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Atradius Collections Gain c onfidence in your Sales forecast

Atradius Collections Gain c onfidence in your Sales forecast. 1 st October 2014 Oracle Open World - 2014. Confidential Information.

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Atradius Collections Gain c onfidence in your Sales forecast

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  1. Atradius CollectionsGain confidence in your Sales forecast 1st October 2014 Oracle Open World - 2014

  2. Confidential Information This document contains information that is confidential and proprietary to Infosys Limited ,Atradius Collections and Oracle. No part of it may be used, circulated, quoted, or reproduced for distribution outside Infosys Limited , Atradius Collections and Oracle Corporation. Any disclosure of confidential information to, or use of it by a third party will be damaging to Infosys , Atradius Collections and Oracle. The ownership of all confidential information no matter what  media it resides in, remains with Infosys, Atradius Collections and Oracle.

  3. Speakers • Account Manager • manAmsterdam, Netherland • jkbasa@infosys.com • +31-615859068 • EVP Commercial worldwide • Board Member of Atradius Collections • Amsterdam, Netherlands • ralph.vandijk@atradius.com Jimut Kumar Basa Ralph van Dijk

  4. Content • Atradius Collections – Our Story • Sales Forecast Overview • Learnings and Benefits • Oracle Sales Cloud -Forecast Implementation Overview • Solution Summary

  5. Atradius Collections 24+ countries 160+ offices 14500+ customers 90+ years • Leading international trade invoice collections company. • 350 collections specialists working worldwide. • Driving sales growth by better brand experience • Strengthening market share by impressive customer service • Controlling costs by effective IT solutions moving to the cloud

  6. Forecasting : Pain Points Using Excel Time consuming Inaccurate data Impacts sales productivity: Efficiency & Effectiveness Unstructured No security No reporting tool Manual entry

  7. Why Oracle Sales Cloud And Infosys • Why Oracle Sales Could: • Best business fit – Strong forecasting capabilities • Low TCO • Easy maintenance and simpler upgrades • Future scalability • Why Infosys: • Oracle sales cloud product knowledge • Proven implementation track record and expertise • Existing Atradius strategic partner • Oracle Diamond Partner Infosys Rapid Start Methodology

  8. Content • Atradius Collections – Our Story • Sales Forecast Overview • Learnings and Benefits • Oracle Sales Cloud -Forecast Implementation Overview • Solution Summary

  9. Four Pillars of a Good Sales Forecast Process Analyze Monitor Strategy

  10. 1 . Robust Forecast Strategy • Forecast Parameters • Monthly • Forecast Duration: 12 • Forecast Criteria • Win probability >60% • Forecast Metrics • Best-case and worst-case • Closed revenue • Quota

  11. 2. Streamlined Forecast Process Yes Basic representation at sales rep. level.

  12. 3. Monitor Continuous Changes. • Real-time synchronization • Revenue lines • Close dates • Sales phase • Opportunity status • Metrics • Leads, Opportunities, Quotations, Contracts • Forecast (>60% win probability), Closed revenue

  13. 4. Analyze the Forecast. • Reports • Historical trends • Add on: • Personalized dashboards Sneak Peek

  14. Content • About the Session • Atradius Collections – Our Story • Our Learnings and Benefits • Oracle Sales Cloud Implementation Overview • Solution Summary

  15. Learnings • Enabling Best Practices • Forecast Strategy • Forecast Process • Bottom Up Forecast • Change Management • Benefits of using Forecasting • Forecasting methodology and terminology • Effective use of metrics and analytics

  16. Benefits Reduced time Accurate Achieve Target & Boost Sales Secure Real-time reports Structured process Automated

  17. “Helps achieve targets and boostsales”

  18. Content • Sales Forecast Briefing • Atradius Collections – Our Story • Oracle Sales Cloud - Forecast Implementation Overview • Implementation Learnings and Benefits • Solution Summary

  19. Critical Success Factors for the team On budget On time Value to business • Provide best fit within budget • Fixed price implementations • Pure vanilla approach • Design a global template for rapid rollout to other countries • Low TCO Must go live in 11 weeks for the Pilot countries Netherlands, Belgium and Luxemburg

  20. Project Phases and Time Lines Week 0 Week 7 to 11 Week 1 to 6 Modeling and Realization • Finalize scope • Define success Criteria for the pilot • SOW sign off • Familiarization workshops • Configuration • Data migration • Conference room pilots • System verification • Training • User verification (UAT) • Deployment Strategy and Planning Verify and Deploy

  21. Content • About the Session • Atradius Collections – Our Story • Learnings and Benefits • Oracle Sales Cloud Implementation Overview • Solution Summary

  22. Let’s Summarize… Robust strategy Stream line process Real-time monitoring Accurate analysis

  23. “Good sales Forecast Helps Take Right Decisions at the Right Time”

  24. 24 Questions If you have any questions, please contact • Ralph van Dijk • ralph.vandijk@atradius.com • JimutKumar Basa • jkbasa@infosys.com • Nikhil Kini • Nikhilprakash_kini 01@infosys.com

  25. Feedback Share your thoughts / feedback on this session via Twitter @InfosysOracle Hashtag:#InfosysAtOOW

  26. Thank You

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