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Oracle 11i10 Marketing. Applications for your Industry Information for your Business. Lara Lozser, IBU Application Specialist. Agenda. Key Takeaways Product Family Footprint New Products Highlighted New Functionality Cross-Sell Up-Sell Analyst Remarks & Competition Customer Stories

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    1. Oracle 11i10Marketing Applications for your Industry Information for your Business Lara Lozser, IBU Application Specialist

    2. Agenda • Key Takeaways • Product Family Footprint • New Products • Highlighted New Functionality • Cross-Sell Up-Sell • Analyst Remarks & Competition • Customer Stories • Summary-Takeaways

    3. Key Takeaways

    4. Key Takeaways • Trade Management is a complete promotions management solution that can be used by over 50% of customers • Trade Management is a Sales Force Automation solution for an iterative selling process • Partner Management allows our customers to be more effective with their partner channel by reducing the cost of integrations and headcount • Oracle has partner enabled the E-Business Suite

    5. Oracle Marketing 426 Total Customers 59 live customers 277 Implementing Oracle Trade Management 43 Customers Oracle Partner Management 6 customers Quick look: Marketing, Trade Management and Partner Management Customers

    6. Product Family Footprint

    7. Oracle Marketing Products DBI for Marketing Analytic Applications Marketing Partner Management Content Manager Trade Management Applications Marketing– iStore, Proposals, Scripting, Quoting, TeleSales, Sales, Order Mgmt, Financials, Advanced Outbound, CDH, DQM, Personalization Trade Mgmt– Advanced Pricing, Order Mgmt, Financials, Costing, Inventory, Demand Planning, Partner Mgmt, DQM, Marketing, CDH Partner Mgmt - iStore, Quoting, TeleSales, Sales, Order Mgmt, Contracts, iPayment, Financials, Marketing, Configurator, Trade Mgmt, DQM Content Mgr - Marketing, iStore, Proposals Pull-Through Apps

    8. New Products

    9. What is Partner Management (PM)? Partner Management (PM) is about improving the efficiency and effectiveness of interactions between enterprises and their demand network partners.

    10. Oracle Partner Management (PM) Footprint Dealer Reseller Agent Oracle Partner Management – Partner Dashboard OEM iStore / Order Management Trade Management Marketing iSupport Service Contracts Knowldegebase Sales Configurator 9iAS Interconnect Distributor Oracle Partner Management – Channel Manager Dashboard

    11. Why Oracle Partner Management? • Large # of your customers need PRM software • 70% of our install base customers sell 50% or more of their products and services through partners • A whole other side of the customers house to sell to • Cross-Sell to Install Base – those who own iStore, Sales, Marketing, OM, or Manufacturing • Wide industry applicability • High Tech, Manufacturing, Financial Services, Telco, and Consumer Goods • 11i10 really highlights channel best practices

    12. What is Trade Management (TM)? • Example: Redeeming clipped coupons out of your local newspaper for groceries (.50 off of Reynolds Wrap and $1 off of Blue Bunny Ice Cream • Your Grocery Store submits your coupons to the different manufacturer’s – in this case Reynolds and Blue Bunny – along with payment for the Tin Foil and Ice Cream you purchased from them • That begins one scenario that can be addressed by the Trade Management application…

    13. Oracle Trade Management Footprint Account Planning (Field) Marketing & TradePlanning (HQ) Controls & Approvals OracleTradeManagement Fund Mgmt & Allocation Sales Execution Settlement Retail Monitoring Deductions & Claims

    14. “Sales” Apps Selling Model Industry Focus Examples Business Flow Examples Oracle Trade Mgmt Iterative CPG, Life Science / Pharma, High Tech Promotion Analysis to Execution Deduction Creation to Settlement Third Party Accrual POS / Chargeback Processing Oracle Sales Lead and Opportunity Based High Tech, Financial Service, Telecom, Transportation Campaign to Lead Lead to Opportunity Opportunity to Quote Quote to Order Oracle Trade ManagementApproaches to Selling and Positioning Trade Management is an “iterative sales” product where you sell products to more or less the same customer accounts on a continuous basis Difference between Trade Management & Oracle Sales?

