Analyst Tour June 1998

1
Is Your Sales Pipeline Ready For
Prime Time !
2
Real Life Experience of Implementing Oracle
Sales 3i Applications for Aris CorporationPresen
ted by Wade LewisDirector of CRM SystemsAris
Consulting
3
Who We Are

• Founded 1990, (NASDAQ ARSC)
• Consulting Service Offerings Include Enterprise
  Application and eBusiness Solutions
• Over 400 Employees in U.S. and United Kingdom
• Intensive experience in providing ERP, CRM, HRMS
  and Internet Solutions

4
Expected Benefits

• Increased Revenue
• Opportunity and Customer Information Up To Date
  While On The Road
• Sales Representatives Better Prepared When
  Interacting With Customers
• More Wins

5
Expected Benefits

• Increased Productivity
• Enabled To Quickly Respond To Changes In
  Marketplace, Sales Structure, or Management Plans
• Easier Access To Critical Information
• Enabled To Motivate Individuals While Meeting
  Corporate Strategic Goals

6
Expected Benefits

• Decreased Cost of Sales
• Process Automation With Reduction Of Error
• Improved Performance Monitoring For Management
  and Sales Representatives
• Improved Customer Retention

7
Project Scope - Software

• Oracle CRM Licensed For 30 Named Users
• Oracle Applications Implemented
• Oracle Applications Version 11.03
• Oracle RDBMS Version 8.0 and 8i
• Oracle Mobile Gateway
• Modules To Be Fully Installed
• Oracle Sales 3i
• Oracle Field Sales 3i
• Oracle Field Sales / Palm Devices 3i

8
Project Scope - Software

• Prerequisite Oracle Applications Implemented
• Oracle Sales and Marketing
• Oracle Self Service
• Other Oracle Applications Purchased But Will Not
  Be Fully Installed This Phase
• Oracle Order Management
• Oracle Financials

9
Project Scope - Business Processes

• Oracle Sales 3i - Key Features
• Tracking The Sales Process Through Account
  Contact and Opportunity Data
• Tracking Notes and To-Dos
• Forecasting Sales Performance
• Management and Reporting
• Managing Order Entry, Inventory and Territories

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Project Scope - Business Processes

• Oracle Field Sales 3i - Key Features
• Extends Oracle Sales So Users Can Access Sales
  Information From A Remote Location On The
  Internet Via A Web-Enabled Browser
• Prerequisite For Field Sales/Palm Devices
• Data Does Not Reside On Remote Device (Laptop)
• Data Export To Excel Available

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Project Scope - Business Processes

• Oracle Field Sales / Palm Devices 3i - Key
  Features
• Synchronize Remote Sales Information With Server
  Information Without Re-Keying Data

12
Project Scope - Business Processes

• Oracle Field Sales / Palm Devices 3i - Key
  Features
• Customer, Contact and Opportunity Management
  Information
• Sales Forecasts
• Sales Calendar, Scheduling Events and To-Dos
• View Projected Compensation
• Data Filtering for Selective Download

13
Project Scope - Organizations
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Project Objectives

• Provide a Common Automated Tool To Aris
  Consulting Sales For Customer Prospecting and
  Management
• Re-engineer and Integrate Legacy Customer
  Information System Into Oracle CRM
• Ultimately A Common Database For All
  Organizations

15
Project Objectives

• Enable Aris Consulting Sales To Demonstrate What
  We Can Implement
• Via Internet, Laptop, Palm Devices
• Deploy Improved Conversion Methodology Tools
  Developed to Consulting Services
• Extend Consulting Implementation Methodology to
  Include New CRM Applications
• Extend Aris Consulting CRM Expertise by Including
  on Project Team

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Project Team

17
Project Approach

• Utilize Consulting Methodology and Resources
• Aris Business Processes Will Be Re-Engineered
• Based On Best Practice Approach To Utilize
  Oracle Applications To Their Fullest Capacity

18
Project Approach

• Software Customizations Are Outside Project Scope
• Scope Change Request Approved By Steering
  Committee Will Be Required
• ACETS Forms and Reports Modifications Required
  For Integration With Oracle Applications Is In
  Project Scope
• ACETS is legacy customer project accounting and
  billing system

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Project Milestones
20

Where Are We Today
!
21
Where We Are Today

• Production Cut Over in May!
• Phased Approach
• Palm Devices / Mobile Gateway Not Fully
  Implemented
• Customer Data Entered Manually

22
Production Cut-over

• Phased Approach
• Sales Force Reengineered
• Organizational Changes
• Sales Methodology Changes
• Training Worldwide Sales Force
• UK Still Pending
• Still Working Through Few Bugs
• Continuing to Get Hands Around Data Migration

