Atradius Collections: Oracle Sales Cloud Live in Record 11 weeks

Sonja van HaasterenGlobal Customer Experience Manager AtRadius Collections

Jimut Kumar Basa, Account Manager, Infosys Limited

Oracle Sales Cloud - A Case Study

Implementation of Oracle Sales Cloud Solution at Atradius Collections

2

Go live in Weeks11

3

Contents

Atradius Collections– Our Story

How did we achieve it

Challenges, Learnings & Benefits

Atradius Collections Next Steps

4

Contents

Atradius Collections– Our Story

About Us

Challenges

Goals

Why Oracle Sales Cloud & Infosys

Journey so far

4

Atradius Collections

200+ countries 20+ Offices

14500+ customers

• Part of Atradius Group• Leading international trade invoice collections

company• Strengthening market share by excellent

Customer Service• Driving sales growth by implementing new

technology • Controlling costs by effective IT Solutions

5

85+ years

Challenges: no commercial tool6

Silo Customer Data

No 360 Degree View

No Reporting Tool

Sales Cycle Time

Unstructured

Forecast procedure

Needs and goals7

Growth

• Customer satisfaction• Effectiveness and efficiency

Smart

Solution

• Low TCO• Flexible

User acceptan

ce

• Usability• Reporting

Why Oracle Sales Cloud8

• Best business fit

• Future scalability

• Low TCO

• Easy maintenance and simple upgrades

Why Infosys9

High Success Rate

Service Maturity & Generous Pool of

Customers References

Vast Implementation

experience

Over 300+ Certified consultants

Proven Rapid Start

MethodologyStandards,

Templates, Best practices

End-to-end Cloud Service

Offerings

CX, HCM , Finance, Procurement

Global Delivery Model

Lower TCO, with option of 100%

offshore

Oracle Diamond Partner

Innovation Centre & co-development

Journey So Far 10

Live for more than

a year

R7 Upgrade in 5 Weeks

Rollout of a Solution to 12 countries and on going to the rest of the world

R8 Upgrade in 6 Weeks

Phase 2 Go Live in 12 weeks

Phase 1 (Pilot) Go Live on R5 in 11 weeks in 3 countries

June 2014

Nov 2013

Sep 2013

OCT 2014

Infosys Implementation Team11

Oracle Sales Cloud Rapid Start Team.

Consultant Pune, India

Nikhilprakash_kini01@Infosys.com

Nikhil Kini

Kiran Amara Mohit Gupta

Principal Consultant Bangalore, India

Kiran_amara@Infosys.com

Senior Associate Consultant Bangalore, India

Mohit_gupta24@Infosys.com

Amit Yadav

Senior Associate Consultant Pune, India

Amit_yadav14@Infosys.com

Somdatta Roy

Principal & Program Management BENELUX, Europe

somdatta_roy@infosys.com

Oracle Team12

Oracle Sales Cloud Rapid Start Team.

Solution ConsultantUtrecht, The Netherlandsmichiel.redert@oracle.com

Michiel Redert

Jimmy Kleopa Janet Leigh Jones

OCS Support Director UK, EMEA

Jimmy.kleopa@oracle.com

Product Development, Customer Success COE

Cardiff, UKJanet.jones@oracle.com

Peter Van de Veire

Customer Project Adviser Benelux, Europe

Peter.van.de.veire@oracle.com

13Contents

Atradius Collections– Our Story

How did we achieve it

Adoption Road Map

Infosys Rapid Start Solution

Solution Overview

Critical Success Factors

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Critical Success Factors team had to work towards…

On Time

Must Go Live in 11 weeks for the

Pilot Countries Netherlands,

Belgium and Luxemburg-

Implemented using Infosys

Rapid Start Methodology

Value to Business

• Design a Global Template for

rapid rollout to other

countries

• Low TCO

On Budget

Provide Best Fit within Budget

• Fixed Price Implementations

• Flexible Team in Global

delivery model

• Pure Vanilla Approach

Adoption Road Map for CX

Phase 1 (Base): Focus on implementation of vanilla functionality of Oracle Sales Cloud Base

