Driving Growth Through Smarter Selling
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The document discusses Oracle Sales Cloud and how it enables smarter selling. It summarizes that Oracle Sales Cloud helps reps sell more by enabling them to sell from any device. It helps managers know more through better analytics and coaching tools. And it helps companies grow more through features like social selling, marketing integration, and a mobile platform. The presentation then demonstrates some of these capabilities.
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Driving Growth Through Smarter Selling
- 1. Driving Growth Through Smarter Selling #smarterselling Doug Clemmans, SVP Sales, North America Thomas Kurian, EVP Product Development 1 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 2. 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. 2 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 3. Today’s Agenda World of Selling Has Changed New Era of Smarter Selling Oracle Sales Cloud Overview and Demonstration Customer Successes Getting Started With Smarter Selling Join The Conversation #smarterselling 3 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 4. Sales Goals Have Not Changed … • Meet or Beat Your Number • Ensure Forecast Accuracy • Increase % of Reps Making Quota 4 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 5. But The World of Selling Has… Social Mobile Cloud Big Data And Current Sales Solutions Are Falling Short… 5 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 6. Critical Problems Persist Sales reps spend 78% of time performing administrative tasks… 6 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 7. Critical Problems Persist and only 22% of time selling Sources: How to Analyze Your Sales Processes on Efficiency Versus Effectiveness, by Gartner, 2012 How Sales Reps Spend Their Time by Pace Productivity Inc, and other studies* 7 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 8. Critical Problems Persist % 40 of B2B sales miss quota Source: Inside Sales Metrics & Compensation :Research on B2B Inside Sales implementations 8 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 9. What Do Companies Need? Something Smarter 9 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 10. Oracle Sales Cloud Drives “Smarter Selling” That helps… - Reps Sell More - Managers Know More - So your company can Grow More 10 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 11. Sell Anytime, Anywhere, From Any Device Better Coaching & Collaboration Empower Reps to Grow Their Own Pipeline 11 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Reps Sell More
- 12. Oracle Sales Cloud Mobile Native Mobile Applications • • Android (version 4.0.2 and higher) - Smartphone & Tablets (7” and 10”) • BlackBerry (version 5.0, 6.0, and 7.0) - Models: Bold, Storm, Curve, Torch • 12 iOS (version 5.0 and 6.0) - iPhone models 6, 5, 4S, 4, 3GS; iPad (All) Functions: Contacts, Leads, Opportunities, Forecasting, Interactions Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 13. Zero Training User Interface Multi-channel Sales User Experience – Any Device, Any Platform 13 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 14. Oracle CRM Desktop Native Outlook Interface • Customers, Opportunities, Leads, Calendar, Contacts, Tasks • Save, Tag customer e-mails, tasks etc. with sales context • Work when disconnected from network – Competitor has no solution 14 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 15. Collaborate to Close Deals Faster Real-Time, Contextual Social Networking • • Instant access to sales resources & recommendations • Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Build highly effective sales teams and leverage your networks • 15 See updates from people & business objects in a Facebook-like UI Work across the company – across deals, teams, departments.
