Oracle Sales Cloud, Features, Benefits and Modern Sales

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Oracle Sales Cloud
Modern Sales in the Cloud
BRISTLECONE TEAM

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Agenda
• Today’s Sales Scenarios
• Overview
• Features
• Benefits
• Integration
• Technology
• Business Values in market
• Competitors

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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.

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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.

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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

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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

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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

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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

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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).

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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

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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

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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

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Oracle Sales Cloud Competitors

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Gartner Grid:

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Thank You
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©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
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