Agile Partner Relationship Management · 2017-12-14 · MDF or Co-op programs on Spreadsheets and...

Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

Agile Partner Relationship ManagementInnovating, Anticipating and Adapting to a Dynamic Channel Ecosystem

Badsah MukherjiSenior Principal Product ManagerOracle CX Cloud Partner Relationship Management

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Safe Harbor Statement

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.

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Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 3

Agenda

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2 Best Practices of Leaders

3 The Solution: Agile PRM

4 Oracle’s Agile PRM Solution

5 Customer Story: Lattice Semiconductor

1 Challenges, Disruptors, Trends

6 Q&A


1. Challenges, Disruptors, Trends

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Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |

“Channel professionals have indicated that their No. 1 technology priority is the flexibility to adapt as their channel ecosystem grows in diversity and complexity.”

- Forrester Research, August 2016

“Globally, organizations have massively expanded the size of their indirect channels… But this expansion demands a robust system framework to be in place to sustain and grow the business.”

– Gartner Group, February 2017

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The Challenge for Channel Managers: The Four P’s of Partner Management!

• People: Inadequate partner engagement

• Process: Inefficiencies & poor tools

• Programs: Inability to anticipate and adapt to change

• Performance: Insight is limited, ROI is difficult to measure

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• People: Inadequate vendor support

• Process: Inefficiencies, poor tools, channel conflict

• Programs: Inflexibility, low reward, no recognition

• Performance: Limited insight, no dashboards

The Challenge for Partners:Other Side of the Coin!

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Key Disruptors that are Transforming Business

Digital TransformationShift in Buying Decisions

from IT to LOBGlobal Economic &

Political Change

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Trends

75% of Partner Contacts do not

engage with vendors they are

supposedly vested in

80% of Channel Organizations predict making operational changes by end of 2018

75% of Vendors have internal dashboards but only 29% provide dashboards to partners

46-52% of Vendors run their MDF or Co-op programs on Spreadsheets and Word documents

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Safe Harbor Statement

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.

2. Best Practices of Leaders

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Leaders Optimize the Four P’s to Align Practices with Partner Needs

• People support, enable, communicate

• Processes are simplified & automated through PRM systems

• Programs based on partner segments, channel models, data science

• Performance includes satisfaction, consolidated data, partner dashboards

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Leaders Outperform All Others:

• Increase lead acceptance rate at 73% greater rate year-over-year

• Shorten sales cycles at 5.5 times the rate year-over-year that all others lengthen theirs

• Improve overall company revenue growth at 48% greater rate annually

• Improve data quality & accuracy at a 103% greater rate year-over-year

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3. The Solution: Agile PRM

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“By 2018, 20% of B2B organizations will have changed their indirect channel support approach by focusing on commercially available PRM applications.”

– Gartner Group, February 2017

“For the vast majority of mid-size and large suppliers looking to grow sales through indirect channel partners, a PRM platform is necessary to remain competitive.”

- SiriusDecisions, December 2016

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What is Agile PRM?

• Innovate: Recruit, Engage, Deliver

• Anticipate: Process, Synthesize, React

• Adapt: Interact, Learn, Improve

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4. Oracle’s Agile PRM Solution: Part of Smarter CX

Innovate Anticipate Adapt

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“Oracle Sales Cloud PRM provides the most robust, integrated functionality from a single vendor.”

- SiriusDecisions, December 2016

“Oracle Sales Cloud PRM is a very comprehensive product offering in this market.”

- Gartner Group, February 2017

“Oracle extends the value of its Sales Cloud with partner relationship management (PRM), sales performance management (SPM), customer data management (CDM), and configure-price-quote (CPQ), all on a single platform.

Looking to the future, Oracle is focusing on innovation, especially in areas like mobility and AI.”

