1. Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management

2. Speakers Vikram Yellampalli Prity Tewary
Principal – Enterprise Applications
Senior Consultant
Bangalore, India
Prity Tewary

3. Agenda Why PRM? Key components of smart PRM solution
Section Name
Agenda
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach

4. Wider geographic reach Increased Customer Satisfaction
Why PRM?
Cost Saving
Increased Sales
Wider geographic reach
Maximized Revenue
Increased Customer Satisfaction
Brand Promotion
Need for PRM tool
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
Most companies use both Direct and Indirect Sales Channels to sell their products and services. Some choose Indirect channels for better coverage in certain geographies, others focus more on using them for selling specific products and services. How and in what ratio the Indirect channel is used is different for different companies based on the organization’s strategy and the revenue that they reap with this approach.
Irrespective of the way it is used, it becomes essential for the company to continuously, engage, train, track and motivate the channel sales team to build a strong relationship with them for continuously meeting the underlying objectives. In this session, we will see how Oracle Fusion Partner Relationship Management on Cloud the latest market player, can help organizations in managing their indirect sales force.  

5. Agenda Why PRM? Key components of smart PRM solution
Section Name
Agenda
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach

6. Key components of a smart PRM solution
Onboard
Collaborate
Monitor
Engage
Support
A comprehensive, end to end, integrated solution that can help your channel partners to sell More and Faster
Recruit:

7. Agenda Why PRM? Key components of smart PRM solution
Section Name
Agenda
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach

8. Integrated PRM/CRM solution
Single System
Consistent Business Processes
Features, Functionality and Transactions sharing
CRM
PRM
1). Single system to manage customers and partners for internal stakeholders
2). Consistent business processes across channels
3). Sharing of transactions, features and functionality

9. Sales Cloud PRM - Partner Onboarding
Section Name
Sales Cloud PRM - Partner Onboarding
Intuitive Self Registration UI with a flexible approval process
Partner Portal access
Duplicate identification during approval process
Terms and Conditions acceptance requirement during registration
Partner
Onboarding
Channel Marketing
Partner Program
Management
Channel
Sales
Additional functionality of Partner Assessments using weightage based questions and answers
Partner Profile to give a 360 degree view of partners
Partner finder tool to find partners with specific search criteria
Recommended documents to share documents with partners and channel teams

10. Partner Registration Partner Registration Details
Review and Accept terms and conditions

11. Sales Cloud PRM - Program Management
Section Name
Sales Cloud PRM - Program Management
Enrollment into published programs
Auto-renewal of enrollment before expiry
Flexible approval process
Common contracts for all partners in a program
Partner
Onboarding
Channel Marketing
Partner Program
Management
Channel
Sales
Additional functionality of Partner Assessments using weightage based questions and answers
Partner Profile to give a 360 degree view of partners
Partner finder tool to find partners with specific search criteria
Recommended documents to share documents with partners and channel teams

12. Program Management Program Definition Defined Objectives Benefits:
Allows Channel Management to highlight their expectations from the partners in terms of Sales, certifications, support and Marketing contribution
Gives Partners a visibility into what is expected out of them along with benchmarks that will provide benefits and incentives
Common agreements across partners per partner program to avoid duplication of contract creation for each partner

13. Calculated score based on selected answers
Assessments
Calculated score based on selected answers
Assessments capture your organizations best practices in form of a script.
Assessments let you analyze the health of a business object, such as a Partner, lead or an opportunity, and suggest appropriate next steps based on its diagnosis.
Questionnaire Group -A question group is a logical grouping of questions within an assessment template, and it is used strictly as a category header for those questions.
Assessment can be associated with many Question Group.
E.g. Assessing a Partner
Question- Questions will be defined under question group along with responses and weightage which will be used to generate score.. Will be assigned a Weightage
E.g. Are you using any of our product( (10))
Response -Possible answers to a Question like Yes/No , is associated with a Score.
Response Score- It is the score assigned to a response.
E.g. Yes , No - 5
Response Rating- A response rating is the rating assigned to a possible response to a question in the template. A rating is a textual qualification like Excellent or Poor that provides a metric other than a numerical score for qualifying the outcome of an assessment. A response rating is directly related to a response score, and this relationship should ensure that a higher score will translate to a higher rating.
Yes (10) – Excellent
No (5) - Poor
Associated Task Templates-A task template is an instruction to generate a group of related activities. You can associate task templates with an assessment template in order to recommend tasks that should be performed after an assessment has been done for a business object

14. Sales Cloud PRM – Partner Transactions
Section Name
Sales Cloud PRM – Partner Transactions
Flexible Deal Registration with approval
Conversion of approved deals into opportunities
Forecasting of partner opportunities
Channel Territory Management
Additional functionality of Partner Assessments using weightage based questions and answers
Partner Profile to give a 360 degree view of partners
Partner finder tool to find partners with specific search criteria
Recommended documents to share documents with partners and channel teams

15. Sales Cloud PRM - MDF Budget allocation for partners
Section Name
Sales Cloud PRM - MDF
Budget allocation for partners
Marketing Development Fund request
Claim creation and approval
Channel Marketing
Additional functionality of Partner Assessments using weightage based questions and answers
Partner Profile to give a 360 degree view of partners
Partner finder tool to find partners with specific search criteria
Recommended documents to share documents with partners and channel teams

16. Marketing Development Fund
Fund Request for marketing activities
Associated Claims

17. Embedded Analytics to Assess and Monitor Partner Performance3
Channel Organization
Partner Organization
Track Goals and Objectives
Track Goals and Objectives
Provides capability for Channel Managers to monitor
1). Partner Performance
2). Program Effectiveness
3). Sales Pipeline
4). Sales Transactions
Partners can monitor
Sales Transactions
customers

18. Agenda Why PRM? Key components of smart PRM solution
Section Name
Agenda
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach

19. VALUE ADD BENEFITS Benefits and Value Add Minimized Channel Conflict
Increased Lead-To-Win ratio
VALUE ADD
BENEFITS
Partner Portal Access
Shortened Time to Value
Automation
Reduced Channel Costs

20. Channel Performance

21. What organizations would like to see… in the future releases
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

22. Agenda Why PRM? Key components of smart PRM solution
Section Name
Agenda
Why PRM?
Key components of smart PRM solution
Oracle Sales Cloud PRM
Benefits & Nice to have…
Recommended adoption approach

23. Case Study Challenges Client Profile Vision Current Architecture
A fortune 100 consumer electronics corporation
Substantial channel partners
Partners do Sales & Service
Current Architecture
Multiple applications on different platforms
Home grown PRM system
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.
Vision
Better partner program management
Improved channel communication
Single source of Information
Automation….leading to improved Channel Performance

24. Phased Adoption Approach
New features
Implement
Out of Box functionality
Strategize
Align with product roadmap

25. Strategize – Discovery Phase
Focus
Capture
Identify
Map
Collaborate
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

26. Implement – Out of Box functionality
Analytics
Partner Onboarding and Profiling
Partner Program Management
Channel Sales
Channel Marketing
Business Plans
Certification Management
Supported
Not supported

27. Upgrade – Adopt new features and enhancements
Simplified UI for Channel Managers
Channel Account Manager Dashboard
Simplified Partner Portal
Outlook
Ability to add partner resources to leads and opportunities from Outlook
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.

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29. Thank You