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  • Siebel Systems: Anatomy of A Sale

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    RohanMohapatra
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    This document discusses Siebel Systems and how they can save a deal with Quick & Reilly by the end of the December quarter. It analyzes three alternatives: providing Quick & Reilly with a new Siebel system, providing them with seats from another Siebel product called Scopus, or providing them with seats from FleetBoston. The document recommends the third alternative to maintain healthy relationships with customers now and in the future, though it would mean incurring short-term losses for Siebel Systems.

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    This document discusses Siebel Systems and how they can save a deal with Quick & Reilly by the end of the December quarter. It analyzes three alternatives: providing Quick & Reilly with a new Siebel system, providing them with seats from another Siebel product called Scopus, or providing them with seats from FleetBoston. The document recommends the third alternative to maintain healthy relationships with customers now and in the future, though it would mean incurring short-term losses for Siebel Systems.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    5 views7 pages

    Siebel Systems: Anatomy of A Sale

    Uploaded by

    RohanMohapatra
    This document discusses Siebel Systems and how they can save a deal with Quick & Reilly by the end of the December quarter. It analyzes three alternatives: providing Quick & Reilly with a new Siebel system, providing them with seats from another Siebel product called Scopus, or providing them with seats from FleetBoston. The document recommends the third alternative to maintain healthy relationships with customers now and in the future, though it would mean incurring short-term losses for Siebel Systems.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
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    of 7

    SIEBEL SYSTEMS

    ANATOMY OF A SALE
    5 C ANALYSIS

    CUSTOMERS
    COMPETITORS
    COMPANY COLLABORATORS
    CONTEXT

    Oracle formed in
    Company Direct Sales
    1993

    Aurum
    World Leader in
    CRM
    Saratoga

    $2 Billion Revenue
    HOW CAN CARMAN SAVE DECISION
    THE QUICK & REILLY BY THE
    END OF THE DECEMBER PROBLEM
    QUARTER?
    01 02 03
    Provide Quick & Reilly
    ALTERNAT
    Do deal with Quick a Provide Quick & Reilly
    with seats from
    new Siebel system with Scopus seats FleetBoston
    software
    IVES
    EVALUATION OF OPTIONS

    ALTERNATI 01 02 03
    VE
    Quick and Reilly would be FleetBoston and Quick
    highly satisfied ould be highly satisfied
    FleetBoston would
    Pros be highly satisfied
    Possibility of future Core values of Siebel ould
    increase be upheld

    It would become Losses would be


    Relationship with difficult for Siebel to incurred by Siebel
    FleetBoston would be gain Quick and Reilly Systems
    Cons hampered as a customer

    Siebel systems might incur


    RECOMMENDATION AND IMPLICATION

    • Alternative 03 is recommended for healthy relationships with customers in Present and Future
    • cover the current loses.
    THANKS!

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