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Group Members:
Kaushik Maitra Akarshan Bhattacharyya Akanksha Choubey Kumar Prasant Arindam Sengupta

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ERP (enterprise resource planning) is an industry term for the broad set of activities that helps a business manage the important parts of its business. The information made available through an ERP system provides visibility for key performance indicators (KPIs) required for meeting corporate objectives. ERP software applications can be used to manage product planning, parts purchasing, inventories, interacting with suppliers, providing customer service, and tracking orders. ERP can also include application modules for the finance and human resources aspects of a business. Typically, an ERP system uses or is integrated with a relational database system. The deployment of an ERP system can involve considerable business process analysis, employee retraining, and new work procedures. ERP software integrates all facets of an operation, including development, manufacturing, sales and marketing. ERP Modules ERP software consists of many enterprise software modules that an enterprise would purchase, based on what best meets its specific needs and technical capabilities. Each ERP module is focused on one area of business processes, such as product development or marketing. Some of the more common ERP modules include those for product planning, material purchasing, inventory control, distribution, accounting, marketing, finance and HR. As the ERP methodology has become more popular, software applicationshave emerged to help business managers implement ERP in other business activities and may also incorporate modules such as CRM and business intelligence and present them as a single unified package. The basic goal is provide one central repository for all information that is shared by all the various ERP facets in order to smooth the flow of data across the organization. ERP Vendors Depending on your organizations size and needs there are a number of ERP software vendors to choose from. Large Enterprise ERP (ERP Tier I): The ERP market for large enterprises is dominated by three companies: SAP, Oracle and Microsoft. Midmarket ERP (ERP Tier II): For the midmarket vendors include Infor, QAD, Lawson, Epicor, Sage and IFS.

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Small Business ERP (ERP Tier III): Exact Globe, Syspro, NetSuite, Visibility, Consona, CDC Software and Activant Solutions round out the ERP vendors for small businesses.

Oracle's Siebel Sales applications maximize sales effectiveness in real time by accelerating the quote-to-cash process, aligning sales channels, increasing pipeline and win rates, and raising average transaction values.

Comprehensive, industry-specific sales force automation capabilities Proven mobility solutions for disconnected access On-demand CRM options for fast roll-out

Following are the Siebel Sales applications: a) Siebel Sales b) Oracle CRM On Demand Sales c) Mobile and Handheld d) Sales Analytics e) Siebel Collaboration f) Quote and Order Capture g) Microsoft Exchange Server h) Partner and Channel Management

The Siebel Advantage

Leverage Comprehensive, industry-specific sales force automation capabilities Handheld, remote and

Gain Embedded best practices tailored to industry requirements Access to sales information

Accomplish Speed sales cycles and improve selling performance across the organisation Improve sales productivity

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wireless mobility solutions On-demand and hybrid deployment options Integration to customer order management, pricing and configuration Sales and channel analytics Proven customer success enterprise global deployments

anywhere, anytime Fast roll out and response to market conditions Increase precision in forecasting, pipeline management and resource management Improve cross-sell and upsell, reduce discounts

The perfect order

Complete insight into the selling process

Accelerate pipeline and maximize sales throughput Successfully deploy a global sales force automation system

Experience from thousands of installed sales force automation customers worldwide

Customer Results:

DHL is using Siebel CRM applications to unify customer information and create a single, global, multichannel view of each and every customer relationship with 6,000 sales and marketing professionals in more than 220 countries and territories worldwide.

IBM uses Siebel Sales for its entire 60,000+ field sales force Honeywell Aerospace has increased sales 20% with Siebel Sales

1. Siebel Sales
Designed to improve pipeline visibility, sales effectiveness, and bottom-line results, Siebel Sales enables your organization to share information across teams. Oracle's Siebel Sales is fully integrated with the entire Siebel product family, including CRM On-Demandenabling flexible, phased deployments for constantly changing and growing companies. Increase Sales Velocity and Alignment Sales environments are increasingly complex and demanding. Customers shift priorities and market dynamics change rapidly. Your sales professionals are expected to know more, and do more. Siebel Sales delivers market-leading tools to help your sales force meet your selling

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challengesimprove pipeline visibility, increase sales effectiveness, and raise bottom line results. Siebel Forecasting helps an organisations team meet their sales goals, increase revenues, and decrease costs. With Siebel Forecasting, sales organizations of every size and complexity can monitor the health of their business in real time by proactively addressing sales trends, shortfalls, and new revenue opportunities. Siebel Forecasting helps to:

