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Siebel Systems: Anatomy of A Sale

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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RohanMohapatra
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38 views7 pages

Siebel Systems: Anatomy of A Sale

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.

Uploaded by

RohanMohapatra
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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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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