SIEBEL CRM ON DEMAND SALES

Transcription

1 SIEBEL CRM ON DEMAND SALES You want to focus on making sales and not searching for sales information. You want CRM On Demand Sales. It s a comprehensive set of tools for automating, simplifying, and managing all the TOOLS THAT AUTOMATE, SIMPLIFY, AND MANAGE SALES INFORMATION Get a 360-degree view of customers Review customer history back to original lead Get a single, cohesive data repository Forecast more accurately Replicate the activities of your best performers information your sales organization needs. Get maximum control over your accounts. Build realistic forecasts. Gain insight into your pipeline. Get a 360-degree view of your customers quickly and easily. Lead Management Automated Lead Routing Automatically route sales opportunities to the right sales team member based on a set of configurable business rules. Effective assignment rules include geography, industry, product interest, and revenue potential. Lead routing gives you a lead acceptance/rejection option, automatic lead assignment, automatic notifications, closed-loop lead tracking, easy lead reassignment based on territory/personnel changes, and lead-to-opportunity conversion. With Lead Routing, you can: Save reps time and steps less time spent managing leads Ensure sales team get only qualified leads Reduce manual routing and duplication of lead assignments Prevent leads from falling through the cracks Establish clear definitions on opportunity assignments Perform automatic load leveling across territories and team members Benefit from complete integration with Oracle s Siebel Sales solutions 1

2 KEY FEATURES Lead Assignment FORECAST MANAGEMENT Automatic forecast Opportunity history Automatic rollup Analytics integration OPPORTUNITY MANAGEMENT Pipeline analysis dashboard Sales process coach Multiple sales processes Intelligent lead qualification Opportunity assessment ACCOUNT AND CONTACT MANAGEMENT Integrated analytics Outlook integration Lotus Notes integration QUOTA MANAGEMENT Prorated quota definitions Goals definitions CALENDAR AND TASK MANAGEMENT Advanced calendar Rapid scheduling of to-do items OFFLINE ACCESS Microsoft Outlook, PocketPC PDAs, and Palm PDAs synchronization Offline client Automatically assign leads to the correct individual based on territory, product expertise, or user-defined rules. Reassign leads based on territory changes or personnel changes. Lead Assignment features include built-in wizard for directly importing leads from spreadsheets and other offline sources, automatic lead assignment based on predefined rules, customizable lead queues and assignment rules, notification for new lead assignments, and easy reassignment of leads. With Lead Assignment, you can: Streamline lead importing Ensure leads are routed to the right sales team/representative or back office teams Perform analysis of lead sources by campaign and channel Enhance collaboration throughout the lead qualification process between lead qualifier and sales rep 2

3 Lead Persistence All initial leads are preserved in the system even after a lead has been converted to an opportunity, ensuring customer history is saved. Lead Persistence lets you: Maintain a complete history of your customer interactions from their first contact on Know what campaigns they responded to as leads Track campaign conversion rates and history Lead Qualification Call Scripts Give your lead qualifiers the power of customizable call scripts available in Siebel CRM On Demand. Make sure your reps are asking the most appropriate questions at the right time by using customized workflow. Information captured on the call is collected directly in Siebel CRM On Demand, ensuring high-quality data capture. Reps can interact more intelligently with prospects by using call scripts that map to profiles. With Siebel CRM On Demand, your team will also get the capability to auto-qualify leads, with a guided questionnaire that calculates a lead score and disposition when complete. You can embed your best practices, providing consistent, high-quality lead qualification with minimal training. Call Scripting: Ensures consistent and thorough lead qualification Reduces rep training time Drop-down choices change dynamically based on customer response Supports personalized interactions based on existing record data 3

4 Facilitates up-selling and cross-selling Does not require third-party software Opportunity Management Close more business in less time. Siebel CRM On Demand s opportunity management feature provides a complete picture of each sales opportunity, including opportunity source, history, milestones, and key decision makers associated with each opportunity. Track competitors involved in the deal, products/services of interest and key decision criteria. Opportunity Management lets you: Quickly identify and prioritize sales opportunities Track deal status through the sales cycle Handle transactions in multiple currencies and languages 4

5 Partner/Competitor Tracking Siebel CRM On Demand Sales gives you the capabilities to track partners and competitors related to specific accounts and opportunities, so you can focus the right resources on strengthening key partnerships and dominating key competitors. Productivity Tools Activity Management In any sales process, certain activities must be completed within tight deadlines. Siebel CRM On Demand centralizes RFPs, quotes, contracts, callbacks, and meeting 5

