1. Industrial Manufacturing CRM
Bob Barrett
Regional Vice President

2. Industrial Manufacturing Perspective
Agenda
Industrial Manufacturing Perspective
Customer Activity Across the CRM Solutions
Opportunities to Consider

3. What We’re Hearing The down turn is here, how will it impact us
Turning focus to customer – Need to get closer to the Customer
Grow Market Share
Drive more value from the existing systems
Improve customer experience (quote, order, service) 3

4. Customer Activity Across CRM Solutions
OnDemand (SFA, CCOD)
Speed to market (low implementation costs, minimal IT involvement)
Too many manual or non-integrated systems
More advanced sales force
Desire to get closer to customers
Re-focus on the current systems and leveraging them effectively
Access to customers with competitors products – service them
Centralized understanding of call centers
Better access to data across the customer life cycle
Enabling distributors to sell/service customers better (PRM)
Quote (Config), Price, Order, and Track product 4

5. Opportunities to Consider
Re-vitalize mature Siebel installs
Users adoption dropped, value has decreased
Lack of education of added capabilities/solution offering
Enhance value, and drive additional user adoption
OnDemand – continues to expand
Small projects expand rapidly
Salesforce.com wins due to lack of awareness on Oracle’s offering
Call Center Consolidation
Many decentralized systems, on old technology
Customer / Product data within the systems
Analytics – POC’s have shown value
MDM – Clear need. Customers need help on value proposition
Insight – MDM model now developed 5

6. CRM Industrial / Auto Sales Leadership
David Bonnette, GVP – CRM Sales Commercial
Regional Coverage:
Doug Grigg, RVP – North East region
Eric Larson, RVP- North Central region
Jeff Cosseboom, GVP - South region
TBA - West region
Kevin Dolan, RVP – CRM Sales NASA (Automotive)
Bob Barrett, RVP – CRM Sales NASA (Industrial) 6