oracle openworld 2015: oracle sales cloud opening session with deloitte consulting - bill hunt,...
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Copyright © 2015 Oracle and/or its affiliates. All rights reserved. 1
Oracle Sales Cloud with Deloitte Digital
Bill Hunt, Group Vice President Nelson Kunkel, National Creative Director, Deloitte Digital October 2015
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Safe Harbor Statement
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.
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COMPLETE - Best-in-Class Cloud Portfolio - Spanning All Customer Interactions - Connecting Key Business Processes
INNOVATIVE - Deepest Customer Insight - Providing Personalized Engagement - Differentiating The Brand Experience
PROVEN - Trusted By The World’s Largest Brands - Recognized Industry Experience - Secure & Scalable Global Operations
ORACLE CX CLOUD
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COMPLETE BEST IN CLASS CLOUD PORTFOLIO Complete suite of market leading applications that deliver the modern experiences your customers demand. Analyst rated leaders across an extensive CX portfolio.
SPANNING ALL CUSTOMER INTERACTIONS Consistently deliver a personalized experience every time your customer interacts with you during their lifecycle.
CONNECTING KEY BUSINESS PROCESSES Seamlessly execute end-to-end business processes that span channels, functional areas, geographies and devices.
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INNOVATIVE DEEPEST CUSTOMER INSIGHT Work from a single view of the customer, augmenting your knowledge with 3rd party data and providing the insight that makes the difference at the moments that matter.
PROVIDING PERSONALIZED ENGAGEMENT Dynamically tailor the customer experience to be the most relevant for that particular customer at that point in time.
DIFFERENTIATING THE BRAND EXPERIENCE Creating experiences that inspire and engage your customer to differentiate you from the competition.
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PROVEN TRUSTED BY THE WORLD’S LARGEST BRANDS With more than 5,000 customers, including many of the Fortune 100, Oracle CX powers many of the brands we experience every day.
RECOGNIZED INDUSTRY EXPERIENCE Tailored solutions that support unique industry requirements, from the data model to business processes, reducing the need for customization and accelerating time to market.
SECURE & SCALABLE GLOBAL OPERATIONS Backed by 19 worldwide data centers, Oracle CX Cloud ensures your data is secured locally, your applications are available and you have the tools to confidently grow your business.
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Oracle CX Portfolio
WEB
CONTACT CENTER
SOCIAL MOBILE
FIELD SALES
FIELD SERVICE
STORE
IOT
COMMON MODERN UISER INTERFACE
CUSTOMER MASTER DATA AS A SERVICE STANDARDIZED API’s COLLABORATION ANALYTICS
CX FOUNDATION LAYER
CX APPLICATIONS
CX INDUSTRY SOLUTIONS
MARKETING SALES CPQ COMMERCE SERVICE SOCIAL MARKETPLACE
PLATFORM AS A SERVICE
UTILITIES RETAIL
HOSPITALITY
LIFE SCIENCES
MANUFACTURING
AUTOMOTIVE
HEALTHCARE PROFESSIONAL SERVICES
COMMUNICATIONS
HICH TECH
CONSUMER GOODS
FINANCIAL SERVICES
TRAVEL AND TRANSPORTATIONS
MEDIA AND ENTERTAINMENT
PROFESSIONAL SERVICES
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Drive a more connected and personalized experience
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MARKETING
SALES
CONFIGURE, PRICE & QUOTE
SERVICE
UPSELL
Click thru
Lead Scoring
Digital Body Language
Nurturing
Order Information
Service Request
Asset Information
Promotion
Research
New Prospect
New Customer
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One Experience
Extensible Platform
Analytics
Sales Force Automation
Mobile & UX Excellence
Partner Relationship Management
Sales Performance Management
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Oracle Sales Cloud Vision
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North America
40%
EMEA 28%
APAC 19%
Latin America 12%
Japan 1%
10 Oracle Confidential – Internal/Highly Restricted 10
Industries
Geographies
ProfServ 28%
HTIM 28%
FINANCIAL SERVICES
10%
CPG + RETAIL 8%
CME 6%
TRAVEL+TRANS 4%
LS + HEALTHCARE
4%
ENG + CONSTRUC
4%
Real Estate 2%
Other 6%
Live Customer YoY Growth
150%
Industries
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Data Center Locations
16
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Enhanced Sales Rep Productivity
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Sales Execution Remains A Key Issue
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Is Your SFA System productive?
