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Oracle Sales Cloud
1.
Copyright © 2016
Bristlecone 1 Oracle Sales Cloud Modern Sales in the Cloud BRISTLECONE TEAM
2.
Copyright © 2016
Bristlecone 2 Agenda • Today’s Sales Scenarios • Overview • Features • Benefits • Integration • Technology • Business Values in market • Competitors
3.
Copyright © 2016
Bristlecone 3 Today’s Sales Scenarios The Empowered Customer Your customer has changed. Today’s empowered customers seamlessly shift from one channel and one device to the next while engaging with your company. They are well-informed of your brand and offerings far in advance of their first sales engagement. How you sell needs to change accordingly. To increase sales and optimize efficiency, modern sales requires fast and easy tools, mobile productivity, insightful and collaborative selling, and aggressive pipeline creation. You need more and you need it now. As your other customers share opinions about your brand on social media, they act as advocates or dissenters with more purchase influence than your sales teams. Given the amount of information they gather and the extent they’ve been influenced, it’s not surprising that empowered customers often have made up their minds before they are contacted by a sales rep. 45% of enterprise-level buying decisions are made before your buyer says “hello” to your sales rep 57% of the purchasing process is over before customers ever talk to your sales team 60% of sellers lack a strong understanding of their differentiation vs. competitors.
4.
Copyright © 2016
Bristlecone 4 Overview Oracle Sales Cloud Delivers Modern Sales in the Cloud Oracle Sales Cloud enables modern selling with tools that are easy to deploy and use, completely mobile, packed with powerful analytics, and built for collaborative selling and revenue generation. Modern sales organizations recognize the impact the empowered customer makes and the strategic changes necessary to sustain and grow their business. They engage the customer earlier and smarter - closing more deals more often. They employ Modern Sales - a set of principles for building the best sales team, empowering reps with the proper processes, tools, resources, and measuring reps’ impact on corporate sales goals. Oracle Sales Cloud helps ensure successful execution of your sales goals. Oracle helps sales reps sell more and managers know more. Also, with the backing of the cloud, your modern sales strategies will be agile, empowering your organization to grow more. Modern Sales is: Fast and Easy Mobile and Productive Insight Driven Collaborative Revenue Generating Mobilytics Pipeline Building Industry Solution Sell More. Know More. Grow More.
5.
Copyright © 2016
Bristlecone 5 Fast and Easy Easy to use, easy to deploy, easy to change. Easy to Use and Adopt Improve sales rep adoption with no training Increase sales rep productivity with Sales Cloud’s visual, simple-to-use UI and smartphone apps Track key performance indicators at a glance with executive dashboards Easy to Configure, Customize, and Integrate Tailor Oracle Sales Cloud with built-in tools Integrate with prebuilt cloud and on-premises solutions Extend Oracle Sales Cloud’s Capabilities with Oracle’s Platform as a service 44% reported user adoption as a key reason for failure of CRM initiative 53% of survey respondents still using spreadsheets; they believe that automation is the key – the first step
6.
Copyright © 2016
Bristlecone 6 Mobile and Productive Complete mobility drives sales results Oracle Sales Cloud is designed for on-the-go sales teams. Purpose-built smartphone apps help sales reps stay productive no matter where they are. Oracle Sales Cloud Mobile app : A robust smartphone solution that you can use to prepare for customer meetings, log calls, work critical opportunities, and update forecasts. Call Report app : A single-purpose app that you can use to record key sales activities and update related opportunity data in one minute or less. Mobile Dashboards: Deliver custom, interactive dashboards that your sales team can access right from the Oracle Sales Cloud Mobile app using Mobile App Designer. 76% of CSOs perceive that mobile CRM improves performance; but less than 1/2 have a formal mobile device policy 37% of reps’ time is spent selling
7.
Copyright © 2016
Bristlecone 7 Insight Driven Sales Intelligence ,Powerful analytics optimize performance. Oracle Sales Cloud offers pre-built, powerful, multi-lingual, and enterprise-level custom reporting for desktop and mobile devices. 70% of businesses lack strategy to create a single customer view Best-in-class companies use customer analytics 20% more than all others 48 Executive Dashboard KPIs available for tablets 15 months Historical trending for opportunities and forecasting 130+ Sales metrics and 20+ sales dimensions Oracle Mobilytics Interactive visualizations give sales managers unprecedented intelligence into sales performance. Forecast Shaper: Perform ‘What If’ analyses by moving opportunities between quarters and achieve your quota. Pipeline Analyzer: Analyze sales stages to move along large or important deals along and improve conversion rates. Deals Radar: Tracks deals by team activities and focus on the right deals. Team Tracker: Manage your team’s performance by tracking quota vs attainment. Aging Monitor: Keep your forecast on track by analyzing pipeline and honing in on the stale deals. 150+ Prebuilt and custom reports available for Smartphones
8.
