Friday Sep 28, 2012

NEW: Fusion CRM Learning Paths from Oracle University

Oracle University is helping partners to define what are the most important trainings they have to attend in order to maximize their investment: The Oracle Fusion CRM learning path is designed to provide implementers with the knowledge needed for an initial CRM implementation. One path is focused for Cloud implementations. A second path is focused for onPremise implementations


Tuesday Sep 18, 2012

Learn about CRM and CX at Oracle Days 2012

Oracle Day 2012 features learning tracks and sessions tailored for accelerating your business in today’s environment. Oracle simplifies IT by investing in best-of-breed technologies at every layer of the technology stack and engineering them to work together so you can focus on driving your business forward. Throughout its history, Oracle has proved it can address the most complex IT challenges and solve the business problems of our customers.

Discover Oracle’s strategy for powering innovation in the areas of Cloud, Social, Mobile, Business Operations, Data Center Optimization, Big Data and Analytics.

Oracle Day 2012: Tracks    

  • Engine for Growth: The business for optimized data center
  • Powering innovation for your enterprise applications
  • Architect your cloud: A blueprint for Cloud builders
  • See more, Act faster: powering innovation with analytics
  • Business operations: Powering business innovation
  • Customer Experience: Empowering people, powering brands
Check out the agenda at local even for more details

Oracle’s Vision for the Social-Enabled Enterprise

2 years ago, Social was a nice to have. Now it’s a must-have’- Mark Hurd .Do you agree? Check out  the on demand version of the Oracle’s Vision for the Social-Enabled Enterprise Exclusive Webcast in a 30' video HERE 

Smart companies are developing social media strategies to engage customers, gain brand insights, and transform employee collaboration and recruitment. Join Oracle President Mark Hurd and senior Oracle executives to learn more about Oracle's vision for the social-enabled enterprise

What to "CRM" in San Francisco? CRM Highlights for OpenWorld '12

There is plenty to SEE for CRM during OpenWorld in San Francisco, September 30 - October 4!

Here are some of the sessions in the CRM Track that you might want to consider attending for products you currently own or might consider for the future. I think you'll agree, there is quite a bit of investment going on across Oracle CRM.

Please use OpenWorld Schedule Builder or check the OpenWorld Content Catalog for all of the session details and any time or location changes. Tip: Pre-enrolled session registrants via Schedule Builder are allowed into the session rooms before anyone else, so Schedule Builder will guarantee you a seat. Many of the sessions below will likely be at capacity.

General Session: Oracle Fusion CRM—Improving Sales Effectiveness, Efficiency, and Ease of Use (Session ID: GEN9674) - Oct 2, 11:45 AM - 12:45 PM. Anthony Lye, Senior VP, Oracle leads this general session focused on Oracle Fusion CRM. Oracle Fusion CRM optimizes territories, combines quota management and incentive compensation, integrates sales and marketing, and cleanses and enriches data—all within a single application platform. Oracle Fusion can be configured, changed, and extended at runtime by end users, business managers, IT, and developers. Oracle Fusion CRM can be used from the Web, from a smartphone, from Microsoft Outlook, or from an iPad. Deloitte, sponsor of the CRM Track, will also present key concepts on CRM implementations.

Oracle Fusion Customer Relationship Management: Overview/Strategy/Customer Experiences/Roadmap (CON9407) - Oct 1, 3:15PM - 4:15PM. In this session, learn how Oracle Fusion CRM enables companies to create better sales plans, generate more quality leads, and achieve higher win rates and find out why customers are adopting Oracle Fusion CRM. Gain a deeper understanding of the unique capabilities only Oracle Fusion CRM provides, and learn how Oracle’s commitment to CRM innovation is driving a wide range of future enhancements.

Oracle RightNow CX Cloud Service Vision and Roadmap (CON9764) - Oct 1, 10:45 AM - 11:45 AM. Oracle RightNow CX Cloud Service combines Web, social, and contact center experiences for a unified, cross-channel service solution in the cloud, enabling organizations to increase sales and adoption, build trust, strengthen relationships, and reduce costs and effort. Come to this session to hear from Oracle experts about where the product is going and how Oracle is committed to accelerating the pace of innovation and value to its customers.

