Oracle Sales Cloud – Battle Card Enabling Modern Sales in the Cloud

The Hook I work with many Sales Leaders in <<insert vertical>> on their sales performance issues. One common pain point I see in organizations like yours is that current sales tools do not address the challenges facing salespeople in <<industry>> today, and the tools do little to help reps engage their customers. This can result in issues like…

• Decline in pipeline • Customers doing online research before

engaging your sales team

Challenge • Engage early with tools that allow sales reps to

have rich, digital communications such as creating their own personal e-mail marketing campaigns

Oracle Value • TuffShed: Grew pipeline and increased

revenue through better segmented marketing campaigns and integrated sales & marketing

Customer Success

• Limited customer insight •No visibility/360-degree view of relevant

customer activities

• Improve upsell and cross-sell to customers with whitespace and predictive analytics

• Gain full visibility to complete, accurate and clean customer information

• Graco: Reduced the time spent locating and communicating to customers/distributors with improved Mobile access

• Decline in sales productivity and face time with customers

• 1/3 of rep’s time spent on administrative, non-sales tasks

• Increase selling time by providing mobile access to sales

• Create, manage and configure quotes and forecasts from a mobile device

• GE: 30% reduction in quote cycle time with Oracle Sales Cloud

• Close deals faster with by enabling seamless collaboration across your account teams

• Cubis: Increased ability to have all their sales team talking to each other and be centered around the customer

• Difficulty in communicating across sales teams, which delays sales cycle

• Deals getting more complex

Competitive Statements

• No one gets fired for buying SFDC

Objections Oracle Counter Share this Asset

• But do they get promoted. Can they point to revenue increases from it?

• All of my sales team have used SFDC and like it

• Do they really like it or are they jamming in data at 10pm at night? Does it actually help the reps sell?

• SFDC does everything we need • Can you see a true 360 degree view, interpret buying patterns, optimize territory coverage, analyze your forecast, incent your reps, CPQ?

• SFDC is the #1 in CRM & Oracle has no references

• Oracle runs Oracle- we’re $37B company with 27k Sales Cloud users. We have sold CRM in the cloud for over 10 years & have 10’s of thousands of CRM cloud users

• Altradius: Rep productivity increased 10% in 9 months.

• VIDEO: http://bit.ly/OSCAltradius

• Batesville: Rep adoption is key. • VIDEO: http://bit.ly/OSCBatesville

• Demo of Sales Cloud advanced capabilities:. • VIDEO: http://bit.ly/OSC360View

• Listen to all these customers talking about their success with Oracle Sales Cloud:.

• VIDEO: http://bit.ly/OSCSuccess

Enabling Oracle Cloud Solutions: Oracle Sales Cloud, Oracle Social Cloud, Oracle CPQ Cloud

• Increase in channel and product complexity •More M&A requires integrating products,

systems, processes

• Improve channel collaboration with integrated PRM and self-service Configure/Price/Quote for partners to increase channel collaboration

• Flowserve: Grew 4% in topline revenue by setting a common sales strategy (“One Flowserve”)

Why Choose Oracle vs. SFDC? • More mobile capabilities • Included Sales Performance Mgmt- incentive comp,

quota/territory mgmt • Rich Forecast modeling • Improved data quality • Configure, Price & Quote capabilities • Packaged ERP integration for Siebel, EBS or JDE • Predictive Analytics • Cross Sell/Up Sell recommendations • Ability to map & optimize territories • Average implementation needs < 9 App Exchange vendors to

complete • B2C support • Richer Customer Data Model

All Industries

Mobile and Productive • Empower your reps to always be selling on any device • Generate 100% accurate pricing, quoting, and contracts in

seconds • Comprehensive needs analysis to match the right services to the

right accounts

Insight-Driven • 360 customer view including digital and social behavior; direct

and indirect channels • Help position the most profitable products to the right targets

with Whitespace Analysis • Drive the right sales behavior and improve effectiveness with

integrated incentive compensation

Collaborative • Collaborate on deals with extended teams using integrated

social tools • Speed approvals and improve compliance with automated

workflow across sales, pricing, network engineering, and more Pipeline-Building • Cross-sell/ upsell effectively w/ on product recommendations • Match accounts & services to meet customer needs • Recognize profitable & loyal customers on each acct. to

prioritize activities

Modern Sales in the Cloud

Insurance & Finance Professional Services

Consumer

Industrial Mfg

Life Science/Healthcare

• NOT ENOUGH PIPE: > 57% CSO’s rate ability to incubate leads as major concern

• NOT ENOUGH SELLING TIME: Only 1/3 of reps time spent selling

• UNEVEN REP PERFORMANCE: 60% of reps lack strong understanding of their differentiators vs. the competition

• POOR INSIGHT: Forecasts are wrong >50% of time

Challenges in Modern Selling

High Tech

Fast and Easy • Lower TCO and reduced complexity of legacy communications on systems • Automate sales processes to eliminate wasted time /effort & increase selling time • Quickly launch and change new pricing, promotions, and bundles without IT development

WATCH Brand on Byrne from CURSE talk about why they switched from SFDC: http://bit.ly/OSCvsSFDC

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 12 1

HIGH-­‐YIELD  DISCOVERY  QUESTIONS  q  What  key  ini+a+ves  and  strategies  are  driving  your  overall  business  (reduce  costs,  increase  revenues,  compliance)?    

