CON7196: Oceaneering: Migrating from Oracle
CRM On Demand to Oracle Sales Cloud
Alistair Pereria, Oceaneering
Krishna Mulukutla, Oracle
October 2nd, 2014
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
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.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
3
Program Agenda
1
Modern Selling
2
Oracle Sales Cloud Release 9
3
Industry Solution Highlights
4
Oceaneering
5
Navigating Oracle OpenWorld
6
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
4
Modern Selling
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
5
Modern Sales in the Cloud
Sell More, Know More, Grow More
2
Mobile & Productive
Complete mobility drives sales
results
Insight Driven
1
Powerful analytics optimize
sales performance
3
Fast & Easy
Easy to deploy, easy to
use, easy to adapt
4
Collaborative
Integrated communication, coaching
and team selling drive productivity
Effective & Revenue
Generating
5
Modern selling tools to drive
performance
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
6
The Complete Solution
In-Store
Contact
Center
Social
Field
Service
Mobile
Direct Sales
Web
Channel
Oracle
Social
Cloud
Oracle
Marketing
Cloud
Oracle
Commerce
Cloud
Oracle
CPQ
Cloud
Oracle
Sales
Cloud
Oracle
Service
Cloud
Integrated Customer Experience Foundation
Globalizations and Statutory Localizations
Integrated Customer Experience Foundation
Social Network
Mobile
Analytic KPIs &
Dashboards
Predictive Analytics
Integrations
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
7
Oracle Sales Cloud
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
8
Oracle Sales Cloud Overview
Mobile
Social
Sales Automation
Partner Relationship
Management
Sales Performance
Management
Analytics
Extensibility and
Platform-as-a-Service
Customer Data
Management
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Key Areas of Focus
• Usability: No-Training UE, Simple, Faster Ramp Up for Sales Reps
• Mobility: Anytime, Anywhere, Disconnected capability
• Extensibility: Configure for SaaS, Customize with PaaS
• Analytics: Embedded, Real-Time, Predictive
• Functionality: Sales Automation, Sales Performance, Partner Relationship
Management
• Social: Integrated, Collaborative, Pervasive, Document sharing
• Integrations: Prebuilt Integrations with CX Suite, Siebel, and ERP
• Industry Solutions: Communications, Financial Services, Consumer Goods, High
Tech & Industrial Manufacturing
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
CUSTOMER EXPERIENCE DEMO
Customer 360
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
11
Improved Mobile Applications
Smartphones and Tablets - Anywhere, Anytime
•
•
•
•
Task-driven smartphone app: Call Report
Attachment support for smartphones
Inline social conversations
Mobilytics app for sales executives on iPad
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
12
Simplified Sales Automation
T’S
NEW WITH ORACLE
SALES Analytics
CLOUD RELEASE 9?
Lead-to-Opportunity-to-Quote
with Embedded
• 150+ new simplified pages:
• Global search and list management
• Activity management and team calendar
• Opportunity sales coach and assessment
• Price book configurations
• Quote Management
• Product recommendations
• Complete Lead-to-Opportunity-to-Quote process
on your tablet and laptop
• Embedded analytics provides insight into core
sales force automation metrics
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
13
Optimized Sales Performance
Streamline your Sales Plan and Operations
• Empower sales managers to set targets and
measure revenue and sales activities for their sales
reps
• Expedite rollout of territory changes with automated
transfer of territory geographies between
environments
• Enable sales managers to edit quotas offline with
quota import/export
• Accelerate compensation plan review, approval,
and acceptance with customizable plan document
and approval workflow
• Improved support for multi-currency calculations
with currency conversion rate import
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
14
Streamlined Channel Sales Execution
Reduce Response Time to Partners
• Partner 360 Overview pages for channel account
managers
• Automate lead distribution to partners using territory
or rule-based assignment
• Self-Service Partner Portal is intuitive and easy-touse
• Lead Management
• Opportunity Management and support requests
• View quotes and proposal provided by channel
managers
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
15
Embedded Analytics
Real-time Analytics to Manage your Business
• View 8 prebuilt real-time dashboards for executives to
track performance
• Over 130 sales metrics, more than 20 sales dimensions
and 50+ prebuilt reports are available to use from any
device
• Empower sales managers to measure and track sales
activities by sales representatives, customers and
opportunities.
• Create custom trending reports up to 15 months to
capture forecast and pipeline changes.
• One-click access to all your reports in one place; share
analytics insights with team members.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
16
Customer Data Management
Embedded Data Quality and Data Enrichment
• Fuzzy Account and Contact matching using Oracle
Enterprise Data Quality (EDQ) to detect duplicate
records
• Matching rules supports standard and custom
attributes
• Enrich Customer 360 data using Oracle Data
Cloud Service
• Complete Dun and Bradstreet data available
for real-time enrichment
• 50+ social handles including LinkedIn, Twitter,
Pintrest, SlideShare, etc
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
17
Extensibility: Configure, Customize, and Integrate
Tailor User Experience
• Top level custom objects support for simplified
•
•
•
•
•
•
pages
Field Grouping for simplified pages layout
M:M data relationships
Multiple child objects support for custom subject
area
Tailor with Icons and Themes
Dynamic page layout for Smartphone
Create workflow approval process for child objects
and enhanced email notifications
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
18
Oracle Cloud Marketplace
 Find out what is available today as value-added
solutions
 Oracle Cloud Marketplace URL
 Gmail ISV partners:
 App by PathInfotech Pvt. Ltd.
 App by CompanionLink Software, Inc.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
19
Oracle Sales Cloud Industry Solutions
Highlights
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
20
Tailored for Industries
Prebuilt Reference Architectures Accelerate Adoption & Time to Value
A Blueprint with Best Practices for Industries
•
•
•
•
Communications
High Tech & Industrial Manufacturing
Consumer Goods – Retail Execution
Financial Services – Retail Banking
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
21
Customer Experience
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
22
Company Overview
Continue Organization Growth
 Oceaneering International, Inc. provides engineered