- Forrester Research, June 2017

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Partner Relationship Management Solution Overview

PARTNER SUPPORT APPLICATIONS

Channel Manager

Partner Sales Representative

SALES SERVICEMARKETING INCENTIVES

Channel Service

Requests

Knowledge Management

Configure, Price, Quote, and Contract

Deals & Opportunities

Performance Tracking

Deliver & Serve

Marketing Development

Funds

Channel Planning

Channel Marketing

Engage

Channel Programs & Recruitment

Partner Coverage & Assignment

Partner On-boarding &

Training

Recruit

CPQ SCMLEARNING INSIGHT DATA AI IoT

SECURE

COMPLETE

AGILE PRM18


Oracle PRM Solution Entry ExamplesDeploy all or as individual strategic components

Full Cloud/ Hybrid Cloud or

On-premise Deployment

Adaptive Partner Performance Management

Targeted Channel Partner Marketing

Empowered Indirect Sales Execution

Intelligent Partner Lifecycle & Program Management

Tailored Partner Training & Certification

Smarter Channel Service Execution

Enriched Channel Data Management


Oracle Cloud Options

Exact same Oracle Cloud technology stack deployed on customer premises

CUSTOMERDATA CENTER

FIREWALL

ORACLE CLOUD MACHINE

CompleteDeployment Choice

PUBLIC CLOUD

IaaSDatabase

JavaIntegration

ExadataBig Data

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Sampling of PRM Customers

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Customer Story: Lattice Semiconductor

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Santosh “Raja" Malladi, Enterprise Systems Manager

Partner Relationship Management

[24]Lattice Semiconductor Confidential

Lattice Story

▪About Lattice▪Background▪Why PRM?

• Goals• Customer 360

▪Go Live & Post Go Live • Successes• Challenges

Lattice Semiconductor Confidential [25]

Lattice SemiconductorCompany at a glance

HQ: Headquarters

DC:Development Ctr.

OC:Operations Ctr.

GLOBAL PRESENCE

Enabling processing and connectivity applications where time-to-market, low power, and small size are critical.

CONSUMER INDUSTRIAL &

AUTOMOTIVE

COMMUNICATIONS

& COMPUTING

PROGRAMMABLE

LOGIC

VIDEO

CONNECTIVITYmmWave

MARKETS & PRODUCTS STRONG FINANCIALS

$427M

2016 RevenueConsistent revenue

growth

2 BILLION +

Devices sold by Lattice in the last 10

years

NASDAQ: LSCCIPO 1989

Founded1983

2015Acquired Silicon Image

for ~$600M

HISTORY OF INNOVATION

1992ispCPLD

2003HDMI

2004SiBEAM 2006

LatticeECP2M

2011Acquired SiliconBlue

for ~$62M

iCE65

2016Canyon Bridge

Capital Partners, Inc. Agrees to Acquire Lattice for $1.3B


BackgroundConsolidating systems and data for efficiency

Lattice & Silicon Image Integration

Disparate Systems and Processes

OSC & CPQ

Combine multiple CRM tools to OSC & CPQ

Heavily Customized, Data migration


Why PRM?Goals

Best Business Practices

Clean Opportunity Funnel

Customer 360 & Partner 360

Single Partner point of entry for Oracle Suite of

Applications


Why PRM?Customer 360

Customer

Opportunities

Activities Quotes

Leads Billings

POS Backlog


Go Live

635Total number

of users

360Partner Users

275Sales

360 Partners Users275 Sales Users

360 Partner Users21 Partner Organizations

170 Channel Sales Managers105 Direct Sales

……..…………..…….

……..…………..…….

……..…………..…….

Process Improvements

▪ Deal Registration renamed as Opportunity Request process ▪ Improved RFQ Process


Post Go Live

Business Challenges

▪ Extensive training required▪ Steep learning curve

16,000 REQUESTS11,000 Approved | 5000 Denied


Q&A

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Agile Partner Relationship Management · 2017-12-14 · MDF or Co-op programs on Spreadsheets and...

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