6 details in one easy layout to help accelerate work. Create prioritized to-do items on your home page and never miss an important deadline. Managers have complete visibility into staff s activities to make sure everyone is staying on task. With Activity Management, you can: See all sales leads and appointments Stay current on accounts Create personalized to-do lists Prioritize activities based on deadlines or revenue potential Gain insight into staff workload Calendar/Task Management Schedule appointments, activities, and tasks across sales, service, call center, and marketing functions. Items assigned to other team members automatically appear on their calendars. Managers can review calendars of people covering an account to see who has been interacting with the account and how frequently. Calendar and Task Management lets you: View all activities in a central repository Drill down for more details on an activity Sync activities with Microsoft Outlook (bidirectional) 6

7 Outlook Integration Siebel CRM On Demand lets you associate inbound and outbound s, including attachments, with contacts, leads, accounts, opportunities and service requests. Capture new addresses, search for addressee information and edit and create new records in Siebel CRM On Demand. All it takes is a single click while working directly within Microsoft Outlook. Lotus Notes Integration Built-in Lotus Notes integration allows users to associate inbound and outbound s to contacts, leads, accounts, opportunities, and service requests in CRM On Demand. 7

8 Working directly in Lotus Notes, you can perform multiple operations with a single click, including capturing new addresses, searching for addressee information, editing/creating records and saving attachments. Lotus Notes integration comes built-in to Siebel CRM On Demand. No third-party vendor or integration is required. Outlook/Palm Synchronization Bidirectional synchronization allows contacts, appointments, and tasks created in Outlook to appear in Siebel CRM On Demand and vice-versa. This useful feature minimizes redundant entries and enhances coordination across your organization with up-to-date information. With Palm synchronization, you can: Extend CRM beyond the office Get 24/7 access to customer data Eliminate redundant entries 8

9 Call Management Improve sales efficiency and effectiveness by staying up to date on all customer interactions. Siebel CRM On Demand provides a comprehensive view of every customer and opportunity, including a complete history of all interactions across inbound/outbound calls, s, written correspondence, visits, meetings, and demonstrations. 9

10 Call Management lets you: Maintain rich contact profiles View complete interaction history across touchpoints Understand relationships between contacts inside the organization Correspond with contacts via or phone with the click of a button Offline Access Take Siebel CRM On Demand on the road. Offline functionality allows access to accounts, contacts, opportunities, tasks, and appointments without internet access. Modify or create new sales opportunities and synchronize updates when reconnected to the Internet in the office, at home or in a hotel. 10

11 Account Management Account Management Build a deep understanding of target accounts by viewing a complete history of all your company s interactions with customers across sales, service, call center, and 11

12 marketing. Easily track, schedule, and monitor account-related activities using the intuitive graphical interface. Siebel CRM On Demand Sales Account Management lets you: Display all account details in a comprehensive view View revenue potential and pipeline details Make account information available to all members of the sales team Create Customer tabs based on personal selling styles Track product and service delivery Monitor new opportunities within existing accounts Product Management Create and modify a product catalog of your company s products and services in Siebel CRM On Demand, including easily customizable fields, to track and manage sales opportunities by product or service across the entire organization. Associate products and services to existing accounts, including part numbers, contracts, and warrantee information, to capitalize on up-sell and cross-sell opportunities. Create accurate sales forecasts by tracking product and service revenues, including recurring revenue streams. Product Catalogs Maintain complex product catalogs in Siebel CRM On Demand, including hierarchical classification of products and services. Guarantee consistent messaging and product availability throughout the entire organization. Asset Management Associate one or more products/services with accounts as well as track information such as part number, warranty, and contract details. Create custom fields to support unique asset tracking needs. Effectively respond to service requests and identify new sales opportunities by having easy access to detailed product information. With Asset Management, you can: Increase up-sell and cross-sell opportunities Customize fields based on individual preferences Quickly address customer inquiries 12

13 Sales Management Territory Management Advanced territory management capabilities in Siebel CRM On Demand let you to adjust to rapid change within your company. Using an easy, point-and-click interface, you can automatically define sales territories and route or reassign accounts and opportunities to the right territories, sales professionals, and sales teams. Advanced territory management lets you manage your business by multiple criteria, ensuring you get the right information to the right team member to keep things from slipping through the cracks. Quota Management Easily design quota plans that motivate your sales team while supporting your company s revenue goals. Quickly define monthly, quarterly, or yearly quotas and compare them to closed revenue, expected revenue, and forecasted revenue. 13