- 16. Oracle Voice for Sales Use Your Voice to Use the Application Native application interaction Navigate application, execute transactions Voice or keyboard Talking beats Typing 16 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 17. Drive Highly Qualified Leads With integrated Marketing & Social Relationship Management • Grow sales with highly qualified leads at a lower cost • Leads: Capture leads from web, social, e-mail, search & other channels • Segment: Effectively using their Digital Body Language • Nurture & Optimize: Nurture leads and boost demand generation effectiveness 17 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 18. Use Best-in-Class Analytics to improve Results Embedded Dashboards, Analytics, and Reports • Optimize performance & grow revenue with best-in-class embedded analytics • Pre-built Best-Practices KPIs: Dashboards for everything that matters • • Customers; Pipeline; Opportunities And much more… • • 18 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Predictive Analytics: Use key objects & metrics across all your sales teams Extensible: Create custom reports and dashboards in seconds
- 19. Pre-Integrated Marketing, Sales, Service, Social 2. Social Network 4. Social Cloud Conversations about Sales Topics Integrated Social Campaigns & Leads from Social Sales Cloud 3. Marketing Cloud 5. Service Cloud Integrated Marketing Campaigns & Leads Visibility to Opportunities, Incidents, Servic e Requests 1. Customer Master Shared Clean Customer Data 6. ERP Opportunity to Quote 19 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 21. Plan and Target Your Sales Team effectively Act on Opportunities and Threats Faster Manage More Effectively Anywhere, Anytime Managers Know More 21 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 22. Deploy & Target Your Sales Team Territory, Quota, Compensation, Performance Management • • Account Management: Put your best people on the most important accounts • Quotas: Set achievable goals based on real territory opportunities • Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Territory Management: Maximize sales coverage with optimal territories • 22 Deploy your sales teams to maximize revenues & upside Incentive Comp: Drive performance with the right quotas & compensation
- 23. Forecast More Accurately Opportunity Management & Forecasting • Manage your pipeline effectively to maximize your results • Forecasting: Get real-time feedback about where you stand at any time • Analytics: Drill down in context to find what has changed – at any level in your organization • Mobilytics: Identify how best to re- shape your forecast to meet goals 23 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
- 24. Oracle Mobilytics Forecast Shaping • Visualize all your Sales Data to shape Forecasts and Pipeline • Focus on the right deals and accounts • Better manage your team 24 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 26. Maximize Revenue & Optimize Sales Performance Know What to Sell to Your Customers Get More from Marketing and Partners Companies Grow More 26 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 27. Clean Customer Master Data Centralized, Clean, and Shared Customer Data • • Clean Customer Data: standardize, analyze, and cleanse customer data • Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Customer 360: a complete view of customer • 27 Target sales organization better with consistent, shared customer information Unified View: Across Marketing, Sales, Service, Social & Installed Base
- 28. Know What To Sell To Your Customers Find “Next Best” Product To Sell • • Confidential – Oracle Internal Sales Predictor: Identify new accounts & product opportunities for sales teams using data mining and rules • Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Installed Base: Have a complete view of customer’s existing products & services • 28 Identify account whitespace and new opportunities for sales teams Territories & Campaigns: Use “new” prospects in sales planning
- 29. Help Your Sales Teams with Great Leads Get More Help from Marketers • • Confidential – Oracle Internal Nurture: Let marketing nurture leads until they are ready to purchase • Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Cross Sell: Improve up/cross-sell with a complete customer profile (digital body language) • 29 Enable your sales reps to focus on the highest quality and hottest leads Collaborate: Improve visibility and shared pipeline between sales and marketing
- 30. Configure Once Across All Your Devices Leverage Existing Applications with PaaS Select 3rd Party Apps from Cloud Marketplace Extend to Fit Your Business 30 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 31. Extensibility Platform Browser-based Extensibility for Business Users Administration Configuration Search Engine 31 Web Services/Groovy Reporting & Analytics Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Access Control Multi-Device Confidential – Oracle Internal Object Workflow Multi-Language Authentication / SSO Services MultiCurrency
- 32. Oracle Application Composer For Web, Desktop, Mobile Applications • One place to configure Web & Mobile Applications • One place to preview extensions on ALL devices • Competitors have separate places to configure mobile vs. Web Apps 32 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
- 33. Oracle Cloud: Platform-as-a-Service Database Services Java Services Developer Services Social Network Document Services Common Infrastructure Services 33 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal Analytics Services Application Store
