Presentation Transcript

1. How to Harness the Power of "Social Everything" to Increase Your Sales Andy Kershaw, Sr. Director Leslie Buhrer, Sr. Director
2. Safe Harbor 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.
3. Oracle CX connects every engagement your customer has with your brand Leader in CRM Lead Management Leader in E-Commerce Leader in Sales Force Automation Leader in CRM Web Customer Service Leader in CRM for Large Organizations Leader in CRM Customer Service Contact Centers Leader in CRM Suite for Customer Service Solutions In Store Contact Center Social Field Service Mobile Direct Sales Channel Sales Oracle Commerce OracleSales Oracle Marketing Web Oracle Social Oracle Service Foundational Tools Oracle Cloud Infrastructure and Platform Services Oracle Integration and BPM/SOA Tools Oracle Mobile, Portal and Content Tools Oracle MDM, BI and Decisioning Tools
4. Panel Members Leslie Buhrer, Sr. Director Product Management, Oracle Sales Cloud Andy Kershaw, Sr. Director Product Management, Oracle Social Network Jill Rowley, Principle, Oracle Sales (enablement and social evangelist) Jeffrey Bailey, Sr. Director Oracle Sales Consulting, North America
5. Overview How Oracle’s Internal Sales Force uses Social Networking A Sales Rep Perspective by Jill Rowley A Sales Executive Perspective by Jeffrey Bailey Demo: A Conversation In-context of the Sales Cycle The Results Product Roadmap
6. What is social selling and how does an Oracle Sales Rep use social networking?Jill Rowley
7. The ABC’s of Social Selling – Always Be Connecting @jill_rowley
8. 82% of the world’s on-line population can be reached by Social Networks
9. Statistics show 78% of Sales Professionals Using Social Media Outsell Their Peers
10. Social Selling System: More tools in your tool belt Would you try to maintain your territory with only hammer & nails? (Phone & Email) NO – add more tools to do the job right!
11. The Modern Sales Professional is Collaborative, Customer-Centric, a Content Connoisseur, Transparent, Trustworthy, Relevant, Insightful, Engaging, Passionate, Creative
12. Unlimited access to real-time information
13. The Impact of Social Conversations Business is run through conversations between people Conversations are about what's going on (within apps, about content, alignment with processes) Conversations provide context and help us make sense of situations in making decisions Conversations are how we share insight, develop relationships, lead and motivate people, ultimately working together to achieve business goals
14. Social Collaboration @ORACLEJeffrey Bailey
15. Oracle Internal Sales – A Case Study Large sales organization of over 40,000 people Sales teams are distributed globally Fast moving industry demands quick response time Organization is Highly Mobile, Always On Diverse products (technology, applications, services) require experts Old ways of collaborating were extremely fragmented Made a commitment to social collaboration We Like the results so far!
16. So how are we using Oracle Social Network? Three primary ways: Information Sharing Real-time Opportunity Management Team/Project Collaboration
17. Information Sharing
18. Real-Time Opportunity Collaboration
19. Team/Project Collaboration
20. Oracle Sales Cloud Social Network Benefits Anytime Access Quickly Update CRM Data Facilitate Sharing Better Prepared Connect Faster Work Together Easily Engage Expertise Create Your Personal Brand Faster Results Solve Problems Build Knowledge Increase Visibility Sell More with Optimized Team Performance Know More with Access to People and Information Grow More with Smarter Decisions
