Siebel System

In: Business and Management

Submitted By N15N15
Words 2048
Pages 9
SDM - Siebel Systems: Anatomy of a Sale

2012

Case analysis “Siebel System: Anatomy of sales part 1 & 2”

Assignment Submitted to
Dr. G Sridhar, IIMK

Prepared by:
Name - Nitesh Kumar (Roll No : ePGP-03-138) Company – Bajaj Auto Ltd (International Marketing – Africa - Kenya)

1

SDM - Siebel Systems: Anatomy of a Sale
Table of Contents

2012

Table of Contents........................................................................................................................................2 Introduction ................................................................................................................................................3 Corporate culture – “Siebel”........................................................................................................................4 Distinct leadership status............................................................................................................................4 The situation................................................................................................................................................5 Quick & Reilly : A Background......................................................................................................................6 Question 1 ..............................................................................................................................................7 Question 2...............................................................................................................................................8 Question 3...............................................................................................................................................9 Question…...

Similar Documents

Systems

...report. The corporate systems IT security department will grant access to reports on the web to financial business customers. To request access, the user will contact financial systems support. Without authorization, the user will not be able to access the site, and will receive the message: 'Access Denied. You are not authorized to access this resource.' The site will also include an Expense Account Dictionary which will include all general ledger accounts that roll into the Selling, Underwriting and General Expenses section of the Huffman Trucking Form 10-K Report. This Dictionary is to be created to provide guidance to all Huffman personnel regarding how accounts should be used. It includes definitions for most expense accounts, and will be updated periodically as further refinements are made to the chart of accounts. GL Posting Schedule The posting schedule is designed to provide consistent times when the business unit data is posted. This allows for a more efficient use of the system and helps avoid version control issues on reports. The schedule remains consistent except at quarter end when the schedule may vary. Huffman Trucking will allow postings outside of the schedule on an exception basis only. • Exception posts include processing for an entire entity, several entities, or specific journals. • Each business unit designates two or three individuals who can approve exception postings. • Designated requestors call the Financial Systems Support to......

Words: 544 - Pages: 3

Crm Systems and Implementation

...dealer and license information andowner and contact information • Activity and e-mail management systems link e-mails with associatedcontacts, leads and opportunities • Service management increases customer loyalty by enabling consistent,personalized interaction across all customer touch points including,telephone, e-mail, Web, wireless devices and in-person meetings. Tata Motors implemented Oracle's Siebel Automotive, a comprehensivecustomer relationship management (CRM) solution designed specifically forcompanies in the automotive industry. Seamlessly integrated with Tata Motors’dealer management system and SAP back-office applications, Siebel Automotivehas delivered significant benefits across the extended organization, includingimproved customer satisfaction, increased revenue and productivity, andreduced costs. By tightly integrating Siebel Automotive and its dealermanagement system, TATA has streamlined transactions and ensured thatdealers capture customer data as a part of their normal operations. The solutionprovides a 360-degree view of customers to the extended organization, withappropriate visibility controls to ensure that one dealer is not privy toinformation from another. To further enlist dealer support, Tata Motors involveddealers throughout the solution configuration and deployment process.“Integrating Siebel Automotive with our dealer management system ensuredthat our dealers would immediately see the value in the solution,” Sreenivasanexplains.......

Words: 295 - Pages: 2

System

...ASSIGNMENT 1 Q1.What is a system? Explain various System Development Approaches in detail. According to you which approach is best? Justify your answer. Ans1. A system is a set of interacting or interdependent components forming an integrated whole or a set of elements and relationships which are different from relationships of the set or its elements to other elements or sets. The elements of a system are: * Input and output * Process * Control * Feedback * Environment * Boundaries and interface There are 4 System Development Approaches: 1. Prototyping Development 2. Rapid Application Development 3. Joint Application Design 4. Participatory Design 1. PROTOTYPING DEVELOPMENT: Software prototyping refers to the activity of creating prototypes of software applications, i.e., incomplete versions of the software program being developed. In this a prototype is made first and based on it final product is developed. A prototype is a model or a program which is not based on strict planning, but is an early approximation of the final product or software system. This type of System Development Method is employed when it is very difficult to obtain exact requirements from the customer. While making the model, user keeps giving feedbacks from time to time and based on it, a prototype is made. Completely built sample model is shown to user and based on his feedback; the SRS (System Requirements Specifications) document is prepared. After......

