Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics

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Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics

Anand Dodd – Oracle BI Applications Product Management/Strategy Rashmi Grover - Experian BI Lead Americas Usha Narasimhan - Experian Business Analyst

3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions.

The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Safe Harbor Statements

4

Program Agenda

•  Oracle BI Applications – An Overview

•  OBIA 7.9.6.3 Release Overview

•  BI in Fusion Applications

•  Customer Success - Experian

•  Q&A


Oracle’s Enterprise Performance Management System Complete. Open. Integrated.

OLTP & ODS Systems

Data Warehouses Data Marts

Packaged Applications

(Oracle, SAP, Others)

Excel XML/Office

Business Processes

OLAP Sources

Exadata Unstructured & Semi-

Structured

ERP Analy*cs

Planning & Forecas*ng

Financial Close & Repor*ng

Strategy Management Profitability Management

CRM Analy*cs

Industry Analy*cs

BI Server

Common Enterprise Informa*on Model

Essbase Dimension Management Predic*ve Analy*cs

Interactive Dashboards Reports & Publishing Query & Analysis Detect & Alert Office Search Embedded Mobile Scorecards

Data

Sources

BI/EPM

PlaD

orm

BI / EPM

Ap

ps


Oracle BI Applications Analysis Spanning Heterogeneous Sources in a Conformed Model

CRM ANALYTICS

ERP ANALYTICS

ORACLE BI FOUNDATION

Sales Marke7ng

Service and Contact Center

Price

Loyalty

Financials Procurement and Spend

Supply Chain & Order Management

Projects Human Resources

Customer Data Management*

Product Informa7on

Management*

AND OTHER OPERATIONAL AND ANALYTIC SOURCES * New for Fusion Applications


Delivering Front Office Business Insights with BI

Alignment Across Functions Optimize customer relationships across all

business processes

•  Optimize staffing for call volumes •  Monitor CSR performance &

drivers

•  Improve customer service •  Drive efficiency, lower costs

•  Enhance partner channel visibility and coordination

•  Increase customer retention and promotion effectiveness.

Contact Center Analytics

Service Analytics

Partner Analytics

Loyalty Analytics

•  Improve pipeline visibility •  Quickly spot opportunities / threats

•  Discover high potential segments •  Maximize return on spend

•  Identify customer data gaps •  Optimize customer reach

•  Reduce revenue leakage from Opportunity to Quote to Order

Marketing Analytics

Sales Analytics

*Customer DM Analytics

Price Analytics

* New for Fusion Applications


Customers Suppliers Projects

Product Information Management

Financials

Supply Chain & Order Management

Procurement and Spend

Human Resources

Back Office Front Office

Service and Contact Center

Loyalty

Price

Customer Data Management

Marketing

Sales

Impact of product mix and discounts on revenue and margins

Correlation between training & compensation and worker productivity

Visibility into supply chain enabling delivery of the perfect order

Complete visibility across value chain to better manage supply and demand fluctuations

Alignment across the Enterprise Integrated Best Practice Analytics


Oracle BI Applications Prebuilt Solutions for EBS, PeopleSoft, Siebel, JD Edwards, SAP and more

•  Add insight to CRM and ERP applications

•  Easy to adapt and extend •  Tight integration with OLTP

systems •  Works with existing IT environment •  Fast time to value;

Low TCO •  Over 3,000 customers

10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted

How does the sales pipeline

health look like?

Do we see significant incompatibilities in

forecast and pipeline figures across quarters ?

Are we bringing in orders fast enough ? How does it

compare with the last qtr ?

How do the members of my sales team compare on sufficiency/quality of

pipeline ?

What are the top opportunities this quarter that need my attention?

Is the weekly pipeline buildup fast enough? How do we compare with the

last quarter ?

Example of Business Questions Supported by BI Apps Sales Analytics

How well is my sales team closing orders and

meeting their quota?

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Sales Analytics Components 1 Pre-built warehouse with 26 star-schemas for

analysis and reporting on Sales data

3 Pre-mapped metadata, defining real-time access to analytical and operational sources, embedded best practice metrics

2 Pre-built ETL to extract data from over 3,000 operational tables and load it into the DW, sourced from CRM, ERP and other sources

4 A “best practice” library of over 600 role-based dashboards, reports and alerts for Sales Executives, Managers, Reps and Analysts

•  Presentation layer •  Logical business

model

•  Physical sources


Build from Scratch with Traditional BI Tools

Oracle BI Applications

Prebuilt Business Adapters for Oracle EBS, PeopleSoft, JD Edwards. Siebel, SAP, others

Prebuilt DW design, adapts to your EDW

Role-based dashboards and thousands of pre-defined metrics

Easy to use, easy to adapt

Weeks or Months

Back-end ETL and Mapping

DW Design

Define Metrics & Dashboards

Back-end ETL and Mapping

DW Design

Define Metrics & Dashboards

Training / Roll-out

Training / Rollout

Quarters or Years Source: Patricia Seybold Research, Merrill Lynch, Oracle Analysis

