Oracle Fusion CRM : An Overview : Prepared by CRMIT (http://www.crmit.com/)

1. Oracle Fusion CRM:
An Overview
Copyright of CRMIT-© 2012. All rights reserved. Confidential Information

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ƒ Fusion CRM : Design Objectives
ƒ CRM Evolution
ƒ Easy, Effective & Efficient usage of Fusion CRM
ƒ Fusion CRM Components
ƒ Fusion CRM Roadmap
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1: Research 2: Analyze 3: Design
5: Measure 4: Prototype
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Sales
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Productivity
Value
Sales
Management
Contact
Management
Client/Server Web 1.0 Web 2.0
1980s 1990s 2000 2010
Time
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Easy: Faster time to value
– Easy to use: Web 2.0 on Browser, Desktop and Mobile
– Easy to configure: Application, Page, Process Report Composer
– Easy to deploy: Cloud based SaaS Solution
Effective: Higher win rates
– Know your customers better: Customer Center
– Harness your network and collaborate: Social and Activity Streams
– Business intelligence for sales: Opportunities, Competitors and References
Efficient: More quality opportunities
– Complete sales tasks faster: Role-base UI and Streamlined Task Flows
– Generate and convert better leads: Sales Predictor and Sales Campaigns
– Create better sales plans: Territory, Quota and Incentive Compensation
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Application Composer Page Composer Process Composer Report Composer
enables business users enables business enables business enables business
to extend the application users to customize the users to easily users to easily
with new objects and look and feel of the modify business create modify
attributes user interface processes reports
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Public Cloud Private Cloud
Deployment Options
On Premise Hybrid
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Customer Snapshot Customer Center provides Customer Center
summarizes key customer comprehensive customer detail, recommends the next-best-
data in a single place including data from external product-to-sell to each
sources and 3rd party providers customer
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Activity Streams provide real time Discussion forums enable Facebook and LinkedIn
updates that notify users of any users to post topics and integration to provide users
activity impacting their collaborate on critical sales with easy access essential
customers and deals and customer issues social networking sites
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Opportunity Landscape Opportunity Management tracks Opportunity Management
provides sales reps with competitors and how to best identifies the ideal customer
more and higher quality position against them to win references for each sales
sales opportunities deals opportunity
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Quick Edit provides Mass Update enables users to Fast forecasting provides ability
pop up to update most update fields on multiple to quickly edit and adjust sales
commonly used fields records at one time forecasts
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Territory Management Quota Management Incentive Compensation aligns
maximizes account and optimizes quota allocation incentives to sales goals and
market coverage and tracks performance to track payments
plan
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Campaign Management builds Lead Management enables lead Opportunity Landscape
targeted campaigns and nurturing and lead scoring identifies the best sales
measures sales follow-through based on pre-defined criteria prospects within each sales
and effectiveness reps’ territory
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Global Area
Common Tools and Services:
Common Tools and Services:
•• Navigation
Navigation
•• Tagging
Tagging
•• Search
Search
Specific Tools:
Specific Tools: •• Preferences and Personalization
Preferences and Personalization
•• Task List
Task List •• Help
Help
•• Quick Create
Quick Create
•• Focused
Focused
•• Reports
Reports
•• Activity Guides
Activity Guides
Regional Contextual
Local Area
Area •• Contextual
Area
Contextual
Information:
Information:
•• Analytics
Analytics
•• Summaries
Summaries
•Transactions
•Transactions •• Derived or
Derived or
•• Information
Information Computed Information
Computed Information
•• Actions
Actions •• Notes
Notes
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15. )86,21 50 20321(176
ƒ Oracle Fusion CRM Base
ƒ Oracle Fusion CRM Desktop
ƒ Oracle Fusion Enterprise Contracts
ƒ Oracle Fusion Incentive Compensation
ƒ Oracle Fusion Quota Management
ƒ Oracle Fusion Sales Catalog
ƒ Oracle Fusion Sales Predictor
ƒ Oracle Fusion Smart Phone Edition
ƒ Oracle Fusion Territory Management
ƒ Oracle Fusion Transactional Business Intelligence
ƒ Oracle Fusion Customer Hub
ƒ Oracle Fusion Marketing
ƒ Oracle Fusion Partner Relationship Management
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Sales Productivity Sales Planning Sales Prospecting
Opportunity Management
Opportunity Management Territory Management
Territory Management Campaign Management
Campaign Management
Customer Center
Customer Center Quota Management
Quota Management Lead Management
Lead Management
Desktop Integration
Desktop Integration Incentive Compensation
Incentive Compensation Sales Predictor
Sales Predictor
Mobile Sales
Mobile Sales Forecasting
Forecasting Sales Campaigns
Sales Campaigns
Pre-Integrated Modules in the Suite
Partner Management
Partner Management Customer Data Management
Customer Data Management Contracts
Contracts
Talent Management
Talent Management Expense Management
Expense Management Financial PL
Financial PL
Oracle Fusion Platform
Business Intelligence
Business Intelligence Collaboration
Collaboration Extensibility
Extensibility
