Oracle Sales and Marketing

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1 Oracle Sales and Marketing Oracle Sales and Marketing (OSM) brings the Information Age to field sales and internal marketing organizations. OSM is a fully integrated, scaleable solution for companies looking to maximize corporate profits by leveraging Oracle s leading-edge technology. Oracle Sales and Marketing is part of Oracle s Front Office Applications, an integrated suite of business solutions designed to support continuous process improvements for enterprises in time critical markets. Automation For the Information Age Oracle Sales and Marketing defines the next generation of technology-enabled selling. When implemented with Oracle s Front Office Applications suite, OSM is the only solution available today that allows companies to manage the full lifecycle of their most valuable asset: their customers. Oracle Sales and Marketing is an integrated solution for field sales, telemarketing, and marketing. OSM features an intuitive graphical user interface that is easy to use and easy to support. Account and Contact Management Oracle Sales and Marketing gives sales reps the information they need to effectively target their selling efforts. Reps have access to purchase history, installed base, product interests, and key account demographics. Contact information lets reps identify key players within their accounts and share that information with other members of the sales team. Using Oracle s latest mobile computing technology, reps can update this vital information any where, any time.

2 OSM s graphical user interface features an easy-to-use tabbed environment Opportunity and Pipeline Management Opportunities can be managed through the entire sales cycle, from initial lead to quote to final order. OSM s flexibility lets companies implement virtually any sales methodology to support any selling environment - including selling through channels and partners. Sales forecasts are built from opportunities and allow representatives to keep up-to-date with sales credit and bonus through OSM s integration with Oracle Sales Compensation. OSM s Opportunity Management screen lets you track leads through the sales cycle Sales pipeline snapshots allow your sales force to monitor the health of their sales cycle through graphical views.

3 Sales Pipeline Analysis Forecast Management A flexible forecasting module allows you to effectively manage your sales opportunities throughout the entire sales process. Oracle Sales and Marketing forecasting allows you to define forecast periods in Oracle General Ledger, set quotas in Oracle Sales Compensation, and give sales representatives the ability to not only forecast but to see where they stand period-to-date. Managers can then view subordinates forecasts and make appropriate adjustments before committing their numbers to the next level of sales management. Sales forecasts can be defined on a rolling number of periods, providing the sales organization with historical information. Personal Productivity Notes and To-Do s give sales reps the ability to easily create a complete history of all account, contact, and lead activity. OSM automatically generates notes as key milestones in the sales cycle are met. Sales team members can use notes to share information about call activity, major issues, and account strategy. Collateral Sending product information to accounts is a time-consuming yet necessary step in most sales cycles. OSM automates this process and gives both field and telesales reps the ability to create collateral kits customized to their accounts needs.

4 Telemarketing Oracle Sales and Marketing automates the call center function and integrates it with field sales. Telesales reps are able to share information directly with the field and, as a result, become a key part of the virtual sales team. List Management OSM includes a number of API s for processing leads from trade shows, purchased lists, and legacy systems. Once imported, prospect lists can be used for mailing and call campaigns. Quote to Order Sales reps can easily create quotes using the latest inventory, price list, and discount information from Oracle Order Entry. Reps can work with their customers, using multiple versions of quotes, to find an optimal product solution to customer needs. Once accepted, quotes can be turned into orders with the click of a button. OSM s quoting module supports multiple versions and discounting Marketing OSM gives marketing departments the ability to track the effectiveness of advertising campaigns and promotions. Estimated and actual costs, response rates, and actual orders generated are all available for analysis. Oracle Sales and Marketing also automates event planning and management. Event planners can set up seminars, define prerequisites, track costs, and manage the enrollment process. Integration with Microsoft Word lets planners mail invitation, confirmation, and follow-up letters to participants. Event evaluations can be processed using OSM s scripting feature. Based on evaluation answers, attendees can automatically receive follow-up information or calls from sales reps.

5 Mobile Sales and Marketing Oracle s Mobile Sales and Marketing gives sales reps the ability to download complete territory information to their laptops. Information they collect about accounts, contacts, activities and opportunities can be used and updated throughout the sales cycle - completely disconnected from the corporate network. Key Features Field Sales Account Management Sophisticated fuzzy logic minimizes duplicate accounts Flexible APIs for loading accounts and leads from external sources Full support for multi-tiered account structures A single customer database, shared throughout the Oracle Application suite Customizable screen for storing installed base information Account classifications for analysis, marketing campaigns and assigning sales teams Contact Management Complete contact tracking and management Alternate addresses for mailings Contact classifications for tracking product interests and target marketing Opportunity, Pipeline and Forecast Management Full support for selling through multiple distribution channels and partners Configurable to support all major sales methodologies Ability to track close dates and win probabilities at the inventory line item level Integrated with Oracle Shipping for up-to-date product information Full support for team selling, including splitting credit at the line-item level Extensive competitor tracking for win/loss analysis Graphical views of the sales pipeline Sales forecasting driven by opportunities, complete with management adjustments and rollups Integrated Sales Forecasting tied to Manufacturing plan to build Order Management Full featured quoting capabilities to turn an opportunity into a quote Automated quote to order with a single push-button, one step process Integrated access to complete order and service history Team Selling Automatic creation of virtual selling teams based on account, product interest, and geographic information Full security to control data access Integrated with Oracle Human Resources for sales force information Personal Productivity Automatic generation of notes at key benchmarks in the sales cycle Free-form notes tied to accounts, contacts, and opportunities Support for both personal and shared action items

6 Ability to assign action items to other members of the sales team Integration with Microsoft Schedule Plus Literature Fulfillment Flexibility to process collateral requests through Oracle Order Entry, locally, or through external fulfillment houses OLE2 automation with MS Word for generating personalized cover letters Ability to create collateral kits customized to client needs Telemarketing List Management API s for importing Accounts, Contacts, and Leads from external sources Shared and personal lists Call Scripting and Response Card Processing Flexible, branchable scripts for guiding telemarketing reps through inbound and outbound calls Ability to tie scripts to promotions and advertisements Automatic generation of leads, product literature requests, and event enrollments based on script responses Special data entry screens tuned for processing bingo cards Marketing Campaign and Event Management Extensive tracking of print and broadcast ads, including: run dates, publications, estimated and actual costs, and number of responses Campaigns can be tied to opportunities, phone inquiries, and interactions Full support for managing seminars and events, including: enrollments, site and contact management, estimated and actual costing, and processing of event evaluations OLE2 integration with MS Word for confirmation, cancellation, and follow-up letters Oracle Corporation World Headquarters 500 Oracle Parkway Redwood Shores, CA USA Worldwide Inquiries: Fax Oracle Corporation is the world s leading supplier of software for information management, and the world s second largest software company. With annual revenues of over $6 billion, the company offers its database, tools, and application products, along with related consulting, education, and support services, in more than 140 countries around the world. Features and screen shots shown may not correspond exactly to the released product. Oracle is a registered trademark, and Enabling the Information Age is a trademark or registered trademark of Oracle Corporation. All other company and product names mentioned are used for identification purposes only, and may be trademarks of their respective owners. Copyright Oracle Corporation 1998 All Rights Reserved

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