Customer Experience - Sales
September 2015
Agenda
Empowered CustomerModern SalesSales in the Cloud
Fast and EasyMobile and ProductiveInsight-DrivenCollaborativePipeline Building
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The Complete SolutionOracle® Customer Experience
MARKETING
COMMERCE SERVICESALES CPQSOCIALSOCIAL
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Empowered CustomerWho are you selling to?
something has CHANGED
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Empowered CustomerAlways Connected, Always Sharing, Always Aware
Social | Mobile | Y-gen | Self Discovery | Buying | Learning | Targets | Choice | Value | Expectation |
Information
Your Customer has CHANGED
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Modern Selling ImperativesIs your organization prepared?
1 in 2
sales reps need to be re-trained or
turned over
of B2B customer loyalty is driven by
the sales experience
of purchase cycle complete before engaging with a
supplierSources: CEB, Bain POV Future of B2B Sales
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Challenges in Modern Selling Environment
Not Enough Pipeline
Not Enough Selling Time
Uneven Rep Performance
Limited Insight
Over 57% of CSOs rate ability to incubate leads as a major concern
1/3 of reps time is spent selling. Required tasks prevent reps from selling.
60% of sellers lack a strong understanding of their differentiation vs. competitors
Deal closes are forecasted wrong 50% time.
1
2
3
4
Sources: CSO Insights Sales Performance Optimization 2013 Sell Cycle Review Analysis
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Modern Selling ImperativesCore strategies to improve effectiveness with new buyer
Knowledge is the only ticket to early buyer engagement
Sales must master modern selling techniques
New productivity paradigm: Everything is Mobile
Managers need to bring science to the art of selling
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2
3
4
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Modern Sales in the CloudKnow more, Sell more, Grow more
Fast & EasyEasy to deploy, easy to
use, easy to adapt
Mobile & ProductiveComplete mobility drives
sales results
Insight Driven
Pipeline BuildingModern selling tools to drive
demand across all channels
CollaborativeIntegrated communication,
coaching and team selling drive productivity
Powerful analytics optimize sales performance1
2
4
3
5
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Fast and EasyEasy to Use, Easy to Deploy, Easy to Adapt
• Improved end user adoption with no training• Tailored for competitive advantage- your
processes, your CRM, your way • Streamlined and efficient processes through
pre-built integrations• Rapid deployments, continuous innovation,
and lower TCO
“I don’t know if using Oracle Sales Cloud could get any easier, for our initial users it has been an easy adoption. It’s almost as easy as using a
consumer app.”
Be an Agile Sales Organization
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Mobile and ProductiveComplete Mobility drives Sales Results
• More selling time with fully mobile solution• Improve deal velocity and margin through
integrated pricing, quoting and contracts• Enhanced productivity through deep
integration with modern mobile apps• Update pipeline, forecasts, and key
accounts• Manage your business on the go
Sell anywhere, anytime, any device
"We are seeing 50% improvement in our product penetration.”
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Insight DrivenManage Your Business through Powerful Analytics
• Complete, accurate, and clean customer information
• Optimize results with integrated sales performance management
• Improve account penetration with precision white space analytics
• More timely and actionable forecasts
“We have data integrity and data quality across all our accounts and customer
information”
Bringing Science to Sales Management
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CollaborativeIntegrated Communication, Coaching and Team Selling drive Productivity
• Intelligent coaching built into the sales process
• Faster and effective execution through social collaboration
• Complex and complete account management
“Oracle Social Network is tightly integrated with Oracle’s cloud applications, including Oracle Sales, Human Capital Management, and ERP
cloud services.”
Gain More Rainmakers in your Organization
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Pipeline BuildingModern Selling Tools to Drive Demand across all Channels
• Know what to sell with upsell and cross-sell recommendation engine
• Generate leads with targeted, cross-channel campaigns
• Find more buyers through social• Know your prospect’s digital body language
“Oracle Sales Cloud will give them more visibility in the leads that we’re providing them. And it’s also going to measure how those leads
turn into sales.”
Engage and Influence Prospects Early
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The Complete SolutionOracle® Customer Experience
Oracle Social Cloud
Oracle Marketing Cloud
Oracle Sales Cloud
Oracle Commerce Cloud
Oracle Service Cloud
Oracle CPQ Cloud
Integrated Customer Experience Foundation
Integrated Customer Experience FoundationSocial
Network MobileAnalytic KPIs &
DashboardsPredictive Analytics Integrations
Globalizations and Statutory Localizations
Web
Mobile
SocialIn-
StoreContact Center Field
Service Direct Sales
Channel
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Oracle’s Leadership
21,500,000+ End Cloud Users
13 Global Data Centers
2+ BillionCloud Transactions per Day
Cloud Customers in180+ Countries34 Languages
10,000+Cloud Enterprise Customers
2,100+ CloudCX Customers
THANK YOU
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