CRMIT Solutions Fixed Scope Offering for Oracle Sales Cloud

Fixed Scope Offering (FSO) for
Fast Track Implementation of Oracle Sales Cloud

Executive Summary
• This is an overview presentation of a “Fixed Scope Offering” from CRMIT Solutions for the implementation of the
Fixed Scope Offering – Oracle Sales Cloud
© Copyright 2014 CRMIT. All rights reserved.
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industry leading Oracle Sales Cloud
• CRMIT is a Platinum level member of Oracle PartnerNetwork (OPN) with an OPN Specialized status for Oracle
Sales Cloud
• CRMIT Solutions offers a host of solutions on Oracle Sales Cloud, including consulting, sales planning, social
sales, customer data enrichment, field sales automation, user adoption, training, CRM health check and
independent testing services. These services are supported by certified CX Consultants with a proven track record
of successful Oracle Sales Cloud implementations.
• The Oracle Sales Cloud along with the fixed scope offering for the implementation brings to you the quickest ROI
at minimum risk.
• The following presentation gives an insight into our fast track methodology, proven tools and
expertise that will ensure the successful deployment of the solution in the given timeline
and budget.

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Index
• Key Business Challenges
• Proposed Solution
• Implementation Approach & Scope
• Implementation Methodology & Deliverables
• Project Resources
• Assumptions and Exclusions
• References
• CRMIT Solutions - A Reliable Partner in Your Journey to Customer Excellence

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Customer Experience Lifecycle
Great Customer Experience is the Sum of ALL Interactions

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Today's Business Challenges
• Reduce overall “Sales Cycle” & “Latency Periods”
• Maximize sales force productivity
• Improve sales planning, generate quality leads and Improve revenue potential
• Provide visibility of the Customer Relationship for the management to make critical global
CRM decisions.
• Faster deployment of CRM solution for quick ROI
• Adopt leading CRM practices and streamline the CRM processes
• Take advantages of CRM to attract new customers, develop and retain existing customers

Oracle Sales Cloud
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Oracle Sales Cloud
Drives Smarter Sales
Sell More. Know More. Grow More
Discover how to sell smarter
Hit your target with no surprises
Act on opportunities and threats faster
Manage more effectively anywhere, using any device

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Benefits of Oracle Sales Cloud
Higher
Win Rates
• Gain relevant insights to drive
increased sales force
productivity
• Know your customer better
with a 360-degree view of
customer information
• Maximize success by
leveraging social network
• Activity streams that provide
real-time updates impacting
their customer and deals
More
Quality Opportunities
• Create better Sales plans to
ensure the balance of
workload among the sales
reps
• Identify the best prospects and
in turn generate to opportunity
• Get qualified leads & convert
higher-quality leads to sales at
short turn-around time
• Provides recommendations on
the next-best product to sell,
maximizing upsell and cross
sell opportunities
Faster
Time To Value
• Easy to deploy as it is Cloud
based SaaS Solution
• Easy to use on Mobile,
Desktop and Web 2.0
• Easy to configure to meet the
business need -adding a new
field to application, create new
report or modify business
process
• Align territories, quotas and
compensation to drive desired
behaviors and performance

Implementation Scope
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Oracle Sales Cloud
Application Scope - Modules
Module Name In Scope Module Name In Scope
Common CRM Base
 OOTB Security Setup

(Standard Out-of-the-box Edition)
(Out-of-the-box)
Lead Management  Data Migration 
Opportunity Management  Transactional Business Intelligence 
Sales Catalogue Setup  CRM Desktop 
Customer Center  Oracle Sales Mobile 
Activity Management  Collaboration (OSN, Activity Streams) 
Business Rules Automation  Branding 

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Application Scope:
Configuration In-Scope
Activities In Scope Features
Requirements Analysis Gap Analysis of Customer BRD (if available).
Standard Out-of-the-box screens driven requirements definition – in the absence of a
customer BRD. Note: This is not a discovery workshop and would not result in BRD development.
Design Adoption System Design (Standard Out-of-the-box system design)
Lead Management To enable lead generation, qualification and lead conversion
Opportunity Management To enable opportunity creation, assessment and processing through well defined sales
process / sales stages.
Sales Catalogue Setup Product Group setup [Up to 1 group consisting 10 products]
Customer Centre (Account and Contact
Management)
Capture customers’ contact information and relationships to have 360 degree view of the
customers
Calendar and Activities Management Tasks, Appointments & Interactions
Mobility Simplified UI (FUSE), Mobile/Tab pages setup (Note: Standard Out-of-the-box application)
CRM Desktop Outlook Integration Support (Setup for Admin User) (Standard Out-of-the-box application)

