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SalesMixer Sprzedaż – Trendy i Wyzwania.

Łukasz Kujawski

Senior CRM SaaS Account Manager

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Trends Driving Modern Sales Approach

GLOBALIZATION

9 Billion

Internet Devices

in 2012

50 Billion

by 2020

DATA EXPLOSION

90%

Created within

Last Two Years

50X Growth

by 2020

RISE OF

MOBILITY

6 Billion Mobile Subscribers

87% of World‘s Population

Mobile Data Growing 78% CAGR

SOCIAL IS

BUSINESS

Consumers Driving Experience

26% Post negative comments

86% Now stop doing business

94% Will pay more for great experience

MODERNIZE TO

SURVIVE

Lots of

20 year-old Legacy

Applications

Sources: United Nations / International Telecommunications Union, internetworldstats.com

IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data rEvolution Sept 2011, CSC's Leading Edge Forum

Portio Research Mobile Factbook 2012

Facebook Director of Global SMB Markets Dan Levy, BIA/Kelsey’s Interactive Local Media West Conference

IDC: “Time for Change: Optimizing Datacenter Infrastructure with Technology Refresh”

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Customers Are Taking Control

Mass media Internet/1:1 Social/Mobile

42% of Facebook users have mentioned a

brand in a status update **

#1 online activity is social *

65% of companies say that social media is a

critical risk to their brand reputation ***

Customer Power and

Choice

Company Power and

Voice

Customers Are Taking Control

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Buying process shifting to marketing-driven

• Sales Dominated

• One-way, single channel, relationship-driven

• Marketing plays critical role

• Internet-driven, analytics-driven

THEN NOW

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Your data changes at a rate of

27% per month

IN JUST ONE HOUR:

40 businesses will change addresses

20 businesses will fail

12 new ones will open their door

4 companies will change their names

Source: D&B, US Census Bureau, US Department of Health and Human Services, Administrative Office of the US Courts,

Bureau of Labor Statistics, Gartner, A.T Kearney, GMA Invoice Accuracy Study

Customer Data Changes Everyday

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94% of respondents suspect their customer & prospect data may be

inaccurate

17% of all information may be inaccurate said respondents of an

Experian QAS survey

Source: Experian QAS Global Survey 2013

Multiple Versions of the Truth

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Average

2013

revenue

target

increased

by 16.4%

Only 3% of

companies say

their forecasts are

“always accurate”

How? Who? When? What?

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Sell Anytime, Anywhere, From Any Device Think Mobile First

Sales rep don’t like CRM

Spend more than 2 days on trip weekly

Simple and optimal end user experience

for any modern device

Native application with complete SFA

Tailored to user role, need and situation

Automation

Know More

Grow More

Sell More

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Improved sales

productivity with mobile,

social, enhanced

analytics

Established unified

territory and forecasting

processes

Improved customer data

visibility

Project included a worldwide sales force automation rollout in over 100 countries with 60K users, 540K customers, 1Million opportunities and 27K territory definitions. Data migration involved 730K sales accounts and 2.7M contacts.

.

Oracle Sales Cloud:

• Customer Hub

• Sales

• Mobile Sales

• Sales Forecasting

• Sales Prediction

• Sales Campaigns

• Oracle Social Network

Challenge Solution Result

Oracle Oracle engineers hardware and software to work together in the cloud and in your data

center.

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