Strategic Solutions Innovative Consulting Rapid Results

Transcription

1 Strategic Solutions Innovative Consulting Rapid Results

2 Multi-Color Corporation: Streamlining Sales in 12 Weeks CON5959 Brian Uhlin Multi-Color Corporation Jason Carr everge Group

3 Agenda The Business Situation Implementation Overview Results Takeaways

4 Agenda The Business Situation Implementation Overview Results Takeaways

5 About Multi-Color Corporation Premium label solutions Established in 1916 and headquartered in Cincinnati 3,200 employees in 32 operations across the globe FY2015 sales estimated to $800 million Traded on the NASDAQ: LABL

6 Flexible in Offerings

7 Market Segment Leader Home and Personal Care Food and Beverage Wine and Spirit Specialty

8 The Business Situation Siloed Customer Data Ongoing Acquisitions Excel-based Sales Processes

9 Project Objectives Intuitive Decrease learning curve Increase user adoption Automated Roll up sales budget and forecast data Sales funnel and win/loss/miss scorecard Central Collect and manage data in one place Include contact, opportunity and activity data Global Utilize multi-currency functionality Accommodate multiple languages Social Better leverage social media technology Align and collaborate with support functions Visible Managers track deals and reps Reps see progress towards incentives Scalable Focus first on sales in North America Add global geographies, acquired operations and additional functionality later

10 Do it in 12 weeks or less

11 Agenda The Business Situation Implementation Overview Results Takeaways

12 Why everge Group? Experienced Consultants everge Group hires the top 5% of talent in the industry and our consultants all bring both technical and functional knowledge and experience. More Efficient Project Teams We staff our projects with smaller teams of more experienced consultants, leading to more cost-effective implementations. PrecisionFit Methodology Our proven methodology utilizes iterative prototyping and maximizes user involvement. Commitment to Client Satisfaction We will do whatever it takes to deliver the results you expect.

13 Integration Solutions and Services everge Group Offers a Full Range of Integration Solutions and Services Solutions Services Customer Experience (CX) Business Intelligence Enterprise Resource Planning Master Data Management Oracle Cloud Applications Implementation Services Software Upgrades Assessments Change Management Ongoing Support Services

14 Customer Experience - CX AREAS OF EXPERTISE Oracle Sales Cloud Oracle Incentive Compensation Oracle Service Cloud Oracle Marketing Cloud Oracle Knowledge Oracle CRM On Demand Siebel CRM PRACTICE HIGHLIGHTS CX practice established in 1998 Over 500 successful CX Implementations 5 Oracle Excellence (Titan) and 6 Honorable Mentions for CX CX consultants average over eight years of experience Consultants focus on Oracle CX

15 Oracle Platinum Partner Awarded to fewer than 5% of Oracle partners Granted in recognition of everge Group s: Level of expertise Customer satisfaction History of successful Oracle implementations

16 Recognized for Implementation Excellence 2014 North American Partner of the Year Mid-Market (CX) 2014 North American Partner of the Year Business Intelligence 2012 North American Partner of the Year Communications, Media & Entertainment Industry Solution (CRM) 2011 Oracle Titan Award Energy and Utilities Industry Solution (CRM) 2011 Oracle Titan Award Education Solution 2010 Oracle Titan Award Financial Services & Insurance Industry Solution (CRM)

17 Multi-Color s Goal: A Unified Sales Process Oracle Marketing Cloud (Phase 2) Oracle Sales Cloud (Phase 1) Oracle Marketing Cloud (Phase 2)

18 Challenges Aggressive timeline Product upgrade available mid-project Data exists in multiple locations Technically challenged end-users Bandwidth of MCC personnel

19 12-Week Sales Cloud Implementation Timeline

20 Agenda The Business Situation Implementation Overview Results Takeaways

21 Multi-Color Corporation s Unified Sales Process Oracle Sales Cloud Accounts and contacts Leads Opportunities Reporting and dashboards Oracle Marketing Cloud Campaigns Leads SAP Customer master Contacts Products Order History

22 Scope Core Setup of Sales Functionality 50 users Role-based visibility controls Account, contacts, opportunities, quotas Multiple sales methods and stages Sales coach Assessments Account Features Customer tree Account hierarchy Mobile & MS Outlook Sync Access Sales Cloud data from within Outlook Synchronize opportunities, appointments, contacts and tasks Extensibility Automation Training 9 field extensions on opportunity 3 field extensions on account 1 field extension on contact Opportunity assignment rules notification workflow Build training material Train administrators throughout project Conduct end-user training Classroom-style, from one location

23 Benefits Realized Standardized Sales Process Improved Sales Practices Custom Sales Analytics Promotes sales rep efficiency Management better able to support sales reps Solution includes multiple currencies to deliver one process and system across the globe Sales coach: helps reps know what s next, prevents overlooked steps Built-in social collaboration for internal review and support Added to 100+ available out of the box Provide rapid insight into current sales opportunities Faster insight into quota attainment for both sales reps and managers Track insight into user adoption Customer and Contact Management Moving away from business cards on a rep s desk prevents data loss if sales rep leaves More complete picture LinkedIn, etc. Better Visibility Custom assignment rules allow plant managers have better insight They can then plan accordingly to ensure sufficient resources for order fulfillment Mobile Access Reps can quickly update opportunity details while traveling Eliminates waiting for hotel internet & forgetting critical data Manager data available in real-time

24 Future Roadmap Roll out to other countries Oracle Marketing Cloud (Eloqua) Additional reports Incentive compensation Integration to back office

25 Agenda The Business Situation Implementation Overview Results Takeaways

26 Should You Do It Yourself? Most customers need some help Oracle states that generally the only customers who succeed without outside help are those who: Have implemented a CRM system before Have the required business and technical skills already Are willing to invest in up front training to become well versed in Oracle SalesCloud Don t mind a longer implementation timeframe Customer Connect: Organizing Your Project Team for Small Cloud Projects. Sept. 16, Jim Lange.

27 Considerations for Rapid Implementation Client Hire a firm with proven expertise Start with only necessary users Prioritize processes and consider phases Data migration instead of data integration Know what you can accomplish with out-ofthe-box functionality Get your team on board with testing and change management Document everything Implementer Leverage existing security roles Minimize customization Understand system design to avoid negative configuration impacts Research and plan for upgrades and patches Conduct user acceptance testing across platforms Understand current browser and hardware Resolve bugs with Oracle ASAP Document everything

28 Q & A Brian Uhlin Jason Carr