Phase 1 (Base): Focus on implementation of vanilla functionality of Oracle Sales Cloud Base

Phase 2 (Roll Out ) : Rollout of Base Solution to other countries

Phase 2 (Roll Out ) : Rollout of Base Solution to other countries

Phase 3 : Implementation of and Oracle Service Cloud

and Contracts

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Phase 2 (Advanced ) : Implementation of Eloqua and Advanced Oracle Sales Cloud functionality

Phase 2 (Advanced ) : Implementation of Eloqua and Advanced Oracle Sales Cloud functionality

In Progress

Leads and Opportunities

Customer Master

Forecasting & Analytics Territory Management

• Rollout to 30 countries

Contracts

In Progress

Quota Management

Data Quality Management

Anytime, Any where access

Outlook Simplified UI

What is Infosys Rapid StartInfosys Rapid Start offering enables Fast Track Implementations and Upgrades

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Rapid Start Methodology

Fast track implementa

tion

Detailed design

templates

Expertise and best practices

Standard training

materials

Reusable solution scripts

Fixed scope and low cost

Value to business

On time

On budget

• Fixed time implementations

• Start to finish in 12 ~ 24 weeks

• Fixed price implementations

• Pure vanilla approach

• Lower TCO

• Faster ROI

• Rapid implementation

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Infosys’ Oracle Cloud Applications (SaaS) Center of Excellence

Infosys’ Oracle Cloud Applications(SaaS) COE has been leveraged for this Solution

The same can be leveraged for your journey to

Oracle Cloud Applications (SaaS)

Infosys: Oracle Cloud

Applications (SaaS)COE

Collaboration with Oracle on Oracle

Cloud Applications

Competency Building

Technology Expertise

Methodology, Accelerators,

& Tools

Solutions & Thought

Leadership

Ser

vice

Offe

rings

Ser

vice

Offe

rings

• Leveraging Infosys 4E Methodology

Product

Evaluation &

Readiness

Assessment

• Implementation and Consulting services with Infosys proprietary Rapid Start Methodology

Fast Track

Implementatio

n• Implementation and Consulting services with Infosys proprietary InTrak Methodology

Implementatio

n• Support clients with Infosys support teams

across the globe 24X7Suppor

t

• Rapid Upgrade services with Infosys proprietary Rapid Start Methodology

Upgrade

Services

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Project Phases & Time Lines

• Finalize Scope • Define Success

Criteria for the Pilot• SOW sign Off

Strategy & Planning

• Familiarization Workshops

• Configuration• Data Migration• Conference Room

Pilots

Modeling & Realization • System Verification

• Training• User Verification• Deployment

Verify & Deploy

Week 0 Week 1 to 6 Week 7 to 11

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Accelerated the Modeling and Realization phase

Core Team Formation

Oracle Sales Cloud instance availability

Liberal use of Standard & Pre-Built Artifacts

Standing weekly SR review call

20Contents

Atradius Collections– Our Story

How did we achieve

Challenges, Learnings & Benefits

Implementation Challenges & Learnings

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• Change management starts after 11 weeks

• Process standardization decisions

• Data Quality

Benefits

360 Degree View

Real Time Analytics

Increased Forecast accuracy

Reduced Sales Cycle Time

Increased Productivity

Higher Conversion Rates

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23Contents

Atradius Collections– Our Story

How did we achieve

Challenges, Learnings & Benefits

Atradius Collections Next Steps

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Next Steps @ Atradius Collections

• Continue to Rollout of Oracle Sales Cloud to other countries

• Continuous engagement with the Sales Organization for Continuous Process Improvements

• Phase 3: Implementation of Contracts module, Oracle Service Cloud -Right Now

• Uptake of new functionality through Oracle Mandatory Upgrades

Questions

25

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