1 APPLICATIONS SALES CONSULTING ENGAGEMENT MODEL October, 2004.

1

APPLICATIONS SALES CONSULTINGENGAGEMENT MODEL

October, 2004

2

Roles and Responsibilities

Role Description

Sales Director

Sales Rep Responsible for a set of Apps accounts

Solution Manager Responsible for lead qualification, overall solution and engaging with regional Product Sales Consulting Director.

Responsible for all SC in APAC for that product and for product Operations.

Manager <Product Area> Applications, Location Sales Consulting

Responsible for all Sales Consultants in a specific location (Ex: Shanghai, etc)

Responsible for all Sales Consultants in the region for that product area

Sales Consulting Lead Responsible from a pre-sales perspective for leading the SC engagement on a specific opportunity.

Sales Consultant Individual product sales consultant

Responsible for operational issues within specific region for Product Operations• Management reports/pipeline reports• TTS, SSHR etc.• Cross pillar/region/solution resource management• Resource pool competency skills

Sales Consultant Product Operations Manager

Responsible for all Apps opportunities within the region.

Snr Director <Product Area> Applications, APAC Sales Consulting

Director <Product Area> Applications, <REGION>Sales Consulting

3

APAC Applications Sales Consulting Resourcing POC

Region Location ERM SCM CRM

Great CN Primary Secondary Third Primary Secondary Third

Taiwan Debbie Wong Sally Li Moon Won Alex.Tseng Keith.Ip Jasbir Singh

HK & Goungzhou Sally Li Moon Won Adrian Johnston Keith.Ip Alex.Tseng Jasbir Singh

Shanghai & Cengdu Yi (Alex) He Sally Li Moon Won Daisy Ng Keith.Ip Jasbir Singh

Beijing Liqiang Gao Sally Li Moon Won Jon.Li Keith.Ip Jasbir Singh

ASEAN Malaysia Nicole Wong Peng Wah Lee Hooi Chuan Tan Saj Kumar Jasbir Singh Adrian Johnston

Singapore Peng Wah Lee Hooi Chuan Tan Moon Won Vinod Devathas Saj Kumar Jasbir Singh

Indonesia Peng Wah Lee Hooi Chuan Tan Moon Won Christo Sardjono Saj Kumar Jasbir Singh

Thailand Sudhisak Hooi Chuan Tan Moon Won Christo Sardjono Saj Kumar Jasbir Singh

Phillipines Sudhisak Hooi Chuan Tan Moon Won Nesty Bilar Saj Kumar Jasbir Singh

Others Peng Wah Lee Hooi Chuan Tan Moon Won Christo Sardjono Saj Kumar Jasbir Singh

ANZ New Zealand David Rainbow Paul Kind Moon Won Domenic Cirnigliaro Jasbir Singh Adrian Johnston

Sydney Paul Kind Moon Won Adrian Johnston Domenic Cirnigliaro Jasbir Singh Adrian Johnston

Melbourne Gavin Long Paul Kind Moon Won Domenic Cirnigliaro Jasbir Singh Adrian Johnston

Perth Christopher Downie Paul Kind Moon Won Domenic Cirnigliaro Jasbir Singh Adrian Johnston

Others Andrea Thoresen Paul Kind Moon Won Domenic Cirnigliaro Jasbir Singh Adrian Johnston

INDIA Delhi Deepa Chadha Aditya Bhattacharyya Moon Won Sandeep Bangia Jasbir Singh Jasbir Singh

Mumbai Shrikant Wakankar Aditya Bhattacharyya Moon Won Vinay Hampiholi Sandeep Bangia Jasbir Singh

Chennai Aditya Bhattacharyya Moon Won Adrian Johnston Sandeep Bangia Jasbir Singh Jasbir Singh

Others Aditya Bhattacharyya Moon Won Adrian Johnston Vinay Hampiholi Sandeep Bangia Jasbir Singh

Korea Korea Chul Kim Moon Won Adrian Johnston Youngil.Na Jasbir Singh Adrian Johnston

4


Region Location CRM ATECHGreat CN Primary Secondary Third Primary Secondary Third

Taiw an Hung Yi-Chen Bing Huang Ian Morris Raymund Wu Sean Chen Adrian JohnstonHK & Goungzhou Hung Yi-Chen Bing Huang Ian Morris Sean Chen Adrian JohnstonShanghai & Cengdu Bing Huang Ian Morris Adrian Johnston Sean Chen Adrian JohnstonBeijing Bing Huang Ian Morris Adrian Johnston Sean Chen Adrian Johnston

