Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics

Attain Superior Sales Performance Through
Insight-Driven Oracle Sales Analytics
Anand Dodd – Oracle BI Applications Product Management/Strategy
Rashmi Grover - Experian BI Lead Americas
Usha Narasimhan - Experian Business Analyst
2

Safe Harbor Statements
The following is intended to outline our general product
direction. It is intended for information purposes only,
and may not be incorporated into any contract. It is
not a commitment to deliver any material, code, or
functionality, and should not be relied upon in making
purchasing decisions.
The development, release, and timing of any features or
functionality described for Oracle’s products remains at the
sole discretion of Oracle.

3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved.

Program Agenda

•  Oracle BI Applications – An Overview
•  OBIA 7.9.6.3 Release Overview
•  BI in Fusion Applications
•  Customer Success - Experian
•  Q&A

4

Oracle’s Enterprise Performance Management System
Complete. Open. Integrated.
BI
/
EPM

Planning
&
Strategy

Apps

Forecas*ng
Management
CRM
Industry

ERP
Analy*cs

Analy*cs
Analy*cs

Financial
Close
&
Proﬁtability

Repor*ng
Management

Interactive
Query & Analysis Dashboards Scorecards Reports & Publishing Office Search Detect & Alert Embedded Mobile
PlaDorm

BI/EPM

Common
Enterprise
Informa*on
Model

Dimension

BI
Server

Essbase
Management
Predic*ve
Analy*cs

OLTP & ODS Data Warehouses Exadata OLAP Packaged Unstructured & Excel Business
Sources

Systems Data Marts Sources Applications Semi- XML/Office Processes
Data

(Oracle, SAP, Others) Structured


Oracle BI Applications
Analysis Spanning Heterogeneous Sources in a Conformed Model

Marke7ng
Procurement
and
Financials

Spend

Sales

Price
Projects

Service
and

CRM Human
Resources
ERP
Contact
Center
ANALYTICS ANALYTICS
Product

Customer
Data
Informa7on

Management*
Supply
Chain
&

Loyalty
Order
Management
Management*

ORACLE
BI
FOUNDATION

AND OTHER OPERATIONAL AND ANALYTIC SOURCES
* New for Fusion Applications


Delivering Front Office Business Insights with BI
•  Improve pipeline visibility •  Reduce revenue leakage from
•  Quickly spot opportunities / threats Opportunity to Quote to Order

•  Discover high potential segments •  Identify customer data gaps
Sales Analytics •  Maximize return on spend •  Optimize customer reach Price Analytics

Marketing Analytics *Customer DM Analytics
Alignment Across Functions
Optimize customer relationships across all
business processes

•  Improve customer service •  Increase customer retention
•  Drive efficiency, lower costs and promotion effectiveness.

Service Analytics Loyalty Analytics
•  Optimize staffing for call volumes •  Enhance partner channel
•  Monitor CSR performance & visibility and coordination
Contact Center Analytics drivers Partner Analytics
* New for Fusion Applications


Alignment across the Enterprise
Integrated Best Practice Analytics
Front Office Back Office

Marketing Impact of product mix and Financials
discounts on revenue and
Customers margins
Sales Projects Suppliers
Correlation between
Loyalty training & compensation Human Resources
and worker productivity
Visibility into supply chain Procurement and
Price
enabling delivery of the Spend
perfect order
Service and Supply Chain &
Contact Center Complete visibility across
Order Management
value chain to better
manage supply and
Customer Data demand fluctuations Product Information
Management Management


Prebuilt Solutions for EBS, PeopleSoft, Siebel, JD Edwards, SAP and more

•  Add insight to CRM and ERP
applications
•  Easy to adapt and extend
•  Tight integration with OLTP
systems
•  Works with existing IT environment
•  Fast time to value;
Low TCO
•  Over 3,000 customers


Example of Business Questions Supported by BI Apps
Sales Analytics
Do we see significant Are we bringing in orders fast
How does the incompatibilities in enough ? How does it
sales pipeline forecast and pipeline compare with the last qtr ?
health look like? figures across quarters ?

What are the top
opportunities this quarter
that need my attention?

