Adam Rosenfield – North American Oracle CRM Practice Director Adam.Rosenfield@hcl

Copyright © 2014 HCL Technologies Limited | www.hcltech.com

Adam Rosenfield – North American Oracle CRM Practice Director

[email protected]

Oracle Sales Cloud In A Box

“An Enhanced and Focused CRM Offering”

Copyright © 2014 HCL Technologies Limited | www.hcltech.com2

AGENDA

HCL – Who Are We?

Digitalization & Cloud Enablement

Oracle Sales Cloud In A Box

Implementation Options

Assets & Accelerators

Typical Timeline / Resourcing / Scope


HCL OVERVIEW


HCL’S GLOBAL ORACLE PRACTICE

Leading Global Oracle Partner

Global Oracle Customer Footprint Hundreds of customers worldwide across industries Successful delivery of large-scale implementations Award winning end-to-end applications and solutions

Early Mover in Oracle Technologies Selected for Fusion Early Adopter program First Fusion HCM SaaS Go Live One of the first large Exa deals in the UK

Expanded Services and Solutions Integration of business strategy, solution implementation

and support Continuous investment in Oracle-based solution

development, delivery resources, and technical competency

Recognized Oracle Technical Expertise 28 Specializations 7 Advanced Specializations

EAS Consultants 8,000

Oracle Consultants 3,500

Active Engagements 150

Countries 31

Offices 60

Global Delivery Centers 15

Global Platinum Partner | Joint Development Partner | BPO Partner | Beta Partner | Go-to-market Partner


HCL’S VIEW OF DIGITALIZATION


HCL’S Cloud Enablement / CRM Diagnostic

Inputs

Over 150 Industry Best practices

Over 50 Customers

Software deliveredBest practices

Over 80 years experience

Assess

SFA Marketing Service

Account/Contact Mgmt Campaign Mgmt E-Service

ForecastOppty

QuoteOrder

Email Chanel Mgmt

SegmentLoyalty

Warranty Checks

Entitlement Checks

Install Base Mgmt

SLA MgmtService

Oppty MgmtService

Marketing

Warranty Workflow

Entitlement Workflow

Sell Via Service Workflow

Service Campaigns

Business Benefits ROI Analysis KPI’s

Outputs

Strategy & Vision Mandate for Change Spontaneous Improvements Business Reference Guide

o Process Flowso Key Principleso Best Practices by areao Key KPI’s

Roadmap

Offer additional Recommended practices from HCLSegmented Offer Management

Diagnosis Before Dispatch

Entitle FirstService Second

All CustomerInteractions Tracked

Remote ServiceMonitoring

Service Assets Dispatched Together

Service Chain Analytics

Deliver the latest Best Practices inherent in delivered CRM Software solutionsService Marketing& Campaigns

Service AgreementManagement

Installed Base &Object Management

Service Request Processing

Service OrderManagement

WarrantyManagement

LogisticsIntegration

Service PartsManagement

FinancialIntegration & Billing

Warranty ClaimProcessing

Service OpportunityManagement

Service ContractManagement

Installation & Configuration

In-House RepairProcessing

Resource Planning

Service ConfirmationManagement

Service LevelManagement

Service PlanManagement

MultichannelIntegration

WarrantyEntitlement

DispatchService Metrics

Asset Mgmt Workflow

SLA Workflow


BUSINESS OBJECTIVES

Reduced IT costs and higher ROI Leverage existing

mobile, desktop platforms – faster end user adoption

Minimal configuration – re-usable pre-configured customizable components

Faster deployment options – with minimal disruption to business continuity

Accelerate Sales process Complete Sales activities

quickly – focus on other important tasks

Sales Predictor and Sales Campaigns – quick wins

Better sales plans – territory, Quota and IC management

Information on the go Harmonized Customer center – across multiple

channels Leverage Social and Activity streams – existing

network and collaborate Business Intelligence – opportunities,

competition, sales leads

ORACLE Sales Box In A Cloud


ORACLE SALES CLOUD IN A BOX

Sales Performance Sales Projecting Sales Productivity Sales Extensibility

Territory ManagementEmail Campaign

ManagementOpportunity

managementChannel management

Quota Management Lead management Customer CenterCustomer Data Management

Incentive Compensation

Sales Predictor Desktop Integration Contracts

Forecasting Sales Campaigns Mobile Sales Activity Streams

Sa

les

Pro

ce

ss

es

Sales Tool kits Mix and match the tool kits best suited to your organizations requirements

Each Sales Process has a set of sub-processes based on Oracle’s Sales Cloud solution

Based on industry best practice and our experience we recommend starting with the Sales Productivity toolkit

What is HCL’s Oracle Sales Cloud in a Box offering?