Siebel CRM Overview, Strategy, and Roadmap (CON9700) - Oct 1, 12:15PM - 1:15PM. The world’s most complete CRM solution, Oracle’s Siebel CRM helps organizations differentiate their businesses. Come to this session to learn about the Siebel product roadmap and how Oracle is committed to accelerating the pace of innovation and value for its customers on this platform. Additionally, the session covers how Siebel customers can leverage many Oracle assets such as Oracle WebCenter Sites; InQuira, RightNow, and ATG/Endeca applications, and Oracle Policy Automation in conjunction with their current Siebel investments.

Oracle Fusion Social CRM Strategy and Roadmap: Future of Collaboration and Social Engagement (CON9750) - Oct 4, 11:15 AM - 12:15 PM. Social is changing the customer experience! Come find out how Oracle can help you know your customers better, encourage brand affinity, and improve collaboration within your ecosystem. This session reviews Oracle’s social media solution and shows how you can discover hidden insights buried in your enterprise and social data. Also learn how Oracle Social Network revolutionizes how enterprise users work, collaborate, and share to achieve successful outcomes.

Oracle CRM On Demand Strategy and Roadmap (CON9727) - Oct 1, 10:45AM - 11:45AM. Oracle CRM On Demand is a powerful cloud-based customer relationship management solution. Come to this session to learn directly from Oracle experts about future product plans and hear how Oracle is committed to accelerating the pace of innovation and value to its customers.

Knowledge Management Roadmap and Strategy (CON9776) - Oct 1, 12:15PM - 1:15PM. Learn how to harness the knowledge created as a natural byproduct of day-to-day interactions to lower costs and improve customer experience by delivering the right answer at the right time across channels. This session includes an overview of Oracle’s product roadmap and vision for knowledge management for both the Oracle RightNow and Oracle Knowledge (formerly InQuira) product families.

Oracle Policy Automation Roadmap: Supercharging the Customer Experience (CON9655) - Oct 1, 12:15PM - 1:15PM. Oracle Policy Automation delivers rapid customer value by streamlining the capture, analysis, and deployment of policies across every facet of the customer experience. This session discusses recent Oracle Policy Automation enhancements for policy analytics; the latest Oracle Policy Automation Connector for Siebel; and planned new capabilities, including availability with the Oracle RightNow product line.

There is much more, so stay tuned for more highlights or check out the Content Catalog and search for your areas of interest. 

Friday Sep 14, 2012

Partner Webcast: Service Automation - September 19th, 11:00am PST (20:00 CET)

Save the Date: September 19th, 11:00am Pacific
Streaming Live at

Hosted by Rachel Lunt, Director of Global Business Unit Partner Enablement

Topic: Service Automation

  • Patrick Ty, Sr. Solutions Manager of Partner Enablement for Oracle Commerce.
  • Jim Richmond, Director of US eBusiness Consulting at RealDecoy.
  • John Sekevitch, Managing Director for Aaxis Commerce.
  • Karl Helfner, Partner Enablement Manager covering RightNow CX Cloud Service at Oracle.

How do I view a live OPN PartnerCast?

PartnerCasts can be viewed once a month, live from the Oracle PartnerNetwork homepage. Audience members have the opportunity to submit questions during the show via chat or social media outlets, many of which are answered on-air.

Missed the last PartnerCast?

Replays of each segment are published to the replay tab here, the Oracle Media Network, and Oracle PartnerNetwork’s YouTube channel.  You can also subscribe to the PartnerCast RSS Feed and view through your favorite newsreader

Thursday Sep 13, 2012

New in Production: Fusion CRM Implementation Specialist Exams!

Oracle PartnerNetwork Specialized program is releasing new certifications on our latest products, and partners are invited to be the first candidates.

Oracle Fusion Customer Relationship Management 11g Sales Essentials Exam (1Z0-456) now in Production!

·               All Beta exam participants will receive their exam scores as of September 24, 2012.

·               The successful candidates will receive their certificates starting mid-October, 2012.