Over half of all sales reps fail to meet their quota
1 in 2 sales reps churns every 2 years
Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI Gartner: Tech Go to Market: Future Sales Growth Challenged, 2013
53% of B2B customer loyalty is driven by the sales experience
“The Seller’s Dilemma” The greatest innovation challenge…finding the means to reinvent the sales organization and go-
to market model…
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Modern Sales
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Reduce the time it takes to ramp up new reps to full
productivity and provide highly qualified leads to engage.
Use Sales Intelligence to take the intuition out of strategic
decisions.
Sales Productivity: Introduce a structured selling process,
integrating all customer touchpoints, helping new reps ramp
up quickly and hit their quota.
Pipeline Generation: Pass sales highly nurtured leads at
the point they need to engage. Provide sales with the tools
to self prospect and understand exactly where they are in
their buying journey.
Sales Intelligence: Truly understanding every aspect of the
business and make important decisions based on
intelligence rather than intuition.
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Modern CPQ
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Grow faster at scale by driving a more repeatable and
compliant sales organization.
“If all members of the sales team follow a proven, predictable
sales process – with appropriate allowances for individual selling
styles – it’s much easier to scale your sales team more quickly,
efficiently and successfully”
- RedRover
Sales Productivity: Offer the Right Solutions to the Right
Customers. Work Smarter and Respond Faster.
Margin Protection & Profitability: Close Bigger Deals with
Higher Margins. Empower your Teams across Channels.
Repeatable and Compliant: Eliminate waste and maximize
margins by ensuring 100% accuracy across all quotes and
orders.
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Partner Relationship Management
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Channel Sale Life Cycle
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MARKETING
CAMPAIGN
DEAL
REGISTRATION
OPPORTUNITY
PIPELINE
CONFIGURE,
PRICE &
QUOTE
SERVICE
LEAD
DISTRIBUTION
PARTNER
PERFORMANCE
1
2 3
4
5
6
7
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Optimizing Channel Investment
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Improve partner collaboration and visibility
Deliver comprehensive and consolidated business insights for successful channel sales execution
Provide visibility and transparency into partner activities
Easily deliver quote proposals to partners
Establish sales strategy and track channel performance
Key Solution Capabilities
Effective and efficient collaboration with partners
Reduce deal closure time for partners
Improve quote accuracy
Maximize coverage and channel success
Key Benefits
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Partner Relationship Management Demo
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Sales Performance Management
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Measurable Business Impact
Improve sales rep productivity and effectiveness
• Improved win rate
• Shortened sales cycle
Grow revenue with sales planning and optimization
• Top-line revenue growth
• Improved margin
Increase operational efficiency and reduce administration costs
• Reduced operational staff
• Reduced time to roll out new territories, quotas, and comp plans
Align selling behavior to company goals and overall sales strategy
• Improved quota attainment
• Improved forecast accuracy
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Sales Commissions Task-based App View commission/bonus on the go
View compensation and performance to-date
Check incentive payments, earnings, credits and disputes
View current performance and drill into details to view compensation plan details
Earnings calculator/custom report
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Analytics
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Right data The business insights you need
Right time When you need them
Right action Analytical insights that drive action
Decisions
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• Embedded into every business process
• What happened, what’s happening right now, and what will happen next
• Strategic , operational, real-time
Answers Edeca Extensions
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Predictive: Account White Space Analysis Find untapped opportunities within your territory
• A visual, aggregated “target list” of potential leads within each sales rep’s own territory accounts
• Guide the sales reps to cross-sell and up-sell based on company promotion rules
• Guide the sales reps to pitch products that “similar customers” purchased
• Convert a recommendation to a lead, an opportunity, or indicate why it is not a good fit for the customer
• Less time researching and more time selling
Oracle Confidential – Internal/Restricted/Highly Restricted 25
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Mobile App Designer Drag-n-drop Analytics Dashboard Builder
• Easy-to-use, drag and drop Dashboard Builder
• Enable users to create attractive reports that can be displayed on any smartphone or tablet devices
• Advance charting capabilities such as infolets, heat maps, and tree maps help visualize sales territories and team performance
• Ability to preview reports and dashboards before publish
• Share Interactive dashboard with team members
Oracle Confidential – Internal/Restricted/Highly Restricted 26
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Industry Solutions
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Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Prebuilt Blueprints with Industry’s Best Practices
Available Packages
High Tech & Industrial Manufacturing
Consumer Goods
Financial Services
Communications
Industry Specific Solution
Tailored data model, policy model, business logics, UI layouts, dashboards, and integration templates
Accelerated Deployment
Specialized Implementation Consulting Partners
Industry-based customer advisory boards
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Tailored Industry CX Solutions Prebuilt to Accelerate Adoption & Time to Value
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Oracle Industry CX
Complete Comprehensive Cost-Effective
V/S
✗Build your own industry solution ($) ✗No out of the box industry data model, policies or experiences ($) ✗Relies on Partner(s) delivering industry solution ($) ✗Multi-Vendor dependencies for complete solution based on uncertified integration ($) ✗Multiple Company Contracts to Manage ($) ✗“The last mile IS important to customers”
Oracle CX Industry Solutions
Data Model
Policy Model
User Experience
Business Intelligence
Industry Integration
Provisioned Solution
PaaS
CX Industry Solutions
Ind
ust
ry C
lou
d S
ervi
ce
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 30
Successful Consumer Goods Companies
Optimize the shelf How Are You Doing Here?
