HAND Enterprise Solutions Co, Ltd.

Executive Presentation
Fixed Scope offering for Implementation of
Oracle Sales Cloud.
HAND Enterprise Solutions Co., Ltd.
November 12th , 2013

Executive Summary

This is an overview presentation of Fixed Scope Offering from

HAND consultants for implementation of the Oracles industry leading
and most comprehensive Oracle Sales Cloud solution in cloud.

HAND Consultants is a certified key partner of Oracle specialized in

implementation of the Oracle Sales Cloud. We have strong domain
knowledge, a team of skilled and certified Oracle Sales Cloud
consultants.

We have a proven track record of successful CRM implementations

across the Globe

The Oracles CRM cloud services and our unique fixed scope offering
for the implementation brings to you the quick ROI at minimum risk.

Following presentation gives insight into our fast track methodology,

proven tools and techniques that ensure successful deployment of the
solution in the given timeline and budget.

Index
Todays Business Challenges

Proposed Solution
Implementation Approach and Scope
Implementation Methodology and Deliverables
Project Plan

CRM
Todays Business Challenges

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Todays Business Challenges

Adopt leading Global CRM practices.
Take advantages of CRM to attract new customers,

develop existing customers and retain the very

important customers.
Streamline the CRM processes and achieve
measurable efficiencies.
Provide global visibility of the Customer Relationship
in the organization for the management to make
critical global CRM decisions.
Fast Deployment of leading CRM solution for quick
ROI

The Industry Leading Solution

Oracle Sales Cloud

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Leading Solution from Oracle

Oracle Sales Cloud
Customer Relationship Management
Do Things Your Way
Know Your People Better
Work As A Team

Built on 100% Open Standards

Standard Tools for

Data and Process
Integration

Lower Cost
Integration

Large Talent Pool

Oracles Rich History in Cloud Services

In On Demand business since 1999

More than 5.5 million users
Second-largest Cloud provider
Enterprise-grade availability,
performance, and security
More than 20,000 Oracle experts
around the world
Complete portfolio of cloud services

Option to Move from Cloud to On-Premise

Cloud Security and Data Protection

Most Reliable Platform

More than 99.5% uptime

ITIL-based processes
Access to Oracle engineers
Comprehensive production
assessment process
High availability via

Autonomic monitoring, diagnostics

Predictive incident management tool

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The Application Scope

Oracle Sales Cloud Modules in Scope

Module Name

Common Customer
Relationship Management Base

In Scope

Module Name

In Scope

Additional Services

In Scope

Activity Stream for Customer

Relationship Management

Sales Analytics

Sales Cloud for Outlook

Oracle Sales Mobile

Quota Management

Territory Management

Extensibility Framework

Sales Campaigns

Lead Management

Sales Predictor

Opportunity Management

Opportunity Landscape

Forecast Management

Incentive Compensation

Customer Center

Enterprise Contracts

Sales Catalog

Scope Oracle Sales Cloud

Item included in scope

Descriptions

Configuration Limit

Up to 100 hours of prioritized work effort

Workshops

1 full day Business Process Workshops

1 full day Super user (train the trainer) workshop session for up to 12 people
1 full day System Administration and Developer review session

Documentation

Work Plan
Requirements Document

Scope Oracle Sales Cloud

Item included in scope

Descriptions

User interfaces

Web

Business Intelligence

Up to 2 Dashboards & Up to 3 Customer Reports(Up to 40 hours prioritized work effort)

Security

Up to 6 Standard Roles

Territory Management

Up to 3 dimensions (Out of predefined dimensions)

Data Import

Customers (up to 50,000)

Contacts (up to 150,000)
Opportunity (up to 10,000)
*preformatted files with up to 3 iterations

One Time Setup Data Imports

Users (up to 200) and Geographies (Preformatted files)

Training Method

Conduct one(1) Train the Trainer Workshop for up to 8 hours to Train up to 12 people on the final
configuration

Additional Configuration

Not included in scope of current project

Post Go-Live Assistance

2 Days

Configuration

Customer profile, Contacts, Opportunity

Business Automations (i.e. Workflow/Scripting)
UI Changes (i.e. Column extensions, Expose Column extensions, Standard label changes and removal of
fields)
New fields

Implementation Methodology
Oracles Unified Methodology (OUM)
(For Cloud Solutions Implementation)

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OUM Cloud Application Services

Implementation Approach
The OUM Cloud Approach is specifically designed for implementing Oracle Cloud
applications, according to well defined and tested activities and deliverables; it is based on
the same principles as Oracles Unified Method (OUM) to allow consistent approach
across all our products.
This approach consists of:
1. An efficient approach to Oracle Cloud Cloud implementation
An easy-to-follow framework of activities, for a step-by-step project implementation
centered around few and essential activities and deliverables
A Prototype approach based on Oracle Sales Cloud standard functionality: customers
processes are
modeled according to Oracle Sales Cloud best practice business processes so that
customizations are
avoided
2.The Oracle Cloud Delivery Toolkit with predefined, value-adding materials:
Ready made materials to greatly reduce workload
Best practice suggestions for all business decisions to be taken during implementation