What  about  your  sales  organiza+on  specifically?    What  are  your  pain  points?  q  Do  you  have  a  standardized  sales  methodology  (common  or  varied  by  business  unit,  geo,  product,  etc)?    q  What  are  the  top  3-­‐5  metrics  you  use  in  the  sales  organiza+on  to  measure  success?  q  How  frequently  do  you  change  territories  -­‐  1  big  alignment  at  the  start  of  the  year,  with  tuning  along  the  way?  

Approximately  how  long  does  sales  planning  take?  q  Do  your  sales  teams  work  collabora+vely  on  accounts  and  deals?  Do  you  collaborate  with  partners?  q  What  is  the  profile  of  a  produc+ve  and  successful  sales  rep  at  your  company?    What  tools  they  are  currently  using  

to  sell?    What  key  administra+ve  tasks  take  +me  away  from  selling?  q  Describe  your  sales  forecas+ng  process  today.  q  When  thinking  about  lead  genera+on  through  closed  sales,  do  you  have  a  consistent  flow  of  informa+on  to  

understand  past  performance  and  predict  future  outcomes?    How  do  you  prospect  for  leads  and  are  they  well  qualified?    Do  you  have  line-­‐of-­‐sight  visibility  across  this  process?  

Financial  Services:    Elavon  –  Oracle  Sales  Cloud,  Contracts  &  Sales  Predictor  ü  Increase  User  Adop+on,  Data  Quality  and  Drive  increased  customer  renewals  

Manufacturing:  Airstream  –  Oracle  Sales  and  Marke+ng  Cloud  ü  Improved  customer  interac+ons  &  partner  sales  performance,  increased  sales  effec+veness  

ELEVATOR  PITCH    What  if  you  could  increase  the  +me  your  reps  spent  selling  each  week?    What  if  you  could  ensure  your  managers  achieve  their  sales  targets  with  no  surprises?    What  if  you  could  op+mize  your  sales  coverage  model?    Only  Oracle  Sales  Cloud  offers  a  complete  set  of  components  that  op+mize  sales  organiza+ons  and  drive  sales  performance  by  helping  your  reps  sell  more,  your  managers  know  more  and  your  company  grow  more.  You  can  sell  more  with  Oracle  Sales  Cloud  with  quick  and  easy  access  to  sales  informa+on  anywhere,  any+me,  on  any  device.    Reps  spend  more  +me  selling  and  less  +me  on  administra+ve  and  manual  tasks.    You  can  also  take  advantage  of  real-­‐+me  collabora+on  and  coaching  to  empower  your  reps  to  sell  more.    Know  more  with  complete  visibility  into  key  performance  sales  metrics  and  proac+ve  alerts.    This  insight  enables  your  managers  to  drive  their  team’s  performance  and  overall  health  of  the  business  while  avoiding    unnecessary  surprises.    Grow  more  with  proac+ve  recommenda+ons  of  what  you  should  be  selling  and  which  prospects  you  should  be  targe+ng  to  produce  addi+onal  revenue.    Also,  sales  management  and  opera+ons  can  op+mize  sales  territories  to  maximize  your  coverage  and  revenue  poten+al.  

Oracle  Sales  Cloud  BaHle  Card  

CUSTOMER  EXAMPLES  Healthcare:    Chiro-­‐One  Wellness  Center    –  Oracle  Sales  and  Marke+ng  Cloud  

ü  Improved  Prospec+ng  &  Lead  Genera+on  to  Drive  higher  conversion  into  Sales  High-­‐Tech:    Applico  –  Oracle  Sales  and  Marke+ng  Cloud  

ü  Improve  Lead  Genera+on,  Enhance  Sales  Planning,  Drive  Sales  Effec+veness  

TARGET    AUDIENCE   PAINS  -­‐  WHAT  THEY  CARE  ABOUT   VALUE  PROPOSITION/BENEFITS  

Business  Team  Ø  SVP/VP  Sales  Ø  CFO  Ø  Sales  Opera+ons  Ø  Sales  Managers  Ø  Sales  Reps  

q  Manage  pipeline  and  achieve  revenue  goals  q  Rapid  and  complete  user  adop+on  q  Cleaner,  more  accurate  data  for  forecas+ng  and  planning  q  Provide  coaching  and  collabora+on  tools  to  managers  q  Retaining  top  reps,  developing  under-­‐performers  q  Increase  rep  produc+vity  with  mobile  access  q  Greater  insights  through  real-­‐+me  repor+ng  &  analy+cs  q  Ac+onable  decision  making  tools  like  What-­‐if  analysis  for  sales  

planning  ac+vi+es  around  territories  and  quotas  

1)  Boost  Produc+vity  (Sell  More)  ü  Access  to  CRM  data  anywhere,  any+me  means  more  +me  selling  ü  Calendar/contact  access  independent  of  device  ü  Zero  training  required  which  increases  user  adop+on  