    15. Why Oracle Trade Management? • Estimate that 40% of Consumer Goods companies have not invested in a point solution application beyond e-mail and spreadsheets. (Gartner 2004) • Marketing applications will grow by a 22.7% CAGR through 2006. Analytics, specifically predictive analytics, will be the major driver for growth. (Gartner 2004) • Failure to put the foundation functionality in place by 2003 will place a consumer goods enterprise at a significant competitive disadvantage relative to the rest of the competitive group. (Gartner 2003) • The estimated cost of trade promotions for the U.S. Consumer Goods industry alone is $26 billion per year. This translates into an average of 13% of sales revenue across U.S. Consumer Goods companies that is spent on these trade promotions. (Gartner 2004)

    16. Highlighted New Functionality

    17. Yellow = Highlighted Functionality Blue Circles = Industry Specific Enhancements = Totally New Functionality New Features for Marketing • Campaign Workbench • Sales Campaigns • Content Manager Integration • Audience Workbench • Natural Language Query Builder • Fatigue Management • Enhanced Predictive Analytics • Enhanced Multi-Channel Execution • Enhanced Leads Management

    18. Yellow = Highlighted Functionality Blue Circles = Industry Specific Enhancements = Totally New Functionality New Features for Partner Management • Channel Manager Dashboard • Partner Dashboard • Referral Management • Deal Registration • Special Pricing Management & Claims • Partner Funds Management & Claims • Enhanced Program Management • Seeded Profile Attributes, KPI’s

    19. Lockbox Integration • Customer Reason Mapping • Mass Settlement • Promotional Payment View • Auto-Write Off by Threshold • Price Point Capture • Competitor Price Point Capture • Indirect Sales Import by WebADI or XML Gateway • Customer Data Mapping • Data Quality Management • Chargeback Validation • Special Pricing Validation • Indirect Inventory Tracking • Sales Analysis • Discount Recommendation • Account Manager Dashboard • Quota / Target Allocation • Quota / Target Alert Threshold • Net Accrual Offer • Gantt Chart Yellow = Highlighted Functionality Blue Circles = Industry Specific Enhancements = Totally New Functionality New Features for Trade Management

    20. Yellow = Highlighted Functionality Blue Circles = Industry Specific Enhancements = Totally New Functionality Enhanced Features for Trade Mgmt • Deduction Receipt Write Off • Standard Memo Line • Tax Engine Call • Autopay • Invoice Credit for Claims • Associate Earnings • Settlement During Period Close • Forecast Accrual by Product Family, Actual by Product • Automated Volume Performance Checking • Drill Down into Orders and GL Postings • Retroactive Adjustments • Budget API • Budget-Offer Validation Options • Budget Transfers • Forecasting • Offer Accrue To • Offer Theme Approval • Offer Payout Dates • Forecasting • Off Invoice GL Posting Options • Pay Over Earnings • Earned Column

    21. Highlighted New Functionality Marketing • Audience Workbench with Natural Language Query Builder (NLQB) • Campaign Workbench with Fatigue Management • Content Manager Partner Management • Business Flows: • Partner Fund Mgmt, Deal Registration, Referral Mgmt, Program Mgmt, Special Pricing Mgmt, and Opportunity Mgmt • Productivity Tools: • Channel Manager Dashboard • Partner Dashboard Trade Management • Concepts • Budget Planning, Trade & Promotions Planning, and Claims • Account Manager Dashboard • POS/Indirect Sales Management

    22. Marketing: Audience Workbench with Natural Language Query Builder (NLQB)

    23. NLQB • Select Installed product and cross-sell another • Natural languages make it easier to understand what list of information is being asked for • Running totals to see which conditions make it better or worse list

    24. Marketing: Campaign Workbench with Fatigue Mgmt

    25. Trends • Help marketers understand when the list they want to use is at its’ optimum

    26. Marketing: Content Manager

    27. Partner Mgmt: Business Flows

    28.   Partner Mgmt: Referral Management Flow Benefits Vendor Partner Set up Referral Benefit • Commission-based referrals programs increase market reach • Build partner loyalty • Improve efficiency by automating referral to commission process • Increase commission accuracy and improve partner satisfaction Attach Benefit to Program Enroll into Partner Program Review Referral Submit Referral Referral Approval Order is Booked Commission Acceptance Pay Commission

