CCS Fusion CRM Implementation Scope Revised-V3 · PDF fileFeaturesFeatures Remarks Remarks Implementation Scope Contact management Creation of contacts. Capturing contact information

Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Oracle Fusion CRM Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering Fixed Scope Cloud Implementation Offering

C Centric Solutions C Centric Solutions

September 2013September 2013

• Key Business Challenges

• Proposed Solution

• Scope of the Offering

• Implementation Methodology and Timeline

• Integration Options• Integration Options

• Project Team Structure / Roles

• Assumptions and Obligations

• CCS A Reliable Partner in Your Journey to Excellence

The Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business ChallengesThe Key Business Challenges



• Variances between Quota, Forecasts and Actual Sales.

• Inability to align territories, quotas and compensation to drive desired behaviors and performance.

• Inability to get qualified leads.

• Managers don’t have the time to coach every individual performer.

• No consolidated view of the Customer.

The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed SolutionSolutionSolutionSolutionSolutionSolutionSolutionSolutionThe Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed The Proposed SolutionSolutionSolutionSolutionSolutionSolutionSolutionSolutionOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRM



Applications User Experience

Technology

Oracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRMOracle Fusion CRM

A New Industry Inflection Point

Applications Platform

Standards

SOA

User Experience

Web 2.0

Embedded Intelligence

Technology Adoption

Cloud/SaaS

Modularity

EASYEASYEASYEASYEFFECTIVEEFFECTIVEEFFECTIVEEFFECTIVE EFFICIENTEFFICIENTEFFICIENTEFFICIENT EASYEASYEASYEASYEFFECTIVEEFFECTIVEEFFECTIVEEFFECTIVE EFFICIENTEFFICIENTEFFICIENTEFFICIENT

Faster time to valueFaster time to valueFaster time to valueFaster time to value

• Easy to use

• Easy to configure

• Easy to deploy

Higher win ratesHigher win ratesHigher win ratesHigher win rates

• Know your

customers

• Gain actionable

insight

• Collaborate &

coach

More quality opportunitiesMore quality opportunitiesMore quality opportunitiesMore quality opportunities

• Align sales &

marketing

• Improve sales

prospecting

• Optimize sales

performance

Fusion Customer Relationship ManagementFusion Customer Relationship ManagementFusion Customer Relationship ManagementFusion Customer Relationship Management

SalesSales

PredictionSales

PerformanceSales

Prospecting

CRM Solution Overview

� Integrated suite of sales and marketing applications

� Designed to increase revenue and sales effectiveness

� Plan more effectively, prospect more efficiently and produce more results

Partner ManagementMarketing Contracts

Customer Data Management

� Gain Instant Visibility

� Deliver Pervasive Coaching

� Maximize Sales Pipeline� Maximize Sales Pipeline

� Drive Team Alignment

� Track Sales Everywhere

� Real Time Forecasting and Visibility

� Measure what Matters

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Work where you need to work

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Real-time performance tracking

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Process recommendations drive sales efficiency

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End to End Lead to Revenue Management

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One view of all sales channels

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Full Life Cycle Planning and Performance Monitoring

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Best in class configuration platform

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Enables non-IT users to

extend the application

with new objects and

Enables non-IT users

to customize the look

and feel of the user

Application Application ComposerComposer

Page ComposerPage Composer

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with new objects and

attributes

and feel of the user

interface

Enables non-IT users

to easily modify

business processes

Process ComposerProcess Composer

Enables non-IT

users to easily

create & modify

reports

BI Reports BI Reports ComposerComposer

Application Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the OfferingApplication Scope of the Offering



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Customer Customer Customer Customer Management Management Management Management

Territory Territory Territory Territory Management Management Management Management

Base Implementation

ERP IntegrationsERP IntegrationsERP IntegrationsERP Integrations

CCS Confidential

Lead Management Lead Management Lead Management Lead Management Opportunity Opportunity Opportunity Opportunity ManagementManagementManagementManagement

Activity Management Activity Management Activity Management Activity Management

Sales CampaignsSales CampaignsSales CampaignsSales Campaigns

Dashboards & ReportsDashboards & ReportsDashboards & ReportsDashboards & Reports

FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope

Lead Generation

Lead generation from multiple sources such as: email Campaign responses, Campaign by telemarketing team, third-party lead sources, manual creation of leads by the sales users etc. along with import of leads from external data sources.

