集团客户销售服务流程转型.pdfVIP

集团客户销售服务流程转型 许诗敏 甲骨文大中华区电信行业解决方案总监 1 Copyright ? 2012, Oracle and/or its affiliates. All rights reserved. 中国移动在集团客户市场的挑战 竞争对手通过各种手段争夺 客户，尤其针对重点集团客 户 基于先天条件，竞争对手大 力拓展ICT服务，轻易建立 领先优势 竞争对手已建立完整的端到 端的集客管理运营支撑体系 2 Copyright ? 2012, Oracle and/or its affiliates. All rights reserved. 竞争对手拥有全面的集团客 户产品，并附有高度的客户 关系维护政策 江苏移动集团客户业务销售管理的挑战 1 集团客户视图只管理单一的客户信息，未能管理客户的深层次关系 2 针对集团产品管理和分析，以至产品销售和订单交付管理 3 集团客户业务销售的端到端管理 4 集团客户的网上销售于服务策略以至跨渠道的协同 3 Copyright ? 2012, Oracle and/or its affiliates. All rights reserved. Oracle的优化集团客户销售与管理方案 PH4C Product Master Web Mobile CC Partner Siebel CRM SFA Order Contract Capture Management Order Service Management Order Orchestration Rating BRM Charging Billing E-Business Suite Project Management Order Service Management Provisioning UIM Inventory ASAP/IPSA Activation EBS SCM EBS WFM Other Featured Oracle Applications ? Oracle Siebel CRM ? Oracle Communications Order Service Management ? E-Business Suite | Product Hub for Comms | Project Management ? Oracle AIA for Communications ? Oracle BI Enterprise Edistion 4 Copyright ? 2012, Oracle and/or its affiliates. All rights reserved. Oracle Corporate Sales Optimization Solution ? Enables CSPs to maximize growth and profitability of B2B business through the rapid launch of new services, SFA and stronger governance of sales operations. Key Capabilities ? Quote Order Capture | Pipeline Management | Forecasting | Commercial Order Orchestration | Project Management for Complex Sales Fulfillment Projects Key Business Metrics ? Reduced Offer Time and Cost | Improved Customer Value | Pipeline Conversion Win Rate | Forecast Accuracy | Improved Sales Margin | Reduced Order Handling Costs | Reduce IT OPEX Oracle的优化集团客户销售与管理方案能提供的业务能力 产品目录制定和管理 集团客户信息管理 商机和报价管理 客户订单管理和交付 支持跨渠道运营能力 ? Rapidly model and launch new products/services and monetize network assets and provide more product insight ? Provide innovative Services, by combining own and 3rd party services. ? Efficiently manage Customers and Prospects ? Pro