Download pptx - Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling

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

Vikram Yellampalli & Prity TewaryOracle Open World 2014Oct 2014

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Speakers

Vikram Yellampalli

Prity Tewary

Lead ConsultantBangalore, India

[email protected]+91 8197-154154

Principal – Enterprise [email protected]

mailto:[email protected]

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Agenda

Enterprise Collaboration

Oracle Social Network

Business Scenarios

Benefits

Nice To Have Features…

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How do I ensure constant exchange of data & ideas?

Need• Faster and reliable communication mechanism• Context based communication• Quick access to People, Content and Processes• Ability to connect while on ‘Move’

Challenges• Difficult to assess tangible benefits of enterprise collaboration tools.• Lack of tight integration with company processes, leads to Low User Adoption

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2013 Next Generation Communications Study

Aberdeen 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

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Business Scenarios

Benefits


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Helps make Informed Decisions

Allows Context Preservation

Provides Actionable Insight

Has Maximized Reach

Secure, Private network to connect with people at work

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Mobile devicesWeb Browser

Accessibility

Designed for Android, iPhone and iPad

Available from within Oracle Sales Cloud application

Outlook

Outlook plugin to integrate with OSN

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Conversations

Features

• Secure Private Conversations• Group Conversations• Public Messaging• Add people to existing conversation• Offline messaging• Clear & retrieve conversations

People and Groups

• Access People’s profile• Find, Create and Edit Groups• Follow People or Groups• View Recommendations

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FeaturesIn Context Conversation

• Reply to specific subject or message

• Open multiple exclusive conversations with same contact

Converse on Business Data

• Expose specific Opportunity, Account or Lead on OSN

• Have conversation on specific business data

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Follow-Up

Features

• Follow up a particular contact • Brings attention to a message• Notification via email depending

on preferences• Color coded icons

Share & Review Documents

• Document Sharing in Conversation

• Real Time Annotations• Folder Management

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Activity Stream

Features

• Monitor updates to social objects• View updates on People you follow• View activities of a Groups

Notifications & Updates

• Setup when you receive notification• Daily digests

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Collections

Features

• Conversations, Documents and URL’s

• Common focus, subject or goal• Allows easy discovery of content• Unique membership with own wall

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Business Scenarios

Benefits


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Who Can Use?

When?

Let’s see How…

All users of Oracle Sales CloudSales Manager, Sales Admins etc.

Lead Management

Opportunity Management

Customer Management

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Sales Team Onboarding

People and Groups

New hire Follow’s solution experts, technical specialists, sales

users etc. to get his queries answered

Joins Groups with common expertise, interests and objectives to share knowledge and content

Has access to public Collections or Folders that contain relevant

documents and URL’s to help him ramp-up on companies policies

and processes

New Sales hires need to be connected to people, processes and content that will help them close deals faster.

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Territory Realignment

Sharing of Business Data

Representative shares the opportunity with previous representative on OSN

Both discuss on the background, decision makers, opportunities &

challenges

New representative is completely onboard and make a good impact

on his first interaction with customer

Sales Representative can converse with previous rep on Opportunities, Accounts & Leads he worked on before realignment

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Sales Campaigns

Sales Person working on launching a Sales Campaign for few identified prospects needs to get the email template reviewed by the Sales Manager

Document Management

Salesperson shares the document to be reviewed in a Conversation

Manager reviews and Annotates the document real time

Salesperson reviews the comments and annotations and accepts or

rejects the same . Saves the document and conversation as a

Collection for reference

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Sales Manager needs his team to focus on a warm lead in line with new CEO vision on the product line

Lead Qualification

Follow-Up’s

Sales manager starts a conversation with the primary Salesperson

Sales Manager requests customer follow up along with new promotions on OSN and

marks in for follow up from primary salesperson

Salesperson views the follow-up notification in his Social tab and reports back the feedback from customer discussion

Follo

w-Up

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Sales Manager wants to stay on top of his portfolio and needs quick update on a particular stalled opportunity while he is travelling

Opportunity Management

Mobility

Sales Manager logs in to his mobile device and navigates to the

stalled opportunity

Checks the activity stream to view latest updates on the opportunity

Starts a conversation with team and gets quick update

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Marketing team of an insurance company wants to a create a knowledge base on impact of new health care law to enable their sales & marketing teams with required info. Their customers are companies with more than 100 employees

Customer Management

Collections

Marketing manager creates a new collection on Affordable health care

act & gives access to his team, legal etc

Marketing team, legal team & product teams adds documents, legal advice, Marketing material etc about

new requirements, products etc

Sales people can refer this collection and provide efficient support for their customer by referring the collection

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Sales Administrator needs to broadcast a message to all users for a new ‘Reusable Repository’ for responding to RFP’s

Organization-wide communications

Activity Streams

Sales admin creates a group and adds all users of the system.

Posts a message on his wall for a re-usable repository available

All members of the group can view the message on their activity stream

Available

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Business Scenarios

Benefits


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Benefits Reduced Ramp-up time Quick Access to SME’s Access everywhere

Shorter Sales Cycle Increased Customer SatisfactionIncreased Productivity

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Increased Sales

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Business Scenarios

Benefits


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What organizations would like to see… in the future releases

Usability

Activity Streams and Follow-Ups to be made available on

the welcome page

Reach

Collaboration with external users like Partners and

Customers.

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Questions

Visit Infosys at booth # 1411, Moscone South

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