ASEAN Malaysia Samik Roy Ian Morris Adrian Johnston Subra Parthasarathy Adrian JohnstonSingapore Samik Roy Ian Morris Adrian Johnston Claire Flores Subra Parthasarathy Adrian JohnstonIndonesia Samik Roy Ian Morris Adrian Johnston Subra Parthasarathy Adrian JohnstonThailand Samik Roy Ian Morris Adrian Johnston Teerarat Samthong Subra Parthasarathy Adrian JohnstonPhillipines Samik Roy Ian Morris Adrian Johnston Subra Parthasarathy Adrian JohnstonOthers Samik Roy Ian Morris Adrian Johnston Subra Parthasarathy Adrian Johnston

ANZ New Zealand David Barkess Ian Morris Adrian Johnston Peter Goesch Adrian JohnstonSydney David Barkess Ian Morris Adrian Johnston Peter Goesch Adrian JohnstonMelbourne David Barkess Ian Morris Adrian Johnston Peter Goesch Adrian JohnstonPerth David Barkess Ian Morris Adrian Johnston Peter Goesch Adrian JohnstonOthers David Barkess Ian Morris Adrian Johnston Peter Goesch Adrian Johnston

INDIA Delhi Nilanjan Chowdury Ian Morris Adrian Johnston Anurag Dubey Adrian JohnstonMumbai Nilanjan Chowdury Ian Morris Adrian Johnston N Savitha Anurag Dubey Adrian JohnstonChennai Nilanjan Chowdury Ian Morris Adrian Johnston Anurag Dubey Adrian JohnstonOthers Nilanjan Chowdury Ian Morris Adrian Johnston Anurag Dubey Adrian Johnston

Korea Korea Andrew Lee Ian Morris Adrian Johnston Kyung Hee Lee Adrian Johnston

5


Region Location Operations Managers ACEGreat CN Primary Secondary Third Primary Secondary Third

Taiw an Paul McCartan Rajendhiran Sanggaran Adrian JohnstonHK & Goungzhou Paul McCartan Rajendhiran Sanggaran Adrian JohnstonShanghai & Cengdu Paul McCartan Rajendhiran Sanggaran Adrian JohnstonBeijing Paul McCartan Rajendhiran Sanggaran Adrian Johnston

ASEAN Malaysia Paul McCartan Rajendhiran Sanggaran Adrian JohnstonSingapore Paul McCartan Rajendhiran Sanggaran Adrian JohnstonIndonesia Paul McCartan Rajendhiran Sanggaran Adrian JohnstonThailand Paul McCartan Rajendhiran Sanggaran Adrian JohnstonPhillipines Paul McCartan Rajendhiran Sanggaran Adrian JohnstonOthers Paul McCartan Rajendhiran Sanggaran Adrian Johnston

ANZ New Zealand Paul McCartan Rajendhiran Sanggaran Adrian JohnstonSydney Paul McCartan Rajendhiran Sanggaran Adrian JohnstonMelbourne Paul McCartan Rajendhiran Sanggaran Adrian JohnstonPerth Paul McCartan Rajendhiran Sanggaran Adrian JohnstonOthers Paul McCartan Rajendhiran Sanggaran Adrian Johnston

INDIA Delhi Paul McCartan Rajendhiran Sanggaran Adrian JohnstonMumbai Paul McCartan Rajendhiran Sanggaran Adrian JohnstonChennai Paul McCartan Rajendhiran Sanggaran Adrian JohnstonOthers Paul McCartan Rajendhiran Sanggaran Adrian Johnston

Korea Korea Timothy Shin Rajendhiran Sanggaran Adrian Johnston

6

APAC Applications Sales Consulting Engagement Flow

External ResourcesApps Sales Consulting

Opportunity defined

Ind Sol Mgr Exists?

Evaluate Opportunity

Qualify Opportunity

Produce Solution Footprint

Contact SC Organization

Assign Lead SC Form Team

Contact any SC Product Leader

Assign Lead SC

Form Team

CRM ERM SCM ATechCross Pillar

ACE or Regional

Ind Sol Mgr Ind Sol Mgr Ind Sol Mgr Ind Sol Mgr

Acct Mgr

SC Contact*

SC Contact* Ind Sol Mgr

Acct MgrAcct MgrAcct Mgr

SC Contact* Lead SC

SC Ops Mgr

Customer/Propsal/Workshop/Demo/POC

Sales Rep identify Prod area ?

