Oracle Sales Intelligence

Copyright 2014 Oracle and/or its affiliates. All rights reserved .|

Sales Intelligence Modern Sales Perspective

Copyright 2014 Oracle and/or its affiliates. All rights reserved .| 2

Fast. Easy.

Collaborative.

Mobile & Productive Maximize face-to-face selling with easy, fast tools to sell anywhere

Insight Driven

Powerful analytics drive maximum sales performance

Pipeline Building Integrated tools help reps drive

demand and targeted leads

Sell More. Know More. Grow More.

Modern Sales in the Cloud


Sales Intelligence Is A Key Issue

3

1 in 3 business leaders dont trust the information they use to make decisions

94% of sales leaders lack complete confidence in their ability to make connections between sales activity and sales outcomes

60% of sales managers believe information is poorly distributed across the organization

> 1/3 of reps believe their managers rely on intuition to make decisions


Siloed Data Impedes Decision Making

4

60% of sales managers

believe information is poorly distributed

across the organization

Source: Accenture

ERP ordering system data Forecast data Territory and customer system data Quota definitions and rep incentive info Telephony and call stats Email and meeting activity Lead and funnel activity from Marketing Opportunity activity from SFA Customer open requests from Service Contract system data

Typical Input Data for a Weekly Sales Report


Sales Leaders Are Flying Blind

5

Source: Forrester Research

Sales orgs lose more than 50% of forecasted deals

1 out of 2 incentive plans do not drive desired results

Only 35% of sales leaders use system-generated activity reports to highlight rep coaching and deal support red flags

Only 6% of sales leaders are confident they receive accurate information from their systems


Too Many Sales Executives Rely On Intuition

50% 33%

of sales directors cannot identify the

most likely buyers for their products

of reps think their managers make

decisions without integrating hard data

Sources: Harvard Business Review


CRM Promised To Solve This For You

7

1990 Desktop Single User

Sales Automation Software

2000 Client Server Web Based

Multi Use Sales Force Automation

2010+ Cloud Applications

Mobile, Social & Analytics

1.0 2.0 3.0


But The Promise Hasnt Been Met

8

83% of companies have a CRM

system

80% feel trapped by sunk costs and hostage

data

$20B spent on

CRM

under

50% user

adoption

Only 1 in 5 have automated processes and

integrated systems LIMITED

IMPACT ON SALES REVENUE

Sources: Gartner


Sales Intelligence Problems with Todays CRM

9

White Space Analytics

Custom Dashboards

Mobilytics

Predictive Analytics

Sales Intelligence Challenges Next Generation Sales Analytics

Enterprise CRM Systems in Silos

Inaccurate and Incomplete Data

CRM Systems Cannot Deliver Insights From Data

No Native Advanced Predictive Analytics

Enterprise Customer Data

Deal Analysis

Digital Body Language

Sales Performance Management


Advanced Analytics Drive Company Value

1.6x Revenue Growth

2.5x Stock Price Appreciation

2.0x EBITDA Growth


Advanced Analytics Drive Sales Revenue

increase in YOY Net Customer Value for

companies with good data quality

revenue increase by leveraging Sales

Intelligence

increase in Sales Reps achieving quota with cross sell & up-sell recommendations8

15% increase in Sales Reps achieving quota with cross sell & up-sell recommendations8



15% 15%

15%

increase in quota achievement via

cross-sell and upsell recommendations

12% 17%

Copyright 2015, Oracle and/or its affiliates. All rights reserved .|

What if we could put science into the art of selling?


Do your reps understand their prospects complete digital body language?

Digital Body Language


Can your reps access clean, de-duplicated, validated and enriched data from anywhere in real-time?

Enterprise Customer Data


Can you improve account penetration through predictive recommendations?

Predictive Analytics


Do you have real-time, next generation modeling capabilities to better manage your forecast call?

Mobilytics


Can you guarantee margin targets in complex deals?

Deal Analysis


Do your dashboards deliver personalized and actionable insights?

Custom Dashboards

Documents

Oracle Sales Intelligence