Oracle Sales Cloud - SaaS SFA

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.1

Driving Growth Through Smarter Selling

#smarterselling

Doug Clemmans, SVP Sales, North AmericaThomas Kurian, EVP Product Development

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The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

Safe Harbor Statement


Today’s Agenda

World of Selling Has Changed

New Era of Smarter Selling

Oracle Sales Cloud Overview and Demonstration

Customer Successes

Getting Started With Smarter Selling

Join The Conversation #smarterselling


Sales Goals Have Not Changed …

• Meet or Beat Your Number

• Ensure Forecast Accuracy

• Increase % of Reps Making Quota


But The World of Selling Has…

And Current Sales Solutions Are Falling Short…

Big DataMobileSocial Cloud

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.6Copyright © 2013, Oracle and/or its affiliates. All rights reserved.6

78%of time performing administrative tasks…

Sales reps spend

Critical Problems Persist


22%of time selling

and only



Sources: How to Analyze Your Sales Processes on Efficiency Versus Effectiveness, by Gartner, 2012 How Sales Reps Spend Their Time by Pace Productivity Inc, and other studies*


of B2B sales miss quota



40%

Source: Inside Sales Metrics & Compensation :Research on B2B Inside Sales implementations

Copyright © 2013, Oracle and/or its affiliates. All rights reserved.9Copyright © 2013, Oracle and/or its affiliates. All rights reserved.9

What Do Companies Need?

SomethingSmarter


Oracle Sales Cloud Drives “Smarter Selling”

That helps…

-Reps Sell More

-Managers Know More

-So your company can Grow More


Sell Anytime, Anywhere, From Any Device

Empower Reps to Grow Their Own Pipeline

Better Coaching & Collaboration

Reps Sell More


Oracle Sales Cloud MobileNative Mobile Applications

• iOS (version 5.0 and 6.0) - iPhone models 6, 5, 4S, 4, 3GS; iPad (All)• Android (version 4.0.2 and higher) - Smartphone & Tablets (7” and 10”)• BlackBerry (version 5.0, 6.0, and 7.0) - Models: Bold, Storm, Curve, Torch• Functions: Contacts, Leads, Opportunities, Forecasting, Interactions


Zero Training User InterfaceMulti-channel Sales User Experience – Any Device, Any Platform


Oracle CRM DesktopNative Outlook Interface

• Customers, Opportunities, Leads, Calendar, Contacts, Tasks

• Save, Tag customer e-mails, tasks etc. with sales context

• Work when disconnected from network – Competitor has no solution


Collaborate to Close Deals Faster

• See updates from people & business objects in a Facebook-like UI

• Build highly effective sales teams and leverage your networks

• Instant access to sales resources & recommendations

• Work across the company – across deals, teams, departments.

Real-Time, Contextual Social Networking


Oracle Voice for Sales

Native application interaction

Navigate application, execute transactions

Voice or keyboard Talking beats Typing

Use Your Voice to Use the Application


Drive Highly Qualified LeadsWith integrated Marketing & Social Relationship Management

• Grow sales with highly qualified leads at a lower cost

• Leads: Capture leads from web, social, e-mail, search & other channels

• Segment: Effectively using their Digital Body Language

• Nurture & Optimize: Nurture leads and boost demand generation effectiveness


Use Best-in-Class Analytics to improve Results

• Optimize performance & grow revenue with best-in-class embedded analytics

• Pre-built Best-Practices KPIs: Dashboards for everything that matters• Customers; Pipeline; Opportunities• And much more…

• Predictive Analytics: Use key objects & metrics across all your sales teams

• Extensible: Create custom reports and dashboards in seconds

Embedded Dashboards, Analytics, and Reports


Pre-Integrated Marketing, Sales, Service, Social

Sales Cloud5. Service Cloud

Visibility to Opportunities, Incidents, Service Requests

3. Marketing CloudIntegrated Marketing Campaigns

& Leads

4. Social CloudIntegrated Social Campaigns &

Leads from Social

2. Social NetworkConversations about

Sales Topics

6. ERPOpportunity to Quote

1. Customer MasterShared Clean Customer Data

Oracle Sales CloudDemonstration


Plan and Target Your Sales Team effectively

Manage More Effectively Anywhere, Anytime

Act on Opportunities and Threats Faster

Managers Know More


Deploy & Target Your Sales Team

• Deploy your sales teams to maximize revenues & upside

• Territory Management: Maximize sales coverage with optimal territories

• Account Management: Put your best people on the most important accounts

• Quotas: Set achievable goals based on real territory opportunities

• Incentive Comp: Drive performance with the right quotas & compensation

Territory, Quota, Compensation, Performance Management

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal23

Forecast More Accurately

• Manage your pipeline effectively to maximize your results

• Forecasting: Get real-time feedback about where you stand at any time

• Analytics: Drill down in context to find what has changed – at any level in your organization

