OBJECTIVES

ORACLE OBJECTIVES

• Engage the customer to obtain details about problem, decision criteria, and time frame
• Qualification to progress
• Help the Customer to evaluate and determine Oracle as the best vendor to help with their business problem
• Progress the engagement with a walkthrough of the solution through presentation of key features and customer selection criteria accompanied by relevant discussion.

FBGBU OBJECTIVES

Deliver a compelling demonstration that is focused on the operation, business challenges and satisfying the requirements of all stakeholders.

• Remove the need for PowerPoint Presentations and deliver engaging , less Boardroom Style Meetings.
• Deliver white boarding Sessions, hands on demonstrations which focus on the business and how our solutions can drive the customer’s goals
• Ensure Solution design including any recommendations satisfies the prospects in-scope requirements where gaps and integrations can be sized
• Value propositions are called out with associated benefits or an ROI case to make us the most compelling solution
• Action Planning and further qualification that may lead to a Lab or Pilot
• Quality handover to consulting services
• Present solution using a standard shell database to ensure build and handover to consulting is efficient and high quality
• Ensure quality of the proposed solution design and assurance to the prospect that we will meet and exceed expectations!
• Achieve a significantly higher degree of solution standardization by using product default best practice features and avoid unnecessary enhancements.

PROCESS FLOW

Below describes the typical process flows including references to documents or actions that may need to be completed to support this phase:

• SE engages the DB Build Process Team
• DB Build team configure standard shell to address key customer requirementsr
• SE Tailor Presentation Demonstration Deck
• ROI incorporated including infographic on findings
• Consulting Sales provide Project Outline and how we would deliver solution
• Initial Budgetary Proposals and Contract

GLOSSARY OF TERMS

Acronym:	Type:	Definition:
EMM	Resource	Enterprise Menu Management
RFx	Document	Request For x (Request for Information or Proposal)
ROI	Document	Return On Investment
SWOT	Framework	Strengths, Weaknesses, Opportunities, and Threats
SE/strong>	Resource	Solution Engineer
XLOB	Acronym	Cross (X) Line Of Business

Presentation Demo PHASE RACI

A RACI matrix as illustrated below will be used for each phase to help us define roles and responsibilities in every step of the FB180 process so everyone knows who's doing what.

This ensures standards in our approach whilst providing confidence and assurance to our customers!