Business Intelligence Case Study
- The Business Store Oracle CRM On Demand
Auckland-based business consulting and management company The Business
Store implemented Oracle’s CRM On Demand to boost its sales
intelligence and reporting. It also aims to help its clients do
Key Business Requirement
Director Paul Speary says the search for a CRM platform at The
Business Store had been an “on and off” project for
nearly 18 months. The company had also undertaken a couple of CRM
reviews for its customers.
The Business Store had been using Microsoft Outlook, spreadsheets
and manual processes to manage and report sales activity, but this
combination lacked integration and took too much time.
Speary says the company needed to be able to report and then extrapolate
that report into separate reports for its clients.
The key unique requirement was providing on demand business management.
A solution that is scalable to requirements and could just as easily
downsize when customers fall away.
“We are investing in systems and showing clients how they
can work for them,” he says.
After reviewing various CRM options over an 18 month period including
Salesforce.com and Microsoft CRM the company preferred Microsoft
software. However, the cost to implement MS CRM was way beyond the
budget of the small company, especially the up-front capital cost.
A client of the company was using Salesforce.com, but it was the
much broader range of standard reports available in the Oracle product
and the ability to create custom reports that finally swung the
With reporting a key requirement of the companies performance management,
the Oracle CRM On Demand platform not only met its demand, but was
Traditionally, Oracle has been a large enterprise solution provider
- but the product had good local support from implementation partner
Total Project Cost $20,000 over two years including implementation.
Per-seat cost is $96 a month
Set-up between $5,000 and $8,000, including loading the data.
The Business Store implemented three seats initially but expects
to roll out more in 2009.
The Business Store expects 3-15 clients to adopt the system over
the next 18 months, along with several more of their own users accessing
Fusion5 does a lot of Oracle work but also sells and implements
Pivotal and Microsoft.
With the lightest IT footprint and the lowest technical requirements
for business users, there was no need for IT involvement, according
to CRM Business line manager Amanda Peake.
Peake says Fusion5 can implement the system in around seven working
days — if the data is clean.
Planned Next Step
but expects to need more over the next quarter and further systems
for its clients. It is already using the system even as data is
being uploaded — one of the advantages of the on-demand model.
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