ORACLE SALES CLOUD: PERSPECTIVES Rebecca Wettemann +1-617-720-2000 [email protected] NucleusResearch.com About Nucleus Research An independent IT research and advisory firm that specializes in the financial and operational value that technology delivers to enterprise organizations. > Founded in 2000, based in Boston MA > More than 450 published ROI case studies > Standard, consistent, globally understood research methodology focusing on ROI and financial Payback. > The only firm registered with the National Association of State Boards of Accountancy Registration #108024 NucleusResearch.com Agenda > The promises – and challenges – of SFA > The Dark Cockpit > Looking at Oracle Sales Cloud > Key differentiators > Benefits > Case examples > Best practices NucleusResearch.com CRM delivers $8.71 for every dollar spent. (Nucleus Research o128, June 2014) NucleusResearch.com The Promise of SFA > Greater productivity > Greater visibility > Greater scalability > Increased profits > Increased growth NucleusResearch.com The Challenge of SFA Managers need better data! > The biggest SFA challenge is data entry > Poor data drives poor forecasting > Old data means missed coaching opportunities > Pushing data entry is not the answer NucleusResearch.com The SFA Conundrum 7.56% Profits Time spent in CRM Nucleus Research n167 – Enterprise software must adopt the principles of Dark Cockpit, November 2013 NucleusResearch.com The Dark Cockpit NucleusResearch.com The Dark Cockpit - SFA > Simplify > Focus > Automate > Coach NucleusResearch.com Looking at Oracle Sales Cloud NucleusResearch.com A Closer Look > > > > > > > Simplified UI Improved Outlook integration, social collaboration, and voice capture Territory, account, quota, and incentive comp management Embedded dashboards, analytics, reports with pre-built KPIs Improved lead and forecast management Sales Predictor Improved support for integration between Siebel, E-Business Suite, and JD Edwards Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014 NucleusResearch.com Simplify NucleusResearch.com Simplify – Oracle Sales Cloud > UI, UI, UI > Mobile UI > One-click to view and manage > CRM without training > Cloud NucleusResearch.com Cloud quick facts > > > > > > 1.7 times greater ROI Time to go-live measured in weeks rather than months. Average payback in 5 months versus 1.1 years for on premise 85% lower up-front costs 75% of IT departments report they are resource constrained Tax advantages of OPEX versus CAPEX can save 5% of the project NucleusResearch.com Focus NucleusResearch.com Focus with Oracle Sales Cloud > Sales Predictor > Embedded in-context analytics Analytics delivers $13.01 for every dollar spent. (Nucleus Research o204, September 2014) > AroundMe NucleusResearch.com Automate NucleusResearch.com Automate with Oracle Sales Cloud > Automated data capture, updating, correction > Improved Microsoft Outlook integration > Voice capture > Data management and data quality NucleusResearch.com Coach NucleusResearch.com Coach with Oracle Sales Cloud > Embedded real-time analytics drive coaching in the moment > Automation of tasks frees up time for more meaningful conversations > Real reporting: when a deal changed, how it changes, who changed it > Accelerate sales onboarding 50-75% > Reduce tactical management by 75% > Increase close rates by 10-15% NucleusResearch.com Examples NucleusResearch.com Example: Apex IT ROI: Payback: 724% 2 months The Challenge: Needed a new CRM to support the growth needs of the business with integrated sales and marketing functions. The Strategy: Implemented Sales Cloud integrated with Eloqua. Key Benefits: - Increased visibility - Increased sales and marketing productivity - Improved margins NucleusResearch.com Example: Batesville ROI: Payback: 111% 1.1 years The Challenge: Needed better way to track and manage sales performance while facing changing marketing conditions. The Strategy: Implemented Sales Cloud with an iPad pilot and integration with JD Edwards. Key Benefits: - Increased visibility - Increased sales and management productivity NucleusResearch.com Best Practices NucleusResearch.com Keys to Success with Oracle Sales Cloud > Take advantage of cloud ROI multiplier > Experiment > Expand > Evolve > Know your data > Pilot with mobile > Have users vote early and often NucleusResearch.com Human issues > > > > Individual Hierarchical Structural Cultural 70% of bad projects have a root cause in a human factor NucleusResearch.com Resources Visit: NucleusResearch.com Resources: Nucleus Research o60 – Technology Value Matrix 1H 2014 – CRM, April 2014 Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014 Case studies Nucleus Research Knowledge Center Nucleus Research CRM ROI Financial Modeling Tool NucleusResearch.com Summary > Oracle Sales Cloud leverages intelligence of software with advanced capabilities > Dark Cockpit > > > > Simplify Focus Automate Coach > Best Practices > The 3 E’s of Cloud > Address Human Factors NucleusResearch.com Thank you! 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