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Global Siebel Partner Relationship Management System


An ATIBA PM served as Program Management Officer in Munich, Germany for the EMEA PMO which represented 30 countries throughout Europe, the Middle East, and Africa, for the world-wide web-based implementation and deployment of a Siebel Partner Relationship Management (PRM) system.

The goal of the global initiative was to implement a standardized suite of business processes, systems and tools to enhance the management of channel partners by the company’s marketing and sales teams. Partner management processes were re-engineered and streamlined to effectively enable collaborative selling, servicing and marketing; opportunity related information was seamlessly shared, and the system provided automated lead distribution, quoting and ordering.

PMO Responsibilities

The PMO provided coordination, management and oversight of all SDLC activities, including the analysis, configuration, customization (regionalizing the application where necessary to accommodate country specific requirements), and integration to dozens of downstream systems.

Other in-scope activities included the development of interfaces to numerous downstream systems, the implementation of supporting infrastructures, system testing, IT knowledge transfer, user training and system roll-out.

The PMO was also responsible for mentoring project managers, roll-up of individual country project schedules to the EMEA integrated schedule, creation of project structures to facilitate communication across the EMEA region and managing risk, issues and budget throughout the engagement.

Benefits & Results

The global system enabled the alignment of Siebel CRM and Siebel PRM processes, provided state-of-the-art lead management and profiling capabilities, and outstanding business analytics and metrics. The Siebel Smart Web Architecture portal provided channel partners direct access to training tools, interactive sales tools, and digital copies of marketing collateral, which resulted in increased partner effectiveness and a substantial reduction of marketing collateral printing costs.

Cost/benefit analysis determined that IT and infrastructure costs were reduced by over $1M annually with the consolidation of disparate systems, the retirement of redundant and outdated systems, and overall platform standardization. Phased deployment ultimately supported over 150,000 user’s world-wide.

Industry: Information Technology
Category: PMO, CRM, COTS


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