Manage revenues by account, opportunity, product line, project, partner, division, organization, or employee Conduct comprehensive matrix organization forecasting and sales team revenue allocation Run real-time analyses of revenues, profit margins, and close dates Manage recurring revenues, multiple currencies, and robust currency conversion

Fig. Screenshot of the sales application Features of the Sales Application: 1) Account Managementprovides a comprehensive, 360 degree view of your customer, including service history, order management, interactions, and account profile 2) Opportunity Managementincluding management of leads, territories, opportunities, contacts, and all account activities 3) Sales MethodologiesStandardize on common best practices to ensure consistent sales performance and sales coaching throughout the sales cycle 4) Sales Forecastingincluding real-time insight into sales and employee performance
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5) Order Managementallows you to create quotes, proposals, and product configuration 6) Territory Managementto pipeline leads and more 7) Integration to Microsoft ApplicationsSiebel Server Sync for Microsoft Exchange Server enables employees to centralize customer information across Microsoft Outlook and Siebel applications.

2. Oracle CRM On Demand Sales

Oracle CRM On Demand Sales increases sales productivity and results by providing companies with a comprehensive set of tools to optimize the entire sales processesfrom initial lead qualification to opportunity management through forecasting and deal closure. CRM On Demand Sales also delivers critical information to everyone involved in the sales process, including inside sales, field sales, sales management, and partners. Embedded realtime reporting and powerful historical analytics provide insight to help you make better decisions. Relevant sales and prospecting information can be accessed quickly and conveniently through Outlook, a Web browser, on a smart phone, or on a tablet device. By automating sales processes, and providing a comprehensive view of your customers, CRM On Demand Sales helps sales teams focus on selling rather than searching for information, resulting in increased productivity and higher revenues. Features and Benefits:

Automate sales processes, enabling your salespeople to be more efficient, focus on customers and close more deals Provide salespeople with a choice of easy-to-use interfaces and the flexibility to work the way they dowith complete access, anytime and anywhere Improve interaction with customers, by giving everyone in the organization access to one single source of truth via a customer repository Enable salespeople and managers to access advanced analytics to improve pipeline visibility and forecast more accurately Customer Result: -

Alphawest: Improves sales predictability and forecast accuracy, cuts software costs by 50% NKK Switches: Improves forecasting accuracy to 90% and Improves profitability with enhanced sales Data Equifax: Improved sales representative accountability and productivity, contributing to a 10% increase in inside sales Verigy: Improved sales forecasting accuracy by an estimated 25% with Oracle CRM On Demand
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3. Siebel Mobile Sales

Oracle's Siebel Mobile Sales supports sales professionals who frequently work outside of their connected office environments. The application helps free your sales team to focus on revenue generation and improve sales productivity by responding immediately to customer inquiries. Siebel Mobile Sales supports a wide variety of mobile platforms, including handheld and wireless devices and laptops. Systems administrators can easily configure the application just once and deploy across all platforms without additional maintenance and training.

Fig. Siebel Mobile Sales App In our mobile society, customersand competitorsare always on the go. To stay a few steps ahead, sales professionals need continuous access to customer and product information, so they can respond immediately to customer inquiries and stay focused on revenue generation. Features and Benefits: 1)

Access customer and product information at the point of customer contact

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2) 3)

Capture notes, orders, and follow-up tasks at the point of customer interaction Provide rapid, on-site response to critical questions on products, pricing, and order status Allow sales organizations to benefit from increased productivity, fewer manual and paper-based processes, and improved customer and employee satisfaction. Intuitive Mobile Interfacelets users access customer and product information at the point of customer contact Rapid, On-Site Responseallows sales teams to answer critical questions on products, pricing, and order status Easy Deploymentcompatible across a wide variety of mobile platforms

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4. Oracle Sales Analytics

Oracle Sales Analytics provides hundreds of key performance indicators and more than 130 reports in five customizable dashboards. These analytics solutions dramatically improve the effectiveness of your sales people by providing real-time, actionable insight into every sales opportunity at the point of customer contact. With more accurate sales forecasts and enhanced identification of potential problems and opportunities, Oracle Sales Analytics helps close business faster and increase overall sales revenue. Benefits & Features: 1) 2) 3) 4) Analyze pipeline opportunities to determine actions required to meet sales targets Determine which products and customer segments generate the most revenue Understand which competitors are faced most often and how to win against them Identify up-sell and cross-sell opportunities within existing accounts.

