NESTLE

1
Proposal Sales Force Automation (SFA)

From Sales Operations
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Purpose

• Presenting our findings and recommendations to
  CEO to get approval for one SFA software.

3
Introduction to SFA

• Sales Objectives (from 2004 Marketplace Review
  )

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Introduction to SFA

• In 2005, petPRO is having following problems in
  Sales Operations
• Low productivity slow workflow
• Need to cut costs
• Lack of integration
• Expectation
• Increase sales force productivity
• Standardize sales processes
• Enable collaborative selling

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Introduction to SFA

• Feature of Sales Force Automation(SFA)
• Easy access to data
• Opportunity management, forecasting and
  reporting, etc.
• Advantages

100
(In Millions)
6
Two Options of Software

• Siebel Sales 7.7
• From Siebel Systems, Inc.
• Price 16000-25000/person

• Oracle Sales 11i
• From Oracle Corporation
• Price Max 4000/person, Min 10

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Two Options of Software
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Two Options of Software
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Two Options of software Advantages
10
Two Options of software Disadvantages
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Rationale

• Previous problems of implementing SFA
• Overly complex and not intuitive
• The expectations not well-defined
• Overkill

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Rationale
Result of Pivot Table
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Rationale

• Choose Oracle Sales
• Integrated sales solution for all sales channels
• Completely integrated with petPROs existing CRM
  (Oracle), drives profitable customer interactions
• More intuitive, user friendly
• Easy Implementation end-to-end solution
• Better experience in the field
• License fee

14
Recommendations

• People Most important
• Behavioral adoption by people
• Senior Executive Attention
• Tactical Project Orientation

15
The End

By applying Oracle Sales 11i following
recommendations
300
200
16
The End
Thank you for Listening! (Waiting for
your Approval)