Oracle Cloud Transformation_ABE Slides_FINAL

The Oracle Cloud TransformationInnovation in enterprisetechnology provided theopportunity to reimagineour company and our mission

Copyright © 2016 Oracle and/or its affiliates. All rights reserved. 1Confidential – Oracle Internal

Copyright © 2016 Oracle and/or its affiliates. All rights reserved.

The Oracle Cloud, Engineered for Customer Success

“Oracle Service Cloud empowers us to deliver an outstanding customer experience and inform customers consistently across all channels.”

Thomas Riege, Associate VP Customer Services EMEA, Acer Europe SA

“We were able to implement a more robust and enhanced promotional strategy, and have achieved a dramatic lift just based on the fact that we can promote at the product level.”

Mario A. Castano, Vice President, E-Commerce Implementation, Lenox

“With Oracle Human Capital Management Cloud, Casas Javer improved the efficiency of human resources management, boosted recruiting productivity and effectiveness, and optimized our internal talent pool.”

Juan Angel Montalvo García, CIO, Casas Javer

“We went from a process of 30 reviews, down to three. What that meant was that people were free to do their real jobs, like selling.”

Leah Hill, Senior Director, Global Services Business Development, Kronos

Our Mission is to Serve as Customers’ Most Trusted and Strategic Partner

2Confidential – Oracle Internal

The Oracle Cloud, Engineered for Customer Success


• Create the leading and most complete set of cloud services in the industry

• Design them for business success

• Provide for coexistence as customers transition to the cloud

Transformation Began a Decade Ago with the Rewriting of Our Software


The Oracle Cloud, Engineered for Customer SuccessTransformation Focus Now on How We Sell To and Care For Our Customers

From Contact… …to Opportunity… …to User… …to Advocate

Cloud Customer CareDeliver an Accelerated Buying Experience that

makes purchasing simple and fast

Cloud ProcurementCloud Marketing


Deliver a Connected Customer Experience that is highly engaging

and demonstrates value

Deliver a Superior Ownership Experience

that drives customer success and generates lifetime partnerships


From Contact… …to Opportunity… …to User… …to Advocate

Powered by:

The Oracle Cloud, Engineered for Customer SuccessTransformation Focus Now on How We Sell To and Care For Our Customers

Cloud Customer CareDeliver an Accelerated Buying Experience that

makes purchasing simple and fast

Cloud ProcurementCloud Marketing


Deliver a Connected Customer Experience that is highly engaging

and demonstrates value

Deliver a Superior Ownership Experience

that drives customer success and generates lifetime partnerships


The Accelerated Buying Experience at Oracle

90%+

of OracleCloud Purchases


Ordering Process that Drives Customer Success

• Flexible. Ordering options that match customer needs

• Easy. Click-to-accept ordering that is simple to complete

• Fast. A rapid process that is faster than anyone else

• Extensive Help. Assistance available on-demand


Less time spent processing deals means more time selling and driving customer success

Leapfrog the competition by building lifetime relationships centered on trust and transparency

Simple, fast buying that delivers rapid access to innovative technologies to transform businesses

FOR CUSTOMERS

FORSALES TEAMS

FORORACLE

Benefits of Oracle’s Accelerated Buying Experience


• University of Chicago Library chose Oracle Cloud Storage over Amazon• The IT Manager faced a tight deadline – needed to move quickly!• Used the Accelerated Buying Experience for <24-hour order completion• Based on great experience, recommended Oracle Cloud Storage to another

department’s IT Manager who likewise completed order <24 hours

Thanks to those seamless buying experiences, the University of Chicago is looking to address more of

its cloud storage needs with Oracle. K E L S E Y H E I N S , O R A C L E D I R E C T S A L E S R E P R E S E N TAT I V E



“



Oracle’s Accelerated Buying Experience was quick and easy. The transaction for IaaS Compute Cloud was completed within 24 hours. Pricing and policies were clear, and ordering documents simple - a pleasure to go through. ”

