Oracle OpenWorld 2015: Oracle Sales Cloud Opening Session with Deloitte Consulting - Bill Hunt, Group Vice President, Oracle

Copyright © 2015 Oracle and/or its affiliates. All rights reserved. 1

Oracle Sales Cloud with Deloitte Digital

Bill Hunt, Group Vice President Nelson Kunkel, National Creative Director, Deloitte Digital October 2015

Copyright © 2015 Oracle and/or its affiliates. All rights reserved.

Safe Harbor Statement

The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.

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COMPLETE - Best-in-Class Cloud Portfolio - Spanning All Customer Interactions - Connecting Key Business Processes

INNOVATIVE - Deepest Customer Insight - Providing Personalized Engagement - Differentiating The Brand Experience

PROVEN - Trusted By The World’s Largest Brands - Recognized Industry Experience - Secure & Scalable Global Operations

ORACLE CX CLOUD


COMPLETE BEST IN CLASS CLOUD PORTFOLIO Complete suite of market leading applications that deliver the modern experiences your customers demand. Analyst rated leaders across an extensive CX portfolio.

SPANNING ALL CUSTOMER INTERACTIONS Consistently deliver a personalized experience every time your customer interacts with you during their lifecycle.

CONNECTING KEY BUSINESS PROCESSES Seamlessly execute end-to-end business processes that span channels, functional areas, geographies and devices.


INNOVATIVE DEEPEST CUSTOMER INSIGHT Work from a single view of the customer, augmenting your knowledge with 3rd party data and providing the insight that makes the difference at the moments that matter.

PROVIDING PERSONALIZED ENGAGEMENT Dynamically tailor the customer experience to be the most relevant for that particular customer at that point in time.

DIFFERENTIATING THE BRAND EXPERIENCE Creating experiences that inspire and engage your customer to differentiate you from the competition.


PROVEN TRUSTED BY THE WORLD’S LARGEST BRANDS With more than 5,000 customers, including many of the Fortune 100, Oracle CX powers many of the brands we experience every day.

RECOGNIZED INDUSTRY EXPERIENCE Tailored solutions that support unique industry requirements, from the data model to business processes, reducing the need for customization and accelerating time to market.

SECURE & SCALABLE GLOBAL OPERATIONS Backed by 19 worldwide data centers, Oracle CX Cloud ensures your data is secured locally, your applications are available and you have the tools to confidently grow your business.


Oracle CX Portfolio

WEB

CONTACT CENTER

SOCIAL MOBILE

FIELD SALES

FIELD SERVICE

STORE

IOT

COMMON MODERN UISER INTERFACE

CUSTOMER MASTER DATA AS A SERVICE STANDARDIZED API’s COLLABORATION ANALYTICS

CX FOUNDATION LAYER

CX APPLICATIONS

CX INDUSTRY SOLUTIONS

MARKETING SALES CPQ COMMERCE SERVICE SOCIAL MARKETPLACE

PLATFORM AS A SERVICE

UTILITIES RETAIL

HOSPITALITY

LIFE SCIENCES

MANUFACTURING

AUTOMOTIVE

HEALTHCARE PROFESSIONAL SERVICES

COMMUNICATIONS

HICH TECH

CONSUMER GOODS

FINANCIAL SERVICES

TRAVEL AND TRANSPORTATIONS

MEDIA AND ENTERTAINMENT

PROFESSIONAL SERVICES


Drive a more connected and personalized experience

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MARKETING

SALES

CONFIGURE, PRICE & QUOTE

SERVICE

UPSELL

Click thru

Lead Scoring

Digital Body Language

Nurturing

Order Information

Service Request

Asset Information

Promotion

Research

New Prospect

New Customer


One Experience

Extensible Platform

Analytics

Sales Force Automation

Mobile & UX Excellence

Partner Relationship Management

Sales Performance Management

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Oracle Sales Cloud Vision


North America

40%

EMEA 28%

APAC 19%

Latin America 12%

Japan 1%

10 Oracle Confidential – Internal/Highly Restricted 10

Industries

Geographies

ProfServ 28%

HTIM 28%

FINANCIAL SERVICES

10%

CPG + RETAIL 8%

CME 6%

TRAVEL+TRANS 4%

LS + HEALTHCARE

4%

ENG + CONSTRUC

4%

Real Estate 2%

Other 6%

Live Customer YoY Growth

150%

Industries

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Data Center Locations

16


Enhanced Sales Rep Productivity


Sales Execution Remains A Key Issue

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Is Your SFA System productive?