Words: 978 - Pages: 4

Siebel Assignment 1 0005 Sec B

...SIEBEL SYSTEMS: ANATOMY OF A SALE What are the positives and negatives of Gregg Carman’s performance in gaining an entry into Quick & Reilly? In view of this, would you rate his performance favorably? Going forward what is most potent threat that could jeopardize Carman’s plan? Justify your answers using case facts. Siebel Systems was formed with the dual objective of being a high technology enabler focused entirely on customer satisfaction with enduring values. The company was part of the tipping point of IT being a back end function to a growth driver. It captured the most crucial aspect of this evolution, that of enabling a firm to reach out to its customers when and where the customers required service. By 2001 it had over 50% of the CRM market share, was touted to be the best in the industry in CRM solution and had global presence. It was going from strength to strength and the biggest factor contributing to this growth was its “ecosystem of partners” strategy coupled with its single minded focus on customer satisfaction. The research results were proof of how effective Siebel was in achieving its aims, garnering its customers return on the CRM investments in 9.6 months only along with a 20% increase in customer satisfaction levels, 19% increase in productivity levels & 16% increase in customer retention levels for its customer firms. In the case of Carman we need to first understand the relationship from the customers’ need. Quick & Reilly was clearly a firm in distress...

Words: 1099 - Pages: 5

Siebel Systems

...Case Analysis: Siebel Systems: Anatomy of a Sale Summary This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. In addition, Siebel Systems faced a dilemma:Stand by Quick & Reilly or bow to FleetBoston’s wishes. (The structure of Quick & Reilly's buying center is mapped, as is the role of its parent, Fleet Bank.) Key Issues 1. How to reply for the question Q&R have with one of their competitors- Oracle? 2. How to approach to some internal information about Quick & Reilly as well as establishing rapport and consensus? 3. How to demonstrate Siebel Systems’ CRM solution is just the one Q&R need in a short conversation? According to the article, Q&R is currently a user of Oracle CRM which is inferior to Siebel System. As result, if Q&R was planning or at least had the intention to replace their CRM system, it should be a good opportunity for Siebel System. The issues involved in this process in which how to incite and bring about the purchase. First of all, sale of Siebel System should testify they are the optimum option to prospect, which could be achieved by demonstration. Secondly, Siebel Systems need to acquire adequate information on Quick & Reilly from the conversation in order to be positive in the potential purchase. Therefore, Carman needs to know as much as possible about Q&R, such as how is the budget? Who is decision maker? Who should be focus on, Q&R or...

Words: 964 - Pages: 4

System

...Hydraulic Systems Managers should always make sure these systems are always properly serviced and bleed after any maintenance is done to prevent air in the system. Air in these systems may not seem like a big deal, but air is compressible and when entering components, they are weak. The force of air onto a spoiler surface pushes down due to air in a spoiler actuator. Pilots should watch for sudden system pressure and quantity drops, which could be the result in several things such as air that finished its way through the system or a broken component. Air in the lines vibrates and can cause the line to rupture. To prevent this low-pressure system bleed is preferred, exercising all subsystems to push the air out slowly and safely for both personnel and the aircraft. Another key fault to watch for is system demand loads. Both pilots and maintenance alike will power up the hydraulic systems and try to operate every flight control system at once over loading the work load of the pumps causing them to either shell out, crack or the spline shaft of the pump strips out (which is what is supposed to happen to prevent loss of the system). There are all kinds of emergency procedures for these hydraulic systems, some are electrically controlled, some are pneumatically controlled, and some systems have a redundancy system (two systems operating the same component). Electric one is just a switch opening up reserved pressure in an accumulator to operating a sub system one time,...

Words: 333 - Pages: 2

System

...• System Integrity/Validation and Final Project Summary o Project Summary o Over the past six weeks, our firm has analyzed the accounting information systems of Kudler Fine Foods. We have discussed their current computer system and evaluated the possibility of threats to it and recommend integrated software solutions. The T3 line at Kudler is clearly more data transmission than is necessary for the company, so it was recommended they switch to T1 dedicated line to reduce costs. Due to the importance of inventory control, we showed management how to take their current inventory data tables and construct pivot tables to improve decision making on inventory. Internal controls were reviewed on payroll, accounts payable, accounts receivable, and inventory processes to ensure the accuracy and validity of data. The review determined that if Kudler does not implement the recommended internal controls system suggested, the business could be under serious threats. Information Technology (IT) auditing is another important improvement that Kudlers should make since our analysis showed that there are risks and vulnerabilities in the AIS process. Our final recommendation will be in the way that the audit process is improved by using computer assisted auditing techniques. This will complete the firm’s analysis and recommendations for Kudler Fine Foods. o Our firm last week analyzed and recommended different types of Information Technology (IT) audits that Kudler......

