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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Oracle Sales Cloud & CPQ Cloud
Overview Presentation
Fadi Shamshikh - Vice President, Product Development, Oracle
Vibhor Gaur - Director of Product Management, Oracle
October 2nd, 2014
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted
Program Agenda
1
The Customer Experience
2
CX Portfolio: Spotlight on Sales Cloud & CPQ Cloud
3
Demo
4
Implementation Details
5
Key Takeaways
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The Customer Experience
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social
mobile
y-gen
self discovery
Your Customer has
CHANGED
buying
learning
targets
choice
value
expectation
information
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Statistics Indicate There is Progress to be Made
97%
of execs say customer
experience is critical
to their business advantage
39%
are just getting started with a
customer experience initiative
20%
consider their customer experience
initiative to be advanced
Source: 2013 “Global Insights on Succeeding in the Customer Experience Era” (2013)
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CX Portfolio:
Spotlight on Sales Cloud & CPQ Cloud
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Oracle’s Cloud Leadership
21,500,000+
End Cloud Users
2,100+
Cloud
CX Customers
10,000+
Cloud Customers in
Cloud Enterprise
Customers
180+ Countries
34 Languages
13
Global Data
Centers
2+ Billion
Cloud Transactions
per Day
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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
Sales
Cloud
Oracle
CPQ
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
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Oracle CPQ Cloud
Oracle acquired BigMachines, the global leader in Cloud-based CPQ.
About Big Machines
• Established in 2000, BigMachines is headquartered in Deerfield, IL, with offices in Chicago, Frankfurt
and London.
• 100% SaaS delivered. Can run stand-alone or integrated with Oracle Sales Cloud, SFDC, or CRM On
Demand.
• More than 300+ companies, including ADP, Coca-Cola, Siemens and Vodafone, rely on BigMachines’
flexible CPQ Cloud to connect and automate their sales processes.
• Dozens of highly referenceable customers across verticals running eBusiness/JDE/others for ERP
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Oracle CPQ Cloud
Comprehensive Sales Management Capabilities
Workflow Approvals
Proposal Generator
Route orders for review & approval, ensure 100%
accuracy and eliminate approval bottlenecks with
automated workflow
Create, customize and brand proposals for sales
reps, channel partners or sales channels, and
customers
Pricing and Quoting
Ensure consistent application of pricing and
discounting rules, and automatically generate
customer-friendly quotes in multiple formats
Product Configurator
Ensure 100% accurate quotes and orders and
eliminate data entry errors
Guided Selling
Guide users to the optimal products and options
based on customer needs with guided selling
functionality
Price &
Quote
Present &
Propose
Select &
Configure
Order &
Fulfill
Channel Management
Standardize and enhance the sales process for
channel partners, VARs and distributors
Contract Execution
Automate contracts, route contracts for approvals
and signatures, store contracts with accounts or
opportunities and analyze trends
Report &
Analyze
Order Execution
Eliminate manual and repeated data entry into
multiple systems
Reporting
Improve quote management, forecasting, and
product management with better information
and insights
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
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. |
Oracle Sales Cloud Integrated CX Portfolio
Service Cloud
Contact
Center/Knowledge base
Siebel
Complex processes and workflows,
call center and field service
Marketing Cloud
Sales Cloud
Integrated Marketing
Campaigns & Leads
CPQ
Configure, Price,
Quote
Configure to Quote
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
What the Analysts are Saying
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“Oracle Sales Cloud offers typical opportunity
management capabilities, but also includes incentive
compensation, territory planning and built-in analytics.
Oracle is currently on its eighth release for Oracle Sales
Cloud. The offering has appeared on more shortlists and
has significantly increased the number of customer
references implementing it since 2013.”
Rob Desisto, Vice President
Gartner, Magic Quadrant
July 2014
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“The streamlined user interface and usability focus make Oracle
Sales Cloud easy to adopt and use with virtually no training. The
smartphone and tablet user experiences virtually eliminate data
entry and are enhanced with sales productivity capabilities that
guide salespeople through the entire selling process.”
− Rebecca Wettemann, Vice President
Nucleus Research Inc.
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DEMO
Sales Cloud & CPQ Cloud
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Oracle Sales Cloud to CPQ Cloud
Account
Overview
Showing
Open Quotes
Account
Quote UI




Configure, Price, and Quote in the Cloud (from Account or Opportunity)
View proposal document from Sales Cloud
Updated Revenue Opportunity
Quote summary synched to Sales Cloud
Quote
Proposal
Generated
Updated
Opportunity
Revenue
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Implementation Details
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Solution Components
1
Top level Quote object in Sales Cloud
2
Create, Update, Delete operations provided in public services
3
Quote and Proposal are visible in Sales Cloud (Opportunity & Account)
4
Opportunity Revenue Lines refreshed by CPQ Quote Lines automatically
5
CPQ Cloud embedded in Sales Cloud shown seamlessly to user by leveraging SSO
6
Ability to create, edit, version and duplicate a quote from Sales Cloud
7
Central setup page to configure the cloud and its parameters
8
Customer and Contacts synced while creating a quote
9
Bi-directional synchronization of products between Sales and CPQ Cloud
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Integration Architecture
Data Integration
Browser
View of Sales and Quoting Data
• Action-initiated data synchronization between Sales and
CPQ Cloud for Quote/Sales Order data
• Batch Product Synchronization
Customer
Flow
Opportunities
Flow
Sales Data
Data Synch via
Web Services
Sales Cloud
Quotes/Sales Order
Flow
Quote/
Sales Order
Data
Business Process
Logic
CPQ Cloud
Integration & Business-Logic
• Update Opportunity Revenue from CPQ Cloud
Quotes/Sales Orders
UI Integration
• Account and Contact selection/update in CPQ Cloud
• Quote/Sales Order summary information available in
Sales Cloud from CPQ Cloud
• Drill directly into sales proposal from Sales Cloud
Legend
Data Sync Product,
Quote/Sales Order
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Display CPQ Cloud
Data
Display Sales Data
Recommended Best Practices
Synchronize products between Sales Cloud and CPQ Cloud
Define users in Sales Cloud and CPQ Cloud
Enable SSO for a seamless user experience
Follow detailed instructions in Sales Cloud – CPQ Cloud Integration guide
Implement custom application logic on extensible quote & order object in Sales
Cloud
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Key Takeaways
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Key Takeaways
• No-training user experience for sales reps, sales managers and channel
account managers
• Oracle Sales Cloud and CPQ combined ensure a modern SFA solution that is
easy to use and configure
• Accurately configure and price products by leveraging a prebuilt integration
between Sales Cloud and CPQ Cloud
• Industry leading CPQ solution enables pricing management, approvals and
configuration of products
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