Over half of all sales reps fail to meet their quota

1 in 2 sales reps churns every 2 years

Sources: Qvidian, 2015 Sales Execution Trends, DePaul University Sales Effectiveness Survey, Forrester, CBI Gartner: Tech Go to Market: Future Sales Growth Challenged, 2013

53% of B2B customer loyalty is driven by the sales experience

“The Seller’s Dilemma” The greatest innovation challenge…finding the means to reinvent the sales organization and go-

to market model…


Modern Sales

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Reduce the time it takes to ramp up new reps to full

productivity and provide highly qualified leads to engage.

Use Sales Intelligence to take the intuition out of strategic

decisions.

Sales Productivity: Introduce a structured selling process,

integrating all customer touchpoints, helping new reps ramp

up quickly and hit their quota.

Pipeline Generation: Pass sales highly nurtured leads at

the point they need to engage. Provide sales with the tools

to self prospect and understand exactly where they are in

their buying journey.

Sales Intelligence: Truly understanding every aspect of the

business and make important decisions based on

intelligence rather than intuition.


Modern CPQ

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Grow faster at scale by driving a more repeatable and

compliant sales organization.

“If all members of the sales team follow a proven, predictable

sales process – with appropriate allowances for individual selling

styles – it’s much easier to scale your sales team more quickly,

efficiently and successfully”

- RedRover

Sales Productivity: Offer the Right Solutions to the Right

Customers. Work Smarter and Respond Faster.

Margin Protection & Profitability: Close Bigger Deals with

Higher Margins. Empower your Teams across Channels.

Repeatable and Compliant: Eliminate waste and maximize

margins by ensuring 100% accuracy across all quotes and

orders.


Partner Relationship Management


Channel Sale Life Cycle

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MARKETING

CAMPAIGN

DEAL

REGISTRATION

OPPORTUNITY

PIPELINE

CONFIGURE,

PRICE &

QUOTE

SERVICE

LEAD

DISTRIBUTION

PARTNER

PERFORMANCE

1

2 3

4

5

6

7

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |

Optimizing Channel Investment

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Improve partner collaboration and visibility

Deliver comprehensive and consolidated business insights for successful channel sales execution

Provide visibility and transparency into partner activities

Easily deliver quote proposals to partners

Establish sales strategy and track channel performance

Key Solution Capabilities

Effective and efficient collaboration with partners

Reduce deal closure time for partners

Improve quote accuracy

Maximize coverage and channel success

Key Benefits


Partner Relationship Management Demo


Sales Performance Management

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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | 20

Measurable Business Impact

Improve sales rep productivity and effectiveness

• Improved win rate

• Shortened sales cycle

Grow revenue with sales planning and optimization

• Top-line revenue growth

• Improved margin

Increase operational efficiency and reduce administration costs

• Reduced operational staff

• Reduced time to roll out new territories, quotas, and comp plans

Align selling behavior to company goals and overall sales strategy

• Improved quota attainment

• Improved forecast accuracy


Sales Commissions Task-based App View commission/bonus on the go

View compensation and performance to-date

Check incentive payments, earnings, credits and disputes

View current performance and drill into details to view compensation plan details

Earnings calculator/custom report

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Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |

Analytics

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Right data The business insights you need

Right time When you need them

Right action Analytical insights that drive action

Decisions

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• Embedded into every business process

• What happened, what’s happening right now, and what will happen next

• Strategic , operational, real-time

Answers Edeca Extensions


Predictive: Account White Space Analysis Find untapped opportunities within your territory

• A visual, aggregated “target list” of potential leads within each sales rep’s own territory accounts

• Guide the sales reps to cross-sell and up-sell based on company promotion rules

• Guide the sales reps to pitch products that “similar customers” purchased

• Convert a recommendation to a lead, an opportunity, or indicate why it is not a good fit for the customer

• Less time researching and more time selling

Oracle Confidential – Internal/Restricted/Highly Restricted 25


Mobile App Designer Drag-n-drop Analytics Dashboard Builder

• Easy-to-use, drag and drop Dashboard Builder

• Enable users to create attractive reports that can be displayed on any smartphone or tablet devices

• Advance charting capabilities such as infolets, heat maps, and tree maps help visualize sales territories and team performance

• Ability to preview reports and dashboards before publish

• Share Interactive dashboard with team members



Industry Solutions

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Prebuilt Blueprints with Industry’s Best Practices

Available Packages

High Tech & Industrial Manufacturing

Consumer Goods

Financial Services

Communications

Industry Specific Solution

Tailored data model, policy model, business logics, UI layouts, dashboards, and integration templates

