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Marketing and Sales Alignment, Erica Ruliffson, Oracle SaaS Group

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SaaS Applications Group 1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Empowered
Move the needle 5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
What we really needed was a Message… 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Internal Lobbying Effort •  Convincing our partners in Marketing •  Someone with a mindset to “change the game” •  Content sponsor •  Financial sponsor 9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
POV Workshop Collaboration Marke&ng   Sales   Product   10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
How POV was used: •  Framework for Marketing messaging: Campaigns, Events, Ads •  Framework for Demo Flows •  Framework for Sales messaging: Certification process 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
Changing Trajectory 1980 US Hockey - 1 17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
20 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8

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Marketing and Sales Alignment, Erica Ruliffson, Oracle SaaS Group

  • 1. SaaS Applications Group 1 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 2. 2 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 3. 3 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 5. Move the needle 5 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 6. 6 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 7. 7 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 8. What we really needed was a Message… 8 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 9. Internal Lobbying Effort •  Convincing our partners in Marketing •  Someone with a mindset to “change the game” •  Content sponsor •  Financial sponsor 9 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 10. POV Workshop Collaboration Marke&ng   Sales   Product   10 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 11. 13 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 12. How POV was used: •  Framework for Marketing messaging: Campaigns, Events, Ads •  Framework for Demo Flows •  Framework for Sales messaging: Certification process 14 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 13. Changing Trajectory 1980 US Hockey - 1 17 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8
  • 14.
  • 15. 20 Copyright © 2011, Oracle and/or its affiliates. All rights reserved. Insert Information Protection Policy Classification from Slide 8