Contact Us

Please direct any inquiries you may have to Oracle Partner Enablement team at

RightNow CX Cloud Service Combined with Oracle Fusion CRM in the Cloud

·        The May 2012 release of Oracle’s RightNow CX Cloud Service, the customer experience suite, is now integrated with Oracle Fusion CRM, helping organizations to achieve sustainable business growth through relevant, cross-channel customer interactions that can increase revenue opportunities and drive organizational efficiencies.

Relevant Interactions Build Stronger Customer Relationships

·          Armed with a comprehensive view of all customer interactions across channels, the context and status of these interactions, and an awareness of the customer’s value to the organization, companies can now offer more relevant products and services to customers.

·         Using the combined Oracle RightNow CX Cloud Service and Oracle Fusion CRM solutions, organizations can increase customer retention, drive higher levels of customer advocacy, and increase sales conversion rates with tools designed to:

  • - Provide a complete, cross-channel view of the customer to sales, marketing and service.
  • - Empower sales and service departments to easily collaborate to proactively solve customer issues, using opportunities to provide purchase advice at the right time and with the right solutions.
  • Allow sales to easily review service history in preparation for sales calls.
  • - Enable agents to understand customer value based upon prior buying habits and existing opportunities.

Deeper Insight Enables Targeted, Personalized Opportunities

·          The combination of Oracle RightNow CX Cloud Service and Oracle Fusion CRM allows sales and marketing organizations to simultaneously leverage service interactions from RightNow CX and sales prediction and segmentation capabilities from Fusion Sales. This helps companies to:

  • - Better match products and services to specific customer needs based on customer service history. 
  • - Deliver targeted, personalized interactions intended to help customers derive more value from purchases and to inform future buying decisions.
  • - Identify new opportunities to increase deal size and conversion rates.

Supporting Quotes

·         “Every interaction is a relationship opportunity to grow your business. When these interactions are relevant and add value for customers, customers are more likely to trust the relationship and seek purchase advice,” said David Vap, group vice president, Oracle. “This customer trust provides an opportunity to increase customer product adoption and to reduce the cost of customer acquisition, thereby increasing company profitability.”

Supporting Resources

·         Oracle Fusion CRM

·         Oracle Fusion Applications

·         Oracle RightNow CX Cloud Service

·         OracleCRM on Facebook

·         OracleCRM on YouTube

Tuesday Sep 11, 2012

Partner Webcast: Innovation in Products - October 1st, 2012 at 04:00 PM CET (03:00 PM GMT) Program

I am pleased to invite you to join the Innovations in Products – webcast. Innovations in Products will present Oracle Product's new functions and features including sales positioning. The key objectives of these webcasts are to inspire System Integrator's implementation personnel to conduct successful after sales in their Customer projects. Innovations in Products will be presented on the 1st Monday of each quarter after the billable day (4:00 to 5:00 PM CET). The webcast is intended for System Integrator's Implementation Certified Specialists but Innovations in Products is open for other system Integrator's personnel as well. At first, two Oracle representatives will discuss Oracle's contribution to partners. Then you will see product breakout session followed by Q&A with Oracle Experts. Each session will last for maximum 1 hour. A Q&A document covering all questions and answers will be made available after the webcast.

What are the Benefits for partners?

  • Find out how Innovations in Products helps you to improve your after sales
  • Discover new functions and features so you can enrich your Customers's solution
  • Learn more about Oracle products, especially sales positioning
  • Hear crucial questions raised by colleague alike, learn from their interest
  • Engage and present your questions to subject experts
  • Be inspired of the richness of Oracle's product portfolio – for your and your customer's benefit.

Note: Should you already be familiar with a specific Product, then choose another one. Doing so you would expand your knowledge of the overall product portfolio. Some presentations contain product demonstration, although these presentations are not intended to be extremely detailed technical presentations.

Product breakout sessions available on October 1st:


Topics Speaker To Register
Fusion HCM Social Capabilities, Enterprise social capabilities embedded in how you run your business Anca Dumitru, HCM Presales Consultant, EMEA Presales Center
Oracle Fusion Applications Security Concepts, Overview Alexandra Dan, Applications Technology Presales Consultant, EMEA Presales Centre
Fusion Financials Overview - Focus on Fusion Payables, Meeting the Payables' Challenges Elena Nita, Senior ERP Sales Consultant, EMEA Presales Center
Introduction to Oracle RightNow CX, Empowering companies to engage directly with their customers through great Social, Web, Chat and Contact Center experiences. Cais Champsi, Presales Consultant, EMEA Presales Centre
Oracle Endeca Information Discovery, Product Overview Emma Palii, BI Sales Consultant, EMEA Presales Center

To access previously presented 23 Applications Products presentations and 6 Public Sector Value Proposition presentations, please click here.

