Mobile SFA with Oracle Sales Cloud beats Salesforce1 #smarterselling

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

Oracle Sales Cloud Mobile Strategy

Oracle Sales Cloud Product Development

Dec 2013

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Oracle Sales Cloud Drives “Smarter Selling”

That helps…

-Reps Sell More

-Managers Know More

-So your company can Grow More


Oracle Sales Cloud Mobile

Sales Cloud for Outlook

Oracle Mobilytics & Oracle Voice

Oracle Sales Cloud Productivity Apps



Extensible

Responsive UX

Role-based Access

Disconnected Read

Saved Searches

Drill-down Analytics



Sales Cloud

Salesforce1 doesn’t support offline mode Oracle Sales Cloud Mobile supports disconnected (read-only) mode

Dashboards are read-only. Filters and source reports aren’t available hence no drill down capability

Oracle Sales Cloud Mobile supports multiple dashboard views (Funnel, Graph & Table) as well as drill down capability

Salesforce1 doesn’t support saved searches and dynamic filters

We designed this application with the mobile sales user in mind, allowing them to filter data and save their searches for future use

Need to pay extra for mobile administration and customization

It’s simple, configure once, deploy to many platforms with no extra cost

This is a limitation of Salesforce1 Reps can submit and managers can even adjust forecasts on the fly

Activities are not automatically logged Automatically log interactions like emails and calls

Salesforce says take Salesforce1 app with you wherever you go…

Yet, it’s a fragmented approach fraught with limitations.

Our solution is designed specifically for sales reps on mobile devices.

DisconnectedMode

Mobile Analytics

Extensibility

Saved Search

Forecasting

Logging Reminder


Oracle Sales Cloud Mobile – Offline Capability

No offline capability

Allows offline read

Sales Cloud


Oracle Sales Cloud Mobile – Analytics Drill-down

Limited analyticslacks drill down to

source report

Deeper analysis with drill to source

Sales Cloud


Oracle Sales Cloud Mobile – Saved Searches

Limited object lists

Saved searches and dynamic

filters

Sales Cloud


Oracle Sales Cloud Mobile – Calendar/Contact Sync

No Calendar/Contact synchronization

Calendar/Contact synchronization

with device

Sales Cloud


Oracle Sales Cloud Mobile – Forecasting

Comprehensive capabilities to

submit, view, edit and adjust forecast

No forecasting capabilities available to

manage sales pipeline

Sales Cloud


Oracle Sales Cloud Mobile – Forecasting Analytics

Forecasting analytics at the rep, quarter and

territory level

Lacks forecasting insight needed to run an effective

sales organization

Sales Cloud


Oracle Mobilytics

Forecasts with insights into win/loss

Top Customers by status and rep assignment

Top sales performers with win rate and deal details

Territory & opportunity analysis with pipeline distribution


Oracle Voice

Quick transactions driven by voice interaction

Conversational approach to data capture

Augment existing mobile solutions


Oracle Sales Cloud for Outlook

SFA in Your Inbox

Extensible

Disconnected Mode


Work in Outlook

Offline Data

Extensibility

Oracle Sales Cloud for Outlook

Sales Cloud

Must leave Outlook and use web application to create and edit CRM data

Side panel only shows up to 10 contacts/leads, must navigate to web application to create/update opportunities and accounts

Create, view and edit CRM data directly from within Outlook

Use tabs to access what you want to see, don’t take up real estate on your screen with a side panel

Full range of functionality right from within Outlook, without leaving the system

Only Contact, Appointments and Tasks are available offline

CRM data is available offline in Outlook, not just some objects, at no additional cost

No customizations allowed Use one tool to customize objects and fields for both outlook and web application

In fact, it’s not as integrated as you have been led to believe…

…and Oracle Sales Cloud offers the most compelling solution.

Salesforce says they are integrated with Outlook and enable you to work right

from within Outlook…


Configure Once Across All Your Devices

Select 3rd Party Apps from Cloud Marketplace

Leverage Existing Applications with PaaS

Extend to Fit Your Business


Salesforce1 – Or is it Salesforce3?

Cloud Social Mobile Connected

Salesforce1 Platform Services

Salesforce1 Platform APIs

Salesforce1 APPNEWNEW

NEW

Force.com HerokuExactTarget

FUEL

Sales Cloud Service CloudExactTarget

Marketing CloudAppExchange

Your Customers

3 Platforms Not 1

No Enterprise Analytics

New Mobile with few features – No new problems solved

Not focused on core SFA customer

problemsMigration

burden TBD

“10x APIs” – When and what cost?


Application Platform

Hidden Costs

Oracle PaaS vs Salesforce1 Platform

Salesforce1 requires building new integrations to connect to “any device”

Salesforce1 mobile app has very thin mobile sales features – will customers have to build/buy more?

ADF Mobile is a mature platform supporting both native and hybrid applications across Oracle Clouds and partners

Salesforce1’s APIs is targeted at connecting the ‘Internet of Things’ – 50B+ devices, not support role-based sales processes

Oracle CX already delivers 360 view of connected customers via pre-built integrations

“10x APIs” do not exist today – when will they and how much will it cost customers?

It’s simple, configure once, deploy to many! Oracle’s Java Cloud allows integration to any

service desired

Salesforce1 is really Salesforce3 -- APEX, Heroku and Fuel. New branding does not unify platforms – that requires the work Oracle has done

Oracle PaaS is Java-based – open and universally recognized

Multi-tenant limits remain pervasive across the platform

Virtual tenancy is more scalable, robust and extendable. Oracle PaaS TCO is much less

Salesforce1 lacks analytics-intensive APIs or an analytics application

Oracle delivers deep analytics, desktop and mobile, with sales rep friendly tools to extend the capabilities

Yet, it’s a limited, proprietary approach yet to be fully formed.

Oracle’s platform is open, modern, and designed specifically for the needs of today’s sales orgs.

360 View

Platform Fragmentation

Limiters

Salesforce1 says connect everything to everyone…

Analytics


Oracle Application ComposerFor Web, Desktop, Mobile Applications

• One place to configure Web & Mobile Applications• One place to preview extensions on ALL devices• Simplified Outlook layout customization, synchronization, & validation

configuration through Application Composer• Competitors have separate places to configure mobile vs. Web Apps


Extending Sales Cloud Using Platform-as-a-Service

Database Services

Developer Services

Java Services

Document Services

Analytics Services

Social Network

Common Infrastructure Services to Extend Sales Cloud

Application Store


Oracle Application APIs

Reuse existing application services

Rapid response to new business requests

Fast access to data and services across the Enterprise and external sources

Reliable and solid orchestration platform

Sales Marketing Service HCM Social Analytics

Oracle Applications SOAP/REST APIs

SOAP/REST APIs

SALES CLOUD ORACLE APPLICATIONS

ISV/CUSTOM APPLICATIONS

ERP


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


Salesforce SDK vs. ADF Mobile SDK

Salesforce1 vs. Oracle Cloud

Oracle Mobile Suite

Oracle ADF Mobile Platform


Salesforce1 vs. Oracle Cloud


User Experience

Salesforce1 vs. ADF Mobile

Restrictive user interface and navigation patterns

Completely customizable

Limited within Salesforce1 Completely independent distribution through standard mobile industry channels such as Apple App Store and Google Play

No disconnected capabilities Build complex disconnected behavior

Allows only security mechanism included in Salesforce1

Supports sophisticated security options such as local and feature-level authentication & data wipe

No role-based dynamic layout capability Supports role-based dynamic layout

Proprietary technology, allows Server-side only with Visualforce and Force.com Canvas

Open technology, Client-side only with open standards such as Java and Javascript

Distribution

Disconnected

Security

Dev Model

ADF Mobile

Access Control

Restrictive Experience vs. Truly Customizable


Salesforce1 vs. ADF Mobile – User Experience

Completely customizable

Restrictive experience

ADF Mobile


Salesforce1 vs. ADF Mobile – Dev Model

Open standard based on Java and JavaScript

Proprietary APEX and Visual Force

pages

ADF Mobile


Lacks Enterprise grade mobile

security capabilities

ADF Mobile

Salesforce1 vs. ADF Mobile – SecurityOffers Enterprise

grade mobile security

capabilities


SDK

Salesforce Mobile SDK vs. ADF Mobile

Separate SDKs and development efforts for iOS and Android

One SDK. One cross-platform development effort

Programmatic only Programmatic and declarative

Programmatic only Programmatic and drag-and-drop

Not available • Available

Not available Available. Supports different form factors

Not available Available

Dev Method

Native Capabilities

Data Visualization

Responsive Design

Sandbox Support

ADF MobileMobile SDK

Primitive Support vs. Advance Capabilities


Salesforce Mobile SDK vs. ADF Mobile - SDK

Cross-platform development

Separate Dev efforts for iOS

Separate Dev efforts for Android

ADF Mobile


Salesforce Mobile SDK vs. ADF Mobile – Dev Methods

Programmatic Only

Programmatic and declarative

ADF Mobile


Salesforce Mobile SDK vs. ADF Mobile – Data Visualization

No support for data visualization

ADF MobileRich data

visualization controls


Technology

Mobile SFA with Oracle Sales Cloud beats Salesforce1 #smarterselling