“Modest improvements in retail execution compliance coupled with a focus on higher-value promotions can enable an incremental
$150MM in sales”
Source: Quri, 2014
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 31
Enable Your Merchandising Rep to Interact
Source: PwC and Strategy&
Companies that have comprehensive retail execution processes in place and strong systems are poised to gain a competitive advantage over those that do not.”
ANYTIME ANYWHERE ANY DEVICE
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Consumer Goods Demo
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Platform Enhancements
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End-to-End Extensibility
Application Composer
• Integrated Design-Time platform
• Modify a wide range of standard out of the box artifacts
• Create entirely new objects, pages, analytics subject areas, etc.
• Configure workflow and notification
• Single configuration process for browser, mobile, Outlook integration
• Enable integration with external services
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
35
Rapid Innovation with PaaS
Broadest Set of GA platform services designed to complement Oracle Sales Cloud
Oracle CX Cloud Cloud
Marketplace
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Data Residency Cloud compliance with regulatory data residency requirements
• Partnership with BlueCoat – an industry leader in data residency support for cloud applications
• Flexibility to select attributes on a field-by-field basis from the protectable list
• Sensitive data intercepted and persisted before reaching Oracle Cloud; applies to web, mobile and Outlook clients
• Ability to search, create, and edit on protected objects and attributes
• Inbound and outbound SOAP and REST API calls will support data residency by having API traffic routed through BlueCoat gateway
• Protected attachments and metadata are safely stored in BlueCoat gateway
Oracle Confidential – Internal/Restricted/Highly Restricted 36
PRIVACY Corporations increasingly need to protect information on their contacts
COMPLIANCE National and industry practices
are adding data residency guidelines
SECURITY Enable the most sensitive data to remain in your control
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Roadmap
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Key Highlights for Release 11
– Enhanced Task-based Mobile Apps
– Streamline Channel Execution with Enterprise PRM Solution
– Improved Rep Productivity with Improved Opportunity Management, Deal
Calendar and Activity Timeline, Contact Influence Map, Unit-based Forecasting
and Enhanced Social Conversations, BI Dashboards
– Enhanced Platform, including App Composer, REST APIs, Data Residency, and
Integrated Cloud Services (ICS)
– Deeper Industry Solutions for HT&M, Financial Services, Consumer Goods and
Communications
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Copyright © 2015 Oracle and/or its affiliates. All rights reserved. |
The above 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 Corporation.
Oracle Applications: Current Release and Roadmap Oracle Sales Cloud
Restricted to event use only.