• Mobilytics: Identify how best to re-shape your forecast to meet goals

Opportunity Management & Forecasting


Oracle Mobilytics Forecast Shaping

• Visualize all your Sales Data to shape Forecasts and Pipeline• Focus on the right deals and accounts• Better manage your team

Oracle Sales CloudDemonstration


Get More from Marketing and Partners

Know What to Sell to Your Customers

Maximize Revenue & Optimize Sales Performance

Companies Grow More


Clean Customer Master Data

• Target sales organization better with consistent, shared customer information

• Customer 360: a complete view of customer

• Clean Customer Data: standardize, analyze, and cleanse customer data

• Unified View: Across Marketing, Sales, Service, Social & Installed Base

Centralized, Clean, and Shared Customer Data


Know What To Sell To Your CustomersFind “Next Best” Product To Sell

• Identify account whitespace and new opportunities for sales teams

• Installed Base: Have a complete view of customer’s existing products & services

• Sales Predictor: Identify new accounts & product opportunities for sales teams using data mining and rules

• Territories & Campaigns: Use “new” prospects in sales planning


Help Your Sales Teams with Great Leads

• Enable your sales reps to focus on the highest quality and hottest leads

• Cross Sell: Improve up/cross-sell with a complete customer profile (digital body language)

• Nurture: Let marketing nurture leads until they are ready to purchase

• Collaborate: Improve visibility and shared pipeline between sales and marketing

Get More Help from Marketers


Configure Once Across All Your Devices

Select 3rd Party Apps from Cloud Marketplace

Leverage Existing Applications with PaaS

Extend to Fit Your Business


Extensibility PlatformBrowser-based Extensibility for Business Users

Multi-Device

Administration Configuration

Access Control

Authentication / SSO Services

Multi-Language Multi-Currency

Web Services/Groovy

Reporting & Analytics

Object Workflow

SearchEngine


Oracle Application ComposerFor Web, Desktop, Mobile Applications

• One place to configure Web & Mobile Applications• One place to preview extensions on ALL devices• Competitors have separate places to configure mobile vs. Web Apps


Oracle Cloud: Platform-as-a-Service

Database Services

Developer Services

Java Services

Document Services

Analytics Services

Social Network

Common Infrastructure Services

Application Store

34

Oracle Cloud Marketplace Choose, install, and

manage 100s of ISV apps

Extend and integrate with Oracle SaaS

Read reviews and evaluate partner ecosystem

Buy and deploy easily


Oracle Sales Cloud: ISV Eco-system

Oracle Sales CloudCustomer Testimonials


Oracle Cloud: Customer ExperienceSales Cloud is the core of the best CX Suite

Oracle Sites & Endeca

Oracle Social Cloud

MobileSocial

In Store Contact CenterField Service

Direct Sales

Channel SalesWeb

Customer Experience Foundation

Oracle Service Cloud

SOCIAL SERVICE

Oracle Commerce

Oracle Sales Cloud

(formerly FusionCRM

)

COMMERCEMARKETINGCONTENT SALES

Oracle Marketing

Cloud

Social Network MobileAnalytic KPIs &

DashboardsPredictive Analytics Integrations

Integrated Customer Experience Foundation


Customer Examples

http://www.petinsurance.com/

http://www.pikotek.com/index.jsp

http://www.apptix.com/default.asp

http://www.christiedigital.com/en-us

http://www.speridian.com/index.php

http://www.crmnow.com.au/

http://www.enigen.it/

http://www.ibasis.com/index.aspx

http://www.internetsolutions.com/index.html

http://www.crunchbase.com/financial-organization/ngi-capital

http://evosys.co.in/

http://csolutor.fi/

http://www.infactgroup.com/en/


Sales Cloud @ Oracle


BIG100+ Countries

2 Million Transactions

40

$37 Billion Sales Revenue

390,000 Customers

25,000 CRM Users

20,000 Partners


FRAGMENTEDSilo-ed Analytics

41

Multiple Territory Modeling

Separate Forecasting


• Prime

Software

SaaS

42

Geographies

• Co-Prime • Channel

• Inside sales

• Field

Global Business Units

Industry Consulting Services

Hardware

Engineered Systems

PaaS IaaS

On Premise

RICH & COMPLEX


Sales Cloud Success @ Oracle

“We are getting better results through the shift to a Modern Sales and Marketing platform that delivers better intelligence, social collaboration, and native mobile apps for our Sales and Marketing professionals.”

Mark HurdOracle President

Forbes Magazine 2013


How To Get Started?


How To Get Started

Call Us– NA: 1-800-633-0738

– Global Contacts

Try It!– Cloud.oracle.com


Like https://www.facebook.com/OracleSalesCloud

Follow twitter.com/OracleCX

Read blogs.oracle.com/CX

Watch youtube.com/oraclesalescloud

Learn oracle.com/salescloud

Stay Connected With Oracle Sales Cloud

https://www.facebook.com/OracleSalesCloud


Technology

Oracle Sales Cloud - SaaS SFA