Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling

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Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling. Vikram Yellampalli & Prity Tewary Oracle Open World 2014 Oct 2014. Speakers. Principal – Enterprise Applications Vikram_Yellampalli@Infosys.com. Vikram Yellampalli. Lead Consultant Bangalore, India - PowerPoint PPT Presentation

Text of Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling

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Oracle Sales Cloud: Increase Sales with Team Collaboration and Social SellingVikram Yellampalli & Prity TewaryOracle Open World 2014Oct 2014#InfosysAtOOW1Speakers2Vikram Yellampalli

Prity TewaryLead ConsultantBangalore, IndiaPrity_Tewary@infosys.com+91 8197-154154

Principal Enterprise ApplicationsVikram_Yellampalli@Infosys.com#InfosysAtOOW

AgendaEnterprise Collaboration Oracle Social NetworkBusiness ScenariosBenefitsNice To Have Features3#InfosysAtOOW3Enterprise Collaboration How do I ensure constant exchange of data & ideas?NeedFaster and reliable communication mechanismContext based communicationQuick access to People, Content and ProcessesAbility to connect while on MoveChallengesDifficult to assess tangible benefits of enterprise collaboration tools.Lack of tight integration with company processes, leads to Low User Adoption4#InfosysAtOOW42013 Next Generation Communications Study5Aberdeen Sep 2013 NGC study of 126 organizations found that

Organizations that had identified business collaboration as their top goal saw significant performance improvement

Source: Aberdeen Group, Sept. 2013 #InfosysAtOOW

AgendaEnterprise Collaboration Oracle Social NetworkBusiness ScenariosBenefitsNice To Have Features6#InfosysAtOOW67Oracle Social Network Helps make Informed Decisions Allows Context Preservation Provides Actionable Insight Has Maximized Reach

Secure, Private network to connect with people at work#InfosysAtOOW1). Provides essential collaboration tools to make informed decisions2). Provides users with information they want, and allows them to take action in context of meaningful business data. 3). Allows extending the participation set without losing context or history.

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Mobile devicesWeb BrowserAccessibilityDesigned for Android, iPhone and iPadAvailable from within Oracle Sales Cloud application

OutlookOutlook plugin to integrate with OSN#InfosysAtOOWOracle Social Network is designed for Android Phone, iPhone and iPadOracle Social Network iPhone and iPad applications require the Oracle Social Network Cloud Service only available for Enterprises within the Oracle Sales Cloud

89ConversationsFeaturesSecure Private ConversationsGroup ConversationsPublic MessagingAdd people to existing conversationOffline messagingClear & retrieve conversations

People and GroupsAccess Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

#InfosysAtOOWConversation:

Secure Private MessagingPublic MessagingNotifications and Email updatesDocument Sharing

Document Management

Document Sharing in ConversationsReal Time AnnotationsIn Place EditingFolder Management

CollectionsConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

Follow-upBrings attention to a messageColor coded icons Application notificationsFlexibility to opt in/opt out of email updates

People and Groups

Access Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

Social Objects

Expose a Business Object on OSN. E.g. Accounts, Leads and OpportunitiesContext based ConversationsView updates Relate existing conversations to a Social Object

910FeaturesIn Context ConversationReply to specific subject or messageOpen multiple exclusive conversations with same contact

Converse on Business DataExpose specific Opportunity, Account or Lead on OSNHave conversation on specific business data

#InfosysAtOOWConversation:

Secure Private MessagingPublic MessagingNotifications and Email updatesDocument Sharing

Document Management

Document Sharing in ConversationsReal Time AnnotationsIn Place EditingFolder Management

CollectionsConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

Follow-upBrings attention to a messageColor coded icons Application notificationsFlexibility to opt in/opt out of email updates

People and Groups

Access Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

Social Objects

Expose a Business Object on OSN. E.g. Accounts, Leads and OpportunitiesContext based ConversationsView updates Relate existing conversations to a Social Object

1011Follow-UpFeaturesFollow up a particular contact Brings attention to a messageNotification via email depending on preferencesColor coded icons