Mobile • Interactive dashboard • Call Report app
Core Sales Force Automation (SFA) • Recurring revenue management • Whitespace analysis • Forecasting by product groups • Multi-org / business units • Word add-in for contracts authoring
Partner Relationship Management • Deal registration • Social collaboration (OSN) w/ partner • Partner portal branding and themes
Industry Solutions • High Tech & Manufacturing – self-
service quoting for partners • Financial Services – account
origination for retail banking • Consumer Goods – retail execution
and trade promotions • Communications - B2B contract
renewal
Mobile & Sales Analytics • New Oracle Sales Cloud Mobile
Application Framework (MAF) app • Integrate hierarchies into custom
subject area Core Sales Force Automation (SFA)
• Service request management * • Task template for leads and
opportunities • Mass update for leads and
opportunities • Oracle Sales Cloud for Gmail
Sales Performance Management • Compensation based on objective
assessment and scoring Industry Solutions
• Consumer Goods – offline tablet app for Android
• Communications – enhanced Siebel integration and recurring revenue support on opportunity management
• Pharma – eDetailing tablet app
Release 10 Available Now
Release 12 Targeted H2 2016 (CY)
Sales Analytics • Enhanced configurable home page
Core Sales Force Automation (SFA) • Click to edit and mass update • Oracle Sales Cloud for Office 365 • Asset as top-level object
Sales Performance Management • Account and territory planning • Territory metrics supporting
inclusion and exclusion coverage • Improved HCM integration for
Incentive Compensation Extensibility & PaaS
• Multi-user sandbox development with merge support
Industry Solutions • High Tech & Manufacturing –
automotive dealer management • Pharma – sample management • Communications - billing profile,
premises, and asset integration with Siebel
Future Directions Post 12 month planning cycle
Mobile & Sales Analytics • Call Report app enhancements • Channel sales manager dashboard
Core Sales Force Automation (SFA) • Deal calendar • Unit based forecasting • Simplified product definition
Partner Relationship Management • Partner program management • Partner business plan and objectives • Marketing development fund (MDF) • Deal Management smart phone app
Customer Data Management • Personally Identifiable Information
(PII) protection • Blue Coat cloud data protection
Industry Solutions • High Tech & Manufacturing – bid
management • Consumer Goods – offline tablet app
for iOS • Financial Services –needs analysis
using Oracle Policy Automation
Release 11
10/27/2015
BUILDING COMMON GROUND @NELSONKUNKEL
THE EVOLUTION OF EXPERIENCE IN OUR DATA-DRIVEN WORLD
“You’ve got to start with the customer
experience and work back to the technology.”
DIGITAL IS PERSONAL
STRUCTURE IS THE CONTENT
<joy> </joy>
DIGITAL IS MASS
THE BREAKUP OF STRUCTURE AND CONTENT
IDEA CHURN LAUNCH
$1.98
$23,800,000.00
Dear, $%First Name%
TECHNOLOGY INDIVIDUAL
VS
DIGITAL IS MASS PERSONALIZED
INTRODUCING: THE READER
PERSONAL IS DIGITAL
THERE IS NO BOOK
“Bring us your challenges,…
we’ll reimagine your future.”
EXPERIENCE
JOYFUL EXPERIENCE
SIMPLE EXPERIENCE
ACCURATE EXPERIENCE
SOCIAL EXPERIENCE
ENRICHING EXPERIENCE
EXPERIENCE
(2005)
(2013)
ASK QUESTIONS EMPATHIZE WITH OTHERS SEEK COMMON GROUND CREATE PERSPECTIVE
BUILDING COMMON GROUND @NELSONKUNKEL
THE EVOLUTION OF EXPERIENCE IN OUR DATA-DRIVEN WORLD
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Resources and Navigating Oracle OpenWorld
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Resources
• Cloud.oracle.com (eBook, Data Sheets, RCD, Release Readiness)
• Oracle Sales Cloud YouTube Channel (product demos, CX event videos and customer vignettes)
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Oracle Applications Customer Connect
COLLABORATE!
ATTEND EVENTS!
FIND RESOURCES!
appsconnect.oracle.com
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Classroom Training
Learning Subscription
Live Virtual Class
Training On Demand
Keep Learning with Oracle University
education.oracle.com
Cloud
Technology
Applications
Industries
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
Sales—CX Central @ OpenWorld (Oct 25-29, 2015, Moscone West, San Francisco)
CX-Sales Demo Grounds
Don’t miss the the CX-Sales Demo Stations @ Moscone West,2/F, for live demonstrations and networking!
Sales Track Sponsor
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Key Themes
– Customer Experience for Sales
– Preconfigured Industry Solutions
– Oracle’s CX Suite (Sales, Marketing, Service, CPQ, Commerce, CDM, SPM)
– Announcing Release 11!
Over 40 Sales Sessions – 7 Oracle Sales Cloud Release 11 Essentials
& Roadmap sessions (CPQ, Analytics, SPM, PRM, CDH, Extensibility)
– 4 Industry Solutions (Communications, Financial Services, Consumer Goods, High Tech & Manufacturing)
– 4 Partner-Led Sessions
– 2 Featured Analysts (Ray Wang of Constellation Research & Rebecca Wettemann of Nucleus Research)
– 3 Panels (Customers and Partners)
– 7 Sessions (CX Integrations, CPQ, Migration from SFDC & CRMOD plus featured customer case studies
– 2 Hands-On Labs
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
April 26-28, 2016
Las Vegas, NV
SAVE THE DATE
oracle.com/modern-sales-experience
modernmarketingexperience.com
oracle.com/modern-service-experience
oracle.com/modern-commerce-experience
Copyright © 2015 Oracle and/or its affiliates. All rights reserved.
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