Speeds Time To Value and Lowers TCO Oracle BI Applications

ü Faster deployment ü Lower TCO ü Assured business value



7.9.6.3 Release Overview


Oracle BI Applications 7.9.6.3 New Release Concurrent with 11.1.1.5

•  Full suite of pre-built CRM and ERP Analytics offerings –  Siebel, PeopleSoft, JD Edwards, E-Business Suite

•  Built for and certified with OBIEE 11.1.1.5 –  Adopts 11g presentation features

•  Presentation hierarchies, master-detail linking, cascading prompts –  Adopts 11g security model

•  Role-based, not group-based –  Unlock new capabilities for BI Apps customers

•  Geospatial, scorecard, mobile support, systems management

•  Additional important certifications, including: –  Informatica 9.01 HF2 –  Teradata 13.10

•  Additional bug fixes and ETL optimizations


All 7.9.6.3 Analytic Apps Work on BI Mobile

16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted

BI Apps v7.9.6 / 7.9.7 -- OLTP Coverage Matrix

Applications CRM Financials Human Resources

Supply Chain & Order Mgmt

Procurement & Spend Projects

EBS R12.1.3 NEW NEW NEW NEW NEW EBS R12.1.2 ü ü ü ü ü EBS R12.1.1 ü ü ü ü ü EBS R12 ü ü ü ü ü EBS 11.5.10 Service only ü ü ü ü ü PSFT 9.1 NEW NEW NEW NEW PSFT 9.0 ü ü ü ü PSFT 8.9 ü ü ü ü JDE E1 8.11SP1 ü JDE E1 8.12 ü ü JDE E1 9.0 ü ü JDE W A9.2 ü SAP R3 4.6c ü SAP ECC 6.0 ü Siebel 8.1.1 ü

Not Applicable Siebel 8.0 ü Siebel 7.8 ü

Matrix shows operational applications supported by Oracle BI Applications ETL. To see which specific operational application modules are supported, and by which specific BI Apps, see product documentation



Stepping Stone to Fusion for Current Oracle Applications Customers

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BI in Fusion Applications Solution Approach Comprehensive Coverage 1. Real-time, self-service reporting 2. Historical and complex analysis with a data warehouse 3. Domain-specific, specialized analytics

Key Features •  Consistent user experience

–  Identical tabular, graphical and visualization components used throughout •  Common semantic model

–  Unified definition of key entities—Customer, Invoice, Date, Account, etc.—and calculations •  Tight integration with Fusion Applications

–  Pervasive embedded analytics, role-based dashboards, and reports –  Architected for Fusion Apps: seamless integration with flex fields, trees, security, …

•  Lower cost of ownership –  Shared installation, improved functional setups, and integrated systems management


1.  Add insight layer over existing IT assets –  Use prebuilt BI Apps to implement

quickly and follow best practices –  Start with a single area or tackle

several in parallel –  Also build custom analytic apps as

necessary

Oracle BI Applications Implementation Strategy Insight for Today’s Applications and for Fusion


Oracle EBS Financials

Siebel CRM

PeopleSoft HR

Other Apps

2.  Benefit from enterprise-wide analysis as you broaden your implementation

Oracle Fusion Applications

3.  Incorporate Fusion Apps using same architecture and technology


Example: Siebel to Fusion Evolution Before Fusion

Apps Unlimited

• Faster time to value w/prebuilt adapters for CRM and ERP applications

•  Improve pipeline visibility and identify high potential segments

•  Maximize return on marketing spend

Common Enterprise Information Model Finance HCM SCM Procure Project CRM

OBIA

OBIA Data Warehouse

BI Foundation

Siebel CRM Legacy & 3rd Party

ETL Periodic Updates

Pre Packaged Reports &

Dashboards

Self-Service Query &

Reporting


Example: Siebel to Fusion Evolution Co-Existence

Apps Unlimited

• Faster time to value w/prebuilt adapters for CRM and ERP applications

•  Improve pipeline visibility and identify high potential segments

•  Maximize return on marketing spend


OBIA OTBI

OBIA Data Warehouse

BI Foundation

Siebel CRM Legacy & 3rd Party


Real-Time Queries

Fusion CRM

BI View Objects


Dashboards


Reporting

Fusion Embedded Analytics

Fusion Apps • Embed analytics

directly into key business processes

• Deliver real-time and analytical reporting in a single user interface

•  Integrated with Oracle’s next-generation Fusion CRM


Example: Siebel to Fusion Evolution With Fusion


OBIA OTBI

OBIA Data Warehouse

BI Foundation

Legacy & 3rd Party


Real-Time Queries

Fusion CRM

BI View Objects


Dashboards


Reporting

Fusion Embedded Analytics

Fusion Apps • Embed analytics

directly into key business processes

• Deliver real-time and analytical reporting in a single user interface

•  Integrated with Oracle’s next-generation Fusion CRM


BI Applications - Planned Additional Content 11g Unification Release (Next 12 Months) •  CRM

–  Price Analytics (EBS) –  Service Analytics (EBS R12)

•  FINANCIALS –  Commitment Control & Public Sector Financial/Budget

Analysis (EBS & PSFT) –  Fixed Assets (EBS)