5. Siebel Collaboration
Oracle's Siebel Collaboration leverages the complementary capabilities of Siebel applications and Microsoft SharePointallowing customer information to flow seamlessly between Microsoft Outlook and Siebel applications. This solution allows sales experts, partners, and customers to work collaboratively in managing opportunities and service requests. Siebel Collaboration creates an accessible, collaborative environment in which employees can work on a task list, schedule meetings, manage business contacts, or simply share files. In today's fast-paced workplace, companies need employees to spend less time on administrative work and more time with customers. Employees need simple, easy-to-use tools for managing their time and contacts.
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Siebel Collaboration leverages the complementary capabilities of Siebel applications and Microsoft SharePointallowing customer information to flow seamlessly between Microsoft Outlook and Siebel applications. Whether employees are working with a task list, scheduling meetings, or managing business contacts, Siebel applications integrate with Microsoft to: Provide quick insight into all customer interactions Create a collaborative environment for managing opportunities and service requests Enable employees, partners, and customers to engage in discussions, share files, and manage tasks Store, manage, and associate interactions with a specific CRM business initiative Features and Benefits: 1) File Sharingenables employees and customers to share files and manage tasks 2) Shared Customer Informationaccessible via Microsoft Outlook and Siebel applications 3) Joint Marketingleverage business partners to maximize sales and marketing opportunities 4) Threaded Discussionscapture conversations that are a part of responding to customer requests 5) Instant Messagingenable team members to instantly communicate and access the information they need 6) Team Spacelets sales and service team members work closely with experts throughout your company 7) Document Librariesarchive documents related to a sales opportunity or service request for organization-wide access

6. Quote & Order Capture

Oracle's Siebel Customer Order Management solutions simplify the complex and often frustrating process of tracking thousands of products across multiple catalogs and systems. They deliver deep customer insight that enables businesses to dynamically present targeted product bundles, offer intelligent cross-sell and up-sell opportunities, and achieve optimal prices for products and customer segments. At the same time, they give employees the information they need to take decisive action and conduct intelligent interactions with customers. As a result, companies see greater revenues, reduced operating costs, and higher customer loyalty. This package includes: 1) Siebel Dynamic Pricer
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2) 3) 4) 5)

Siebel Product and Catalogue Management Siebel Dynamic Catalog Siebel Product and Pricing Analytics Siebel Quote and Order Lifecycle Management

7. Siebel Server Sync for Microsoft Exchange Server

Oracle's Siebel Server Sync for Microsoft Exchange Server enables employees to easily centralize customer information across Microsoft Outlook and Siebel applications. The combined applications facilitate end-user collaboration and adoption of customer relationship management (CRM) systems. Siebel's integration with Microsoft Outlook and Exchange provides users with the flexibility to quickly and easily gain real-time insight into customer interactions. The combined applications facilitate the creation of appointments, tasks, and contacts. Organizations today face the challenge of end user adoption of CRM systems. Managers require data from the field to analyze and make informed decisions. Employees require tools that everyone can use and understand. Whether end users are working with a task list, scheduling a meeting or recording a new business contact, Siebel's integration with Microsoft Outlook and Exchange provides users with the flexibility to quickly and easily gain real-time insight into customer interactions. Siebel integration with Microsoft Outlook and Exchange turns the creation of appointments, tasks, and contacts into a value-added activity that benefits all employees and drives user adoption and collaboration. Features: 1)

Server-based synchronization engine that runs in the background to synchronize calendar appointments, contacts, employees, and tasks with Siebel applications and Microsoft Exchange Microsoft Outlook plug-in that allows users to link Microsoft Outlook contacts, tasks, and appointments to opportunities and service requests in Siebel applications Ability to embed the Microsoft Outlook calendar within Siebel applications Server-Based Synchronization Enginesynchronizes calendar appointments, contacts, employees, and tasks Centralized Customer Informationacross Microsoft Outlook and Siebel applications Microsoft Outlook Plug-inallows users to link Microsoft Outlook contacts, tasks, and appointments to opportunities and service requests in Siebel applications

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8. Siebel Partner Relationship Management

Oracle PRM, which now includes Siebel, is the market leading comprehensive channel management solution that allows brand owners to achieve their channel business objectives.
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With the best industry-specific PRM solutions, proven customer successes, and unmatched deployment optionsincluding both on premise and on demandsolutions, Oracle PRM is the clear channel management leader. Gains:

Maximize channel revenue and profitability

Increase lead closure rate with closed loop lead management that provides sophisticated lead matching and routing for distributing high-quality leads to the right partner at the right time Gain actionable insight into all aspects of the channel activities and performance with channel and partner analytics Predict and manage channel revenue by leveraging channel pipeline and forecast management

