Copyright © 2014 HCL Technologies Limited | Adam Rosenfield – North American Oracle CRM Practice Director Oracle Sales Cloud In A Box “An Enhanced and Focused CRM Offering”

Copyright © 2014 HCL Technologies Limited | 2 AGENDA HCL – Who Are We? Digitalization & Cloud Enablement Oracle Sales Cloud In A Box Implementation Options Assets & Accelerators Typical Timeline / Resourcing / Scope

Copyright © 2014 HCL Technologies Limited | 3 HCL OVERVIEW

Copyright © 2014 HCL Technologies Limited | 4 HCL’S GLOBAL ORACLE PRACTICE Leading Global Oracle Partner Global Oracle Customer Footprint  Hundreds of customers worldwide across industries  Successful delivery of large-scale implementations  Award winning end-to-end applications and solutions Early Mover in Oracle Technologies  Selected for Fusion Early Adopter program  First Fusion HCM SaaS Go Live  One of the first large Exa deals in the UK Expanded Services and Solutions  Integration of business strategy, solution implementation and support  Continuous investment in Oracle-based solution development, delivery resources, and technical competency Recognized Oracle Technical Expertise  28 Specializations  7 Advanced Specializations EAS Consultants8,000 Oracle Consultants3,500 Active Engagements150 Countries31 Offices60 Global Delivery Centers15 Global Platinum Partner | Joint Development Partner | BPO Partner | Beta Partner | Go-to-market Partner

Copyright © 2014 HCL Technologies Limited | 5 HCL’S VIEW OF DIGITALIZATION

Copyright © 2014 HCL Technologies Limited | 6 HCL’S Cloud Enablement / CRM Diagnostic Inputs Over 150 Industry Best practices Over 50 Customers Software delivered Best practices Over 80 years experience Assess SFA Marketing Service Account/Contact Mgmt Campaign Mgmt E-Service Forecast Oppty Quote Order Chanel Mgmt Segment Loyalty Warranty Checks Entitlement Checks Install Base Mgmt SLA Mgmt Service Oppty Mgmt Service Marketing Warranty Workflow Entitlement Workflow Sell Via Service Workflow Service Campaigns Business BenefitsROI Analysis KPI’s Outputs  Strategy & Vision  Mandate for Change  Spontaneous Improvements  Business Reference Guide o Process Flows o Key Principles o Best Practices by area o Key KPI’s  Roadmap Offer additional Recommended practices from HCL Segmented Offer Management Diagnosis Before Dispatch Entitle First Service Second All Customer Interactions Tracked Remote Service Monitoring Service Assets Dispatched Together Service Chain Analytics Deliver the latest Best Practices inherent in delivered CRM Software solutions Service Marketing & Campaigns Service Agreement Management Installed Base & Object Management Service Request Processing Service Order Management Warranty Management Logistics Integration Service Parts Management Financial Integration & Billing Warranty Claim Processing Service Opportunity Management Service Contract Management Installation & Configuration In-House Repair Processing Resource Planning Service Confirmation Management Service Level Management Service Plan Management Multichannel Integration Warranty Entitlement Dispatch Service Metrics Asset Mgmt Workflow SLA Workflow

Copyright © 2014 HCL Technologies Limited | 7 BUSINESS OBJECTIVES Reduced IT costs and higher ROI  Leverage existing mobile, desktop platforms – faster end user adoption  Minimal configuration – re-usable pre- configured customizable components  Faster deployment options – with minimal disruption to business continuity Accelerate Sales process  Complete Sales activities quickly – focus on other important tasks  Sales Predictor and Sales Campaigns – quick wins  Better sales plans – territory, Quota and IC management Information on the go  Harmonized Customer center – across multiple channels  Leverage Social and Activity streams – existing network and collaborate  Business Intelligence – opportunities, competition, sales leads ORACLE Sales Box In A Cloud

Copyright © 2014 HCL Technologies Limited | 8 ORACLE SALES CLOUD IN A BOX Sales PerformanceSales ProjectingSales ProductivitySales Extensibility Territory Management Campaign Management Opportunity management Channel management Quota ManagementLead managementCustomer Center Customer Data Management Incentive Compensation Sales PredictorDesktop IntegrationContracts ForecastingSales CampaignsMobile SalesActivity Streams Sales Processes Sales Tool kits  Mix and match the tool kits best suited to your organizations requirements  Each Sales Process has a set of sub- processes based on Oracle’s Sales Cloud solution Based on industry best practice and our experience we recommend starting with the Sales Productivity toolkit What is HCL’s Oracle Sales Cloud in a Box offering? Oracle Sales Cloud in a Box is a toolkit of pre-configured, quick to deploy Sales Modules based on Oracle CX Cloud and using HCL’s RAD framework and proven assets and accelerators Toolkits are aggregation of functional sales modules based on organizations sales objectives Definition of the toolkits?

