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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
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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
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Sales Goals Have Not Changed …
• Meet or Beat Your Number
• Ensure Forecast Accuracy
• Increase % of Reps Making Quota
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But The World of Selling Has…
And Current Sales Solutions Are Falling Short…Big DataMobileSocial Cloud
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78%of time performing administrative tasks…
Sales reps spend
Critical Problems Persist
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22%of time selling
and only
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Critical Problems Persist
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*
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of B2B sales miss quota
Critical Problems Persist
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40%
Source: Inside Sales Metrics & Compensation :Research on B2B Inside Sales implementations
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What Do Companies Need?
SomethingSmarter
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Oracle Sales Cloud Drives “Smarter Selling”
That helps…
-Reps Sell More
-Managers Know More
-So your company can Grow More
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Sell Anytime, Anywhere, From Any Device
Empower Reps to Grow Their Own Pipeline
Better Coaching & Collaboration
Reps Sell More
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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
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Zero Training User InterfaceMulti-channel Sales User Experience – Any Device, Any Platform
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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
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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
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Oracle Voice for Sales
Native application interaction
Navigate application, execute transactions
Voice or keyboard Talking beats Typing
Use Your Voice to Use the Application
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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
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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
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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
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Plan and Target Your Sales Team effectively
Manage More Effectively Anywhere, Anytime
Act on Opportunities and Threats Faster
Managers Know More
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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
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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
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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
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Get More from Marketing and Partners
Know What to Sell to Your Customers
Maximize Revenue & Optimize Sales Performance
Companies Grow More
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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
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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
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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
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Configure Once Across All Your Devices
Select 3rd Party Apps from Cloud Marketplace
Leverage Existing Applications with PaaS
Extend to Fit Your Business
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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
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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
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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
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Oracle Sales Cloud: ISV Eco-system
Oracle Sales CloudCustomer Testimonials
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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 Mobile Analytic KPIs & Dashboards
Predictive Analytics Integrations
Integrated Customer Experience Foundation
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Customer Examples
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Sales Cloud @ Oracle
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BIG100+ Countries
2 Million Transactions
40
$37 Billion Sales Revenue
390,000 Customers
25,000 CRM Users
20,000 Partners
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FRAGMENTEDSilo-ed Analytics
41
Multiple Territory Modeling
Separate Forecasting
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• 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
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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
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How To Get Started?
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How To Get Started
Call Us– NA: 1-800-633-0738– Global Contacts
Try It!– Cloud.oracle.com
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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
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