CRM Can Work in Many Ways
By Tony Berk on Oct 12, 2009
The Oracle CRM Executive Customer Panel session at Oracle OpenWorld featured success stories from around the world and across diverse industries. While the stories were unique, there was one common theme: CRM from Oracle works.
Anthony Lye, Senior Vice President, CRM at Oracle, opened the session by introducing the panel of four Oracle CRM customers.
Shauna Della, VP, Sales IT at HP, gave an overview of HP's 35,000 user Siebel 8 implementation. Siebel CRM is a single source of reality for HP since it contains every opportunity and account around the world. With Siebel, HP can monitor and measure effectiveness of the sales process, sales velocity and sales performance globally! And they have seen some impressive results including improving pipeline health by 257%, improving lead to revenue by $1 Billion (yes, that's Billion with a "B"), and reducing non-productive sales time by 9%.
Up next was Christian Venter, Head of Sales & Service, Global Solution Delivery at ANZ, the largest Australian bank in Asia and one of the top 45 banks globally. Chris described how his team deployed Siebel to over 10,000 users including 850 bank branches to better serve the bank's customers. ANZ utilizes Siebel 8's Task-based UI to create a simple, intuitive user interface based on a user's role and reduce time to originate multiple bank products by 30%. ANZ has already saved over 30,000 sales hours in its branches.
Batting third was Stephen Miller, Sales Operations Manager at Scottish Widows. Scottish Widows is part of the Lloyds Banking Group with more than 6 million life, pension and investment customers. They implemented Oracle CRM On Demand to manage relationships with over 18,500 independent financial advisers and to improve their market penetration. After a head-to-head comparison with salesforce.com, Scottish Widows deployed Oracle CRM On Demand in two months and are taking advantage of CRM On Demand's powerful analytics. In addition, their mobile sales force is more productive with Oracle Mobile Sales Assistant.
Bridget Warns, Senior Director, Customer Engagement and Integration at US Foodservice, batted clean up. Hey, it is October and I'm from Southern California, home of the Angels AND Dodgers, so I'm staying with the baseball theme! Bridget provided an overview of how US Foodservice deployed Oracle CRM On Demand to 6,125 sales users. US Foodservice is a great example of best practices for implementing CRM. They worked closely with their users, had a thorough training and phased rollout plan and received very strong executive sponsorship. As a result, US Foodservice has grown market share, even in this economy!
These customers are doing something right. Are you? Tell us how Oracle CRM is working for you.