- 34. Oracle Cloud Marketplace Choose, install, and manage 100s of ISV apps Extend and integrate with Oracle SaaS Read reviews and evaluate partner ecosystem Buy and deploy easily 34
- 35. Oracle Sales Cloud: ISV Eco-system 35 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal
- 36. Oracle Sales Cloud Customer Testimonials
- 37. Oracle Cloud: Customer Experience Sales Cloud is the core of the best CX Suite In Store Contact Center Social Mobil e Field Service Direct Sales Web Channel Sales CONTENT SOCIAL MARKETING COMMERCE SALES SERVICE Oracle Sites & Endeca Oracle Social Cloud Oracle Marketing Cloud Oracle Commerce Oracle Sales Cloud (formerly FusionCRM) Oracle Service Cloud Integrated Customer Experience Foundation Customer Experience Foundation Social Network 37 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Mobile Analytic KPIs & Dashboards Predictive Analytics Integrations
- 38. Customer Examples 38 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 39. Sales Cloud @ Oracle 39 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 40. 390,000 Customers 100+ Countries $37 Billion Sales Revenue BIG 20,000 Partners 2 Million Transactions 25,000 CRM Users 40 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 40
- 41. Multiple Territory Modeling FRAGMENTED Silo-ed Analytics Separate Forecasting 41 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 41
- 42. •Prime SaaS •Field •Co-Prime •Channel IaaS PaaS •Inside sales On Premise RICH & COMPLEX Software Geographies Global Business Units Hardware Engineered Systems Industry Consulting Services 42 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. 42
- 43. Sales Cloud Success @ Oracle “We are getting better results through the shift to a Modern Sales and Marketing platform that delivers better intelligence, social collaboration, and native mobile apps for our Sales and Marketing professionals.” Mark Hurd Oracle President Forbes Magazine 2013 43 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 44. How To Get Started? 44 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 45. How To Get Started Call Us – NA: 1-800-633-0738 – Global Contacts Try It! – Cloud.oracle.com 45 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 46. Stay Connected With Oracle Sales Cloud Like Follow twitter.com/OracleCX Read blogs.oracle.com/CX Watch youtube.com/oraclesalescloud Learn 46 https://www.facebook.com/OracleSalesCloud oracle.com/salescloud Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
- 47. 47 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.
Editor's Notes
- Before I begin, this is our corporate safe harbor statement…
- Welcome everyone to today’s webcast.My name is Doug Clemmans. I am the Senior Vice President of CRM Sales in North America.I’m here today with Thomas Kurian, Executive Vice President of Product Development. Welcome Thomas. We are excited to have you join us.During this webcast, we will be discussing how sales organizations can be more effective and drive growth through smarter selling.Over the course of the next hour, Thomas and I will cover:How the world of selling has changed and why current Sales solutions have fallen shortWe will describe what we mean by Smarter Selling and how it delivers better resultsYou will learn how Oracle Sales Cloud enables Smarter Selling and we will show you a quick demonstrationI will also share how Oracle and other companies are using Oracle Sales Cloud to achieve sales successAnd finally, how you can get started on the path toward Smarter SellingWe invite you to join the conversation on Twitter using the hashtag #smartersellingLet’s get started.
- Although a lot has changed with how we sell and what we sell, what sales leaders need to do to succeed has not: We need to meet or beat our numberWe need to deliver accurate forecasts to our executive teamsAnd we need to ensure that are sales teams are given that right resources and training so that every single sales rep is equipped to succeed..
- But, achieving these goals is more challenging today because the world of buying and selling has changed:Social media, mobile devices, cloud technology are all changing the way people way people search for information and make buying decisions – for both consumers and businesses.The old models of selling no longer work effectively.The new way of selling is driven by customer insights.It is proactive, and it’s all about knowing your customers, their business pains, before they even become aware of them. Consultative selling – co-vision creation,Not show up and features…features, customer has need, what do you need, find a hook and sell Find a unrecognized need before customer says here is RFP, offer insights, engage in discussion-offer value)Really about getting to know your buyer
- This becomes obvious if we look at how critical problems for sales people have remained the same. Sales reps and managers and companies still suffer from the same old headaches.In other words, most CRM systemstoday STILL fail to meet the needs of sales organizations. They don’t really help sales people solve challenges and problems. For example, according to recent studies, Sales reps spend 78% of their time doing administrative things such as planning, searching for information, etc Next slideand only 22% of time actually selling.40% of B2B sales miss quotaAND nearly half of incentives plans do not achieve the desired results!----------------------------------------------------------------http://www.slideshare.net/MarketingPROTemplates/go-to-market-strategy-the-cost-of-a-b2b-direct-sales-rep
- and only 22% of time actually selling.