    29.   Partner Mgmt: Partner Funds Management Vendor Partner Benefits Create Fund • Reduce cost of managing funds via partner self-service • Track liability in GL to ensure safe, conservative accounting • Ensure accurate partner incentive accruals and payouts • Measure results of marketing expenditures Request channel marketing funds Approve request Submit marketing collateral Approvecollateral Conduct activity Resolve Claim Submit claim Pay Partner Receive payment

    30. Partner Mgmt: Channel Manager Dashboard

    31. Shortcuts • Provide easy navigation to all accessible Marketing Functions based on Responsibility • Partner Information • Provide information as to how the top partners are performing in different areas

    32. Partner Mgmt: Partner Dashboard

    33. Quick Links • Provide easy navigation to all accessible PRM Functions based on Responsibility; including Special Pricing • Provide easy navigation to all accessible PRM Functions based on Responsibility; including Opportunities and Available Programs

    34. Increase Sales Automate sales processes. Plan & execute trade promotions with measurable ROI. Control Budgets Gain visibility into trade fund usage, liabilities, and expenses. Reduce Costs Automate claim & deduction settlement process. Manage indirect sales data. Trade Mgmt: Concepts

    35. Trade Mgmt: Account Manager Dashboard High Tech Mfg CPG Telecom

    36. Shortcuts • Provide easy navigation to all accessible Marketing Functions based on Responsibility • Account Information • Provide information on top account • Product Information • Provide information how top products are selling

    37. Trade Mgmt: Indirect Sales Management/ POS High Tech Mfg CPG Telecom

    38. POS/Indirect Sales Mgmt • Looking at claims for one distributor that were brought into the system automatically and put through an initial processing. • Some Claims were allowed, some disputed and some will require more research

    39. Analyst Remarks & Competition

    40. Oracle Marketing • Gartner has over 15 different areas in which it rates Marketing functionality. • Oracle applications and technology apply to 6 areas • Listed below is just one area where Oracle is rated against other vendors in the Marketing area

    41. Oracle Partner Management “…Oracle Partners is still relatively new to the market and is best-suited to current Oracle manufacturing customers with single-tier relationships requiring core PRM functionality. Oracle has shown some increased market momentum for sell-side commerce — particularly for B2B business models — and has very strong sales configuration functionality.” Gartner, April 2004

    42. Oracle Trade Management “Oracle: Oracle had very well laid out plans for moving from planning-only to suite functionality, but the execution on the vision has not been apparent. The solution is well thought out relative to creating trade promotions, managing trade funds and clearing deductions. … Important steps during 2004 include having more referenceable customers and providing capabilities including supply chain integration and retail.” Gartner, April 2004

    43. Competitive Attack Points for the Marketing Application Area Data source: Various Gartner Reports from 2003 & 2004

    44. Competitive Attack Points for the Partner Mgmt Application Area Data source: Various Gartner Reports from 2003 & 2004

    45. Competitive Attack Points for the Trade Mgmt Application Area Data source: Various Gartner Reports from 2003 & 2004

    46. Cross-Sell, Up-Sell

    47. # • Needs • Industry Focus • Purpose • 1 • Whole of TM, with Trade Planning rolled out to the sales force • Consumer Goods • Life Science/ Pharma • High Tech • Enable whole Trade Management business flow • Enable Order-to-Cash flow • Provide a Sales Force Automation (SFA) tool • 2 • Only Claim & Deduction, along w/ Financials or not • Any company with a claim / deduction problem • Manage all claims & deductions of various reasons – trade agreements, damages, shipping, etc. • 3 • Focus on Indirect Sales, along with Partner Mgmt or not • High Tech • Manage fund requests, promotions & claims for partners • Track resale/POS, channel inventory • 4 • Focus on Chargeback • Life Science / Pharma • Automate the Distributor Chargeback process • Track resale/POS, channel inventory Trade Management is …Multi-Faceted Different Configurations Serve Different Needs For Example:

    48. Oracle MarketingCross-Sell Messaging for Existing Oracle Customers

    49. Oracle Partner Mgmt Cross-Sell Messaging for Existing Oracle Customers

    50. Current Install Base* # (% of) & (# of) Potential Cross-Sell Deals iStore 150 50% 75 Sales 400 40% 160 Marketing 375 40% 150 OM / Mfg 3000 10% 300 Total = 685 (adjust 50% for overlap = 342) Oracle Partner ManagementOver 600 Potential Cross-Sell Deals * Install Base numbers are estimates based on TAR activity