Share & Review DocumentsDocument Sharing in ConversationReal Time AnnotationsFolder Management

#InfosysAtOOWConversation:

Secure Private MessagingPublic MessagingNotifications and Email updatesDocument Sharing

Document Management

Document Sharing in ConversationsReal Time AnnotationsIn Place EditingFolder Management

CollectionsConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

Follow-upBrings attention to a messageColor coded icons Application notificationsFlexibility to opt in/opt out of email updates

People and Groups

Access Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

Social Objects

Expose a Business Object on OSN. E.g. Accounts, Leads and OpportunitiesContext based ConversationsView updates Relate existing conversations to a Social Object

1112Activity StreamFeaturesMonitor updates to social objectsView updates on People you followView activities of a Groups

Notifications & UpdatesSetup when you receive notificationDaily digests

#InfosysAtOOWConversation:

Secure Private MessagingPublic MessagingNotifications and Email updatesDocument Sharing

Document Management

Document Sharing in ConversationsReal Time AnnotationsIn Place EditingFolder Management

CollectionsConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

Follow-upBrings attention to a messageColor coded icons Application notificationsFlexibility to opt in/opt out of email updates

People and Groups

Access Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

Social Objects

Expose a Business Object on OSN. E.g. Accounts, Leads and OpportunitiesContext based ConversationsView updates Relate existing conversations to a Social Object

1213CollectionsFeaturesConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

#InfosysAtOOWConversation:

Secure Private MessagingPublic MessagingNotifications and Email updatesDocument Sharing

Document Management

Document Sharing in ConversationsReal Time AnnotationsIn Place EditingFolder Management

CollectionsConversations, Documents and URLsCommon focus, subject or goalAllows easy discovery of contentUnique membership with own wall

Follow-upBrings attention to a messageColor coded icons Application notificationsFlexibility to opt in/opt out of email updates

People and Groups

Access Peoples profileFind, Create and Edit GroupsFollow People or GroupsView Recommendations

Social Objects

Expose a Business Object on OSN. E.g. Accounts, Leads and OpportunitiesContext based ConversationsView updates Relate existing conversations to a Social Object

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AgendaEnterprise Collaboration Oracle Social NetworkBusiness ScenariosBenefitsNice To Have Features14#InfosysAtOOW1415Who Can Use?When?Lets see HowAll users of Oracle Sales CloudSales Manager, Sales Admins etc.

Lead ManagementOpportunity ManagementCustomer Management#InfosysAtOOW1516Sales Team Onboarding#InfosysAtOOW16People and Groups: OSN helps reduce the ramp up time of any new Sales hire by helping them to Connect and Follow the right user groups, be it admin support or experts in a product/process area to answer any query they have, or to get regular updates on various Sales related topics.2).They can be given online access to relevant documents and URLs specific to the Sales process that can be maintained as a Collection in one place by the Application admin. 3). Any updates to the group will appear in the Activity Stream of the group members

1617Territory Realignment#InfosysAtOOW171718Sales Campaigns#InfosysAtOOWSales Campaigns: Sales campaigns are targeted towards identified contacts within a territory . The source of these contacts can be your contact repository, Lead or Opportunity Contacts or similar sources. A typical Use case of a Salesperson using OSN during the Sales campaign process would be a joint review of the email template by the Sales team. OSN enable this through Sharing of documents real time in Conversations and allowing Annotations and acceptance of changes without going through multiple rounds of email chains. These Conversations and documents can then be shared as a Collection and can be referred to later in case a need arises.

1819Lead QualificationFollow-Up#InfosysAtOOWWhile qualifying leads you may rank the lead as a Warm Lead as the customer may have shown interest but is not willing to engage immediately. To ensure that such leads are not lost or forgotten, team members can be included in a conversation and assigned follow-up tasks that can appear in their follow-up section in OSN. This acts as a reminder for them whenever they log in to the application next time . Follow-ups can be cleared on the task is complete of abandoned.

How to achieve:Follow-up's:1). Share the Lead in OSN2). Start a conversation and include the relevant team members3). Assign a fo