Recruit, manage and retain top partners

Get the right partners in the right partner program with effective partner profiling, program design, eligibility rules, enrollment and renewals Drive partnervendor collaboration and effectiveness with joint marketing campaigns, MDF and co-op funding, business planning tools, branded collateral and sales tools, and on-line training Increase channel sales effectiveness in converting leads to orders with robust suite of sales tools

Streamline and optimize channel operations

Optimize partner recruitment and registration with online applications and workflow-based approval processes Increase partner effectiveness and lower training costs by simplifying and automating partner training and certification Lower TCO by providing a single global enterprise-wide platform that enables organizations to work collaboratively with partners to increase revenue and drive customer satisfaction

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SAP CRM helps sales professionals become more efficient and effective, providing the knowledge needed to turn insight into action and acquire, grow, and retain profitable relationships. The application helps organizations plan, execute, and analyze sales operations throughout the sales cycle, find new ways to accelerate buying decisions, uncover new areas of revenue potential, and implement new methods to improve sales productivity. SAP CRM supports your key sales processes, including:

Sales planning and forecasting

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Enhance performance with coordinated planning and execution of sales activities across all channels.

Provide a complete picture of projected revenue and anticipated sales volume over time.

Increase the accuracy of demand plans and sales forecasts.

Territory management
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Optimize account coverage and distribution of sales resources across clearly defined territories.

Improve resource utilization with clear visibility into assignments and availability.

Place the right resources in the right locations at the right time to optimize team performance.

Accounts and contacts management

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Provide a single, comprehensive view of all information necessary to manage your sales accounts.

Capture, monitor, and track all critical information about prospects, customers, and partners.

Access key contacts, critical relationships, detailed customer profiles, and the status of all recent interactions at anytime and from any location.

Activity management
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Focus the collective energy of your sales team on actions proven to promote profitable business.

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Foster efficient team collaboration with better transparency and coordination of sales activities.

o o

Manage customer visits, account profiles, and activity-driven sales processes. Seamlessly synchronize your e-mail, contacts, calendar entries, and tasks with leading groupware solutions.

Opportunity management
o o o

Track, qualify, and distribute leads to the most appropriate sales professionals. Monitor the conversion of opportunities into revenue. Identify stalled deals, monitor quota attainment, simulate strategies to push deals through the sales cycle faster, and scrutinize the quantity and quality of sales opportunities with pipeline performance management.

Quotation management and order capture

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Guide sales professionals through the product configuration process to ensure that complex product and service recommendations fully meet customer requirements.

Ensure consistent, accurate, and up-to-date pricing regardless of the sales channel.

Generate accurate quotes, capture customer orders, confirm product availability, and track orders through to the fulfillment process.

Integrate end-to-end business processes to optimize supply chain planning, synchronize billing activities, and ensure the efficient fulfillment of customer orders.

Sales contract management

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Develop and manage long-term customer contracts, incorporate customer agreements into ongoing customer processes, and monitor the sales process from inquiry to completion.

Seamlessly integrate with back-end financial and accounts receivable processes to generate invoices, process payments, credit returns, and process claims.

Sales performance management

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Increase revenue and profitability by strategically employing incentive compensation to align the goals of individual sales professionals with those of the organization.

Develop, implement, and manage compensation plans to retain and motivate your sales professionals to succeed allowing them to track performance and simulate potential compensation of deals in the pipeline.

Sales analytics
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Monitor the overall health of your business by creating accurate forecasts, proactively monitoring pipeline performance, effectively managing budgets, and properly allocating resources to meet revenue goals.

Category management Using category management and business planning enables you to plan and manage your retail goods for the next season and beyond. One can use the SAP for Retail solution portfolio to plan the selections such as private-label goods, seasonal, or basic items that your retail business will carry for oncoming seasons. You can also determine financial targets for each selection, and then manage the achievement of those targets. SAP solutions support key tasks for category planning, including:
a) b) c) d) e)

Product hierarchy definition Initial product order placement Initial allocations for new articles Performance tracking New product development

Multichannel retailing In today's fast-paced retail economy, customers can gain access to the same products from many sources. You can increase customer satisfaction and profitability by providing opportunities for multichannel retailing and marketing to your current and potential customers. Multichannel customer interaction and multichannel retailing services can help you enhance customer loyalty and increase lifetime spend disposable income a customer spends on goods from a retailer of each customer. By linking touchpoints multichannel retaining buying opportunities via multiple stores, the Internet, catalogue, phone you can personalize each
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contact to make sure each customer feels valued and inspire them to shop again and again at your retail channels. Each customer access to a retail channel needs a consistent and personalized contact to increase loyalty to a brand and to increase sales. By maintaining one set of customer data for the following multichannel retailing avenues and processes ensures that your customers can place and return products from the most convenient channel stores, the Internet, catalogue, phone providing true cross-channel shopping experiences:
a. b. c.