Steven Krause, Direct Logix CEO


“



Oracle’s Accelerated Buying Experience streamlined our procurement of Oracle Data as a Service and Marketing Cloud. The ordering document was obtained online, the order placed and cloud services provisioned all within 2 days. ”

Steve Vibhute, Saturn Infotech CEO


“



The Oracle Accelerated Buying Experience has made the process for signing up for the Oracle Planning and Budgeting Cloud Service seamless with just a click of a button. This helps us simplify and shorten our order processing making it much easier to do business. ”

RJ Linehan, Innovus Managing Partner


“



In the usual rush to prepare for launch I was delighted when the complete process of ordering our Cloud Services from Oracle was so straight forward, as this allowed me time to focus on what really matters; getting on with preparing for product launch. ”

Alan Burns, PeerPay CTO


“



All of our deals should go through [the Accelerated Buying Experience]. The automation makes the process simple and fast, and the short order documents are easy for customers to understand and to very quickly click to accept. ”

Jay Bhagat, Oracle Senior Sales Representative


“



The CIO liked the process of buying via ABE because there was nothing to print out, sign, scan, and email. He even used the click-through option. The chat help is awesome. I use it all the time, and I always get a helpful response. ”

Tony Mulert, Oracle Applications Sales Manager


“



Using [the Accelerated Buying Experience] for my business is awesome. It makes things simple for my customers and saves me time building the contract. ”

15

Juan Felipe Madrid, Oracle Associate Client Success Specialist

Confidential – Oracle Internal

“



If I can do it, anybody can do it. [The Accelerated Buying Experience] really works … The additional interesting thing is that I’m selling CPQ. I told my customers that they could activate the feature as well. I sell the product that I’m using – this is a good sales argument. ”

Gilles Laurentin, Oracle CPQ Sales Cloud


Using Oracle’s Accelerated Buying Experience

REQUIRES DISCOUNT & OPTION APPROVALS

• Additional options but require approvals

• Click-to-accept enabled• Coming 1H FY17: Fully automated

in CPQ, unless requiring custom language

Target Completion Time:A Few Days

REQUIRES DISCOUNT & Ts&Cs APPROVALS

• Fully negotiated transactions handled by Tier 1 negotiators

• Requires nomination by the field• Targeted at most complex deals• Click to accept enabled

Target Completion Time:Varies

REQUIRES DISCOUNT APPROVALS ONLY

• Standard options; no approvals required

• Click-to-accept enabled• Fully automated in CPQ

Target Completion Time:Under 1 Day

Accelerated: With Option Approvals

Facilitated: Custom Negotiated with

Nomination

Accelerated: Express

17Copyright © 2016 Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal


CURRENT20% of Cloud Deals





Nomination



35% of Cloud DealsAre Not Utilizing the Accelerated Buying Experience!



TARGET30% of Cloud Deals


TARGET<10% of Cloud Deals


TARGET>60% of Cloud Deals



Nomination



35% of Cloud DealsAre Not Utilizing the Accelerated Buying Experience!



TARGET30% of Cloud Deals

Changes Needed:• Increase usage of options to

eliminate custom language• Increase automation to eliminate

manual intervention• Increase usage of click-to-accept


TARGET<10% of Cloud Deals

Changes Needed:• Drive awareness of Facilitated

path and nomination process• Continue to scale up Tier 1

negotiators• Increase usage of click-to-accept


TARGET>60% of Cloud Deals

Changes Needed:• Increase Express deals via usage

of revamped agreements• Increase automation to enable

more deals on Express path • Increase usage of click-to-accept



Nomination




21Copyright © 2016 Oracle and/or its affiliates. All rights reserved.

IN-APPSUPPORT KNOWLEDGE BASE HANDS-ON HELP

CPQ pop ups with descriptions of terms and use

cases

Comprehensive explanations on order

policies and terms accessed on-demand

Extensive assistance on: • Understanding

terms• Responding to

objections • Process and policy

inquiries • System usage

[email protected] OR - click to chat within CPQ

Confidential – Oracle Internal

Extensive Cloud Sales Support Available to Ensure Your Success

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Oracle Cloud Transformation_ABE Slides_FINAL