2)          Increase  Visibility  (Know  More)  ü  Clean,  accurate  customer  data  ü  Complete  line  of  sight  from  lead  genera+on  through  closed  sales  cycle  ü  Real-­‐+me  insights  into  customer,  partner,  and  sales  rep  performance  

3)          Grow  Revenue  (Grow  More)  ü  Social  collabora+on  and  sales  coaching  drives  increased  effec+veness  ü  Op+mized  sales  territories  maximize  your  coverage  and  revenue  poten+al  ü  Intelligent  lead  iden+fica+on  and  qualifica+on  ensures  that  reps  spend  +me  on  the  best  leads  

4)        Strategic  Partnership  ü  Successful,  profitable  company  with  history  of  long-­‐term  customer  rela+onships  ü  Enterprise  applica+on  built  on    state-­‐of-­‐the-­‐art  tech  stack  ü  Extensible  framework  to  meet  your  configura+on  and  deployment  needs  

Tech  Team  Ø  CIO  /  CTO  Ø  Project  Lead  Ø  Business  Analysts  

q  Integra+on  with  exis+ng  systems  including  security  q  Improved  +me-­‐to-­‐market  for  changes  and  enhancements  q  Scalable  and  flexible  to  accommodate  future  growth  q  Increased  opera+onal  efficiencies,  cost  savings  q  Compliance  with  internal  policies  and  external  regula+ons  

Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 12 2

KEY  COMPONENTS  OF  CLOUD  SOLUTION    

COMPETITIVE  OVERVIEW  –  TOP    COMPETITORS  

ORACLE  SALES  CLOUD  RESOURCES/LINKS  THIRD  PARTY  VALIDATION    Nucleus  Research  -­‐  October  2013  Document  N152  

ü  “Oracle  Sales  Cloud  is  a  hidden  gem”;  and  “Developments  in  the  Oracle  Sales  Cloud  capabili+es  are  significant  and  should  mo+vate  SFA  customers  to  give  Sales  Cloud  a  closer  look"    

ü  Oracle  Sales  Cloud  “will  make  technical  training  requirements  minimal,  reduce  the  barriers  to  adop+on  and  enable  managers  to  bemer  focus  their  reps’  ramp-­‐up  +me  on  sales  strategy  and  effec+ve  +me  management.  This  is  an  applica+on  focused  on  driving  sales  users  forward,  not  just  gathering  data.”  

Ovum  -­‐  May  2013  ü  Rapid  integra+on  and  evolu+onary  developments  make  Oracle's  CX  porpolio  more  compelling  ü  Oracle  exhibits  customer  adap+ve  amributes,  increasing  its  relevance  to  its  customers.  

Gartner  places  Oracle  Sales  Cloud  in  the  “Visionary”  quadrant  for  the  2013  SFA  category.  ü  As  references  increase  with  successful  deployments,  we  expect  to  move  into  the  “Leaders”  quadrant  in  2014  

Customer  Facing  Resources  for  Oracle  Sales  Cloud  -­‐  hmp://www.oracle.com/us/solu+ons/cloud/sales-­‐marke+ng/overview/index.html  Internal  Content  Repository  -­‐  hmp://my.oracle.com/site/ibu/portal/FusionApps/CRM/salescloud_overall/index.html  

Recorded  Sessions  on  Sales  Cloud  -­‐  hmps://stbeehive.oracle.com/teamcollab/wiki/Oracle+Cloud+Sales+and+Mktg+GTM:Oracle+Cloud+Sales+Services+Webcast+Series  

Compe++ve  Intelligence  -­‐  hmp://my.oracle.com/site/ibu/portal/CIPortalHome/ByCompe+tor/SelectCompe+tors/Microsot/CRM/index.htm  

Customer  and  Partner  Success  Stories  -­‐  hmp://www.oracle.com/us/corporate/customers/overview/index.html    Customer  Experience  Resources  -­‐  hmp://www.oracle.com/us/solu+ons/customer-­‐experience/resources/index.html  

ISV  Partner  Solu+ons  -­‐  hmps://apex.oraclecorp.com/pls/apex/f?p=1411:1:2602152665535:::::  

 

KEY  INTEGRATIONS    MarkeQng  Cloud  –  Integrated  Marke+ng  Campaigns  &  Leads  Social  Cloud  –  Integrated  Social  Campaigns  &  Leads  Service  Cloud  –  Visibility  to  Opportuni+es,  Incidents,  Service  Requests  Social  Network  –  Conversa+ons  about  Sales  Related  Topics  CRM  Desktop  –  Microsot  Outlook/Exchange    ERP  (EBS  and  JDE)  –  Master  Data  [Customers/Products],  Opportunity  to  Quote    Customer  Master  –  Shared  Clean  Customer  Data  Oracle  Sales  Cloud  ISV  Ecosystem  –  Hundreds  of  integrated  solu+ons  including  Big  Machines  (Configure/Price/Quote),  WhiteSprings  (Sales  Methodologies),  Revegy  (Sales  Strategies),    InsideView,  (Customer  Data  and  Insights).