OUM Cloud Application Services

Implementation Approach
Easy-to-follow framework for activities
Short, well-structured implementation cycles
Iterative configuration
Up to four modules per release cycle
Multiple releases are possible to accomodate incremental scope and/or timeline decisions

Single Release Cycle e.g. two modules

Plan

Prototype

Validate

Transition

Sustain

Multiple Release Cycle e.g. five modules

Plan

Prototype

Validate

Transition

Sustain

Plan

Prototype

Validate

Transition

Sustain

OUM Cloud Application Services

Implementation Approach
Plan

Prototype

Conduct Kick-off Meeting

Perform Setup

Schedule Workshops

Conduct Workshops &

Prototype Configuration
Capture & Prioritize
Changes

Validate

Apply & Validate Setup

Changes

Transition

Sustain

Migrate Configuration to
Production

Manage Transition to Steadystate Operations

Update Business Processes

and Validation Cases

Create Detailed Release Plan

Review In-Scope High-Level

Business Processes

Populate Data Load

Templates

Load, Reconcile & Validate

Data Loads

Load, Reconcile & Validate

Data Loads in Production
Plan for Next Release

Prepare Integration Details

Gather Setup Information

Conduct Integration and

Data Load workshops

Conduct End-to-End Review

Apply & Validate Extensible
Items
Implement & Validate
Integrations

Conduct Implementation
Checkpoint

Final Validation Review with

Users & Stakeholders

Prepare Training Material

Load & Validate Data

Conduct Train-the-Trainer
Workshops

Conduct Implementation
Checkpoint

Conduct Implementation
Checkpoint

Verify Production &

Operational Readiness

Begin system use

Post Go-Live Support

Project Management
Oracle responsibility

Shared responsibility

Client responsibility

Implementation Approach
Traditional Deployment Methods

Rapid Deployment Methods

Implementation Timeline

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Assumptions and Obligations

Key Assumptions
1. The standard business flows and Oracle Sales Cloud functionality will serve as
the base for the implementation.
2. Oracles OUM for Cloud Implementation Approach will be used for the
implementation
3. A small Project team is formed and empowered to make decisions.
4. A timeline of XX weeks is assumed with work products delivered during the
timeframe, counting from the time that the Oracle Sales Cloud Cloud system is
provisioned.
5. The implementation is based on the Cloud deployment model, hosted at
Oracle
6. In the Cloud deployment model, two project environments are available: A
sandbox and a production environment
7. No Customisation is performed. Configuration within the standard system is
performed
8. Single Sign On set-up is not included.
9. Organizational Change Management will be Clients responsibility

Other Activities and Related Assumptions

Activity

Assumption

Go-live support

Not included in scope of current project

Training Project Team

HAND will organize a training for the customer's core project team members,
delivered by OCS consultants, in a lecture/demo format workshop. Training is
assumed to be one workshop per application, for up to 20 attendees.

Familarization session

HAND will organize a session of maximum 4 hours, to make the customer

familiar with the standard Oracle Sales Cloud navigation and personalization's.

Training

Not included in scope of current project

Interfaces

Not included in scope of current project

User Guide

Not included in scope of current project

Administration Guide

Not included in scope of current project

Typical Deliverables
Deliverables included in scope

Description

Project Charter

The project charter would include further details of the project mission statement, approach
and execution.

Project Workplan

A plan that describes the high-level tasks and timelines for all project activities.

Set up Document

A document that summarizes the configurations to be provided based on the collected

business information.

Configured Application

An application configured in accordance with the descriptions in the Configuration

Workbook.

Future Business Process Model

HAND will provide the future process model for the standard configuration of the system.

Test Plan and Scripts

Test Scripts for testing the configured functionality in the scope of standard offering. Any
further changes to this document will be performed by Ventura corporation

Validated Solution on Sandbox

Configured Final Solution agreed with Customer

Training Material

Material to support Familiarization sessions on tools for ongoing customers use (Reports,
Personalization, System Administration)

Configuration Workbook

Details of how the solution is configured

Validated Solution on Production

Configured Solution , validated for go live use

Your Obligations
For the project to be successful Customer must fulfil the following obligations:
1. Order Oracle Sales Cloud Cloud prior to project start
2. Assign a project manager to lead your staffs efforts
3. Assign experienced and empowered business and IT users to work closely
with HAND's consultants according to project plan (some full-time allocation
may be necessary at times).
4. Perform certain project tasks according to project plan such as a) provide
data in format specified by HAND: b) customer side of integration; c) end user
training
5. Arrange for a project executive sponsor and project steering committee

6. Accept that part of the work performed by HAND Consulting will not be onsite

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Our References

HAND Enterprise Solutions Co.,Ltd.

Company Profile
Hand ERP consulting services. The Company provides strategic IT enterprise planning service,

business process reengineering consulting, information system design, management software

system installation and implementation services.
The Company primarily offers services for ERP software of Oracle. It also offers professional and

custom-development services according to the actual demands of the enterprises during the ERP
system construction period.
Established in 1996, headquartered in Shanghai, with branch offices in Tokyo, Singapore,

Guangzhou, Beijing, Wuhan, Qingdao, Chengdu and Xian.

