CON8573_Wettemann

ORACLE SALES CLOUD: PERSPECTIVES
Rebecca Wettemann
+1-617-720-2000
rwettemann@nucleusresearch.com
NucleusResearch.com
About Nucleus Research
An independent IT research and advisory firm that specializes in the financial and
operational value that technology delivers to enterprise organizations.
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Founded in 2000, based in Boston MA
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More than 450 published ROI case studies
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Standard, consistent, globally understood research methodology focusing on ROI and financial Payback.
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The only firm registered with the National Association of State Boards of Accountancy
Registration #108024
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Agenda
> The promises – and challenges – of SFA
> The Dark Cockpit
> Looking at Oracle Sales Cloud
> Key differentiators
> Benefits
> Case examples
> Best practices
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CRM delivers $8.71 for every dollar spent.
(Nucleus Research o128, June 2014)
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The Promise of SFA
> Greater productivity
> Greater visibility
> Greater scalability
> Increased profits
> Increased growth
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The Challenge of SFA
Managers need better data!
> The biggest SFA challenge is data entry
> Poor data drives poor forecasting
> Old data means missed coaching opportunities
> Pushing data entry is not the answer
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The SFA Conundrum
7.56%
Profits
Time spent in CRM
Nucleus Research n167 – Enterprise software must adopt the
principles of Dark Cockpit, November 2013
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The Dark Cockpit
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The Dark Cockpit - SFA
> Simplify
> Focus
> Automate
> Coach
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Looking at Oracle Sales Cloud
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A Closer Look
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Simplified UI
Improved Outlook integration, social collaboration, and voice capture
Territory, account, quota, and incentive comp management
Embedded dashboards, analytics, reports with pre-built KPIs
Improved lead and forecast management
Sales Predictor
Improved support for integration between Siebel, E-Business Suite, and JD Edwards
Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014
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Simplify
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Simplify – Oracle Sales Cloud
> UI, UI, UI
> Mobile UI
> One-click to view and manage
> CRM without training
> Cloud
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Cloud quick facts
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1.7 times greater ROI
Time to go-live measured in weeks rather than months.
Average payback in 5 months versus 1.1 years for on premise
85% lower up-front costs
75% of IT departments report they are resource constrained
Tax advantages of OPEX versus CAPEX can save 5% of the project
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Focus
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Focus with Oracle Sales Cloud
> Sales Predictor
> Embedded in-context analytics
Analytics delivers $13.01 for every dollar spent.
(Nucleus Research o204, September 2014)
> AroundMe
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Automate
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Automate with Oracle Sales Cloud
> Automated data capture, updating, correction
> Improved Microsoft Outlook integration
> Voice capture
> Data management and data quality
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Coach
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Coach with Oracle Sales Cloud
> Embedded real-time analytics drive coaching in the moment
> Automation of tasks frees up time for more meaningful conversations
> Real reporting: when a deal changed, how it changes, who changed it
> Accelerate sales onboarding 50-75%
> Reduce tactical management by 75%
> Increase close rates by 10-15%
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Examples
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Example: Apex IT
ROI:
Payback:
724%
2 months
The Challenge:
Needed a new CRM to support the growth needs of the business with integrated sales
and marketing functions.
The Strategy:
Implemented Sales Cloud integrated with Eloqua.
Key Benefits:
- Increased visibility
- Increased sales and marketing productivity
- Improved margins
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Example: Batesville
ROI:
Payback:
111%
1.1 years
The Challenge:
Needed better way to track and manage sales performance while facing changing
marketing conditions.
The Strategy:
Implemented Sales Cloud with an iPad pilot and integration with JD Edwards.
Key Benefits:
- Increased visibility
- Increased sales and management productivity
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Best Practices
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Keys to Success with Oracle Sales Cloud
> Take advantage of cloud ROI multiplier
> Experiment
> Expand
> Evolve
> Know your data
> Pilot with mobile
> Have users vote early and often
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Human issues
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Individual
Hierarchical
Structural
Cultural
70% of bad projects have a
root cause in a human factor
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Resources
Visit: NucleusResearch.com
Resources:
Nucleus Research o60 – Technology Value Matrix 1H 2014 – CRM, April 2014
Nucleus Research o53 – A closer look at Oracle Sales Cloud, April 2014
Case studies
Nucleus Research Knowledge Center
Nucleus Research CRM ROI Financial Modeling Tool
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Summary
> Oracle Sales Cloud leverages intelligence
of software with advanced capabilities
> Dark Cockpit
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Simplify
Focus
Automate
Coach
> Best Practices
> The 3 E’s of Cloud
> Address Human Factors
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Thank you!
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