cod partner strategy sr. principal product manager, balaji sundara cod operations director, justin...
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COD Partner StrategySR. Principal Product Manager, Balaji SundaraCOD Operations Director, Justin Bissing
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
CCOD Partner Strategy
Beta Stage
Training, DOC, Collateral
Process
Sales and OPS Engagement
Demo and Staging
Applications to sell
Work with 5 partners to introduce the program
Exists, Roll out the rest of training/Doc,
collateral existsPM and Ops to work on Process.
Basic process done
Define Sales and Ops engagement
Framework in place
Partners can sell COD Multi-tenant and
COD single tenant
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Multi-Tenant Delivery Model Shared Pods in Oracle Data Center
• Single Maintenance Window• Every Friday at 10pm Mountain Standard
Time• Timed Upgrade
• All customers Upgraded to the latest release
• Security• Customer specific database on a shared
database instance.• Telephony
• Oracle provided telephony• Performance
• Optimized database and Contact Center Servers for best overall performance.
• Single instance that scales to support many customer contact centers
• Oracle performs Data Backup• SSL/HTTP/HTTPS access
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
• Flexible Maintenance Window• Geography, Business Practices
• Customer specific Upgrade• Early adopter, late follower, negotiated with
Customer• Within a year
• Security• Data does not co-mingle
• Telephony• Choice of Customer’s own T-1 lines, OR• Oracle provided T-1 lines OR Oracle
Shared telecom• Performance
• Specially tune database• Add hardware to specific tiers
• Staging systems compulsory• System specific Backups • N+1 and N+n scalable architecture
Single-Tenant Delivery Model Private Pods in Oracle Data Center
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Status Invited Partners for Beta Program
Partner CRMOD/COD used internally
Reseller Integrator Attending Training
Person attending Q1 deal Q2 deal
MTSi Yes/No yes yes yes Minesh Sheth 1-deal Q1
Serene Yes/No yes yes yes Arvind Gopalakrishnan
Promero No/Yes yes yes yes ??
CDgroup Yes/No yes yes yes ?? In progress
yes
VSoft Yes/No yes yes yes ?? 1 deal 2 deals
AMX Yes/No yes yes yes ?? 1 deal 2 deals
CRMiT Yes/No no yes yes Hosna Keyhan 1 deal
Backups
easyCRM
Perficient yes
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Criteria for Partners
Partner commitment• Must be a CP / CAP – certified CRM OD Partners • Partner should attend the training• Partner should execute a deal by FY Q2 Partner should implement
this 1 deal.• Partner to get a letter from Operations which recommends them for
being a certified partner.• Announce on August 24th to all partner community
-------• Until then for any partner deal, Tom Herold is the contact for
assisting partners to coordinate the OCS until this is finalized• Partners need to engage OCS to implement COD deals
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
COD PartnerBusiness aspects
COSTS Associated
•Beta Partner pays for travel costs associated with the Training
•No cost to join beta program
Partner commitment and expectation and/or restrictions
-Described in previous page
-No restrictions but partner to meet certain expectation
Criteria for joining partner program
-At least on deal per quarter
quota with respect to CRMOD
-Chartered to sell CRMOD and COD
Partner allowed to sell to businesses below $500m in revenue.
Anything over $500m Oracle sells directly.
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Demo and Staging
• Partners can request demo accounts – Resellers only• On their demo accounts they will be able to
• First get a CRM OD demo account• Each Partner will get their own tenant• Each sales person in that partner will get their own agent and will
be able to demo • Each partner will be provided with a single Admin login
• Moving into Production• Partners will have to redo the IVR Scripts in Production again,
after customer accepts it in the demo environment. (Most likely partners will demo basic functions in demo. Once the customer signs they will provision to the customers’ specific requirements in Production)
• At a later stage, CCOD ops will enable Partners to Copy the call flows into Production..
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
End Customer Training
• Partners will be trained by COD team via “train the trainer” model.
• New resource will be needed Ops team to provide this training “partner liaison
• Partners will provide the necessary training to the end customer.
• Partners can use COD Webinars on Agent, Supervisor and Interactions as a model to create their own
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Support Model
Stage1: 1st week of Application in Production
At this stage there is still some handholding, customer training issues and application issues.
Customer -> Partner Support -> COD Ops team
Stage2: After week 1
Customer calls Oracle directly
Customer ->Oracle Customer care-> COD OPS team
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Partner Process Flow – page 1
Call Center On Demand Projects – Contact ON Demand
Partner Consultant Customer/ COD Provisioning Team/ Operations
Partner Consulting Mgr
Completed Questionnaire/
Agent Lists
Project Notice to Proceed
Build out customer system
Complete Call Flow Diagram/
Scripts
Make initial contact with
Customer – Set Kickoff Date
Kickoff Meeting * Agenda* Preso
* Timeline
Kickoff Meeting* Agenda* Preso
* Timeline
Completes Customer
Questionnaire/Agent Lists
Business Requirements
Meeting* Agenda* Preso
Completed Call Flow Diagram/
Scripts
Call Flow Meeting* Agenda
Completed Call Flow Diagram
Call Flow MeetingCustomizations
* Agenda
* Business Requirements Meeting and Call Flow Meeting may be combined for customers with less
complex requirements
To Next Page
* Call Flow Meeting is optional for COD
Provisioning Team
* SLA calls for system readiness by 10 days
after receipt of recorded scripts
Informs COD Operations and
Sales of the opportunity
Any changes to the norm,
customizations etc. are discussed
Any changes to the norm,
customizations etc. are discussed
Call Flow MeetingCustomizations
* Agenda
Call Flow MeetingCustomizations
* Agenda
Call Flow Meeting* Agenda
Ops Creates Tenent
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Partner Process Flow – page 2Call Center Consulting Project – CRM On Demand
COD Provisioning Team/ Operations
teamCustomerParter Consultant
Partner Consultng Resource Mgr
EndUser Training
Production Readiness/Project Closeout Meeting
* Agenda* Presentation
Testing/Validation
Project Acceptance /
Customer testing
Turnover Meeting* Agenda
* Turn Over Document
Turnover Meeting* Agenda
* Turn Over Document
Project Complete
Implementation
From page -1
Implementation plans reviewed by
COD OPS
Project in Production
Production Readiness/Project Closeout Meeting
* Agenda* Presentation
Production Readiness/Project Closeout Meeting
* Agenda* Presentation
Oracle Internal and Confidential – This Document is for Planning Purposes – some parts of plan not yet approved
Time line for Partners
06/01/09
• Start of Project
•Inform beta
partners
•Make environment
•And training available
•Work with OPN
07/15/09
•Share this PPT with OPN and Modify
•Partner sufficiently trained
•Demo provisioned.
• Develop partner collateral
• Execute a partner deal
• Monitor and document.
08/30/09
•Open Partner
program to other
partners
Begin Checkpoint Statuses Expected close
08/15/09
Done