Atradius Collections: Oracle Sales Cloud Live in Record 11 weeks Sonja van Haasteren Global 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 Weeks

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 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 years

Challenges: no commercial tool 6 Silo Customer Data No 360 Degree View No Reporting Tool Sales Cycle Time Unstructured Forecast procedure

Needs and goals 7 Growth Customer satisfaction Effectiveness and efficiency Smart Solution Low TCO Flexible User acceptance Usability Reporting

Why Oracle Sales Cloud 8 Best business fit Future scalability Low TCO Easy maintenance and simple upgrades

Why Infosys 9 High Success Rate Service Maturity & Generous Pool of Customers References Vast Implementation experience Over 300+ Certified consultants Proven Rapid Start Methodology Standards, 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 Team 11 Oracle Sales Cloud Rapid Start Team. Consultant Pune, India Nikhil Kini Kiran Amara Mohit Gupta Principal Consultant Bangalore, India Senior Associate Consultant Bangalore, India Amit Yadav Senior Associate Consultant Pune, India Somdatta Roy Principal & Program Management BENELUX, Europe

Oracle Team 12 Oracle Sales Cloud Rapid Start Team. Solution Consultant Utrecht, The Netherlands Michiel Redert Jimmy Kleopa Janet Leigh Jones OCS Support Director UK, EMEA Product Development, Customer Success COE Cardiff, UK Peter Van de Veire Customer Project Adviser Benelux, Europe

13 Contents Atradius Collections– Our Story   How did we achieve it   Adoption Road Map Infosys Rapid Start Solution Solution Overview Critical Success Factors

14 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 2 (Roll Out ) : Rollout of Base Solution to other countries Phase 3 : Implementation of and Oracle Service Cloud and Contracts 15 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 Start Infosys Rapid Start offering enables Fast Track Implementations and Upgrades 16 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

17 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 Service Offerings

18 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

19 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

20 Contents Atradius Collections– Our Story   How did we achieve   Challenges, Learnings & Benefits  

Implementation Challenges & Learnings 21 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 22

23 Contents Atradius Collections– Our Story   How did we achieve   Challenges, Learnings & Benefits   Atradius Collections Next Steps  

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

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