Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management.
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Transcript of Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management.
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2
Speakers
Prity Tewary
Senior ConsultantBangalore, India
[email protected]+91 8197-154154
Vikram Yellampalli Principal – Enterprise [email protected]
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Section Name
Agenda3
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach
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4
Why PRM?
Cost Saving
Increased Sales
Wider geographic
reach
Maximized Revenue
Increased Customer
Satisfaction
Brand Promotion
Nee
d fo
r P
RM
too
l
Successful partner relationships by efficient Program Management
Improve Partner Efficiency
Maximize Mindshare within Partner community
Reduce cost through automation of manual tasks
Need for Channel Partners
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Section Name
Agenda5
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Recommended adoption approach
Benefits & Nice to have…
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Key components of a smart PRM solution6
Onboard
A comprehensive, end to end, integrated solution that can help your channel partners to sell More and Faster
Engage
Collaborate
Support
Monitor
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Section Name
Agenda7
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Recommended adoption approach
Benefits & Nice to have…
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Single System
Consistent Business Processes
Features, Functionality and Transactions sharing
8
CRM PRM
Integrated PRM/CRM solution
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Intuitive Self Registration UI with a flexible
approval process
Partner Portal access
Duplicate identification during approval
process
Terms and Conditions acceptance
requirement during registration
Section Name 9
Channel Sales
Partner Program Management
Partner Onboarding
Channel Marketing
Sales Cloud PRM - Partner Onboarding
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Partner Registration10
Partner Registration Details
Review and Accept terms and conditions
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Section Name 11
Channel Sales
Partner Program Management
Partner Onboarding
Channel Marketing
Enrollment into published programs
Auto-renewal of enrollment before expiry
Flexible approval process
Common contracts for all partners in a
program
Sales Cloud PRM - Program Management
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Section Name 14
Flexible Deal Registration with approval Conversion of approved deals into
opportunities
Forecasting of partner opportunities
Channel Territory Management
Sales Cloud PRM – Partner Transactions
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Section Name 15
Channel Marketing
Budget allocation for partners
Marketing Development Fund request
Claim creation and approval
Sales Cloud PRM - MDF
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Channel Organiz
ation
Partner Organiz
ation
3 Track Goals and Objectives
Embedded Analytics to Assess and Monitor Partner Performance
Track Goals and Objectives
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Section Name
Agenda18
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Recommended adoption approach
Benefits & Nice to have…
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Benefits and Value Add19
Minimized Channel Conflict Increased Lead-To-Win ratio
Partner Portal Access Shortened Time to Value
Automation Reduced Channel Costs
BE
NE
FIT
S VA
LUE
A
DD
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What organizations would like to see… in the future releases
21
Automatic recommendations
for program level promotion/demotion
Oracle Social Network collaboration
capabilities for partner users
Extended functionality to manage partner certifications and
training
Functionality for Business Plans
Simplified UI for partner users
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Section Name
Agenda22
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Recommended adoption approach
Benefits & Nice to have…
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Case Study
Client Profile• A fortune 100 consumer
electronics corporation • Substantial channel partners• Partners do Sales & Service
Current Architecture• Multiple applications on
different platforms• Home grown PRM system
Vision• Better partner program management• Improved channel communication• Single source of Information• Automation….leading to improved Channel Performance
Challenges• Increasing conflict of ownership amongst direct and
indirect channel leading to missed opportunities• Unsuccessful partner relationships and insufficient partner
mindshare • Manual administrative processes like contract
management and claim management leading to increased channel costs.
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Phased Adoption Approach24
Strategize
Implement
Adopt
Align with product roadmap
Out of Box functionality
New features
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Focus
Capture
Identify
MapCollaborate
Recommend
• Capture Detailed Requirements along with identifying the high level gaps
• Identify process and policy changes focusing objectively
on business value and total cost of ownership
• Map the product business processes to align around the Business Requirements of the organization
• Collaborate with Oracle on high level gaps and discuss roadmap for the same
• Provide recommendations for best practices for implementation
Strategize – Discovery Phase
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Implement – Out of Box functionality
26
Analytics
Partner Onboarding and Profiling
Partner Program
Management
Channel Sales
Channel Marketing
Business Plans
Certification Management
Supported
Not supported
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Upgrade – Adopt new features and enhancements
Simplified UI for Channel Managers
Channel Account Manager
Dashboard
Simplified Partner Portal
Outlook
27
Simplified pages available for channel managers
Dashboard to display key Sales and Partner activities along with detailed reports
Ability to accept/reject leads, register opportunities etc.
Ability to add partner resources to leads and opportunities from Outlook
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28
Questions
Visit Infosys at booth # 1411, Moscone South
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