How do the members of How well is my sales team Is the weekly pipeline
my sales team compare closing orders and buildup fast enough? How
on sufficiency/quality of meeting their quota? do we compare with the
pipeline ? last quarter ?
10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted

Sales Analytics Components
1 Pre-built warehouse with 26 star-schemas for 3 Pre-mapped metadata, defining real-time access to
analysis and reporting on Sales data analytical and operational sources, embedded best
practice metrics

•  Presentation layer
•  Logical business
model
•  Physical sources
2 4
Pre-built ETL to extract data from over 3,000 A “best practice” library of over 600 role-based
operational tables and load it into the DW, dashboards, reports and alerts for Sales
sourced from CRM, ERP and other sources Executives, Managers, Reps and Analysts

11

Speeds Time To Value and Lowers TCO
Build from Scratch Oracle BI
with Traditional BI Tools Applications
Training / Roll-out

Define Metrics ü Faster deployment
& Dashboards
ü Lower TCO
ü Assured business value
DW Design

Training / Rollout Easy to use, easy to adapt
Define Metrics Role-based dashboards and thousands of pre-
Back-end & Dashboards defined metrics
ETL and DW Design Prebuilt DW design, adapts to your EDW
Mapping
Back-end
ETL and Prebuilt Business Adapters for Oracle EBS,
PeopleSoft, JD Edwards. Siebel, SAP, others
Mapping
Quarters or Years Weeks or Months
Source: Patricia Seybold Research, Merrill Lynch, Oracle Analysis


7.9.6.3 Release Overview


Oracle BI Applications 7.9.6.3
New Release Concurrent with 11.1.1.5
•  Full suite of pre-built CRM and ERP Analytics offerings
–  Siebel, PeopleSoft, JD Edwards, E-Business Suite

•  Built for and certified with OBIEE 11.1.1.5
–  Adopts 11g presentation features
•  Presentation hierarchies, master-detail linking, cascading prompts
–  Adopts 11g security model
•  Role-based, not group-based
–  Unlock new capabilities for BI Apps customers
•  Geospatial, scorecard, mobile support, systems management

•  Additional important certifications, including:
–  Informatica 9.01 HF2
–  Teradata 13.10

•  Additional bug fixes and ETL optimizations

All 7.9.6.3 Analytic Apps Work on BI Mobile


BI Apps v7.9.6 / 7.9.7 -- OLTP Coverage Matrix
Matrix shows operational applications supported by Oracle BI Applications ETL. To see which specific operational
application modules are supported, and by which specific BI Apps, see product documentation

Human Supply Chain & Procurement
Applications CRM Financials Projects
Resources Order Mgmt & Spend
EBS R12.1.3 NEW NEW NEW NEW NEW
EBS R12.1.2 ü ü ü ü ü
EBS R12.1.1 ü ü ü ü ü
EBS R12 ü ü ü ü ü
EBS 11.5.10 Service only ü ü ü ü ü
PSFT 9.1 NEW NEW NEW NEW
PSFT 9.0 ü ü ü ü
PSFT 8.9 ü ü ü ü
JDE E1 8.11SP1 ü
JDE E1 8.12 ü ü
JDE E1 9.0 ü ü
JDE W A9.2 ü
SAP R3 4.6c ü
SAP ECC 6.0 ü
Siebel 8.1.1 ü
Siebel 8.0 ü Not Applicable
Siebel 7.8 ü

16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Restricted

Stepping Stone to Fusion for Current
Oracle Applications Customers


BI in Fusion Applications
Solution Approach
Comprehensive Coverage
1. Real-time, self-service reporting
2. Historical and complex analysis with a data warehouse
3. Domain-specific, specialized analytics

Key Features
•  Consistent user experience
–  Identical tabular, graphical and visualization components used throughout
•  Common semantic model
–  Unified definition of key entities—Customer, Invoice, Date, Account, etc.—and calculations
•  Tight integration with Fusion Applications
–  Pervasive embedded analytics, role-based dashboards, and reports
–  Architected for Fusion Apps: seamless integration with flex fields, trees, security, …
•  Lower cost of ownership
–  Shared installation, improved functional setups, and integrated systems management