Accelerated Deployment

Specialized Implementation Consulting Partners

Industry-based customer advisory boards

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Tailored Industry CX Solutions Prebuilt to Accelerate Adoption & Time to Value


Oracle Industry CX

Complete Comprehensive Cost-Effective

V/S

✗Build your own industry solution ($) ✗No out of the box industry data model, policies or experiences ($) ✗Relies on Partner(s) delivering industry solution ($) ✗Multi-Vendor dependencies for complete solution based on uncertified integration ($) ✗Multiple Company Contracts to Manage ($) ✗“The last mile IS important to customers”

Oracle CX Industry Solutions

Data Model

Policy Model

User Experience

Business Intelligence

Industry Integration

Provisioned Solution

PaaS

CX Industry Solutions

Ind

ust

ry C

lou

d S

ervi

ce

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 30

Successful Consumer Goods Companies

Optimize the shelf How Are You Doing Here?

“Modest improvements in retail execution compliance coupled with a focus on higher-value promotions can enable an incremental

$150MM in sales”

Source: Quri, 2014

Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | 31

Enable Your Merchandising Rep to Interact

Source: PwC and Strategy&

Companies that have comprehensive retail execution processes in place and strong systems are poised to gain a competitive advantage over those that do not.”

ANYTIME ANYWHERE ANY DEVICE


Consumer Goods Demo

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Platform Enhancements


End-to-End Extensibility

Application Composer

• Integrated Design-Time platform

• Modify a wide range of standard out of the box artifacts

• Create entirely new objects, pages, analytics subject areas, etc.

• Configure workflow and notification

• Single configuration process for browser, mobile, Outlook integration

• Enable integration with external services


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Rapid Innovation with PaaS

Broadest Set of GA platform services designed to complement Oracle Sales Cloud

Oracle CX Cloud Cloud

Marketplace


Data Residency Cloud compliance with regulatory data residency requirements

• Partnership with BlueCoat – an industry leader in data residency support for cloud applications

• Flexibility to select attributes on a field-by-field basis from the protectable list

• Sensitive data intercepted and persisted before reaching Oracle Cloud; applies to web, mobile and Outlook clients

• Ability to search, create, and edit on protected objects and attributes

• Inbound and outbound SOAP and REST API calls will support data residency by having API traffic routed through BlueCoat gateway

• Protected attachments and metadata are safely stored in BlueCoat gateway


PRIVACY Corporations increasingly need to protect information on their contacts

COMPLIANCE National and industry practices

are adding data residency guidelines

SECURITY Enable the most sensitive data to remain in your control


Roadmap


Key Highlights for Release 11

– Enhanced Task-based Mobile Apps

– Streamline Channel Execution with Enterprise PRM Solution

– Improved Rep Productivity with Improved Opportunity Management, Deal

Calendar and Activity Timeline, Contact Influence Map, Unit-based Forecasting

and Enhanced Social Conversations, BI Dashboards

– Enhanced Platform, including App Composer, REST APIs, Data Residency, and

Integrated Cloud Services (ICS)

– Deeper Industry Solutions for HT&M, Financial Services, Consumer Goods and

Communications

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The above is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle Corporation.

Oracle Applications: Current Release and Roadmap Oracle Sales Cloud

Restricted to event use only.

Mobile • Interactive dashboard • Call Report app

Core Sales Force Automation (SFA) • Recurring revenue management • Whitespace analysis • Forecasting by product groups • Multi-org / business units • Word add-in for contracts authoring

Partner Relationship Management • Deal registration • Social collaboration (OSN) w/ partner • Partner portal branding and themes

Industry Solutions • High Tech & Manufacturing – self-

service quoting for partners • Financial Services – account

origination for retail banking • Consumer Goods – retail execution

and trade promotions • Communications - B2B contract

renewal

Mobile & Sales Analytics • New Oracle Sales Cloud Mobile

Application Framework (MAF) app • Integrate hierarchies into custom

subject area Core Sales Force Automation (SFA)

• Service request management * • Task template for leads and

opportunities • Mass update for leads and

opportunities • Oracle Sales Cloud for Gmail

Sales Performance Management • Compensation based on objective

assessment and scoring Industry Solutions

• Consumer Goods – offline tablet app for Android

• Communications – enhanced Siebel integration and recurring revenue support on opportunity management

• Pharma – eDetailing tablet app

Release 10 Available Now

Release 12 Targeted H2 2016 (CY)

