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Lukasz Kujawski, Oracle @ SalesMixer 18.03.2014

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Presentation of Lukasz Kujawski, Oracle at Sales Mixer meeting organized by Oracle and Outbox at the Concept 13 restaurant in Warsaw, Poland on March 13, 2014.

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Lukasz Kujawski, Oracle @ SalesMixer 18.03.2014

  1. 1. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.1 SalesMixer Sprzedaż – Trendy i Wyzwania. Łukasz Kujawski Senior CRM SaaS Account Manager
  2. 2. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.2 Trends Driving Modern Sales Approach GLOBALIZATION 9 Billion Internet Devices in 2012 50 Billion by 2020 DATA EXPLOSION 90% Created within Last Two Years 50X Growth by 2020 RISE OF MOBILITY 6 Billion Mobile Subscribers 87% of World‘s Population Mobile Data Growing 78% CAGR SOCIAL IS BUSINESS Consumers Driving Experience 26% Post negative comments 86% Now stop doing business 94% Will pay more for great experience MODERNIZE TO SURVIVE Lots of 20 year-old Legacy Applications Sources: United Nations / International Telecommunications Union, internetworldstats.com IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data rEvolution Sept 2011, CSC's Leading Edge Forum Portio Research Mobile Factbook 2012 Facebook Director of Global SMB Markets Dan Levy, BIA/Kelsey’s Interactive Local Media West Conference IDC: “Time for Change: Optimizing Datacenter Infrastructure with Technology Refresh”
  3. 3. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.4 Customers Are Taking Control Mass media Internet/1:1 Social/Mobile 42% of Facebook users have mentioned a brand in a status update ** #1 online activity is social * 65% of companies say that social media is a critical risk to their brand reputation *** Customer Power and Choice Company Power and Voice Customers Are Taking Control
  4. 4. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.5 Buying process shifting to marketing-driven • Sales Dominated • One-way, single channel, relationship-driven • Marketing plays critical role • Internet-driven, analytics-driven THEN NOW
  5. 5. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.6 Your data changes at a rate of 27% per month IN JUST ONE HOUR: 40businesses will change addresses 20 businesses will fail 12 new ones will open their door 4 companies will change their names Source: D&B, US Census Bureau, US Department of Health and Human Services, Administrative Office of the US Courts, Bureau of Labor Statistics, Gartner, A.T Kearney, GMA Invoice Accuracy Study Customer Data Changes Everyday
  6. 6. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.7 94% of respondents suspect their customer & prospect data may be inaccurate 17% of all information may be inaccurate said respondents of an Experian QAS survey Source: Experian QAS Global Survey 2013 Multiple Versions of the Truth
  7. 7. 8 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Average 2013 revenue target increased by 16.4% Only 3% of companies say their forecasts are “always accurate” How? Who? When? What?
  8. 8. 9 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. Sell Anytime, Anywhere, From Any Device Think Mobile First  Sales rep don’t like CRM   Spend more than 2 days on trip weekly  Simple and optimal end user experience for any modern device  Native application with complete SFA  Tailored to user role, need and situation  Automation Know More Grow More Sell More
  9. 9. 10 Copyright © 2013, Oracle and/or its affiliates. All rights reserved.  Improved sales productivity with mobile, social, enhanced analytics  Established unified territory and forecasting processes  Improved customer data visibility Project included a worldwide sales force automation rollout in over 100 countries with 60K users, 540K customers, 1Million opportunities and 27K territory definitions. Data migration involved 730K sales accounts and 2.7M contacts. . Oracle Sales Cloud: • Customer Hub • Sales • Mobile Sales • Sales Forecasting • Sales Prediction • Sales Campaigns • Oracle Social Network Challenge Solution Result OracleOracle engineers hardware and software to work together in the cloud and in your data center.
  10. 10. Copyright © 2013, Oracle and/or its affiliates. All rights reserved.11

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