Each location the customer shops Cross-channel order management Returns and payments

Price management In your retail business, you need to optimize price and revenue management to ensure profitability and lower costs. Revenue and price management helps you optimize and manage prices throughout the product life cycle. You can use SAP solutions to manage initial pricing, as well as promotional, markdown or clearance pricing. For optimal price management, you can adjust to be consistent with your retail business's unique customer demand. You can either change prices for individual items or via automatic mass maintenance based on:
a. b. c. d. e.

Prespecified dates By item By store By zone By region

With price management software from SAP, you can also download prices to stores with start and end dates, along with times for automatic management of the complete pricing cycle.

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Although there are numerous variances in the detailed workflows and functionality of the solutions, there are five key high-level variables that we should aware of. 1. Best of breed functionality vs. more tightly integrated modules. The software strategy of the two vendors could not be much different. While SAP has built a solution primarily from the ground up, Oracle has grown primarily through acquisition of bestof-breed point solutions. For example, Oracle has acquired Demantra for advanced sales and operations planning, Hyperion for financial reporting, and Siebel for CRM, while SAP has built much of this functionality into its core ECC and All in One ERP solutions. 2. Product roadmap. SAP continues to build upon and enhance its core product offering, while Oracle is moving toward Fusion. While some may suggest that Oracle is more innovative or visionary in its technology direction, it also means that there may be more uncertainty with Oracles product lines. This is especially true for clients considering Oracles JD Edwards and Peoplesoft solutions. 3. Flexibility. Although very powerful, SAP can be more difficult to change as a business evolves. This is both a strength and a weakness: it is tightly integrated and helps enforce standardized business processes across an enterprise, but it can be more difficult to modify the software to adjust to evolutions to core processes and requirements. Oracles best of breed approach, on the other hand, can allow for more flexibility to accommodate changing business needs, but this strength can become a weakness when it becomes harder to enforce standardized processes across a larger organization. 4. Implementation cost, duration, and risk. Although both solutions typically cost more and take longer to implement than most Tier II ERP software, there are distinct
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differences between the two. Oracle has a slight advantage in average implementation duration and an even larger advantage in average implementation cost, at 20% less than SAP. SAP, on the other hand, has the lowest business risk of the two, measured via the probability of a material operational disruption at the time of go-live. 5. Business benefits and satisfaction. This is perhaps SAPs greatest strength. Although Oracle has the highest executive satisfaction level of all ERP vendors across the globe, SAP leads the pack in actual business benefits realized. Assuming the #1 reason most companies implement ERP software is to achieve tangible business benefits, this can be enough to justify SAP as a solid solution for many companies.

The key takeaway here is that, as with any ERP solution, SAP and Oracle both have their strengths and weaknesses.

SAP CRM Strengths SAP CRM is stronger than Siebel in terms of tighter integration with its back-end ERP system. Tighter integration in sales, service and logistics is also an inherent strength of SAP CRM with SAP ERP. SAP has a deep knowledge of manufacturing and engineer industry verticals. In addition, SAP BW -- SAP's BI application -- integrates seamlessly with SAP ERP and SAP CRM, while comprehensive reporting is almost out-of-box as well. SAP CRM also has the obvious strength when it comes to customers who are already running an SAP shop.

Weaknesses SAP has not made significant in roads into the non-SAP ERP customer base. SAP CRM customers are mostly clients who have the SAP ERP installed base. SAP also has to strengthen vertical industry solutions.

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Siebel CRM Strengths Siebel CRM has the upper hand in the depth and breadth of their CRM applications. Siebel has a large install base of customers compared to SAP CRM. In addition, Siebel industryspecific applications are stronger than those by SAP CRM.

Weaknesses Siebel does not have a traditional ERP product. The integration costs to back-end ERP systems are very high. However, this may no longer be a factor if Siebel demonstrates seamless integration with Oracle back-end applications.

One solution may be the best fit for one organization, while not a good fit for others, even within the same industry. The only way to make sense of the pros and cons in a way that is meaningful to your organization is to engage in a robust ERP software selection process that considers your requirements, priorities, and competitive advantages to find the right fit.

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