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Oracle Sales Cloud & CPQ Cloud

Oracle Sales Cloud & CPQ Cloud. Overview Presentation. Fadi Shamshikh - Vice President, Product Development, Oracle Vibhor Gaur - Director of Product Management, Oracle October 2nd, 2014. Program Agenda. 1. The Customer Experience CX Portfolio: Spotlight on Sales Cloud & CPQ Cloud Demo

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Oracle Sales Cloud & CPQ Cloud

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  1. Oracle Confidential – Internal/Restricted/Highly Restricted

  2. Oracle Sales Cloud & CPQ Cloud Overview Presentation Fadi Shamshikh - Vice President, Product Development, Oracle Vibhor Gaur - Director of Product Management, Oracle October 2nd, 2014 Oracle Confidential – Internal/Restricted/Highly Restricted

  3. Program Agenda 1 The Customer Experience CX Portfolio: Spotlight on Sales Cloud & CPQ Cloud Demo Implementation Details Key Takeaways 2 3 4 5 Oracle Confidential – Internal/Restricted/Highly Restricted

  4. The Customer Experience Oracle Confidential – Internal/Restricted/Highly Restricted

  5. social mobile y-gen self discovery buying learning targets choice value expectation information Your Customer has CHANGED Oracle Confidential – Internal/Restricted/Highly Restricted

  6. Statistics Indicate There is Progress to be Made of execs say customer experience is critical to their business advantage 97% 39% 20% are just getting started with a customer experience initiative consider their customer experience initiative to be advanced Source: 2013 “Global Insights on Succeeding in the Customer Experience Era” (2013) Oracle Confidential – Internal/Restricted/Highly Restricted

  7. CX Portfolio: Spotlight on Sales Cloud & CPQ Cloud Oracle Confidential – Internal/Restricted/Highly Restricted

  8. Oracle’s Cloud Leadership 10,000+ Cloud Enterprise Customers Cloud Customers in 180+ Countries 34 Languages 21,500,000+ End Cloud Users 13 Global Data Centers 2+ Billion Cloud Transactions per Day 2,100+ CloudCX Customers 9 Oracle Confidential – Internal/Restricted/Highly Restricted

  9. The Complete Solution Oracle Social Cloud Oracle Marketing Cloud Oracle Commerce Cloud Oracle CPQ Cloud Oracle Sales Cloud Oracle Service Cloud In-Store Contact Center Field Service Social Mobile Direct Sales Web Channel Integrated Customer Experience Foundation Globalizations and Statutory Localizations Integrated Customer Experience Foundation Social Network Mobile Analytic KPIs & Dashboards Predictive Analytics Integrations Oracle Confidential – Internal/Restricted/Highly Restricted

  10. 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

  11. Oracle CPQ Cloud Proposal GeneratorCreate, customize and brand proposals for sales reps, channel partners or sales channels, and customers Workflow ApprovalsRoute orders for review & approval, ensure 100% accuracy and eliminate approval bottlenecks with automated workflow • Comprehensive Sales Management Capabilities Channel ManagementStandardize 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 Order ExecutionEliminate manual and repeated data entry into multiple systems Pricing and QuotingEnsure 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 Reporting Improve quote management, forecasting, and product management with better information and insights

  12. Oracle Sales Cloud Overview Partner Relationship Management Mobile Social Sales Automation Sales Performance Management Extensibility and Platform-as-a-Service Customer Data Management Analytics

  13. Oracle Sales Cloud Integrated CX Portfolio Service Cloud Contact Center/Knowledge base Siebel Complex processes and workflows, call center and field service Sales Cloud Marketing Cloud Integrated Marketing Campaigns & Leads CPQ Configure, Price, Quote Configure to Quote

  14. What the Analysts are Saying Oracle Confidential – Internal/Restricted/Highly Restricted

  15. “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 Oracle Confidential – Internal/Restricted/Highly Restricted

  16. “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. Oracle Confidential – Internal/Restricted/Highly Restricted

  17. DEMO Sales Cloud & CPQ Cloud Oracle Confidential – Internal/Restricted/Highly Restricted

  18. Oracle Sales Cloud to CPQ Cloud Account Overview Showing Open Quotes Account Quote UI Quote Proposal Generated • 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 Updated Opportunity Revenue

  19. Implementation Details Oracle Confidential – Internal/Restricted/Highly Restricted

  20. Solution Components Top level Quote object in Sales Cloud 1 Create, Update, Delete operations provided in public services 2 Quote and Proposal are visible in Sales Cloud (Opportunity & Account) 3 Opportunity Revenue Lines refreshed by CPQ Quote Lines automatically 4 CPQ Cloud embedded in Sales Cloud shown seamlessly to user by leveraging SSO 5 Ability to create, edit, version and duplicate a quote from Sales Cloud 6 Central setup page to configure the cloud and its parameters 7 Customer and Contacts synced while creating a quote 8 Bi-directional synchronization of products between Sales and CPQ Cloud 9 21 Oracle Confidential – Internal/Restricted/Highly Restricted

  21. Integration Architecture Browser View of Sales and Quoting Data Customer Flow Opportunities Flow Quotes/Sales Order Flow Quote/ Sales Order Data Sales Data Data Synch via Web Services Business Process Logic Legend Sales Cloud CPQ Cloud Display CPQ Cloud Data Display Sales Data Data Sync Product, Quote/Sales Order

  22. 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 23 Oracle Confidential – Internal/Restricted/Highly Restricted

  23. Key Takeaways Oracle Confidential – Internal/Restricted/Highly Restricted

  24. 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 Oracle Confidential – Internal/Restricted/Highly Restricted

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