Application Scope:
Configuration In-Scope
Activities In Scope Features
Collaboration Oracle Social Network, Activity Streams and Discussion forum (Note: Standard Out-of-the-box application)
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Business Rules Business Workflow [Up to 15]
Security Setup 2 roles (Sales Rep & Sales Manager) (Note: Standard Out-of-the-box security framework)
Data Migration Migrating Accounts, Contacts & Opportunity [Up to 10,000 records (all 3 objects included)
Data import templates will be provided]
Transactional
Business Intelligence
Pre-defined reports and dashboards [Up to 3]
Build & Schedule custom reports (Complexity : Simple) [Up to 3]
e.g. Forecast Management, Pipeline Management, Agent Performance
Personalization Branding
Common Setup Single Currency, Single Language
End User Training 1-day end-user training
Post Go-Live Post Go-Live Support [Up to 3 days]

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Optional CX Services
Customization & Configurations
Out of Scope
1. BRD Development
2. Design documentation
3. Sales Planning/ Performance Management modules
(Territory Management, Sales Quota, Forecasting,
Incentive Compensation)
4. Marketing Management
5. Enterprise Contracts
6. Sales Predictor
7. Custom Job Roles
8. Data Extraction / Cleansing / Transformation
9. Custom extensions to Oracle Sales Cloud with or
without using web services to meet any possible
requirements that may not be configured in Oracle
Sales Cloud
9. Integration with external systems
10. System Translations
11. Training Material
12. Workbooks
13. Testing Scripts
14. Organization Change Management
15. Build in multiple environments
16. Multiple & Staged Go-Lives
17. Anything not explicitly part of In-Scope section

Implementation
Methodology & Deliverables
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GO LIVE
in as early as
4
WEEKS

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GO LIVE
FIXED
SCOPE
APPROACH
FIXED
COST
ZERO RISK
SUPPORTED BY
Certified CRM specialists

Test
Analyze Build Go Live
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Requirement
Analysis
Adopt Out-of-the-box
System Design
Design & Configuration
System Testing
End User Training
UAT Support
Build Migration
Data Migration
Go-Live Support
Post Go-Live Support
Implementation Approach
Week 1 Week 2 Week 4
Project Management
Week 3

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Implementation TimeLine
Remote
On Site

Project Resources
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CRMIT Customer

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Project Resources -
Role Responsibility
Delivery Head Oversee the overall project and provide necessary inputs to the team in achieving the critical success factors
of the project | Keeps a track of the budget and is also responsible for customer satisfaction
Project Manager Primary point-of-contact; co-leader of all project activities in partnership with your organization's project
manager | Leads the weekly Project Status Meeting
Leverages and applies project management best practices
Manages expectations and issues, and ensures the project is on track to deliver results.
Facilitates the Project Results Meeting | Facilitates the Customer Care Transition Meeting.
Principal Business
Consultant
Understands user issues and translates them into requirements for the technology group
Works directly with clients at all levels throughout the organization to help identify and clarify business
requirements | Prepares time and cost estimates based on guidance from technical consultants for systems
development and implementation.
Sr. Business
Consultant
Gather customer requirements | Vision and Glossary document for entire project | Write Use-Cases, BRD,
FSD etc based on the solution being offered | Coordinate with development team in issue resolution.
Active participation in all phases of the project including planning and analysis, design, development, testing
and implementation, related to their area of expertise
CRMIT
Sr. Quality Lead Test effort estimation of the project | Prepare test strategy and test plan | High level testing application flow |
Investigate & discuss potential | Prioritize test requirements and organize test cases | Prepare the end user
documentation of the project flow for the User Acceptance Testing
Primary Point-of-contact
CRMIT Solutions

Primary Point-of-contact
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Project Resources -
Your Organization
Role Responsibility
Project Manager Primary point-of-contact; co-leader of all project activities in partnership with your assigned Sales Cloud
Professional Services project manager | Coordinates all project resources and participation for your
organization | Manages expectations and issues, and ensures the project is on track to deliver results
Project Sponsor Provides overall project leadership and executive direction | Communicates business objectives and goals
CRM Administrator Primary administrator for Sales Cloud product configuration settings, Common Setup, Roles, Lead
Management, Opportunity Management, Contact Management, Account Management, OSN etc | Manages
publication of approved content to the production environment | Primary contact for day-to-day operations of
your Sales Cloud solution
Trainer(s) &
Tester(s)
Develop agent training materials and delivers agent training | Performs User Acceptance Testing tasks for the
Sales Cloud environment
Functional Lead /
Subject Matter
Expert(s)
Provides specific expertise to the project by owning functional requirements and the overall configuration design
of the solution | Acts as a champion of your Sales Cloud solution within your organization
Technical Lead /
Subject Matter
Expert(s)
Provides specific expertise to the project by owning technical requirements and coordinates appropriate IT
resources as needed | Provides input data files and approves data import specifications (if separate add-on
services are purchased)