Words: 1144 - Pages: 5

Siebel Systems

...Quick and Reilly could be our prospects • He should avoid providing incomplete information; also whatever information is demanded from customer should be provided without any reluctance • It’s a perfect opportunity to flaunt the strengths and fleet of partners • Share some of Siebel’s success stories • In order to provide details of competitive landscape in CRM market, Carman can share Gartner Research Report which shows Siebel systems as a complete solution provider and market leader • Since Cathy belongs to Client service and marketing Department; Carman shouldn’t explain too much of technical details of product instead he must focus on how a Siebel product can cater to their organizational requirements. Features influencing opinions: • Since meeting was not prior scheduled, lack of understanding about clients’ needs, budget and requirements could strain the prospective deal • Carman is not sure if Cathy Ridley is Influencer or Decider and degree of power that she holds in organization • Carman himself is not comfortable in comparing Siebel to its competitors until he knew the clients’ requirements • Conversation is more of casual one which might not lead to conversion of deal Responses if circumstances were different: • If the meeting was prior arranged the agenda could have been framed beforehand, Sales Department would be able to collect information about clients’ needs, budget and requirements thus increasing the prospects for conversion of......

Words: 928 - Pages: 4

Crm System

...Executive Summary The purpose of this report was to examine the results of the effective implementation of customer relationship management (CRM) systems. What is the most effective way to realize all of the benefits from CRM system implementation? Research for this report included a review of current literature on effective implementation of CRM systems and the market data on popular CRM systems on the market available on Gartner, the leading information technology research website. Major findings indicate that just simply buying into a CRM system would not bring the promised benefits associated with the system. That is only possible if the implementations of the system is backed by appropriate strategies, supplemented by the aid of high tech IT solutions and it is the most important to know how to use the integrated information system to the best advantage. For the new CRM system being implemented in the company to be a success, the company has to evolve and implement a strategy that will iron out the kinks from the existing system to the new. The success of this endeavor depends greatly on the top management, who has to showcase their commitment and, most importantly, lead the way, guiding the rest of the employees to a new direction, which, when supplemented by the new IT infrastructure, can help give the company the competitive edge it so desires. At the end of the day CRM is only a tool, which can bring tremendous success to the company only if it is implemented......

Words: 2765 - Pages: 12

System

...INHABITANTS INFORMATION SYSTEM FOR BARANGAY ISOK II Submitter By: Harley Dave Lazarte BSI/T 3B Submitter To: Mr. Rolan M. Macarang (College Lecturer) CHAPTER I INTRODUCTION In the past few decades there has been a revolution in computing and communications, and all indications are that technological progress and use of information technology will continue at a rapid pace. Today, of course, the Internet, the Web and Computerize System have transformed commerce, creating entirely new ways for retailers and their customers to make transactions, for businesses to manage the flow of production inputs and market products, and for job seekers and job recruiters to find one another. Accompanying and supporting the dramatic increases in the power and use of new information technologies has been the declining cost of communications as a result of both technological improvements and increased competition. In nearly every corner of the world, Information Technology has become ubiquitous and is changing every aspect of how people live their lives. IT is the area of managing technology and spans wide variety of areas that include but are not limited to things such as processes, computer software, information systems, computer hardware, programming languages, and data constructs. IT drives the innovative use of resources to promote new products and ideas across nations and cultures, regardless of geographic location, creating efficient and effective channels to exchange......

Words: 1549 - Pages: 7

Siebel System Bbmk I

...NAME- PIYUSH SANDUJA PGID – 61510241 COURSE – BBMK Section - I REPORT – Siebel System: Anatomy of a Sale, Part 1& 2 After looking into the positives and the negatives of Gregg Carman’s performance, I would rate Carman’s performance favorably. He tried to gain as much information as possible and also tried to play on Siebel System’ strengths rather than dwelling on Oracle’s negatives. Hence Carman maintained the Siebel values intact. POSITIVES OF GREGG CARMON’S PERFORMANCE 1) Compliance with Siebel core values: Carman, during his 15mins conversation with the VPs of client services & marketing of Quick & Reilly, completely complied with the Siebel core values as described in the Table below.. Sr. No. | Siebel Core Values | 1 | Serving our customers is not simply a market opportunity. Carman approached the situation with great humility. He didn’t boast of Siebel systems despite having market leadership. | 2 | Our respect for our customers is highly visible in everything we do. | 3 | As a company, we will never place financial gains above ethics. Carman preferred not to comment on its competitor even when straightforwardly asked by Cathy Ridley. | 4 | We choose to be leaders, but we do so with great humility. | 5 | We do not look for problems, we propose solutions. Carman showed them the demo of their offerings and how Siebel will be able to help propose a solution. | 2) Assessing a project opportunity: By conversing with the two......

