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CRM for Marketing Executives,[object Object],Michel van Woudenberg,[object Object],General Manager Asia Pacific Oracle CRM On Demand,[object Object],September 2010,[object Object]
Sales & Marketing……Choreographed to perfection….?,[object Object],“We don’t get any decent leads from Marketing”,[object Object],“Sales don’t follow up the leads we provide”,[object Object]
55% have not aligned sales & marketing,[object Object]
The Dream Funnel,[object Object],MARKETING FUNNEL,[object Object],SALES FUNNEL,[object Object],$,[object Object],[object Object],* Graphics are not drawn to scale,[object Object]
Reality: UnpredictableFunnels,[object Object],MARKETING FUNNEL,[object Object],SALES FUNNEL,[object Object],~25%,[object Object],Response,[object Object],~50%,[object Object],Usable,[object Object],~20%,[object Object],~40%,[object Object],Qualified,[object Object],~40%,[object Object],$,[object Object],Lead,[object Object],Opportunity,[object Object],[object Object]
LUMPY FUNNEL: Each Stage Wastes Significant Leads* Graphics are not drawn to scale,[object Object]
Reality: Misaligned Funnels,[object Object],MARKETING FUNNEL,[object Object],SALES FUNNEL,[object Object],~25%,[object Object],Response,[object Object],~50%,[object Object],Usable,[object Object],~20%,[object Object],~40%,[object Object],Qualified,[object Object],~40%,[object Object],$,[object Object],Lead,[object Object],Opportunity,[object Object],NO SALES ,[object Object],FOLLOW-UP,[object Object],~80%,[object Object],[object Object],* Graphics are not drawn to scale,[object Object]
~25%,[object Object],Response,[object Object],~50%,[object Object],Usable,[object Object],~20%,[object Object],Qualified,[object Object],Building the Dream Funnel,[object Object],MARKETING FUNNEL,[object Object],SALES FUNNEL,[object Object],[object Object],~40%,[object Object],~40%,[object Object],$,[object Object],Lead,[object Object],Opportunity,[object Object],NO SALES ,[object Object],FOLLOW-UP,[object Object],* Marketing Mgmt Journal, 1994 v3,[object Object]
~45%,[object Object],Response,[object Object],~50%,[object Object],~75%,[object Object],Lead,[object Object],Usable,[object Object],~30%,[object Object],~50%,[object Object],Qualified,[object Object],Opportunity,[object Object],Building the Dream Funnel,[object Object],MARKETING FUNNEL,[object Object],SALES FUNNEL,[object Object],NURTURE ,[object Object],POOL,[object Object],[object Object],~40%,[object Object],~40%,[object Object],$,[object Object],[object Object]
NURTURE POOL: SystematicallyRecycle Leads that aren’t Ready45% Respondents Buy in 12 Months*,[object Object],* Marketing Mgmt Journal, 1994 v3,[object Object]
The Oracle Solution,[object Object]
Value Proposition,[object Object],Maximize the generation and conversion of qualified, sales ready leads through a complete and integrated suite of Oracle CRM applications,[object Object],500,[object Object],Inquiries,[object Object],100,[object Object],Prospects,[object Object],10,[object Object],QualifiedLeads,[object Object],6,[object Object],Accepted Leads,[object Object],3,[object Object],Opportunities,[object Object],1,[object Object],Closed,[object Object],DealSupport,[object Object],LeadNurturing,[object Object],LeadGeneration,[object Object],LeadAcceptance,[object Object],Lead,[object Object],Qualification,[object Object],ClosedBusiness,[object Object],Sales Owned,[object Object],Marketing Influenced,[object Object],Marketing Owned,[object Object],MARKETING ON DEMAND,[object Object]
Benefits to Oracle Customers,[object Object],Fully integrated, enterprise grade SaaSsales and marketing solution available from a single vendor,[object Object],Oracle owns the integration problem, not you,[object Object],One less vendor to deal with commercially (sales, service, procurement, etc.),[object Object],Stronger overall solution for integrated sales and marketing ,[object Object],Better marketing and sales alignment,[object Object],Closed-loop insight of performance across the revenue funnel ,[object Object],More relevant, timely communications to prospects and customers,[object Object],Higher quality sales-ready leads and better informed sales reps,[object Object],More nurturing of opportunities at all stages of the funnel,[object Object],More complete view of the customer,[object Object]

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Notes de l'éditeur

  1. Person-centric design vs. Campaign-centricBetter Quality ProfilesComprehensive Response ManagementClosed-loop Analytics