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Developing Data Migration

• Phased Approach
• Manual while Developing Conversion
• Develop Migration Approach
• Multiple Sources
• Data Clean-Up
• Map Legacy Data to Oracle Tables
• Dupliguard
• JIT Acquisition and Conversion of Data

24
Training

• Phased Approach
• Worldwide Sales Force
• Just In Time
• Legacy Data Migration
• Training Material Developed
• Field Sales
• Sales Administrator

25
Process Re-Engineering

• Customer Data
• Ownership of Customers
• Customer and Site Usage
• Data Entry Standardization
• Forecasting and Pipeline Reporting
• New Reports
• Processes

26

Did We Meet Our Project
Objectives
?
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Project Objectives Today

• Begun to Provide a Common Automated Tool To Aris
  Consulting Sales For Customer Prospecting and
  Management
• Phased Rollout to Sales Force
• Legacy Customer Information now exists in Oracle
  CRM
• Limited Ability to Enable Aris Consulting Sales
  To Demonstrate What We Can Implement
• Palm Devices not working

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Project Objectives Today

• Still Developing Improved Conversion Methodology
  Tools for Consulting Services
• Dupliguard
• Integrated Oracle Sales Applications
  Implementation Methodology into Consulting
  Services
• Developed and Deployed Sales Applications
  Implementation skills to Consulting Services

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these Are Things you Should Watch
Out For
!
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Gothcas

• No Documentation On Proper Set-up Task Order
• Utilizing Material From Oracle Partner Training
• Sales Administrator Guide
• Limited and incomplete
• Trial and Error
• Metalink

31
Gothcas

• Limited Technical Documentation
• Technical Reference Manuals For 3i Applications
  On Back-order
• Technical Reference Manuals For 3i Application
  Open Interfaces and APIs Unavailable To Date

32
Gothcas

• Palm Devices Not Working
• Data Base Replication from Mobile Gateway has
  Sequence Numbering problem
• Some Icons on Field Sales Require Other Oracle
  Applications To Function Properly
• Limited Public Training Available from Oracle

33

WhatAbout 11i
!
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Oracle CRM E-Business Suite
MarketingIntelligence
SalesIntelligence
CustomerIntelligence
Call CenterIntelligence
Marketing
Sales
Service
CRM Foundation
Interaction Channels
Common Application Architecture Schema
eBusiness Platform
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Oracle CRM E-Business Suite
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CRM 11i Products
Marketing - Marketing - Marketing Encyclopedia
Service - Contracts Core - Service Contracts -
Contracts Integration - Customer Care - Support -
Depot Repair - Field Service - Mobile Field
Service - Scheduler - Spares Management
Call Center - Telephony Manager - Advanced
Outbound - Interaction Blending - Scripting
- Advanced Inbound - ACD Integration -
Universal Work Queue - Collections
Sales - Sales Online - TeleSales - Field
Sales Devices - Sales compensation - Order
Capture
Business Intelligence - Marketing - Customer
- Call Center - Sales
eCommerce - iMarketing - iStore - iPayment
- iSupport -eMail Center
Industries - Service for Comms - SDP
Provisioning - SDP Number Portability -
Network Logistics - Sales for Comms -
Banking Center
Tools Technology - CRM Foundation - Gateway
for Mobile Devices
Beta in 11.5.1
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Oracle Sales 11i New Features

• Field Sales is now called Sales Online
• Enhanced User Interface
• Dynamic HTML (DHTML) editable grids,
  customizable controls, tree control
• Lead Management
• Link leads to existing opportunity or create new
  one

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Oracle Sales 11i New Features

• Third Party Data Provider Integration
• Check prospects against third party databases to
  ensure data integrity and de-duping
• Dun Bradstreet
• Calendar Integration
• Microsoft Exchange Outlook calendar, tasks,
  appointments, contacts, and notes
• Globalization Translation
• User allowed to select language, date formats,
  and preferred currency
• Configured Quotes
• Oracle Configurator

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Oracle Sales 11i New Features

• Task and Interactions
• Fully integrated throughout CRM suite
• Marketing Encyclopedia Integration
• Corporate information from third party content
  provider
• One Source
• Mobile Devices
• Laptop PC
• Palm
• Windows CE

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Helpful Information

• ME
• wade.lewis_at_aris.com
• SIGs
• CRM Sales SIG
• bshamhar_at_darc.com
• Brian L. Shamhart, DARC Corporation
• CRM Service SIG
• bwaters_at_impacservices.com
• Bonnie Waters, IMPAC Services
• www.oracle.com
• appsnet