Case study 5-Solution selling

• Shruti (Roll No.78) is successful sales person in a leading IT MNC

Company. She is currently addressing a business opportunity for
ERP Solution at a new Global FMCG company in India .

• Her Sales Head-Sandeep (Roll No.22) wants Shruti to get this large multi
year contract in March month itself.

• Shruti is now busy with her team to win this contract and finally is
prepared to make the sale.

• At the end she gets the contract by beating 3 of her strong

competitors.
 What is solution selling

• It’s a SALES PROCESS

• Most widely used in the world today
• It involves direct contact with customers
• Not only helps what to do, but specifically focuses
on how to do
 IMPORTANCE OF THIS DEAL TO
ORACLE
• KRAFT FOOD’S is MNC having operation
world wide, entering in to Indian fmcg
market .
• They are going to invest 10k cr. In India, for
ERP 50 cr.
• Our company want to get breakthrough…
• Our major competitors are SAP , MICROSOFT,
IBM.
 About Kraft Food’s
• Kraft Foods. is the largest confectionery, food, and beverage
corporation headquartered in the United States.
• Operation in more than 170 countries worldwide.
• $48 Billion Revenue.
• 140000 Employee.
• 15 Research and Development Centre.
• Head Office is in Mumbai.
Kraft Food’s IT Structure.
 About oracle

• Leading IT Solution company.

• Having Presence Globally and PAN India.
• Having Appx.30000 employees in India.
• Acquiring 10-15 companies every Year.
Sales team Oraganogram-Oracle
For This project
• How the procedure
worked…….
 Understanding Customer Need-
Project Scope
• Project Goals
Sr. No. Goals
1.   Setting up of Systems, SOPs for all functions to meet India specific
requirements
2  Workflow for ease of operations and faster decisions

3  Close monitoring of all the functions

• Current Challenges
– List down the pain areas by each function that are sought to be addressed by the ERP

• Divisional, Functional and Locational Scope

– List down the functions that are under consideration for the implementation?
 Understanding Customer Need-
Project Scope
• Specific Expectations

• Checklist of Solutions
Sr. Functional Under Planned start of Planned completion of
No. Consideratio implementation implementation
n for
(Month-Year) (Month-Year)
implementati
on (Yes/No)
1. Finance & Controlling      
2. Sales & Distribution      
4. Purchase & Inventory      
5. Production Planning & Quality      
Management
6. Asset Management & Maintenance      
7. HRMS      
8. Projects      
9. Payroll      
10. Add more if required      
 Assessment of Business Setup

A) Plants and Locations

B) Expansion Plans
C) Sales and Distribution
D) Other Distribution Channels
 Assessment of Current Technical
Setup
• Current Systems & Network Infrastructure
• Integration Needs
• Current Connectivity
 Technical Solution
• Oracle is proving Bundle Solution of-
Hardware (recently acquired SUN)
Own Server/data base/Applicaltion
• 3 Years Contract
• Unlimited User License (UUL)
• We provided Server Based License so able to manage good discounted price.
 Why Oracle
• Oracle is world’s trusted solution provider
• Understands and offers India specific solutions
• Preferred partner for many FMCGs companies across globe including India
• Got all the contracts renewed due to satisfied customers.
• Class room and on-job training by dedicated and well trained Oracle team
• Ease of use.
• 24 X 7 support across India
• Continuous up gradation/ value addition as per changing needs of the business during
contract period
• This ERP solution runs on minimum system requirements.
• In addition to all these advantages, we offer best price
 Ideal Solution Selling sales cycle
• Prospecting
• Diagnosing customer needs
• Crafting a potential solution
• Establishing Value
• Bargaining for access to decision-makers
• Positioning proof, ROI and the total solution
• Negotiation a win-win
• Following up to ensure customer success
•Thank You…