Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Big Data as a Service for B2B Applications
Mike Sabin, EVP & GM, Global Alliances & Partnerships, Dun & Bradstreet
Niraj Deo, Sr. Director, Product Management, Oracle Data Cloud
Moderator: Omar Tawakol, GVP & GM, Oracle Data Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – internal 2
A data licensing model where data is provided through a cloud service
For business applications and business users in marketing, sales, services, etc.
Data offerings include both anonymous and known profiles for smarter B2B and B2C business action
Oracle Data as a Service for Business - Defined
Pricing and offering tailored for cross-enterprise usage and adoption
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 3
Data Informing Smarter Action EverywhereOracle Data as a Service for Business
Data as a Service for Business
Platform as a Service
Infrastructure as a Service
Software as a ServiceData as a Service for Sales (NEW)Data as a Service for MarketingData as a Service for Social
Most Scale and Variety Data Portability and Connectivity Speed to Data Adoption and ROI
Transparent and Trusted
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Oracle Data as a Service for Sales
IMPORT NEW
ENRICH EXISTING
BI Cloud
Service Cloud
Data Ingestion/Compliance
Value Extraction/Aggregation Cross Functional Activation
Social Cloud
HCM Cloud
Data Feeds
Oracle Data as a Service
Sales Cloud
Marketing Cloud
CompaniesContacts
Social IdentitiesHierarchies
Competitors
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
A data-driven business…What does it look like?
Questions…
• How do I qualify and prospect at scale? Marketing
BI/SRM
Sales
• What company should I target? • Who should I be talking to?
• Company profile info• Job functions• Name, email, etc.• Anonymous targeting data• Business data• Linked social handles• Competitive relationships• Company hierarchies
Data Needs…
• How do I bring in social data and insights into my BI tools?
• Commercial Reference Data • Aggregated and Individualized insights• Results and content from listening to Social
Media
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal 6
Oracle Sales Cloud Use Cases
Data StewardsDatabase enrichment, cleansing, validation
Data as a Service for Business Interface Adding new contacts within Oracle Sales Cloud
Import new B2B Contacts/Leads of
Matched Accounts
Sales RepresentativesNew account qualification, new contacts
Create new Accounts or Match existing
accounts against millions D&B companies
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal
Panel Discussion
Mike Sabin EVP & GM, Global Alliances & Partnerships, Dun & Bradstreet
Niraj DeoSr. Director, Product Management, Oracle Data Cloud
Omar TawakolGVP & GM, Oracle Data Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal 8
<Internal> Q&A• To Mike: Let’s start by setting some context, Mike, can you share some of the pain points and challenges you see in
the market today as it relates to access data for B2B businesses? • To Niraj: Niraj, so you have been intimately involved with the partnership between Oracle and Dun & Bradstreet,
how is this new offering unique in solving some of the challenges that Mike just covered? • To Mike, then Niraj: So both of you have emphasized the importance of being enterprise…can you both expand on
why you think this is a distinction and maybe share some use cases for how organizations may be using B2B data outside of sales?
• To Mike: Data quality is critical to driving ROI for your customers, what is D&B’s approach to completeness/accuracy of data? (Anchor privacy and permission question and share tactics used to maintain data quality)
• To Mike: Dun & Bradstreet has been in the data business for a long time. What are some trends that you are seeing in terms of data usage, or types of data that appeals to your buyers? (Showcasing D&B data sets, hidden insights)
• To Niraj: Niraj, reference data as a raw asset plays a very important role in qualification and prospecting, but how do you see reference data evolving to become an even more unique asset?
• To Mike: (for fun) Gartner predicts that by 2017, marketers will spend more on technology than IT – do you have any insight into which role or function is in higher demand?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Evolution of Reference Data to Drive Business Advantage
Basic ReferenceData
e.g. email, DUNS#
Custom Contextual Insights
e.g. about my product/account
1
RAW AGGREGATED DERIVED
STATIC Insight Characteristic DYNAMIC
Unique Customer Intelligence
Social Reference Data
e.g. @ORCL, @jon, LNKD/jondoe
2
Reference Data Insights
e.g. # of followers, groups
3
4
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
What does this look like for the customer?Accessing Data Today…
Mostly CSV, FTP based data
pickup
MDM, CDM, BI..
Data Standardization, normalization..
De-duping, matching etc.
Sales application
CRM Users
DATA PROVIDER ENGAGEMENTS -- DATA FLOW AND STAGING -- CONTENT PROCESSING -- MATCHING AND LINKAGES -- INTEGRATION, MAPPING -- SYNC AND UPDATES -- INLINE DELIVERY INTO APPS
1
2
3
4
Customer Service
Application
Marketing application
Marketing users
Customer Service Reps
Curated Data Sources
Social/web Data Sources
Curated Reference Data
Raw DataCollectors & Router
Big Data processing &
content analytics
CuratedInsights
Master Insights
Transaction Data
1 2Reference Data that’s mostly
static and needs to be accurate 3 4Insights that are mostly dynamic
and needs to be contextual
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
What does this look like for the customer?Accessing Data Today…
Mostly CSV, FTP based data
pickup
MDM, CDM, BI..
Data Standardization, normalization..
De-duping, matching etc.
Sales application
CRM Users
DATA PROVIDER ENGAGEMENTS -- DATA FLOW AND STAGING -- CONTENT PROCESSING -- MATCHING AND LINKAGES -- INTEGRATION, MAPPING -- SYNC AND UPDATES -- INLINE DELIVERY INTO APPS
1
2
3
4
Customer Service
Application
Marketing application
Marketing users
Customer Service Reps
Curated Data Sources
Social/web Data Sources
Curated Reference Data
Raw DataCollectors & Router
Big Data processing &
content analytics
CuratedInsights
Master Insights
Transaction Data
Data and Insights delivered ‘as a service’
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