Copyright © 2014 HCL Technologies Limited | 9 IMPLEMENTATION OPTION #1 Oracle Sales Cloud On Premise CRM Other Cloud Based CRM Oracle On Demand CRM Includes migration of any CRM to Oracle Sales Cloud Cloud Oracle Sales Cloud in a Box Cloud

Copyright © 2014 HCL Technologies Limited | 10 IMPLEMENTATION OPTION #2 Oracle Sales Cloud Cloud Oracle Sales Cloud in a Box No structured CRM Implementation consists of Fixed Scope & Fixed Cost to accelerate the Sales Cloud implementation to deliver quicker results/ROI to customers

Copyright © 2014 HCL Technologies Limited | 11 TYPICAL SCOPE  Scope includes designing, configuring, testing and deploying above modules  Data migration activities are limited to making data available from the source systems to the cloud  Setup of seed data – employees / users, products / pricelists, organization, territories, list of values  Fixed set of deliverables – project plan, functional & technical design, testing and deployment plan Application ProcessSub ProcessSales Cloud Customer ManagementCustomer Creation/Updates Activity Management, Customer Profiling Customer Center ( 360 Degree ), Customer Management Marketing Management ( Leads Management, Campaign Management) Campaign Planning, Designing & Execution Lead Management, Response Management, Segmentation) Campaign Management (Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads) Sales ManagementOpportunity Creation / fulfillment, Territory Management, Sales Activity Management, Incentive Compensation Manage Sales Planning and Forecasting Manage Sales Incentive Programs ( Manage Sales Quotas) Manage Sales Territories Manage Sales Accounts Pursue Leads and Opportunities ( Manage Opportunities) Manage Sales Activities MobilityData on /MobileCRM Outlook Integration Fusion Mobile

Copyright © 2014 HCL Technologies Limited | 12 Wk 1Wk 2Wk 3Wk 4Wk 5Wk 6Wk 7Wk 8Wk 9Wk 10Wk 11Wk 12 Iteration Cycles Iteration Cycles Project Management and Oversight Discovery & Design Testing Deploy Configuration & Migration Build and Run approach Prototype Refine Milestone 1 – Deliverables  Project Scope & Requirements  Project Plan  Fit-Gap analysis Milestone 2 – Deliverables  Design  Prototype  Migration Plan  Test Plan Milestone 3 – Deliverables  Test Results  Deployment Plan  Deployment checklist M1M2M3 Milestone 4 – Deliverables  Deployed Sales Cloud  Future roadmap M4 Conference room pilots TYPICAL TIMELINE

Copyright © 2014 HCL Technologies Limited | 13 HCL Manager Application Lead Data Lead Configuration Consultants (2) Migration Consultant Cloud Administrator Business SME IT SME Business Users Infrastructur e & Support Test Consultant Customer Project Manager HCL onsite HCL offshore Customer role TYPICAL TEAM STRUCTURE

Copyright © 2014 HCL Technologies Limited | 14 HCL’S 5 “S” MIGRATION APPLICATION & DATA FRAMEWORK

Copyright © 2014 HCL Technologies Limited | 15 Contact Data Extract (D1) Data Cleansing Data Conversion into CSV Sample Data load & Testing (DMT) Production D1 Data Load ( DMT) Delta Production Data Load (DMT) Legacy/Contact Apps Db Fusion CRM By Customer By HCL SAMPLE MIGRATION PATH

Copyright © 2014 HCL Technologies Limited | 16 SAMPLE MIGRATION ENTITIES Application ProcessCRM ODFusion CRM Customer Management Contact Management, Activity Management Customer Center ( 360 Degree ) Marketing Management Campaign Management, Lead Management, On Demand Marketing Campaign Management (Launch Campaigns, Manage Responses, Define Segmentation Strategy, Implement Marketing Content, Design Marketing Campaigns, Identify Sales Prospects and Target Products, Manage Leads) (Leads Management, Campaign Management) Sales Management Opportunity Management, Lead Management, Book of Business Manage Sales Planning and Forecasting Manage Sales Incentive Programs ( Manage Sales Quotas) Manage Sales Territories Manage Sales Accounts Pursue Leads and Opportunities ( Manage Opportunities) Manage Sales Activities MobilityOEI, PIM SyncCRM Outlook Integration Fusion Mobile

Copyright © 2014 HCL Technologies Limited | 17 SUMMARY Fixed Scope Fixed Schedule Fixed Price “ORACLE SALES CLOUD IN A BOX” CRMERP HR DW

Copyright © 2014 HCL Technologies Limited | 18

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