You might want to bookmark the overall registration page Innovations in Products October 1st and the global event calendar page

Delivery Format

Innovations in Products – program is a series of FREE prerecorded Oracle product presentations followed by Q&A. It will be delivered over the Web. Participants have the opportunity to submit questions during the web cast via chat and subject matter experts will provide verbal answers live.

Innovations in Products consists of several parallel prerecorded product breakout sessions, each lasting for max. 1 hour. At first, two Oracle representatives will discuss Oracle's contribution to Partners. Then you'll see the product breakout sessions followed by Q&A with Oracle Experts. A Q&A document covering all questions and answers will be made available after the webcast.

You can also see Innovations in Products afterwards as its content will be available online for the next 6-12 months.

The next Innovations in Products web casts will be presented as follows:

  1. October 1st 2012
  2. January 14th 2013
  3. April 8th 2013.

Note: Depending on local network bandwidth please allow some seconds time the presentations to download. You might want to refresh your screen by pressing F5.

Duration: Maximum 1 hour

For further information please contact me Markku Rouhiainen.

Best regards

Markku Rouhiainen
Director, Applications Partner Enablement EMEA

Managing Social Relationships for the Enterprise Webcast - Thurs., Sept. 13, 2012, - 10:00 a.m. PT / 1:00 p.m. ET

Social media is impacting your business. It’s changing the way your customers and employees interact with your brand. Today it’s no longer a matter of when to become a social-enabled enterprise, but how to become a successful one.

Integrating social media into your existing business processes is imperative. Yet, few companies have the prescription for systematically and effectively engaging prospects and customers across the relevant social media touchpoints while still managing to control and integrate with existing enterprise systems.

Join us for the unique opportunity to hear Jeremiah Owyang, Partner and Industry Analyst at Altimeter Group, and Reggie Bradford, Senior Vice President of Product Development at Oracle, discuss:

  • The most-relevant social media touchpoints for your business and industry
  • How to manage social media relationships and optimize engagement with prospects and customers
  • Strategies for building and growing brands through social media

Thurs., Sept. 13, 2012 - 10:00 a.m. PT / 1:00 p.m. ET

Attend this live Webcast and learn the step-by-step prescription for success as a social-enabled enterprise.

Register now.

The Evolution of Social Media

History is littered with stories of technologies changing cultures and cultures’ changing technologies. Social is a prime example of both. The rise of social media is a cultural revolution and touches all aspects of our lives. Its success lies in the simple fact that it allowed us to expand and enhance something we did anyway: socialize. Humans are innately social beings. From the beginning of time we formed groups based on everything from survival needs to common interests to spreading information. Social media has given us the ability to breakdown geographic and physical barriers and connect on a seamless, 24/7 sharing platform.

The Beginning

The earliest roots of social can be traced to the first email that was sent in 1971 across the ARPANET (Advanced Research Projects Agency Network), the world’s first set of connected computers that would become the root of today’s Internet. That initial email, and the millions sent in the years after, gave us our first experience with connecting digitally and in real-time, opening up a completely new way to connect with our friends, family, colleagues and beyond.

The next advancement came around 1977 with the rise of BBS (Bulletin Board Systems) or Internet Forums that utilized web applications to manage user-generated content to allow users to share, post and comment on particular topics. This gave us the ability to have a more group exchange and interaction.

Around 1994 the Internet started to gain steam and was first referred to as the “Information Superhighway.” The World Wide Web was upon us.  It gave rise to early browsers, like Mosaic; to numerous ISPs (internet service providers) such as CompuServe and Netcom then AOL, Mindspring and Earthlink.  A host of technology companies sprouted as a result and. a new digital industry was born. By 1995, the Web already had one million websites.

Blog Away

Around 1997-98 blogs began to emerge via technology tools that allowed individuals to create “weblogs” that facilitated the sharing of content and commenting functionalities. Blogs exploded, first with individuals, eventually being adopted mainstream by brands, organizations and media. In 2011, there were more than 150 million public blogs. The year 1997 also saw the launch of Google, as well as numerous other prominent technology companies that would influence social media.

Social Networks Appear

Friendster came about in 2002 and became the first social network to gain more than one million users. About a year later, MySpace began and quickly gained popularity. In 2003, Facebook launched but, despite its prominence today, struggled against MySpace’s dominance, which was purchased by NewsCorp in 2005. Twitter emerged in 2006 giving consumers a micro-blogging platform. Also around 2006, MySpace, as it has been widely noted, began its fall from grace after an advertising strategy that resulted in cluttered pages and an exiting audience. YouTube launches around this time giving rise to the user-generated video content concept. Around 2007, Facebook begins to outpace MySpace, reaching almost 60 million users by the end of the year, and it launches Facebook Pages for brands.

Smartphones Show Promise of Mobile

Also in 2007 mobile received a major boost—although we didn’t know just how much at the time—with the introduction of the iPhone. It would fundamentally change consumer behavior and an entire industry as mobile phone manufacturers and providers flocked to the “smartphone” revolution. Soon the world would also be introduced to the iPad.

SMMS Platforms Emerge

2008 saw another interesting event occur that would help propel social media and the business of social: the emergence of social media management systems (SMMS) to help brands effectively and efficiently manage their growing social communities. Companies like Vitrue, Collective Intellect and Involver recognized the vast potential that social, led by Facebook, could have for brands and began to focus on developing SaaS-based social marketing solutions. Vitrue, for example, began working closely with Facebook, which at the time had less than 140 million users, and started developing a small product originally called “Link Tracker” that would become the kernel of what is today the industry’s leading SMMS platform, the SRM (Social Relationship Management) Platform.

The Year of Social

It can be said that late 2009 and 2010 were the years social media truly gained respect both with consumers and brands. Twitter became a place for breaking news as it began alerting the world to major news events before media giants like CNN and the AP. Tumbler emerges. Instagram launches. Facebook creates the Like button. Brands start creating Facebook Pages in droves. By the end of 2010, Facebook had more than 600 million users worldwide.

2011 saw social propel political and cultural revolutions in the Middle East and other countries. Pinterest became popular, underscoring the visual nature of social. (Facebook would buy Pinterest in 2012.) Practically every major brand had a Facebook Page and a Twitter handle, at the least, and many also had presences on LinkedIn, Pinterest, Instagram and YouTube. CEOs began to pay more attention to social and social marketing became a vital part of marketing departments worldwide.

Social Today…and Tomorrow

Today, as we all know, social has exploded in popularity, as Facebook closes in on one billion consumers and Twitter tops 200 million, not to mention emerging platforms like Google+, Instagram and Pinterest. And this growth reaches beyond the internet-enabled computer as smartphone proliferation creates hundreds of millions of mobile consumers that make social networks their on-the-go digital portal.  The shift from desktop access to mobile will not only dramatically effect social media but communications overall.

It has been said that social is the great equalizer; the democratization of media. In many ways that is true. Social gave consumers a platform for their voices, thoughts and ideas to be heard and shared. And brands took notice. Social is not the old one-off marketing campaign or “push” marketing channel; it’s a two-way conversation platform that gives consumers the power and ability to be heard, answered and engaged. Armed with the right technologies, marketers today can achieve instant scale across Facebook and other social networks and almost simultaneously hyper-target content for individual, niche audiences for relevancy. They can create true “relationships” with their consumers, something no other “marketing” channel has been able to touch. That is a powerful proposition for those brands willing to dedicate the resources, tools and technologies.

Social will continue to expand into a mainstream channel for consumers and brands will put an even bigger emphasis on its importance. The future will see social being incorporated into all areas of business from traditional CRM to sales to marketing, creating a seamless connection to consumers. Technologies and tools will advance. Consolidation across the industry will benefit both the technologies available and consumers as products become more comprehensive and allow brands to reach and engage with consumers seamlessly across numerous touchpoints.