services and products primarily to the offshore oil and
gas industry, with a focus on deep-water applications.
Rely on CRM solution to support exponential growth
objectives across multiple business units within 4
business segments.
12,200 Employees globally
HQ: Houston, TX, USA.
Industry: Oil & Gas
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
23
Company Overview
Continue Organization Growth
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
24
Challenges
Continue Organization Growth
 Optimize Lead to Quote to Order to Cash process.
 Create pipeline visibility across products/services and
business units to enable central management and
optimization of cross- and up-sell opportunities.
 Operate as one company across all regions and
business units.
 Analyze Total Available Market.
 Analyze growth and sales activities to increase market
share of existing products and identify opportunities
to introduce new products or services.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
25
Benefits
Continue Organization Growth
 Consolidated single source of truth for prospects and




opportunities.
Align sales /operations teams around customers needs
resulting in improved customer satisfaction.
Enterprise analytics to adjust strategies according to
growth objectives.
Engage users with an easy and common UI across
mobile and desktop platforms.
Full featured mobile offering including support for
execs to approve bid/tenders.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
26
Anticipated Results
Continue Organization Growth
 Provide concise view on our total available market by




region, business unit, and products/services.
Improve forecast accuracy and roll-up aggregated
sales pipeline.
Improve executive visibility across the organization to
make the right decision at the right time.
Increase user productivity via Simplified UI, on smartphone, tablet and desktop platforms.
Improved focus on Key Account.
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
27
Why Oracle Sales Cloud?
Continue Organization Growth
 Analytics
 Mobility
 Scalability
 Usability
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
28
How Critical is Oracle Sales Cloud
Continue Organization Growth
- Total Available Market
- Customer Master
- Product Master
- Sales Order History
Oracle
Sales
Cloud
-
Account Management
Contact Management
Opportunity Management
Online Bid/Tender Approval
- Enterprise Data Warehouse
- 360°View of Customer
- Executive Dashboards
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
29
Key Takeaways
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
30
Key Takeaways
• No-training user experience for sales reps, sales managers, channel account
managers and partners
• New task-driven smartphone app to increase sales rep productivity and
adoption
• Performance dashboards and analytics bring real-time information to sales
executives
• Configure, customize, integrate to meet your unique business requirements
• New industry solutions: Communications, Financial Services, Consumer
Goods, High Tech & Industrial Manufacturing
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
31
Navigating Oracle OpenWorld and Beyond
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
32
Visit the Sales @ CX Central Kiosks
Oracle Sales Cloud: Core Sales Force Automation (SFA)
Oracle Sales Cloud: Sales Reps Productivity on Smartphones
Oracle Sales Cloud: Managing Your Business using Tablets
Oracle Sales Cloud: Sales Analytics
Oracle Sales Cloud: Sales Performance Management
Oracle Sales Cloud Configuration and Customization
Oracle Sales Cloud: High Tech and Industrial Manufacturing
Oracle Sales Cloud: Financial Services and Retail Banking
Oracle Sales Cloud: Telecommunication
Oracle Sales Cloud: Consumer Packaged Good - Retail Execution
Oracle Sales Cloud: Integrating Sales, Marketing, CPQ and Service
Oracle Sales Cloud Integrations with CRM On Demand, EBS, JD Edwards and Siebel
CRM On Demand: Leveraging the Cloud to Enhance Customer Experience
CX for Sales Reps: Sell More with Oracle Sales Cloud
CX for Sales VPs: Grow More with Oracle Sales Cloud
CX for Sales Reps: Using Oracle Voice for Improved Productivity
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sales VP’s Join US: Oracle Sales Executive Summit 2014
The NEW Home of the SF 49ers - Levi’s Stadium, November 12
• Learn from top experts on Modern Selling who
will share strategies that:
– Turn “B players” into top performers with a more
productive selling approach
– Enable real-time coaching to build pipeline and establish
best practices
– Inspire great teamwork with social, mobile and contentsharing in the cloud
• Network with your VP Sales Executive peers and
get an exclusive, behind-the-scenes tour of the
new stadium!
• Contact: mailto:[email protected]
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
34
Key Resources at Oracle.com/openworld
• Focus on Documents
–Go to: Oracle OpenWorld-Sessions-Customer Experience-Sales
• Oracle Sales Cloud
–Videos, Data Sheets and Product readiness resources
• Oracle Sales Cloud – YouTube
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
35