- It’s no wonder that 40% of B2B sales reps miss quota
- TK: We believe that they need something a lot smarter , to solve those problems that we just talked about. At Oracle, we have built a CRM solution centered around the needs of sales teamsWe didn’t just change the delivery model to the cloud. We believe that today, companies are focusing on getting better performance from their sales teams. With Oracle Sales Cloud, we want to help you achieve the ROI you are looking for, and we believe the answer is in smarter selling. Simply put, it’s about Driving Smarter Sales and focuses on: 1. helping your sales reps sell more by giving them the tools to succeed anytime, anywhere;2. making sure you and your managers know where things stand so you can take proactive actions to ensure that you win deals and hit your target; and 3. giving you the tools to understand your customers, maximize sales coverage with the right incentive plan, balanced territories, and last but not least, ensuring that your marketing team works hard on your behalf to give you higher quality leads so you can focus on selling to the hottest opportunities first. .
- Let’s take a look at the first pillar---Reps Sell More. How does Oracle Sales Cloud help your reps become more productive and sell more-- regardless of where they are, whatever device they’re using? Anytime, anywhere, with any device. How does our solution help your reps to close more deals and increase win rates through social collaboration? And finally, how do we enable your sales reps to become more independent, take charge, and grow their own pipeline through effective campaign planning and execution, without having to rely on marketing?
- Salesforce says: “Any mobile device”Reality: “iPads running iOS 5.0+”Oracle Sales Cloud supports: iPad, iPhone, BlackBerry, Android – Today!Note: Deprecated Salesforce Mobile product supports iPad, iPhone, BlackBerry, AndroidLimitations: No map for Around Me, cannot save password, no demo mode, English-onlWorks with Oracle Sales Cloud Release 5, 6, 7Tablet and Smartphone; v4.0.2 or higherView and manage your current forecasts from the mobile appUpdate or Adjust the forecastSubmit Forecast
- You’ve probably been hearing a lot about social selling and collaboration. << insert some stats from social presentation??? >>Oracle Sales Cloud helps you promote sales team productivity through purposeful social networking without the noise Empower your sales people with enterprise-class social selling tools to help them connect and collaborate effectively to drive more revenue.Drive sales force collaboration with conversations throughout the sales cycle.Enable smarter collaboration by securely and effectively connecting people and business information systems within and across enterprises.Provide live streaming updates across the enterprise, including recent activity, trending hot topics, and status. Provide tools to support individuals and groups in the production, review, and publication of content. Allow management to monitor activity and engage when needed.For all our mobile solutions, we believe the ability to collaborate with team members (whether it’s sales consultants, sales reps, etc) is crucial for sales success.To do solve the collaborative problems, we offer the Oracle Social Network, a secure collaboration tool for everyone you work with. OSN is designed to deepen engagement, to draw individuals and groups to work together in real-time Conversations It’s a tool that allows you to be kept informed of activities within your business, to stream updates from your business applications to your Social NetworkCritically OSN allows you to drive the business forward without creating a huge level of noise. The largest fear from a business executive implementing any social network is that it creates a lot of non-productive non-focused noise to distract the workforce. With OSN, we drive Purposeful Collaboration forward, creating the leverage and value of a social network, without inundating people with a lot of unnecessary noise. OSN is designed to extend into you existing Applications the way we ship with Fusion Application and have Applications Unlimited, business process mgmt, and further integration into Oracle technology. You can continue to extend OSN into your 3rd party application and customer applications as appropriate to your business. Oracle Social Network is available in the Web Client, iPad and iPhone client, and Desktop Integration with MS Outlook.The desktop integration with MS Outlook gives you additional capabilities where you can very easily bring content from within Outlook, from your email platform into Oracle Social Network. The ability to drag and drop an email or attachment onto an opportunity to help inform the team of what is going on.So our use of Oracle Social Network allows you to connect using our iPad, Phone, Outlook, and WebClient anywhere, at anytime.