Rich Beattie, Senior Director Oracle Social

You can find Vitrue at their event during Social Media Week London, Tuesday 25th September at Advertising & Marketing Hub at Facebook.

Also watch this video about Social Medias

@vitrue // Website // Facebook

Want to be part of the most meaningful Customer Experience conversation today?

By now you’ve undoubtedly seen the blogs and announcements about Oracle OpenWorld. And perhaps you’ve also seen the news about OpenWorld’s newest sister event: Oracle Customer Experience (CX) Summit @ OpenWorld. Oracle CX Summit was created to be the most meaningful CX event, to be truly unique, to serve as the place to discover what it takes and what it really means to put the customer at the center of your business success. One long-time Oracle customer, when told about the Oracle CX Summit, put it this way: ‘This makes me rethink how I think about Oracle and Customer Experience’. Listen to what she heard and you be the judge.

We believe Customer Experience (‘CX’) is a movement, not just the latest ‘IT’ tech trend. CX isn’t something you can simply ‘install’. CX is one of the most strategic initiatives an organization can undertake. Customer Experience is about connecting with an organization’s most important asset, the customer, and the critical role that connection has to an organization’s success. And there’s never been a bigger gathering of the smartest CX minds, most successful CX companies, and innovative CX examples than Oracle CX Summit.

Take Subaru, for example. The company fully embraced the CX opportunity and their CX leadership will be on stage at the Oracle CX Summit to share their CX journey. They radically changed the way they interact with their customers, empower their employees, and differentiate their brand. And this is a story with a phenomenal happy ending: in a stagnant market and shrinking economy, they GREW their business and outpaced their competition.

At Oracle CX Summit, you will be surrounded by dozens of CX leaders, visionaries and innovators like Subaru. This three-day event brings together the largest collection of thought leaders and practitioners in Customer Experience ever. Notable presenters include:

  • Seth Godin - World-renowned blogger and one ‘the World’s Top 21 Speakers’, author of 14 best-selling books like “Permission Marketing”, and founder of dozens of startups such as (ranked one of the top 125 sites in the US).
  • Kerry Bodine - VP Principal Analyst at Forrester for Customer Experience, author of the just-published book “Outside In - The Power of Putting Customers at the Center of Your Business”, and renowned author of “The Customer Experience Ecosystem”.
  • Bruce Temkin - Co-founder and Chair of the Customer Experience Professionals Association, revered blogger of “Customer Experience Matters”, former VP Principal Analyst at Forrester for Customer Experience, Founder and Managing Partner of The Temkin Group, a leading Customer Experience research and consulting firm.
  • George Kembel - Executive Director and Co-founder of the Stanford Design School, an established, recognized thought leader in design thinking and innovation, and a Silicon Valley based-CEO, venture capitalist and educator.
  • Gene Alvarez - VP Research Analyst at Gartner and a recognized authority in the Retail and Consumer Goods industry. Gene has been published, featured and referenced in a variety of trade publications for Customer Experience insights.
  • Senior Executives from innovative Customer Experience brands and agencies like AT&T, Intuit, Southwest Airlines, Marriott, Quiksilver, and Sapient.

But the CX Summit includes much, much more. There are over 30+ role-driven sessions and rountables as well as one-of-a-kind events including:

  • The Customer Experience Innovation Tent featuring hands-on demonstrations of bleeding-edge customer experiences like the Share Happy Ice Cream Machine
  • A hands-on Customer Journey Mapping Workshop that lets you learn design thinking techniques for innovating differentiated experiences that drive cross-functional alignment
  • Access to the Oracle OpenWorld Exhibition Halls and DEMOgrounds as well as a week-long Live Music Festival and the Oracle Appreciation Event featuring Pearl Jam and Kings of Leon

At Oracle, we are quite proud of our award-winning suite of CX products, a suite of solutions that can help an organization greatly accelerate their CX journey. But Oracle CX Summit isn’t about products. It’s about how an organization can succeed in its CX initiative. There’s never been a bigger gathering of the smartest CX minds, most successful CX companies, and innovative CX examples than Oracle CX Summit.

Come join the Customer Experience Revolution. Register for Oracle CX Summit @ OpenWorld here.