Yes

No

Yes

No

Identify SC Contact*

Acct Mgr

QualifiedOpportunity

Yes

No

Escalate to Regional Dir

If conflict

SC Contact*

Yes

SC Contact*

Acct Mgr


No


If conflict

Yes

Lead SC takes overall ownership

of solution proposal

Solution Manager takes overall ownership of

solution proposal

Lead SC

Acct Mgr


SC Contact*


If conflict

7

Key FAQ*As a Sales Rep how do I ensure the right resource are assigned to my opportunity?Once a deal is qualified (10%) and classified into CRM, ERM and SCM the Sales Consulting Director or the Sales Consulting Operations Manager for that product area within your region should be contacted to ensure SC Lead assignment. The assigned Solution Manager/Lead SC is expected to manage all SC resources and effort required to mange the deal to closure. The Sales Director, Sales Consulting Director and Solution Manager/SC Lead will review these opportunities on a regular basis in the OMP.

What happens if my opportunity has both a Tech and Apps component?The Sales Consulting Product Operations Manager within the region will coordinate assignment of additional resources from other regions, and from other business units. Therefore if a technology SC is required because the opportunity is for both Apps and Tech the Sales Consulting Product Operations Manager will handle this assignment.

What happens if my opportunity was a Financials one and later we found out we need Procurement skills?The Lead SC of the opportunity in this case will be from ERM (Financials is part of ERM product Group). He or she will work with the Sales Consulting Operations Manager (if one exists) else the Director of SCM Applications Sales Consulting for that region to source the required Procurement specialist

What if there are no skilled resources within the region?The Sales Consulting Product Director is responsible to coordinate the inter-regional resource. Skills shortage will be reviewed during the OMP. The Sales Consulting Director will escalate any skills shortage or conflict to the APAC Sales Consulting Senior Director. Senior Management in the APAC Apps OMP will then review this. As a rule deal value and win probability will be used as tools for conflict resolution.

What happens if additional SC’s are required for an opportunity? If additional resources are required for an opportunity outside of that product area then a request will go to the Sales Consulting Director from the other product area(s) either from the solution manager or the Lead SC. The Sales Consulting Product Operations Manager only has an action when there is a need for resources from cross pillar and/or technology pillar

•- Complete list of all FAQs can be found in the APAC_Apps_SC_Engagement_FAQ.doc

8

Key FAQ*What if you want an SC to do deal qualification, lead generation or demand generation activities?

These activities must have a well-defined plan, with clear matrix for success and have a relevant OSO or OMO codes. A request for SC resources should go to the Sales Consulting Director for approval. The SC should not be involved in adhoc support for partners on opportunities, which are not managed by Oracle Sales.

What if I require an informal meeting with a Sales Consulting?

As a general guide anything less than a ½day the individual Sales Consultant manages their effort. This should not include customer-facing engagements.

Who supports the applications sales within the Industry Pillar?

Sales Consulting do in the same way as they support applications deals for the Applications Pillar. Any applications revenue sold by the Industry Pillar will be counted in Applications Pillar number, therefore reflected in the SC bonus scheme.

In the event of resource contention, what is the process/escalation?

The direct reports to the Regional Product Sales Consulting Director will load balance with resources within their region. If there is still insufficient appropriately skilled resource available they will escalate up to the APAC Snr Director to consider resources from other regions or ACE Team. The Sales Director for the region can be used, as a point of escalation and this is review in the weekly OMP reviews.

At what point does a deal start in OSO/guidelines, e.g. early qualifications?

All deals MUST be in OSO, no OSO ID then no SC resources will be assigned and therefore no OSO effort. An opportunity is a qualified opportunity at 10%, typically the Apps Solution managers will do the deal qualification and classification. If very early then % will reflect this, e.g. 0-10%.


9

Key FAQ*Is the engagement process different for key or large opportunity deals?

Yes, for all opportunities, which have been identified as large and strategic deals (Sr Mgmt Discretion), the engagement process will be different. The Regional Sales Consulting Director or APAC Sales Consulting Senior Director or VP will act as the key contact point and if required the ACE Sr Director will be engaged to assign an ACE Team member that will be assigned as the Lead SC for the said opportunity. This is particularly critical for large accounts, which have a continuing on-going resource requirement.

What do I as a sales rep need to do if a key Sales Consultants is suddenly removed from my opportunity to another one or another region’s opportunity?

You will escalate that resource shortage to the regional Sales Consulting Director for that specific product area (Ex: HRMS SC reports into Regional ERM Director). The regional SC Director will then source for a replacement within the region, failing which he will source that from other regions or the ACE Team.

What if I am still not satisfied with a replacement, as it will affect the built-up relationship with the customer?

Then the escalation will be processed to the Sr Management Level OMP review where decision will be made for that key resource, based on opportunity value, strategic reason or other reasons.


1 APPLICATIONS SALES CONSULTING ENGAGEMENT MODEL October, 2004.

Documents

Transcript of 1 APPLICATIONS SALES CONSULTING ENGAGEMENT MODEL October, 2004.