21. DEMO What does this mean for the every day Sales Rep and Sales Executive?
22. Making Sales Reps Successful Day in the life of …the Sales Team Immediate Information Finding Information Stay Current with your Team Social Selling Interactive Conversations Flags for Review Document Annotation Team Collaboration
23. Demo - Sales RepLisa’s iPad
24. Social Profile – Follow, Learn, Engage Connections Made Easy Recommendations Follow and Followers Groups Link to extended profile Insight into activities Search, filter, mark Notifications and digests Available the way you work: Browser, Mobile, Outlook
25. Conversations Enterprise Ready Dialogues Discover & discuss any topic with any group of people, enabling targeted and private communications Associate conversations to one or more Sales objects (leads, opportunities, customers) Start as easily as IM and email to gracefully escalate in the scope of the Conversation Bring in documents, add annotations, video and voice
26. Demo Sales RepJulian’s Web Client
27. Virtual Social Sales Team Anywhere Easy, Effective, and Efficient to use across Virtual Teams Collaborate with conversations throughout the sales cycle Promote sales team productivity Build cross-team knowledge by integrating conversations with sales Share sales content with real-time annotation, application sharing, editing Share documents, images and other rich media between people and groups
28. Collaborating on Content Connecting People Together Real-time annotation, versioning, application sharing and in-place editing Enable content flow of content, documents, images and other rich media between people and groups Start Conversations Discover, browse, and follow people Post messages to people and their followers
29. Demo Sales ExecutiveMateo’s CRM Desktop
30. Executives Staying Current with the Team Five Minutes (a nickel of time) Search by sales topics (accounts and opportunities) Full text search across the conversations Items “flagged” for my review Favorite items Add additional members to the conversation
31. The Results
32. Simplified UI, Outlook Plug-in, Web Client Accounts Leads References Organizations Group Opportunities Partners Competitors Person In-Context of Sales Objects Social Outlook Integration
33. Mobility (Phones and Tablets) Mobile iPad iPhone Android Conversations Notifications Information
34. Out Of the Box, Configurable, and Extensible Admin configuration designating sales objects and fields for conversations Manual creation of conversation based on prompt Automatic creation of conversation when object is created Specify fields to be included in conversation (i.e. status change, revenue amt, etc.)
35. Oracle Sales Cloud Social Network Benefits Anytime Access Quickly Update CRM Data Facilitate Sharing Better Prepared Connect Faster Work Together Easily Engage Expertise Create Your Personal Brand Faster Results Solve Problems Build Knowledge Increase Visibility Sell More with Optimized Team Performance Know More with Access to People and Information Grow More with Smarter Decisions
36. What’s available now and what is coming in the future?Andy KershawLeslie Buhrer
37. Oracle Applications: Current Release and Roadmap Oracle Sales Cloud Sales Force Automation Account Planning Quote and Order Capture Contracts, Sales Agreements, Pricing Multiple Sales Accounts Dynamic Layout for Desktop and Mobile Continued expansion of Simplified UI Continue expansion of Mobile Commerce Cloud: Self-service integration Incentive Compensation Plan Design & Distribution Module, Plan Modeling, Addt’l. Integrations to Quota/Territory Management, BI/Report Enhancements Customer Master Data Management All CX account and contact data mastered via Customer Data Hub Sales Force Automation Simplified UI additional functions, Sales Manager, Role Based Analytics Activity Redesign and Activity Center Global search and auto-suggest Read-Write disconnected Mobile Multi-org / Business Units CRM Desktop for Lotus Notes ISV Integrations patterns, support, documentation and rollout Enhanced CX integrations for Marketing Cloud, Service Cloud, Social Cloud, EDQ, EBS/JDE Incentive Compensation Plan Report /Workflow, New BI Dim /Reports, Integration/Services Partner Relationship Management Channel Manager on Mobile Customer Master Data Management CDM Dashboard Sales Force Automation Simplified UI additional functions, Forecasting, Sales Campaigns Streamlined Sales Rep processes Read-only disconnected Mobile Dynamic Layout for Simplified UI Enhanced CX integrations for Marketing Cloud, EBS and JDE Territory and Quota Management Intuitive Territory Setup File based import / export Product and Unit based quotas Incentive Compensation Estimated Comp, Commission Dashboard, New integrations, automation, and de-bug support Partner Relationship Management Partner Self-Service Registration Customer Master Data Management Survivorship Framework to improve de-duplication Sales Force Automation Simplified UI for Sales Reps Updated Mobile UI for Smart Phone and Tablet Android support for mobile Analytics on Mobile Advanced report writer and report scheduling Enhanced Composer features for both Simplified and Standard UI Enhanced CX integrations for Marketing Cloud, Service Cloud, Social Cloud Social Wall / Conversation for Customer, Lead, Oppty, Partner Incentive Compensation Automated Transaction Integration via Oracle WebCenter, Oracle Social Network for Comp Admin and Participants Sales Forecasting Forecast submission from Mobile Future DirectionsPost 12 month planning cycle Release 9 Release 7Summer 2013 Release 8
38. Oracle Sales Cloud Track Sessions
39. Join The CX Conversation @ OpenWorld #CX #OOW13 @OracleCX
40. Stay Connected With CX
41. Oracle Sales Cloud Demo StationsMoscone West, Exhibition Hall Level 1 The Oracle Sales Cloud demo Stations are Here
42. Q & A
43. Graphic Section Divider