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

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Presentation on theme: "Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management."— Presentation transcript:

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

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

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

4 #InfosysAtOOW 4 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

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

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

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

8 #InfosysAtOOW Single System Consistent Business Processes Features, Functionality and Transactions sharing 8 Integrated PRM/CRM solution

9 #InfosysAtOOW  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

10 #InfosysAtOOW Partner Registration 10 Partner Registration Details Review and Accept terms and conditions

11 #InfosysAtOOW 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

12 #InfosysAtOOW Program Management 12 Program Definition Defined Objectives

13 #InfosysAtOOW Assessments 13 Calculated score based on selected answers

14 #InfosysAtOOW 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

15 #InfosysAtOOW Section Name 15 Channel Marketing  Budget allocation for partners  Marketing Development Fund request  Claim creation and approval Sales Cloud PRM - MDF

16 #InfosysAtOOW Marketing Development Fund 16 Fund Request for marketing activities Associated Claims

17 #InfosysAtOOW 17 Channel Organization Partner Organization 3 Embedded Analytics to Assess and Monitor Partner Performance Track Goals and Objectives

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

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

20 #InfosysAtOOW 20 Channel Performance

21 #InfosysAtOOW 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

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

23 #InfosysAtOOW 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. 23

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

25 #InfosysAtOOW 25 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

26 #InfosysAtOOW 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

27 #InfosysAtOOW Upgrade – Adopt new features and enhancements 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

28 #InfosysAtOOW 28 Questions Visit Infosys at booth # 1411, Moscone South Share your feedback on this session via Twitter #InfosysAtOOW

29 © 2013 Infosys Limited, Bangalore, India. All Rights Reserved. Infosys believes the information in this document is accurate as of its publication date; such information is subject to change without notice. Infosys acknowledges the proprietary rights of other companies to the trademarks, product names and such other intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of Infosys Limited and/ or any named intellectual property rights holders under this document. Thank You


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