Auckland-based business consulting and management company The Business Store is implementing Oracle’s CRM On Demand to boost its sales intelligence and reporting and to help its clients do likewise.
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.
“We are investing in systems and showing clients how they can work for them,” he says.
Speary says he looked at various CRM options over that 18 months including Salesforce.com and Microsoft CRM. He says he likes Microsoft software but the cost to implement MS CRM was “horrific” for a company like The Business Store, particularly the up-front capital cost.
The Business Store also has a client using Salesforce.com. It’s a similar product to Oracle’s, Speary says, but in the end the dozens of standard reports available in the Oracle product and the ability to create custom reports was a major attraction.
“There’s a lot more power behind that,” he says. “Reporting was a key aspect for me.”
The Oracle CRM On Demand platform was also affordable.
“No one would have thought you could buy Oracle unless you are a large enterprise,” Speary says. In addition, the product had good local support from implementation partner Fusion5.
He says the project will cost $20,000 over two years including implementation. The per-seat cost is $96 a month and set-up between $5,000 and $8,000, including loading the data.
The Business Store is implementing three seats initially 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.
Amanda Peake, Fusion5’s CRM business line leader, says the company does a lot of Oracle work but also sells and implements Pivotal and Microsoft.
She says while the project didn’t have any particularly unique requirements, what was unique was The Business Store’s business model, providing on demand business management.
“He needed a solution that was scalable to his requirements and that he could peel off to his customers when the time is right,” she says.
Oracle CRM On Demand was the right option as it has the lightest IT footprint and the lowest technical requirements for business users, she says.
“There’s really no need for IT involvement,” she says.
Peake says Fusion5 can implement the system in around seven working days — if the data is clean.
Speary says the implementation will create separate areas for The Business Store’s clients to use CRM On Demand for their businesses. The plan is then to migrate these to the client and exit. He expects between three and fifteen clients to adopt the system over the next 18 months, with several of their own users accessing the system.
So does that make The Business Store an Oracle reseller?
“Not a reseller,” Speary says. “A believer.”