<Insert Picture Here> GC SC Project Management Process Kevin Feng, Hu Song Last Revised by July 30, 2008
<Insert Picture Here>
GC SC Project Management Process
Kevin Feng, Hu SongLast Revised by July 30, 2008
Confidential
Agenda
• Program Objectives
• The Processes
• Benefits
• Call to Actions
• Q&A
Confidential
Program Objectives
• Standardize the format of PMT (Project Management Tool) cross GC SC team
• Provide a single view of business in terms of opportunity forecasting, SC leadership, account & project profiles, resource allocation & utilization, product component distribution, on-going tech activities etc.
• Helps management team to - Enhance SC utilization efficiency as well as the cooperation
effectiveness with sales organization- Prioritize and focus on big projects- Increase overall solution footprint- Provide a clear record of SC individual’s effort and contribution- Effective tracking of products demand and skills needed
Confidential
• How It Works- A set of simple and structured processes with standard tools (XLS, OFO) and
pre-defined templates- To facilitate end-to-end project management
• Project Progress Management• Track all of the SC engagement and activities
• Project Documentation Mgmt• Record all of the project deliveries ie. requirement study, meeting
minutes, presentations, demos, proposals, collaterals and game plan (for big project)
- Distributed input and centralized mgmt • Who Uses It
- All SC managers- SCO
• PMT is not….- PMT is not used to evaluate a SC’s job performance, as SC’s performance is
determined by quality and dedication
PMT Description
Confidential
Progress Management Process
Submit PMT
Review & UpdateReview & Update
SCsSCs Industry MgrsIndustry Mgrs Regional MgrsRegional Mgrs GC SC MgmtGC SC Mgmt
EngagedEngaged
Team CollectionTeam Collection
Review & UpdateReview & Update
Regional ConsolidationRegional Consolidation
GC ConsolidationGC Consolidation
Prioritize & Highlight
Final Big Projects
Review & UpdateReview & Update Sales GM ReviewSales GM Review
GM ReviewGM Review
SCO Analytics
FriWed
Tues
Submit PMTMon
Mthly?
Tues
??
SCOSCO
Project Management Operation
* Note: all the reports are bi-weekly submission
Selling ActivitiesSelling Activities
Confidential
Selling Cycle Definition
Won 100 6. Close Opportunity won. We have order Number from Contracts
Won 90 5. Resolution Opportunity nearly won. We have PO and signed contract from the customer, but $ has not yet been booked by Oracle
Open 80 4. Solution Presentation
Opportunity committed for current Month’s Forecast
Open 60 3. Solution Development
Opportunity committed for current Quarter’s Forecast
Open 40 2. Discovery Upside. Oracle is among 3 final vendors selected by customer
Open 20 1. Assessment and Qualification
Sale appears likely (presentations/demos in process)
Open 10 1. Assessment and Qualification
Real possibility of a sale (budget confirmed, discovery in
process)
Potential 10 2. Accept –Qualifying
Potential that is being further qualified by account manager
(but is not yet ready to be included in the pipeline)
Potential 10 1. Pending Review New Potential that SC team is cooking
No Opp/ Lost
0 Any No-opped or lost. Set win probability to 0, leave $ as-is
Open(In
Forecast)
Won
Open
Potential
Win Prob*Status Meaning
No Opp/ Lost
Sales Stage
Pre
-Q
ualifi
catio
nIn
GC
M
Sales Method
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The Standard XLS Template
* PMT# : C-PSE-000001 means North China, PSE Department, Case 000001 HK-DB-000001 means Hongkang, DB Department, Case 00001
Confidential
Proposed Project Docs Mgmt Structure
GC SC NC Telco SC’s email ID+Project Name
PSE :
FSI :
Territory :
Commercial :
EC :
SC :
WC
HK
TW
EA
Note•Mgmt
• use OFO as the standard infrastructure• project SC owner create the folder base on the naming policy
• add team members as “Participant”, add reporting manager and SCO as “Admin”
•Distributed input and centralized mgmt•Ease of online access and sharing
Note•Mgmt
• use OFO as the standard infrastructure• project SC owner create the folder base on the naming policy
• add team members as “Participant”, add reporting manager and SCO as “Admin”
•Distributed input and centralized mgmt•Ease of online access and sharing
Confidential
Shared OFO Example
Confidential
• PMT provides an end-to-end of customer centric engagements and key activities project management includes both of
- weekly project snapshot
- all the deliveries on-line
• Centralized project management repository for effective sharing and re-use
• Leveraged existing IT infrastructure and security mechanism without any programming or maintenance effort
• Provide most of the information to SCO for analytics
• Ease of implementation also the usage
Key Benefits
Confidential
Call to Actions
• Input accuracy and timely update• Ensure Sales will add your SC owner in all the
supporting projects in GCM• WC will be the pilot to implement Project Documents
Mgmt by using OFO• Timely feedback to Kevin and SCO for fine-tuning and
enhancement
Confidential
Confidential