Oracle Customer Experience - Sales

Customer Experience - Sales

September 2015

Agenda

Empowered CustomerModern SalesSales in the Cloud

Fast and EasyMobile and ProductiveInsight-DrivenCollaborativePipeline Building

© Copyright 2015 DATACONSULT All rights reserved. No part of this presentation in all its property may be used or reproduced in any form without a written permission 3

The Complete SolutionOracle® Customer Experience

MARKETING

COMMERCE SERVICESALES CPQSOCIALSOCIAL


Empowered CustomerWho are you selling to?

something has CHANGED


Empowered CustomerAlways Connected, Always Sharing, Always Aware

Social | Mobile | Y-gen | Self Discovery | Buying | Learning | Targets | Choice | Value | Expectation |

Information

Your Customer has CHANGED


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

© Copyright 2015 DATACONSULT All rights reserved. No part of this presentation in all its property may be used or reproduced in any form without a written permission

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


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

1

2

3

4


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


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


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.”


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


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


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


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


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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Oracle Customer Experience - Sales