Adam Rosenfield – North American Oracle CRM Practice Director Adam.Rosenfield@hcl

1. Oracle Sales Cloud In A Box“An Enhanced and Focused CRM Offering” Adam Rosenfield – North American Oracle CRM Practice DirectorAdam.Rosenfield@hcl.com

2. AGENDA HCL – Who Are We? Digitalization & Cloud Enablement Oracle Sales Cloud In A Box Implementation Options Typical Timeline / Resourcing / Scope Assets & Accelerators

3. HCL OVERVIEW

4. HCL’S GLOBAL ORACLE PRACTICE • Global Oracle Customer Footprint • Hundreds of customers worldwide across industries • Successful delivery of large-scale implementations • Award winning end-to-end applications and solutions • Early Mover in Oracle Technologies • Selected for Fusion Early Adopter program • First Fusion HCM SaaS Go Live • One of the first large Exa deals in the UK • Expanded Services and Solutions • Integration of business strategy, solution implementation and support • Continuous investment in Oracle-based solution development, delivery resources, and technical competency • Recognized Oracle Technical Expertise • 28 Specializations • 7 Advanced Specializations Leading Global Oracle Partner Global Platinum Partner | Joint Development Partner | BPO Partner | Beta Partner | Go-to-market Partner

5. HCL’S VIEW OF DIGITALIZATION

6. HCL’S Cloud Enablement / CRM Diagnostic Inputs Assess Outputs SFA Marketing Service Over 150 Industry Best practices • Strategy & Vision • Mandate for Change • Spontaneous Improvements • Business Reference Guide • Process Flows • Key Principles • Best Practices by area • Key KPI’s • Roadmap Account/Contact Mgmt Campaign Mgmt E-Service Forecast Oppty Quote Order Email Dispatch Service Metrics Warranty Entitlement Chanel Mgmt Segment Loyalty Over 50 Customers Software delivered Best practices Warranty Checks Entitlement Checks Install Base Mgmt SLA Mgmt Service Oppty Mgmt Service Marketing Over 80 years experience SLA Workflow Entitlement Workflow Sell Via Service Workflow Asset Mgmt Workflow Service Campaigns Warranty Workflow KPI’s Business Benefits ROI Analysis Offer additional Recommended practices from HCL Segmented Offer Management Diagnosis Before Dispatch Entitle First Service Second Remote Service Monitoring Service Assets Dispatched Together All Customer Interactions Tracked Service Chain Analytics Deliver the latest Best Practices inherent in delivered CRM Software solutions Service Marketing & Campaigns Service Order Management Warranty Management Installed Base & Object Management Service Request Processing Service Agreement Management Logistics Integration Service Opportunity Management Service Contract Management Installation & Configuration Resource Planning Warranty Claim Processing In-House Repair Processing Service Parts Management Service Confirmation Management Financial Integration & Billing Service Plan Management Service Level Management Multichannel Integration

7. BUSINESS OBJECTIVES ORACLE Sales Box In A Cloud • Information on the go • Harmonized Customer center – across multiple channels • Leverage Social and Activity streams – existing network and collaborate • Business Intelligence – opportunities, competition, sales leads • Reduced IT costs and higher ROI • Leverage existing mobile, desktop platforms – faster end user adoption • Minimal configuration – re-usable pre-configured customizable components • Faster deployment options – with minimal disruption to business continuity • Accelerate Sales process • Complete Sales activities quickly – focus on other important tasks • Sales Predictor and Sales Campaigns – quick wins • Better sales plans – territory, Quota and IC management

8. ORACLE SALES CLOUD IN A BOX What is HCL’s Oracle Sales Cloud in a Box offering? Oracle Sales Cloud in a Box is a toolkit of pre-configured, quick to deploy Sales Modules based on Oracle CX Cloud and using HCL’s RAD framework and proven assets and accelerators Definition of the toolkits? Toolkits are aggregation of functional sales modules based on organizations sales objectives • Mix and match the tool kits best suited to your organizations requirements • Each Sales Process has a set of sub-processes based on Oracle’s Sales Cloud solution Sales Tool kits Sales Processes Based on industry best practice and our experience we recommend starting with the Sales Productivity toolkit

9. IMPLEMENTATION OPTION #1 On Premise CRM Other Cloud Based CRM Oracle Sales Cloud in a Box Cloud Oracle Sales Cloud Cloud Oracle On Demand CRM Includes migration of any CRM to Oracle Sales Cloud

10. IMPLEMENTATION OPTION #2 No structured CRM Oracle Sales Cloud in a Box Oracle Sales Cloud Implementation consists of Fixed Scope & Fixed Cost to accelerate the Sales Cloud implementation to deliver quicker results/ROI to customers Cloud

11. TYPICAL SCOPE • Scope includes designing, configuring, testing and deploying above modules • Data migration activities are limited to making data available from the source systems to the cloud • Setup of seed data – employees / users, products / pricelists, organization, territories, list of values • Fixed set of deliverables – project plan, functional & technical design, testing and deployment plan

12. TYPICAL TIMELINE Project Management and Oversight Discovery & Design Configuration & Migration Prototype Testing Iteration Cycles Deploy Build and Run approach M1 M2 M3 M4 Refine • Milestone 1 – Deliverables • Project Scope & Requirements • Project Plan • Fit-Gap analysis • Milestone 2 – Deliverables • Design • Prototype • Migration Plan • Test Plan • Milestone 3 – Deliverables • Test Results • Deployment Plan • Deployment checklist • Milestone 4 – Deliverables • Deployed Sales Cloud • Future roadmap Conference room pilots

13. TYPICAL TEAM STRUCTURE HCL Manager Customer Project Manager Business SME Application Lead Data Lead IT SME Business Users Configuration Consultants (2) Migration Consultant Infrastructure & Support HCL onsite HCL offshore Test Consultant Cloud Administrator Customer role

14. HCL’S 5 “S” MIGRATION APPLICATION & DATA FRAMEWORK

15. SAMPLE MIGRATION PATH By Customer Contact Data Extract (D1) By HCL Data Cleansing Legacy/Contact Apps Db Data Conversion into CSV Sample Data load & Testing (DMT) Production D1 Data Load ( DMT) Delta Production Data Load (DMT) Fusion CRM

16. SAMPLE MIGRATION ENTITIES

17. SUMMARY “ORACLE SALES CLOUD IN A BOX” • Fixed Price • Fixed Scope • Fixed Schedule HR CRM ERP DW