Up to 10 lead sources will be configured

Lead Qualification

Qualifying the merit of the lead before passing it on for more engagement. Includes – manual qualification and questionnaire based qualification

Up to 5 lead qualification criteria will be configured

Lead Distribution

For leads associated with sales accounts direct territory based assignment. Sales members can claim ownership by ‘accepting’ leads. Manual assignment and reassignment

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Lead Assessment

Manual assessment by the sales owner, assessment based on templates (questions, question groups, ratings, weightage etc.)

Up to 3 lead assessment questionnaires to be configured

Lead Conversion

End of lead life-cycle either when a lead is converted to a sales opportunity, or when the lead is retired. Conversion to an opportunity stage to allow the salesperson to pursue the account in the sales cycle.

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Import of existing leads

One time import of existing leads using standard lead import interface, during go-live

Up to 5000 records can be imported

FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks ImplementationImplementationImplementationImplementation ScopeScopeScopeScope

Opportunity creation

Creation of an opportunity for a sales account either manually or through conversion of a lead. Review & update opportunity

-

Opportunityassignment

assign the opportunity to team members automatically by the Assignment Manager module through territory alignments. Or assign manually based on privileges

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Productmanagement

associate a list of products to the opportunity. only products/product groups

available in the territory of the sales user are displayed in the product selector and

catalogue. Ability to create and a product catalogue

Up to 20 products can be

configured

catalogue. Ability to create and a product catalogue

Sales coach A tool that defines the process steps and recommends resources that can guide the salespeople through each sales stage. The following tools are enabled to assist an organization in bring opportunities to a successful close: 1) Process steps, 2) Recommended documents, 3) Task templatesAssessment templates, 4) Required fields

Customer to configure(Consultant will demo one)

Opportunity closure

close an opportunity by updating the sales stages or statuses to one of the closure values, such was Won, Lost, or No Sale.

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Contact management

Creation of contacts. Capturing contact information and associating them with accounts.

Up to 20 custom fields for capturing contact information

Sales prospect management

Creation of sales prospects. Engaging with them and finally converting them into a sales account

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Account management

Associate sales owner & sales team to an account . Creation of leads and opportunities for an account. Account engagement.

Up to 20 custom fields for capturing Account informationinformation

Customer hierarchytracking

Link sales account through a parent-child relationship to form a customer hierarchy. View graphical representation of customer hierarchy

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ReferenceManagement

Capture details and manage reference Customers as a valuable asset to the organization.

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CompetitorAnalysis

Manage competitor profile. Associate them with accounts, products & opportunities. Monitor win rate against them

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Customer data migration

One time migration of existing customer data into Fusion CRM. Definition of a routine to periodically import customer information from the ERP

Import of up to 1000 customer records fromexternal sources


Customer Sales Information

Integration with ERP for importing customer sales information. Both one time and on going.

Up to 2000 order records will be imported.

Customer billing information

Integration with ERP for importing customer billing information. Both one time and on going.

Up to 2000 invoice records will be imported.information time and on going. records will be imported.

FeaturesFeaturesFeaturesFeatures Remarks Remarks Remarks Remarks ImplementationImplementationImplementationImplementation ScopeScopeScopeScope

Activity Management

Common function across all objects and entities. Activities can be created against contacts, leads, opportunities, accounts etc.

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Reminders and Tasks

Creation of reminders, to-dos, tasks and viewing the same in the dashboard

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Collaboration Collaboration. Creation of team-based activities for a customer, account, -Collaboration Collaboration. Creation of team-based activities for a customer, account, lead or an opportunity

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Interaction Management

Capturing of various inbound and outbound interactions associated with leads or opportunities

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Reports and Dashboards

Dashboards on pending, completed and upcoming activities for customers, accounts, leads and opportunities

Up to 2 activity reports per role will be created in the dashboard


Territorydefinition

Define territories and associate dimensions to them. Up to 10 territories will be created

Dimensions The Territory Management application comes with eleven dimensions that may be used in territory definitions. They are – 1) Account, 2)Account Type, 3)Customer Size, 4)Geography, 5) Industry, 6) organization type, 7)Product, 8) sales channel. Apart from this there is a provision for defining 3 other auxiliary dimensions based on the customer classification codes.

Up to 3 dimensions willbe used for territory definition

customer classification codes.