HAND has totally 2000+ consultants serving more than 800 customers in the fields of

manufacturing, trading and financial services.

The 1st listed company in China Startup Board focusing on Oracle implementation and support

services. (Stock Code: 300170)

Oracle Platinum Partner

Hach Inc. U.S

Implementation Company
Hach Inc. U.S.

Implementation Site
CN: Beijing
Project Profile

Hach Inc. U.S. was founded in 1947, is now a wholly owned

subsidiary of Danaher Corporation (DHR). Hachs global
headquarters is in Loveland, Colorado. Hach manufactures and
distributes analytical instruments and reagents used to test the
quality of water and other liquid solutions. Factories are located in
the United States, Switzerland, Germany, France and the UK.

Manufactured and distributed worldwide, Hach products are widely

used in global users drinking water, groundwater, surface water,
municipal wastewater, industrial wastewater, semiconductor
ultrapure water, pharmaceutical / electricity and other industrial water
purification, etc. field, and its full line of products covers laboratory
qualitative / quantitative analysis, site analysis, flow analysis and
testing, on-line analytical testing. Hach systems are designed to
simplify analysis by offering on-line instrumentation, portable
laboratory equipment, prepared reagents, easy-to-follow methods,
and technical support.

System Version: Siebel CRM

Implementation Period: 2008.05 2008.09
Instance Strategy: There is one instance before. Add the CRM into the project.
Modules Implemented:
CRM: Opportunity Management/ Customer Management/ Service
Management
Other Key Features:
Unified management of customer segmentation and information.
Careful management of the sales process, improve sales rate reached
Flexible service dispatching and complete service process management
Sales staff performance appraisal management allocation and sales

Hengdeli Hold Limited

Implementation Company
Hengdeli Holdings Limited

Hengdeli Holdings Limited (the Company or Hengdeli and its

subsidiaries, collectively as the Group) are the worlds largest
retailer of internationally renowned watch brands. The Group had
approximately hundreds of retail outlets in major cities in China,
selling watches from more than 50 internationally renowned brands
such as Omega, Rolex, Tag Heuer, Jaeger LeCoultre, Breguet , IWC
and so on. The Company has been listed on the Main Board of the
Hong Kong Stock Exchange since 2005 with the stock code 3389.
The stock name abbreviation is Hengdeli.

The Group provides the most excellent integrated customer service

and after-sales warranty maintenance for internationally renowned
brand watches within the Greater China region and has successfully
developed the business of provision of the related products within the
industry.

Implementation Site
CN: Shanghai

Project Profile
System Version: Siebel CRM + SMS / e-mail platform
Implementation Period: 2007.07 2007.10
Instance Strategy: There is one phase of the project which implement Siebel CRM
and SMS / e-mail platform.
Modules Implemented:
Siebel CRM: Customer Management/Sales Management/Activity
Management/Gift Management
SMS / e-mail platform: SMS Notification/Email Notification/Automatic
Reminders/Early Warnings
Other Key Features:
Through the POS system and ERP system data integrated with Siebel CRM
system, making the store and shop and other types of terminals, can
be easily performed on the same platform and application of
customer information collection.
reasonable safety rules to ensure that customer information only in the
appropriate range to be fair use
Flexible service dispatching and complete service process management
Sales staff performance appraisal management allocation and sales

Panasonic Corporation
Implementation Company
Panasonic China

Panasonic Corporation , formerly known as Matsushita Electric

Industrial Co., Ltd, was founded in 1918. The group is a
global electronics companies, producing and selling all kinds of
electronic products. It has grown to become one of the largest
Japanese electronics producers

Matsushita Electric Industrial Co., Ltd. China has more than

80 companies and about 100,000 employees in mainland China
including Hong Kong. The company founded in 1994 was a joint
venture company between Matsushita Electric Industrial Co. Ltd. and
Beijing Hua Ying Sheng Electric Development Company. In 2002 it
achieved a sole proprietorship, now primarily responsible for carrying
out the sale and after-sales service activities of appliances and
systems .

Implementation Site
CN: Shanghai

Project Profile
System Version: Siebel Call Center + Siebel Service + BI APPS
Implementation Period: 2008-07 - 2009-09
Instance Strategy: At the first ten-monthly phase of the project, implement the
Siebel Call Center and Siebel Service. At the second phase of the
project, add the BI APPS module.
Modules Implemented:
Siebel Call Center
Siebel Service
BI APPS
Other Key Features:
Substantial increase in the efficiency of the Call Center
Unified management of customer and product information.
Convert the settlement of paper documents to electronic documents
settlement
Tracking quality information comprehensively and timely
Transparency national service and management of parts channel
Sales staff performance appraisal management allocation and sales

Next Step
To start your journey towards realizing your world
class CRM vision, please contact us at:
Toll-free telephone. 18017373529
Web. www.hand-china.com
Email: hongxin.li@hand-china.com