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ƒ Sales Dashboard
ƒ Sales Forecasting
ƒ Activity Stream
ƒ Lead Management
ƒ Opportunity Management
ƒ Customer Center
ƒ References and Competitors
ƒ Assignment Manager
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ƒ Seamless Microsoft Outlook integration
ƒ Automatic two-way synchronization : Accounts, Contacts, Leads,
Opportunities, Email, Calendar and Tasks
ƒ Full-featured offline access
ƒ Powerful customizations
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ƒ Clause and Template Library
ƒ Guided Contract Creation
ƒ Contract Printing
ƒ Microsoft Word Collaboration
ƒ Contract Deviations Reporting
ƒ Clause Usage Analysis
ƒ Contract Import
ƒ Contract Text Search
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ƒ Sales performance dashboards
ƒ Business-user-driven, Real-time reporting
ƒ Dispute management
ƒ Rich, adaptable plan design
ƒ Powerful expression builder and multidimensional rate tables
ƒ Sales credit allocation and hierarchical rollup rules
ƒ Configurable payment approval, draw and recovery rules
ƒ Cross-organization crediting and multicurrency calculation
ƒ Integration web services, file-based import/export and ETL
capabilities
ƒ Scalable enterprise platform
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ƒ Quota Management Aligned with Territory Management
ƒ Set Accurate Quotas Using Data-Driven Intelligence
ƒ Simple Quota Entry Interface
ƒ Quota Assignment Notification to Compensation Planning
ƒ Midyear Sales Resource Change; Effective Dated / Pro-rated
Quotas
ƒ Quota Definition for Prime and Overlay Salespeople
ƒ Customizable Quota Formulas
ƒ Top-down and Bottom-up Quota Reconciliation
ƒ Quota Planning Environment Separate from Current Quotas
ƒ Sales Business Analytics
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ƒ Create an n-tiered hierarchy of product groups
ƒ Use the same product groups in many different types of business
rules
ƒ Define who can purchase a product or group of products
ƒ Select products and promotions with a graphical sales catalog
ƒ Leverage keyword search, product comparison and narrow-by filters
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ƒ Select customer and product attributes for building predictive models
ƒ Set up, manage and train predictive models
ƒ Set up prediction rules based on business or tribal knowledge not
inherent in the data
ƒ Analyze the performance of prediction models using inbuilt reports
such as leads adoption, attribute correlation
ƒ Retrain models as the underlying data changes thus improving the
accuracy of prediction
ƒ Manage the eligibility of customers and products for generating
recommendations
ƒ Simulate recommendations before generating leads
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ƒ Intuitive, task-focused user interface designed for mobile devices
ƒ Contact and account management
ƒ Calendar and contact integration
ƒ Opportunity and lead management
ƒ Maps, phone, and email integration
ƒ Real-time analytics
ƒ View CRM contacts geographically close
ƒ Support for BlackBerry® from Research In Motion (RIM)
ƒ Support for iPhone® from Apple
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ƒ Define territories using rich customer, channel, and product
attributes, as well as named accounts
ƒ Build territories for different types of sales resources, including
prime, overlay, partner, inside sales, and channel sales
ƒ Centralized or decentralized territory administration with delegated
authority
ƒ Territory proposals that isolate pending territory changes from
impacting active territories
ƒ Detect gaps and overlaps in territory coverage
ƒ Preview results of sales account, lead, and opportunity assignments
ƒ Real-time territory metrics and embedded analytics to assess
effectiveness of territories
ƒ Date effective sales territories and versioning
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ƒ Analyze sales pipeline
ƒ Determine which products and customers to target
ƒ Understand which competitors are faced most often and how to win
against them
ƒ Analyze top partners
ƒ Compare partners against their peer group
ƒ Identify aging leads
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ƒ Effective closed-loop data quality management
ƒ Consolidated Data Governance Dashboard
ƒ Flexible duplicate resolution mechanisms and comprehensive
history
ƒ What-if analysis in data management
ƒ Declarative business policy specification
ƒ Integrated data quality metrics
ƒ Customer model that is comprehensive and easily extensible
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ƒ Integrated sales and marketing analytics
ƒ Robust segmentation engine Common CRM database with built-in
data quality services
ƒ 360 view of customers from within a transactional system
ƒ Campaign planning and task management
ƒ Mutli-channel campaign management
ƒ Sales campaigns for field organizations
ƒ Intelligent lead distribution
ƒ Lead management with opportunity landscape
ƒ Lead scoring and Lead assessment scripts
ƒ Built-in enterprise collaboration between sales and marketing
ƒ Cross channel response management
ƒ Reusable templates
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ƒ Partner Recruitment
ƒ Partner Management
ƒ Partner Delegated User Administration
ƒ Partner Programs including Market Development Funds
ƒ Configurable Partner Portal
ƒ Indirect Sales Processes
ƒ Lead Management
ƒ Deal Registration
ƒ Approvals
ƒ Territory Management
ƒ Incentive Compensation
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ƒMarketing ƒSupport ƒOrder Mgmt
ƒPRM ƒQuoting ƒCall Center
ƒCustomer Hub ƒVertical Editions ƒField Service
ƒContracts
ƒMobile
ƒOutlook
ƒExtensibility
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ƒ http://www.oracle.com/us/products/applications/fusion/fusion-crm-
170775.html
ƒ http://www.oracle.com/partners/en/knowledge-
zone/applications/fusion-apps-030116.htm
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