Upload
corporate-visions-inc
View
1.495
Download
0
Tags:
Embed Size (px)
Citation preview
1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
SaaS Applications Group
2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Move the needle
6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
What we really needed was a Message…
9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Internal Lobbying Effort
• Convincing our partners in Marketing • Someone with a mindset to “change the game” • Content sponsor • Financial sponsor
10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
POV Workshop Collaboration
Marke&ng
Product Sales
11 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
What Keeps Sales Executives Up at Night?
12 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
4 Keys That Make The Difference Between ‘Missing’ and ‘Meeting’
13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
How POV was used:
• Framework for Marketing messaging: Campaigns, Events, Ads
• Framework for Demo Flows • Framework for Sales messaging:
Certification process
15 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Framework for Marketing Assets
Top Level Message Cross Functional Deliverables
Customer Conversation/
Story
• Top-level messages • Message content for events,
webcasts, brochures • Differentiated CRM Sales
message, sales tools & content • Walk-in Videos for Field
Marketing Events
• Cross-functional, hands-on development workshop
• Define business pain points & Oracle differentiators
• Driven by “real-world” customer interactions & competitive deals
• CRM story for VP of Sales
• Phase II Cross-functional, message development workshop
• Transform content to top level message
Differentiated Story Top Level Message
Multiple Message Hooks Aligned to Sales Message
Core CRM Brand Message Differentiated CRM Sales Story Extensible Message Framework
Approach
Process
16 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Framework for Demo Flows
17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Changing Trajectory 1980 US Hockey - 1
19 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
video