18

Oracle BI Applications Implementation Strategy
Insight for Today’s Applications and for Fusion

1.  Add insight layer over existing IT
assets
–  Use prebuilt BI Apps to implement
quickly and follow best practices
–  Start with a single area or tackle Oracle EBS
several in parallel PeopleSoft HR
Financials
–  Also build custom analytic apps as
necessary Oracle BI
Applications
2.  Benefit from enterprise-wide
analysis as you broaden your
Siebel CRM Other Apps
implementation
3.  Incorporate Fusion Apps using
same architecture and technology Oracle Fusion
Applications


Example: Siebel to Fusion Evolution
Before Fusion
Apps Unlimited Pre Packaged Self-Service Query
Reports & &
•  Faster time to Dashboards Reporting
value w/prebuilt
adapters for BI Foundation
CRM and ERP
applications OBIA Common Enterprise Information Model
Finance HCM SCM Procure Project CRM
•  Improve pipeline
visibility and
identify high OBIA Data Warehouse
potential
segments ETL
Periodic Updates
•  Maximize return
on marketing
Legacy &
spend Siebel CRM
3rd Party


Co-Existence
Apps Unlimited Pre Packaged Self-Service Query Fusion Fusion Apps
Reports & & Embedded
•  Faster time to Dashboards Reporting Analytics •  Embed analytics
value w/prebuilt directly into key
adapters for BI Foundation business
CRM and ERP processes
applications OBIA Common Enterprise Information Model OTBI
Finance HCM SCM Procure Project CRM •  Deliver real-time
•  Improve pipeline and analytical
visibility and Real-Time reporting in a
identify high OBIA Data Warehouse Queries single user
potential interface
segments ETL
BI View Objects
Periodic Updates •  Integrated with
•  Maximize return Oracle’s next-
on marketing generation
Legacy & Fusion CRM
spend Siebel CRM Fusion CRM
3rd Party


With Fusion
Pre Packaged Self-Service Query Fusion Fusion Apps
Reports & & Embedded
Dashboards Reporting Analytics •  Embed analytics
directly into key
BI Foundation business
processes
OBIA Common Enterprise Information Model OTBI
Finance HCM SCM Procure Project CRM •  Deliver real-time
and analytical
Real-Time reporting in a
OBIA Data Warehouse Queries single user
interface
ETL
Periodic Updates
BI View Objects •  Integrated with
Oracle’s next-
generation
Legacy & Fusion CRM
3rd Party
Fusion CRM


BI Applications - Planned Additional Content
11g Unification Release (Next 12 Months)
•  CRM •  PROJECTS
–  Price Analytics (EBS) –  Resource Management (EBS & PSFT)
–  Service Analytics (EBS R12) –  Cross Charge (EBS & PSFT)
•  FINANCIALS –  Commitments (PSFT)
–  Commitment Control & Public Sector Financial/Budget –  GL Reconciliation (EBS & PSFT)
Analysis (EBS & PSFT) –  Forecasting Enhancements (PSFT)
–  Fixed Assets (EBS) •  MANUFACTURING
•  HR –  Discrete Mfg Job Based and Lot Based (EBS)
–  Time & Labor (EBS & PSFT) •  SUPPLYCHAIN AND ORDER MANAGEMENT
–  Absence Management (EBS & PSFT) –  Costing
–  Transfers (EBS & PSFT) –  Inventory Cycle Count
–  Global Payroll (PSFT) –  Other Enhancements
•  PROCUREMENT & SPEND •  INDUSTRY SPECIFIC PRODUCTS
–  Sourcing Analytics –  Integration with Agile PLM Analytics
–  Enhancements to Change Orders and Agreements –  Integration with Retail Analytics
–  New JDE Adapter –  Campus Solutions


Oracle
Open
World-‐
October
2011

Rashmi
Grover
–
GCS
-‐
BI
Lead
Americas

Usha
Narasimhan
–
Business
Analyst

© Experian Limited 2010. All rights reserved.
Experian restricted 25

Experian-Company Overview

§  Global credit information group
providing analytical tools and
marketing services to individuals
and enterprises around the world.

