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Oracle Sales Cloud 
Selling Complex Defense Sector Deals 
September 2, 2014, Tahir Bangash
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 2 
Agenda 
! Capgemini CX Practice 
! Selling Complex Defense Sector Deals 
! Oracle Sales Cloud Defense Sector Case Study 
• Project Background 
• Reasons Why Sales Cloud Was Right 
• Implementation Approach 
• Technical Solution 
! Oracle Sales Cloud and CX Solutions Moving Forward
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 3 
Capgemini Oracle CRM Practice At A Glance
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 4 
Selling Complex Defense Sector Deals 
Oracle Sales Cloud Alignment 
Defense sector deals come with their our uniqueness: 
• The sales cycles are lengthy and deal size are large 
• The pipeline for leads is small requiring greater due diligence in lead qualification 
early on 
• The level of investment to pursue a deal is high 
– The deals often require the development of prototypes 
– Detailed ROI analysis is required for each opportunity 
• Enforcement of process is key for regulatory needs and internal approvals are 
required at each gateway of the sales cycle 
• In recent years the reduction in US Defense spending requires that company 
expand their selling capabilities internationally 
Oracle Sales Cloud provides the necessary platform to support the 
selling of complex deals in the Defense sector
Oracle Sales Cloud - Selling Complex Defense Sector Deals 
Case Study Overview 
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 5 
Main goal: 
Implement a cloud based 
solution that expands the 
current Business 
Development Environment 
for sales of Specialty 
vehicles in the Defense 
sector. 
The primary objectives for the client: 
1. Efficiently capture and manage Leads and Opportunities 
2. Align current processes to a set of standard processes 
and functionality 
3. Reduce the number of tools used in the sales process 
4. Enable easier data collection 
5. Enable easier reporting on current and future sales 
opportunities 
6. Provide the necessary rigor and structure for complex 
deals
Oracle Sales Cloud - Selling Complex Defense Sector Deals 
Case Study Reasons Why Oracle Sales Cloud Was Right 
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 6 
Six reasons why Oracle Sales Cloud was the right choice 
User 
Productivity 
Gains 
! Configurable “Simplified UI“ 
framework that supports an 
optimal user experience 
! Business process driven 
workflows and approvals 
1 
Setup & 
Configuration 
! Easy to setup and administer 
! Tools that allow for quick 
configuration and allow for 
scripting 
2 
Mobility 
Enablement 
! Support for tablets and smart 
phones 
! You can leverage your 
investments in the field with easy 
to use form factors 
3 
Sales 
Effectiveness 
! Easily configurable Sales Coach 
to assist with complex selling 
processes 
! Increased productivity with a 
user experience tailored by role 
4 
Enabler For 
Enriched 
Customer 
Experience 
(CX 
! Allows for coexistence with 
existing customer systems 
! Hub for all Customer related 
information on a single platform 
5 
Analytical 
Insight 
! Offers ‘native’ Business 
Intelligence with embedded 
historical, real-time, and 
predictive analytics for 
information at the ready 
6
Oracle Sales Cloud - Selling Complex Defense Sector Deals 
Case Study Solution 
! Implemented the Sales Management functionality a 
with Leads, Opportunities, Partner Portal, Reports 
& Mobility as the key modules involved. 
– Extensively used Groovy Script to perform very 
complex Financial ROI calculations 
– Configured Role-Based Access control using Sales 
Cloud Security Framework 
– Configured Sales Coach to assist Sales reps at each 
Opportunity Sales Stage 
– Configured Assessment functionality to evaluate 
Customers, Leads & Opportunities 
– Extended Sales Cloud Mobile to add custom child 
objects/fields to existing views 
– Migrated Customizations from Stage to Prod 
environment by using Functional Setup Manager and 
Customization Migration 
– Leads Import from external sources & Partner portal 
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 7 
Application Modules and Functionalities 
! Customer Center 
o Manage Customers 
o Manage Contacts 
! Lead Management 
o Manage Leads 
o Process Leads 
o Convert Leads to Opty 
! Opportunity Management 
o Manage Opportunities 
o Opportunity Assessments 
o Sales Coach 
! Partner Management 
o Partner Portal set up 
o Manage Partners 
! Territory Management 
o Manage Sales Territories 
! Sales Cloud Mobile for iPhone, 
iPad & Android 
! Assignment Manager 
o Territory Based Assignment 
! Reports and Analytics 
o Sales Cloud Dashboards 
o BI Reports 
! Customized ROI Analysis 
! Security 
o Role Based Access Control 
o Data based Record Visibility
Selling Complex Defense Sector Deals |Sept 2014 
Copyright © 2014 Capgemini. All Rights Reserved 8 
Oracles Sales Cloud and CX Solutions Moving Forward
www.capgemini.com 
The information contained in this presentation is proprietary. 
Copyright © 2014 Capgemini. All rights reserved. 
Rightshore® is a trademark belonging to Capgemini. 
About Capgemini 
With almost 140,000 people in over 40 countries, Capgemini is one of the world's 
foremost providers of consulting, technology and outsourcing services. The Group 
reported 2013 global revenues of EUR 10.1 billion. 