Associateaccounts to territories

Associate accounts to territories either by name (named accounts) or automatically, based on geography, organization type etc.

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Territory ownership & inheritance

Assign an owner to every territory and associate additional territory team members (if necessary). one territory can inherit parts of the definition of another territory through territory inheritance

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Territory reports and analytics

The system generates reports on territory wise - Closed revenue and win rates. Lead conversion and conversion rates, territory-wise Open revenue, Open leads. Apart from this territory wise Revenue item report, Lead report, Sales account report, Forecast report are generated.historical trend of any of the metrics available for a territory.

Up to 5 territory related reports will be configured


Campaign Creation

Allows for the creation of various types of Campaigns both Direct and Offline. Further allows for the categorization of these campaigns.

One single stage campaign and one multi-stage campaign included.

Budgets Defining the budgets for various campaigns. One budget per campaign included

Tracking Having an ability to manually capture the expenses for each of the -Tracking Actual Expenses

Having an ability to manually capture the expenses for each of the campaigns.

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Reporting Campaign / Channel Effectiveness ReportCampaign ROI ReportPeriod wise Leads generatedActivity wise Leads generated

Up to 4 reports will be configured.

Lead Generation

Lead generation from multiple sources such as: email Campaign responses, Campaign by telemarketing team, third-party lead sources, manual creation of leads by the sales users etc. along with import of leads from external data sources.

Up to 10 lead sources will be configured.

FeaturesFeaturesFeaturesFeatures Implementation ScopeImplementation ScopeImplementation ScopeImplementation Scope

Dashboards Defining /configuring upto 5 role specific dashboards

Reports Configuring up to 15 pre defined reports using the BI composer

Integration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration OptionsIntegration Options



Import Import Import Import RoutineRoutineRoutineRoutine

Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & Implementation Methodology & TimelineTimelineTimelineTimelineTimelineTimelineTimelineTimelineC Centric Solutions C Centric Solutions


1. Overview of the standard solution features

1. Understand and document the configuration requiremen

1. Configure and set up the system with roles, permissions, processes, workflows

1. Internal testing -Functional System Testing, Integration Testing etc.

1. Provide train-the-trainer session ( 1 session, up-to 10 people,

1. Deploy / promote the solution to the live environment2. In-depth

demonstration of the standard solution and how to leverage its features

3. Awareness of the best-practices template

on requirements as per scope

2. Understand & document customization requirement (to be taken up separately)

, processes, workflows etc. as per scope

2. Perform data imports as per scope

Integration Testing etc. for configurations done

2. User Acceptance Testing coordination

to 10 people, online)

2. Provide administrator training on upkeep and management of the application (1 session, up-to 3 people, online)

environment

2. Hand-hold the customer

3. Monitor system performance

4. Hand over the application to customer team

Project Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team StructureProject Team Structure



Steering CommitteeSteering CommitteeSteering CommitteeSteering Committee

Client : Executive SponsorClient : Executive SponsorClient : Executive SponsorClient : Executive SponsorSenior Senior Senior Senior

ManagementManagementManagementManagementCCS : Project ManagerCCS : Project ManagerCCS : Project ManagerCCS : Project Manager

Practice DirectorPractice DirectorPractice DirectorPractice Director

Client Project Client Project Client Project Client Project ManagerManagerManagerManager

CCS Project CCS Project CCS Project CCS Project ManagerManagerManagerManager

Project Team Structure

ManagerManagerManagerManagerManagerManagerManagerManager

Senior technical Senior technical Senior technical Senior technical AnalystAnalystAnalystAnalyst

Testing Lead Testing Lead Testing Lead Testing Lead

Technical TeamTechnical TeamTechnical TeamTechnical TeamTesting teamTesting teamTesting teamTesting team

Sales Functional

Owner

Key Users GroupKey Users GroupKey Users GroupKey Users Group

IT Team LeadIT Team LeadIT Team LeadIT Team Lead

Technical TeamTechnical TeamTechnical TeamTechnical Team

Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations Assumptions and Obligations



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CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to CCS A Reliable Partner in Your Journey to ExcellenceExcellenceExcellenceExcellenceExcellenceExcellenceExcellenceExcellence

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Thank You Thank You

Documents

CCS Fusion CRM Implementation Scope Revised-V3 · PDF fileFeaturesFeatures Remarks Remarks Implementation Scope Contact management Creation of contacts. Capturing contact information