BİLİŞİM SEKTÖRÜNDE KARİYER İZLENİMLERİ CENK KIRAL Kıdemli Bölge Satış Direktörü Orta ,Doğu, ve Güney Doğu Avrupa ve CIS Bölgesi Oracle Corporation

GÜNDEM: KİŞİSEL TANITIM FİRMA TANITIMI BİLİŞİM SEKTÖRÜ DİNAMİKLERİ / TRENDLER BİLİŞİM SEKTÖRÜNDE KARİYER İMKANLARI YENİ PARLAYAN ALANLAR / TAVSİYELER COPRIME SATIŞ METODU SORU/CEVAP

Cenk Kıral – kısa özgeçmiş 1989 - NCR Türkiye - Müşteri Temsilcisi Ticari, Endüstriyel, Kamu ve Eğitim Sektörleri 1991-92 - NCR Corporation - USA Ürün Pazarlama Müdürü Latin Amerika, Orta Doğu ve Afrika Bölgesi 1993-98 - NCR Türkiye Satış Müdürü Ticari, Endüstriyel, Kamu, Bankacılık, Mağazacılık ve Telko sektörleri Veri Ambarı Pazarlama ve Satış Koordinatörü 1998 – 2006 ORACLE Türkiye DW/CRM Çözümleri İş Geliştirme Müdürü 2006 – bugün ORACLE EE&CIS Bölgesi BI çözümleri İş Geliştirme Direktörü BI&EPM çözümleri bölge satış direktörü

SATIŞ ve SATIŞ YÖNETİMİ PAZARLAMA İŞ GELİŞTİRME KARİYER ÖZETİ SATIŞ ve SATIŞ YÖNETİMİ PAZARLAMA İŞ GELİŞTİRME

ALLIANCE & CHANNEL MANAGEMENT P&L MANAGEMENT NCR Turkey NCR Corp. WHQ - USA AT&T GIS Turkey TERADATA Turkey ORACLE Turkey ORACLE EE&CIS Region COMPANY LOCATION 1989 1991 TIMELINE 1993 1996 1998 2006 2007 2008 Sales Rep. Buss.Dev. Manager Buss.Dev. Director Sn.Sales Director Sales Team Leader Sales Director Prod. Mktng. Manager Sales Coordinator SALES ( w/MAJOR ACCOUNT MANAGEMENT) SALES MANAGEMENT BUSINESS DEVELOPMENT CO-PRIME SELLING ALLIANCE & CHANNEL MANAGEMENT P&L MANAGEMENT MULTINATIONAL and MULTICULTURAL SALES MANAGEMENT EXECUTIVE BOARD MEMBERSHIP AT EMEA LEVEL MARKETING (w/full product life cycle and region-wide business plan management) PRIMARY INDUSTRY KNOWLEDGE: RETAIL, BANKING, TELCO, PUBLIC SECTOR ROLE/TITLE EXPERIENCES GAINED

EE&CIS Avrupa Birliği Genişleme ve CIS Bölgesi

Oracle Corporation Dünyanın en büyük kurumsal yazılım firması Charles Phillips screen 4/6/2017 Oracle Corporation Dünyanın en büyük kurumsal yazılım firması $22.4 milyar ciro (MY08) 300,000 global müşteri 270,000 Oracle Database müşterisi 37,500 Oracle Applications müşterisi 77,000 Oracle Fusion Middleware müşterisi 84,000 çalışan 20,000 yazılım geliştiren 7,500 destek mühendisi 20,000 iş ortağı 9,100 Independent Software Vendors (ISVs) 145 ülkede varlık 7

Database Middleware Applications Real Application Clusters Partitioning OLAP and Data Mining Security Spatial Oracle Lite TimesTen Application Server SOA / Integration Business Intelligence Content Management Identity Management Data Hubs Enterprise 2.0 Collaboration Services Java Development Tools Enterprise Performance Management BEA E-Business Suite PeopleSoft Enterprise Siebel JD Edwards Oracle Retail i-flex Communications Billing Utilities ProfitLogic G-Log Agile PLM Oracle GRC AdminServer Skywire Software Charles Phillips, President, Oracle.

