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Atradius Collections Gain c onfidence in your Sales forecast. 1 st October 2014 Oracle Open World - 2014. Confidential Information.
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Atradius CollectionsGain confidence in your Sales forecast 1st October 2014 Oracle Open World - 2014
Confidential Information This document contains information that is confidential and proprietary to Infosys Limited ,Atradius Collections and Oracle. No part of it may be used, circulated, quoted, or reproduced for distribution outside Infosys Limited , Atradius Collections and Oracle Corporation. Any disclosure of confidential information to, or use of it by a third party will be damaging to Infosys , Atradius Collections and Oracle. The ownership of all confidential information no matter what media it resides in, remains with Infosys, Atradius Collections and Oracle.
Speakers • Account Manager • manAmsterdam, Netherland • jkbasa@infosys.com • +31-615859068 • EVP Commercial worldwide • Board Member of Atradius Collections • Amsterdam, Netherlands • ralph.vandijk@atradius.com Jimut Kumar Basa Ralph van Dijk
Content • Atradius Collections – Our Story • Sales Forecast Overview • Learnings and Benefits • Oracle Sales Cloud -Forecast Implementation Overview • Solution Summary
Atradius Collections 24+ countries 160+ offices 14500+ customers 90+ years • Leading international trade invoice collections company. • 350 collections specialists working worldwide. • Driving sales growth by better brand experience • Strengthening market share by impressive customer service • Controlling costs by effective IT solutions moving to the cloud
Forecasting : Pain Points Using Excel Time consuming Inaccurate data Impacts sales productivity: Efficiency & Effectiveness Unstructured No security No reporting tool Manual entry
Why Oracle Sales Cloud And Infosys • Why Oracle Sales Could: • Best business fit – Strong forecasting capabilities • Low TCO • Easy maintenance and simpler upgrades • Future scalability • Why Infosys: • Oracle sales cloud product knowledge • Proven implementation track record and expertise • Existing Atradius strategic partner • Oracle Diamond Partner Infosys Rapid Start Methodology
Content • Atradius Collections – Our Story • Sales Forecast Overview • Learnings and Benefits • Oracle Sales Cloud -Forecast Implementation Overview • Solution Summary
Four Pillars of a Good Sales Forecast Process Analyze Monitor Strategy
1 . Robust Forecast Strategy • Forecast Parameters • Monthly • Forecast Duration: 12 • Forecast Criteria • Win probability >60% • Forecast Metrics • Best-case and worst-case • Closed revenue • Quota
2. Streamlined Forecast Process Yes Basic representation at sales rep. level.
3. Monitor Continuous Changes. • Real-time synchronization • Revenue lines • Close dates • Sales phase • Opportunity status • Metrics • Leads, Opportunities, Quotations, Contracts • Forecast (>60% win probability), Closed revenue
4. Analyze the Forecast. • Reports • Historical trends • Add on: • Personalized dashboards Sneak Peek
Content • About the Session • Atradius Collections – Our Story • Our Learnings and Benefits • Oracle Sales Cloud Implementation Overview • Solution Summary
Learnings • Enabling Best Practices • Forecast Strategy • Forecast Process • Bottom Up Forecast • Change Management • Benefits of using Forecasting • Forecasting methodology and terminology • Effective use of metrics and analytics
Benefits Reduced time Accurate Achieve Target & Boost Sales Secure Real-time reports Structured process Automated
Content • Sales Forecast Briefing • Atradius Collections – Our Story • Oracle Sales Cloud - Forecast Implementation Overview • Implementation Learnings and Benefits • Solution Summary
Critical Success Factors for the team On budget On time Value to business • Provide best fit within budget • Fixed price implementations • Pure vanilla approach • Design a global template for rapid rollout to other countries • Low TCO Must go live in 11 weeks for the Pilot countries Netherlands, Belgium and Luxemburg
Project Phases and Time Lines Week 0 Week 7 to 11 Week 1 to 6 Modeling and Realization • Finalize scope • Define success Criteria for the pilot • SOW sign off • Familiarization workshops • Configuration • Data migration • Conference room pilots • System verification • Training • User verification (UAT) • Deployment Strategy and Planning Verify and Deploy
Content • About the Session • Atradius Collections – Our Story • Learnings and Benefits • Oracle Sales Cloud Implementation Overview • Solution Summary
Let’s Summarize… Robust strategy Stream line process Real-time monitoring Accurate analysis
“Good sales Forecast Helps Take Right Decisions at the Right Time”
24 Questions If you have any questions, please contact • Ralph van Dijk • ralph.vandijk@atradius.com • JimutKumar Basa • jkbasa@infosys.com • Nikhil Kini • Nikhilprakash_kini 01@infosys.com
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