Together with its clients, Capgemini creates and delivers business and technology 
solutions that fit their needs and drive the results they want. A deeply multicultural 
organization, Capgemini has developed its own way of working, 
the Collaborative Business Experience™, and draws on Rightshore®, its worldwide 
delivery model. 
Learn more about us at www.capgemini.com.

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Oracle Sales Cloud: Selling Complex Defense Sector Deals

  • 1. with you Oracle Sales Cloud Selling Complex Defense Sector Deals September 2, 2014, Tahir Bangash
  • 2. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 2 Agenda ! Capgemini CX Practice ! Selling Complex Defense Sector Deals ! Oracle Sales Cloud Defense Sector Case Study • Project Background • Reasons Why Sales Cloud Was Right • Implementation Approach • Technical Solution ! Oracle Sales Cloud and CX Solutions Moving Forward
  • 3. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 3 Capgemini Oracle CRM Practice At A Glance
  • 4. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 4 Selling Complex Defense Sector Deals Oracle Sales Cloud Alignment Defense sector deals come with their our uniqueness: • The sales cycles are lengthy and deal size are large • The pipeline for leads is small requiring greater due diligence in lead qualification early on • The level of investment to pursue a deal is high – The deals often require the development of prototypes – Detailed ROI analysis is required for each opportunity • Enforcement of process is key for regulatory needs and internal approvals are required at each gateway of the sales cycle • In recent years the reduction in US Defense spending requires that company expand their selling capabilities internationally Oracle Sales Cloud provides the necessary platform to support the selling of complex deals in the Defense sector
  • 5. Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Overview Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 5 Main goal: Implement a cloud based solution that expands the current Business Development Environment for sales of Specialty vehicles in the Defense sector. The primary objectives for the client: 1. Efficiently capture and manage Leads and Opportunities 2. Align current processes to a set of standard processes and functionality 3. Reduce the number of tools used in the sales process 4. Enable easier data collection 5. Enable easier reporting on current and future sales opportunities 6. Provide the necessary rigor and structure for complex deals
  • 6. Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Reasons Why Oracle Sales Cloud Was Right Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 6 Six reasons why Oracle Sales Cloud was the right choice User Productivity Gains ! Configurable “Simplified UI“ framework that supports an optimal user experience ! Business process driven workflows and approvals 1 Setup & Configuration ! Easy to setup and administer ! Tools that allow for quick configuration and allow for scripting 2 Mobility Enablement ! Support for tablets and smart phones ! You can leverage your investments in the field with easy to use form factors 3 Sales Effectiveness ! Easily configurable Sales Coach to assist with complex selling processes ! Increased productivity with a user experience tailored by role 4 Enabler For Enriched Customer Experience (CX ! Allows for coexistence with existing customer systems ! Hub for all Customer related information on a single platform 5 Analytical Insight ! Offers ‘native’ Business Intelligence with embedded historical, real-time, and predictive analytics for information at the ready 6
  • 7. Oracle Sales Cloud - Selling Complex Defense Sector Deals Case Study Solution ! Implemented the Sales Management functionality a with Leads, Opportunities, Partner Portal, Reports & Mobility as the key modules involved. – Extensively used Groovy Script to perform very complex Financial ROI calculations – Configured Role-Based Access control using Sales Cloud Security Framework – Configured Sales Coach to assist Sales reps at each Opportunity Sales Stage – Configured Assessment functionality to evaluate Customers, Leads & Opportunities – Extended Sales Cloud Mobile to add custom child objects/fields to existing views – Migrated Customizations from Stage to Prod environment by using Functional Setup Manager and Customization Migration – Leads Import from external sources & Partner portal Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 7 Application Modules and Functionalities ! Customer Center o Manage Customers o Manage Contacts ! Lead Management o Manage Leads o Process Leads o Convert Leads to Opty ! Opportunity Management o Manage Opportunities o Opportunity Assessments o Sales Coach ! Partner Management o Partner Portal set up o Manage Partners ! Territory Management o Manage Sales Territories ! Sales Cloud Mobile for iPhone, iPad & Android ! Assignment Manager o Territory Based Assignment ! Reports and Analytics o Sales Cloud Dashboards o BI Reports ! Customized ROI Analysis ! Security o Role Based Access Control o Data based Record Visibility
  • 8. Selling Complex Defense Sector Deals |Sept 2014 Copyright © 2014 Capgemini. All Rights Reserved 8 Oracles Sales Cloud and CX Solutions Moving Forward
  • 9. www.capgemini.com The information contained in this presentation is proprietary. Copyright © 2014 Capgemini. All rights reserved. Rightshore® is a trademark belonging to Capgemini. About Capgemini With almost 140,000 people in over 40 countries, Capgemini is one of the world's foremost providers of consulting, technology and outsourcing services. The Group reported 2013 global revenues of EUR 10.1 billion. Together with its clients, Capgemini creates and delivers business and technology solutions that fit their needs and drive the results they want. A deeply multicultural organization, Capgemini has developed its own way of working, the Collaborative Business Experience™, and draws on Rightshore®, its worldwide delivery model. Learn more about us at www.capgemini.com.