Oracle Sales Cloud in a Box is a toolkit of pre-configured, quick to deploy Sales Modules based on Oracle CX Cloud and using HCL’s RAD framework and proven assets and accelerators

Toolkits are aggregation of functional sales modules based on organizations sales objectives

Definition of the toolkits?


IMPLEMENTATION OPTION #1

Oracle Sales Cloud

On Premise CRM

Other Cloud Based CRM

Oracle On Demand CRM

Includes migration of any CRM to

Oracle Sales Cloud

Cloud

Oracle SalesCloud in a Box

Cloud


IMPLEMENTATION OPTION #2

Oracle Sales Cloud

Cloud

Oracle SalesCloud in a BoxNo structured CRM

Implementation consists of Fixed Scope & Fixed Cost to accelerate the Sales Cloud implementation to

deliver quicker results/ROI to customers


TYPICAL SCOPE

Scope includes designing, configuring, testing and deploying above modules Data migration activities are limited to making data available from the source systems to the cloud Setup of seed data – employees / users, products / pricelists, organization, territories, list of values Fixed set of deliverables – project plan, functional & technical design, testing and deployment plan

Application Process Sub Process Sales Cloud

Customer Management Customer Creation/Updates Activity Management, Customer Profiling

Customer Center ( 360 Degree ), Customer Management

Marketing Management ( Leads Management, Campaign Management)

Campaign Planning, Designing & ExecutionLead Management, Response Management, Segmentation)

Campaign Management (Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads)

Sales Management Opportunity Creation / fulfillment, Territory Management, Sales Activity Management, Incentive Compensation

Manage Sales Planning and ForecastingManage Sales Incentive Programs ( Manage Sales Quotas) Manage Sales TerritoriesManage Sales AccountsPursue Leads and Opportunities ( Manage Opportunities) Manage Sales Activities

Mobility Data on email/Mobile CRM Outlook IntegrationFusion Mobile


Wk 1 Wk 2 Wk 3 Wk 4 Wk 5 Wk 6 Wk 7 Wk 8 Wk 9 Wk 10 Wk 11 Wk 12

Iteration Cycles

Project Management and Oversight

Discovery & Design

Testing

Deploy

Configuration & Migration

Build and Run approach

Prototype

Refine

Milestone 1 – Deliverables Project Scope & Requirements Project Plan Fit-Gap analysis

Milestone 2 – Deliverables Design Prototype Migration Plan Test Plan

Milestone 3 – Deliverables Test Results Deployment Plan Deployment checklist

M1 M2 M3

Milestone 4 – Deliverables Deployed Sales Cloud Future roadmap

M4

Conference room pilots

TYPICAL TIMELINE


HCL Manager

Application Lead

Data Lead

Configuration Consultants (2)

Migration Consultant

Cloud Administrator

Business SME

IT SME

Business Users

Infrastructure & Support

Test Consultant

Customer Project

Manager

HCL onsite

HCL offshore

Customer role

TYPICAL TEAM STRUCTURE


HCL’S 5 “S” MIGRATION APPLICATION & DATA FRAMEWORK


Contact Data Extract (D1)

Data Cleansing

Data Conversion into CSV

Sample Data load & Testing (DMT)

Production D1 Data Load ( DMT)

Delta Production Data Load (DMT)

Legacy/Contact Apps Db

Fusion CRM

By Customer

By HCL

SAMPLE MIGRATION PATH


SAMPLE MIGRATION ENTITIES

Application Process CRM OD Fusion CRM

Customer Management Contact Management, Activity Management

Customer Center ( 360 Degree )

Marketing Management Campaign Management, Lead

Management, On Demand Marketing

Campaign Management

(Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads)

(Leads Management, Campaign Management)

Sales Management Opportunity Management, Lead Management, Book of Business

Manage Sales Planning and Forecasting

Manage Sales Incentive Programs ( Manage Sales Quotas)

Manage Sales Territories

Manage Sales Accounts

Pursue Leads and Opportunities ( Manage Opportunities)

Manage Sales Activities

Mobility OEI, PIM Sync CRM Outlook Integration

Fusion Mobile


SUMMARY

Fixed Scope Fixed

Schedule

Fixed Price

“ORACLE SALES CLOUD IN A BOX”

CRM ERP HR DW


$6.6 BILLION | 97,000 EMPLOYEES | 31 COUNTRIES

https://www.youtube.com/watch?v=JzfmzTcVUJg

Documents

Adam Rosenfield – North American Oracle CRM Practice Director Adam.Rosenfield@hcl