Oracle’ın İş Transformasyonu Sağlama Stratejisi KOMPLE AÇIK ENTEGRE The PIBU has provided various set-up’s available depending on the situation, footprint of your prospect, product you are trying to position etc. The Key point is Oracle’s Application Strategy to Enable Business Transformation is to Deliver a platform for transformation that is: Complete: Comprehensive Industry Portfolio – Complete breadth and depth of the solutions across industries with an integrated tech stack. Open: Standards-Based Architecture – Build to open industry and technology standards. Ideal for heterogeneous environments. Integrated: Designed to Work Together – Integrated architecture allowing easier interactions within and across enterprises. So let’s look at each if these tenants, Complete, Open and Integrated in more detail. Before we review each of those let’s review a little bit of history.

ÖNEMLİ PAZARLARDA LİDERLİK Database Database Share on Linux Embedded Database Middleware CRM Retail Communications Human Capital Management Financial Services Banking Public Sector Professional Services Enterprise Performance Management Data Warehousing Oracle is #1 in modern middleware according to several independent research studies

Oracle’ın Son 5 Senedeki Şirket Satın Almaları İŞ UYGULAMALARI TEKNOLOJİ Enterprise Deals Manufacturing Industries Retail Industry Comms Industry Banking Industry Utilities Industry Insurance Industry Others Enterprise Deals Performance Management Identity Management Content Management Middleware Management Database Systems Management (pending)

İŞ ZEKASI PAZARINDA EN HIZLI BÜYÜME #1: en büyük EPM firması #1: en hızlı büyüyen EPM & BI firması #1: dünyanın en büyük firmalarında kullanılan # 1: yılın ürünü 2007 büyüme oranı % Pazar Oracle Kaynak: Gartner

Net Ürün Stratejisi Complete Suite of Best-of-Breed Products KURUMSAL YAZILIM PAZARINDAKİ ACIMASIZ REKABET ENTEGRE VE TEKNOLOJİK OLARAK EN GELİŞMİŞ ÇÖZÜM İŞ FONKSİYONU TEKNOLOJİK YAPISI 145 ÜLKEDE YAYGIN KULLANIMI ÇOK YÜKSEK ARGE MALİYETİ ÇOK SIK VE YÜKSEK HACİMLİ SATIŞ Oracle’s Strategy is much clearer than SAP.

Human Resource Management Technology Development Presentation Title Business Processes Are Well Defined That’s Why You Implemented ERP/CRM/… Firm Infrastructure Human Resource Management Technology Development Procurement Invest to Retire Develop to Release Procure to Pay Inbound Logistics Outbound Logistics Marketing Sales Operations Service Order to Cash Source to Procure Key point: business processes tend to be very clear, and well organized. ERP systems have had a huge impact on the way organizations are run. ERP systems have streamlined many fragmented systems landscapes, they have driven the cost down of business processes, they have introduced operational excellence in many companies. In short, ERP systems have helped us integrate and getting grip on our business processes. The name and nature of many business processes is clear. We all know processes such as “procure to pay” and “order to cash”. Based on Michael E. Porter’s Value Chain Copyright © 2008, Oracle and/or its affiliates. All rights reserved. 14

Management Makes The Difference Presentation Title Management Makes The Difference Time Strategic Differentiation Competitive Advantage OPERATIONAL EXCELLENCE MANAGEMENT EXCELLENCE Key point: management excellence is the next competitive differentiator If you believe that management excellence is the next competitive differentiator, while concluding that management processes do not have any of the rigor and control that the other business processes have, this becomes a very scary thought! We need to understand more about what management excellence means. Copyright © 2008, Oracle and/or its affiliates All rights reserved. 15