- Sales Dashboards , Reports, and Embedded AnalyticsData by itself isn’t very useful. What you need is actionable intelligence, where and when you need it. Oracle Sales Cloud has taken a unique approach with embedded analytics that allow you to take action when you need to.Oracle Sales Cloud’s powerful business intelligence gives you pre-built dashboards & reports, while also giving you the tools to easily build your own.Get Customer insights: Know what products to recommend to customers and understand who is buying whatSee your Pipeline progression: Analyze where things are going well, and where you need to focus your energy. Get the information you need to course correct before it is too late.Find quality Opportunities: Be proactive! Give managers they tools they need to help their reps choose the right opportunities.
- Prebuilt analytics, pipeline dashboard (identify pipeline reports), mobile sales analytics, sales analytics, mobilytics?OSN with HR and ERPOSN with Eloqua and Service (Right Now)OSN automatically updates /status changesNow let’s take a look at the second pillar of Oracle Sales Cloud, which is about managers’ ability to gain more visibility into their teams, their business, and the trends that will determine their success in the next quarter or fiscal year.
- Territory PlanningMaximize sales coverage with optimal territoriesQuota SettingSet achievable goals based on real opportunityCompensation PlansDrive desired behavior with the right incentivesPerformance ManagementMonitor and manage behavior to achieve goalsSales Performance Management represents a combination of technology and best practices used by companies to drive Sales Performance and maximize sales coverage.And by Sales Performance, we mean creating a more informed, a more motivated, and a more competitive sales team that is aligned to meet the Corporate Goals and objectives. These objectives might include revenue or margin in real terms. They could also include a competitive position or a bigger market share and these objectives might vary from territory-to-territory or region-to-region.So, what are trying to accomplish with better Sales Planning?First of all, better alignment of cross-functional people and processes. The reality is that there is often a disconnect between the different functional groups within an enterprise with conflicting goals. This results in inefficient processes that span across the organization.Secondly, improve business agility in responding to changes in the market place. As we all know, we live in a world that is constantly undergoing changes in a rapid pace. The most successful companies are those that are able to adapt to these changes quickly.Lastly – optimization of your sales performance through prediction of market potential, better territories and quotas. So, how does Oracle Sales Cloud help your sales organization tackle this complex process? Territory Management offers a powerful set of what-if capabilities using real-time analytics to help you optimize your sales territories. It also offers an intuitive user interface without the need to write complex assignment rules. Quota Management allows you to set individualized quota not only based on the individual’s past performance, but also based on the potential that exists in his territory. It offers an efficient quota setting and change management process. Incentive Compensation, integrated with Quota Management, provides a powerful tool to construct robust compensation plans and calculations with an intuitive user interface. It offers advanced monitoring and alert capabilities help sales managers identify and address performance issues early. Sales reps also have visibility into up-to-date sales performance and earnings information.
- 41% of sales leaders miss their forecasts, and 0% of them like it. Oracle Sales Cloud is there to help you beat yours. We keep your forecast accurate with real-time synchronization and analytics, adding business insight that helps you beat your number. Forget about forecasts that fall out of date because information has to be updated in two places. Oracle Sales Cloud automatically synchronizes data between opportunities and forecasts and allows managers to view changes at a line item level. We also simplify the formal submission process with UI-based approvals, rejections, and adjustments, so you don't have to waste time with email exchanges. When it comes to beating your forecast, this makes the difference.Real Time: improved efficiency and accuracy for reps, real time feedback to managementComprehensive: enables management to view what has changed at a line item levelAdjustments: allows management to reflect real time course corrections in the forecast
- Now let’s take a look at the final pillar, which is about helping you companies to grow more, focusing on how your Sales organization is aligned and incented to sell, uncovering and harnessing customer information for more sales, and leveraging extensions of your team, in marketing and across your channel partners.