Sales Analytics • Enhanced configurable home page

Core Sales Force Automation (SFA) • Click to edit and mass update • Oracle Sales Cloud for Office 365 • Asset as top-level object

Sales Performance Management • Account and territory planning • Territory metrics supporting

inclusion and exclusion coverage • Improved HCM integration for

Incentive Compensation Extensibility & PaaS

• Multi-user sandbox development with merge support

Industry Solutions • High Tech & Manufacturing –

automotive dealer management • Pharma – sample management • Communications - billing profile,

premises, and asset integration with Siebel

Future Directions Post 12 month planning cycle

Mobile & Sales Analytics • Call Report app enhancements • Channel sales manager dashboard

Core Sales Force Automation (SFA) • Deal calendar • Unit based forecasting • Simplified product definition

Partner Relationship Management • Partner program management • Partner business plan and objectives • Marketing development fund (MDF) • Deal Management smart phone app

Customer Data Management • Personally Identifiable Information

(PII) protection • Blue Coat cloud data protection

Industry Solutions • High Tech & Manufacturing – bid

management • Consumer Goods – offline tablet app

for iOS • Financial Services –needs analysis

using Oracle Policy Automation

Release 11

10/27/2015

BUILDING COMMON GROUND @NELSONKUNKEL

THE EVOLUTION OF EXPERIENCE IN OUR DATA-DRIVEN WORLD

“You’ve got to start with the customer

experience and work back to the technology.”

DIGITAL IS PERSONAL

STRUCTURE IS THE CONTENT

<joy> </joy>

DIGITAL IS MASS

THE BREAKUP OF STRUCTURE AND CONTENT

IDEA CHURN LAUNCH

$1.98

$23,800,000.00

Dear, $%First Name%

TECHNOLOGY INDIVIDUAL

VS

DIGITAL IS MASS PERSONALIZED

INTRODUCING: THE READER

PERSONAL IS DIGITAL

THERE IS NO BOOK

“Bring us your challenges,…

we’ll reimagine your future.”

EXPERIENCE

JOYFUL EXPERIENCE

SIMPLE EXPERIENCE

ACCURATE EXPERIENCE

SOCIAL EXPERIENCE

ENRICHING EXPERIENCE

EXPERIENCE

(2005)

(2013)

ASK QUESTIONS EMPATHIZE WITH OTHERS SEEK COMMON GROUND CREATE PERSPECTIVE

BUILDING COMMON GROUND @NELSONKUNKEL

THE EVOLUTION OF EXPERIENCE IN OUR DATA-DRIVEN WORLD


Resources and Navigating Oracle OpenWorld

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Resources

• Cloud.oracle.com (eBook, Data Sheets, RCD, Release Readiness)

• Oracle Sales Cloud YouTube Channel (product demos, CX event videos and customer vignettes)

114

https://www.youtube.com/user/OracleSalesCloud

https://cloud.oracle.com/sales-cloud


Oracle Applications Customer Connect

COLLABORATE!

ATTEND EVENTS!

FIND RESOURCES!

appsconnect.oracle.com


Classroom Training

Learning Subscription

Live Virtual Class

Training On Demand

Keep Learning with Oracle University

education.oracle.com

Cloud

Technology

Applications

Industries


Sales—CX Central @ OpenWorld (Oct 25-29, 2015, Moscone West, San Francisco)

CX-Sales Demo Grounds

Don’t miss the the CX-Sales Demo Stations @ Moscone West,2/F, for live demonstrations and networking!

Sales Track Sponsor

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Key Themes

– Customer Experience for Sales

– Preconfigured Industry Solutions

– Oracle’s CX Suite (Sales, Marketing, Service, CPQ, Commerce, CDM, SPM)

– Announcing Release 11!

Over 40 Sales Sessions – 7 Oracle Sales Cloud Release 11 Essentials

& Roadmap sessions (CPQ, Analytics, SPM, PRM, CDH, Extensibility)

– 4 Industry Solutions (Communications, Financial Services, Consumer Goods, High Tech & Manufacturing)

– 4 Partner-Led Sessions

– 2 Featured Analysts (Ray Wang of Constellation Research & Rebecca Wettemann of Nucleus Research)

– 3 Panels (Customers and Partners)

– 7 Sessions (CX Integrations, CPQ, Migration from SFDC & CRMOD plus featured customer case studies

– 2 Hands-On Labs


April 26-28, 2016

Las Vegas, NV

SAVE THE DATE

oracle.com/modern-sales-experience

modernmarketingexperience.com

oracle.com/modern-service-experience

oracle.com/modern-commerce-experience


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