14 Sales Process Coach/Workflow Make every salesperson a star performer by using our innovative Sales Process Coach. You can easily configure Sales Process Coach to mirror your sales business processes and best practice sales methodologies. With Sales Process Coach, you can automatically define required steps and activities for each stage of your sales cycle to make the cycle more manageable for your reps to collect the right information at the right time. As an opportunity progresses through your company s sales stages, reps can call up coaching instructions with the click of a button. Those instructions can be specific to the current sales stage for the opportunity in question, including links to your company s sales tools and best practices. Sales Process Coach makes it possible to: Instill your best practices across the entire organization Maximize sale effectiveness by making sales tools easily accessible Improve data quality across sales stages Avoid building this type of capability from scratch with a generic workflow engine. With Siebel CRM On Demand, you get an out-of-box solution that you can easily configure, with point-and-click administration. Reporting & Analytics Forecasting Eliminate time-consuming manual forecasting with automatically generated snapshots of sales opportunities across your organization in real time or as historical analyses. Create comparative trend analysis with a few simple clicks to ensure forecasts are on track. Forecast revenues by account, opportunity, product, product line, service, employee, divisions, geography, partner, or project with manual overrides at every level. You ll get best practices for forecasting with autoforecasting, automatic rollups, and historical snapshots. 14

15 With the Forecasting features, you can: Monitor the health of your business Proactively address trends, shortfalls, and increased revenues Spend less time creating reports and more time with customers Preserve snapshots of revenue for historical evaluation Pipeline Visibility With a view of your sales pipeline, you can monitor the opportunities your sales force is pursuing and diagnose problems in the pipeline. You can proactively resolve pipeline concerns early in the process and maintain high close rates. Pipeline Visibility helps you: Save time briefing team members on activities and opportunities View automatic analyses of pipeline forecasts Customize your pipeline based on individual preferences Export forecasts in multiple formats 15

16 Sales Analytics Siebel CRM On Demand delivers analytics everywhere with the industry s most powerful analytic capabilities. From the home page to analytic dashboards embedded throughout the application, the built-in analytics make actionable, up-to-the-minute business intelligence available to users across sales, service, and marketing functions. With one click, you can drill down into real-time intelligence and historical trends based on 35 prebuilt reports with 250 discrete analyses. Or you can build customized reports based on individual preferences, using prebuilt templates. With Sales Analytics, you get: Interactive dashboards The ability to create, print, and export reports Drillable navigation into individual records Data warehousing for historical and comparative analyses The ability to save reports in public and private folders Advanced Analytics Siebel CRM On Demand is the only hosted solution to offer you deep real-time and historical insight into your business with a graphical ad hoc analytics engine and hosted data warehouse. Built-in advanced analytics include analysis of lead flow, conversion rates, cost per lead, and many other related areas with prebuilt dashboards and analytics that help you maximize marketing ROI. 16

17 Sales Administration Customization Enhance your hosted CRM solution with Siebel CRM On Demand s powerful new customization capabilities. You can create customer fields and reports, using dozens of fields and multiple logical arguments. Customization features let you: Automatically rename tabs and objects throughout the solution Pass data to an external system by creating a hyperlink Create tailored home pages Define role management, user-privileges data access, and screen layout Run reports and analyses from customized fields Multicurrency Support Siebel CRM On Demand supports multiple currencies across the same company, including the dollar, Euro, Pound, and Yen. Create a default currency based on location or individual preference. When generating forecasts, Siebel CRM On Demand will automatically convert all opportunities to the default company currency to ensure accurate, single-currency sales forecasts. Multilanguage Support To address the needs of a global workforce, Siebel CRM On Demand supports multiple languages, allowing you to work in your chosen language. Regional support offers country-sensitive address and ready-to-dial phone formatting as well as localized number, time, and date formats. Multicurrency support allows you to transact, forecast, and report in any currency. Current languages supported include 17

18 Chinese (Simplified), English-U.K., French, German, Italian, Japanese, Korean, Portuguese (European), and Spanish. Oracle Enterprise Integration Siebel CRM On Demand delivers the industry s first fully hosted enterprise application integration server. With prebuilt integration to popular applications such as Oracle business applications installed on-premises, this solution enables organizations to rapidly extend their existing Oracle CRM deployment to a hybrid model without resorting to traditional time-consuming and expensive custom development efforts and without having to deploy sophisticated integration servers on their own premises. By delivering true real-time integration capabilities, Siebel CRM On Demand s hosted integration server goes far beyond simple data sharing and uniquely enables companies to deploy end-to-end business processes across applications. In addition, Siebel CRM On Demand provides a comprehensive set of flexible Web services APIs based on XML/SOAP standards to enable custom integrations between Siebel CRM On Demand and other applications, further reducing the cost and complexity of custom integration. With prebuilt integration, you can: Gain increased flexibility for sales, service, and marketing Extend CRM functionality to remote offices Increase your ROI with single-vendor relationships Unify business processes Benefit from a single data model between hosted and on-premises applications Learn More About Siebel CRM On Demand For more information about Siebel CRM On Demand, visit or call

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