•  HR –  Time & Labor (EBS & PSFT) –  Absence Management (EBS & PSFT) –  Transfers (EBS & PSFT) –  Global Payroll (PSFT)

•  PROCUREMENT & SPEND –  Sourcing Analytics –  Enhancements to Change Orders and Agreements –  New JDE Adapter

•  PROJECTS –  Resource Management (EBS & PSFT) –  Cross Charge (EBS & PSFT) –  Commitments (PSFT)

–  GL Reconciliation (EBS & PSFT) –  Forecasting Enhancements (PSFT)

•  MANUFACTURING –  Discrete Mfg Job Based and Lot Based (EBS)

•  SUPPLYCHAIN AND ORDER MANAGEMENT –  Costing –  Inventory Cycle Count –  Other Enhancements

•  INDUSTRY SPECIFIC PRODUCTS –  Integration with Agile PLM Analytics –  Integration with Retail Analytics –  Campus Solutions

Customer Success - Experian

© Experian Limited 2010. All rights reserved. Experian restricted 25

Oracle Open World-‐ October 2011 Rashmi Grover – GCS -‐ BI Lead Americas Usha Narasimhan – Business Analyst


Experian-Company Overview

§  Global credit information group providing analytical tools and marketing services to individuals and enterprises around the world.

§  Employs more than 15,000+ people

§  Operates in 40 countries and sells to clients in over 90 countries

§  2009-10 Revenues of ~US$3.9bn


Lines of Business

2002-2007 § Global organisation

taking shape § Growth through

acquisitions

Credit Services - enables organizations to manage the risks associated with lending money.

Marketing services – helps organizations to target and engage customers effectively, improving returns on marketing investment

Decision Analytics – helps organizations with large customer bases to manage and automate huge volumes of day-to-day decisions

Interactive - enables consumers to manage and protect their personal credit files, as well as to make more informed online purchasing decisions


Oracle footprint at Experian

§  Oracle Siebel CRM on Premise §  Oracle Siebel CRM on Demand §  Oracle Sales Analytics

§  Single global instance of Oracle EBS Applications v12.0.6 - HR, Financials, iRecruitment, iPayment, iProcurement

§  OBI EE 10.1.3.4.1/BI Apps 7.9.6 - Financial/HR analytics solution §  Hyperion/Essbase 11.1.1.2 - Budgeting and Forecasting

§  Essbase integrated with OBI EE - Sales Insight application §  DRM 11.1.1.2


Business Drivers

§  Sales force lacked a common tool to track opportunities/customer profiles/previous contact .

§  Managers lacked the ability to track customer relationships.

§  Lack of common tool to track customer touch points.

§  Executive management unable to get a clear view of market penetration, cross sell, vertical markets etc.

§  Problems with management of top accounts.

§  Better customer relationship tracking §  Common tool for sales reps to track

opportunities. §  Reporting from a common platform. §  Driving sales and revenue growth.

To drive following benefits


Why Oracle BI?

§  Since the decision was made to go with Siebel CRM, BI apps for sales was a natural choice.

§  It was also buy v/s build decision. §  Executives wanted a top level

view of pipeline, top accounts/opportunities and wins & losses.

§  Link back to CRM opportunity in integrated Analytics dashboard was a big factor.


Solution

§  Seamless integration §  Action links §  Reference back to the transactional

system §  Tab on CRM On Premise

application §  Implementation Challenges §  100% custom billing implementation §  Linking CRM data and Billing data §  Limiting the visibility on Sales

Dashboards based on CRM responsibility


Success at last…

§  5 dashboards with 7-11 pages per dashboard with visibility limited based on CRM responsibilities

§  Over 300 iBots scheduled for pipeline/revenue/activity reports

§  Usage tracking §  ~ 700 number of users out of

which 200 Answers power users.


Benefits

§  Improved time to market

§  Increased efficiency at different sale stages

§  Improved sales by tracking SLA and its correlation to revenue

§  Increased visibility to Sales Rep activities by regional managers and in turn reporting up to the channel & BU managers

§  SLA and turn-time tracking of sales support staff


140 - Applicants and Hires by Business Unit and Recruitment Source Recruiter Name is equal to "Beamish, Meredith A!

and!Applicant Name is not equal to / is not in "Unspecified!


Revenue impact of open deals on current fiscal year and current fiscal quarter

Report ran on 1st month of 1st fiscal quarter.


Daily Volumes, Cumulative Weekly Volumes, and Aggregated Monthly & Yearly Volumes

Above is an example of the daily volume report


Activities tracking in Current Month


Example of BI usage for Client retention.


Example of BI usage for Client retention.


Linking different data sources – Billing & CRM


Lessons Learned

  Choosing the right implementation partner is key to your success   Understand requirements by establishing close relationship with your

business users   Having a role that understands the BI tool as well as the data is key to a

successful adoption


Future Plans

  Upgrade to 11g.   Further enhance the integration of Billing and CRM data.   Plans for integrating customer loyalty with CRM.

Q&A


The preceding is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions.

The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Safe Harbor Statements

Technology

Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics