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CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud. Recognized amongst CIOReveiw’s "20 Most Promising Cloud Computing Companies”


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Telephony Integration  – A smarter way to make and receive calls inside Oracle CRM

CTI for Oracle CRMEnhance your customer interaction, service and satisfaction with CRM++ Computer Telephony Integration for Oracle CRM

Are you still manually dialing telephone numbers, looking up contacts and capturing telephone call information by hand? Moreover which sounds better? “Who is this?” or “Thank you for calling us Mark!” Clearly, the latter.

In business, every call you make and receive counts. Too much information is lost because it is not extracted effectively from phone calls and thus the sales people miss huge opportunities to get strong insights about who they are calling. So it is indeed very important equipping your sales reps and agents with the right resources –  tools and information to interact with your customers.

Your CRM is where data lives and the more data in the CRM the more insight and power you have as a business. So it makes sense that when your telephone rings, your CRM knows about it, who it is, who they spoke to, and how long they spoke. A perfect sync between your CRM and the phone system is just what you need so you can stop juggling and start managing your calls smartly from CRM.

Integrating Call/Contact Center Telephony Infrastructure with your CRM (Customer Relationship Management) software gives you tools to manage customer connections in real time. The advantages of this integration is robust  communication management include accurate information logging, reduced data loss, increased employee efficiency and speed and more.

Why CRM++ Computer Telephony Integration?

So what do you get being a CRM++ Computer Telephony Integration enabled organization?  Or maybe a better question is, “Why would I integrate my telephony system with Oracle CRM, and what is the end objective?”

The #1 reason why an organization implements Computer Telephony Integration within their CRM system is to reduce  costs, improve productivity levels and seamlessly manage customer interactions.  The idea is to create efficiencies within the system that allow the organization to maximize the time of a user spent helping the customer and to minimize the amount of time spent searching or entering data into the system.  How does Computer Telephony Integration do that?  To answer that question, let’s talk about the various benefits associated with Computer Telephony Integration and explain how they help your users:

Computer Telephony Integration with Oracle CRM

CRM++ Computer Telephony Integration enables you to optimise your investment in your Oracle CRM and Telephone infrastructure, providing a seamless telephony integration with Oracle CRM delivered in a cost effective and user friendly manner.

CRM++ Computer Telephony Integration framework offers a direct access to extended telephony functions that enable a comprehensive call center or contact center solution. Based on a Telephony Application Programming Interface CRM++ CTI Framework directly integrates various telephony solutions with Oracle Cloud Platform.

CRM++ Computer Telephony Integration framework provides unifying access to contact center functionalities including both Inbound (screen pop-up) and Click-to-Dial (outbound integration) functions. Inbound integration enables display relevant information about the caller (360° customer view) to the agent as they answer the phone – name, address, outstanding orders or cases. The Click-to-Dial (outbound call) feature helps one-click phone calling functions, capture the call notes, resolution type and call reasons with built-in Call Wrap Up feature.

Features

  • Inbound and click-to-dial action call handling
  • Automatic call wrap-up
  • Caller ID & multiple call support
  • Customer interaction screen to record and track a series of ongoing customer activities
  • Support for multiple sites with different telephone systems
  • Support for both Voice Over IP (VOIP) and standard telephone systems
  • Customizable user preferences
  • Call history and missed call logging

Benefits 

  • Comprehensive CRM platform with unified screen-based telephony
  • Streamlined telephony activity within your business
  • Improved customer relationships, service levels and customer satisfaction
  • Increased telephone call efficiency
  • Manage Service Request life cycle, submission – follow-up – closure
  • Personalized telephone interaction – identifying callers automatically
  • Increased business productivity
  • Improved reporting & collaborative activity management

Thus CRM++ Computer Telephony Integration helps you increase first call resolution, decrease average handle time and reduces cost-per-call, thereby improving customer satisfaction.

Available on Oracle Marketplace

Oracle_Cloud_Marketplace

CRM++ Computer Telephony Integration is also available on Oracle Cloud Marketplace helps which provides Oracle Cloud customers find the best applications to meet their needs through an easily searchable interface.

CRM++Computer Telephony Integration is listed along with the relevant details to help customers determine their value for their organizations, including user ratings and reviews.

Gaining and maintaining a competitive advantage in your industry is never easy. Leverage  CTI technology to take a step in the right direction. Your agents, company and customers will benefit as a result.

About CRMIT Solutions

CRMIT Solutions is constantly focusing on two areas in product development – bringing unique , innovative CX/CRM cloud solutions to the market and continuing to expand out-of-box integration. As more and more businesses move towards an IP based telephony system, having tight integration between telephone systems and CRM is critical to improving productivity and a better end user experience.


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How to Best Utilize Oracle Sales Cloud Analytics ?

Sales Analytics

Oracle Sales Cloud has prebuilt dashboards tailored for all sales roles. Sales Analytics allows users to track Pipeline Strength, Actuals against Quota and Sales Team Performance in a single view.

Dashboard Reports

Dashboard reports allow users to navigate from a summary view to more detailed report and users could even further drill down to record level information.

Pipeline Analytics:

Pipeline analytics shows sales team’s opportunities by sales stage and revenue contribution. Prebuilt metrics show the Total Revenue, Open Pipeline and Revenue won by sales team in a quarter and facilitate future planning.

Pipeline Analytics

Actual vs Quota:

Team Performance

Actual vs Quota report allows tracking quarterly Revenue Forecast, Won Revenue and Open Pipeline for each product line. This report helps sales managers to identify areas for improvement and ensure sufficient pipeline revenue in the final sales stages to meet quarterly revenue goals.

Team Performance Analytics:

Team performance analytics allows identifying how individual team members are progressing towards their revenue goals. A sales manager can identify top performers and also team members who might need support and coaching as they are lagging behind.

The Achievement % and Won Revenue views shows performance in percentage and in absolute numbers facilitating course correction as required.

Team Performance

Team Performance

Activities Report:

Activities report allows users to easily track upcoming/planned activities that they need to prepare for in next few days.

Activities Report

Mobilytics:

Oracle Mobilytics app provides unprecedented mobile business intelligence into sales performance with interactive visualizations created specifically for iPad.

Forecast Shaper:

Forecast Shaper enables to perform ‘what-if’ analyses and shape sales team’s forecast more intelligently.Results could be filtered by Region, Product, Industry etc.

Forecast Shaper

Pipeline Analyzer:

Pipeline Analyzer allows to view all deals with deal size for each sales stage.

Pipeline Analyzer

Deal Radar:

Discover which deals are being actively managed by using Deal Radar. Apply filters like Region, Product and Industry to view deals by quarter instead of activity.

Deal Radar

Team Tracker:

Team Tracker allows you monitor team performance and proactively address performance issues.

Team Tracker

 

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_specialized_sales_cloud
CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud –Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers A Host of Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks and Testing.

CRMIT Solutions deliver a Fixed Scope Implementation offering for Oracle Sales Cloud to fast track sales productivity. Fixed Scope Offering leverages Oracle best practices and agile approach for fast track implementation of Oracle Sales Cloud – Go Live in less than 4 weeks. It drives sales productivity through higher win rates, forecast accuracy, and lead conversion.

Testimony to Customer Excellence

Inputs
C.A.Mohammed
Consulting – CX/CRM Industry Solutions
CRMIT Solutions


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The Future of Oracle CRM On Demand: Roadmap and Strategy for Continuous Innovation

Continuous-innovation-and-value-to-customers

The future of Oracle CRM On Demand:

Oracle CRM on Demand or simply OCOD, is presently 26 releases old. This and few of the releases in the recent past indicates the commitment Oracle has towards this product. Also, it has brought in sigh of relief among Oracle’s customers and partners who otherwise thought that the product has reached its end and Oracle would show apathy towards it.

Below paragraphs are attempts to summarize a list of reasons why one should look forward for using OCOD instead of looking for alternatives.

Mobile capabilities

It is out in open, Mobile and Cloud technologies are the 2 concept that would shape the way business are done in years to come.

System which can only present data to a sale reps on their computer screen seems naive these days. World is looking for systems which can find information while they are on the move.

Significant investment was seen from Oracle to make OCOD a mobile enable product. It looks the end result set as objective was a system that is not just informative and sensible but also responsive and pretty at the same time.

2 enhancements OCOD Disconnected Mobile Sales and OCOD Connected Mobile Sales are outcome of this very investment. Both being sales centric apps, provides access to data and ability to manage Contacts, Tasks, and Appointments with ease.

CRM On Demand Mobile Capabilities

RESTful APIs Support

Continuing the mobile enablement strategy, OCOD will soon be introduced to RESTful APIs to support mobile based solutions. This feature, once introduced, doubles up the possibilities and increases the range of solutions that can be provided on the system.

Late last year, OCOD witnessed similar ground breaking release in the form of Javascript APIs. Almost a year past and now it is evident to all how it has changed the way custom solutions are designed on this system.

It is not just the utilities these API brings in make them ground breaking but, the fact that they are low maintenance, cost effective and increases overall UX.

Social Integration

Less than half-a-decade ago there were times when businesses were looking for systems that could generate leads through their websites or enable customers to raise enquiries through them. The fact that it can be termed as a thing of the past shows the pace with which CRM as a concept has evolved. Today’s world is looking for systems which to generate leads from Social Networking Sites and Forums.

OCOD’s new integration abilities with Oracle Social Relation Management (SRM) are steps in the same direction. SRM in itself a matured product suite, has in-built features such as Social Engagement and Monitoring (SEM), Social Marketing (SM) and Oracle Social Network (OSN) is now couple with OCOD’s Marketing, Sales and Service capabilities. It already seems a potential winner in this space at the moment.

Report API

Today, it is hard to find any product that could challenge Oracle BI (Analytics and Reporting) tools for its potentials. Built on the same framework, OCOD Reporting tool will see another feather in its hat. Soon to released Report API allows reports to be executed offline and results can be scheduled and sent over an email.

This means sales manager would not have to log on to his OCOD to review the stats and track the progress of his team as it would be readily available to him every morning in his email client.

Oracle Cloud Marketplace

Ever since Oracle made Cloud Marketplace available, innovative products have been pouring down the alley. It is a great place to find business apps for Oracle cloud. This platform has opened up vast opportunities for stakeholder to showcase their ideas and solve complex business problem at the same time.

Recently, OCOD has found it ways into Marketplace and soon we will witness interested apps up there for our businesses to use.

One would agree that even without these enhancements, OCOD still is one of the most comprehensive CRM solutions available on Cloud today.  With further investments in pipeline, it doesn’t seem this decade old product is going to give up without a fight when put against heavy weights such as Oracle Sales Cloud and Oracle Service Cloud both put together.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_crm_on_demand

 

CRMIT Solutions has achieved Oracle PartnerNetwork (OPN) Specialized status for Oracle CRM On Demand.

“This Specialization reinforces our capabilities, dedication and commitment to Oracle CRM On Demand. Having completed over 100 customer implementations across numerous verticals using our CRM++ applications for CRM On Demand, we have been able to help bring business value to our customers. Our expertise has helped us become a virtual extension to the Oracle sales and technical teams”says Vinod Reddy, CEO, CRMIT Solutions.

Testimony to Customer Excellence
CRMIT Solutions is committed to provide customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers, and making them more efficient at what they do.

Inputs from
Deepak Andeli
Business Consultant – Industry CRM & CX Solutions
CRMIT Solutions


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Driving Sales by Leveraging Analytics with Oracle Sales Cloud

Sales Analytics

So what does it take to give an accurate forecasting?

For an organization, it’s important that the sales rep achieve their numbers (the one they predicted). It’s known fact that underachieving is dangerous. It is equally true, though may not be agreed upon that overachieving (with higher margin) is equally dangerous. Though we can applaud, for overachieving, but we cannot undermine the cause – effect. The entire SCM planning would go for a spin, which could equally lead to damage to the brand.

Though, we should encourage the Sales Team to overachieve the numbers, but we should ensure that is predicted well in time. Oracle Sales Cloud Analytics facilitates the same.

The sales cloud dashboard gives a comprehensive view of the data. The commonly configure reports are Actual Vs Quota this is view which enables you to view what is the gap between your forecast and actual. There are various support reports like Top Open Deals, Pipeline, Team performance and Push Counter. The Push Counter reports shows the deals that have been pushed from the last quarter to the current.

Oracle Sales Cloud analytics

Following are the key feature added in oracle Sales Cloud 8:

CONFIGURABLE SALES DASHBOARD

The new Sales Dashboard contains pre-built reports and charts that help you sell more. These reports provide insights into your open pipeline, deals that moved out of the current quarter, team performance, and historical opportunity trends. You can tailor these reports for sales executives, sales managers, or sales representatives.

HISTORICAL OPPORTUNITY TRENDING

You can now create custom reports to track the historical progression of opportunities across sales stages. Review daily, weekly, monthly, quarterly or yearly revenue trends; and further analyze revenue trends by product, resource or territory.

HISTORICAL FORECAST TRENDING

You can now analyze forecast trends and compare the forecast to key analytics such as pipeline, won revenue, and quota. Forecast metrics will remain historically consistent and accurate across forecasting periods even if product or territory hierarchies change.

EMBEDDED REPORTS IN SIMPLIFIED UI

You can tailor the Oracle Sales Cloud simplified UI to show standard or custom reports where your sales team needs them most. Use Page Composer to embed actionable reports on the following pages:

Analytics Page: The Analytics homepage includes eight subtabs for reports. The first three subtabs show standard reports. The other five subtabs are customizable, but hidden and blank by default.

List Pages: The Leads, Opportunities, Accounts and Contacts list pages include three subtabs for reports. These tabs are customizable, but hidden and blank by default.

Detail Pages: The Leads Opportunities, Accounts, and Contacts detail pages include three subtabs for reports. These tabs are customizable, but hidden and blank by default.

PRE-BUILT REPORTS FOR LEADS, OPPORTUNITIES, ACCOUNTS, FORECAST, AND PARTNERS

You can now use these preconfigured reports to measure your sales performance:

Leads: Team’s Leads, My Leads by Age, and My Open Leads by Source.

Opportunities: My Team’s Performance, My Team’s Pipeline, My Team’s Leadership Board, My

Performance, My Pipeline, Top Open Opportunities, Sales Performance Trend, and Sales Stages by Age.

Accounts: My Top Accounts.

Forecast: Forecast Compared with Quota, Team Forecast Compared with Team Open Pipeline, and My Forecast Compared with My Open Pipeline.

Partners: Partner Performance, Open Pipeline, Partner Leadership Board, and Partner Win Rate.10

CUSTOM REPORTS FOR OPPORTUNITY TEAM AND CONTACTS

The following two new subject areas allow you to create custom reports on opportunity team and opportunity contact:

Sales – CRM Opportunity Team

Sales – CRM Opportunity Contact

These subject areas include the details about the role of the team members and the role of the contact on each opportunity. These subject areas also allow you to generate a report of a summary view of all the opportunities involving a team member or a contact.

CUSTOM REPORTS FOR ACCOUNT TEAM

The following new subject area allows you to create custom reports on Account Team:

Sales – CRM Account Team

This subject area includes the details about the role of the team members on each account. The subject area also allows you to generate a report of a summary view of all the accounts involving a team member.

REPORTING ON CONTACT ATTRIBUTES

With the new contact model enhancements, you can create custom reports about standard contact attributes, such as job title, sales affinity, and relationships between accounts and contacts.

The Contact model now uses the same security rules as the Contact object in Oracle Sales Cloud. This ensures that you can see the contact data in the report only if you have access to the contact data.

AUDIT REPORTING

Audit reporting allows you to track the usage of the Oracle Sales Cloud application. With audit reports, you can see who made what changes in the application and when. You can also configure your reports to control who can view the audit information.

SALES PREDICTOR

Using the Attribute Analysis report, you can determine which customer attributes are important for lead generation and qualification based on data quality. The Association Model report provides critical information.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_specialized_sales_cloud
CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud –Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers A Host of Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks and Testing.

CRMIT Solutions deliver a Fixed Scope Implementation offering for Oracle Sales Cloud to fast track sales productivity. Fixed Scope Offering leverages Oracle best practices and agile approach for fast track implementation of Oracle Sales Cloud – Go Live in less than 4 weeks. It drives sales productivity through higher win rates, forecast accuracy, and lead conversion.

Testimony to Customer ExcellenceCRMIT Solutions is committed to provide customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers, and making them more efficient at what they do.

Inputs from
Anitha Thangaraja
Sales & Marketing
CRMIT Solutions


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Modern Marketing: The New Digital Dialogue

 

Latest Marketing Landscape

Image Reference – Biztegra

Modern Marketing implies marketing Machines.

Business is social. Business is marketing. Marketing is social. In 2014 our programmatic speech at the consumer averages 4000 messages per day, a great bulk of it digital. Few listen. Many tune out. Most stare. We have a long way to go in building the marketing machines. How might digital technology help build machines of society?

The marketing clouds of 2014 are either mass advertising machine tools or mass advertising machines. Leading marketers are focused on getting actionable insights from the marketing clouds and the data oceans. Separately we have moonshots for the marketing machine tools by the likes of Google and Apple.

Marketing Strategies

The art of the digital is to capture the intricate social as a series of dialogues. However the state of the art in 2014 is a series of monologues, the simplistic approaches of a command economy. Over time the marketing monologues improve with tools such as ID graphs and other identity collators. Nonetheless with every passing reinforcement of the command economy the digital contract for social takes a step back. When a consumer feeds us personal data, from the house thermostat, the driverless transports, the eye glasses, the skin sensors and other electronic interfaces FROM his life the digital contract is to employ that data in the service of locale social, locale marketing, locale dialogues. To be sure, Data is a neural net! A marketing logic that prefers siloed enrichment to simplification of the consumer’s data breeds monocultures and diminishing returns.

The premise of the digital society is you reap as much Data as you sow. For an enterprise this translates to ever finer descriptors of its offering in the market. Modern marketing in a globalized digitalized economy is less about privacy than about social literacy. It calls for more social science to marketing than ever before.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

CRMIT Solutions also extends Marketing Cloud Automation solutions with Oracle Eloqua. “Marketing Oracle Marketing Cloudautomation has been a critical component for our customers and Oracle Eloqua is an ideal fit for modern marketers to power revenue performance,” said Vinod Reddy, Founder & CEO, CRMIT Solutions.“They can transform the way you market in the digital age while delivering an integrated and highly personalized customer experience,” added Vinod.

Testimony to Customer Excellence

CRMIT Solutions is committed to provide customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers, and making them more efficient at what they do.


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Oracle Sales Cloud: Enabling Modern Selling

Oracle Sales Cloud - Modern Selling

Oracle Sales Cloud puts the modern sales professionals ahead of the game with tools that helps drive the sales processes of the future.

Mobility

Oracle Sales Mobile helps sales executives and sales operations increase sales revenue, improve CRM usage, find more leads, sell smarter, and provide real-time data in the field.

Oracle Sales Mobile supports key and standard sales processes or workflow. It is integrated with analytics, digital media and it is designed with a simple-to-use interface built around the needs of a sales rep on the go, it is built to provide insights and intelligence in addition to customer information, sales history, and leads making it easy for the sales force to adopt.

Oracle Sales Cloud Mobile Solution

Image : Oracle Sales Mobile

 

And the new Oracle Mobilytics app provides unprecedented mobile business intelligence into sales performance with interactive visualizations created specifically for the iPad.

Mobility Forcaster

Image : Mobilytics Forecast Shaper: Showing all deals for all sales reps

 

Sales Cloud Forcast shapper

 

Sales Cloud radar

Image : Mobilytics Deals Radar: Targeting deal activity by industry

Oracle Social Network (OSN)

With Oracle Social Network (OSN), Sales teams have the tools they need to collaborate, capitalize on collective experience, and make informed business decisions.

For example, sales can bring an Oracle Sales Cloud opportunity into a Conversation where they can discuss it, plan around it, and share it. They can take the opportunity through sales process without losing any of the casual and formal information that flows from all of this activity.

Sales leadership apart from following the daily activities of the people they choose, could provide contextual coaching for moving a deal from possibility to realization.

Oracle Social Network also provides users with the flexibility to match their preferred way of working: they can collaborate from anywhere at any time and on any device—from tablet to smart phone—using any modern web browser, or Microsoft Outlook. The result is optimal business efficiency through employee participation, sharing, and streamlined communication around tasks and objects.

Oracle Social Network

Image : collaboration in Oracle Social Network

 

Sales Planning & Performance:

The sales planning and performance management module of Oracle Sales cloud consists of

Territory Modelling – helps to build sale territory models efficiently and evaluate the effectiveness of these models to increase sales performance.

Sales Quotas – helps to define sales goals to align with top-down sales objectives based on revenue or product groups. Sales organizations can set quotas and track sales performance against these objectives.

Incentive Compensation – The highlights are

  • Optimizes territories and identifies performance issues with powerful dashboards and alerts.
  • Roll out new plan Initiatives with an easy process tailored to business needs.
  • Ensures full audit compliance, transaction traceability, and financial visibility.
  • Administer incentives effectively to handle multi currency payments.
  • Motivate Sales with streamlined resolution and direct line of sight into recent deals.
Oracle Sales Cloud Performace management

Image : Oracle Sales Cloud SPM modules

 

Sales campaigns:

Sales campaigns are a great way to make a push for more sales in a short time. A sales campaign is a planned sales strategy that uses one or more channels to reach leads and convert them into customers. Oracle Sales Cloud helps sales team launch and manage their own sales campaigns.

Features and Benefits

– Easy to use guided process for setting up the sales campaigns

– Contacts can be selected from multiple sources if necessary

– Contacts can be filtered and removed

– Respects “Do not email”

– Leverages marketing content templates

– Easy to customize the content of the email

– Have visibility into the customer click throughs

– Ability to easily personalize emails for specific contacts

– Schedule delivery and reminders

– Automated notifications on key customer responses

– Interactive dashboard to understand customer responses

– Generate follow-up campaigns for select responders

– Include additional contacts in the follow-up campaigns

Sales Campaigns

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_specialized_sales_cloud
CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud –Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers A Host of Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks and Testing.

CRMIT Solutions deliver a Fixed Scope Implementation offering for Oracle Sales Cloud to fast track sales productivity. Fixed Scope Offering leverages Oracle best practices and agile approach for fast track implementation of Oracle Sales Cloud – Go Live in less than 4 weeks. It drives sales productivity through higher win rates, forecast accuracy, and lead conversion.

Testimony to Customer Excellence

Inputs
C.A.Mohammed
Consulting – CX/CRM Industry Solutions
CRMIT Solutions


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Aligning Sales and Marketing with Oracle Eloqua and Oracle Sales Cloud

align_marketing_sales

Marketing budget, leads generated, deals closed, sales credits. These are the terms normally heard when we talk about Marketing & Sales teams and their contribution towards revenue generation. It’s very important to break down sales & marketing silos for a revenue generating business and co-existence.

At times we see marketing complaining about low lead conversion ratio, lead bucket getting piles up without any sales follow-up, missing key prospects etc. In return Sales could complain about quality of leads being provided by Marketing, dilemma of which leads to follow-up, in-complete information of their prospects. Identifying the credit for deal closures

Few areas to help break silos and align Sales & Marketing:

  1. Establish common terminologies – What Marketing understands a lead could be completely different than what Sales understand, who are leads? Who are contacts? The definition of a qualified lead.
  2. Define overlapping business process – It’s important to overlap the existing business process of marketing with the process of sales which would help them collaborate, co-exist and endorse each other.

A well-defined process of conducting marketing campaigns, targeting right suspects / prospects, running right lead scoring from Marketing side could overlap with Lead assignment & qualification from Sales teams.

Regular follow-up from sale , conducting/proceeding through their Sales Cycle & possibility marking (flagging) marketing team for any ongoing Nurture campaigns or sales campaign( if required ) by Sales to push extra step towards sales closure.

  1. Review & Perform Close Looped Reporting – This helps in identifying the key contributors for revenue generation. Identifying the marketing campaigns run across the financial year and their contribution to conversion in conjunction with Sales team contributions of regular follow-up, going through their sales cycle etc.

For Marketing the ROI could be on different parameters:

  1. Number of lead generated from campaigns, irrespective of sales conversion
  2. Amount of traffic generated to company website
  3. Brand awareness
  4. Email clicks, opens etc
  5. The actual revenues generated in terms of deal closures

Review and results of closed loop reporting would help understand the Marketing & Sales touch point for deals from Suspect/Prospects to Customers

Oracle CX application on integrated Marketing & Sales Cloud help flow of information b/w Marketing and Sales with quality MQL to SAL and break silo.

About CRMIT Solutions:

CRMIT Solutions is a leader in transforming businesses with cloud based Customer Experience (CX) solutions on sales, service, marketing & social cloud.

oracle_specialized_sales_cloud
CRMIT Solutions has achieved OPN Specialized status for Oracle Sales Cloud –Oracle Recognizes CRMIT Solutions for Expertise in Implementing Oracle Sales Cloud. CRMIT Solutions Offers A Host of Solutions on Oracle Sales Cloud, Including Consulting, Sales Planning, Social Sales, Customer Data Enrichment, Field Sales Automation, User Adoption, Training, Health Checks and Testing.

CRMIT Solutions also extends Marketing Cloud Automation solutions with Oracle Eloqua. “Marketing Oracle Marketing Cloudautomation has been a critical component for our customers and Oracle Eloqua is an ideal fit for modern marketers to power revenue performance,” said Vinod Reddy, Founder & CEO, CRMIT Solutions.“They can transform the way you market in the digital age while delivering an integrated and highly personalized customer experience,” added Vinod.

Testimony to Customer Excellence
CRMIT Solutions is committed to provide customers with the best service in the industry. Everything we do – every order, every delivery, every service, every offering – centers on the satisfaction of our customers, and making them more efficient at what they do.

Inputs from

K Pankaj
Business Consultant – Industry CRM & CX Solutions.

Writing for CRMIT Solutions

 

 

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