Copyright © 2008, Oracle and/or its affiliates. All rights reserved. Presentation Title Hackett Value Grid™ − the Foundation for How Hackett Defines World-Class Performance Hackett Value Grid™ (Finance example) EFFECTIVENESS Industry relative total excess return Operating profit volatility Cost of capital Days sales outstanding Days payables outstanding Days Inventory on-hand Quality metrics Accuracy of forecasts and analysis Functional role in strategic decision making Percent of time analytic focus in on proactive decision making EFFICIENCY Overall function cost as a % of revenue Process cost as a % of revenue Technology cost per function FTE Staffing levels by process Cycle times and iterations Unit cost of transactions Utilization of self-service for inquiry Application complexity Automation of transactions Reliance on spreadsheets Percent of business reports distributed electronically Key point: World-class performance is a combination of efficiency and effectiveness As everyone knows, efficiency means ‘doing things right’. Making maximal use of the resources you have, at minimal cost. Although operational excellence is broader than efficiency, it is a good parallel. To be world-class, it is needed before anything else. Management excellence is broader than effectiveness, which means “doing the right things”. But again it is a good parallel. Only if you do both, according to Hackett, can you be world-class. Source: CFO Challenges and Opportunities in the Flat World, Hackett Group, November 2008 Copyright © 2008, Oracle and/or its affiliates. All rights reserved. 16 16

BİLİŞİM SEKTÖRÜNDE KARİYER İMKANLARI TEKNİK PROGRAMCI TEKNİK MİMAR DANIŞMAN (satış öncesi / sonrası) DESTEK UZMANI/DANIŞMANI TEKNİK GRUP YÖNETİCİLİĞİ SATIŞ/PAZARLAMA SATIŞ (%50 komisyon bazlı maaş) PAZARLAMA İŞ GELİŞTİRME İDARİ HR/İK FİNANS SATIN ALMA/KONTRAT YÖNETİMİ

SALES ADVOCATES / AVENGALISTS YENİ PARLAYAN ALANLAR SALES ADVOCATES / AVENGALISTS NEW PRODUCTS / CONCEPTS or GEOGRAPHIES STRONG LEADERSHIP INTERCULTURAL ABILITIES REGIONAL POSITIONS TOO MUCH TRAVELLING EXECUTIVE COACHING CORPORATE PHYSCOLOGICAL GUIDANCE Coaching with Human Physcology NEW GEOGRAPHIES EMERGING MARKETS: CENTRAL ASIA

SÜREKLİ EĞİTİM ve GELİŞİM ŞART

GÜNÜMÜZ İŞ DÜNYASINDAKİ BÜYÜK VE KOMPLEKS ŞİRKET YAPILARINDA COPRIME SATIŞ METODU Cenk Kıral Bölge Satış Direktörü Oracle EE&CIS Bölgesi

SATIŞ SANATI DOĞRU YAPI UYGUN KİŞİLER MAAŞ/PRİM MODELİ SATIŞ YÖNETİMİ

DOĞRU İŞE DOĞRU SATIŞ MODELİ SATICI ÜRÜNLER Müşteri PAZAR FİNANS PAZARLAMA IT TELKO NW PERAKENDE

STANDART SATIŞ MODELİ VE SORUNLAR BİR ÇOK ÜRÜN VE ÜRÜN GRUBU BİR ÇOK MÜŞTERİ SEGMENTİ KARLILIK BASKISI UZMANLIK ALANI KARMAŞASI PRİMLENDİRME KAVGASI KİM HANGİ SATIŞTAN NASIL NEMALANACAK? SATIŞ DESTEK – NEREDE VE NASIL? SATICILIĞIN DOĞASI: HER SATIŞ DEĞERLİDİR AMA BUGÜN KAPANAN DAHA DEĞERLİDİR DALDAKİ EN KOLAY VE OLGUN MEYVAYI TOPLAMA EĞİLİMİ FİRMANIN MENFAATLERİ HER ALANDA KARLI BÜYÜME STRATEJİK ANLAMDA KRİTİK ÜRÜNLER