Words: 798 - Pages: 4

System

...Environmental Management Information System Environmental Management System Goals and Progress q Construction of an Environmental Goals and Progress q To promote continuous Environmental Management Information System Environmental Management System of the Ricoh Group The Ricoh Group is a global entity that operates on an international scale. It respects the ISO 14001 environmental management system, which has received worldwide recognition, and is constructing an environmental management system that complies with this system. While horizontally expanding its know-how throughout the 21 production bases that have already obtained certification, the Ricoh Group is also planning to obtain ISO 14001 certification at its business bases. Plans and Achievements in Establishing an Environmental Management System for the Ricoh Group FY1994 FY1995 FY1996 FY1998~ IV III II Step I Pilot Approval Management meeting Leading model business site Environmental management system construction/certification Management Information System A system is being constructed, and is scheduled for completion by the end of fiscal 2000, to collect and provide information on environmental accounting, environmental improvement examples, laws and regulations, environment labels, and customers. q Construction of an Environmental Impact Information System An environmental impact information system for all copiers, facsimiles, and laser printers is to be constructed by the end of fiscal......

Words: 1362 - Pages: 6

Systems

...The Legal System and ADR Analysis LAW/531 12/08/2014 Shannon Allen Introduction / Purpose At the cost of doing business it is necessary to always secure and stabilize conflicts that may interrupt the flow of business. Efficient resolution may not only same money and time, but keep messy disputes out of the public light and social network which may have the power to shame the name of an organization. There are various methods used in resolutions; traditional court case resolution and alternative dispute resolution methods, which assist in resolving disputes at an expedited rate. There are various applications where ADR can be used as a helpful resolution tool with in civil cases as long as there is a mediation, settlement, and or arbitration. For example with in mediation this process becomes important as long as there is an equal compromise and a desire to preserve a relationship between both parties. For the case highlighted such is not the scenario in MICHAEL AVERY et al., Appellees, v. STATE FARM MUTUAL AUTOMOBILE INSURANCE COMPANY . The class action lawsuit stated State farm proven to prefer non original equipment parts as a less expensive replacement part to “crash parts” therefore further assisting in decreasing the value of the vehicle and creating additional non factory hazards violating contract agreements to restore vehicle back to factory standards and thus committing consumer fraud. Recommendations The cost of settling out of court would......

Words: 446 - Pages: 2

Siebel - Sales of Anatomy

...Introduction Siebel systems formed, by Tom Siebel, in 1993 to address the growing need of organizations of all sizes to acquire, retain and better serve their customers. His aim was to build a company that would endure over time because it was based on traditional values and a commitment to making its customers successful. By 2000 revenues had reached $2 billion, the company employed approximately 8000 people. Company was rated as one of the fastest growing companies in America for the past three years by Fortune Magazine, reviews by other business magazines saying “the world leader in software for CRM” and “the fastest growing application software company in history”. By 2001, Siebel systems had become the world’s leader in CRM software with a 50% of market share in sales management, marketing automation, customer service and support. Siebel systems had more than 200 products and went on to market through direct sales force operating out of 139 offices in 40 countries around the world. Carman is one of the sales force employees of Siebel system serving financial service clients. Carman was negotiating a $2.1 million sale to a discount broker Quick & Reilly which was recently acquired by FleetBoston. FleetBoston doesn’t want the purchase to happen and whereas Quick & Reilly was interested in Siebel’s product. Carman now is in a dilemma on how to close this deal. Questions 1. How should Carman respond to the invitation to tell the Quick & Reilly executives......

Words: 1415 - Pages: 6

It Systems

...Introduction to Information Systems There is a structure that comes with information systems, ones that will be beneficial to our workers and to us as business owners. I will cover both that I feel will be the most applicable to our record store. I feel that we need multiple systems that will benefit us with accessibility and understanding of the systems, The transaction processing system is the bottom part of the structure to use for the employees because it has many different unique uses. The TPS can collect, store, modify, and retrieve the transactions of an organization. It stores data in certain files that are able to be seen only by select individuals. There will be worker files only accessible by employees as well as manager and CEO files that only we can access. It offers many other useful tools such as rapid processing, batch processing, and real time processing. Management information systems are above the transaction processing system. These systems don’t deal with the day to day data in needing and operating our record store such as the TPS. The MIS provides information that is needed to organize and manage organizations efficiently and effectively. MIS involve three primary resources: people, technology and decision making. The systems main purpose is to analyze operational activities in the organization. It can show if our plans our reaching out goals and allows our managers to supervise over the TPS. I feel this next one isn’t going to be......

Words: 619 - Pages: 3

top 10 action magic romance school anime list | Watch Movie | Australien, Ozean. & Antarktis