction | Communicates business objectives and goals

CRM Administrator Primary administrator for Sales Cloud product configuration settings, Common Setup, Roles, Lead Management, Opportunity Management, Contact Management, Account Management, OSN etc | Manages publication of approved content to the production environment | Primary contact for day-to-day operations of your Sales Cloud solution

Trainer(s) & Tester(s)

Develop agent training materials and delivers agent training | Performs User Acceptance Testing tasks for the Sales Cloud environment

Functional Lead / Subject Matter Expert(s)

Provides specific expertise to the project by owning functional requirements and the overall configuration design of the solution | Acts as a champion of your Sales Cloud solution within your organization

Technical Lead / Subject Matter Expert(s)

Provides specific expertise to the project by owning technical requirements and coordinates appropriate IT resources as needed | Provides input data files and approves data import specifications (if separate add-on services are purchased)

Primary Point-of-contact

Your Organization



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Assumptions & Obligations



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Key Assumptions1. Customer to provide existing BRD for CRM requirements. If not, may involve Sales Cloud standard

screens driven requirement definition

2. The standard business flows and Oracle Sales Cloud functionality will serve as the base for the design (i.e. adoption of OOB system design) and implementation

3. No design documentation

4. A pure configuration (Fields, Layout, workflows etc.) driven implementation. No Customization is performed

5. Formation of a Project team empowered for critical decisions.

6. Project kick start subject to the availability of Oracle Sales Cloud environment

7. The implementation will be based on the cloud deployment model, hosted at Oracle

8. Organizational Change Management will be client’s responsibility

9. Anything not explicitly listed in the scope is deemed to be out of scope and hence not included

10. Multiple or staged go-lives are outside the scope of these services, and if desired a change order can be discussed



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Key ObligationsFor the project to be successful Customer must fulfill the following obligations:

1. Provision of Oracle Sales Cloud environment prior to project start 2. Assign a project manager to lead your team efforts 3. Assign experienced and empowered business and IT users to work closely with CRMIT’s

consultants according to project plan (some full-time allocation may be necessary at times) 4. Perform certain project tasks according to project plan such as

• Provide documented requirements• Provide data in format specified by CRMIT• User Acceptance Testing• End user training

5. Arrange for a project executive sponsor and project steering committee 6. Enablement of functionalities has the dependency of Sales Cloud features purchased by customer7. Adherence to scope & project plan



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Our Reference



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Sales Cloud ImplementationCOMPANY OVERVIEWProvides strategic digital services, specializing in brand licensing, advertising revenue representation and generation, content partnerships, social, PR and marketing. work with leading global and local organizations to plan, launch and build their brands

CHALLENGES•Offline Desktop management on their existing CRM system• Key Revenue Pipeline & Forecast analytics•Inadequate and missing customer information•Capturing and tracking lead

BENEFITS• Transactional Business Intelligence through effective report & dashboards• 360 degree view : Visibility to gain a complete customer view to upsell or

cross sell which guide the sales reps to the ideal products. Real time updates on activity that relate to their customer and deals.

• High user Adoption - Minimum user training as Outlook and the Fusion CRM look and feel are similar.

• CRM Desktop: Automatic two-way synchronization. Able to sync events, tasks, specific emails and contacts to Outlook

• Opportunity & Lead Management for higher productivity: Able to create, capture , track and update leads; convert lead to opportunity and report on lead conversion rate

• Seamless Mobile Experience: Allows field sales reps to perform and track progress against day to day activities

IndustryHigh Tech

Implementation PartnerCRMIT Solutionswww.crmit.com



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About CRMIT Solutions

End to end expertise on Oracle Customer Experience solutions. Participate in evangelization, roadmaps, product feedback, issues identification & Integration specialization.

200,000+ users

250+ Engagements

25+ countries

4000+ app users

24,000+ hrs training

10 yearsCloud CRM

1000+ man-years of deployment

CX Enablement's

Self ServicePlatform

Social Channels

Email Integration

TelephonyIntegration

MobileIntegration

Specializations

Authored Book on CRM On Demand3 apps on Oracle Market Place

Accreditations

Solutions

Configure Price Quote

Marketing Cloud

Sales Cloud

Services Cloud

Social Cloud

Policy Automation

Oracle CRM On DemandOracle Sales CloudOracle Service CloudEducation & ResearchFinancial ServicesOVI for Sales Cloud (CTI)OVI for Service Cloud (CTI)OVI for Sales Cloud (EWB)

ISO 270001 REGISTERED 2014



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Our Cloud Offerings



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Sales Cloud Expertise• Fixed Scope / Rapid Implementation

Offerings – GO LIVE in less than 4 weeks

• Migration expertise from– Oracle CRM On Demand – Sales Force (SFDC)– Siebel Enterprise– JD Edwards

• Oracle Sales Cloud Center of Excellence – Test partners for Oracle Sales Cloud – Developed reusable components, templates

• 3 Sales Cloud Apps available on Oracle Marketplace

• Oracle Validated Integration - OVI Certified Telephony Solution for Oracle Sales Cloud

Certified Oracle consultants, solution architects, implementation, sales, presales & support specialists



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Enabling Customer Excellence

Best Customer Relationship Management Program Award

Best SaaS-Based Program Award

National Award

for E-

governance2007-08 2012 Winner

2014



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+91 (80) 4292 5555

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Deployment base spread over 25+ countries



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CRMIT Solutions Fixed Scope Offering for Oracle Sales Cloud

Technology

Transcript of CRMIT Solutions Fixed Scope Offering for Oracle Sales Cloud