Copyright © 2016
Bristlecone 8 Social & Collaborative With Oracle Social Network integrated throughout Oracle Sales Cloud, you can easily collaborate with your sales team and your network of channel sales partners Managers can coach sales reps, reps and partners can share documents and see updates in real time. Collaborate Oracle Social Network is embedded in Oracle Sales Cloud and Oracle Sales Mobile app to offer real-time collaboration anytime, anywhere. Inform Share critical information and see what has been updated on your accounts, contacts, leads, and opportunities. Share Produce and review content in a shared environment with powerful web-based document viewing and annotation. Companies using enterprise social collaboration have 2½ times higher YoY sales quota attainment than non-collaborator Firms employing collaboration outpace their non-collaborating peers by 2:1 in both initial meetings leading to a presentation & proposals leading to a sale
9.
Copyright © 2016
Bristlecone 9 Pipeline Building Modern selling tools drive demand. 37% of sales reps still miss quota Over 57% of CSOs rate ability to incubate leads as a major concern By the time empowered customers speak to a sales rep, they have an ample amount of information gleaned from a variety of sources including from online and social channels. This creates a challenge for the sales rep who will likely have very little influence with the customer this late in the decision-making process. Modern sales reps partner with the marketing organization to share insights, understand customers’ online behavior, and engage customers earlier in the sales cycle. Oracle Sales Cloud enables better alignment between sales and marketing - so that sales reps can get a complete view of customer demand as it moves down the funnel. They can run their own campaigns to nurture customer intimacy. Configure & Customize Oracle Sales Cloud offers an agile, modern cloud service that you can tailor to your needs with a rich configuration and customization toolset in an easy Software-as-a Service (SaaS) environment. You can further enrich your service with new features and applications using Oracle’s Platform-as-a-service (PaaS).
10.
Copyright © 2016
Bristlecone 10 Effective & Revenue-Generating Drive sales behavior and increase efficiencies with incentive compensation. Compensation plan automation for cash and non-cash incentives Project potential commission using the estimator Optimize sales performance with balanced territories and quotas that are aligned to your sales strategy. Territory modeling with what-if analysis Top-down and bottom-up quota planning Measure sales rep productivity and drive sales with effective tools and real-time coaching. Guided selling Product recommendations Sales productivity dashboards Efficient call reporting Zero Training User Interface Multi-channel Sales User Experience – Any Device, Any Platform
11.
Copyright © 2016
Bristlecone 11 Prebuilt Integration Oracle is committed to maximizing the overall customer experience with a comprehensive cloud solution that is tightly integrated and advanced. With many prebuilt cloud and on-premises integrations for Oracle Sales Cloud, you can get what you need, when you need it, with minimal effort. Cloud to Cloud Marketing Cloud CPQ Cloud Service Cloud Cloud to On-Premises Siebel Oracle E-Business Suite JD Edwards More Email Integration (Microsoft Outlook IBM Notes) UI mash-ups Web services
12.
Copyright © 2016
Bristlecone 12 Industry Solutions Consumer Goods – Retail Execution Plan sales routes, manage customer calls, and update account information anytime, anywhere Gain insight into your team’s activities Designed in close collaboration with Oracle customers, Sales Cloud industry solutions are industry-specific reference architectures pre-configured and built on the Sales Cloud platform. You can tailor these industry solutions further using the same set of configuration and customization tools that you are already using to meet your unique business needs. High Tech and Industrial Manufacturing Create account plans and track sales goals Use Sales Coach to streamline sales tasks Update service tickets during field visits Financial Services - Retail banking Review clients’ financial portfolios Recommend the best financial products based on current needs Streamline account origination Communications Find top deals with intelligent scoring Review the usage meters, product recommendations, and existing contracts embedded in the sales process See complete customer profiles, including digital and social activity
13.
Copyright © 2016
Bristlecone 13 Oracle Sales Cloud Competitors
14.
Copyright © 2016
Bristlecone 14 Gartner Grid:
15.
Copyright © 2016
Bristlecone 15 Thank You Bristlecone 10 Almaden Blvd, Suite 600 San Jose, CA 95113 T +1 650 386 4000 F +1 408 920 7793 www.bcone.com United States . Canada . United Kingdom . Germany . Switzerland . India . Malaysia . Singapore ©2016 Bristlecone Ltd. Bristlecone believes the information in this presentation is accurate as of the presentation date. The information is subject to change without notice. Bristlecone acknowledges the proprietary rights of the trademarks and product names of all companies mentioned herein. All Rights Reserved.
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