This presentation provides an overview of the CRM On Demand implementation I worked on at KBACE Technologies. Oracle CRM On Demand is a comprehensive solution for sales, marketing, and service initiatives that can be implemented quickly and comes with pre-built analytics and integration to the Oracle E-Business Suite. By leveraging the Software-as-a-Service platform, we were able to get up and running on CRM On Demand in 4 weeks.

1. Effectively Migrating from Salesforce.com to Oracle CRM On Demand Jennifer Ardery, Marketing Programs Manager

2. Agenda Project Background Software as a Service (SaaS) Oracle CRM On Demand Overview Project Scope Data Conversion Outlook Integration Reporting & Analytics User Adoption & Training Lessons Learned Demo Q&A

3. Project Background Used Salesforce.com for over 7 years Sales Force Automation (SFA) functionality was generally okay Lacked analytics and many of the pre-built reports that Oracle CRM OD offers (from Siebel Analytics best practices) Never owned by an implementation team Data cleanliness became an issue User adoption had room for improvement Run our own business on the E-Business Suite R12.1.1

4. Software as a Service (SaaS) Enables the delivery of business applications in an on-demand environment over the Internet Eliminates software licenses and hardware management Offers affordable and predictable monthly costs Delivers faster return on your investment Provides upgrades to all users

5. Oracle CRM On Demand Deep CRM and SFA Marketing Sales Analytics Service Usability Rapid user adoption Easy to administer Options Call Center Partner Relationship Management Mobile Access Email Marketing Social CRM Stand Alone application

6. Project Scope Implement only standard functionality in 1st phase Manage pipeline flow Generate targeted Campaign lists Enable call and appointment logging (historical) Convert data from Salesforce.com Change the way Opportunities are categorized Opportunity to optimize business processes with any new implementation Configure account and partner hierarchies

7. Data Conversion Converted 4000 Contacts and 1500 Accounts Provided opportunity to identify and resolve duplicate data (i.e. company names) Exported from Salesforce and imported into CRM On Demand using standard tools in both applications It’s that easy! Used intuitive field mapping Eliminated need for custom code by leveraging SaaS approach Saved time and decreased cost Converted all Objects including Opportunity and Call history

8. Outlook Integration Installs in minutes by anyone and requires very minimal training Accesses your CRM contact database directly from your familiar Outlook interface Creates a single view of the customer for better decisions and service

9. Reporting & Account Intelligence Delivers customer insight through real-time reporting Packaged with numerous pre-built reports and dashboards User-friendly lists can be generated in a couple of minutes Embed reports / dashboards on home page for easy access

10. Historical & Real Time Analytics Based on Siebel Analytics Delivers snapshots comparing business performance over time Drives corporate objectives with quantified business data

11. Training Able to get 15 users up and running within 1 week CRM Administrators, new to the application, were able to deliver one-on-one training Training sessions lasted 1 to 1.5 hours and most were remote Validated converted data Experienced minimal follow-up questions Received no negative feedback from sales team Suggestions received from the field were implemented immediately

12. User Adoption The more value provided, the quicker users will adopt: Pipeline summary on home page Delivered the same pipeline report as sales team was used to Web site stats / leads display on home page One-on-one training Requests from the field can be implemented immediately Easy to maintain and configure User personalization Sales team is able to run their own reports

13. Lessons Learned Effectively running our business on CRM On Demand with entirely out of the box functionality SaaS platform enables a rapid implementation – 4 weeks! Small goals, yield big returns No cost for continued support

14. Lessons Learned Seamless Go-Live - Data conversion took place over the weekend and system was up and running on Monday Experience minimal performance issues as Oracle fine tunes system behind the scenes Realized importance of buy-in from Executive Team System is only as good as the quality of data in it CRM Administrator keeps track of leads and keeps the sales team “honest” No negative feedback from the Sales team – uncommon with change Leverage ongoing upgrades offered to all customers

16. Analytics

17. Education

18. Advanced Technology