Assumptions & Obligations
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Key Assumptions
1. Customer to provide existing BRD for CRM requirements. If not, may involve Sales Cloud standard
screens driven requirement definition
2. The standard business flows and Oracle Sales Cloud functionality will serve as the base for the
design (i.e. adoption of OOB system design) and implementation
3. No design documentation
4. A pure configuration (Fields, Layout, workflows etc.) driven implementation. No Customization is
performed
5. Formation of a Project team empowered for critical decisions.
6. Project kick start subject to the availability of Oracle Sales Cloud environment
7. The implementation will be based on the cloud deployment model, hosted at Oracle
8. Organizational Change Management will be client’s responsibility
9. Anything not explicitly listed in the scope is deemed to be out of scope and hence not included
10. Multiple or staged go-lives are outside the scope of these services, and if desired a change order can
be discussed

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Key Obligations
For the project to be successful Customer must fulfill the following obligations:
1. Provision of Oracle Sales Cloud environment prior to project start
2. Assign a project manager to lead your team efforts
3. Assign experienced and empowered business and IT users to work closely with CRMIT’s consultants
according to project plan (some full-time allocation may be necessary at times)
4. Perform certain project tasks according to project plan such as
• Provide documented requirements
• Provide data in format specified by CRMIT
• User Acceptance Testing
• End user training
5. Arrange for a project executive sponsor and project steering committee
6. Enablement of functionalities has the dependency of Sales Cloud features purchased by customer
7. Adherence to scope & project plan

Our Reference
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Sales Cloud Implementation
COMPANY OVERVIEW
Provides strategic digital services, specializing in brand
licensing, advertising revenue representation and
generation, content partnerships, social, PR and
marketing. work with leading global and local
organizations to plan, launch and build their brands
CHALLENGES
• Offline Desktop management on their existing CRM system
• Key Revenue Pipeline & Forecast analytics
• Inadequate and missing customer information
• Capturing and tracking lead
BENEFITS
• Transactional Business Intelligence through effective report &
dashboards
• 360 degree view : Visibility to gain a complete customer view to upsell or
cross sell which guide the sales reps to the ideal products. Real time
updates on activity that relate to their customer and deals.
• High user Adoption - Minimum user training as Outlook and the Fusion
CRM look and feel are similar.
• CRM Desktop: Automatic two-way synchronization. Able to sync events,
tasks, specific emails and contacts to Outlook
• Opportunity & Lead Management for higher productivity: Able to create,
capture , track and update leads; convert lead to opportunity and report
on lead conversion rate
• Seamless Mobile Experience: Allows field sales reps to perform and track
progress against day to day activities
Industry
High Tech
Implementation Partner
CRMIT Solutions
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About CRMIT Solutions
End to end expertise on
Oracle Customer Experience
solutions. Participate in
evangelization, roadmaps,
product feedback, issues
identification & Integration
specialization.
200,000+ users
250+ Engagements
25+ countries
24,000+ hrs training
4000+ app users
10 years
Cloud CRM
1000+ man-years of
deployment
CX Enablement's
Self Service
Platform
Social
Channels
Email
Integration
Telephony
Integration
Mobile
Integration
Specializations
Accreditations
Authored Book on
CRM On Demand
3 apps on
Oracle Market Place
Solutions
Configure
Price Quote
Marketing Cloud
Sales Cloud
Services Cloud
Social Cloud
Policy Automation
Oracle CRM On Demand
Oracle Sales Cloud
Oracle Service Cloud
Education & Research
Financial Services
OVI for Sales Cloud (CTI)
OVI for Service Cloud (CTI)
OVI for Sales Cloud (EWB)
ISO 270001 REGISTERED 2
0
1
4

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Our Cloud Offerings

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Sales Cloud Expertise
• Fixed Scope / Rapid Implementation
Offerings
– GO LIVE in less than 4 weeks
• Migration expertise from
– Oracle CRM On Demand
– Sales Force (SFDC)
– Siebel Enterprise
– JD Edwards
• Oracle Sales Cloud Center of Excellence
– Test partners for Oracle Sales Cloud
– Developed reusable components, templates
• 3 Sales Cloud Apps available on Oracle
Marketplace
• Oracle Validated Integration - OVI Certified
Telephony Solution for Oracle Sales Cloud
Certified Oracle consultants, solution architects,
implementation, sales, presales & support
specialists

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Enabling Customer Excellence
Best Customer Relationship
Management Program Award
Best SaaS-Based Program Award
National
Award
for
E-governance
2007-08 2012 Winner
2014

EMEA
Talbot House, 204-226,
Imperial Drive, Rayners Lane,
Harrow HA2 7HH
London
+1 (678) 447 1371 +1 (404) 736 2341 +61 2 9186 2550
+91 (80) 4292 5555
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Reach us
Americas
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Suite 1000,Milpitas, CA 95035
USA
3379 Peachtree Road NE,
Suite 555, Atlanta, GA
USA
Australia & N Zealand
Suite 19, 103 George Street
Parramatta, NSW 2150
Australia
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2-21-7-703 Kiba,
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Japan
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Bangalore 560068. India
Salahuddin Ayubi Road ,
Riyadh,
Kingdom of Saudi Arabia
Rest of Asia
Deployment base spread over 25+ countries

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Thank you
sales@crmit.com

CRMIT Solutions Fixed Scope Offering for Oracle Sales Cloud

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