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

Oracle Sales Cloud: Accelerate Channel Sales Performance with Partner Relationship Management. Speakers. Principal – Enterprise Applications Vikram_Yellampalli@Infosys.com. Vikram Yellampalli. Senior Consultant Bangalore, India Prity_Tewary@infosys.com +91 8197-154154. Prity Tewary.

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

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

  2. Speakers Principal – Enterprise Applications Vikram_Yellampalli@Infosys.com Vikram Yellampalli Senior Consultant Bangalore, India Prity_Tewary@infosys.com +91 8197-154154 Prity Tewary

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

  4. Why PRM? • Need for Channel Partners

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

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

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

  8. Integrated PRM/CRM solution

  9. Section Name Sales Cloud PRM - Partner Onboarding • Intuitive Self Registration UI with a flexible approval process • Partner Portal access • Duplicate identification during approval process • Terms and Conditions acceptance requirement during registration Partner Onboarding Partner Program Management Channel Marketing Channel Sales

  10. Partner Registration Partner Registration Details Review and Accept terms and conditions

  11. Section Name Sales Cloud PRM - Program Management • Enrollment into published programs • Auto-renewal of enrollment before expiry • Flexible approval process • Common contracts for all partners in a program Partner Onboarding Partner Program Management Channel Marketing Channel Sales

  12. Program Management Program Definition Defined Objectives

  13. Assessments Calculated score based on selected answers

  14. Section Name Sales Cloud PRM – Partner Transactions • Flexible Deal Registration with approval • Conversion of approved deals into opportunities • Forecasting of partner opportunities • Channel Territory Management

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

  16. Marketing Development Fund Fund Request for marketing activities Associated Claims

  17. Embedded Analytics to Assess and Monitor Partner Performance 3 Track Goals and Objectives Track Goals and Objectives

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

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

  20. Channel Performance

  21. What organizations would like to see… in the future releases

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

  23. Case Study • ClientProfile • A fortune 100 consumer electronics corporation • Substantial channel partners • Partners do Sales & Service • Current Architecture • Multiple applications on different platforms • Home grown PRM system • 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. • Vision • Better partner program management • Improved channel communication • Single source of Information • Automation….leading to improved Channel Performance

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

  25. Strategize – Discovery Phase • Capture Detailed Requirements along with identifying the high level gaps • Identify process and policy changesfocusing 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

  26. Implement – Out of Box functionality Supported Not supported

  27. Upgrade – Adopt new features and enhancements Simplified pages available for channel managers Ability to add partner resources to leads and opportunities from Outlook Dashboard to display key Sales and Partner activities along with detailed reports Ability to accept/reject leads, register opportunities etc.

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

  29. Thank You

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