§  Employs more than 15,000+ people

§  Operates in 40 countries and sells
to clients in over 90 countries

§  2009-10 Revenues of ~US$3.9bn


Lines of Business

2002-2007
Interactive - enables consumers to
Decision Analytics – helps
§  Global organisation
manage and protect their personal organizations with large customer
credit files, as well as to make more
taking shape bases to manage and automate
informed online purchasing huge volumes of day-to-day
§  Growth through
decisions decisions
acquisitions

Marketing services – helps Credit Services - enables
organizations to target and engage organizations to manage the risks
customers effectively, improving associated with lending money.
returns on marketing investment


Oracle footprint at Experian

§  Oracle Siebel CRM on Premise
§  Oracle Siebel CRM on Demand
§  Oracle Sales Analytics
§  Single global instance of Oracle EBS Applications v12.0.6 - HR, Financials,
iRecruitment, iPayment, iProcurement
§  OBI EE 10.1.3.4.1/BI Apps 7.9.6 - Financial/HR analytics solution
§  Hyperion/Essbase 11.1.1.2 - Budgeting and Forecasting
§  Essbase integrated with OBI EE - Sales Insight application
§  DRM 11.1.1.2


Business Drivers
§  Sales force lacked a common tool to
track opportunities/customer
profiles/previous contact . To drive following benefits
§  Managers lacked the ability to track
customer relationships.
§  Lack of common tool to track §  Better customer relationship tracking
customer touch points. §  Common tool for sales reps to track
§  Executive management unable to opportunities.
get a clear view of market §  Reporting from a common platform.
penetration, cross sell, vertical
markets etc. §  Driving sales and revenue growth.

§  Problems with management of top
accounts.


Why Oracle BI?

§  Since the decision was made to
go with Siebel CRM, BI apps for
sales was a natural choice.
§  It was also buy v/s build decision.
§  Executives wanted a top level
view of pipeline, top accounts/
opportunities and wins & losses.
§  Link back to CRM opportunity in
integrated Analytics dashboard
was a big factor.


Solution
§  Seamless integration
§  Action links
§  Reference back to the transactional
system
§  Tab on CRM On Premise
application

§  Implementation Challenges
§  100% custom billing implementation
§  Linking CRM data and Billing data
§  Limiting the visibility on Sales
Dashboards based on CRM
responsibility


Success at last…

§  5 dashboards with 7-11 pages
per dashboard with visibility
limited based on CRM
responsibilities
§  Over 300 iBots scheduled for
pipeline/revenue/activity reports
§  Usage tracking
§  ~ 700 number of users out of
which 200 Answers power users.


Benefits

§  Improved time to market

§  Increased efficiency at different sale stages
§  Improved sales by tracking SLA and its correlation to revenue
§  Increased visibility to Sales Rep activities by regional managers and in turn reporting
up to the channel & BU managers
§  SLA and turn-time tracking of sales support staff


140 - Applicants and Hires by Business Unit and Recruitment Source
Recruiter Name is equal to "
Beamish, Meredith A!
and!Applicant Name is not equal to / is not in "
Unspeciﬁed!


Revenue impact of open deals on current fiscal year and current fiscal
quarter

Report ran on 1st month of 1st fiscal quarter.

Daily Volumes, Cumulative Weekly Volumes, and
Aggregated Monthly & Yearly Volumes

Above is an example of the daily volume report

Activities tracking in Current Month


Example of BI usage for Client retention.


Linking different data sources – Billing & CRM


Lessons Learned

  Choosing the right implementation partner is key to your success
  Understand requirements by establishing close relationship with your
business users
  Having a role that understands the BI tool as well as the data is key to a
successful adoption


Future Plans

  Upgrade to 11g.
  Further enhance the integration of Billing and CRM data.
  Plans for integrating customer loyalty with CRM.


Safe Harbor Statements
The preceding is intended to outline our general product
direction. It is intended for information purposes only, and
may not be incorporated into any contract. It is not a
commitment to deliver any material, code, or functionality,
and should not be relied upon in making purchasing
decisions.
The development, release, and timing of any features or
functionality described for Oracle’s products remains at the
sole discretion of Oracle.


Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics

Attain Superior Sales Performance Through Insight-Driven Oracle Sales Analytics

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