Adobe Captivate - Oracle



Slide 3 - Oracle Sales Cloud

Release 9

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Welcome to Oracle Sales Cloud training for Release 9. In this session, we’ll talk about what’s coming in Partner Relationship Management or PRM, focusing on the Partner Portal.

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Slide 4 - Agenda

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In this session we’ll talk about each of the partner portal enhancements, including specific details about what has changed and how those changes benefit you. We’ll also take a look at the application, so you can see what’s new.

Finally, we’ll explain what you need to consider before enabling these features for your business.

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Slide 5 - Enhancements Overview

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The Release 9 Partner Portal connects your company with partners to drive more deals and increase channel sales. The Oracle Sales Cloud Partner Portal is an enterprise-grade portal that is fully secure and easy to customize, so you can enable your partners with the necessary sales and marketing tools to successfully sell your products. You can share business processes and data with partners to better collaborate on deals.

The Partner Portal provides Partner Sales Representatives and Partner Sales Managers with the ability to access leads shared by the brand owner, or create their own leads; manage Opportunities for the brand owner’s products; manage all Activities related to brand owner deals; and view and manage Accounts and Contacts.

As a Partner administrator, you can create new users to access the portal and keep your partner profile information current.

Release 9 also provides key analytics that will help you to quickly identify your partners’ open deals and how well they are performing in closing opportunities.

Finally, since every channel is unique, the partner portal can be easily tailored and extended to support specific partner needs.

Let’s look at each of these enhancements in detail.

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Slide 6 - Lead Management

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In the partner portal, partners can view leads assigned to them by the brand owner, and accept or reject the leads one at a time from lead details, or an entire batch from a leads list.

Partner sales representatives and their managers can also create and edit leads through the portal partner. They can update leads, record activities on the leads, enter notes, and even download their leads. Partners can further qualify the leads using assessment questionnaires provided by the brand owner. Based on the answers, the lead qualification score is automatically updated.

Once partners have qualified a lead, they can provide feedback on opportunity status and close the loop with their channel managers.

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Slide 7 - Opportunity Management

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Partner contacts working for a partner company, can create opportunities, which they either process themselves or assign for further processing to other partner users that belong to their company. Partners can add revenue lines and enter product lines or product categories.

With access to sales coach, partner sales representatives can view recommended actions for each sales stage as well as approved collateral and templates that reinforce consistent, structured sales methodology. The action item details provide the necessary steps required to progress the deal to the next stage. The sales coach increases sales rep productivity, reinforces sales training, and reduces time for on-boarding new team members.

Additionally, Partner sales representatives can qualify the opportunity using the assessment questionnaire defined by the brand owner, and obtain recommendations based on the assessment score computed from the responses.

Partner sales representatives can also collaborate with their channel account manager to request quotes and proposals on active opportunities.

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Slide 8 - Activity Management

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The activity management features in Partner Portal allow partners to record activities and customer interactions quickly. Partners can view all activities they own or are a part of on a single page. From this consolidated view, they can create new tasks and appointments or edit existing ones, create follow-up activities, and search across all activity types at once.

Along with the consolidated view, partners also have the option to view their appointments in a calendar view, or in the tasks list.

The team calendar is also available in the partner portal. This allows managers of partner sales representatives to see other team members’ appointments on their calendar in order to get a holistic view of everyone’s availability and activities. Managers can view this in a weekly view, or switch to a daily view that offers an hour by hour breakdown of the day of each member added to the calendar.

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Slide 9 - Account and Contact Management

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Partners can leverage Account management to create and maintain end customer information, or access accounts shared by the brand owner. Using Accounts 360, they can get a quick overview of the account profile, view account hierarchy and account relationships.

Partners can also manage the end customer contacts in the partner portal so they can quickly associate accounts and contacts with transactions. The contact 360 degree view gives roll up information of all the activities and transactions for the contact.

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Slide 10 - Self-Service Administration: Partner Profile

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As a partner administrator, you can quickly view the basic information of your partner company along with channel manager details at the brand owner company.

There is an “Edit” button, which, when clicked, will take you to the partner overview page from which you can perform additional tasks. You can go to the Profile page where you can update profile information for your partner company like Primary Contact, address and so on.

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Slide 11 - Self-Service Administration: User Management

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As a partner administrator, you can perform all tasks related to managing contacts of your company. You can add new contacts or remove existing contacts if they have left your company.

You can update their profile information such as phone number, email address, or even add a photo to the contact.

In the “Manage User Details” section, you can associate a role and manager with the partner contact and optionally provision the user account for the contact that will give them access to the partner portal.

Attachments can also be associated with the contact from the Edit Partner Contact profile page.

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Slide 12 - Partner Portal

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Your channel sales resellers, distributors, and dealers want scored and qualified leads, not just low-quality prospects, and they want to get them before they grow cold. With Release 9 of Partner Relationship Management, lead acceptance is easier than ever for your partners in the simplified partner portal. Additionally, channel managers will get early visibility into any leads channel partners want to share with them through the partner portal.

As a partner administrator, you have the ability to go to a single work area to manage all your partner company specific tasks.

As a sales administrator of the brand owner company, you can configure the partner portal pages to control what information partners have access to.

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Slide 49 - Summary of Enhancement Capabilities

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Here is a summary of the features I have talked about today...

The Release 9 simplified partner portal provides the efficiency and speed you need to do your work as a Partner. Partners can receive new leads from the brand owner, accept or reject the leads, and convert leads to opportunities. Once the opportunity is created from the lead upon approval, partners can manage the opportunity details in the portal. The portal also provides access to the sales coach information so brand owners can help guide partners through the sales cycle. Partners can access quotes generated by channel account managers and shared with the partners.

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Slide 50 - Summary of Enhancement Capabilities

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The simplified partner portal provides partners with the ability to record activities and customer interactions so that the brand owner has visibility to the indirect sales channel. Additionally, partners can access account and contact information, if the brand owner chooses to share these details with their partners. Lastly, the partner portal provides the partner administrator with the necessary tools to manage the company profile and quickly onboard new partner users.

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Slide 51 - Implementation Advice

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That concludes the audio portion of this presentation. Thank you for listening. There is no audio in the implementation advice section that follows.

You can easily pause and rewind any of these slides if you require additional time to take in the detail.

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Slide 52 - Feature Impact Guidelines

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Slide 53 - Lead Management Setup Summary

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Slide 54 - Define Lead Management Tasks for PRM Features

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Slide 55 - Sales Coach and Assessment Setup Summary

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Slide 56 - Sales Coach Setup Detail

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Slide 57 - Assessment Setup Detail

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Slide 58 - Assessment Setup Detail

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Slide 59 - Account and Contact Setup Summary

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Slide 60 - Account and Contact Setup Summary

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Slide 61 - Job Roles & Associated Duty Roles

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Slide 62 - Business Process Model Information

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Slide 63 - Business Process Model Information

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Slide 64 - Business Process Model Information

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Slide 65 - Related Reports & Analytics Information

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For more details of the related reports and analytics information, please refer to the Sales Analytics TOI.

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Slide 66 - Related Release Training

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