1
Mehwish Siddiqui
Lead Consultant
Process & Domain Consulting
Manufacturing Practice
Infosys
2
A DECENT PROPOSAL IS NOT ENOUGH
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
4
Key Challenges Facing a Sales Team
• How to Increase the Win Loss Ratio with ever Increasing Competition
• Whether to Respond to Maximum Number of Bids to Maintain Pipeline of
Incoming Business
• How to Manage Quality V/S Quantity
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
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Key Differentiators for a Winning Proposal
• How easy it is to delegate various sections, review them and then recreate
the entire proposal without losing the basic soul of the proposal?
• How easy it is to perform financial scenario analysis to give various pricing
alternatives to customers?
• How easy it is to view history and find precise reusable artifacts?
• How well does the proposal tool integrate with all stages of the Sales
Process?
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
8
Delegating, Reviewing, Recreating in Oracle
Full
Access
Manager
Access
Owner
Create
Tasks for
the
Proposal
Process
Collaborative
Proposal
Creation and
Review
Assign
Tasks
Delegate
Review
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Regenerate
Proposal
based on
Negotiations
or Reviews
Recreate
Delegating Different Access Type to Proposal Team
Delegate
Access
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Different Proposal Tasks and Assignment of Tasks
Create Tasks
Assign Tasks
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‘Components’ for Creation, Review and Proposal Recreation
Create and Recreate
Proposals
Review and
Personalize
Content
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
13
Financial Scenario Analysis
Financial
Scenario
B
Financial
Scenario
A
Financial
Scenario
C
Select and include Financial Scenarios in the Proposal
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Pricing Alternatives by Integrating Quoting with Proposals
Attach multiple quotes to a proposal to provide ‘What
if’ Scenarios to the customer
Use Oracle Quoting to apply different type of Qualifiers and
Modifiers to Pricing
Apply
Discounts
Add Multiple Quotes to
a Proposal
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
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Oracle Proposals Promote Re-Usability at each step of Proposal
Creation
Alternative
Reusable
Templates
Alternative
Documents for
Components
Additional
Content through
Content Library
-Design Proposal Templates for each category of Product/
Service e.g. Desktop Solutions / Laptop Solutions.
-Templates will be a collection of components such as –
Cover Letter, Quote, Data Sheet etc.
Within the Proposal Components create alternate
documents based on Wholesale and Retail Customers e.g.
different Cover Letter formats
Add additional Re-Usable Content stored in Content
Management Library
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Build Templates for Different Products / Service Lines
Use Templates to create proposals for
different product / service lines
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Components based on the Templates Selected
Components in a Template
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Create Alternative Documents for Proposal Components
Alternative Documents for a
Component
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Re-use Addition Content from Content Management Library
Re-usable Material from
Content Library
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Traceability of Proposals Generated
List of Proposal Documents
Generated
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Traceability of Communications on Proposal
Email History
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Comments on Proposal Negotiations
Insights / Comments
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
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Integration with Various Stages of Sales Process
Create Proposal from Lead
Create Proposal from Opportunity
Create Proposal from
stand alone leads or
Create Proposal from Quote
Use Oracle Sales or
Leads created through
Campaign through Oracle Telesales to create
proposal from Opportunity Use Oracle Quoting to
Sales
create proposal from a
Quote
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Creation of Proposal from Lead
Proposal creation from Lead
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Agenda
• Key Challenges Facing a Sales Team
• Key Differentiators for a Winning Proposal
• How to use Oracle Proposal Management to Address Key
Differentiators
• Delegation, Review and Recreation
• Financial Scenario Analysis
• Re-Usability and Traceability
• Integration with the Sales Process
• Conclusion
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Conclusion
So how Oracle Proposal Management (OPM) helps the Sales Team
• Aids in increasing Win-Loss Ratio despite ever Increasing Competition
• OPM Involves all correct Subject Matter Experts to build collaborative proposals without
fearing that the focus would be lost between too many people
• OPM helps the team refer to earlier proposals and notes for the customers to gain critical
insights to the customer
• OPM provides Intelligent Pricing Scenarios by integrating with the Quoting module
• Question of Quality v/s Quantity
• Need not be a choice anymore!
• OPM has integration with all stages of the sales process- Leads, Opportunities, Quotes:
Create proposals in minutes
• OPM helps store additional content which can be quickly re-used
• OPM helps in responding to Customer Requests of negotiations / update to proposal without
having to recreate the entire proposal.
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THANK YOU
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