 Chris Warner, Director, Product Strategy at Oracle

Wednesday Sep 05, 2012

Oracle Partners using Fusion CRM: ec4u

ec4u, a Germany based mid-size System Integrator, specializing in CRM solutions, is using Fusion CRM internally. Wtach this short video about the rationale beyond this choice and the outcomes of this project!

Tuesday Sep 04, 2012

The Three-Legged Milk Stool - Why Oracle Fusion Incentive Compensation makes the difference!

During the London Olympics, we were exposed to dozens of athletes who worked with sports psychologists to maximize their performance. Executives often hire business psychologists to coach their teams to excellence. In the same vein, Fusion Incentive Compensation can be used to get people to change their sales behavior so we can make our numbers.

But what about using incentive compensation solutions in a non-sales scenario to drive change? Recently, I was working an opportunity where a company was having a low user adoption rate for, which was causing problems for them. I suggested they use Fusion Incentive Comp to change the reps' behavior. We tossed around the idea of tracking user adoption by creating a variable bonus for reps based on how well they forecasted revenues in the new system. Another thought was to reward the reps for how often they logged into the system or for the percentage of leads that became opportunities and turned into revenue. A new twist on a great product.

Fusion CRM's Sweet Spot

I'm excited about the sales performance management (SPM) tools in Fusion CRM. This trio of Incentive Compensation, Territory Management, and Quota Management sets us apart from the competition because Oracle is the only vendor that provides all three of these capabilities on a single tech stack, in a single application, and with a single look and feel. The niche vendors offer standalone territory or incentive compensation solutions, but then the customer has to custom build the other tools and can end up with a Frankenstein-type environment.

On average, companies overpay sales commissions by three to eight percent. You calculate that number for a company the size of Oracle for one quarter and it makes a pretty air-tight financial case for using SPM tools to figure accurate commissions. Plus when sales reps get the right compensation, they can be out selling rather than spending precious time figuring out what they didn't get paid or looking for another job.

And one more thing ... Oracle knows incentive comp. We have been a Gartner Market Scope leader in this space for the last five years. Our solution gets high marks because of its scalability and because of its interoperability with other technologies. And now that we're leading with Fusion, our incentive compensation offering includes the innovations that the Fusion team built, plus enhancements from the E-Business Suite Incentive Comp team. It's a case of making a good thing even better. (See product video.)

The "Wedge" Apps

In a number of accounts that I'm working on, there is a non-Oracle CRM system of record. That gives me the perfect opportunity to introduce the benefits of our SPM tools and to get the customer using Fusion. Then the door is wide open for the company to uptake more of Fusion CRM, especially since all the integrations they need are out of the box. I really believe that implementing this wedge of SPM tools is the ticket to taking market share away from other vendors. It allows us to insert ourselves in an environment where no other CRM solution in the market has the extending capabilities of Fusion.

Not Just Your Usual Suspects

Usually the stakeholders that I talk to for Territory Management are tightly aligned with the sales management team. When I sell the quota planning tool, I'm talking to finance people on the ERP side of the house who are measuring quotas and forecasting revenue. And then Incentive Comp is of most interest to the sales operations people, and generally these people roll up to either HR or the payroll department.

I think of our Fusion SPM tools as a three-legged stool straddling an organization's Sales, Finance, and HR departments. So when you're prospecting for opportunities -- yes, people with a CRM perspective will be very interested -- but don't limit yourselves to that constituency.

You might find stakeholders in accounting, revenue planning, or HR compensation teams. You just might discover, as I did at United Airlines, that the HR organization is spearheading the CRM project because incentive compensation is what they need ... and they're the ones with the budget.

Jason Loh
Global Solutions Manager, Fusion CRM Sales Planning
Oracle Corporation

Monday Sep 03, 2012

Oracle Endeca (eCommerce): what's in it for Partners?

Endeca Drives Clicks and Conversions – Online and On-the-go

Whenever and wherever customers engage with your business, Endeca delivers, analyzes, and targets just the right content to just the right customer to encourage clicks and drive business results

View this comprehensive Endeca presentation specially designed for partners: Product Overview, Sales Plays, Pricing & Packaging, Enablement and Training, Specialization, Competition and many more....



« September 2012 »