- Traditional SFA lets you track basic customer information, but that doesn’t help you really know and understand your customers so you can recommend the right products at the right time. Up-sell and cross-sell customers with critical customer information all in one place, including history, preferences, social data, and mash-ups with other tools and dataLeverage Customer Center to gain a complete customer view and instant perspective on organizational structure, key products and competitors, and recent financial informationTake the complexity out of maintaining clean, accurate customer data to provide a trusted, authoritative source of customer information across the enterprise. This lets you drive more revenue by improving cross-sell/up-sell opportunities and customer retention.
- Prebuilt analytics, pipeline dashboard (identify pipeline reports), mobile sales analytics, sales analytics, mobilytics?OSN with HR and ERPOSN with Eloqua and Service (Right Now)OSN automatically updates /status changesNow let’s take a look at the second pillar of Oracle Sales Cloud, which is about managers’ ability to gain more visibility into their teams, their business, and the trends that will determine their success in the next quarter or fiscal year.
- FUSION ERP ODFirst AmericanLand O LakesPFGRed Robin
- DC: Let’s look at our business more closely. First, we are big. Huge. Our last reported figure was $37 billion in sales. That was spread over 2 million transactions of ?? product skus, sold by a global sales organization of ?? people.
- Moreover, we have had 40+ acquisitions in last decade, and this means, inevitably, fragmented customer management systems and processes, especially after acquisition of hardware businesses.TK: Yes. We face some enormous , daunting challenges as a big, complex, gigantic organization, don’t we?DC: Indeed. This project, besides letting us prove our Sales Cloud on a large sales force, has allowed us to successfully address some of the long standing issues and gaps in our current crm implementations. In other words, Sales Cloud lets us solve some big problems. TK: What type of problems? DC: Well, for examples: Problem 1: How do we model and manage an incredibly complex territory structure?Problem 2: How on earth do we create a global forecast across this complex a business, especially when you’ve added a huge business you weren’t even in a few years ago?Problem 3: How do you get any visibility into all of the above?Problem 4: How do you keep our data clean when you have things like a 40 million record named account table, half of which changes weekly?
- Apart from being big , it’s complex too. Our sales operation is divided by all kinds of dimensions. We have outside salespeople, as well as an inside sales org that we call Oracle Direct. We’ve got territories based on geography, product type, hardware and software, industry verticals, divisions by account size. Basically think about every way you could define territories in a sales operation, and we do pretty much all of them – all at once.
- These are issues we have grappled with for years, and Sales Cloud gives us the chance to crack them. As Mark Hurd mentioned in his recent interview with Forbes magazine, after going live on its own Oracle Sales Cloud application one year ago, Oracle now relies on a single global deployment of its SaaS CRM tool to support its global sales operations—from opportunities to accounts to territories in 145 countries around the world. Each minute of every day, Oracle’s extensive global network of sales professionals in Key Accounts, Field Sales, Inside Sales, and Channels depend on Oracle Sales Cloud as the strategic backbone that supports the $37 billion in annual revenue the company reported in June. And after using it internally for a full year, we can now say that the potential of the Oracle Sales Cloud has been rigorously tested in the real world, and it’s passed with excellent marks. Along the way, we’ve learned some important lessons and want to share those with our customers and prospects looking to infuse their sales organizations with actionable insights, real-time information, and analytical capabilities that our competition can’t match. For example:Oracle Sales Cloud offers real-time Incentive Compensation for our 16,000 reps worldwide.If features “best-practice coaching” so that our sales reps can benefit from guided selling and up-sell recommendations.It creates Optimal Territories. At Oracle, we used it to create 43,000 territories and Sales Cloud has allowed our reps to execute flawlessly starting from day one.While those big numbers clearly indicate how far the Oracle Sales Cloud can scale up and out, we at Oracle are equally excited because it was designed and has turned out to be a very different type of CRM platform that enhances the capabilities and insights of every person at every level within a sales organization.
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