COPRIME SATIŞ MODELİ PRIME (ANA) SATICILARLA BERABER AYNI AMACA YÖNELİK YAŞAMA SANATI PRIME GRUPLARIN SAPTANMASI COPRIME ALANLARININ SEÇİLMESİ BERABER ÇALIŞMA MODELİ (ENGAGEMENT MODEL) KURULMASI NEMALANDIRMA/PRİM MODELİ COPRIME MINTIKA KAPSAMI (TERRITORY COVERAGE) TESPİTİ YÖNETİM DESTEĞİ UYGUN COPRIME SATICILARIN SEÇİMİ

ORACLE YAKLAŞIMI – BASİTLEŞTİRİLMİŞ HALİ TEKNOLOJİ UYGULAMA FİNANS RETAIL BI&EPM Global İş Birimleri AMERICAS EMEA APAC Ana Coğrafi Birimler A.B.D. MEKSİKA CANADA UK WCE MEA EE&CIS Bölgesel Birimler Prime CoPrime BI Coprime Rep. Rusya Polonya Türkiye Ülkeler/Cluster Yapıları Satış Birimleri

SAHA BİRLİKTE ÇALIŞMA MODELİ Müşteriler CRM Prime ERP Prime TECH Prime BI Co-Prime

SAHA BİRLİKTE ÇALIŞMA MODELİ Müşteriler CRM Prime ERP Prime TECH Prime BI Co-Prime

TRUSTED ADVISOR – müşterilere, iş ortaklarına, prime satıcılara COPRIME SATICI TRUSTED ADVISOR – müşterilere, iş ortaklarına, prime satıcılara ÇOK YETKİN SATICI İLİŞKİ YÖNETİMİ USTASI UYUŞMAZLIK ÇÖZÜMÜ UZMANI

SANATIDIR COPRIME SATICILIK İŞİN PÜF NOKTASI COPRIME SATICILIK PRIME EKİPLERİNİN KADERİNE ORTAK OLARAK ONLARA DEĞER YARATMA, BU SAYEDE O EKİBİN BİR PARÇASI OLABİLME, VE DE BU SAYEDE KENDİ SATIŞI İÇİN MÜMKÜN OLAN MAKSİMUM EFORUN VERİLMESİNİ SAĞLAMA SANATIDIR

HOW TO ASSESS AN OPPORTUNITY PROSPECT ANY OFFCL PROC.PROCESS? VISITED? WHERE ARE WE? HER AŞAMADA DESTEK VEREBİLME BECERİSİ OPPT. RECOGNISED? PROPOSAL/RFP APPROVALS ACTIVITIES? PPT./ DEMO/ PoC NEGOTIATIONS/ HANDSHAKE ORDER FORM SIGNATURE STATUS

COPRIME SATIŞ EKİBİ YÖNETİMİ KÜLTÜRLER ARASI İLİŞKİ ve İŞ YÖNETİMİ UZAKTAKİ EKİBİ YÖNETME İŞE ALMA SÜRECİ MOTİVE ETME EVANGELISATION – FİKİR LİDERLİĞİ PERFORMANS ve KARİYER YÖNETİMİ YEREL YÖNETİM EKİBİYLE İLİŞKİLER İŞ ZEKASI ve CRM RAPORLAMA ve ANALİZLER VİZYON YARATMA ve İCRA ETME SÜREKLİ BÜYÜME

SONUÇLAR 4 SENE ÖNCE ŞİMDİ 1 X 38 +10X EKİP CİRO

KPIs

Note to Presenter: Optional slide. Each section includes a default Q&A slide providing an opportunity to take questions if appropriate. The number and timing of the Q&A sections depends on the time available, and on how the sessions are divided between presenters. 36 36